Steven Rosen

JANUARY 14, 2024

Colleen Stanley and Steven Rosen discuss the role of a sales leader as not just bringing in the numbers but developing their salespeople into self-managing individuals. ” – Steven Rosen “Unbelievably talented sales leaders still fall into that trap of rescuing their salespeople versus developing their salespeople.”

Revenue 156

Revenue Journal Coaching Sales Leadership 156

Steven Rosen

JANUARY 14, 2024

In this 3:35 video , Colleen and Steven stress the significance of assertiveness, self-awareness, and emotional management in coaching discussions, advising against defensive or aggressive reactions to feedback. Key Takeaways: Assertiveness is a crucial skill for managers to develop in accountability conversations.

Sales Leadership 156

Sales Leadership Account Video Coaching 156

Steven Rosen

APRIL 6, 2024

In this 2:42 video, Steven Rosen and Colleen Stanley delve into the vital role of preparation in mastering difficult conversations with sales representatives. They stress the importance of sales managers dedicating time to pre-call planning, ensuring productive discussions.

Conversion 156

Conversion Influencer Coaching Call-back 156

The Pipeline

AUGUST 5, 2021

Helping people adopt new skills and habits can take many forms. In sales the go to is often sports, and one can understand why. It start with how sellers think about time; which is why in sales, time is value not money. All measurable, all quantifiable and can be improved with skills and the right tools.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Hubspot Sales

MAY 7, 2024

Let’s talk about emotional resilience — that’s the ability to respond to stress, unpredictable outcomes, and setbacks. That simple fact makes emotional resilience a cardinal competency to master as an entrepreneur. That, right there, is emotional resilience in action. These skills are all entrepreneurial competencies.

Outsourcing Services 89

Outsourcing Services Scale Pivotal Examples 89

BuzzBoard

JANUARY 23, 2024

There’s a persistent fear that AI might replace the human workforce, including sales teams, rendering them redundant. AI, with its ability to process vast amounts of data and perform complex tasks, is a powerful sales tool, no doubt. However, a human learner develops a deeper understanding that clouds are actually the cause of rain.

Lead Rank 105

Lead Rank Analytics Analysis Trends 105

Steven Rosen

APRIL 6, 2020

Sales Leadership Roundtable Discussion. I had 8 senior sales executives join me for an open discussion. What we found was that over the last few weeks, the majority of sales organizations had successfully made the transition in going remote and working from home. We all realized that we are all in unchartered waters.

Face-to-face 359

Face-to-face Motivation Groups Training 359

Smooth Sale

APRIL 10, 2024

However, if you need to work in a toxic workplace or perform a particularly tough job, learning the skills for thriving in these environments can help in the job and in life. The skills you can learn at this juncture will help you in so many other parts of your life, not just now but forever.

How To 106

How To Benefit Motivation Lead Rank 106

Sales Gravy

JUNE 30, 2023

Moving From A Culture of Efficiency to A Culture of Effectiveness Acting and improv skills are similar to soft skills in sales— leading with empathy and understanding your audience and your customer is paramount. Sales technology should focus on making people better, not just faster.

Face-to-face 79

Face-to-face Analytics ACT Sales Technology 79

Zoominfo

FEBRUARY 22, 2021

Both sides of the personality coin offer traits that can be incredibly valuable in the world of sales. That way, you can better understand the areas in which you excel and the areas in which you might need to improve. Sales for Introverts. Sales for Introverts Vs. Sales for Extroverts. Defining Extroverts.

Ideal Customer Profile 214

Ideal Customer Profile Decision Maker Pivotal Cold Calling 214

PandaDoc

MAY 13, 2024

The psychology of sales can reveal all this and more. There’s no doubt about it: understanding customer behaviors and the reasons behind them can not only help you close deals but is a surefire way to keep buyers happy and fulfill the dreams of every sales lead. What is sales psychology? Why does it matter? Peer pressure?

Study 52

Study Closing Proposal Influencer 52

Pipeliner

MAY 14, 2024

By incorporating relevant keywords , you can improve your site’s visibility and attract more organic traffic. The page is a lot more than a sales pitch. It’s an educational resource that highlights their unique value proposition and deep understanding of marketplace dynamics.

Loyalty 52

Loyalty Case Study Lead Rank Lead Scoring 52

Hubspot Sales

OCTOBER 4, 2023

When I think of sales, I picture friendly handshakes, lively chatter, and the spark of human connection. Yet, it can actually give us a better understanding of our prospects, making that human connection stronger. Yet, it can actually give us a better understanding of our prospects, making that human connection stronger.

Prospecting 101

Prospecting Buyer Intent How To Intent 101

Sales and Marketing Management

FEBRUARY 7, 2018

It plays out most frequently in sales. Acclaimed neuroscientist Antonio Damasio of the University of Southern California conducted research several years ago that highlighted the importance of emotions in decision making. However, due to his damaged brain he did not feel or experience emotion the way a normal person did.

Ideal Customer Profile 196

Ideal Customer Profile System Prospecting Research 196

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Transitioning into a leadership role requires a whole new set of skills and strategies. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions.

Hiring 101

Hiring Sales Management Lead Rank Hubspot 101

Sell Integrity

AUGUST 13, 2021

Great sales team coaching takes specific knowledge and functional expertise to build a successful team. On their own, these aren’t enough to bring out the best in their sales teams and help them achieve their full performance potential. What is social and emotional intelligence? Emotional Intelligence and Sales Coaching.

Coaching 109

Coaching Lead Rank Sales Coaching Face-to-face 109

Sales Gravy

JULY 14, 2023

On this episode of the Sales Gravy podcast, Sales Mastermind Group "Awesome" asks Jeb Blount sales questions. Sales Gravy Mastermind Groups are an excellent way to improve your sales skills, become a more effective leader, or solve problems. It's free flowing, insightful, and informative.

Groups 67

Groups Construction Motivation Networking 67

Zoominfo

APRIL 10, 2019

As a recruiter, it may seem unnatural to think of yourself as a sales rep; after all, you work with people, not products. In fact, research has shown recruiters with superior sales skills are consistently top performers in their field. Continue reading to learn the seven sales skills every recruiter must have.

B2B 185

B2B Hiring Salary Scale 185

Hubspot Sales

AUGUST 24, 2023

Imagine a sales representative who never sleeps, never gets tired, and possesses an uncanny ability to analyze vast amounts of data in seconds. This is the promise of AI sales reps, and their potential to revolutionize the sales industry is undeniable. The application of generative AI in sales is diverse.

Lead Rank 82

Lead Rank Lead Scoring Face-to-face Forecasting 82

Lead411

MARCH 27, 2024

The Lost Art of Empathy in B2B sales In B2B sales, where measurements, targets, and bottom lines frequently take precedence, empathy has unfortunately become a lost skill for many people. The persistent pursuit of results can sometimes overwhelm the human aspect of sales encounters.

B2B 52

B2B Quota Motivation Churn 52

Smooth Sale

JANUARY 23, 2023

I enjoy helping people understand and then realize their natural universal given powers with which we were all born. I love helping others by letting them understand that they can be, do or overcome anything they are currently living. My book is available in paperback and on Audible with me narrating it. IF SHE CAN DO IT, ANYONE CAN!

Lead Rank 148

Lead Rank Lead Scoring Leads Marketing Qualified Lead 148

Janek Performance Group

MARCH 8, 2023

The rookie sales rep just lost a big deal to the competition. The sales manager spends three hours of one-on-one sales coaching, covering what went wrong and what to do differently. After this latest crash course on selling, the manager sends the sales rep back into the field. ” High-performing selling is a skill.

Study 62

Study Motivation Research Call-back 62

MEDDIC

APRIL 28, 2024

MEDDIC Academy pioneered online courses and other digital learning experiences in Enterprise B2B sales, since 2017. These modern learning strategies are now widely used in most professional development fields, including sales training. Sales Enablement Platform: Docs, Audio, and Videos designed to support sales activities.

Course 52

Course Face-to-face Training Video 52

Partners in Excellence

FEBRUARY 2, 2023

It seems AI and tools like ChatGPT are the answer for virtually every sales activity. They have hopes, fears, ambitions, emotions. This is because human communication is not just about the words or information being exchanged, but also about the emotions, tone, body language, and overall demeanor of the person communicating.

Lead Rank 116

Lead Rank Advertising Advertising Intent 116

Janek Performance Group

DECEMBER 12, 2023

For sales professionals experiencing a dip in their sales momentum, there could be an opportunity to reassess strategies beyond external factors like product quality, market competition, or economic conditions. Sales dynamics evolve rapidly, prompting the need for professionals to adapt, refine techniques, and reclaim lost momentum.

Decision Maker 62

Decision Maker Face-to-face Pivotal Call-back 62

MTD Sales Training

SEPTEMBER 20, 2017

Probably the most important skill to develop as a sales professional is the ability to communicate effectively with prospects and clients. But it’s a massive area of development, and sometimes people struggle to determine what they should concentrate on in order to improve. Should you develop your questioning skills?

Face-to-face 169

Face-to-face Intent Sales Course 169

Sales Gravy

AUGUST 18, 2023

Curiosity Is Your Key To Effective Cold Calling On this episode of the Sales Gravy podcast, Ulysses Price, filling in for Jeb Blount, interviews Chris Beall, CEO of ConnectAndSell. By breaking down the conversation and practicing each part in training, sales reps can improve their skills and conduct more successful sales conversations.

Cold Calling 79

Cold Calling Lead Rank Lead Scoring Leads 79

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do. I’m including myself here.

Referrals 328

Referrals Sales Management Hiring Scale 328

Alice Heiman

SEPTEMBER 20, 2023

Wouldn’t you love to get into the mind of your sellers and understand exactly what they are thinking? If you could read their minds, or if you asked, what would your sales leaders say it is and what would your sellers say? Spencer’s attention to the emotional and motivational pulse of sales teams.

Hiring 84

Hiring Groups Demographics Lead Rank 84

Autoklose

MAY 6, 2024

Many people wonder whether sales is an art or a science. The main idea behind this approach is that with the help of scientific research, salespeople can better understand what is going on in their prospects’ minds, how they make purchasing decisions, and how to influence their decision-making process. My answer would be – both.

Quota 98

Quota Social Media Follow-up GoldMine 98

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

Smooth Sale

APRIL 29, 2024

Help patients understand their health better by openly discussing their conditions and treatment options. Whether through surveys or casual conversations, understanding your patients’ experiences and needs can significantly inform how your practice evolves. The same concept applies to medical practices.

How To 106

How To Exercises Pharmaceuticals Education 106

Pipeliner

MARCH 10, 2023

With an impressive record of completing marathons, triathlons, and even climbing Mount Kilimanjaro, Jill understands the importance of harnessing the core strength of the mind and body. Stress Management Via Mind-Body-Emotion Integration Modern life is full with stress and tragedy, but there are non-medical methods to cope.

Video 52

Video Transportation Social Selling Education 52

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

B2B 52

B2B Training Top of Funnel B2C 52

Smooth Sale

MAY 30, 2022

Attract the Right Job Or Clientele: The Importance of Emotional Well-being in the Workplace. Our collaborative blog provides insights regarding ‘The importance of workplace emotional well-being. Did you know that emotional well-being is just as important in the workplace as physical well-being? Workplace Emotional Well-Being.

Hiring 78

Hiring Lead Rank Promotion Lead Scoring 78

The Digital Sales Institute

AUGUST 30, 2023

Five core sales skills to master to help you improve any selling activity. Hello and welcome to this quick video lesson on some core sales skills. Skilled salespeople can be defined as those who become market experts, researchers and have a keen interest in the customers business and needs.

Objections 52

Objections Face-to-face Motivation Hubspot 52

The Digital Sales Institute

OCTOBER 8, 2020

Sales skills for the digital era requires a change in both mindset and skill application. For salespeople to improve selling opportunities they need to apply a level of research that creates valid reasons for any buyer to listen to them. Time is in short supply; they need to understand buyer motives.

Buyer 98

Buyer ACT Proposal Decision Maker 98