Business Development Pivots and other Relevant Nonsense

Babette Ten Haken

There were a lot of business development pivots going on. Business development pivots keep you moving forward, not backward. What fresh, insightful business development pivots will you bring to client business tables, today and tomorrow?

Medical device sales – sales managers play a pivotal role for sales productivity

Sales Training Connection

Medical device sales and sales managers. The cornerstone for making the adjustment will be the front-line sales manager. The same report showed the sales difference between the top 25% and bottom 25% of sales managers was a stunning 80%. 2013 Sales Momentum ® LLC.

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Handling Objections like a Pro | Sales Tips

Sell More and Work Less

One thing that I’ve noticed recently is that sellers aren’t always good at is learning how to pivot. During the qualification stage, we get thrown for a loop sometimes.

6 tips to help sales managers take over a new sales team

Sales Training Connection

Front-line sales managers are the pivotal job for building and sustaining sales success. How can new sales managers get a good start when taking over a new sales team? Managing A New SaleTeam.

Why don’t sales people pivot? Lessons from tech entrepreneurs

Sales Training Connection

Pivoting and Sales Pipelines. One concern we often hear from sales management is: “Our sales teams just don’t do a good job managing their pipeline.” ” Our frustrated sales manager’s concern is clearly legitimate. 2012 Sales Horizons, LLC.

Don't Let a Change in Strategy Disrupt Q1 Sales

Sales Benchmark Index

It has major ramifications for your sales organization. You need your sales team to implement the change quickly without losing focus. This post is about making your sales force more agile to handle change. The sales team just pushed hard to finish last year strong.

Sales middle managers – what motivates them the most?

Sales Training Connection

Sales Middle Managers. Although these responsibilities often are perceived as bureaucratic, routine and less than glamorous, they are pivotal for bring innovation to life. 2014 Sales Momentum, LLC. Technorati Tags: mid-level sales managers , sales leaders , sales managers.

Sales management: Step 1 – Stop annoying your sales team

Sales Training Connection

Sales Managers. This good idea also holds true for sales managers. Sales managers must follow-up to commitments they make to their salespeople in a timely way. Front-line sales managers are the pivotal job for driving sales success. 2014 Sales Momentum, LLC.

Sales Advice from Hannibal Lecter

The Sales Heretic

And he was an expert at divining human motivation, as evidenced in a pivotal scene in [.]. Sales motivation needs product prospect serviceHannibal Lecter would have made a great salesperson. And by that, I don’t mean that he’d eat the competition for lunch. The cannibalistic psychiatrist in The Silence of the Lambs understood that people’s actions are a result of their motivation.

Big data supports the importance of front-line sales managers

Sales Training Connection

Sales managers. We thought this was a particularly important study and set of conclusions for Sales. After all, the Sales function certainly is one that traditionally promotes successful salespeople into sales management roles. 2014 Sales Momentum, LLC.

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Sales managers – and the smartest person in the room dilemma

Sales Training Connection

Sales managers. There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference.

Sales productivity – the era of the absence of change is over

Sales Training Connection

Sales Simulations. However, the more important point for those in sales leadership roles is this period of change is unlikely to settle down into a new stable buying environment. What does this all means for sales leadership? Revisit sales skills training.

Sales managers – 6 tips when transitioning to a new sales team

Sales Training Connection

Sales manager with a new sales team. As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. Drill down and learn about the territory and the sales team.

Want more sales?

Steven Rosen

My new book helps sales managers unlock hidden sales potential! Brian Tracey , author, Getting Rich Your Own Way said, “The sales manager is the pivotal person in the sales-driven organization, and Steven’s book shows you how to excel!”.

Sales performance – average is over

Sales Training Connection

Sales performance. If you are a VP of Sales, a sales manager or a salesperson, where you come down on this question will dramatically impact what you do as the future unfolds. Rethink sales training. Revisit sales coaching. 2017 Sales Momentum® LLC.

12 Reasons Your Sales Results Are Plummeting

Sales and Marketing

Teaser: To help managers get to the root of their sales troubles, I’ve identified 12 common problems that can lead to a sales slump. By pivoting quickly and making a few key changes to your team and its process, you’ll see a boost to your sales.

How to Handle Objections Like a Pro

Sell More and Work Less

Your sales team needs to know how to pivot. Anyone can memorize a sales script – but it’s an essential skill for salespeople to be able to handle all elements of a real-world conversation, including those dreaded objections.

A sales leadership red flag – sales turnover matters

Sales Training Connection

Sales Team Turnover. Sales leaders spend a fair amount of time and effort reviewing issues related to the cost of sale. For those who have not recently taken a serious look at the cost of sales turnover, we thought a quick exploration of the topic might be warranted.

Sales Tips: Has Senior Management Given Up on Sales?

Customer Centric Selling

Sales Tips: Has Senior Management Given Up on Sales? By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company. They have bought too far into how much of an impact the Internet has had on the sales process.

Why That Bargain Contact List You Bought is a Sales Dead End

DiscoverOrg Sales

Here are just a few ways that unverified bargain contact lists can lead to sales drought rather than providing that rainmaker resource you wanted. When email deliverability is weakened , your whole sales funnel loses its impact and unverified contact lists get email campaigns off to a bad start. It’s been around the block and has been mined by other sales and marketing teams looking for leads. You can’t afford not to know in today’s competitive sales climate.

The Power of Sales Intelligence #2: Creating an Ideal Customer Profile

DiscoverOrg Sales

Historically, sales professionals and marketers spent a lot of time chasing down prospects with a scant probability of getting an appointment, let alone winning business. Join us as we examine 7 specific ways that this kind of intelligence impacts marketing and sales processes.

Sales strategy coaching – maximize your investment

Sales Training Connection

Sales strategy coaching. In most cases a majority of your sales reps will not be able to effectively and efficiently fine-tune their strategies for winning in their major accounts. With this mindset on the table let’s look at four best practices for coaching sales strategy.

Sales directors – competencies for the job hunt

Sales Training Connection

Sales Directors. Over the years we have written numerous articles about the front-line sales management position. We have consistently labeled the front-line sales manager as the pivotal job for developing and sustaining a superior sales force.

Sales managers – are you passing the leadership development test?

Sales Training Connection

Developing Sales Leaders. It’s natural for front-line sales managers to focus on sales team performance – drilling down on the numbers. Sales managers spend their careers developing the required skills with corporations providing the necessary training and encouragement.

The Secret Path to Successful Sales Calls

Smart Selling Tools

Tweet Sales calls are conversational journeys. If you are to achieve your sales objective, you’ll need to guide each and every conversational journey with precision. How do you lead each conversation so the prospect will want to continue the sales journey with you?

Sales coaching – it’s a game of beat the clock

Sales Training Connection

Sales coaching and the time challenge. Sales managers are no different than anyone else – they don’t have enough time to do all the things they need to do. This time issue is particularly telling when it comes to front-line sales managers. In this case that means the sales rep.

New sales managers – 6 questions to help avoid the granular trap!

Sales Training Connection

New sales managers. New sales managers face a lot of new challenges. As they seek to develop the skills to work through new challenges, there is a tendency to gravitate back to what they know how to do – in the case of new sales managers , it’s usually selling.

Is Sales Management Getting in the Way of Sales Success?

Jonathan Farrington

Recently, I made the point that the role of sales management – dare I say “sales leadership” – is now pivotal in the success of every organization and yet, it is becoming clear that around 80% of managers are unqualified to fulfil the role that is being asked of them.

First Direct Lending Achieves Rapid Growth with Velocify

Velocify

But perhaps the best part is that Velocify never gets in the way of their growth or any pivots they need to make with certain contact strategies. The post First Direct Lending Achieves Rapid Growth with Velocify appeared first on Velocify: High Performance Sales.

Sales managers and the story of the “super salesperson syndrome”

Sales Training Connection

Sales Manager. Well, a sales manager with the “super salesperson syndrome ” will probably exhibited some of these 6 characteristics : Sell rather than coach. When push comes to shove, S 3 sales managers will spend their time selling rather than sales coaching.

How to Drive Sales in 2014 with Content Marketing

Sales Benchmark Index

It utilizes personnel from Sales, Marketing, Product Development and other parts of the organization. The clients we have helped told us, “ Content Marketing is now our best Sales Rep.” Next year is a pivotal year for Marketing Leaders.

Sales managers – a new pathway to leadership

Sales Training Connection

Sales Leaders. Would-be leaders must learn to pivot – it is more about doing something different rather than just the same thing better. Although Ibaraan was writing about business in general, we thought her message held particular insight for the world of sales.

Sales managers – expectations and accountability

Sales Training Connection

Sales managers – setting expectations and accountability. Too often sales managers – and for that matter other managers – think what needs to be done is intuitive – so of course everyone on their team understands what is to be done and why. 2014 Sales Momentum ®.

The 17 Worst Sales Email Writing Mistakes

Hubspot Sales

Without the benefit of an in-person interaction, you can’t exactly build rapport or pivot your strategy if something you’re saying doesn’t resonate. Sales Email Mistakes to Avoid at All Costs. None of the above bode well for your ability to make the sale.

Trials and tribulations of new sales managers

Sales Training Connection

Sales Manager. New sales managers often are promoted for their sales success – not sales management expertise. So what happens after the sales manager assumes the role and responsibilities of their new position? 2017 Sales Momentum® LLC.

Sales managers – and the smartest person in the room dilemma – An STC Classic

Sales Training Connection

There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference.

Guaranteed Rate Rises to the Top with Velocify

Velocify

However, before working with Velocify, they lacked a unified system that could track and optimize performance and had no way to truly measure the success of their sales and marketing strategies. Like any growth-oriented business, Guaranteed Rate’s primary focus was to accelerate sales.

Sales person to sales manager transition – A STC Classic

Sales Training Connection

A Sales Training Connection Classic. Sales people often are promoted into sales manager positions – primarily based on their sales success. Just because a sales people excelled at face-to-face selling doesn’t mean they will excel as a sales manager.

Salespeople – lesson from entrepreneurs – An STC Classic

Sales Training Connection

Our sales teams just don’t do a good job managing their pipeline.” As one frustrated sales manager shared: “For some of my sales reps, accounts literally take up permanent residence at Stage 3″ I hear a thousand reasons why hope is just around the corner.

Sales coaching – it’s a game of beat the clock – An STC Classic

Sales Training Connection

Sales managers are no different than anyone else – they don’t have enough time to do all the things they need to do. This time issue is particularly telling when it comes to front-line sales managers. Many sales reps face the same challenges and the same knowledge and skill gaps.