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

Pipeline

JUNE 7, 2023

43% of the respondents say they will likely select a sales professional’s company as a vendor if they have a favorable impression when meeting with the sales reps. 77% of sales professionals say their organization plans to invest more in sales intelligence tools—including CRMs. A big saving in time and money.

CRM 52

CRM Lead Nurturing Face-to-face Handbook 52

Your Sales Management Guru

DECEMBER 9, 2014

My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. In fact I will recommend it as an internal sales training book club tool as well! Ken has written 5 books, his latest book is: SLAMMED!

Handbook 87

Handbook Negotiation Call-back Sales 87

Pointclear

MARCH 27, 2015

It will be their natural response because NO ONE is looking for another meeting. Mike is a consultant, sales coach, speaker and author on a mission to simplify sales and his specialties are New Business Development and Sales Management. Mike recommends that you plan to ask at least three times for the next step.

Prospecting 100

Prospecting Handbook Face-to-face Call-back 100

No More Cold Calling

MAY 24, 2011

Pick Up the PACE Handbook. I will be your Outsourced Sales Manager and will work with you on the following: Create your company sales plan. Develop your proprietary Sales Process. Schedule two consecutive days per quarter for in-person meetings at your location. Joanne Black’s Speaking Topics.

Cold Calling 212

Cold Calling Outsourcing Services Hiring Top of Funnel 212

Crunchbase

MAY 18, 2021

More broadly, post-pandemic, about two-thirds of all companies plan to make WFH part of their employee handbook. For sales organizations in particular, the talent they hire today must understand how to build a pipeline and close deals through digital channels , and they will someday be sales managers who can pass on their online expertise. .

Hiring 52

Hiring Top of Funnel How To Handbook 52

SBI

SEPTEMBER 4, 2012

He states “It’s surprising how often senior executives or even first-line sales managers take for granted that their people are working the right accounts. Choosing our target accounts, which effectively also means how we should be investing our time, is one of the few truly strategic things we do in sales.”. Get the meeting.

Revenue 101

Revenue Handbook Face-to-face Penetration 101

Sales Hacker

SEPTEMBER 24, 2018

Do you struggle to settle down with a good sales book? Here are a few tips: try reading first thing in the morning, taking a book along on your commute, or adding a “reading meeting” to your calendar. The authors also share ways to spot and engage with these influential “Mobilizers” for more effective sales. Buy New Sales.

Strategy 68

Strategy Influencer Ideal Customer Profile Handbook 68

Jonathan Farrington

DECEMBER 12, 2012

With that information, brainstorm with customers how you can help them meet their short-term and long-term goals. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc.

Handbook 41

Handbook Call-back Travel Conference 41

Fill the Funnel

DECEMBER 3, 2012

” Zero-Time Selling gives every sales professional, sales manager, entrepreneur and CEO the tools to be completely responsive to that customer request. Author Andy Paul clearly understands that neither sales people nor buyers have the luxury of time. It became clear in the first few pages of New Sales.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Allego

MARCH 7, 2024

Modern sales coaching has evolved beyond traditional methods, integrating technology and data analytics to provide personalized guidance and feedback to sales teams. Investing in modern sales coaching is crucial for creating a high-performing sales team that can quickly adapt, achieve peak performance, and smash sales targets.

Sales Coaching 118

Sales Coaching Coaching Handbook Lead Rank 118

Sales Hacker

MARCH 2, 2020

Mastering the Complex Sale. Sales Development and Prospecting. The Sales Development Playbook. Outbound Sales, No Fluff. How to Get a Meeting with Anyone. Management and Operations. Sales Manager Survival Guide. The Ultimate Sales Machine. Blueprints for a SaaS Sales Organization.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Jonathan Farrington

SEPTEMBER 12, 2012

One only has to spend a week in the field meeting with customers to know that the game has changed. Sales strategies and tactics that worked well in the not-too-distant past are no longer enough. Sales forces need to be retooled and old systems revamped. There is a dearth of new models. But not as superiors.

Lead Rank 36

Lead Rank Ideal Customer Profile Handbook Social Media 36

Hubspot Sales

DECEMBER 19, 2023

Inside Sales Training Methods What Makes for Great Inside Sales Training (+Tips) How to Measure Your Impact What is inside sales training? Inside sales means selling remotely rather than traveling to meet customers (outside sales). Sales strategy reviews.

Inside Sales 85

Inside Sales Training Hiring Outsourcing Services 85

SBI

NOVEMBER 7, 2019

Personalized sales prospecting videos increases engagement. Even add a "schedule a meeting" button. Sales Enablement. Membrain, the Sales Enablement CRM company, and Refract.ai, the UK-based Sales Conversations Intelligence company, have partnered up to help sales managers improve sales coaching.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

Sales Hacker

SEPTEMBER 15, 2020

If you missed episode 126, check it out here: How to Book a Meeting with Nearly Anyone in the World with Jeff Winters. Subscribe to the Sales Hacker Podcast. The result, more sales meetings. Our second sponsor is Outreach , the number one sales engagement platform. We’re on iTunes. And on Stitcher.

Sports 63

Sports Lead Rank Scale Lead Scoring 63