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.
Five Tips for Being a Better B2B Sales Manager
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. Success in sales demands quick reflexes. It requires patience, agility, and a lot of motivational guidance.
Sales Management 
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How to Train a Sales Team on Products: Use Modern Software, Not Old-Fashioned Training Techniques
Bigtincan
OCTOBER 11, 2021
Traditional product training for enterprise sales organizations and retail employees often includes hour-long training videos, reviewing lengthy recorded calls, reading through documentation, and a bunch of other time-intensive training processes that require your sales reps to absorb and, hopefully, retain product information.
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Sales Managers—Pay Attention to How Your Reps Communicate
No More Cold Calling
MARCH 10, 2016
Can your sales reps put a sentence together? Sales managers, listen up. Even the most effective sales techniques fall short if your team sounds, well … stupid. Sales reps want a call back ? ” Does that mean everything else your sales reps have been saying is dishonest ? And in Sales 2.0,
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Sales Management Software: Don’t Forget CPQ!
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.
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81 Sales Management Software: Don’t Forget CPQ!
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.
Software 81
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Sales Enablement, The Sound Of One Hand Clapping
Partners in Excellence
MAY 17, 2022
I’m a huge fan of sales enablement and some of the outstanding sales enablement practitioners who I count as friends. I think, however, one of the biggest problems with sales enablement is not what they do, or the quality of the programs they develop. Recently I had a fascinating conversation with a sales enablement team.
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“This Is Not A New Concept….”
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. Sometimes, what is old is new.
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7 Overused Words You Should Avoid
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.
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Closing Sales, Process, Hauntings, Training & More
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.
Sales Process 120
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Rethinking Sales Enablement
Partners in Excellence
FEBRUARY 7, 2021
Billions are invested in sales enablement programs, worldwide. 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. What if sales enablement became buyer enablement?
Is Outsourcing Sales Right for Your Business?
Pipeliner
AUGUST 2, 2023
Some businesses struggle to manage a sales team. Sales operations aren’t for everyone. In this piece, we’ll explore what sales outsourcing is and if it’s right for your business. What Is Sales Outsourcing? The goal of sales outsourcing is to improve efficiency while reducing costs.
Webcams are a necessity for virtual sales professionals
The Pipeline
JULY 26, 2018
It’s not your father’s world of sales any more. 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. Not really.
Wireless 185
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CPQ Software and Multiple Channel Sales Management
Cincom Smart Selling
JANUARY 23, 2017
If your sales strategy includes moving your product and services through multiple selling channels , you know very well that all channels are not created equal. Forcing a sales relationship model that works for selling into the heavy-industrial-equipment world upon a market that serves financial services is a recipe for failure.
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Introductions all around: It’s Time for Online to Meet Offline
No More Cold Calling
OCTOBER 7, 2014
Showing up counts—in life and in sales. Your networking prowess is critical for sales effectiveness. As a sales professional, you’re already good at all that. Thankfully, there are plenty of opportunities to develop and manage your referral network. Associations Enterprise Sales Management Salespeople Small Business'
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“Why I’m So Interested In Selling,” Tobia La Marca
Partners in Excellence
MARCH 5, 2024
Then, he wrote, I have the Sales Strategist Podcast , would you be a guest? I wake up every morning and spend 1 hour reading a sales book, at least 25/30 pages, to get fresh ideas and strategies to apply in my everyday conversations. So, I started reading Sales Books and I understood that I could get better at it if I kept studying.
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Sales management – 7 tips for coaching your top sales performers
Sales Training Connection
MARCH 2, 2015
Sales coaching. One frequently asked question is – Where should we focus our sales coaching efforts to optimize the impact on revenue generation? While the above answer is widely accepted, it does not mean that coaching top sales performers should be totally neglected. Fortunately that question has been answered.
Coaching 50
50 Message to Management: Are You Talking to Your Team?
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. As Julie Winkle Giulioni explains in her SmartBlog on Leadership , successful leadership is no longer about Management by Walking Around (MBWA). When You Talk, They Sell.
Hiring 212
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Sales Manager Clean Slate Checklist for the New Year
Braveheart Sales
JANUARY 2, 2018
One filled with hope and promise – a clean slate – and, yes, new sales goals. 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. Now, it’s time to move on to attacking the goals for this year.
Is the bandwagon effect destroying your effectiveness?
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.
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29 Critical Sales Compensation Benchmarks & Statistics for 2022
The Spiff Blog
SEPTEMBER 1, 2022
If you’ve worked in sales, revenue operations, or finance for any amount of time, I don’t have to tell you how important sales compensation is. You already know the right sales compensation plan can motivate your team, improve their performance, and boost overall job satisfaction. Current Sales Compensation Benchmarks.
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AI’s Role In Sales and Marketing
Sales and Marketing Management
MARCH 8, 2020
There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI AI is the future of all sales, but it hasn’t gone from 0-1 yet in the B2B space,” says George Kocher, CEO of Brand North, a digital marketing and growth consultant. CRM will become more predictive.?AI
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Is AI impacting Inside Sales Rep Revenue? Mike Plante of InsideSales Says it Is.
Pointclear
MAY 5, 2017
At the Funnel Media Group we believe that AI is the future of sales and marketing operations. Because of this, CRM Radio and the sister program SLMA Radio, have been interviewing executives on the subjects of the marketing and sales uses of Artificial Intelligence. About CRM Radio Guest Mike Plante, Chief Marketing Officer.
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28 of the Best Custom GPTs for Sales in the GPT Store
Allego
JANUARY 11, 2024
People in all industries use generative AI tools such as OpenAI’s ChatGPT to create content, analyze data, write software, create sales strategies, develop employee training, manage teams, and more. Say Hello to Custom GPTs for Sales Gen AI creators aren’t resting on their laurels. Want a GPT for sales content?
Your Millennials Are Gems Just Waiting to Be Polished
No More Cold Calling
DECEMBER 9, 2014
Sales organizations need to engage the next generation of rainmakers. Boomer that I am, I couldn’t help but wonder why she didn’t just wait until the break to actually use her phone the way it was meant to be used—to have a real conversation. ” and makes the case for why younger reps can be great at inside sales.
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Remote Selling Viewpoints with Greg Keshian of Brainshark; a Sales Readiness Platform
SBI
JUNE 28, 2021
Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?
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Why CRM Shortcomings Are Still Strangling Sales
Revegy
MAY 4, 2021
Ask any sales rep about his or her customer relationship management (CRM) platform and you’ll likely hear a lot of groaning. Implementing and using a CRM platform can create a prickly divide, as sales managers drive their sales teams to keep the CRM data up-to-date, taking away valuable selling time.
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Virtual Selling Is Not The Future Of Sales! Part 2
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. Customers are buying differently–and they are reducing their need/preference to use sales people in that process.
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Balance Between Behavior and Technology in Sales
Pipeliner
MARCH 10, 2020
Technology Adoption in Sales. What does technology mean from a sales perspective? In sales, there has not been 100 percent adoption of technology. In fact, adoption of CRM—which is the technology we’re talking about when it comes to sales—is a problem that CRM vendors still face. The Sales Attitude.
Hotels 95
95 Cavemen Would Have Been Great Salespeople
No More Cold Calling
SEPTEMBER 30, 2014
We’ve simply forgotten what we know to be true: Face-to-face cannot be replaced —not in life, and certainly not in sales. In sales, your relationships are your meal ticket. So embrace your inner caveman (or cavewoman), and start connecting with people the old-fashioned way—in person. We’ve simply forgotten.
Wireless 274
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New Sales Comp Plan? HR's 5 Must Dos.
SBI Growth
DECEMBER 4, 2012
A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. A Chief Sales Officer is meeting with Sales VPs and the VP of Sales Operations. They are trying to decide between keeping and scrapping the recently-implemented Sales Comp Plans. Sales roles that are new. The reason?
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Inside Sales Power Tip 131 – Homeostasis
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.
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Overcoming the Fear of Sales Prospecting
Janek Performance Group
FEBRUARY 7, 2022
Prospecting, seeking new opportunities and clients, is an integral part of sales. A driver of performance anxiety, it can lead to sales slumps, missed quota, and restricted pipelines. They also get a lot of sales calls. But what is this fear that takes a toll on even the most experienced sales reps? Set Realistic Goals.
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Why Salespeople Can’t Be Good If They Don’t Use the CRM
A Sales Guy
JUNE 16, 2021
The Sales world is desperate for an upgrade. It’s time sales let’s go of the tired and ineffective belief systems if we’re going to truly deliver the value we say we want to in the 21st-century. Sales management is equally infamous for making the CRM a tool the salespeople hate. Yes, I said the CRM.
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How to Build and Support a Sales Team
Janek Performance Group
FEBRUARY 1, 2022
In sales management, a common saying is, “Hire slow and fire fast.” In addition to reassessing this approach, here are productive ways to hire, fire, and support a sales team: The Slow Hire/Fast Fire Approach. For sellers, it assumes all sales organizations, products, and clients are inherently equal. It’s simple.
Hiring 118
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Driving Innovation In Selling
Partners in Excellence
FEBRUARY 1, 2022
Another conversation, recently, “Slack doesn’t have sales people, perhaps……” First, Slack does have sales people, but let’s imagine they don’t. It’s hugely fashionable right now, so many organizations are trying to copy it. Why should we copy them?
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How to Align Marketing and Sales for Successful Sales Enablement
Allego
JUNE 2, 2022
Sales enablement, the ongoing process of providing reps with the training, content, and tools they need to sell effectively, is often thought to be a function exclusively owned and operated by sales teams. The lack of alignment between sales and marketing often stems from poor or outright lack of communication between both departments.
Boost Your Sales Effectiveness with the Strategic Enablement Framework
Highspot
MAY 26, 2022
Sales can be a brutal business, made all the more so by the variety and complexity of sales materials and sophisticated training. Reps are expected to internalize a tremendous amount of knowledge—about the product, buyers, and the sales process itself—and any gap in knowledge can potentially turn buyers away.
Scale 52
52 
Sales Leadership – The Talent of Diplomacy
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.
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171 Did President Obama Do More Damage to the Image of Salespeople?
Understanding the Sales Force
NOVEMBER 7, 2012
Understanding the Sales Force by Dave Kurlan I would like to discuss what happened toward the end of the presidential campaign (hooray for that being completed!), 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?".
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6 Sales Closing Techniques and Why They Work
Hubspot Sales
AUGUST 12, 2018
Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. Sales Closing Techniques. Traditional sales closing techniques. Traditional sales closing techniques usually employ some psychological tricks designed to give that final nudge. Modern sales closing techniques.
Closing 145
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The Law of Opposites; Does This Description of Salespeople Offend?
Understanding the Sales Force
NOVEMBER 18, 2013
Understanding the Sales Force by Dave Kurlan I''ll get to it but first bear with me. Last week I was driving into Boston to lead our Fall Sales Leadership Intensive. To me, the concept that salespeople entertain their clients in that fashion sounded very 70''s. I have the comment in quotes but I might have a word or two wrong.
Trade Show 227
227 Is sales coaching really necessary?
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. Great Numbers. Zombie Ideas.
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Leadership Is Not About “Monitoring”
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?
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