Bernadette McClelland

JANUARY 11, 2017

When they find themselves in a competitive sales situation some wouldn’t have a clue where to focus their attention or what steps they will take next. Initially designed for the battlefields of China some 2,500 years ago, his works have now been adapted to leadership, business and more relevantly sales strategies.

Strategy 150

Strategy How To Competition Energy 150

Hubspot Sales

JULY 11, 2019

Your sales team is working harder than ever to differentiate your product or service and close new business. Enter, the sales operations manager. Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more.

Hiring 113

Hiring Salary Commission Sales Operations 113

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Sales Qualified Lead 103

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 103

Hubspot Sales

JANUARY 6, 2021

You've established the various stages of your sales process. You've trained your salespeople on the key actions required to move prospects from stage to stage. The concept that underlies all those points is known as sales effectiveness. Some other ways to measure sales effectiveness include: Individual quota attainment.

Sales Process 141

Sales Process How To Hubspot Hiring 141

Sell Integrity

DECEMBER 15, 2020

Effective sales coaching yields results, and sales leaders intuitively seem to understand this. Why isn’t everyone putting their energy and attention behind something they know will deliver results? In the world of sales, coaching is seen as critical for driving growth and developing excellence within sales teams.

Coaching 88

Coaching Sales Coaching Survey Motivation 88

Selling Energy

APRIL 22, 2022

Their mission statement was to install more EV charging stations for electric cars in their territory, and it was my job to train their employees on how to sell these charging stations in various business, municipal and residential situations. To say the least, this had an impact on me both professionally and personally.

Hiring 102

Hiring Territories Up-Sell Training 102

Sales and Marketing Management

JANUARY 3, 2018

Author: Tim Houlihan Dispensing with sales manager myths. What’s your sales manager mythology? In a recent conversation with a sales vice president, he noted that leadership is not about being engaged, it’s about the willingness to take risks. He was talking about his sales managers. the sales manager?—?to

Journal 180

Journal Study Comparison Territories 180

Steven Rosen

JUNE 25, 2013

Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system.

Hiring 309

Hiring Territories eBook Sales Management 309

The Spiff Blog

OCTOBER 28, 2022

New research from Gartner has revealed a startling truth– almost 90% of B2B sales reps are experiencing burnout ( source ). Although it’s no secret that sales is a high-stress job, uncertain market conditions have only amplified the pressure to perform. What is Sales Burnout and Why is it so Common? Let’s jump into it!

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

Sales Hacker

MAY 29, 2023

This helps you understand the terminology used through the sales cycle and what the deal funnel looks like. Related: Sales Cycle Management: Definition, Stages, and Strategies Listen to your AE’s calls The leads that you pick from the above CRM report might have call recordings associated with them. Get to know your CRM in and out.

Ideal Customer Profile 84

Ideal Customer Profile Study Sales Cycle Top of Funnel 84

Tony Hughes

MAY 13, 2019

Sales Management is without doubt the most important link in the revenue chain. If you’re a sales person you probably don't fully understand what your sales manager really does for you beyond approving your expenses and hassling you about the forecast. Here are just some of the things. Forget the words used… talk is cheap.

Sales Management 81

Sales Management Hiring Forecasting Energy 81

Sales Hacker Training

JUNE 17, 2020

According to statistics from our sales professional user base here at RepVue , only 46.7% of sales professionals globally are achieving quota. And it’s even fewer in software sales organizations. 6 Key Fit Factors When Hiring for Sales. How does the candidate’s sales methodology align with the vision of sales leadership?

Quota 123

Quota Hiring Cold Calling Sales Methodology 123

Hubspot Sales

JUNE 28, 2019

The sales operations professional is like the coxswain for salespeople. Patrick Kelly, who led Xerox’s first Sales Operations group, describes the role as “all the nasty number things that you don’t want to do but need to do to make a great sales force.”. Download Our Free Sales Conversion Rate Calculator and Guide.

Sales Operations 101

Sales Operations Hiring Lead Rank Territories 101

Showpad

MAY 12, 2022

Yet, working together, they’ve built a high-performance sales enablement function at TOUGHBOOK Europe—the European Mobile Solutions Business Division of electronics giant Panasonic. They designed new industry research methods that include both customers and sales reps. Before 2020, Panasonic didn’t have a sales enablement team—at all.

Industry 98

Industry Sales Enablement Hiring Telecommunications 98

Corporate Visions

JULY 16, 2020

Your sales reps need the Deficit Learning approach when they have a skills gap or an acute performance need that they need to address now—not six months from now. Training and enablement that’s inflexible and event-based won’t be of much help when you need to respond to an urgent situation right away. Salespeople are no exception.

Webinar Metrics 83

Webinar Metrics Face-to-face Sales Enablement Pivotal 83

Anthony Iannarino

JANUARY 15, 2020

At the start of each year, sales organizations begin their year with new, larger revenue goals, something that is true whether or not they reached their goals in the prior year. If you want to improve your sales, start by improving your sales force. Better salespeople require better sales leaders. Bad Generals.

B2B 87

B2B Territories Account Lead Rank 87

Anthony Iannarino

APRIL 1, 2020

As you start to level off, your energy is no longer enough to keep you moving forward, and you are staring up at a mountain that is going to require that you exert the maximum effort to climb. Don’t Stop B2B Sales Training. Improving your B2B sales effectiveness is never more critical than it is right now.

Engineering 97

Engineering eBook Energy Face-to-face 97

Xvoyant

JULY 2, 2020

I’ve often used the analogy that B2B enterprise sales professionals are the Olympic athletes of the corporate world. That said, try putting them in a front line B2B sales role focused on the complex sale at the enterprise level and see how that works out for you. Oh, sure, we throw money at the sales department.

Sales Coaching 62

Sales Coaching Coaching Forecasting Lead Rank 62

Hubspot Sales

MARCH 16, 2020

And if you work in sales, it can be even harder. Plus, we review best practices for managing a group of remote sales employees. 8 Tips for Remote Sales Reps. Plus, we review best practices for managing a group of remote sales employees. 8 Tips for Remote Sales Reps. Maintain a routine. Dress for success.

Hubspot 137

Hubspot SalesForce Hiring How To 137

Crunchbase

MARCH 1, 2023

The Crunchbase 2023 Influential Women in Sales List is a submission-based list. They’re launching sales podcasts, YouTube channels and startups of their own. They’re creating safe spaces to empower female professionals and championing diversity in sales, both inside and outside their organizations.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Sales Hacker

JANUARY 8, 2021

Elements of Successful Global Sales Expansion. “Be So, let’s look at four keys to a successful global sales expansion. The hard questions: No plan is without its faults, and no sales expansion is without its fair share of roadblocks. It takes a particular type of sales leader to be the first in a new country or region.

Hiring 82

Hiring Territories Pipeline Resources 82

The Pipeline

DECEMBER 23, 2011

The Pipeline Renbor Sales Solutions Inc.s How Your Sales Team May Be More Like Santa’s Reindeer Than You Realize. Stored in Attitude , Guest Post , Interactive Selling , Listening , Proactive , Productivity , Sales Leadership , Sales Success , Sales Tip , execution. He or she lets no sales lead die.

Pipeline 217

Pipeline Hiring Cold Calling Top of Funnel 217

The Pipeline

DECEMBER 12, 2011

The Pipeline Renbor Sales Solutions Inc.s Go Ahead, Sell On Price – Sales eXchange – 127. Stored in Attitude , Business Acumen , EDGE Selling , Gap Selling , Impact Questions , Interactive Selling , Interview , Price , Proactive , Sales Strategy , Sales Success , Sales eXchange , Zone Selling , execution , qualifying.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

Rob Jolles

MAY 7, 2021

Here are three classic examples I’m intimately familiar with: Sales and Marketing – How many of us were raised on one side, and then taught to practically sneer at the other? I was taught as a salesperson that those in marketing didn’t have a clue as to what we were up to in sales! It was a win for both sides.

Coaching 98

Coaching Call-back Territories Training 98

Selling Energy

APRIL 22, 2021

Their mission statement was to install more EV charging stations for electric cars in their territory, and it was my job to train their employees on how to sell these charging stations in various business, municipal and residential situations. To say the least, this had an impact on me both professionally and personally.

Hiring 52

Hiring Territories Up-Sell Training 52

MJ Hoffman

SEPTEMBER 26, 2018

You might be a horrible leader, but if you stay in sales long enough, you will be promoted to management. However, your chances of ascending higher — to a VP or Director of Sales position — are zero. Only successful sales managers become sales executives. What many sales managers never grasp?

Sales Management 40

Sales Management Hiring Referrals Energy 40

MJ Hoffman

SEPTEMBER 26, 2018

You might be a horrible leader, but if you stay in sales long enough, you will be promoted to management. However, your chances of ascending higher — to a VP or Director of Sales position — are zero. Only successful sales managers become sales executives. What many sales managers never grasp?

Sales Management 40

Sales Management Hiring Referrals Energy 40

The Pipeline

JANUARY 16, 2012

The Pipeline Renbor Sales Solutions Inc.s Not Different – Sales eXchange – 132. Stored in Attitude , Buying Process , Communication , EDGE Sales Process , Gap Selling , Impact Questions , Planning , Productivity , Prospecting , Sales Success , Sales Technique , Sales eXchange , execution. EDGE Sales Process.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

Sales Hacker

NOVEMBER 4, 2020

I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. This opportunity gave me a huge amount of experience and training that has impacted how I think about building teams and how I think about coaching and communicating with people. Let’s dive in.

Hiring 99

Hiring Scale Ideal Customer Profile Lead Rank 99

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Allego

DECEMBER 27, 2018

This is a story with which Travis Hecker, Senior Manager of Global Sales Training at Abbott Laboratories, Chronic Pain Therapy Division, is very familiar. We trail off on what we do at Month 3 or Month 6 or Month 12 to reinforce what the sales reps learned as new hires. Fighting the ‘Sunk Cost Fallacy’. A Collaborative Approach.

Hiring 54

Hiring Lead Rank Coaching Video 54

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. For savvy sales and marketing professionals, these are selling opportunities as well. For sellers, context is everything.

Company 156

Company Prospecting Oracle Transportation 156

Allego

DECEMBER 27, 2018

This is a story with which Travis Hecker, Senior Manager of Global Sales Training at Abbott Laboratories, Chronic Pain Therapy Division, is very familiar. We trail off on what we do at Month 3 or Month 6 or Month 12 to reinforce what the sales reps learned as new hires. Fighting the ‘Sunk Cost Fallacy’. A Collaborative Approach.

Hiring 48

Hiring Lead Rank Coaching Video 48

Miller Heiman Group

SEPTEMBER 17, 2019

Channel sales present a challenge for several industries, but it’s a particular concern for manufacturers. Let’s explore the key success factors for manufacturers to maximize sales through indirect channels. To maximize sales through indirect channels, you must clearly define a value chain from distributors to your end-user.

Channels 50

Channels Maximizer Hiring How To 50

Customer Centric Selling

DECEMBER 24, 2012

Sales Training Article: Great Sales Teams Need Great Managers By Andris A. Many will argue for the team of excellent salespeople: "It's salespeople — not managers — who develop and nurture the customer relationships that drive sales.". Clearly, the best sales forces have both excellent salespeople and excellent managers.

Sales Management 55

Sales Management Hiring Sales Talent Energy 55

The Brooks Group

JULY 7, 2017

No one knows how true this is more than sales professionals. Success in sales involves juggling many different tasks—some are tedious and time consuming, but simply cannot be avoided. If you want to maximize your sales reps’ high-gain selling time, have them look for administrative tasks they can eliminate, automate, or outsource.

Hiring 74

Hiring Energy Case Study CRM 74

SalesProInsider

JULY 12, 2017

” What manager longs to hear those words from a sales rep? Those words typically don’t make a sales leader’s day. I will share the good, the bad, and the ugly of sales rep turnover. The numbers were about average for the industry, but higher in our sales area. “I’m giving notice today.”

Hiring 54

Hiring Salary Compensation SAP 54