Steven Rosen

JANUARY 28, 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. Let’s dive in and explore these essential skills in detail. That erodes trust.”

Video 156

Video Sales Leadership Hiring Face-to-face 156

Understanding the Sales Force

MARCH 25, 2024

College baseball is in full swing and my wife and I watched our son and his college team play eight games over the past 10 days as they traveled from Orlando, FL, to Saratoga Springs, NY. It was 2pm, well past the lunch-hour rush, and the new host asked if we had a reservation. We didn’t.

Decision Maker 182

Decision Maker Hotels Cancellation Travel 182

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. Let’s dive in and explore these essential skills in detail. That erodes trust.”

Video 156

Video Sales Leadership Hiring Face-to-face 156

Anthony Cole Training

AUGUST 4, 2023

In analyzing those salespeople who are successful year after year, we have found significant consistencies in behavior, sales skills, and practice management. We call these The 7 Activities for Sales Success. If your sales team can adopt these 7 habits, you will be amazed at how your sales will improve.

Sales 228

Sales Banking Training 228

Understanding the Sales Force

MARCH 13, 2024

Personally, I substitute Baseball for the middle topic because college baseball is in full swing and we’ve been traveling to watch our son, a college senior, play college baseball. At Kurlan, we role-play each scenario in order to demonstrate what good conversations sounds like. It seems obvious, doesn’t it? Think Boeing.

Decision Maker 193

Decision Maker Data Hiring Proposal 193

Understanding the Sales Force

MARCH 13, 2024

Personally, I substitute Baseball for the middle topic because college baseball is in full swing and we’re traveling to watch our son, in his senior year, play college baseball. So who are these salespeople that defend the status quo of option 1? He started strong which you can see here. It seems obvious, doesn’t it?

Decision Maker 170

Decision Maker Proposal Distribution Territories 170

Mr. Inside Sales

MARCH 17, 2024

Try this technique yourself and watch as you begin qualifying real buyers, or disqualifying those who just want to get you off the phone… And if you’d like more scripted rebuttals to this and many other objections and selling situations, then pick up a copy of my new, best-selling book on phone scripts. Can you email that to me?”

Face-to-face 243

Face-to-face Sales Qualified Lead How To Gatekeeper 243

Mr. Inside Sales

FEBRUARY 19, 2023

And this means that you spend hours each day pitching to people who are never going to buy! That’s why many sales teams don’t make their quotas. And it will also reveal who the other eight are. Now that you’ve got the questions to help you decide who to spend time with, will you use them? Who’s next?”

Face-to-face 255

Face-to-face Gatekeeper Decision Maker Licensing 255

No More Cold Calling

APRIL 16, 2020

Trust is a word we use indiscriminately, but we do not trust indiscriminately. How do we define trust? How do we get our arms around such an emotional word? Right now, in the midst of a global health emergency and a global financial crisis , we’re all asking ourselves who to trust. Top salespeople are different.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

Understanding the Sales Force

APRIL 27, 2023

Our son's college baseball season is winding down and we think they'll make the playoffs for the second straight year. His first high school baseball coach saw his potential, calling him up to play on the varsity team when he was still in the 8th grade. Mike attended two high schools.

Coaching 309

Coaching Sales Management Benefit Sports 309

Understanding the Sales Force

SEPTEMBER 11, 2023

If you’re a gardener, and you’ve had as much rain as we have received in Central Massachusetts in the summer of 2023, then your plants that prefer dry soil are rotting – just like some of ours. We are currently in scenario 3 with an expectation that scenario 2 will come into play by early 2024.

Hiring 203

Hiring Top of Funnel Company Funnel 203

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Evaluating the skills needed for future success and providing ongoing coaching and training are essential for building a high-performing sales team.

Sales Leadership 177

Sales Leadership Hiring Coaching Account 177

Steven Rosen

OCTOBER 8, 2021

How to Motivate Your Sales Team. ” As we all know, the answer is not so easy. Many sales managers ask me how to ensure that they have a highly motivated and engaged team, and I usually ask them “WHY”? Tap into the WHY! So one would naturally ask the question, “how do I motivate and engage my salesforce?”

Motivation 379

Motivation Incentives Incentive Commission 379

Mr. Inside Sales

FEBRUARY 19, 2024

Because of this, it fools many sales reps who think that perhaps after a week or two the prospect might actually buy. If you’ve found these rebuttals helpful, why not invest in a book of hundreds of other proven responses to the objection you or your team faces every day? Ah, the amorphous, “I want to think about it.”

Face-to-face 202

Face-to-face How To Gatekeeper Decision Maker 202

Partners in Excellence

MARCH 18, 2024

We have become masters at describing our “how.” ” That is, we present all the capabilities of our products and solutions, the “how” of achieving a goal or solving the problem. We provide endless content, demos, and discussions focused on the capabilities of our products. Who does this issue impact?

Face-to-face 114

Face-to-face Opportunity Customer Closing 114

SMEI

APRIL 23, 2024

And it’s not just manufacturers who need to be competitive – their sales teams need to be just as sharp. Training, knowledge, and spirit of service determine whether the customer buys from Company A or Company B. They can create loyal customers who will come back time and time again.

Training 97

Training Guarantee Competition Closing 97

The Center for Sales Strategy

APRIL 8, 2024

You’ve just made an amazing new hire with talent, experience, and skills who aligns well with you, your team, and your organizational culture. Unfortunately, things don’t always turn out as we assume. With all that in place, it’s safe to assume that all will be smooth sailing toward a future of success, right?

Strategy 109

Strategy Report Positioning 109

Force Management

APRIL 4, 2024

John McMahon and John Kaplan were joined by guests experienced in building and scaling elite sales teams, who shared insights on hiring great sales teams, leading them to success, and helping them execute next-level go-to-market strategy.

Scale 126

Scale Revenue Hiring Strategy 126

Hubspot Sales

MARCH 4, 2024

We recently reached out to some of the winners for their insight on what sales leaders should prioritize, some principles they should live by, and how they should work with their teams in 2024. We‘ve compiled their answers in this post — so without further ado, we present five pieces of advice all sales leaders need for 2024.

Lead Rank 103

Lead Rank Construction Hubspot Lead Scoring 103

SalesFuel

APRIL 2, 2024

To maintain team dynamics and deal flow, managers must actively help BDRs succeed in the new B2B marketplace. Managers can help sales reps who are waiting for great leads to be passed along by the BDR team. The percentage of BDRs who feel supported in their role dropped from 76% to 58% between 2022 and 2024.

Maximizer 116

Maximizer Face-to-face Social Media Hiring 116

Partners in Excellence

MARCH 25, 2024

Preface: Who doesn’t know Keenan ? What are their problems, how do we help them better understand them? How do we identify the GAP between where they are and where they need to be? How do we identify the GAP between where they are and where they need to be? How do we help them close that gap, achieving their goals.

Up-Sell 107

Up-Sell Sales Leadership Motivation Closing 107

Hubspot Sales

APRIL 15, 2024

But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible. That‘s why we connected with some sales leaders for their takes on habits the most successful prospectors exhibit.

Hiring 111

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

SalesFuel

MARCH 12, 2024

If team members have been arguing about being disrespected, the manager may not notice right away. Employees who are just starting their professional careers may rely on guidelines they learned in the classroom. More seasoned team members may have learned that it’s acceptable to head to the golf course on slow afternoons.

Guidelines 116

Guidelines Hiring Conference Motivation 116

The Center for Sales Strategy

MARCH 11, 2024

It might bring to mind a famous athlete or celebrity or someone we consider at the top of their game and well-known for their track record of success. But if there is one common thing every organization needs for success, it’s to have at least one sales superstar on their team.

Meeting 116

Meeting Closing Sales Prospecting 116

Sales Hacker

APRIL 4, 2024

Now is a better time than ever for your sales team to align their goals, motivations, and strategies for the upcoming year (and beyond). But with the guidance of David Nour, CEO of Nour Group , we will prepare you to have the most effective sales kickoffs. The engagement with your sales team should start well before the actual kickoff.

Webinar Metrics 90

Webinar Metrics Analysis Motivation Follow-up 90

SalesLoft

MARCH 28, 2024

Who goes into a relationship with a vendor hoping to change them? Rob Cummerson , that’s who. During the London leg of Saleslove on Tour, we sat down with Rob to hear what he had to say about how impact can drive both ways between customers and vendors, and also how that leads to success. And that’s really important.”

Marketing Qualified Lead 90

Marketing Qualified Lead Lead Rank Sales Qualified Lead Leads 90

Allego

MARCH 12, 2024

She sat down with me recently to discuss them and how we can transform this dynamic. During our conversation, Episode 62 of The Adapter’s Advantage podcast , we delved into the complexities and nuances of the current B2B sales environment. Ajikawo’s insight extends beyond just identifying the problem.

Top of Funnel 118

Top of Funnel Lead Rank Pivotal B2B 118

Janek Performance Group

FEBRUARY 13, 2024

For sales managers, look for qualities that build strong teams and motivate others to perform their best. Spearheading a sales team is a multifaceted endeavor. They then seek to implement these with their teams. This can positively impact company culture, boost sales team performance, and establish future industry leaders.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

Nutshell

JANUARY 9, 2024

As part of our efforts to ensure deliverability for our customers, Nutshell has long supported various authentication measures, and we aim to make it as easy as possible to keep up with evolving requirements. And for assistance, feel free to reach out to our support team. Table of Contents Who do these changes apply to?

How To 126

How To Google Guidelines Campaigns 126

Nutshell

JANUARY 9, 2024

As part of our efforts to ensure deliverability for our customers, Nutshell has long supported various authentication measures, and we aim to make it as easy as possible to keep up with evolving requirements. And for assistance, feel free to reach out to our support team. Table of Contents Who do these changes apply to?

How To 126

How To Google Guidelines Campaigns 126

The Center for Sales Strategy

NOVEMBER 1, 2023

Have you ever hired someone who seemed perfect on paper, but ended up being a terrible fit for your team? What about someone who blew you away during the interview process, but then turned out to be a totally different person once you brought them on board? Here are five important lessons every hiring manager needs to learn.

127

127

Partners in Excellence

MARCH 6, 2024

Second, a leadership perspective as a CRO who cares deeply about the people on the team. Third, a vision of what we and our customers achieve through working together–and isn’t that our ultimate goal as sellers? My interest in selling today has evolved based on what we sell and why we do so.

Retail 73

Retail Outbound Competition Motivation 73

Smooth Sale

APRIL 10, 2024

Learning new transferable skills is a confidence booster that reminds us that what we’re currently doing is not the end of our career. A job is an opportunity to get paid and learn skills that you can take with you, but sometimes we can forget this. Of course, there’s only so much we can do for ourselves.

How To 102

How To Benefit Motivation Lead Rank 102

Smooth Sale

MARCH 26, 2024

Using modern systems often helps get things done faster and allows you and your team to conduct more research. We see labs investing in big data analysis and predictive maintenance. Constant switching prevents rapid progress because it requires new learning by the people who join your team.

Hiring 78

Hiring Licensing Salary Networking 78

SalesLoft

APRIL 8, 2024

That’s exactly what Ron Greer , VP of Worldwide Inside Sales at OpenText , wanted for his team. Pain point 1: Understanding how campaigns performed For Ron, the number one issue he and his team had was centered around understanding and analyzing exactly how their campaigns worked. Needless to say, your revenue team isn’t alone.

Inside Sales 86

Inside Sales Face-to-face Campaigns Exact 86

Smooth Sale

APRIL 17, 2024

It doesn’t matter who you are or the number of resources you have; we only have 24 hours each day, and we all need to use them differently! Various industries realize they need at least five or more people on the team at any given time. We must set time aside to eat, sleep, and rest during these periods.

Outsourcing Services 119

Outsourcing Services Real Estate Hiring Policies 119

Partners in Excellence

SEPTEMBER 13, 2023

We are trained on what our products do. We know their capabilities, features and functions. We may know the “problem” they solve. But does this mean we really understand our customers’ problems? How do we characterize or define the problem and the issues related to it? How does it impact them?

Customer 99

Customer Data Follow-up Relationals 99