Your Sales Management Guru

SEPTEMBER 4, 2012

What makes this a great read for sales leaders at ANY size organization are the real case study examples that the authors used to prove their strategies. The authors, all McKinsey and Company consultants took data elements and individual interviews to produce almost a handbook style guide that should be on every sales leader’s shelf.

Strategy 103

Strategy Handbook Case Study Quota 103

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Aside from helping you make money, training may save you money too. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech.

Inside Sales 78

Inside Sales Training Hiring Outsourcing Services 78

Jonathan Farrington

DECEMBER 12, 2012

For example, once a customer’s problem is on the table, use questions to get at what the short-term goals are, what the obstacles are, how in light of that their purchasing strategies have changed. as one of the “Top 20 Most Influential Training Professionals.”. An effort like this revs up competitive juices and improves results.

Handbook 41

Handbook Call-back Travel Conference 41

Sales Hacker

SEPTEMBER 24, 2018

Based in neuroeconomics, Pitch Anything trains readers to control the pitch process by understanding how the brain makes decisions. Considering a big move into a management job but not sure if you’re ready? The authors also share ways to spot and engage with these influential “Mobilizers” for more effective sales. Buy New Sales.

Strategy 67

Strategy Influencer Ideal Customer Profile Handbook 67

Jonathan Farrington

APRIL 5, 2013

For example, ideally you have involved a senior earlier who can contact/leave a voice mail thanking the customer for the opportunity and reinforce competence and commitment of the organization, you can provide data the customer has requested or you feel will add value, or you can forward a blog to the customer that is relevant.

Handbook 31

Handbook Scale Coaching Conference 31

Fill the Funnel

DECEMBER 3, 2012

” Zero-Time Selling gives every sales professional, sales manager, entrepreneur and CEO the tools to be completely responsive to that customer request. Author Andy Paul clearly understands that neither sales people nor buyers have the luxury of time. And win more orders in less time. Simplified.: Simplified.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Sales Hacker

MARCH 2, 2020

Management and Operations. Sales Manager Survival Guide. The Ultimate Sales Machine. Blueprints for a SaaS Sales Organization. Sales Management. The Sketchnote Handbook. More Sales, Less Time. 80/20 Sales and Marketing. The 5 Dysfunctions of a Team. From Impossible to Inevitable.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141