Pipeliner

NOVEMBER 9, 2022

Still, he felt that he should go to every territory he was selling into, so he traveled. He realized what companies he was representing as a sales representative. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. The post World’s Greatest Salesman (video) appeared first on SalesPOP!

Video 52

Video Travel Pharmaceuticals Journal 52

Steven Rosen

JANUARY 5, 2018

I hope you have enjoyed our video series so far in terms of strategies to Crush your Sales Numbers. Strategy #4 is have your sales reps develop their own territory business plans. If your sales reps are not taking the time to build their business plans then where are they going to go, what are they going to do?

Strategy 224

Strategy Territories Quota Video 224

Sales 2.0

FEBRUARY 15, 2023

Forecast management needs to be overhauled A third area ripe for AI is forecast management. “In In my experience a lot of sales managers are keeping deals in their heads and they spend a lot of time discussing what they think is going to close and why. Paul agrees that some companies have too many sales tools.

Conversion 195

Conversion Amdocs Territories Forecasting 195

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. Wing was able to lean on ZoomInfo’s Chorus conversation intelligence solution and its SalesOS platform to analyze successful deals and perform lightning-fast research on her new territory and team. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

The Center for Sales Strategy

APRIL 28, 2021

In conjunction, the 2020 Media Sales Report found that nearly 1 out of every 3 (31%) of salespeople spend 20-25% of their time in discovery meetings. Sales managers try various things to hit their targets: hiring more reps, reassigning territories, changing compensation plans… and more.

Hiring 87

Hiring Revenue Maximizer Territories 87

criteria for success

JANUARY 26, 2022

Check out this quick tutorial from the CFS Video Library on how to make the most of an interview. Consider Modifying Territories. Many organizations seem to view sales territories as if they are carved in stone. But when necessary, territories can be adjusted to improve your sales budget. Listen Now.

Hiring 103

Hiring Territories Lead Rank Lead Scoring 103

Tony Hughes

FEBRUARY 22, 2018

The Sales Manager’s job is to provide an environment within which their sales people can succeed. Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks. What more could you possibly ask for?

Sales Management 86

Sales Management Hiring Demand Generation Agencies Territories 86

Fill the Funnel

NOVEMBER 4, 2014

You get the idea -these are key sales management actions to be thinking about. On Wednesday, November 12th we have assembled many of the recognized thought leaders on Business to Business Sales Management together, in one broadcast and asked them to share their key recommendations to you as sales leaders.

Sales Management 118

Sales Management Hiring Top of Funnel Lead Rank 118

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. They say you can’t shrink your way to success, but perhaps there are situations in sales where you can. By shrinking your territories, strategically where it make sense.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Mindtickle

JUNE 29, 2017

Sales managers are critical to the success of their sales reps. While sales managers are charged with ensuring reps meet their numbers, how they meet their numbers is not as simple as it once was. Yet businesses often under-invest in their sales managers. Can your sales reps wait that long?

Sales Management 52

Sales Management Hiring Lead Rank Top of Funnel 52

Mindtickle

JUNE 29, 2017

Sales managers are critical to the success of their sales reps. While sales managers are charged with ensuring reps meet their numbers, how they meet their numbers is not as simple as it once was. Yet businesses often under-invest in their sales managers. Can your sales reps wait that long?

Sales Management 52

Sales Management Hiring Lead Rank Top of Funnel 52

Steven Rosen

JANUARY 22, 2018

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. What can you do? Do nothing.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Steven Rosen

JANUARY 22, 2018

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. What can you do? Do nothing.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Allego

SEPTEMBER 17, 2020

For everyone used to sitting down with a prospect, it’s new territory. Everyone struggles (occasionally) with sound, video, or internet access. Effective virtual selling depends on a full range of technologies: mobile, peer-to-peer networking, and live and recorded video. Live video conferencing tools can only take you so far.

Collateral 147

Collateral How To Video Face-to-face 147

Mindtickle

APRIL 12, 2020

Presenters drone on, leaving their sales audience glossy-eyed and multitasking. And leadership oftentimes struggle to remain focused and provide consistent, detailed and actionable feedback as the parade of territory and opportunity reviews span multiple hours or days.

Revenue 96

Revenue Territories Video Intent 96

Understanding the Sales Force

JUNE 4, 2014

Understanding the Sales Force by Dave Kurlan The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. The article includes a really terrific video on the importance of tonality. While persistence has always been important in sales, we are in uncharted territory.

Territories 268

Territories Exercises Video ACT 268

Understanding the Sales Force

JANUARY 27, 2014

Just as important, we were able to neutralize the effect of good versus bad sales management and coaching. There simply wasn''t any sales management and the coaching they received was consistent. Finally, we were able to remove the impact of territories, product lines, and competition. It''s quite the opposite.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

No More Cold Calling

OCTOBER 16, 2014

Video killed the radio star. Because the more things change, the more they stay the same—in sales and in life. We become enamored with any new technology—whether it’s a motor car, radio, television, video, or the smallest, coolest device to show off. Associations Enterprise Sales Management Salespeople'

Face-to-face 291

Face-to-face Transportation Pivotal Social Media 291

Allego

FEBRUARY 2, 2021

Today, sales leaders recognize that the shift to virtual selling will be with us for a while, if not permanently. Working in the pandemic means that virtual sales teams are balancing more than just their territories, books of business, and quotas. These leaders must again adapt and find new ways to engage their teams.

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

Allego

APRIL 21, 2022

And even after months of adjusting, you might still be struggling to adapt to this digital transformation and lead your sales team into a tech-driven new world. Sales managers, trainers, sales enablement managers, and sales reps across all industries are encountering the same challenges: Onboarding and training sales reps virtually.

Hiring 71

Hiring Video Distribution Buyer 71

Mindtickle

AUGUST 28, 2023

Pharmaceutical sales training faces several unique challenges that require tailored approaches and solutions. These challenges include: No insight into field activities Traditionally, it has been difficult for sales managers to gain visibility into the daily activities of their sales reps in the field.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Bigtincan

OCTOBER 11, 2021

Traditional product training for enterprise sales organizations and retail employees often includes hour-long training videos, reviewing lengthy recorded calls, reading through documentation, and a bunch of other time-intensive training processes that require your sales reps to absorb and, hopefully, retain product information.

Fashion 105

Fashion Software Software Training 105

Sales Hacker

JULY 17, 2019

Now, look at his advice: To become a sales manager, you essentially need to become an extension of your HR team — something every employee can do to make a positive impact on the organization. Of course, I also wanted feedback from industry veterans — the folks who are training & coaching sales management teams around the globe.

Promotion 79

Promotion Sales Management Hiring Lead Rank 79

The Pipeline

NOVEMBER 23, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Planning , Prospecting , Sales Leadership , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. Sales Success , Tibor Shanto , Video. Sales Tool.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

SBI

OCTOBER 4, 2018

He described how their AI Sales Assistant takes on the grunt work and delivers prospects who are ready to have quality conversations. Our very own, Steven Wright, interviewed Erroin Martin, VP Sales at Conversica. You can watch the video here. Marketing Manager, Daniel Hebert was all smiles and I wanted to know why.

Report 138

Report SalesForce Video Distribution 138

The Pipeline

AUGUST 8, 2011

Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days. One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Add video comment.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Pointclear

JULY 17, 2013

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. The average cost of an outside B2B sales call is $215-$400 per call.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Jeffrey Gitomer

MARCH 8, 2011

Think about it for a few seconds, then watch the video below to see if you guessed right. Are your sales people whiners? You KISS’d it & managed to cover a LOT of territory very clearly. I’m only self-employed for 34 years & I am impressed w/ your video. Sales Management.

Hiring 207

Hiring Social Media Loyalty Cancellation 207

The Pipeline

DECEMBER 7, 2011

Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. Voice mail continues to be a topic of discussion whenever sales people get together. Add video comment. Sales Process.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

Score More Sales

JANUARY 4, 2013

But I also had sales leaders who just raised the number by a percentage every year, not taking into consideration changes in the market or in opening up a new territory. Activity goals are goals that you typically come up with together with your sales manager targeting specific actions that you have a whole lot of control over.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

The Pipeline

OCTOBER 26, 2011

Stored in Attitude , Business Acumen , Communication , EDGE Sales Process , Impact Questions , Interactive Selling , Proactive , Sales Strategy , Sales Success , Sell Better , Value , Video , execution. Sales Success , Tibor Shanto , Value , Video. Add video comment. A Random Walk Up Sales Street.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

MARCH 7, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Planning , Proactive , Sales Process , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. On Monday I posted about the importance of having a quality sales process , and got the usual calls pro and con. Watch the video.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

JULY 1, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in General , Tongue in cheek , Video. Add video comment. A Random Walk Up Sales Street. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool.

Pipeline 181

Pipeline Cold Calling Hiring Compensation 181

Mindtickle

APRIL 12, 2020

Presenters drone on, leaving their sales audience glossy-eyed and multitasking. And leadership oftentimes struggle to remain focused and provide consistent, detailed and actionable feedback as the parade of territory and opportunity reviews span multiple hours or days.

Revenue 52

Revenue Territories Video Intent 52

SBI

OCTOBER 1, 2014

Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. Sales managers love ClearSlide for the insight it offers into their team’s activities, and sales people love the automatic activity logging. Fantasy Sales Team. Video Not Yet.

Vendor 139

Vendor Twitter InsideView InsideSales 139

The Pipeline

FEBRUARY 8, 2012

Opposite – Different -Or… Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Gap Selling , Planning , Proactive , Productivity , Questions , Sales Process , Sales Strategy , Sales Success , Value , Video , execution. Sales Success , Sales Technique , Tibor Shanto , Video.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

JUNE 8, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Interactive Selling , Proactive , Sales Leadership , Sales Success , Sell Better , Success , Video , execution. Go ahead, do it, its good for you and your sales! Today is the first of a few videos where I answer the above. Add video comment.

Pipeline 224

Pipeline Cold Calling Hiring Compensation 224