Nutshell

AUGUST 28, 2023

A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. Building a sales process is absolutely necessary to your company’s success, and is perhaps the most important thing you can do as a sales manager to impact your team’s ability to sell.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

SBI

MAY 14, 2021

Drive efficiencies for managers with automated review flagging , including notifying a manager when a call warrants coaching and flagging best-practice examples to promote to other reps.

Conversion 87

Conversion Construction Scale Remedy 87

Zoominfo

MAY 13, 2018

What we’re about to say is going to contradict every point we’ve made thus far—but hear us out: Stress can be beneficial for sales people. There’s no way around it, stress drives activity and sales managers know this. If you’re a sales rep, don’t be afraid to ask your manager for more resources—they want to see you succeed.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Allego

MAY 11, 2021

Drive efficiencies for managers with automated review flagging , including notifying a manager when a call warrants coaching and flagging best-practice examples to promote to other reps.

Sales Enablement 62

Sales Enablement Conversion Scale Construction 62

Customer Centric Selling

MARCH 26, 2018

Soon after starting my sales career I became aware there was a staggering list of things I needed to learn. In retrospect I’m not proud to admit that my objective when making initial calls was to see if I could get a second call with prospects. The biggest challenge I faced was securing appointments with owners of small businesses.

Lead Rank 73

Lead Rank Lead Scoring Top of Funnel Remedy 73

Allego

JUNE 24, 2021

The most successful sales teams will adapt to these changes, relying on sales enablement solutions with strong AI capabilities. Sales leaders can use data to unlock the next level of actionable intelligence and smart recommendations for sellers—at scale—while freeing up time to coach in more personal ways.

Scale 99

Scale Sales Enablement Remedy Analytics 99

Allego

MAY 9, 2019

Whether the training takes the form of a traditional classroom-based curriculum or an interactive modern learning strategy that incorporates digital tools, it’s important for the content to be aligned with the company’s revenue objectives. Just as importantly, the training methods must be proven to actually drive engagement among sales reps.

Training 67

Training Hiring Remedy Exercises 67

Jeffrey Gitomer

JANUARY 24, 2012

A weak excuse as a remedy for “I can’t get a good night’s sleep. Get Sales Blog Updates. Overcoming Objections. Sales Management. Sales Videos. .” CYNICISM: Always a snide remark at the success of others or the condition of the world. TYLENOL P.M.: Want to read more advice like this?

Hiring 183

Hiring Social Media Energy Loyalty 183

Highspot

MARCH 13, 2024

Furthermore, AI considers a wide range of variables such as seasonality, economic indicators, and the impact of marketing campaigns to provide a holistic view of the sales landscape. It allows them to precisely focus on the unique strengths and opportunities within the sales team. At the same time, try not to overwhelm your team.

Webinar Metrics 52

Webinar Metrics Strategy Lead Rank Lead Scoring 52

Mindtickle

SEPTEMBER 25, 2017

Now I can hear sales managers starting to gasp. After all, you’ve got a lot on your plate – helping out with demos and objection handling – but your role as a sales manager is much bigger than that. That’s why best practice sales organizations have a structured coaching program.

Field Sales 52

Field Sales Sales Coaching Coaching Remedy 52

Mindtickle

SEPTEMBER 24, 2017

Now I can hear sales managers starting to gasp. After all, you’ve got a lot on your plate – helping out with demos and objection handling – but your role as a sales manager is much bigger than that. That’s why best practice sales organizations have a structured coaching program.

Field Sales 52

Field Sales Sales Coaching Coaching Remedy 52

SBI

AUGUST 2, 2018

VanillaSoft’s Intellective Routing ensures the highest priority leads — those closest to being sales qualified and that ultimately will generate the highest value for the business – are always dynamically served to sales agents and SDR’s as the next best lead.

VanillaSoft 95

VanillaSoft Sales Qualified Lead Marketing Qualified Lead Lead Rank 95

Chorus.ai

SEPTEMBER 26, 2019

This is a time to leverage tribal knowledge sharing so it's not always management's voice only. If needed, I'll do individual remedial training on that CFA, and once the rep and I are aligned on "what good looks like", we clip examples of the rep exhibiting that skill on actual calls and listen to them together in future sessions.

Hiring 48

Hiring Sales Management Motivation Call-back 48

Hubspot Sales

NOVEMBER 11, 2019

To create a positive experience for both the customer and the company, it is imperative that trust-building is at the center of every sales interaction. Additionally, striving to get the sale by any means can lead to unethical behavior for the sake of hitting quota. Take objections in stride. Lead by example.

Lead Rank 79

Lead Rank Hiring Comparison Face-to-face 79

Jeffrey Gitomer

FEBRUARY 17, 2011

If you have grumpy people (or want to avoid attracting them) here’s a few methods and strategies to remedy the situation: Train People in the fundamental skills that build themselves first, and your company second. Get Sales Blog Updates. Overcoming Objections. Sales Management. Sales Videos. Train Friendly.

Hiring 224

Hiring Social Media Loyalty Policies 224

MEDDIC

FEBRUARY 12, 2024

The main objective of a metric is to turn subjective gains into objective, measurable gains. They provide a sense of objectivity in a world awash with subjective claims. A sales pitch supported by hard data shifts the conversation from subjective opinion to objective evidence. But why are metrics so compelling?

Sales Meeting 52

Sales Meeting Meeting Ideal Customer Profile Case Study 52

Hubspot Sales

AUGUST 21, 2023

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. This is where you're going to ask them to attend a demo, or continue the conversation with an Account Executive, or take whatever next steps are part of your sales process.] Option 2: Objection I understand. Anticipate objections.

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

Zoominfo

NOVEMBER 3, 2019

There’s no way around it, stress drives activity and sales managers know this. The key to sales success is to harness the right kind and amount of stress to motivate your employees rather than discourage them. If you’re a sales rep, don’t be afraid to ask your manager for more resources—they want to see you succeed.

Hiring 100

Hiring Sales Qualified Lead Lead Rank Lead Scoring 100

Hubspot Sales

OCTOBER 5, 2020

In many — if not most — cases, uncertain financial times lead to what might appear to be significant dips in a sales rep's overall performance. Maybe, they don't deliver the kind of results you, as a sales manager, have come to expect from them. Maybe, they don't hit quota. Maybe, they lose out on accounts.

Face-to-face 132

Face-to-face How To Quota Remedy 132

Anthony Cole Training

APRIL 11, 2011

close more sales (21). consistent sales (4). dealing with objections (7). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). Sales Coaching (40). sales coaching skills (10). sales competencies (12).

Hiring 191

Hiring Ideal Customer Profile Energy Demographics 191

Allego

SEPTEMBER 18, 2017

With mobile video sales learning technology they cut the percentage of wholesalers needing remedial workshops from 37% to zero. Watch former National Sales Manager Bob Kuberski describe their approach in this 4 minute video. Watch John Heroux, Director of Learning and Development, describe how they did it.

Training 48

Training Lead Rank Hiring Lead Scoring 48

A Sales Guy

MARCH 6, 2013

Scour the organization for the “resistors,” those in the management ranks who resist change and fight growth, those that passively or openly defy the organization’s goals and objectives and get rid of them. The first step in a turn-around is to start with leadership and management.

Remedy 110

Remedy Hiring Objections Positioning 110

The Pipeline

MARCH 28, 2011

Which brings us to their enabled and accomplice, their Manager. Recently I was speaking with a sales manager recently, when I floored by what he said about one of his under performing reps; when we got around to his prospecting (more accurately the lack of it), he said “he’s earned the right not to prospect” Please!

Pipeline 220

Pipeline Twitter Hiring Territories 220

Sales Hacker

JANUARY 11, 2018

Just like a project, sales consists of tasks and activities. Demos, objection handling, closing. Like tasks in a specific project, sales activities are interrelated and need to be managed closely to fix overlaps. These activities commonly include: Prospecting. Lead generation. Lead qualification.

Sales Qualified Lead 97

Sales Qualified Lead Cold Calling SAP Remedy 97

Keith Rosen

MARCH 17, 2020

Now, objectives can be achieved, and the coach can’t be made wrong if the topics discussed weren’t valuable to the coachee! Do they have their notes, call list, objectives and expectations clearly mapped out? Then, managers wonder why their solid B and A players never want to be coached! The byproduct?

Coaching 83

Coaching Intent Cold Calling Call-back 83

Mindtickle

JUNE 5, 2017

Sales asset management platforms enable reps to manage their sales content. In this post, I’m going to focus in on the five steps that will help you find the right sales readiness platform for your business. Step 1: Step back and define your objectives. Feature: Contextual remediation.

Hiring 52

Hiring Sales Enablement Ideal Customer Profile Analytics 52

Mindtickle

JUNE 5, 2017

Sales asset management platforms enable reps to manage their sales content. In this post, I’m going to focus in on the five steps that will help you find the right sales readiness platform for your business. Step 1: Step back and define your objectives. Feature: Contextual remediation.

Hiring 52

Hiring Sales Enablement Ideal Customer Profile Analytics 52

Highspot

NOVEMBER 1, 2022

Sales training programs have a tendency to sprawl, so we recommend breaking key initiatives down into a simple set of objectives and sales activities reps and frontline managers can narrow in on to make incremental change. To invest in sales coaching, clearly identify what good looks like in sales rep performance.

Strategy 52

Strategy Hiring Sales Methodology Sales Enablement 52

The Spiff Blog

MARCH 10, 2022

The remedy is real, concrete action items at every stage of the hiring process. They haven’t been given the chance,” says Chris Smith, Spiff sales manager and co-chair/executive sponsor of our BIDE Committee (Belonging, Inclusivity, Diversity & Equity). Set realistic hiring goals. Cultural fit”. More to come….

Hiring 55

Hiring Promotion Demographics Lead Rank 55

Highspot

MARCH 30, 2021

Sales training programs have a tendency to sprawl, so we recommend breaking key initiatives down into a simple set of objectives and actions reps and frontline managers can narrow in on to make incremental change. More on this strategic approach to sales training can be found in our Definitive Guide to Training and Coaching.

Strategy 69

Strategy Hiring Sales Methodology Sales Enablement 69

Hubspot Sales

JULY 29, 2020

Constantly handling objections is a fact of sales life that's every bit as unavoidable as it is uncomfortable. It's inevitable — engaging in any kind of sales communication means running the risk of getting some grating, potentially overwhelming pushback. Most salespeople are schooled on how to address common sales objections.

Objections 93

Objections Hubspot Call-back Remedy 93

The Pipeline

SEPTEMBER 19, 2011

The Pipeline Renbor Sales Solutions Inc.s 25% Increase in Sales Training ROI – Sales eXchange – 115. Stored in Attitude , Business Acumen , Hiring Sales Talent , Proactive , Proactivity , Sales Leadership , Sales Management , Sales eXchange , execution. Hiring Sales Talent. Sales Cycle.

ROI 243

ROI Pipeline Training Twitter 243

Allego

NOVEMBER 29, 2023

With Conversation Intelligence software , sales managers can unlock the full potential of their sales teams and help them be as productive as possible on the phones. Sales managers can then deliver personalized coaching recommendations and remedial learning content to help reps improve. Were sales stalling?

Conversion 77

Conversion Buyer Proposal Coaching 77

Sales Hacker

DECEMBER 13, 2018

Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. So yes — there are few things more important to you as sales manager than to set goals. Skip right to the 6 steps to influence outcomes as a sales manager >>> Having Goals is NOT Enough to Break Through.

Sales Management 80

Sales Management Revenue Incentives Incentive 80

Sales Hacker

AUGUST 21, 2018

Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. So yes — there are few things more important to you as sales manager than to set goals. Skip right to the 6 steps to influence outcomes as a sales manager >>> Having Goals is NOT Enough to Break Through.

Sales Management 62

Sales Management Revenue Incentives Incentive 62

Mindtickle

MAY 25, 2021

Were they unable to sufficiently answer buyer questions or objections because they lacked product knowledge or competitive intelligence? Sales managers need these answers to understand what went wrong and how they can help sellers avoid making the same mistakes in future deals. The possibilities behind the “why” are endless.

Software 80

Software Software Conversion Hiring 80

Hubspot Sales

JANUARY 5, 2021

That might be revamping their messaging, setting mini-goals they know they can hit for a quick confidence boost, talking to their sales manager, or ramping up their activity. High sales achievers don’t let themselves mentally count a deal as "won" until the prospect has signed the check. They’re paranoid. They're honest.

Face-to-face 141

Face-to-face Remedy Gatekeeper Up-Sell 141