Steven Rosen

SEPTEMBER 20, 2022

BOLD Sales Leaders will perform best in a rapidly changing environment. It is not the most competent or the smartest sales leader that will survive, but rather the sales leader that is BOLD and can adapt to change will thrive. I don’t care if you are the head of sales or a front-line sales manager. Behavioral.

Sales Leadership 295

Sales Leadership Face-to-face Follow-up Coaching 295

Sales 2.0

AUGUST 22, 2022

I’ve been reviewing some key books in sales and marketing to refresh my knowledge of some of the fundamentals to building world-class “revenue engines”. The second book I’m covering is No Forms. As you can probably guess from the title of the book, Latané is very much in the “no gating” camp.

Cold Calling 195

Cold Calling Lead Rank Intent Data Marketing Qualified Lead 195

The Pipeline

FEBRUARY 8, 2022

Without that, the conversation is very one way. Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling. Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling. The book is a great blend of practical steps, shaped by three decades of experience.

Pipeline 339

Pipeline Call-back Follow-up Quota 339

Sales 2.0

FEBRUARY 7, 2024

I had a conversation this week with a business owner about how to improve their CRM data. It’s a conversation I’ve had many times over the years. If you find yourself with a CRM that is full of data but not easy for you to use to make actual sales and nurture relationships, consider some of the following ways to organize it.

CRM 195

CRM Data Groups Follow-up 195

No More Cold Calling

MARCH 25, 2021

Who paved the way for women in sales? Yet, even with gender biases and cultural norms working against them, there were women trailblazers in every century, including women sales leaders. Blazing a Trail for Women in Sales. Most notable among early women sales leaders is Lucinda W. Picture yourself in 1900.

Hiring 379

Hiring eBook Cold Calling Scale 379

Understanding the Sales Force

FEBRUARY 20, 2024

Another “baseball is to sales” analogy shouldn’t surprise readers because I’ve already published more than 100 different articles over the past 19 years showing how selling is just like baseball. Quotas, pricing, margins, forecasts, conversions, quotes, close rates, meetings booked, average sale and more.

Revenue 193

Revenue Margin Sports Quota 193

SalesProInsider

MARCH 27, 2024

Well, I thought the message about my meltdown in February, about the deadline for submitting Conversations That Sell for Financial Advisors , was my unveiling of personal insights and vulnerability. In fact, those conversations made the event more meaningful, impactful, and memorable. I made staffing changes. Solo for the first month.

Face-to-face 62

Face-to-face Compensation Conversion Conference 62

No More Cold Calling

JUNE 10, 2021

I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My entire career had been sales and sales management, and my best business had always come from referrals. Decrease the cost of sales. That got me thinking.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

No More Cold Calling

MAY 28, 2020

This was even the premise of my second book, Pick Up the Damn Phone!: I wrote that book because I was horrified when reps started telling me they didn’t need to talk to prospects and clients anymore. Conversations have become less frequent, email spam has skyrocketed, and social media is the new breeding ground for sales pitches.

Social Media 391

Social Media Referrals Cold Calling Social Selling 391

Understanding the Sales Force

NOVEMBER 6, 2023

Most salespeople can improve sales effectiveness by changing their beliefs and moving out of their comfort zone. For example, Bob has never been comfortable having a financial conversation with his prospects. Can you identify an area in which you can improve sales effectiveness yet still be true to yourself? True to himself.

Proposal 193

Proposal Sales Training Conversion 193

No More Cold Calling

APRIL 30, 2020

I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

The Pipeline

APRIL 2, 2014

Those of you who have followed this blog for a while are more than familiar with Dan Waldschmidt , we have done webinars and other events, and his guest post a couple of years back Retarded Sales Behavior and The Reasons We Under-Perform , had one of the biggest responses I have had to a guest post. What’s in Your Pipeline? Tibor Shanto .

Conversion 292

Conversion Sports Webinar Metrics Face-to-face 292

Understanding the Sales Force

OCTOBER 10, 2023

A new book about Elon Musk is available. I haven’t read the book yet but I heard the author , Walter Isaacson , interviewed on a podcast. How does this apply to sales and selling? There is a very strong correlation between sales effectiveness and the degree to which one needs to be liked. Speak up and out!

Scale 193

Scale Twitter Policies Call-back 193

Anne Miller

MARCH 13, 2024

Then, when you follow up, they tend to remember you as the Sisyphus folks, or the Sherpa guys, or the remodelers, and be more likely to engage in conversation with you — which gets you on your way to new business. Buy the Book The Tall Lady With the Iceberg: the power of metaphors to sell, persuade, & explain anything to anyone.

Lead Rank 118

Lead Rank Networking Face-to-face Follow-up 118

Pipeliner

AUGUST 15, 2023

From the Field to the Boardroom: A Conversation with Alex Fisher Hello everyone, I’m your host, and today I’m excited to share with you a fascinating conversation I had with Alex Fisher, a former professional football player turned executive coach, leadership consultant, and speaker. He is CSMO at Pipeliner CRM.

Leads 98

Leads Marketing Qualified Lead Scale Energy 98

Alice Heiman

DECEMBER 13, 2022

Anthony Iannarino has some bad news for sales leaders who are depending on 20 year old sales models. Sales teams must be retrained to create value not sell benefits. Let me start a conversation with you about that. Sales teams must be retrained to create value not sell benefits. They just don’t work anymore.

Lead Rank 131

Lead Rank Lead Scoring Leads Marketing Qualified Lead 131

Anne Miller

OCTOBER 10, 2023

If you and I are having a conversation, say, about blowing something up, we’re responsible for that, but if the phone company identifies everyone else who might be interested in blowing something up or is considering that and takes that conversation and promotes it to them, then, you, the phone company, are responsible. Thanks, Anne!”

Social Media 118

Social Media Media Up-Sell Promotion 118

Zoominfo

JUNE 28, 2021

Conversations have always been at the heart of our most authentic relationships. Enter conversational marketing — the new paradigm to tackling your business deals and converting prospects in minutes. What is conversational marketing? Many people conflate conversational marketing with chatbots.

Conversion 246

Conversion Marketing Lead Capture Face-to-face 246

Force Management

AUGUST 4, 2021

Five-time CRO John McMahon’s book, The Qualified Sales Leader: Proven Lessons from a Five Time CRO , has been at the top of sales leaders’ reading lists since it was published in April. McMahon recently joined John Kaplan on The Audible-Ready Sales podcast to discuss the book’s themes and key takeaways for sales leaders.

Conversion 147

Conversion Sales Sales Leadership 147

Alice Heiman

OCTOBER 25, 2023

From mastering conversations to commanding the stage, dive into the mind of communication expert Nancy Duarte. Alice and Nancy’s conversation reveals that, in an era of fleeting attention, CEOs must craft compelling narratives. Tune in to the Sales Talk for CEOs podcast and let your leadership voice be the difference!

Journal 103

Journal LinkedIn Negotiation Resources 103

Zoominfo

JULY 23, 2021

Acclaimed data expert and serial entrepreneur Peter Gentsch says in his book, AI in Marketing, Sales, and Services : “To the user, chatbots seem to be ‘intelligent’ due to their informative skills. This new addition comes through the acquisition of Insent.ai, our fully realized partner in conversational marketing technology.

Ideal Customer Profile 130

Ideal Customer Profile Conversion Top of Funnel Marketing 130

Pipeliner

OCTOBER 7, 2023

I recently had the pleasure of hosting an enlightening podcast episode with Karen Roy , an acclaimed author, leadership expert, and the creator of the online book course, Author FastTrack. Karen is also the founder of Karen Roy and Associates, a boutique retail consulting firm specializing in sales training, marketing, and operations.

Face-to-face 69

Face-to-face Retail Course Social Selling 69

Pipeliner

SEPTEMBER 18, 2023

We had an engaging discussion about his book, “Walking the Path: A Leader’s Journey,” and delved into the power of reflection, writing, and the core elements of successful leadership. It all started with a conversation with a colleague who suggested he write a book.

Journal 69

Journal Intent Pivotal Exercises 69

Sales Hacker

JANUARY 22, 2024

Previously, he was the Founder and CEO of Sales Hacker, a global digital media company that he grew and successfully sold to Outreach in 2018. HBR, MIT Review, Time, Salesforce, and Nasdaq, and was named one of LinkedIn’s Top Voices for Sales and Crunchbase’s 25 Sales Leaders to Follow. Max has been published by Forbes, Inc.,

Intent Data 81

Intent Data Intent Lead Intent SalesForce 81

Pipeliner

APRIL 5, 2024

Wise leaders are inclusive and welcome varying thoughts for sharing, learning, and deeper conversations to benefit everyone involved. Questions Propel Open Conversations Before attempting to begin a serious conversation, it’s more essential than ever to ask for the individual’s preferred communication style.

Influencer 75

Influencer Consumer Conversion Benefit 75

Adaptive Business Services

FEBRUARY 28, 2024

I received my first formal B2B sales training in 1977. I don’t know where I first heard this but it is my personal mantra … “The close is the natural result of a sale done right!” I like to use trial closes throughout the sales process. Three weeks total at our headquarters office in New Jersey. Five years later we were.

Closing 71

Closing Sports Buyer Selling Skills 71

Sales Hacker

MARCH 12, 2024

Candid, off-the-record conversations — no recordings here. A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Highlights: (7:40) Navigating the current SaaS landscape and macro trends. (12:26) 12:26) Learning from the past: Market cycles and founder experiences. (17:15)

Hotels 96

Hotels Case Study Conference LinkedIn 96

Sales Hacker

JANUARY 17, 2024

Leena Joshi is Co-Founder & CEO of CloseFactor , a GTM strategy and execution platform that helps enterprise tech hone in on the exact right prospective customers and accelerates their conversion by helping your sales and marketing teams be contextually relevant to them. 25:38) Finding a leader who has your back. (28:19)

Ideal Customer Profile 88

Ideal Customer Profile Hiring Scale Strategy 88

Sales Gravy

JANUARY 23, 2024

On this must-listen episode of the Sales Gravy Podcast, Jeb Blount sits down with Ryan Taft. Ryan is the author of the hit new sales book Story Getter. Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more.

Pivotal 91

Pivotal Loyalty Engineering Lead Rank 91

Pipeliner

OCTOBER 28, 2023

From Podcast to Million-Dollar Success John Golden, your host from Sales POP! Online Sales Magazine and Pipeline CRM. Her new book, set to be released on November 7th, focuses on her proven framework for achieving financial and spiritual success as a CEO without sacrificing one’s well-being. He is CSMO at Pipeliner CRM.

Video 111

Video Small Business Small Business Enterprise 111

Keith Rosen

OCTOBER 27, 2020

Download Your Free Copy of The 60 Second Sales Coach . Over 600 Coaching Questions and 40 Critical Conversations Managers Must Master to Develop Sales Champions and Coach More Customers to Succeed. Coaching is simply the language you use in every conversation. With compassion and gratitude, Keith The post New Book!

Sales Coaching 139

Sales Coaching Coaching Twitter Consumer 139

Pipeliner

FEBRUARY 20, 2024

I am your host, and today I am thrilled to share with you the insights from a recent podcast episode where I had the honor of interviewing Karl Becker , the founder of Improving Sales Performance and author of several insightful books on sales and marketing alignment. He emphasized that for success in sales.

Customer 64

Customer Lead Rank Lead Scoring Pivotal 64

Lead411

JULY 25, 2023

5 Top B2B Sales Books for 2023 Keeping up with the newest sales tactics is always a point of emphasis for any successful sales team. Tech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael, Tony Hughes, et al. Marketing, Sales and Service with A.I.

B2B 98

B2B Top of Funnel Lead Rank Funnel 98

Partners in Excellence

MARCH 5, 2024

Tobia engaged me, complementing my book, I accepted his invitation. Then, he wrote, I have the Sales Strategist Podcast , would you be a guest? I wake up every morning and spend 1 hour reading a sales book, at least 25/30 pages, to get fresh ideas and strategies to apply in my everyday conversations.

Fashion 73

Fashion Study ACT Retail 73

Partners in Excellence

MARCH 5, 2024

I was blown away when Gus opened a very difficult conversation in a direct and tough minded way. It was a difficult conversation, but what he wanted to do is to get the customer focused on the critical issues and communicate as straightforwardly as Gus was communicating with them. My sale made it to the Wall Street Journal.

Banking 77

Banking Hiring Lead Rank Lead Scoring 77

Pipeliner

JANUARY 16, 2024

Unlocking the Potential of Hypernomics: A Chat with Doug Howarth As the host of Sales POP! Online Sales Magazine and Pipeline CRM, I recently had the pleasure of chatting with Doug Howarth , the founder of HyperEconomics Inc. He is the mind behind the upcoming book “Hypernomics: Using Hidden Dimensions to Solve Unseen Problems.”

Analysis 52

Analysis Video Marketing Microsoft 52

Pipeliner

FEBRUARY 12, 2024

Derrick Love , a renowned educator, leadership consultant, and author, imparted during our recent podcast conversation. His book, “Self-Awareness in Leadership: Why the Best Leaders First Examine and Lead Themselves,” serves as a testament to his expertise and dedication to the subject. He is CSMO at Pipeliner CRM.

Video 52

Video Nonprofit Pivotal Education 52