Sales and Marketing Management

FEBRUARY 15, 2021

Now, as we dive deeper into a new year, sales leaders are tackling another issue. Many sales organizations have pivoted to virtual events rather than simply canceling major sales events. But in a virtual selling world, training, collaboration and engagement are more challenging. Virtually Connect.

Education 194

Education Film Channels Cancellation 194

Sales Training Connection

JUNE 4, 2014

Sales Managers. If you want to get better at management a good first step is – stop annoying you staff. People complain about their managers regardless of their position inside the organization or the type of business all the time. This good idea also holds true for sales managers.

Sales Management 123

Sales Management Face-to-face Pivotal Sales Leadership 123

Sales Training Connection

SEPTEMBER 20, 2016

A while ago we received a call from a company wanting to talk about coaching training for their front-line sales managers. They were real cheerleaders – they believed sales managers were the pivotal job for sales success and coaching was the sales managers’ key responsibility.

Coaching 50

Coaching Sales Management Training Sales Coaching 50

Sales Training Connection

SEPTEMBER 29, 2014

Lessons for Sales Managers. In the book, the author shares several key points about entrepreneurs which we believe surely presents lessons for sales managers. This frees up your time to focus on activities that yield the highest returns for the company and that grow the business.

Sales Management 96

Sales Management Journal Lead Rank Pivotal 96

Emissary

SEPTEMBER 20, 2022

Recently, enablement has flexed to provide better support for sales in the face of the post-pandemic business environment and increasingly demanding technology buyers. So as revenue teams build up the team for next year, they need to focus on the soft skills and aptitudes that make good producers in the open positions. .

Sales Enablement 130

Sales Enablement Strategy Hiring Face-to-face 130

Sales Training Connection

MAY 4, 2012

Sales training. The vast majority of sales training programs have solid content and excellent instructional design. Any company looking to purchase sales training programs has a wide variety of viable options. Yet, too often great sales training programs don’t produce great results.

Training 119

Training Face-to-face Pivotal Follow-up 119

The Brooks Group

APRIL 22, 2020

The sales cycle has been extended, and the traditional sales playbook, for many, has been torn up. Virtual sales training – accessible now, to your entire sales force – can be a decided advantage for your team today, offering a level of dynamism that can pay off, right away, for your organization.

Training 52

Training Face-to-face Scale Government 52

Sales Training Connection

JANUARY 23, 2013

As a part of the discussion they explore three factors that determine the optimal design – product diversity, customer requirements, and the complexity of the sales process. But what about sales training ? If so, what are the considerations for crafting that training? Sales Management. Why are we doing it?

Training 103

Training Pivotal Commission Quota 103

Alice Heiman

JANUARY 31, 2023

Growth was great, annual sales revenue soared. Within a few months, Bob pivoted the in-person event platform into a virtual one. Sales rebounded and are stronger than ever with a return to in-person. 15:12] I ran it like that until we had about 12 people on the sales team. His strategy worked. That took us to $10M. [17:35]

Hiring 131

Hiring Lead Rank Promotion Cancellation 131

Sales and Marketing Management

NOVEMBER 15, 2018

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. It’s all about dialing down “telling” and ramping up “showing.”. Now, even if you’re not talking to a future sales superstar, this information is not breaking news.

Coaching 257

Coaching Construction Pivotal Positioning 257

SMEI

JANUARY 5, 2024

Moreover, they demonstrate your dedication to staying abreast of evolving trends and best practices, a critical aspect in the ever-changing landscape of sales and marketing. Keeping Up with Industry Trends The sales and marketing sector is continuously evolving, with new tools, strategies, and market dynamics emerging regularly.

Marketing 85

Marketing Ideal Customer Profile Social Media Google Analytics 85

Hubspot Sales

JULY 27, 2023

Among others, solutions like ChatSpot allow sales reps to automatically set up new CRM profiles, create new lead segments, generate data from reports, and even send follow-up messages on their behalf. Prospect and Lead Management A steady stream of leads keeps businesses afloat. Here’s where AI comes to the rescue.

Sales Enablement 75

Sales Enablement Lead Rank Lead Scoring Strategy 75

Hubspot Sales

MARCH 4, 2019

If you want to develop a more effective salesperson, start with how your organization coaches and trains them. A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. He soon realized I wasn't seeing results by mimicking him, so he pivoted.

Hiring 104

Hiring Training Hubspot How To 104

Salesmate

DECEMBER 3, 2020

Example- Most of the sales reps aren’t able to push the deals from the presentation stage to the next one. So, a lack of follow-up might be the reason. 44% of sales reps give up after 1 follow-up. For instance, your sales team can automate the follow-up using the advanced tool and save a lot of time.

Motivation 123

Motivation Face-to-face Report Follow-up 123

Allego

SEPTEMBER 17, 2020

Your company may have pivoted to virtual selling overnight this spring, but now you realize that working and closing deals when you can’t be there in person is the new normal. You also need to add new skills of engagement, technical aptitude, active listening, follow up, and time management to your toolbox of selling techniques.

Collateral 147

Collateral How To Video Face-to-face 147

Sales Training Connection

JANUARY 5, 2015

When asked about his early management challenges, Roger Ferguson – CEO at TIAA-CREF – shared: “You have to get the balance right between leaving them alone and micromanaging.” Although Roger was discussing management in general, we thought his advice was particularly relevant for sale managers. ©2015 Sales Momentum, LLC.

Sales Management 50

Sales Management Pivotal Coaching Account 50

Sell Integrity

JANUARY 28, 2021

Of course, that’s the case when any employee leaves, but the full cost of sales rep turnover can be particularly high. In most organizations, salespeople are the pivotal drivers of growth. What’s more, truly effective salespeople spend time building up a deep understanding of and trusted relationships with their customers.

Hiring 114

Hiring Face-to-face Coaching Salary 114

Sales Hacker

MAY 15, 2023

We’re approached multiple times a day by lead generation companies or outsourced sales companies who are either paid on retainer — regardless of performance — or paid on performance. What happens if you hire a sales team too early in the life of your B2B startup? Ready to level up your sales game?

Hiring 85

Hiring Outsourcing Services Pivotal Ideal Customer Profile 85

Highspot

JULY 20, 2023

Managers juggle many duties, from taking care of current business to training new sales reps. At the same time, account executives must keep up with new product features and customer needs, manage their deals, and meet their sales goals. That’s where conversation intelligence can step in.

Conversion 52

Conversion Hiring Software Software 52

SBI

MARCH 19, 2019

New reps must be supported from day one with sales readiness programs that prepare them with the skills and knowledge to effectively engage buyers. But even after new hires ramp up, the learning shouldn’t stop – they need continuous training, as well as coaching and career development every step of the way.

Hiring 101

Hiring Sales Talent Pivotal Sales Enablement 101

Highspot

JANUARY 29, 2024

Jump to whichever section fits your needs: What Is Sales Negotiation Why Is Sales Negotiation Important? 7 Sales Negotiation Strategies to Close More Deals Sales Negotiating Training Example Sales Negotiating Training Program Work With Sales Enablement to Provide Negotiation Materials and Training What is Sales Negotiation?

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Hubspot Sales

AUGUST 19, 2019

Sales managers often get promoted to their position from the rep ranks. When they were individual quota-carriers, it was relatively easy to assess their sales pipeline. Managers must develop a more systematic process to test sales pipeline heath across the organization as a whole. What shape is the sales pipeline?

Pipeline 105

Pipeline Discount Top of Funnel Pivotal 105

Sales Training Connection

APRIL 15, 2015

Would-be leaders must learn to pivot – it is more about doing something different rather than just the same thing better. Although Ibaraan was writing about business in general, we thought her message held particular insight for the world of sales. So let’s translate this message to sales management.

Sales Management 50

Sales Management Sales Leadership Coaching Pivotal 50

Vengreso

JULY 20, 2023

Having a sales mindset rooted in positive thinking is what ultimately drives sales people to see opportunities for selling where others may not. In addition, the right mindset will also keep you agile, open-minded to change, and ready to pivot when things don’t go as planned. Click the image below to learn more.

Positioning 105

Positioning Coaching Up-Sell Sales Coaching 105

Showpad

MARCH 19, 2020

As economic uncertainty, remote workforces and other obstacles caused by COVID-19 transform day-to-day operations, organizations are learning they must pivot their sales strategies – and quickly – to confront the challenge. Here are four examples of companies shifting their strategies to succeed in this new reality.

Company 71

Company Strategy Face-to-face SalesForce 71

Nutshell

MARCH 15, 2024

The importance of lead nurturing for closing deals Pivotal stages in the lead nurturing process Lead nurturing tips and best practices Tools needed for effective lead nurturing What does lead nurturing mean? DOWNLOAD Ready to become a better sales leader? Download it today and start heating up your cold leads!

Lead Nurturing 71

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71

BrainShark

AUGUST 16, 2022

When used regularly, sales enablement and readiness platforms increase your sales team’s skill, performance, and revenue. They also make a huge impact on the effectiveness of sales kickoff events, which are basically intensive, multi-day sales training sessions (with a bit of celebration thrown in).

Sales Enablement 62

Sales Enablement Tools How To Follow-up 62

Highspot

OCTOBER 30, 2023

In this article, we help you navigate the intricacies of sales performance metrics, guiding you on which ones are pivotal and how best to measure them. What Is Sales Performance? Sales Performance vs. Sales Metrics Why Analyze Your Sales Performance? Regularly review and adjust.

Lead Rank 59

Lead Rank Lead Scoring Churn Top of Funnel 59

Miller Heiman Group

JANUARY 9, 2020

As a global sales enablement professional and leader, one of the chief lessons I try to teach is moving sales enablement from the perception it’s purely a training function or just a new word for training. What Should the Scope of Sales Enablement Responsibility Be? Listen: Find the Magic in Sales Transformation.

Sales Enablement 63

Sales Enablement Hiring Sales Methodology Top of Funnel 63

Highspot

OCTOBER 23, 2023

The success of the launch relies on a shared strategy across various teams, including sales, product managers, customer support, product marketing, event management, and more. Sales enablement is pivotal in this endeavor. A comprehensive plan, along with sales readiness , ensures no detail is overlooked.

Negotiation 59

Negotiation Scale Social Media Webinar Metrics 59

The Brooks Group

MARCH 4, 2019

Getting new salespeople up to speed quickly is a pivotal factor separating Best-in-Class organizations from their less productive peers. Research from The Sales Management Association reveals that these firms have 10% greater sales growth rates, and 14% better sales and profit objective achievement.

Hiring 68

Hiring Webinar Metrics Retention System 68

Lessonly

OCTOBER 15, 2020

I was just learning everything I could and soaking up every bit of experience and knowledge I could glean from my initial sales training. Ultimately, the elementary sales training programs that were being offered to me just weren’t living up to par or helping me improve my skills.

Sales Coaching 26

Sales Coaching Coaching Software Software 26

Sales Training Connection

APRIL 11, 2014

Let’s take a look at some estimates of the real cost associated with sales turnover and an idea or two that have good track records for reducing sales turnover. Defining the sales turnover problem. A more involved approach for understanding the “why” is conducting a 360 assessment with your front-line sales managers.

Sales Leadership 110

Sales Leadership Compensation Report Pivotal 110

No More Cold Calling

JANUARY 6, 2015

.” I’ve just read your book, Pick Up the Damn Phone! , I really have to pick up the damn phone! I love following you and reading all of the great content you post. Perfect timing as we pivot to both accelerating my expert authority in the business and speaking more concisely to our target market.

Referrals 120

Referrals Cold Calling Twitter Small Business 120

Sales Training Connection

JANUARY 31, 2017

If you are a VP of Sales, a sales manager or a salesperson, where you come down on this question will dramatically impact what you do as the future unfolds. If you are on the sales side of the table, the resulting changes will produce a new set of winners and losers. Rethink sales training.

Scale 50

Scale Coaching Sales Coaching Pivotal 50

Highspot

JULY 6, 2023

In this guide, we’ll explore the key sales skills that will equip your reps with confidence and boost sales. With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Why are Sales Skills Important?

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

Gong.io

DECEMBER 5, 2022

As a sales manager, you’re like a general marshaling your troops (or sales reps) into battle. That’s why having a strategic sales plan is vital. It sets out everything your sales team needs to know about your sales process, including what they need to do at every stage of the B2B sales funnel to convert high-value leads.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62