Your Sales Management Guru

MARCH 9, 2013

Sales Managers: Does Your Team Know How to Prospect? It seems that every client I have worked with over the past 14 years has had a challenge in creating enough leads driven through their sales teams. Last week I was fortunate to read: The Sales Winner’s Handbook by Wendy Weiss, “The Queen of Cold Calling”.

Handbook 78

Handbook Prospecting Cold Calling Gatekeeper 78

Smooth Sale

JUNE 14, 2018

A little thought, friendliness, and empathy work well for building the sale. Persevering past the gatekeepers proved to be well worthwhile. Most of all, the company hoped for an increase in sales. I turned to Roberta to reveal that the high-end shoe store across the street was having a fantastic sale. “Yes!”

Gatekeeper 98

Gatekeeper Face-to-face Commission Hubspot 98

Sell Integrity

DECEMBER 8, 2020

By Mike Esterday for the December 2020 edition of Top Sales Magazine. My last column for Top Sales World – in the July 2020 issue – was titled Successful Selling When Your World Turns Upside Down. How can you increase your success rate? Are they more conversational, more informal? Does he or she prefer to pose questions?

Gatekeeper 72

Gatekeeper Intent Call-back Up-Sell 72

HeavyHitter Sales

JUNE 1, 2010

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Sales Tips.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

OnePageCRM

FEBRUARY 6, 2017

That’s the cost of a sales rep mis-hire, according to research by Dr. Brad Smart of Topgrading Inc., a firm that helps companies assess sales candidates. But how do you identify a great sales hire? Not all sales people come from the same aggressive ABC (Always Be Closing) mold. Teams that use coaching see 161% more sales.

Hiring 52

Hiring Lead Rank Lead Scoring Sales Qualified Lead 52

Cience

JULY 25, 2019

Similarly, in B2B, buyers ask questions to sales and expect an immediate response. Similar to many sales organizations, all SDRs in CIENCE have a “canned responses” file. Similarly, it’s hard to avoid certain inquiries that your sales team usually answers in the later stages of the purchasing funnel for certain reasons.

Lead Generation 56

Lead Generation Sales Qualified Lead Lead Rank B2B 56

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

Sales Hacker

JANUARY 24, 2018

In this mega guide, I’ll breakdown 31 different lead generation techniques you can use to supercharge your sales pipeline almost immediately. Two of which are currently sales and marketing. I’m in control of every step of the sales process – from awareness to decision making. Why am I sharing this?

Lead Generation 84

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 84

Allego

AUGUST 4, 2020

The phrase took off when we—formerly consumers of “content” (information in newspapers, magazines, radio, TV, etc.)—began Once controlled by a limited number of gatekeepers, content exploded horizontally across a huge number of new channels—YouTube, blogs, and social media to name a few. Rapidly changing markets require rapid response.

Harvest 77

Harvest Face-to-face Scale Video 77