Win more with old-fashioned, in-person sales meetings
Membrain
NOVEMBER 13, 2019
Despite reports to the contrary, the old-fashioned, in-person sales meeting isn’t dead.
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Membrain
NOVEMBER 13, 2019
Despite reports to the contrary, the old-fashioned, in-person sales meeting isn’t dead.
Sales and Marketing Management
JUNE 22, 2018
Author: Kevin McGirl Sales managers have a tough job. A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable. There are many moving parts in the sales process, and it’s not easy staying on top of them all.
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Bigtincan
OCTOBER 11, 2021
Yet this is how almost all product training content goes: Dump all this product information on your sales reps and ask them to remember it forever. The post How to Train a Sales Team on Products: Use Modern Software, Not Old-Fashioned Training Techniques appeared first on Bigtincan. It’s wildly inefficient.
No More Cold Calling
MARCH 10, 2016
Sales managers, listen up. Even the most effective sales techniques fall short if your team sounds, well … stupid. .” ” Does that mean everything else your sales reps have been saying is dishonest ? Sales buzzwords are even more uncreative and obnoxious than filler words. And in Sales 2.0,
Cincom Smart Selling
SEPTEMBER 21, 2017
Sales management software tools cover a vast amount of functional territory. The sales management process involves many things that are not directly tied to selling. The problem facing sales managers is finding the time and expertise to do this in a meaningful and productive way. After-sale support.
Cincom Smart Selling
SEPTEMBER 21, 2017
Sales management software tools cover a vast amount of functional territory. The sales management process involves many things that are not directly tied to selling. The problem facing sales managers is finding the time and expertise to do this in a meaningful and productive way. After-sale support.
Partners in Excellence
NOVEMBER 22, 2020
It’s a lot like the fashion industry, every year, that which was “new and fashionable” is displaced by something newer. It is no longer fashionable to talk about sales enablement, now it’s revenue enablement. The comment got me reflecting.
No More Cold Calling
JANUARY 23, 2014
And in Sales 2.0, A buzzword (a term first used in 1946 as student slang) is a word or phrase used to impress, or one that is fashionable, according to Wikipedia. Disrupt, disruptive innovation, disruptive technology: These seem to be the fashionable phrases from 2013, and I say we leave them there. How about you? Comment Here.
Partners in Excellence
MAY 17, 2022
I wasn’t hearing anything about sales management–both top sales executives in setting the overall goals and priorities of the organization, and front line sales managers. The words “sales management” were not uttered in the conversation.
No More Cold Calling
OCTOBER 7, 2014
Thankfully, there are plenty of opportunities to develop and manage your referral network. While social media can help you begin conversations, turning those connections into relationships means socializing the old-fashioned way—offline. Associations Enterprise Sales Management Salespeople Small Business'
No More Cold Calling
APRIL 3, 2014
The same is true in sales management. The very strategies you use for attracting clients are the key to increasing sales effectiveness for your team. Management by walking around” changed the cadence of business — in large part through greater leadership involvement and presence. Simply put: Conversations count.
Membrain
MARCH 13, 2019
What do fashion trends, U.S. elections, and your sales team have in common? They’re all influenced, for better and worse, by the bandwagon effect.
Partners in Excellence
MARCH 5, 2024
At 25 I was unsatisfied about my job – I just earned a degree in Psychology but I didn’t want to be a clinician, so I ended up working in Retail Stores management: at that time, I was managing 5 stores all over Italy for a famous fashion company. in Marketing with Sales Management – one of the best decisions of my life.
Cincom Smart Selling
JANUARY 23, 2017
Channel sales management for dynamic sales volume and velocity markets. Each has its own family of add-on products and bike accessories available to enhance the basic sale. Regulatory issues and channel sales management . Make sure you align and tailor your support of these two distinct sets of needs.
Understanding the Sales Force
MARCH 23, 2015
It''s very fashionable - and a best practice - to continue promoting the most-read, most-liked, most-favorited, most-shared, most-tweeted and most-commented articles; but I don''t think anyone has gathered up their worst work and said, "Look at this!" Photo Credit: Psychic Library. That''s right. The least read.
No More Cold Calling
DECEMBER 9, 2014
What generation is better suited to engage customers in this fashion than millennials? So what does this mean for sales organizations and sales managers ? Associations Enterprise Sales Management Salespeople Small Business' They have been living online for the last half-decade creating their personal brands.
No More Cold Calling
SEPTEMBER 30, 2014
So embrace your inner caveman (or cavewoman), and start connecting with people the old-fashioned way—in person. Associations Enterprise Sales Management Salespeople Small Business' Note: There is a poll embedded within this post, please visit the site to participate in this post''s poll. Connect with No More Cold Calling.
Braveheart Sales
JANUARY 2, 2018
Here is a quick checklist for sales managers to make sure you have everyone focused correctly. Each individual salesperson must know what’s expected of them regarding sales. This includes where the sales need to come from – will it be from new clients, an expansion of existing clients, or some combination of the two?
Sales Training Connection
MARCH 2, 2015
So, let’s take a look at some of the issues starting with the main perceived reasons for not coaching top sales performers. If you listen carefully to conversations among sales managers and get the story behind the story, two rationale for not coaching top sales performers pop up more than others.
Partners in Excellence
FEBRUARY 1, 2022
It’s hugely fashionable right now, so many organizations are trying to copy it. While I’m oversimplifying it, we want to minimize the friction that sales creates reducing it to electronic fulfillment (no sales involved) or order taking. What Slack does is successful for them, but not a promise of success for us.
Partners in Excellence
FEBRUARY 7, 2021
To be honest, I have a “love/hate” relationship with sales enablement (not the people in sales enablement.). I think it’s a critical function to support and enable sales people. It may be failures on the part of sales managers and sales people, failing to implement the programs sales enablement people develop.
A Sales Guy
JUNE 16, 2021
Sales management is equally infamous for making the CRM a tool the salespeople hate. However, if we take a deeper look, the results here highlight a GROSS problem in sales and one that plagues almost every sales organization in the world. Here are the results. Salespeople are notorious for hating the CRM.
Understanding the Sales Force
NOVEMBER 7, 2012
It's become fashionable to attach someone's name to a behavior. Sales Manager: "Hey Steve, how did you make out on that sales call to Exxon/Mobil?". Sales Manager: "What happened?". Here are ten which I've heard: "Oh, them? Steve: "Oh, not too good.". Steve: "We got Obama'd.".
Pointclear
MAY 5, 2017
Now there is a rush for software and computers to reason (yes, that is the right word) and to take action for sales and marketing revenue increases by people or in a programmatic fashion. Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell.
The Pipeline
JULY 26, 2018
Now, clients can screen calls, send our emails to spam and reject our sales pitches without ever having to look us in the eyes. We may now live in a digital culture with all sorts of wireless gadgets, but nothing has replaced good, old-fashioned salesmanship. Is this actually the death of salesmen? Not really.
Understanding the Sales Force
NOVEMBER 18, 2013
Coincidentally, several of their sales managers were supposed to attend our sales leadership event and were unable to be with us because they were required to be at the client appreciation event. To me, the concept that salespeople entertain their clients in that fashion sounded very 70''s.
Partners in Excellence
APRIL 3, 2019
Too often when I speak to sales managers, they focus on “monitoring” their sales people. Are the sales people hitting their goals on prospecting calls, customer meetings, and so forth? Monitoring, in this fashion, provides no value to anyone! Are they keeping CRM and other systems updated?
SBI Growth
JULY 13, 2013
Dave was promoted to be Acme’s VP of Sales for the Americas. He did it as a District Sales Manager. Dave became VP of Sales for the Americas. Dave became VP of Sales for the Americas. In the first 6 months he: Did monthly pipeline reviews with every sales manager. Dave was a turnaround guy.
Anthony Cole Training
OCTOBER 28, 2014
This thought/concept is very important for sales managers and sales people alike to grasp and think about EVERY day. Rather, it is a process that evolves out of focused commitment and dedication, ongoing study and professional growth, high-road ethics, unwavering determination, and plain, old-fashioned hard work.".
Partners in Excellence
JUNE 7, 2022
Some suggestions: Sales management, enablement, and operations need understand the connection of each tool to the outcomes actually produced. In your assessment, focus on the value these produce for the sales people, that is, how they contribute to sales person improvement. Are they producing those expected?
Pipeliner
AUGUST 2, 2023
With outsourced sales, you won’t have the same level of control over every aspect as you’d with an internal approach. Yet, as a sales manager, it’s essential to recognize that many outcomes are beyond your control, regardless of your approach. Trusting others to handle the work can be challenging.
SBI
JUNE 28, 2021
Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Q: What should sales leaders do differently when giving coaching remotely? It’s easy for remote sales managers to get overly focused on specific opportunities or calls.
Revegy
MAY 4, 2021
It’s no secret that many companies are struggling to realize their returns on investment (ROI) in any quantifiable fashion, meaning companies are spending a significant amount of money on CRM solutions that often fail to live up to expectations. Traditional CRM platforms provide a backward-looking view of sales and customer activity.
The Spiff Blog
SEPTEMBER 1, 2022
Only 37% of sales reps’ time is being spent on revenue-generating activities ( source ). 51% of sales organizations are using data to analyze and improve performance ( source ). 51% of sales professionals state that their companies use data to assess their sales performance ( source ). Sales reps need more time to sell.
Pipeliner
MARCH 10, 2020
And companies will service anyone in this fashion, no matter how they appear or are dressed. The right technology allows a sales manager to reinforce buyer-centric behavior. Technology, such as Pipeliner CRM, reveals all sales activity through totally visual analytics and data. It’s a very customer-centric approach.
SBI Growth
DECEMBER 4, 2012
Ultimately, Sales Managers are the crucial key to any kind of Sales force adoption. But to ensure the highest adoption, Sales must leverage HR. World-class HR is a center of excellence for Change Management. Sales Managers that are not onboard – can you spell failure? 100*0=0 Effectiveness.
Highspot
MAY 26, 2022
Sometimes, it’s possible to capture lightning in a bottle, and reps can pull off sales miracles. And as any sales manager will tell you, some reps just seem to have whatever it takes to always pull off a sale, which can lead to a massive imbalance on the team.
Score More Sales
SEPTEMBER 9, 2013
This was a tip I learned from one of the most favorite of my 21 sales managers over my selling career – a former IBM top sales rep and leader who would say this so regularly that it was ingrained in my 20-something brain and has been there ever since. That means that old-fashioned cold calling is not effective.
Partners in Excellence
AUGUST 12, 2021
It’s become high fashion to declare the future of selling is “virtual.” For example, sales people can make back to back sales calls through the whole day. ” While F2F, telephone, text, and other approaches will continue to exist, everything is moving to virtual.
Increase Sales
MAY 1, 2012
Being in any sales leadership role from the salesperson up to sales management and even beyond requires the talent of diplomacy. For without the consistent application of this talent may result in one’s foot in one’s mouth not to mention the inability to increase sales. Emotions are running rampant.
Allego
JANUARY 11, 2024
To help you out, I did the work for you and found some of the top GPTs for sales professionals. Below you’ll find GPTs for sales coaching, sales content, sales leadership, sales management, and sales strategy. Suggested prompts: Create a sales email for a tech company.
Sales Training Connection
JANUARY 7, 2013
Sales coaching. Sales leadership talks about it all the time. Sales consultants advocate it and Sales Managers say they would like to do more of it if they had the time. The “it” of course is sales coaching. So sales coaching gets put off until Friday and it never happens. Reinforces Sales Training.
Partners in Excellence
MAY 26, 2021
It’s become fashionable, recently, to apply manufacturing principles to our Go To Customer strategies. We may change skills, people, talent, all focused on what we think is best to achieve our goals. And it works, until it doesn’t. And we are reminded, once again, the customer doesn’t care about these things.
Sales Training Connection
APRIL 8, 2013
If you listen carefully to conversations among sales managers and get the story behind the story, two rationale for not coaching top sales performers pop up more than others. If that is the perception then why would sales managers need to coach top sales performers and why would top sales performers want to be coached.
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