Your Sales Management Guru

MARCH 12, 2012

The Sales Manager that Does It All. No matter what size of sales organization you manage the sales leader that assumes they are responsible for everything or solving every problem generally fails to achieve the ultimate objective. The sales manager only plans the training.

Sales Management 77

Sales Management Hiring Forecasting Quota 77

Close.io

MAY 7, 2018

So they make them a sales manager. Putting a killer sales rep in a management position means they can share their unique insights and techniques with the rest of the team. In fact, 99% of the time, the best sales people make the worst sales managers. How I discovered I was a terrible sales manager.

Hiring 132

Hiring Sports Coaching Sales Management 132

Sales and Marketing Management

FEBRUARY 26, 2019

SMM: Your latest book, “Sales Manifesto,” is all about the drastic changes to the sales process and how to adapt. A car purchase is the best example because it’s a $20,000 to $100,000 purchase and the car salesperson has not changed in 100 years. He walks up to the customer and asks, “Are you looking to lease or buy today?

Face-to-face 149

Face-to-face Cold Calling Hotels Survey 149

Allego

JULY 28, 2022

But in today’s B2B world, sales teams must think of selling as a service—the service of helping people buy, said Allego President & Co-founder Mark Magnacca. To do that effectively, sellers need the right sales training, content, and coaching. That’s where sales enablement comes in, he said.

Sales Enablement 115

Sales Enablement Strategy Top of Funnel Face-to-face 115

Your Sales Management Guru

APRIL 20, 2017

Sales Management Thought Leadership: efficient effectiveness. Last year I had to catch two planes and a ferry to end up on an island in the Caribbean, while that sounds somewhat easy, it took planning and preparation. What does this have to do with sales management?

Sales Management 43

Sales Management Travel Proposal Vendor 43

Anthony Iannarino

MAY 20, 2020

Here are some sales conspiracy theories you may be believing: 1. You don’t really lose deals because you didn’t differentiate your approach throughout the sales conversation or create greater value. You are a good person, and you are a better salesperson. Your competitor wins because they compete on price.

Lead Rank 128

Lead Rank Lead Scoring Territories Cold Calling 128

Anthony Iannarino

AUGUST 23, 2019

An exhaustive list of all the reasons your sales results aren’t what you want them to be would require a vast number of posts. You have to solve the root causes of your poor sales results if you want them to improve. The Account Executive, a pure sales role, is often found doing the work that belongs to an Account Manager.

Hiring 96

Hiring Account Compensation Lead Rank 96

Your Sales Management Guru

JUNE 3, 2013

Sales On-Boarding: New Hire Success or Failure. One of the most important tools I have created is a 3 –week New Salesperson On-Boarding Plan , it contains what I believe are the necessary skills/knowledge that any new salesperson needs prior to selling a product/services. On Friday it failed. The lessons: .

Hiring 92

Hiring System Sales Leadership Training 92

Hubspot Sales

AUGUST 12, 2018

Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. You're not the only salesperson who feels apprehensive about the close. Sales Closing Techniques. We’ve got a 20% discount just for customers who sign up today.”. “If The Now or Never Close. The Summary Close.

Closing 145

Closing Discount Fashion Objections 145

Janek Performance Group

JUNE 13, 2022

We barely pull it off, and then we can take a deep breath, catch up on our paperwork, and repeat the process next month. In March I wrote an article on time management and how much selling we actually do as salespeople. I agree, for common sales reps, the end of the period fire drill will be the standard.

Discount 62

Discount Pipeline Incentives Incentive 62

Your Sales Management Guru

SEPTEMBER 6, 2011

Sales Management Thought Leadership: efficient effectiveness. An estimated 400,000 people flock to the river front to watch the event; boats on the river, people lined up on the docks, roads and every home, parking lot and condo packed with friends and neighbors. What does this have to do with sales management?

Sales Management 63

Sales Management System Vendor Education 63

LeadFuze

DECEMBER 31, 2021

Six Best Practices in Sales Pipeline Management to Boost Revenue. The most important thing in sales is a strong pipeline. Sales reps need to be organized and focused in order to sell. That’s why mastering the sales pipeline is so important. Need Help Automating Your Sales Prospecting Process?

Pipeline 98

Pipeline Top of Funnel Ideal Customer Profile Sales Qualified Lead 98

Braveheart Sales

NOVEMBER 4, 2021

Do the reasons your salespeople provide for why they can’t reach their sales goals frustrate you? Allowing for excuses hurts sales results, but it also reinforces a bad culture of “trying to do something and not accomplishing it.” If we allow salespeople to just try but not succeed, it may cause them to give up easier the next time.

Sales Qualified Lead 40

Sales Qualified Lead Face-to-face Coaching Follow-up 40

Sales Hacker

APRIL 19, 2018

But here are 12 common drivers of poor sales performance I see in salespeople that make them worthy of being fired. If you’re a sales manager or CEO, send this to the entire sales team and put them on notice that they will be held to account. There are two risks that I am managing…”. 2) Failing to Have a Strategy.

Ideal Customer Profile 85

Ideal Customer Profile Forecasting CRM Sales Qualified Lead 85

Janek Performance Group

AUGUST 8, 2023

Surprisingly, sales leaders tolerate and perpetuate this frustration with the term stalled deals. ” When sales professionals characterize deals as stalled, they are vague and shallow. On the other hand, science-based sales methodologies rely on facts, evidence, and rigorous investigation rather than metaphorical statements.

Sales Methodology 62

Sales Methodology Remedy Proposal Lead Rank 62

Marc Wayshak

OCTOBER 16, 2021

I call this the survival phase of sales. The survival phase is the most difficult place to be from a sales perspective—but once you break through to that next level, things get a lot easier. That’s why I’ve compiled the basics of sales to help anyone master the foundation of selling, so getting to that next level is within reach.

Follow-up 99

Follow-up Up-Sell System Prospecting 99

Your Sales Management Guru

SEPTEMBER 22, 2014

Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. Review Account Planning and Salesperson Business Plans. Begin to recruit.

Quota 89

Quota Sales Leadership Compensation Penetration 89

Your Sales Management Guru

SEPTEMBER 15, 2014

Pick up the DAMN PHONE! Pick up the DAMN PHONE! , How people, not technology seal the deal is a great read with tons of tips for any salesperson. As a person who has been in the sales world for 25+ years I appreciated her message and the style of her work. The bottom line: sales is still about people selling to people.

Social Media 87

Social Media Up-Sell Networking Influencer 87

Hubspot Sales

OCTOBER 27, 2020

Those categories are known as selling styles, and there are four that can capture the nature of almost every salesperson's professional qualities and personal inclinations. Most of us are a combination of two or more styles, but every sales professional has one that stands out from the rest. Repairperson. Shopkeeper.

Telemarketing 133

Telemarketing Engineering Top of Funnel Territories 133

Sales Hacker

MAY 15, 2023

It’s hard to know when you’re ready to hire a sales team — and the consequences can make or break your startup. Perhaps not surprisingly, about 40% of new companies go out of business because they run out of cash or fail to raise capital, reports CB Insights. Founder-led sales. So what’s the alternative?

Hiring 87

Hiring Outsourcing Services Ideal Customer Profile Pivotal 87

Hubspot Sales

JULY 18, 2018

So, like the best bull riders, saddle up, and use these eight tactics to grab a prospect’s attention in eight seconds or less and send better email. So, like the best bull riders, saddle up, and use these eight tactics to grab a prospect’s attention in eight seconds or less and send better email. The thing is, that's not really true.

Buyer 108

Buyer Lead Rank Scale Video 108

Your Sales Management Guru

OCTOBER 2, 2017

Sales Management Boot Camp online discussions the concept of hiring high level salespeople came up vs developing high level salespeople, in the group conversation I described the concept of Brain Waves as a separating factor in all high performing salespeople. They all relate to having the correct Brain Waves.

Hiring 58

Hiring Face-to-face Sports Sales Leadership 58

Your Sales Management Guru

JULY 21, 2014

1 job of management. What tends to be missing or where weak vendors or non-productive partners seem to fail, however, are in two other aspects of management’s responsibility: proper onboarding and ongoing training and development. The various tracks cover technology, but also leadership, sales and marketing topics.

Hiring 87

Hiring Training Sage Vendor 87

Your Sales Management Guru

MAY 1, 2017

After spending a day working with a client and their sales team, we normally set up three follow up web based sessions to ensure our recommendations are acted upon and their sales team actually changes. After the second web based training it is my opinion that the organization most likely will not change.

Lead Rank 47

Lead Rank Lead Scoring Face-to-face Influencer 47

Marc Wayshak

JULY 16, 2021

Years ago, a term came along that has since become a ubiquitous buzzword in the world of sales : solution selling. I can’t tell you how many salespeople tell me, “I use solution selling” or “My focus is on being a solution salesperson.” Check it out to learn 7 solution selling tips for the new world of sales: 1.

Solutions Selling 118

Solutions Selling Objections Call-back Decision Maker 118

Pipeliner

MAY 7, 2018

Being invisible to people around you can be deadly in any profession, but particularly in sales where career opportunities are hotly contested by the high energy sales crowd. Sales people can stand out from the crowd, but it’s not by practicing traditional ways. Pull a 180. Be different. Never copy. Avoid chasing.

Guarantee 108

Guarantee Follow-up Energy Course 108

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Sales Models and Fundamentals.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Hubspot Sales

OCTOBER 19, 2020

There is so much more to being a good salesperson than being able to close a deal. How should an organization approach sales coaching to achieve these outcomes? Is it up to managers to provide all the coaching reps need, or are they better off bringing in outside support? A stellar sales coach must be results-oriented.

Sales Coaching 132

Sales Coaching Coaching Construction How To 132

Your Sales Management Guru

SEPTEMBER 6, 2016

It has made the Acumen Sales Book Club list. High-Profit Prospecting b y Mark Hunter, published by AMA (American Management Association) has laid out solutions to one of the top sales problems facing every sales organization. Time Management for Prospecting. It is a sales training session all by itself!

Prospecting 40

Prospecting Face-to-face Lead Rank Lead Scoring 40

Vengreso

JANUARY 13, 2023

Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. I’ll be the first to admit it!

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Xvoyant

DECEMBER 9, 2018

By the time the plane’s instruments detected the ground was rising towards them, the pilots had no chance to pull out. This 8 hour flight would provide passengers an experience of a lifetime: a chance to see the bottom of the world. While the pilots were both very experienced, neither had flown the Antarctic route.

Course 48

Course Coaching Intent Quota 48

Janek Performance Group

JUNE 8, 2022

There once was an international sales conference for the world’s top sales performers. The highlight of the sales conference was an evening yacht ride to Success Island. As the yacht pulled away from its mooring, one salesperson was racing down the dock. Jump for it.” Don’t stop. Dump the junk.”

Hiring 48

Hiring Conference Energy Sports 48

Keith Rosen

SEPTEMBER 8, 2013

Was it the coaching that didn’t work, the coachee, the sales manager’s coaching that didn’t work or was it more about how the coaching was delivered that didn’t work? A sales manager might easily say, “I’ve been doing this for 10 years. and also likes to be managed and communicated to in a different way.

Coaching 128

Coaching Strategy Hiring Travel 128

Bigtincan

NOVEMBER 18, 2021

Over the past ten years, we’ve worked with thousands of sales leaders who run large sales teams and we’ve found that there are seven highly-effective techniques that are responsible for consistent and effective sales strategy development: Break training down into bite-sized chunks to help reps retain more product knowledge.

Software 59

Software Software Retention Call-back 59

Hubspot Sales

OCTOBER 1, 2018

Queue up your calls for the day. Marketers might put up a “contact sales” page on their website and call it a day. Marketers might put up a “contact sales” page on their website and call it a day. However, don’t stop after the first few. Let’s do this. How to Prospect. Schedule email responses. Crazy, right?

Prospecting 104

Prospecting Top of Funnel Social Media Hubspot 104

Hyper-Connected Selling

DECEMBER 19, 2018

One of the first areas that many small business owners look to delegate is sales. Maybe they enjoy selling but it just takes up too much of their time. But a little time spent on creating a sales playbook can go a long way. But a little time spent on creating a sales playbook can go a long way.

Small Business 56

Small Business Small Business Hiring Outsourcing Services 56

Gong.io

SEPTEMBER 19, 2018

This is it – the 52 best sales book you’ll ever read. Of all the different types of books I read, sales books have probably been the most common (though I spend a lot of time reading books that have nothing to do with sales, which has tremendous value). The Challenger Sale. This is a sequel to The Challenger Sale.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111