CPQ Perspectives: Sales Management

Cincom Smart Selling

Our fifth and final installment of CPQ Perspectives focuses on the sales manager—those folks who oversee the selling operation. Sales management is full of challenges, and we can’t possibly touch on every issue that affects sales managers in this blog post. But, we can look at several tough issues and pain points and see how CPQ makes life easier for those who manage the selling process. What matters to sales managers?

Your Sales Year is Coming to an End. Are you ready?

InsightSquared

Holiday music is already playing in every store you set foot into, your weekends are starting to fill with egg-nog and apple pie induced festivities and every morning you find yourself layering up with an extra hat or scarf before you step outside. Take the sales cycle into account.

[Sales Alchemy]: Turning a “No” into a “Yes”

No More Cold Calling

” That’s a wise observation from an astute manager I worked for early on in my sales career. Others say prospects use objections to test your sales savvy or to see how you respond. This reduces and often eliminates major objections to the sale.

How to Enable Your B2B Sales Team to Convert Inbound Leads

Sales Hacker

Obtaining a ton of qualified inbound leads can be a blessing for your sales team – provided they are enabled and opportunistic enough to take advantage of them. Sales leaders serve as the generals and field commanders. Sales are the infantry looking to capture valuable turf.

SalesProCentral

Delicious Sales

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). Sales Process (1775). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? sales

The Eroding Distinction Between Inside And Field Sales

Partners in Excellence

There’s a lot written about the shift from field sales to inside sales. It makes sense–but I wonder is there really much of a distinction between inside and outside sales. I started my career a field or outside sales person.

8 Components of Effective Sales Strategy

Pipeliner

Calling on the right target market, articulating the value your company offers in a way that resonates with your customers, overcoming objections, and measuring the performance of your team and processes to identify what works best, would definitely allow you to close a higher percentage of sales. To create an effective sales strategy that leads to smooth selling you need eight strategic components: Strategic Component One: Target Markets and Customer Segmentation.

Managers Don’t Know What Their People Are Doing

Keith Rosen

Managers worldwide struggle to find the time and resources necessary to properly observe their people. A couple of weeks ago I delivered a webinar in partnership with Salesforce.com and Work.com that focused on key concepts from my book Coaching Salespeople Into Sales Champions.

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The ABM Cookbook for Sales Teams: 5 recipes to keep Sales 100% focused on target accounts

DiscoverOrg Sales

The account-based approach is an increasingly common undertaking by marketing and sales departments. But the biggest account-based killer is still at large: Lack of sustained focus from Sales. The most common issue we see is the difficulty Sales has sticking to the same accounts on a long-term basis, which is necessary for an account-based approach. Most salespeople don’t deny the advantage of concentrating resources on a short list of the most valuable accounts.

Sales Employee Turnover Rate: How To Measure (and Lower) It

Hubspot Sales

Not just because the departure impacts your bottom line, but because it contributes to a notorious and ongoing problem in sales departments across the country: a high sales employee turnover rate. Take proactive steps to lower your sales employee turnover rate. Sales Metrics

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Pointclear

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? The following trends indicate that field sales teams are becoming extinct.

Are You A Real Salesperson Or Not With Bill Parry At AspenTech

InsideSales.com

? ? ?. Bill Parry of Aspen Technology talks about the qualities of sales professionals and what you can do to improve the performance of your salespeople. In this article: How to Distinguish a Sales Professional: Characteristics of a Good Sales Representative.

The Ultimate Guide to Channel Sales

Hubspot Sales

What is channel sales? In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly.

The 23 Best Sales Training Programs for Every Budget and Team

Hubspot Sales

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates. On-Site Sales Training Programs. Focus: Sales process.

Guest Article: Agile Field Sales Teams are the New Winners

Jonathan Farrington

Agile Field Sales is an emerging paradigm made possible by the rapid expansion of capabilities in cloud and mobile technologies. This approach to Agile Field Sales merges the benefits to reps and management. General Agile Sales Teams Mathew Brogie Salespod

B2B Marketing Guide

OutboundView

Resource allocation, with both people and dollars, is difficult. This guide will help B2B companies set a solid strategy and allocate resources in the most optimal way for their business. Simply put, this guide is for anyone trying find more sales opportunities for their B2B company.

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Inbound or outbound sales—which one should you focus on?

Close.io

Wondering what the right sales approach for your company is? Should you build an inbound sales machine, set up an outbound sales team, or take a hybrid approach? Inbound sales is famous for being able to attract customers to any business, be cost effective, and scale really well.

38 Most Dynamic Women in Sales (The 2019 Edition)

Sales Hacker

There are tons of roundup articles about top women sales leaders. Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. Then take a moment to celebrate all the amazing women in sales.

Ode to The Salespeople Customers Can't Wait To Meet?

The Sales Association

Sharing best practices in sales and sales management www.salesassociation.org. Bernadette McClelland mentors and teaches salespeople within B2B markets in Australia, NZ and India to sell more effectively, step up their sales leadership skills and become trusted advisors. While in the Sales Industry I learned to utilize technology as a resource for improving my sales and the teams I managed techniques and numbers. Join The Sales Association.

Jonathan Farrington's Blog ? Selling Is Going Inside ? Isn't It? Time.

Jonathan Farrington

But what I am suggesting is that many sales roles will disappear over the next three to five years, as their products and solutions become “commoditized” My definition of a commodity sale? Inside sales growth is 30% faster than their outside sales counterparts.