Trending Sources

The Need for Emotionality in Sales Management

Pipeliner

Ken Thoreson is the president of Acumen Management Group , and a recognized expert in sales execution channel management. He has over 18 years in consulting and advisory positions, and has led development-stage entrepreneurships as well as $250 million national vertical software sales organizations. Q : When you talk about emotion and sales management, what do you mean? A : People have to understand that leadership is different than management.

52 Sales Management Tips – the Sales Manager’s Success Guide

Smart Selling Tools

I recently read 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen. Written for sales managers and small business owners, this is a guide every sales leader will benefit from.

Why Producing Sales Managers No Longer Make Sense (If They Ever Did)

Sales and Management Blog

Although many companies believe they are maximizing dollars by requiring their frontline sales managers maintain and grow their own book of business, are they really getting the value they expect or are they costing themselves sales and money in the long run by trying to save a few bucks on a manager’s salary? And then the kicker: • Maintaining a high level of personal sales activity and personal production.

CRM Systems: Issues for Sales Management

Pipeliner

Sales reps often complain that traditional, cumbersome CRM systems benefit sales management, not the sales force. What the reps can’t see—simply because they are not there—is that sales management is suffering because of these CRM systems also.

CPQ Software and Multiple Channel Sales Management

Cincom Smart Selling

If your sales strategy includes moving your product and services through multiple selling channels , you know very well that all channels are not created equal. Forcing a sales relationship model that works for selling into the heavy-industrial-equipment world upon a market that serves financial services is a recipe for failure. Let’s look at some factors that physically differentiate one market from another and also how that market channel might be managed.

Sales management and the tyranny the clock

Sales Training Connection

Sales managers and the time trap. For sales managers Public Enemy # 1 is time. The more successful a sales manager, the more demands on their time. CRM software and other online systems require attention. 2015 Sales Momentum, LLC.

Sales Tips: A Brilliant Sales Management Strategy

Customer Centric Selling

Sales Tips: A Brilliant Sales Management Strategy. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A sales manager’s dream is having “A” Players that can carry a branch, district or regional office.

Configure Price Quote Software Prevents Order Prevention

Cincom Smart Selling

Configure price quote software makes approving complex sales orders easy and fast. It is amazing what some companies do to make sure they want to accept a deal brought in by their hardworking sales force. In many instances, it is easier for the sales rep to cash in a million-dollar lotto ticket than it is to get approval for their latest deal. Each order went through the following checks: The sales manager confirmed pricing and evaluated commission processing.

What Your Sales Manager Should Never Have to Manage

The Sales Blog

What Your Sales Manager Should Never Have to Manage is a post from: The Sales Blog | S. Your sales manager should never have to manage your activity. If your sales manager has to look at your activity then you are doing something wrong.

How Today’s Sales Manager Needs to Change their Field Coaching

Sales Benchmark Index

Sales VPs need to train their Sales Managers differently. Coaching sales people has changed. 77% of all Sales Managers reported fewer sales calls in 2012. Download the Sales Manager Situational Coaching Tool to immediately change your coaching.).

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.

Using Leverage in Sales: The Art of Winning an Unfair Game

Smart Selling Tools

As it goes for business, so it goes for Sales. Do you employ leverage to get the most from your sales organization? One way to accomplish that is to deploy sales tools. Back in 2010 when I first wrote about the topic of leverage in Sales, I talked specifically about DiscoverOrg.

It Doesn’t End With the Sale: Managing Customer Relationships

The Pipeline

The best way to do so, however, is a matter that often leaves your sales and marketing staff at odds. Your sales force is focused primarily on closing the deal and landing new customers, while your marketing department wants to nurture customer relationships before and after the sale.

Sales Management: 6 Top Tools to Create More Effective Sales Teams

The Pipeline

Think you have the best possible toolkit for your sales team? The best sales tools now are all about integration and automation. The best tools for your team make more sales, less work. A mobile sales productivity app. The Pipeline Guest Post - Diana Doherty.

Use Lost Opportunities to Enhance Your Marketing Content Creation

Pipeliner

Global SaaS software revenues are forecasted to reach $106B in 2016, increasing 21% over projected 2015 spending levels (Forrester). What happens after your sales executive doesn’t close that deal and it’s marked as closed lost? […]. Sales Management

How to Turn CRM into a Strategic Advantage

Smart Selling Tools

Implementing CRM across any sales organization is a big deal. Were you expecting to have a great deal more insight into your sales pipeline? Were you hoping to instill more accountability across the sales organization? Managers hold the budget.

How To 102

It’s Official: Selling Will Be Automated From This Day Forward

Smart Selling Tools

The perfect sales tool is finally here. It marks the first major shift in sales solutions since SFA (Sales Force Automation) was first introduced in the mid-80’s. It’s a revolutionary sales software solution – and I do mean revolutionary.

Business of Software: What Does It Take to Win the Saas Battle

Software Business Blog

In SaaS, as in subscription based software, retention is key and you will need all the tools and reporting you can get to drive an increased retention rate. The evolution of customer ownership preferences for SaaS software products.

Is There a Sales Enablement Bubble and Will it Burst?

Smart Selling Tools

Just before the Thanksgiving holiday, Scott Santucci of Forrester Research, published an article entitled, “ Is the Sales Enablement Space a Growth Market or a Hype Bubble? ” If buyers aren’t yet buying (or accepting sales calls) perhaps it’s an issue with the pitch or the messaging.

True Sales Tales: How a Crazy Sale Became a Product Feature

Pipeliner

My Government Agency Sale. A certain government agency contacted my company about midway through their fiscal year, and sent us an RFP for software services. A sales rep puts together a deal for a prospect, but the deal falls through. Sales Management For Sales Pros

Heavy Hitter Sales Blog: IT Sales Strategy: Software, SaaS.

HeavyHitter Sales

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager.

Sales middle managers – what motivates them the most?

Sales Training Connection

Sales Middle Managers. Middle managers are the key to implementing C-Suite strategic initiatives. It is in these knowledge-intensive industries where variation in the abilities of middle managers has a particularly large impact on firm performance.

Today’s Evolving Sales Professional Needs These 9 Top Skills

Pipeliner

Like everything else in the modern age, sales changes at an incredible rate. Because of changes in buyer behavior—as well as other changes brought about by the digital age—sales strategies have had to change, too. Some sales organization, though, have been reluctant to give up their tried and true methods. When the most essential skills are understood by today’s sales pro, they can make considerable forward motion. For Sales Pros Sales Effectiveness Sales Management

How to Find Your Ideal Customer Profile

Pipeliner

One of the toughest parts of owning and managing a business is finding and keeping reliable clients. For many business owners and professionals, utilizing customer relationship management software (or CRM, for short) is an essential part of marketing and building customer databases.

How To 124

Heavy Hitter Sales Blog: If Sigmund Freud Was Your Sales Manager

HeavyHitter Sales

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager.

Tony Hughes – CRM Failure – The Dirty Secret That’s Holding You Back

Pipeliner

In my last corporate role, I ran the Australian region for one of world’s biggest CRM software companies. All About CRM For Sales ManagersIt was my final role in a twenty-five year career working in the technology sector.

How Sales Enablement is Bridging the Gap Between Sales and Marketing

Pipeliner

Just in the same way as on a football field (sans thunderstorm), if you ask a sales executive and a marketing leader what the biggest pain points in their business strategy are, you might get two very different answers. We need sales to be more communicative with us.”.

Self-Responsibility: The First Trait of a Great Salesperson

Pipeliner

There are probably thousands of sales trends, approaches, tips and tricks out there–just go to Amazon or any bookstore and look through the titles. Additionally there are hundreds or thousands of technological tools for sales –lead programs, CRM, sales enablement, contact management solutions and many more. The question becomes: will a sales methodology or a software solution make for a successful salesperson?

The Salesperson Mindset: Speed of Technology Adoption

Pipeliner

For sales today, a mindset is at least as important as a skillset. A very interesting article in ERE details the fact that, for roughly the first 20 years of the heavy investment in computers and software (1970s to early 1990s), production didn’t increase at all.

The Secret to Sales Rep Motivation

Steven Rosen

Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around. A high performance sales team will outsell the competition.

Medical sales training – something different vs. more of the same

Sales Training Connection

Medical sales training. If your customers are making changes, then the case is made that it’s no longer business-as-usual for your sales team. So, what does it take for a company to implement a sales transformation? Building transformational sales training.

Today my wish came true: New Revolutionary Sales Software Introduced

Smart Selling Tools

It’s a revolutionary sales productivity software tool designed for companies of all sizes and budgets – and I do mean revolutionary. Managers know key stats for each rep such as the number of calls, number of demos, number of appointments, and number of proposals.

Three Must Have Reports from Your Sales Force Automation

The Sales Blog

Three Must Have Reports from Your Sales Force Automation is a post from: The Sales Blog | S. There are three reports a sales manager must be able to obtain from their sales force automation or customer relationship software. Sales 3.0

Sales Tips: Who Owns the Pipeline?

Customer Centric Selling

Sales Tips: Who Owns the Pipeline? Slightly more to the right would be Sales VP’s as they are more involved in the implementation. The primary titles are IT (they have to implement and support the new software) and salespeople who ironically serve as the data entry staff.

CPQ Software Adoption in your Sales Organization: What’s Holding You Back?

Cincom Smart Selling

Sales organizations can realize almost immediate benefit from a CPQ adoption project. Sales reps are somewhat skeptical by nature; they are not inclined to believe something just because the person saying it wants them to. CPQ delivers great value to Sales and to the organization in general. So what is it specifically that gets in the way of Sales jumping on CPQ like a big wet dog? Five CPQ sins that spoil it for Sales.

Keeping Sales Competencies at the Heart of Customer-Driven Selling

Pipeliner

As a result, salespeople are invited late to the sales opportunity, after major decisions have been made. Within sales organizations, the pace of business continues to accelerate; and while technology helps improve efficiencies, gains can be offset by greater demands for productivity.

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 coaching – jump start by leveraging trigger events

Sales Training Connection

Sales coaching – leverage trigger events. Sales coaching – sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more of it. The “it” of course is sales coaching.

CRM isn’t enough: 6 Sales Tools to Drive Revenue in 2012

Smart Selling Tools

Since CRM is the platform for sales organizations, it’s important to have ways to compare offerings and to learn what to look for. As the Internet gained popularity, and SaaS offerings (aka cloud computing) gained credibility, it opened the door for more innovation in the sales software space. It didn’t take long for entrepreneurs to realize that SaaS (Software as a Service) lowered the barriers to entry and eliminated much of the cost of doing business in the software world.

Sales Tips: Garbage In, Garbage Out

Customer Centric Selling

Sales Tips: Grading Opportunities - Garbage In, Garbage Out. In doing so, inaccurate data will provide flawed information that management will use to make decisions. The major reason Sales Force Automation (SFA) failed was that technology absent process merely speeds up the mess.