Steven Rosen

JANUARY 10, 2021

Invest in your sales managers to unlock the potential in your sales organization and turn that performance into sustainable performance As the leader of your organization, the next 6 months will prove to be more pressure-filled than you may have experienced in years. Invest in your sales managers.

Sales Management 194

Sales Management Hiring ROI Maximizer 194

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. What is Prospecting?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Understanding the Sales Force

FEBRUARY 6, 2024

I’ve written hundreds of articles with analogies to sales using athletes, musicians, actors, CEOs, politicians, inventors, songs, movies, TV Shows and their leading characters. You don’t need to be a fan or follower to appreciate the sales lessons I introduced and today’s article fits the genre of a celebrity-based analogy.

Scale 261

Scale Hiring Coaching Promotion 261

Zoominfo

FEBRUARY 17, 2021

Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game. Along with actionable intelligence, guidelines for cold calls allow both sales managers and SDRs to tailor their sales processes.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Pointclear

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win.

Follow-up 154

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

Smooth Sale

JULY 24, 2018

Attract the Right Job or Clientele: Patiently following up stirs up emotion in almost everyone. But a small percentage of salespeople view follow-up as getting their game on for achieving their goals. Most people fall down on follow-up. My Story of Patiently Following Up.

Follow-up 84

Follow-up Referrals Gatekeeper Decision Maker 84

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

criteria for success

MARCH 2, 2022

There are many aspects to sales development. And all great sales managers know that when it comes to sales development, opportunities for growth are endless. When we talk to sales managers about sales development, we tend to get some similar questions: Where is the best place to start? Where to Start.

Sales Management 104

Sales Management Insurance Insurance Pivotal 104

The Sales Hunter

JULY 30, 2019

Ask salespeople what their number one issue is and you’ll probably hear, “getting good prospects.” Here’s a simple fact: you can’t close a sale until you have someone to sell to. So what does it take to successfully prospect? Have a dedicated time on your calendar to prospect. Don’t allow interruptions!

Prospecting 210

Prospecting Sales Qualified Lead Social Media Lead Rank 210

Sales 2.0

OCTOBER 25, 2021

If you know someone that runs a business with a sales team, or they lead the charge themselves, have them take a look at the areas below for ways they can increase their sales. Improving even one of these areas could take their sales to the next level. Sales process efficiency. Sales time sucks.

Territories 396

Territories Compensation Scale Decision Maker 396

criteria for success

SEPTEMBER 9, 2022

As a sales leader, it can be a challenge to make sure your team is prospecting efficiently (or at all). That's why we put together something called the Prospecting Action Plan. This action plan puts your sales reps on the right track to ensure proper prospecting practices. Sales conversations. The Mechanics.

Prospecting 97

Prospecting How To Sales Qualified Lead Face-to-face 97

Understanding the Sales Force

FEBRUARY 6, 2024

I’ve written hundreds of articles with analogies to sales using athletes, musicians, actors, CEOs, politicians, inventors, songs, movies, TV Shows and their leading characters. You don’t need to be a fan or follower to appreciate the sales lessons I introduced and today’s article fits the genre of a celebrity-based analogy.

Scale 182

Scale Hiring Coaching Promotion 182

SBI Growth

JUNE 14, 2013

I sat across the desk from Mike, the new VP of Sales. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. Mike was a roll-up your sleeves execution specialist. After a quick conversation, we found he was committing 3 of the sales myths below.

Sales Management 326

Sales Management Hiring Telemarketing Demand Generation Targets 326

Janek Performance Group

AUGUST 16, 2023

We all know the challenges of a sales career. And many know the difficulties of management. That’s what makes the sales manager position unique. Sales managers, however, not only work with their teams. They also work with other mid- and high-level managers. The same for sales managers.

Sales Management 62

Sales Management Hiring Coaching Forecasting 62

No More Cold Calling

MAY 24, 2018

If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer. Sales productivity tools are everywhere, but do they really enhance productivity?

Prospecting 196

Prospecting Social Media Trends Face-to-face 196

Shari Levitin

JUNE 14, 2023

He landed a job at a lush eco-resort and quickly became the busiest dive instructor on the peninsula; because, unlike any other guide, he prospected for new business (would be divers) at the pool and in the cafes. Within a week, he assisted the sales department by standardizing the hiring process and mentoring new sellers.

Sales Management 62

Sales Management Hiring Real Estate Hotels 62

SBI Growth

JANUARY 5, 2014

Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Every sales manager is time starved. Sales Managers should be spending 75% of their time coaching their team. POST-SALES SUPPORT. PRIORITIZE THE PROSPECT UNIVERSE.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Janek Performance Group

FEBRUARY 7, 2022

Prospecting, seeking new opportunities and clients, is an integral part of sales. However, when it comes to prospecting, many salespeople experience fear. A driver of performance anxiety, it can lead to sales slumps, missed quota, and restricted pipelines. Always think of prospecting from the prospect’s point of view.

Prospecting 118

Prospecting Cold Calling Call-back Lead Rank 118

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Understanding the Sales Force

SEPTEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are categories of sales tools and CRM applications where none existed a few years ago. It seems to have worsened!

Sales Management 288

Sales Management Hiring Compensation Trends 288

Mr. Inside Sales

MARCH 28, 2018

I’m here this week presenting at the American Association of Inside Sales Professionals (AA-ISP) Leadership Summit. And if you’re in the city, then stop by and join the breakout session I’m giving tomorrow, Wednesday, at 4:15 pm in the Mayfair room, entitled: The Sales Manager: Seven Crucial Skills Every Inside Sales Leaders Needs Now. ”.

Sales Management 120

Sales Management Decision Maker Top of Funnel Gatekeeper 120

Hubspot Sales

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Think about it this way: If you're a sales manager and you help each of your 10 reps sell 20% more, you've essentially just "created” two new salespeople. Why would this be?

Sales Management 117

Sales Management Hiring Buyer Persona Compensation 117

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

Software 118

Software Software Sales Management Sales Forecasts 118

Hubspot Sales

MAY 2, 2019

In many ways, technology, like Google Maps, is similar to sales management software. Sales management software provides streamlined tools for data entry and management to speed up this process. And they often include some of the most popular sales tools (e.g., Free Sales Management Software.

Software 132

Software Software Sales Management VanillaSoft 132

Janek Performance Group

DECEMBER 20, 2021

If you are a new sales manager, building trust with your sales team is your first challenge. Without trust, progress will be slowed and time is a luxury few new sales managers have. In this article we will outline the key elements of trust and how a new sales leader can build trust within their new sales team.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

MTD Sales Training

JANUARY 18, 2018

This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. For some, though, it would be seen as real progress if they were to be promoted to a management position. Have they got the acumen to become a manager?

Sales Management 192

Sales Management Salary Promotion Cold Calling 192

Gong.io

NOVEMBER 23, 2022

It’s hard to become a sales manager without first being a good sales rep. After all, when the majority of your own quota is based on your team’s sales performance, you need to know how to sell. . But that doesn’t mean the best closer is guaranteed to make the best sales manager. Time management.

Sales Management 62

Sales Management Forecasting Report Face-to-face 62

Janek Performance Group

MAY 25, 2022

Lead, follow, or get out of the way, is a saying attributed to General George Patton. If you are in sales, you likely see yourself as a leader. If you are a sales manager, you must be a leader. But if sales management is a new role for you, it can feel like you are swimming upstream.

Sales Leadership 62

Sales Leadership Sales Management Lead Rank Promotion 62

Understanding the Sales Force

MAY 30, 2023

There are simple, easy, fast and powerful solutions for sales problems too. There four possible reasons and fairly obvious solutions: Salespeople aren’t prospecting as required because they have call reluctance. Salespeople aren’t prospecting as required because sales managers are not holding them accountable.

Decision Maker 156

Decision Maker Hiring Proposal Sales Cycle 156

Pointclear

APRIL 7, 2014

Jim, who is principal of a California-based sales and marketing consulting firm Sales Leakage Consulting, lays the blame squarely at the feet of sales managers, who aren’t putting the necessary pressure on their sales force to follow up on leads, he said. Sales Managers Are to Blame for Lost Leads.

Lead Rank 257

Lead Rank Lead Scoring Sales Management Leads 257

Mr. Inside Sales

MARCH 2, 2024

I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! Too many sales reps like to talk. ON DEMAND SALES TRAINING THAT GETS RESULTS! The way to fix that—and stand out!—is

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

Gong.io

DECEMBER 30, 2022

Ask any sales leader what they want, and you’ll get an answer along these lines. You can’t tell a sales rep to “increase sales” and expect them to know what to do. A good place to start is to set the right sales objectives. We’ll also look at examples of sales objectives that you can set for your sales team.

Objections 62

Objections Examples Ideal Customer Profile Sales Management 62

Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

Apptivo

JUNE 22, 2023

Why is it important in sales management? CRM Functions to Speed Up the Sales Process 5. Footnotes In today’s fast-paced business environment, effective sales management involves more than just charm and persuasion. CRM stands for Customer Relationship Management. What is a CRM? What is a CRM?

CRM 52

CRM Sales Management Lead Rank Lead Scoring 52

LeadFuze

MAY 17, 2021

What is a Sales Manager. A sales manager is a person that’s responsible for building, leading, and managing a sales team within an organization. . A sales manager will work closely with managers of other departments, as well as communicate with prospects and customers on a regular or semi-regular basis.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

criteria for success

JULY 15, 2021

As sales managers, we’ve all been told we need to coach our teams. At CFS, we believe that to be an elite sales manager, you need to learn how to coach people where they are. At CFS, we believe that to be an elite sales manager, you need to learn how to coach people where they are. State of Emergency.

Coaching 98

Coaching Sales Management Pipeline Sales Qualified Lead 98

Crunchbase

AUGUST 16, 2022

Anyone in charge of a company’s sales success knows a sales team is only as good as its members. Like any group of individuals that comes together for a common cause, if a sales team is going to succeed consistently, reps and management must operate in a culture that motivates individuals to perform at their best.

Coaching 93

Coaching Sales Management Company Hiring 93