Mr. Inside Sales

JANUARY 6, 2020

How good (or bad) does your sales team sound when prospecting over the phone? On Friday, (Jan 3 rd ), I received a sales call that went like this: Me: “Good morning, Mike Brooks here, how can I help you?”. I won’t go on (although this sales rep was willing to…). Have you recorded and listened to their calls lately? What gives?

Face-to-face 157

Face-to-face Inside Sales Gatekeeper Decision Maker 157

Anthony Cole Training

FEBRUARY 14, 2020

If you're looking to increase sales this year and beyond, then you're in the right place! It's a new year and we have some new content to share with you here at Anthony Cole Training Group.

Tools 230

Tools Hiring Groups Training 230

Anthony Cole Training

MARCH 25, 2020

If you are not in the acquisition business, then you must develop your talent in order to increase sales in 2020 and beyond. One of the keys to doing that is to understand how to drive sales improvement.

Sales Talent 29

Sales Talent Hiring Sales Insurance 29

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. The ability to share information with other leaders, or to ask "how are you managing?" If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know.

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

The Center for Sales Strategy

JUNE 7, 2021

2020 was one for the history books. However, sales professionals are forever optimists, always looking ahead, and ready to take on the next challenge. Appointments and Sales Process. Sales Enablement. Training and Development. Culture and Industry. Impact of COVID-19.

Report 122

Report Media Compensation Survey 122

Hubspot Sales

DECEMBER 16, 2020

Ask any salesperson if they’ve had a tough 2020, and you’ll get a resounding “ Yes.”. From the sales floor to the makeshift home office set up, salespeople of all kinds in all industries have faced a myriad of challenges and roadblocks this year. Mintis Hankerson is a Senior Sales Manager at HubSpot.

Real Estate 144

Real Estate Face-to-face Forecasting Hubspot 144

Anthony Cole Training

JANUARY 28, 2020

The sales management activities that we perform today create the results that we achieve today. What activities are you doing now that are creating your current unsatisfactory results? How can you change them?

Sales Management 174

Sales Management Hiring Sales Banking 174

No More Cold Calling

MARCH 25, 2021

Who paved the way for women in sales? Yet, even with gender biases and cultural norms working against them, there were women trailblazers in every century, including women sales leaders. Blazing a Trail for Women in Sales. Most notable among early women sales leaders is Lucinda W. Picture yourself in 1900.

Hiring 379

Hiring eBook Cold Calling Scale 379

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. Should they keep their expensive sales duo: inside sales AND field sales?

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

The Pipeline

SEPTEMBER 8, 2020

How to turn sales managers into prospecting leaders. Thursday, September 10, 2020 – 12:00 PM ET. . • The right tools to drive the process. • How to develop and reinforce the skills required to execute the process. • Make data-driven choice and forecasts.

Objections 276

Objections Forecasting Webinar Metrics Pipeline 276

Anthony Cole Training

FEBRUARY 27, 2020

Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy. In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations.

Prospecting 180

Prospecting Hiring Objections Sales 180

Sell Integrity

MAY 12, 2020

With leaner sales organizations, your sales enablement strategy has to step up and be a valuable contributor to the organization. In many organizations, revenue has “fallen off a cliff,” as one sales leader put it, and companies are looking at where they can make cuts and recapture lost momentum.

Sales Enablement 124

Sales Enablement Webinar Metrics Strategy Coaching 124

Understanding the Sales Force

FEBRUARY 15, 2024

1960’s Don Kent is like a 2020’s salesperson. The 2020’s salesperson may not have computer models, but they do have CRM technology and it’s not the technology getting the forecast wrong. Before long, nobody will listen and worse, sales management won’t be inclined to provide feedback.

Forecasting 211

Forecasting Sales Forecasts Decision Maker Call-back 211

Zoominfo

SEPTEMBER 1, 2020

Prospecting workflows are established so that sales reps don’t spend their whole day looking for prospects. Here are just a few common pain points associated with sales workflows. Sales reps often juggle multiple prospects at one time. Prospecting isn’t the only thing on a sales rep’s to-do list. Let’s learn more.

Prospecting 264

Prospecting Lead Rank Lead Scoring Sales Qualified Lead 264

Partners in Excellence

MARCH 25, 2020

Over the past few weeks, I’ve had hundreds of calls and emails from sales managers struggling to figure things out. I have thought a lot about how I can best help sales managers step up their game in these difficult times. I will keep it at this price until at least April 30, 2020.

Sales Management 111

Sales Management Leads Marketing Qualified Lead Face-to-face 111

SBI Growth

DECEMBER 17, 2013

Sales Reps hear through the grapevine about a sales or marketing improvement project. Then they ask their managers what’s going on. Strong communications are the key - e nlist the HR Business Partner early to manage the change. It has samples of communications to use in various situations related to Sales improvement.

Majestic 302

Majestic How To Channels Territories 302

Chorus.ai

JANUARY 16, 2020

Sales call coaching and sales tools are all en vogue this season, but it’s easy to get lost on the way to the catwalk. At Tapclicks , frontline sales managers are super passionate about sales coaching styles and using sales tools properly. There are two types of dreams in life and sales: Passive and Lucid.

Sales Coaching 104

Sales Coaching Coaching Face-to-face Territories 104

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Igniting Sales Transformation

DECEMBER 31, 2019

I’m bucking the annual tradition of pitching predictions about what is or is not going to happen in sales, marketing and business in 2020 or the decade ahead. Could 2020 be that year? If you follow numerology at all, you know that 2020 represents a year of insight, perfect vision and accomplishment. It seems pointless.

Intent 101

Intent Hiring Follow-up Social Selling 101

PandaDoc

JANUARY 27, 2020

If you’re looking to level up your sales career in 2020 but don’t know where to start, we suggest checking out one, two, or all three of the must-read books listed below to get you equal parts inspired and fired-up to crush your quotas this year. Emotional Intelligence for Sales Success: Connect with Customers and Get Results.

Cold Calling 121

Cold Calling Proposal Quota Sales Cycle 121

Pipeliner

MARCH 2, 2020

So why not make 2020 the year when more people come out of their face-to-face hibernation and get out there and network in person? Take A Cold Hard Look At Your Sales Process. Have you analyzed your sales process lately (hopefully you have a defined sales process and if not, then define one fast!)? HAVE A GREAT 2020!!

Face-to-face 95

Face-to-face Guarantee Incentives Incentive 95

Miller Heiman Group

FEBRUARY 25, 2020

Sales organizations face a paradox: although many continue to increase hiring, attrition is on the rise, according to our 2018-2019 Sales Performance Report , creating a major pain point. Poor hiring practices prove costly to sales organizations in many ways. How Sales Organizations Can Improve Hiring Decisions.

Hiring 97

Hiring Sales Management SAP Sales Talent 97

Zoominfo

SEPTEMBER 10, 2020

You might not think that automatic sales dialers have that much to offer you. What Is A Sales Dialer? A sales dialer is pretty much what it sounds like: technology that automatically dials numbers for salespeople. You’re a sales representative. Here’s where the sales dialer comes in. You have hundreds.

Closing 264

Closing Call-back How To Outbound 264

Sales Hacker

FEBRUARY 3, 2020

What are the best sales conferences and events of the year, where you’ll find plenty of networking opportunities , training, and career-changing tips? Here are the 26 sales events in 2020 (organized by the season of the year) that we’re most excited about. Best 26 Sales Conferences in 2020. SaaStr Annual 2020.

Conference 94

Conference Scale Networking Industry 94

Hubspot Sales

DECEMBER 8, 2020

Luckily, some major companies, like LinkedIn, have discovered a way to improve sales relationships, customer trust, and — ultimately — sales numbers. Recently, HubSpot sat down with Kwesi Graves , Regional Sales Manager at LinkedIn, to learn more about how he centers his team's sales approach completely around the ideal buyer.

Buyer 140

Buyer LinkedIn Sales Management Sales Qualified Lead 140

Salesmate

AUGUST 19, 2020

We’re excited to announce that once again, Salesmate is recognized as a market-leading sales CRM and automation platform by multiple Gartner’s top software advisory platforms – SoftwareAdvice and GetApp. Here is the summary of the awards and recognitions that Salesmate aced in 2020: 1.

Lead Rank 98

Lead Rank Lead Scoring CRM SME 98

Showpad

DECEMBER 31, 2019

Ideally, such a holistic and integrated approach is able to provide specific value messages in all three dimensions in a way that sales enablement content management solutions can help to dynamically tailor and furnish with specific content. Trend 3: Seller engagement is the core of effective sales enablement and customer engagement .

Trends 119

Trends Sales Enablement Harvest Data 119

The Pipeline

SEPTEMBER 9, 2020

Our new addition is timely “How To Conduct A Professional Video Meeting” Since the spring of 2020, it seems almost every meeting, sales, or otherwise is a video meeting. As a sales professional, you know everything counts and there are no second chances for a first impression. SPECIAL OFFER FOR CLUB MEMBERS.

Course 235

Course Hiring Video Discount 235

Miller Heiman Group

FEBRUARY 18, 2020

Our 2019 World-Class Sales Practices Study linked technology adoption to sales success. Yet, although most organizations have deployed at least 10 sales technology tools—with four more on the way , seller efficiency and effectiveness have not improved. Lack of seller adoption of the sales technology stack.

Sales Management 99

Sales Management Sales Technology Study Quota 99

Understanding the Sales Force

SEPTEMBER 11, 2023

Rotting and lower yields can be used to describe the strange pool of sales candidates from which you are trying to recruit as well. There’s no time like the present to hire salespeople as long your sales recruiting strategy includes considerations for the ever changing ebb and flow of the candidate pool.

Hiring 211

Hiring Top of Funnel Company Funnel 211

Nutshell

SEPTEMBER 9, 2020

Sales managers are responsible for growing revenue. That means 1) providing sales reps with the guidance they need to continuously improve, 2) building a sales process that gives reps the best chance at closing each lead, and 3) understanding which efforts are moving the needle and which are a waste of energy.

Software 71

Software Software Tools Sales Management 71

Miller Heiman Group

FEBRUARY 27, 2020

It’s hard out there for your average sales manager. Sales trends like ever-expanding buyer expectations, changing sales methodologies and nonstop transformation initiatives have coalesced to make their role more challenging than ever. Constant sales transformation initiatives. Enable Sales Managers Directly.

Sales Management 96

Sales Management Hiring Company Ideal Customer Profile 96

Sales Hacker

FEBRUARY 17, 2020

Today, companies of all shapes and sizes still lack the technology needed to support their outside sales teams effectively. This article will cover inside vs. outside sales CRMs; the biggest challenges for outside sales reps, their leaders, and managers; time management; quota attainment; and outside sales technology.

Outside Sales 107

Outside Sales Field Sales Oracle Enterprise 107

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Introducing: Not Another State of Marketing Report [link] pic.twitter.com/CDuB1mF967 — HubSpot Academy (@HubSpotAcademy) February 20, 2020.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Allego

JUNE 19, 2020

L&D and sales training professionals have tackled tough challenges in a short amount of time as we all figure out the best way to communicate and collaborate with each other. 15 Most Popular Sales Training Webinars. How to Prove the Value of Your Sales Training Program. How to Drive Performance for Remote Sales Teams.

Webinar Metrics 98

Webinar Metrics Training Hiring Face-to-face 98

Crunchbase

MAY 28, 2020

People who work in sales have similar fears: watching their pipeline unravel, falling short of quota, losing a deal they were sure they would win, etc. While the sales career path is known to be a roller coaster ride, sometimes the lows are prolonged much longer than anticipated and reps are caught in a slump. . But Chorus.ai

Top of Funnel 99

Top of Funnel Sales Management Face-to-face Cold Calling 99

Zoominfo

JANUARY 15, 2021

If you’re a sales manager, you’ve maybe been in the sales forecasting hot seat — of presenting numbers that look different from your prediction. What Is Sales Forecasting? Sales forecasting is how sales managers, directors, and VPs estimate upcoming revenue. Why Your Sales Forecasting Matters.

Sales Forecasts 207

Sales Forecasts Forecasting Hiring Pivotal 207