Forecasting, Sales, Sales Management and Selling Skills

Onboarding New Managers

Partners in Excellence

NOVEMBER 28, 2022

Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Typically, the process is: “Lisa, congrats on moving into the front line sales manager role…… I need an updated forecast by Tuesday!”

Hiring

Hiring Forecasting Coaching Training

10 Things I Wish I Knew Before Becoming a Sales Manager

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management

Sales Management Hiring Top of Funnel Funnel

37 Sales Leadership Stats to Know in 2020

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. The ability to share information with other leaders, or to ask "how are you managing?" If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know.

Sales Leadership

Sales Leadership Hiring Face-to-face Decision Maker

90% of Sales Leaders Do Planning Wrong. Here Are 5 Tips to Fix It.

Sales Hacker

DECEMBER 9, 2022

Nearly every sales organization will admit they could be better at planning. According to a study by Cascade Insights , more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently.

Lead Rank

Lead Rank Territories Lead Scoring Quota

How to Build a Culture of Effective Sales Coaching

Miller Heiman Group

FEBRUARY 20, 2020

Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management.

Sales Coaching

Sales Coaching Coaching Top of Funnel Lead Rank

Sales Tips: Untrustworthy Sales Forecasts Cost Billions

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Lack of Trustworthy Sales Forecasts Costs Billions. This guest post was created by MIT Sloan School of Management, courtesy of SellingPower.com.

Sales Forecasts

Sales Forecasts Forecasting Sales Sales Cycle

How Sales Organizations Can Use Data to Quell Economic Headwinds

Allego

MARCH 23, 2023

In fact, the baseline forecast is for global economic growth to slow from 6.1% As a result, sales organizations are under intense pressure to achieve their targets and make sure their sales reps perform at a high level. to 3.2%, according to International Monetary Fund.

Data

Data Face-to-face Remedy Conversion

The Most Important Sales Metrics You’re Not Tracking @DeidreWM

SBI

OCTOBER 25, 2017

The Sales analytics category has exploded in recent years, both in number and diversity. Metrics are the bedrock of any sales function (in fact, one could argue that no enterprise function is tracked, measured and analyzed more than sales!). Here are 3 key sales metrics you may be missing: 1.

Lead Rank

Lead Rank Lead Scoring Hiring Analytics

Sales Performance Dashboards to Keep Every Part of Your Revenue Engine on Track

Sales Hacker

JULY 25, 2022

Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable. One of the best ways to ensure every part of your engine is running smoothly is to build sales performance dashboards for everyone on your team. What is a sales performance dashboard? What is a sales performance dashboard?

Engineering

Engineering Revenue Top of Funnel Sales Qualified Lead

Critical Skills For Sales Leaders

Partners in Excellence

DECEMBER 6, 2018

I’ve written a lot about the need for new skills for sales people, the traditional selling skills are in sufficient for success in the future. I’ve even gone so far as to suggest we stop training sales people in traditional selling skills, focusing on skills critical for the future.

Face-to-face

Face-to-face Lead Rank Selling Skills Networking

Sales Tips: Proactive or Forensic Sales Management

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Proactive or Forensic Sales Management. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Management

Sales Management Sales Sales Forecasts Forecasting

Give Your Sales Territory Mapping the Direction It Needs

Gong.io

DECEMBER 15, 2022

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. . What is sales territory mapping, and why is it important? So everyone has the same sales potential. .

Territories

Territories Ideal Customer Profile Hiring Forecasting

Sales Tips: Garbage In, Garbage Out

Customer Centric Selling

FEBRUARY 22, 2017

Sales Tips: Grading Opportunities - Garbage In, Garbage Out. By John Holland, Chief Content Officer, CustomerCentric Selling®. In doing so, inaccurate data will provide flawed information that management will use to make decisions. Ultimately programs process data by executing rigid rules. He was proud to show me his approach.

Hiring

Hiring Forecasting Pipeline Discount

Adapting Your Sales Enablement Strategy to 2020 Realities

Sell Integrity

MAY 12, 2020

With leaner sales organizations, your sales enablement strategy has to step up and be a valuable contributor to the organization. In many organizations, revenue has “fallen off a cliff,” as one sales leader put it, and companies are looking at where they can make cuts and recapture lost momentum.

Sales Enablement

Sales Enablement Webinar Metrics Strategy Coaching

The Pipeline ? The six elements of a perfect sales meeting

The Pipeline

APRIL 27, 2011

The Pipeline Renbor Sales Solutions Inc.s The six elements of a perfect sales meeting. Stored in Attitude , Business Acumen , Coaching , Emotional Intelligence(EQ) , Guest Post , Sales Leadership , Sales Management , Sales Meetings. Do you dread the weekly sales team meeting? December 2007.

Sales Meeting

Sales Meeting Pipeline Meeting Hiring

The 5 Most Common Sales Objections And How To Overcome Them

Gong.io

NOVEMBER 19, 2021

The moment a customer voices a sales objection, it’s tempting to do two things. Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!”. Handling sales objections well is a skill that separates good reps from their top-performing peers. Both of them are a bad idea.

Objections

Objections How To Face-to-face Call-back

Sales Tips: Who Owns the Pipeline?

Customer Centric Selling

FEBRUARY 27, 2017

Sales Tips: Who Owns the Pipeline? By John Holland, Chief Content Officer, CustomerCentric Selling®. The point of my last article was that the integrity of data determines how accurate CRM forecasts will be. Slightly more to the right would be Sales VP’s as they are more involved in the implementation.

Pipeline

Pipeline Forecasting Proposal Vendor

What Is The MEDDIC Sales Process? Deep-Dive Into The Methodology

Gong.io

JUNE 8, 2022

Is an abbreviation enough to save your sales team? Meet the MEDDIC sales process. . If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. It helps you qualify buyers so the right ones end up in your sales funnel.

Sales Process

Sales Process Top of Funnel Sales Methodology Sales Qualified Lead

5 Things You Should Know About Sales Managers

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. Selling is tough enough.

Sales Management

Sales Management Hiring Coaching Forecasting

Hiring Best Practice: Test Before You Offer

SBI Growth

AUGUST 22, 2013

Some sales candidates look great during the hiring process. HR has worked hard to find capable talent, and Sales has committed time and money to ramp the new hire. If you’re a Sales or HR leader, this may be happening all too often. Sales can learn a lesson here. Here''s a 7-step overview of a tryout for a sales rep. (To

Hiring

Hiring Proposal Exercises Lead Rank

15 Sales Statistics That Will Change How You Think About Revenue In 2021

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. Best Sales Statistics to Know in 2021. Short on time? What this means for you.

Revenue

Revenue Lead Rank Hiring Account Based Marketing

Eight Enablement Takeaways from Dreamforce 2022

Emissary

SEPTEMBER 30, 2022

It turns out that we aren’t done fixing sales processes. Sales process work was all the rage 10 years ago. But sales processes usually are, driven by a need to be a forecasting framework rather than selling guidance. Check out Sales Enablement PRO for the recordings from the annual Sales Enablement Soiree.

Sales Enablement

Sales Enablement Scale Hiring Buyer

Insights from #SDSummit: Sales Onboarding Framework (Part 1)

Mindtickle

MAY 26, 2016

During the session “Assessing Execution and Impact of Sales Onboarding”, SiriusDecisions VP and Group Director Mark B. Levinson gave a compelling presentation about the state of sales onboarding and what companies can do to get in shape. The current state of sales onboarding is worrisome. Sales onboarding as a first impression.

Hiring

Hiring Buyer Persona Sales Enablement Lead Rank

Insights from #SDSummit: Sales Onboarding Framework (Part 1)

Mindtickle

MAY 26, 2016

During the session “Assessing Execution and Impact of Sales Onboarding”, SiriusDecisions VP and Group Director Mark B. Levinson gave a compelling presentation about the state of sales onboarding and what companies can do to get in shape. The current state of sales onboarding is worrisome. Sales onboarding as a first impression.

Hiring

Hiring Buyer Persona Sales Enablement Lead Rank

The 5 Essential To-Dos for Every Inside Sales Leader

SBI

APRIL 24, 2012

Tweet AA-ISP Inside Sales Summit. Four hundred Inside Sales leaders attended the 2-day American Association of Inside Sales Professionals (AA-ISP) Summit last week in Dallas. The Summit is the only conference dedicated exclusively to Inside Sales Leadership. Buy Jill Konrath’ s book “SNAP Selling.”.

Inside Sales

Inside Sales Cold Calling Webinar Metrics Sales Qualified Lead

Leveraging Inside Sales

Pipeliner

FEBRUARY 5, 2018

A variety of industries use inside sales as a popular high-growth sales model. According to Harvard Business Review , 46 percent of high-growth tech companies are expanding through inside sales, as compared to 21 percent growing through outside sales teams. There is a higher turnover among the sales ranks.

Inside Sales

Inside Sales Lead Rank Hiring Lead Scoring

Qualifying, A Primer

Partners in Excellence

SEPTEMBER 26, 2022

The mistake sales people make is they leave it at whatever stage the opportunity was in their pipelines. ” Our win rates and average deal sizes plummet, our sales cycles skyrocket. Afterword, I’m writing a series of posts on “ Basic Selling Skills ,” just to remind us what/why we do what we do.

Ideal Customer Profile

Ideal Customer Profile BANT Pipeline Margin

12 Sales Manager Responsibilities You Shouldn’t Overlook

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

Paid Content Sales Management Hiring Lead Rank

How to Coach Salespeople to Succeed in the World of Social Selling

Hyper-Connected Selling

MARCH 17, 2020

How do you coach a salesperson to improve their sales results using digital tools like LinkedIn? All you need to do is present it at a sales meeting, maybe send a few articles you found, and that should be it. So let’s look at some ways you can leverage sales coaching to drive online selling skills in your team.

Social Selling

Social Selling Coaching LinkedIn Ideal Customer Profile

Weekly Sales Enablement News Roundup – August 23, 2019

Showpad

AUGUST 23, 2019

Summer might be winding down, but we’ve still got hot Sales and Marketing tips, tricks, and news! Supercharge Sales Development Goals with Microlearning. Microlearning can help to fill gaps in selling skills and provide bite-sized, on-demand training content for reps on the go. Make Your Sales Training a Big Success.

Sales Enablement

Sales Enablement Enterprise Enterprise Maximizer

Sales Tips: Quantity vs. Quality in Sales Pipelines

Customer Centric Selling

FEBRUARY 15, 2017

Sales Tips: Quantity vs. Quality and Making Sales Numbers. By John Holland, Chief Content Officer, CustomerCentric Selling®. Some of the most creative selling was done to convince the manager that numbers would be made. As a sales manager I noticed something curious….

Pipeline

Pipeline Buying Cycle Quota Call-back

The Definitive Prospecting Guide for Sales Management to Grow Pipeline

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. Sales Prospecting Techniques.

Pipeline

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead

Sales Management Training: 7 Skills to Lead a High-Impact Sales Team

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? Heads up: Your team will only ever be as good as its manager. In fact, a reported 69% of sellers who exceed annual quota consider their sales managers as being “above average” at their jobs. But here’s the problem: A good candidate for sales management is hard to find.

Training

Training Sales Management Lead Rank Lead Scoring

Sales Tips: No More Excuses

Customer Centric Selling

FEBRUARY 20, 2017

Sales Tips: No More Excuses for Coming Up Short. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. "I That information is then relayed back to sales management either via a formal Loss Report or through a post sales ‘autopsy’ discussion. I could have won that business.

Analysis

Analysis Channels Sales Up-Sell

Sales Tips: 4 Foolproof Ways to Increase Sales Productivity

Customer Centric Selling

DECEMBER 19, 2017

Sales Tips: 4 Foolproof Ways to Increase Sales Productivity. By Sam Holzman, Content Marketing Specialist at ZoomInfo.

Sales

Sales Marketing Sales Forecasts Forecasting

Sales Tips: Keith Rosen Shares Time Management Tips

Customer Centric Selling

MARCH 7, 2017

Sales Tips: Time Management Tips for Sales Leaders. Author of "Own Your Day," Keith Rosen, Joins Sales Rehab in Episode 31. Fortune, The New York Times, Selling Power, CBSNews.com and The Wall Street Journal. He was honored as one of the top 25 Sales and Leadership Blogs for the last 5 years.

Journal

Journal Coaching Intent Sales Coaching

Freeing Up “Time To Sell” Is BS!

Partners in Excellence

JUNE 6, 2018

A friend forwarded me an article entitled, “Giving People More Time To Sell Is BS.” The article started with a statement to the effect of “ill informed pundits quoting data that sales people spend only 10-30% of their time F2F with customers.” Customers don’t want to spend time with sales people.

Up-Sell

Up-Sell Revelation CRM Buying Cycle

Sales Tips: What Is Sales Intelligence?

Customer Centric Selling

FEBRUARY 21, 2018

Sales Tips: What Is Sales Intelligence? By Connie Schlosberg, Primary Intelligence.

Sales

Sales Sales Forecasts Forecasting Sales Methodology

Five Pillars of Effective Management with Danielle Stefanello {Hey Salespeople Podcast}

SalesLoft

SEPTEMBER 24, 2019

Figuring out how to enable front line managers isn’t any easier. Danielle Stefanello , Global Director of Sales Enablement & Effectiveness at WeWork, explains how to best enable front line managers and unpacks her five key competencies for an effective sales leader. You have walked the walk in sales.

Hiring

Hiring Coaching Call-back Cold Calling

Sales Tips: Enabling Excellence

Customer Centric Selling

FEBRUARY 7, 2017

Sales Tips: Achieving Excellence through Process. By John Holland, Chief Content Officer, CustomerCentric Selling®. It isn’t and shouldn’t just be up to the Sales organization. Product Development, Product Marketing, Marketing and Sales all play a role in the overall result. Increase average selling price by 10%.

Survey

Survey Revenue Sales Cycle Sales Process

Sales Tips: Buyer Intelligence Is Direct Catalyst for Increasing Sales

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Why Accurate, Actionable Buyer Intelligence Is a Direct Catalyst for Changes. By Heather McDougald, Director of Sales Operations, Primary Intelligence.

Buyer

Buyer Sales Operations Sales Sales Forecasts

Sales Tips: The What and Why of Sales Process

Customer Centric Selling

MAY 23, 2017

Sales Tips: What IS a Sales Process and WHY Is It Important? By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.

Sales Process

Sales Process Channels Sales Sales Forecasts