Your Sales Management Guru

APRIL 11, 2011

High-Performance Sales Management. Building a strategic and effective sales management system is just like building anything else: It takes time, refinement and follow-through. Building a sales management process isn’t new, but it is being rediscovered as a linchpin for the success of many organizations.

Sales Management 56

Sales Management Hiring Trade Show Penetration 56

SBI Growth

SEPTEMBER 23, 2012

The buyer has changed dramatically over the past few years – has this Sales Rep’s method changed along with it? Research shows that a Sales Process aligned with the buyer’s process coupled with strong lead generation, will result in 33% more closed deals in half the time with two times the average selling price.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Zoominfo

APRIL 11, 2019

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. Use the right tools and technologies.

Sales Qualified Lead 100

Sales Qualified Lead Penetration Face-to-face Quota 100

SBI Growth

SEPTEMBER 20, 2012

As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information. Revising or building a new sales process to enable sales reps. Modifying sales reports and dashboards to enable sales managers to track new product sales.

Compensation 244

Compensation Incentives Incentive Penetration 244

Hubspot Sales

JULY 22, 2020

In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals. Sales Productivity Tools. HubSpot Sales Platform. This tool allows sales managers to analyze the email productivity of their reps.

Tools 108

Tools Closing Territories Hubspot 108

The Pipeline

MARCH 31, 2011

How well you plan, recognize and react to a given event will have direct impact on your success in winning more customers, penetrating and retaining existing clients; all with greater predictability and in shorter time frames. EDGE Sales Process. Funnel management. Hiring Sales Talent. HR Management.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

Your Sales Management Guru

NOVEMBER 7, 2011

When I read the article I had so many emotions; as a salesperson for many years, a sales leader for 15 years and a sales management consultant for the past 14 years, this article went right to the point that many of us write about, speak about and attempt to impact the organizations we consult with on a daily basis.

Penetration 69

Penetration Retail Hiring Sales Leadership 69

SBI

OCTOBER 1, 2014

Bloomfire gives your team fingertip-access to all the sales training they need to spike sales fast videos, presentations, spreadsheets, and more.Sales reps can ask questions – and get answers… from product managers, sales managers and each other. Accelerate Sales Ramp Up. Bloomfire ToolSkool. CallidusCloud.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Hubspot Sales

DECEMBER 9, 2020

Our assessments feature penetration testing to simulate those breaches and see where and how you might be most vulnerable to them — along with several other services to cover virtually any other risk scenario. Whether you’re a sales manager or individual salesperson, make sure you understand and can demonstrate your product’s value.

Solutions Selling 135

Solutions Selling Retail Face-to-face Sales Methodology 135

Chorus.ai

SEPTEMBER 29, 2020

It will take careful planning and adjustments, but by prioritizing the right sales essentials, you can bring stability back to your sales department, find new customers, and thrive once more. It will, however, take all your skill and experience as a sales manager.

Scale 114

Scale Top of Funnel Churn Buyer Persona 114

Xactly

AUGUST 30, 2018

Download the "2018 Sales Compensation Administration Best Practices Executive Guide," for incentive compensation trends, best practices, and tips to drive the right sales behaviors to kickoff your sales compensation planning. So what can sales managers do to help their teams meet quota?

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Cincom Smart Selling

FEBRUARY 16, 2018

Today, corporate sales management is more focused on how best to enable a selling process that both serves the customer effectively and delivers more revenue and higher margins. The individual hiring decisions and talent appraisals for sales-position candidates are being made at the local level by local managers.

Hiring 48

Hiring Margin Proposal Penetration 48

A Sales Guy

FEBRUARY 2, 2014

Lacking the credibility and the right to ask such a penetrating question, the salesperson got exactly the reaction he deserved. He is widely recognized as a powerful speaker and dynamic trainer in the fields of leadership, sales development, and strategic planning. The perfect example of “equal and opposite reaction.”

Penetration 115

Penetration ACT Selling Skills Exact 115

The Pipeline

AUGUST 16, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Gap Selling , Impact Questions , Interactive Selling , Proactive , Productivity , Questions , Sales 2.0 , Sales Process , Sales Strategy , Sales Success , Sell Better , Selling to Executives , execution.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Emissary

JUNE 26, 2023

New business has longer sales cycles, smaller ACV, and lower win rates than opportunities with existing clients. Do your homework to build out specific penetration plans for a narrow set of candidates. For ‘maybe’ opportunities, drive a mutual decision-point in the sales process where you and the client need to make a commitment.

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel Account Based Marketing Lead Rank 52

Showpad

NOVEMBER 24, 2020

W : Areas in which your competitors outperform you, like stronger branding, greater market penetration or sustainable financials. In the context of sales acceleration, a SWOT analysis should generate new sales goals, be it more realistic quotas, prospecting in new regions or enhanced lead qualification systems, for example.

Lead Rank 52

Lead Rank Lead Scoring How To GoldMine 52

Partners in Excellence

OCTOBER 27, 2014

While there’s some variance, I tend to see the following: Sales Training. Sales Process/Methodology. Systems/Processes/Tools. Marketing/Sales Integration. Sales Automation/Tools. The Complete Sales Professional Technology Is No Substitute For Thinking Creating Crap At The Speed Of Light.

Fashion 89

Fashion Face-to-face Analytics Social Media 89

Partners in Excellence

AUGUST 27, 2019

Or those who struggle in the sales process, we may be making things even more difficult by diluting focus. They drive more winning deal strategies, higher quality prospecting, more focused account/territory penetration strategies. Being very good in these, ripples through everything else very quickly.

Penetration 79

Penetration Coaching Face-to-face Pipeline 79

Pipeliner

DECEMBER 15, 2017

The plan’s brevity forces key players to make decisions on which channels to market, key strategies to penetrate each, and which team members will be assigned. 2- Clear Expectations Set: All players on the team must know what their revenue targets are, where their “patch” is to work, and how their success will be measured and compensated.

Face-to-face 45

Face-to-face Penetration Compensation Territories 45

HeavyHitter Sales

JANUARY 1, 2012

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. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Trends 121

Trends Decision Maker Study Analysis 121

SBI Growth

NOVEMBER 21, 2012

"I had no idea Dave was going to struggle so much as a Sales Manager. This post is written for the VP of Sales who wants to eliminate promoting the wrong rep to sales manager. A Sales Leadership Council is the top 10% of your sales force that has expressed an interest in sales management.

Promotion 257

Promotion Sales Management Penetration Face-to-face 257

LevelEleven

JULY 3, 2019

This is especially useful if your team is having trouble penetrating an account via the contacts you already have. Using wins, or a deal closing, as a metric for your SDR team creates an opportunity for the AE to continue using them to add value throughout the sales cycle.

Top of Funnel 48

Top of Funnel Penetration Quota Cancellation 48

Partners in Excellence

APRIL 25, 2017

” First, compensation is only one of many levers sales management can use to impact performance. How do we want to balance performance across the sales function–for example new customer acquisition versus customer retention/growth/account penetration, new market expansion, product line mix, and so forth.

Compensation 52

Compensation Lead Rank System Commission 52

Vengreso

MARCH 2, 2021

In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. According to HubSpot , 40% of sellers admit that prospecting is the most challenging part of the sales process. Sales Prospecting Template.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

SBI

MAY 8, 2012

Over time, and if left unattended, the inevitable accumulation of ‘stuff’, the clutter that permeates, penetrates and defines your motivation and attitude, will distract you from your objectives, will keep you from focusing on the right activities, and will undermine the vital integrity you have so carefully nurtured with your customers.

Tools 82

Tools Territories Webinar Metrics Report 82

Customer Centric Selling

DECEMBER 20, 2016

Were there Sales Ready Messages® that resonated with your prospects that you want to exploit? Do you wish to increase account penetration with core products? Document the results via a Sales Process Control Letter. Share the results with your manager. Need some help to increase sales? Step 5: Tactics.

Revenue 40

Revenue Territories How To InsideView 40

Partners in Excellence

FEBRUARY 17, 2014

We may have market penetration/share goals. As an example, in one of my very first sales management jobs, employee satisfaction was a critical indicator of my own performance as a manager. I won’t go through all of these, I just want to highlight them as numbers critical for managers to understand.

Quota 91

Quota Trends Churn Maximizer 91

SBI

SEPTEMBER 4, 2012

Penetrating deeper and broader into existing client accounts, i.e. selling across different departments within a current client’s organization. Mike makes a very important point about the process of selecting target accounts. Then you’ll need to close new business. Up-selling or cross-selling, i.e. selling more to your current clients.

Revenue 101

Revenue Handbook Face-to-face Penetration 101

Jonathan Farrington

APRIL 26, 2013

Sales organizations, particularly those in Small and Medium Enterprises(SMEs) are beginning to develop sales processes that are focused on light-weight activities and transactions, highly streamlined data entry, and real-time visibility into field activities.

Field Sales 43

Field Sales Wireless Sales Qualified Lead Scale 43

HeavyHitter Sales

OCTOBER 23, 2009

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.  But terms such as Sales 1.5 and Sales 2.0 Books For Heavy Hitters.

Penetration 60

Penetration Decision Maker Webinar Metrics Sales 60

Your Sales Management Guru

MAY 25, 2010

The first scenario of holding firm for the long term assumes that your existing portfolio contains quality securities, is properly diversified and has been managed with an appropriate, long-term perspective. In the world of sales management and revenue generation we would like to make the same assumptions for taking a long-term perspective.

Ideal Customer Profile 62

Ideal Customer Profile Hiring Decision Maker Margin 62

Partners in Excellence

APRIL 16, 2012

Are we maximizing our penetration of the territory? In addition to the “to-dos” and next steps in the sales process, we want to take the time to assess our effectiveness in the call. Where are there new opportunities? What can we do to maximize our share of the territory. Did we accomplish everything we had planned?

Territories 90

Territories Top of Funnel Maximizer Funnel 90

HeavyHitter Sales

AUGUST 13, 2011

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. There aren’t any two sales forces that are exactly alike. Books For Heavy Hitters.

Meeting 102

Meeting Hiring Webinar Metrics Real Estate 102

HeavyHitter Sales

SEPTEMBER 25, 2010

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. Why Year End Deals Dont Close: THE CESSPOOL! Are Top Salespeople Born or Made?

Objections 104

Objections Hiring Vendor Sales Cycle 104

HeavyHitter Sales

DECEMBER 13, 2008

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. Just because you won the selection process doesnt mean you have won the deal.

Forecasting 60

Forecasting Penetration Software Software 60

LeadFuze

JANUARY 1, 2022

The Winning by Design Blueprint Series provides a step-by-step go to market plan for every part of the sales process, including developing a go to market strategy. 3 3 Sales managers have an important role in coordinating all these efforts by setting goals that drive performance am. Market intelligence. Segmentation.

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52