Steven Rosen

APRIL 6, 2024

In this episode of the Sales Leadership Awakening Podcast, host Steven Rosen and Colleen Stanley delve into mastering difficult conversations, stressing preparation and agreement on the next steps. They highlight vital emotional intelligence skills essential for navigating these dialogues effectively.

Conversion 120

Conversion Construction Sales Leadership Intent 120

Steven Rosen

JANUARY 13, 2024

In this 4:11 video, we learn how sales leaders must cultivate essential soft skills like emotional management, empathy, and assertiveness to foster trust, enhance execution, and address mental health challenges to consistently improve team performance. You’re not so good.

Video 156

Video Sales Leadership Hiring Face-to-face 156

Steven Rosen

AUGUST 2, 2021

The Fearless Sales Leader. Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. So how do we overcome this biased assertion?

Hiring 424

Hiring Comparison Face-to-face Campaigns 424

Steven Rosen

JUNE 5, 2023

How BOLD Sales Leaders Are Needed in a Changing Economy Welcome to the new era of sales leadership, where the winds of change are blowing stronger than ever. The post-COVID landscape has reshaped the business world, thrusting sales leaders into uncharted territory.

Sports 156

Sports Construction Sales Leadership Territories 156

Steven Rosen

FEBRUARY 7, 2024

Rika discusses how she incorporates recognition into her team meetings and the positive impact it has on morale. Rika Cuff, Senior Vice President of Scholastic and Champ Sales at Herff Jones. Rika shares her personal experiences and strategies for cultivating a culture of recognition and consistency, especially during times of change.

Video 156

Video Motivation Sales Leadership Meeting 156

Sales and Marketing Management

MAY 10, 2020

The use of Zoom and other face-to-face applications to carry out sales calls instead of doing them in person is the new normal. Businesses can and will go more digital, but with a lack of face-to-face meetings, there can be an effect. Encouraging the Team Through Changing Sales Climates. Author: Dave Gerry From the U.S.

Face-to-face 302

Face-to-face Lead Rank Lead Scoring Hiring 302

Janek Performance Group

FEBRUARY 13, 2024

For sales managers, look for qualities that build strong teams and motivate others to perform their best. Whether you seek a new hire or promotion, here are several essential qualities of sales managers. Spearheading a sales team is a multifaceted endeavor. These changes require the ability to pivot and adapt.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

Steven Rosen

FEBRUARY 23, 2022

5 Ways top sales managers become a sales coach! Sales coaching is the most important sales management activity for driving sales performance. Unfortunately, most managers haven’t been taught how to properly coach their staff. Ask Effective Questions.

Sales Coaching 433

Sales Coaching Coaching Hiring Face-to-face 433

Steven Rosen

JULY 24, 2023

How do you unleash the power of your sales leadership team? In the fast-paced and ever-evolving world of sales, success is dependent on the capabilities of the sales leadership team. I believe that investing in the development of this critical team is the best use of resources for any VP of Sales.

Sales Leadership 156

Sales Leadership Retention SalesForce Objections 156

Smooth Sale

APRIL 15, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Embrace These Seven Success Tips for Small Business Growth Running a small business can be both challenging and rewarding. However, implementing the right strategies and adopting a proactive mindset can overcome these challenges and take your business to new heights.

Small Business 119

Small Business Small Business Advertising Advertising 119

Steven Rosen

APRIL 4, 2022

How Can Sales Leaders Accelerate Their Sales Post COVID? To answer this question, we must understand what has changed in terms of customer expectations. Sales calls and conferences went virtual. It was tough to set quotas accurately and to measure sales force productivity.

Lead Rank 156

Lead Rank Lead Scoring Leads Marketing Qualified Lead 156

Partners in Excellence

MARCH 14, 2024

Overlay this with disruptions being caused by technologies like AI, global climate changes, and the global political challenges. How do we survive (though some real leaders are asking themselves how we thrive.) Many of my clients are asking for help in figuring out how to move forward. Time to face reality.

Face-to-face 111

Face-to-face Lead Rank Lead Scoring Churn 111

Understanding the Sales Force

OCTOBER 10, 2023

Many outstanding leaders have been polarizing figures. On the negative side, his impulsive and controversial tweets often come with tremendous criticism, while some people have been outraged by his changes at X. How is he able to do this? How does this apply to sales and selling? Can you say Donald Trump?

Scale 193

Scale Twitter Policies Call-back 193

Steven Rosen

MAY 5, 2022

The New Sales Leadership Framework. Dealing with post-Covid business-related issues has been a wake-up call, especially for sales leaders and their teams. A whopping 80% of sales leaders admit to feeling out of control and drowning in the sea of changes. How are they doing that? Pillar 1: Focus.

Sales Leadership 156

Sales Leadership Hiring Groups Call-back 156

Steven Rosen

MAY 5, 2022

Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

Steven Rosen

SEPTEMBER 25, 2022

Leading a Sales Force Restructuring. Are you planning on a sales force restructuring? The following list covers many of the big-picture items that are required for an effective and seamless transition to occur. Check List Before Announcing any Changes. Five Steps to Leading Sales Force Change.

Lead Rank 156

Lead Rank Leads Marketing Qualified Lead Face-to-face 156

Steven Rosen

MAY 5, 2022

Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

Pipeliner

NOVEMBER 12, 2023

Navigating the Challenges and Opportunities of Small Businesses As the host of this enlightening podcast, I had the pleasure of engaging in a thought-provoking conversation with John Golden, from Sales POP! Online Sales Magazine and Pipeline CRM, and John Nieuwenburg , a professional business coach since 2004.

Small Business 105

Small Business Small Business Resources Video 105

Partners in Excellence

APRIL 5, 2024

Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all. Preface : I’ve been introduced to Martin Mackay through my friend Bob Apollo.

PeopleSoft 105

PeopleSoft Software Software Course 105

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Many companies lack easy access to valuable insights that inform sales conversations in real time. Fast-Track Sales Enablement. Reduce onboarding ramp time. Simplify coaching.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

Smooth Sale

APRIL 10, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How to Thrive Working in a Tough Environment Many people realize that they need to take almost any job to earn a wage. You should be the change you wish to see in the world, and the best place to begin is right where you are.

How To 102

How To Benefit Motivation Lead Rank 102

Allego

FEBRUARY 8, 2024

Effective sales coaching can lead to a 28% increase in quota attainment and a 32% increase in win rates, Korn Ferry research revealed. However, a poll conducted by the firm found 80% of sales leaders said they have no formal, or have inconsistent, sales coaching processes. Technological barriers also play a role.

Sales Coaching 71

Sales Coaching Coaching Tools Handbook 71

Janek Performance Group

MARCH 15, 2024

In B2B sales, success is often the result of strategic planning, deep customer understanding, and execution. While these factors are crucial, there exists another, less tangible, yet equally influential element: the Pygmalion Effect. Its opposite is the Golem Effect, in which lower expectations result in decreased performance.

Coaching 62

Coaching Film B2B LinkedIn 62

Alice Heiman

FEBRUARY 13, 2024

Alice Heiman sat down with Andee Harris, the dynamic CEO of Challenger Inc., The Catalyst for Change: Pivoting in a Pandemic Harris’s tenure at Challenger began amidst the pandemic. One of the most striking revelations from Harris was the absence of a demand generation and marketing strategy within Challenger.

Demand Generation Agencies 75

Demand Generation Agencies Hiring Demand Generation Demand Generation Targets 75

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

Hiring 111

Hiring Face-to-face Sales Qualified Lead Lead Rank 111

Force Management

OCTOBER 13, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Build a Message That Centers on Value.

Strategy 107

Strategy Customer Discount Decision Maker 107

Partners in Excellence

APRIL 8, 2024

Yet there are so many challenges and barriers. Add on to this the terrifying data on sales performance–a few numbers from EBSTA, in the second half of 2023, 73% of reps missed quota, 23% of reps contribute 83% of revenue (our good friend, Pareto, again), 39% of deals slipping, and win rates plummeting another 47%.

Top of Funnel 107

Top of Funnel Face-to-face Data Buying Cycle 107

Emissary

SEPTEMBER 20, 2022

Most technology revenue teams include a sales enablement function, but its mission has been evolving over the last several years. Recently, enablement has flexed to provide better support for sales in the face of the post-pandemic business environment and increasingly demanding technology buyers. Train Early, Often, and in Small Doses.

Sales Enablement 130

Sales Enablement Strategy Hiring Face-to-face 130

Janek Performance Group

APRIL 24, 2024

Micromanagement, characterized by excessive control, close supervision, and intrusive oversight, is a counterproductive management approach. In B2B sales, autonomy, creativity, and adaptability are essential for success. Therefore, micromanaging your sales team can have detrimental effects on morale, productivity, and outcomes.

B2B 62

B2B How To Exercises Coaching 62

Act!

APRIL 22, 2024

Business leaders also believe that there’s a 24 percent chance inflation will be a key threat to their companies during the same period. In other words, most businesses will see a drop in sales and revenue during such periods, resulting in cash flow challenges. Let’s get started.

Small Business 52

Small Business Small Business ACT Face-to-face 52

Allego

APRIL 25, 2024

In sales, for example, surpassing targets largely depends on the quality of training provided. In fact, companies that have dynamic and adaptable sales training strategies see an average of 10% more salespeople meet their quotas compared to those with rigid approaches, according to CSO Insights.

Handbook 62

Handbook Analytics Retention Motivation 62

Smooth Sale

SEPTEMBER 19, 2023

Photo by GDJ Attract the Right Job or Clientele: Do You Dare to Be An Inclusive Leader from the Inside Out? Simma Lieberman, The Inclusionist, provides today’s blog featuring valuable insights into the question, ‘Do you dare to be an inclusive leader from the inside out?’ A continuation of favoritism and a lack of change.

Hiring 116

Hiring Lead Rank Conference Lead Scoring 116

Janek Performance Group

FEBRUARY 27, 2024

From sales rep to managers to the C-suite, leaders embrace responsibility. Just as sales reps are responsible for their accounts, sales leaders assume all responsibility for their organizations. Our recent blog Sales Trends to Watch in 2024 examined what sales organizations should prepare for.

Sales Leadership 62

Sales Leadership Face-to-face Trends Webinar Metrics 62

Alice Heiman

JANUARY 30, 2024

In a world where sales strategies are swiftly evolving, CEOs can no longer afford to overlook the critical role of exceptional sales leadership. Strategic Sales Planning: It’s not just about the numbers; it’s about understanding the market, retaining customers, and fostering growth through value-driven relationships.

Sales Leadership 75

Sales Leadership Referrals Retention Lead Rank 75

Janek Performance Group

FEBRUARY 28, 2024

It allows sales organizations to outpace the competition, boost new business, and grow existing accounts. It is also instrumental in helping sellers hit quota and achieve better sales results. Today, the changing sales environment presents many challenges in how organizations develop new business.

Webinar Metrics 62

Webinar Metrics Buyer Persona Lead Generation Maximizer 62

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. You're welcome.

Prospecting 98

Prospecting Cancellation How To Revelation 98

Allego

JUNE 21, 2023

“It was the best of times, it was the worst of times, …” —Charles Dickens, A Tale of Two Cities Looking at what is happening in sales these days, one can’t help but feel a mix of excitement and concern. It’s harder to engage buyers, your competition is noisy, and buyers’ preferences have changed, Lee said. All hope is not lost, though.

Revenue 118

Revenue SalesForce Hiring Face-to-face 118