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The Entrepreneurial Sales Manager

Pipeliner

Condensed from a Pipeliner SalesChat Interview with Andy Gole Interview by John Golden Andy Gole has taught selling skills for over 20 years to over 90 clients in a variety of different industries and market conditions. Sales Management entrepreneurs sales management sales managers

STAR Results (Solutions That Achieve Results Inc.) Releases Global 2016 STAR Sales Manager Report

Steven Rosen

announces the release of its 2016 STAR Sales Manager Report which captures the opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers.

STAR Sales Managers Win More Sales

Steven Rosen

All companies want to win more sales. More sales equals greater profits. So why has winning more sales become the. The first place to start is by looking at your sales people and discerning why they are not performing. Are you developing your sales managers to be stars?

Four Common Destructive Sales Management Styles

Sales and Management Blog

I’ve had the privilege of working with many new managers whose company hired me to help them transition from seller to manager or to work with existing managers to become more effective. One of the recurring issues I’ve discovered is a misunderstanding of what a sales manager is. Although the manager may succeed in creating one or two clones, they will alienate the majority of their team and eventually there will be a breakdown of trust and cooperation.

To Become A Master Salesperson, Master NON Selling Skills.

Jeffrey Gitomer's Sales Blog

To Become A Master Salesperson, Master NON Selling Skills. Tweet Share Everyone talks about “how to sell” Not me. In order to struggle less, you must begin to make the transition from “making a sale” to “creating a buying atmosphere.”

Sales Managers: Dealing with the Low Performer

The Sales Hunter

Blog leadership Professional Selling Skills low performer sales leadership sales manager We’ve all been there. We have a good team, but we know we’d have a great team if we could just get one person to get with the program. You’re frustrated.

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Two Words a Sales Manager NEVER Wants to Hear

The Sales Hunter

If and Then : The two words no sales manager ever wants to hear. ” The reasoning goes like this: “ If we could cut our price, then I know I could close more sales.” What is the real reason they aren’t making the sale?

Top 20 Reasons Why Sales Managers Suck at Coaching

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The latest interview between Jonathan Farrington, CEO of TopSalesWorld , and me is available here. We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening.

Sales Manager or Sales Leader: Which are You?

The Sales Hunter

Let’s do a quick review of some of the key activities the typical sales manager — or sales leader — does. Sales managers put them together properly, adding information where necessary, and send them up the chain of command on time.

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Guest Post: Top 20 Reasons Why Sales Managers Suck at Coaching

Jonathan Farrington

We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. So why aren’t more sales managers effective at coaching salespeople? DNA – They don’t have the DNA to support effective sales coaching.

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.

Sales managers – it’s what you say and how you say it

Sales Training Connection

Sales Managers – it’s what you say and how you say it. A hallmark of a great sales manager is being a good communicator. For example, front-line sales managers are the critical screens through which messages travel from top management to the sales team.

Sales Managers: Are You Encouraging This Bad Behavior?

The Sales Hunter

Are your salespeople spending too much time cruising the internet in a way that is robbing them from selling? Blog leadership Professional Selling Skills sales leader sales leadership sales management sales manager time management time waster

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Sales Tips: WHY Should Buyers Buy from You?

Customer Centric Selling

Sales Tips: WHY Should Buyers Buy from You? By John Holland, Chief Content Officer, CustomerCentric Selling®.

VIDEO SALES TIP: Best Way to Engage a Sales Manager in the Process

The Sales Hunter

A sales manager can help tremendously if they occasionally go on sales calls with their salespeople. I call this the “four-legged sales call.” ” Problem is too managers won’t do this at all — or when they do it, they do it wrong.

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Sales Tips: How to Think Like Your Customer

Customer Centric Selling

Sales Tips: How to Think Like Your Customer. By John Holland, Chief Content Officer, CustomerCentric Selling®.

5 Reasons You Don’t Want to be a Sales Manager

The Sales Hunter

It is time to get it out on the table and say once and for all that if you are a sales manager, you are in a dead-end position. If you are a salesperson and you want to be promoted to a sales manager position, it’s time to change your thinking.

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Sales Tips: A Business Case for Business Cases

Customer Centric Selling

Sales Tips: Deferring Test Drives. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: When IS a Good Time for Training?

Customer Centric Selling

Sales Tips: When IS a Good Time for Training? By Frank Visgatis, President/COO, CustomerCentric Selling®.

Sales Tips: A Deadly Approach to Initial Meetings

Customer Centric Selling

Sales Tips: Avoid the "People Like Me" Mentality in Initial Buyer Meetings. By John Holland, Chief Content Officer, CustomerCentric Selling®.

10 Questions Every Manager/Leader Needs to Ask Themselves Regarding Sales and Customers

The Sales Hunter

10, @ 11 AM PST, for a Salesforce webinar High-Profit Selling: How Leaders Impact Their Teams’ Success. I will discuss in depth what management can do NOW to stop blocking sales and start creating sales. (If you can’t join me live, still sign […].

52 Sales Management Tips: New eBook!

The Sales Hunter

It’s called 52 Sales Management Tips – The Sales Manager’s Success Guide , and it’s for sales executives, sales managers and small business owners. 52 Sales Management Tips The Sales Managers Success Guide is available at Amazon.com.

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It’s Not the Number of Leads You Have. It’s the Quality that Counts!

The Sales Hunter

What does your sales funnel look like? I see way too much time being spent on keeping names in a sales funnel just for the sake of keeping a sales manager happy. Blog Professional Selling Skills Prospecting lead lead generation prospect prospecting sales prospectingIs it full of junk? What is the % of leads at the top of your funnel that actually become customers?

Sales Tips: Sellers Shouldn't Act Like Waiters

Customer Centric Selling

Sales Tips: Salespeople Shouldn't Act Like Waiters. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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Sales Managers: Micromanage vs. Inspect What You Expect?

The Sales Hunter

Today we have a guest post by Jeff Purtell, the Chief Operating Officer at Acquirent , a leading provider of outsourced sales solutions for middle market to Fortune 500 companies. He offers good insights for anyone managing a sales team.

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Sales Tips: Make It About Your Buyers

Customer Centric Selling

Sales Tips: Make It About Your Buyer - Not You. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Proactive or Forensic Sales Management

Customer Centric Selling

Sales Tips: Proactive or Forensic Sales Management. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Before You Negotiate, Ask This Important Question

Customer Centric Selling

Sales Tips: Never Negotiate Unless You Are the Selected Vendor. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.

Do Women Make Better Salespeople Than Men?

The Sales Hunter

I will argue it is, because if you’re a sales manager or anyone even remotely responsible for sales, don’t you want to make sure you’re capturing all you can? It’s time to wade back into this very critical discussion. You say it’s not critical?

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Sales Tips: Scripted versus Tailored Sales Presentations

Customer Centric Selling

Sales Tips: Scripted vs. Tailored Sales Presentations. By Connie Schlosberg, Primary Intelligence.

Sales Managers: Is Your Team Prepared to Sell to Purchasing Departments?

The Sales Hunter

As a sales manager, one of your jobs is to make sure your salespeople are equipped to succeed when selling to purchasing departments and/or buyers. It is possible to succeed when selling to purchasing departments, but your team has to be prepared.

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Sales Tips: Who Owns the Pipeline?

Customer Centric Selling

Sales Tips: Who Owns the Pipeline? By John Holland, Chief Content Officer, CustomerCentric Selling®. Slightly more to the right would be Sales VP’s as they are more involved in the implementation. Ultimately, the sales manager “owns” the pipeline at a relatively early stage.

Sales Tips: Enabling Excellence

Customer Centric Selling

Sales Tips: Achieving Excellence through Process. By John Holland, Chief Content Officer, CustomerCentric Selling®. It isn’t and shouldn’t just be up to the Sales organization. Product Development, Product Marketing, Marketing and Sales all play a role in the overall result.

HOW TO Increase Prospecting Results for Sales Leaders

The Sales Hunter

Have you thought about the impact you as a sales manager have on the prospecting results your people achieve? I’ve encountered far too many situations where the sales manager is blaming the lack of new customers on the failure of the sales team to prospect.

What Does it Take to Become a Sales Manager?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I was listening to a Boston Sports Radio Station, the same one I wrote about here. It got me thinking about the road most often taken to sales management. Compared to the rocky road to coaching in the NFL, the road to sales management absolutely sounds like a road paved with gold! You see, only 18% of all sales managers are any good at coaching and only 66% of them can be coached up.

Underperforming Salespeople are Costing You Far More Than You Think

The Sales Hunter

Why are you allowing the low-performing salesperson to continue to suck sales and profits from you and your company? The low-performing salesperson is costing you far more than you think.

Sales Managers Have the Hardest Job in Sales | Sales Motivation.

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. Retail Sales Trends. Sales Managers Have the Hardest Job in Sales. As a sales manager, you owe it to yourself to pay close attention to Jeb’s keen insights on leadership. No sales. Would sales come in?

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Why Great Sales Managers Must Lead by Example

The Sales Hunter

We spent a few moments digging into the things great sales managers must do to be successful with their team. Blog leadership Professional Selling Skills andy paul leader sales leader sales leadership sales management

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Sales Tips: No More Excuses

Customer Centric Selling

Sales Tips: No More Excuses for Coming Up Short. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. "I That information is then relayed back to sales management either via a formal Loss Report or through a post sales ‘autopsy’ discussion.

Sales Tips: Outdriving Your Headlights

Customer Centric Selling

Sales Tips: Are You Outdriving Your Headlights? By John Holland, Chief Content Officer, CustomerCentric Selling®.