The Brooks Group

MARCH 11, 2020

Remaining strong – and in fact, stalwart – in the face of this uncharted new landscape represents a generational challenge for many in positions of sales management. Sales Management Strategies. This is not the time to manage based on instinct, or to allow hubris to take the wheel. Track, train, and educate.

Sales Management 72

Sales Management Hiring Travel Face-to-face 72

SalesFuel

APRIL 1, 2024

SalesFuel’s Voice of the Sales Rep study revealed that many reps continue to struggle with basic skills. They say the following are their top weaknesses: Challenging misconceptions/budget concerns Networking Handling rejections These three skills are an important part of the sales process. But, networking is vital to sales success.

Hiring 52

Hiring Lead Rank Lead Scoring Face-to-face 52

Janek Performance Group

MARCH 12, 2024

Sales executives and sales managers would agree that their sales teams need ongoing training, coaching and support to get to the top of the game and stay there. In a fiercely-competitive market, your sales reps should challenge themselves to learn more, achieve greater results and embrace new strategies.

Outsourcing Services 62

Outsourcing Services Training Hiring Workbooks 62

Sales Gravy

JULY 21, 2023

Great Sales Messaging Isn't Rocket Science On this episode of the Sales Gravy Podcast, Jim Karrh, Ph.D. You’ll learn how to translate marketing messages into effective sales conversations, whether in person, virtually, or over the phone. teaches coursework around innovative marketing and sales messaging.

Strategy 84

Strategy Face-to-face Lead Rank Lead Scoring 84

Allego

MARCH 30, 2023

Sales reps never seem to have enough days in the month for all the phone calls, emails, meetings they need to have with buyers. Add to that the management and administrative tasks that go with every sale, and even top performers may end up exhausted and frustrated. Sales training is one solution. They learn for a purpose.

Training 62

Training Face-to-face Exercises Maximizer 62

Allego

DECEMBER 13, 2023

The event industry was shaky for a while, but the entire world has realized once again the important role of community and face-to-face engagement with others. In 2024, we’ll see plenty of top-notch conferences for professionals in all industries, especially sales enablement. Music to my ears! But wait, there’s more.

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

Hubspot Sales

NOVEMBER 17, 2020

many are just trying to survive — after all, we are experiencing one of the biggest macroeconomic shocks most businesses have ever faced. Sales leaders in charge of new revenue growth have felt this change in their core. Teams that traditionally sold in person had to pivot to an inside sales model. Sales leaders, let’s dive in.

Hubspot 126

Hubspot Lead Rank Opportunity Lead Scoring 126

Pointclear

OCTOBER 4, 2016

I quoted experts during the video as follows: Consultant/author Mike Weinberg (“New Sales. and “Sales Management. During the video I talk about the five steps in the sales process and how most sales people only use two steps which results in bad experiences for their prospects and NO DEALS. Simplified.”

Webinar Metrics 113

Webinar Metrics Prospecting Pipeline CRM 113

Sales Hacker

OCTOBER 7, 2022

WorldatWork’s sales comp conference is the premier event for sales compensation professionals. The conference provides education and certification, networking, and in-depth sessions focused on sales compensation, sales operations effectiveness, and sales analytics. Members of the Varicent team. Cool stuff!

Compensation 80

Compensation Conference Trends Incentives 80

Janek Performance Group

MARCH 2, 2022

On the surface, it’s easy to see products as the center of your sales strategy. Instead, even the best products need a sales strategy centered around the people who sell. Here’s how to build your sales strategy around your most important asset, your sales team: Create a Winning Culture. Sales Coaching.

Strategy 117

Strategy Incentives Incentive Coaching 117

The Pipeline

FEBRUARY 22, 2016

When you become a sales manager, or a VP of Sales it says a lot about you, your accomplishments, and your organisation. Many get to the position by survival, which is after all a skill in a competitive environment like sales, but not necessarily a success factor for revenue growth. Would you follow this guy in to battle?

Face-to-face 120

Face-to-face Promotion Education Account 120

Allego

MARCH 11, 2021

Ami Tully Lotka, co-founder of Maximum Impact Partners and expert in sales strategy and mobilization, has a simple answer to her own question: “The relationship is what breaks the deal.”. 1 Differentiating With Sales Relationships. We help salespeople make deeper and better connections with their clients,” she says.

Face-to-face 111

Face-to-face Sports Groups Promotion 111

Sales Hacker

FEBRUARY 6, 2019

That’s because the sales processes leaders come up with are often not as clear, actionable, or repeatable as they’d hoped. There have been many times during my career as a sales executive at Chorus and InsightSquared where I blamed reps for things that were really a result of my broken sales process. Sound familiar?

Sales Process 82

Sales Process Top of Funnel Sales Management Sales Methodology 82

Zoominfo

AUGUST 18, 2021

In sales, as with any other field or practice, sometimes you need to think outside the box to come out on top. Knowing the rules for a sales call is vital; so is knowing when to break those rules. Our research has shown how much sales calls have changed in the last year. Longer sales cycles.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Leads 130

No More Cold Calling

DECEMBER 16, 2014

With no formal sales training and very little real-world experience, today’s salespeople aren’t equipped to succeed. I never expected to have a long, successful sales career. My expectation was that all salespeople were pushy, arrogant , in-your-face, loud, obnoxious, and total extroverts. Did you learn to sell in school?

Hiring 240

Hiring Guidelines Engineering Face-to-face 240

SalesFuel

APRIL 3, 2024

Resilience in sales is vital to success. I believe that sales success comes down to one thing, just one thing,” explains Meredith Elliott Powell. “It It is not education, lucky breaks or pedigree. How to Increase Your Resilience In Sales One way that sellers can build their own resilience is to expect to encounter challenges.

Hiring 40

Hiring Face-to-face Territories Motivation 40

Gong.io

JULY 5, 2022

It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. The B2B sales funnel is a popular method for modeling this journey. What is a B2B sales funnel? . The best sales funnel examples are those that work as a high-level model.

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Awarathon

DECEMBER 15, 2023

Part four of our five-part series is a hugely hot topic in sales enablement. Getting the most out of every coaching and training session is key to increasing sales velocity and conversion rate. The objective of every sales representative and team should revolve around these aspects. Let’s find out as we move forward.

Software 52

Software Software Coaching Sales Coaching 52

Increase Sales

JUNE 5, 2017

How often do sales managers to SMB owners to even sales professionals seek the cheap and easy quick fix to increase sales? What usually happens is disappointment sets in and those in charge seek another cheap and easy solution to what ails their businesses and specifically their sales.

Face-to-face 103

Face-to-face Coaching ROI Training 103

Miller Heiman Group

DECEMBER 5, 2019

With less face time, sellers start to look alike, perpetuating customers’ reliance on other resources for information and creating what we call the buyer apathy loop. But all is not lost for sellers, if their organization’s enterprise sales strategy trains them on opportunities to connect with buyers earlier in the purchase process.

Outsourcing Services 59

Outsourcing Services Conversion Face-to-face Customer 59

Pipeliner

JULY 20, 2018

Technology has drastically changed the landscape of sales. Buyers are more educated on products than ever before. Even odder, B2B clients are refusing to take face to face meetings. I have been in situations where a client has invested over $225,000 and I had to beg them to drive 30 minutes to meet them face to face.

Face-to-face 63

Face-to-face Decision Maker Hiring Up-Sell 63

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. So, if you’re in need of some new sales motivation , keep reading.

Channels 187

Channels Face-to-face Video Hubspot 187

Allego

MAY 17, 2023

As the pressure for sales teams to succeed increases, so too does the need for sales leaders to develop their sellers’ skills and potential. First, many sales leaders rely on an outdated sales leadership approach. In fact, 76% of sales leaders have too many demands on their time, Brandon Hall Group research shows.

Positioning 113

Positioning Hiring Strategy Scale 113

SBI Growth

OCTOBER 2, 2012

Turnover is a fierce headwind for leaders of Sales and HR. Last week I talked with two Steves who faced this challenge and developed a sustainable solution. As the strategic HR partner to multiple sales leaders, Steve is responsible for recruiting and retaining top talent. Detail-oriented; able to manage multiple priorities.

Hiring 306

Hiring Ideal Customer Profile Face-to-face Oracle 306

Increase Sales

JULY 11, 2013

These folks are still engaged in product based or sales based marketing instead of education based marketing. iN = inValuable – Your did your homework and know about the challenges facing your potential customer. iN = inValuable – Your did your homework and know about the challenges facing your potential customer.

Email Marketing 156

Email Marketing Hiring Marketing Guarantee 156

SBI Growth

SEPTEMBER 20, 2013

The top sales executive in every organization faces the same problem: spin. Learning the truth is critical for your sales strategy. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Sales Rep Survey. Sales Management Survey. Expert Panel.

Hiring 310

Hiring How To Face-to-face Survey 310

Zoominfo

APRIL 19, 2023

It’s true that most sales professionals improve with experience, but if you can provide feedback and personalized goals, it’s possible to accelerate the learning process and get your sellers engaging with prospects faster. This is the time-tested practice of sales coaching. What is Sales Coaching?

Sales Coaching 130

Sales Coaching Coaching Hiring Analysis 130

Mindtickle

MARCH 24, 2021

Between lockdowns, remote working, and general pandemic blues, we have all faced significant difficulties. Sales teams have not been exempt from the challenges of prioritizing and maintaining their mental health and wellbeing. A recent survey estimates that more than 40% of sales workers struggle with their mental health.

Lead Rank 105

Lead Rank Lead Scoring Networking Survey 105

SBI Growth

NOVEMBER 23, 2012

It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. I had a recent conversation with a Sales Rep named Seth. This is the Problem.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Partners in Excellence

AUGUST 15, 2022

A reader wrote me, “Dave do you think sales enablement professionals need selling experience?” ” It’s a follow on to many of the discussions about “Do sales managers need sales experience?” Or if our customers were manufacturers, I tried to hire and train manufacturing managers.

Sales Enablement 101

Sales Enablement Hiring Engineering Scale 101

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity? What is sales productivity?

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

Zoominfo

MARCH 29, 2022

We know that gender and racial diversity creates higher quality products, companies, and sectors,” said Nicole McAllister, a customer onboarding manager at ZoomInfo. Allanna Harris, a UX and UI manager, said she had a hard time finding mentors like her, which felt isolating. “I That number drops to less than 2% for Black women. “We

Face-to-face 100

Face-to-face Groups Education Industry 100

BrainShark

AUGUST 4, 2022

However, many organizations find themselves looking for an alternative training software for their customer-facing teams. AI-powered video coaching (so sales managers get instant insights into reps’ sales skills). Readiness scorecards (so you can find skill gaps and see how training impacts sales performance).

SAP 62

SAP Face-to-face Video Course 62

Your Sales Management Guru

AUGUST 18, 2016

Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity: Why do anything?

Sales Management 40

Sales Management Webinar Metrics Vendor Case Study 40

Showpad

MARCH 17, 2020

And with recent events necessitating remote work around the globe, it’s more important than ever for organizations to help their sales teams succeed when in-office support and in-person customer interactions aren’t viable options. With that in mind, here are five ways to achieve favorable outcomes for your remote sales team.

Face-to-face 80

Face-to-face Coaching Collateral Sales Coaching 80

Zoominfo

AUGUST 18, 2021

In sales, as with any other field or practice, sometimes you need to think outside the box to come out on top. Knowing the rules for a sales call is vital; so is knowing when to break those rules. Our research has shown how much sales calls have changed in the last year. Longer sales cycles.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

SBI Growth

NOVEMBER 22, 2012

Today’s post is the first of three directed to Sales Operations leaders. Resource allocation is critical to success for sales. The word has come down - sales costs need to remain flat next year. Sitting with the Regional Sales VP, the scowl returned to his face. How it Begins. Put the talent where the money is.

Segment 288

Segment Customer Territories Penetration 288