SBI Growth

DECEMBER 25, 2012

This post is written for the head of sales. We will discuss 3 leading indicators to spot looming sales turnover. Your front-line Sales Managers don’t add sufficient value. Your Reps are underpaid in the market. A large increase in turnover is every sales leader’s nightmare. Their boss.

Hiring 324

Hiring Trends Compensation Lead Rank 324

Jeffrey Gitomer

APRIL 19, 2011

What will compel me to act? Your objective is to deliver the message in such a way that the audience is compelled to act (buy). For more sales training tips, click here to get my weekly sales Ezine – Sales Caffeine. Sales Management. Sales Videos. Gitomer | April 19, 2011 | 3 Comments.

Hiring 316

Hiring Social Media Loyalty Referrals 316

Sales and Marketing Management

FEBRUARY 25, 2020

Good incentives with reasonably precise rules and rewards allow sales managers to send positive signals about the company’s priorities and transparency. Sales managers aren’t the only ones who benefit from good incentives – reps benefit on two levels as well. In business, recognition is rarely done in advance of the act.

Incentives 323

Incentives Incentive Travel Motivation 323

Sales 2.0

AUGUST 17, 2014

” I’m the marketing director here. This seemed like a good approach to webinar follow up to me and it made me think this was a company that had its act together. So I was feeling a little guilty a couple of weeks later when I got a third follow up email from the company’s sales rep requesting a call.

Social Selling 322

Social Selling Webinar Metrics Follow-up Lead Rank 322

Sales and Marketing Management

JULY 6, 2017

Act quickly to remove that player from your team. Target marketing dollars in their territory to generate more leads and give them a boost. Every experienced sales manager has made a bad hiring mistake. Great sales managers recognize their mistake faster, and take decisive action to rectify the situation.

Hiring 273

Hiring Webinar Metrics Policies How To 273

Steven Rosen

JANUARY 22, 2015

Slammed: For the First Time Sales Manager. For first time sales managers ” by my friend and sales management guru Ken Thoreson. This is his 4 fourth in a series of books written under the banner “Your Sales Management Guru’s Guide To:”. I wanted to share a new eBook “ SLAMMED!!

Sales Management 120

Sales Management Scale Energy Objections 120

SBI Growth

MAY 11, 2013

Sales VPs need to make the number this quarter. Sales Managers want more new business. Sales Reps need more leads. Social Debt is the act of doing something of perceived value for an individual. This act creates a ‘debt’ in their mind. The pressure is on to consistently perform. How can you leverage it?

Hiring 300

Hiring Referrals Decision Maker Ideal Customer Profile 300

SBI Growth

DECEMBER 24, 2012

Ignoring Content Marketing. Otherwise, you end up with an expensive system that acts as a frustration multiplier. Take the simple example of Marketing Automation technology. It can be wonderful for helping you stimulate and manage latent sales demand. Jim is a highly successful Chief Sales Officer.

Hiring 326

Hiring Lead Rank Collateral Case Study 326

Jeffrey Gitomer

NOVEMBER 17, 2011

Random acts of kindness and the desire to do the best job possible lead to trust. Get Sales Blog Updates. Sales Management. Sales Videos. Respect and reliability lead to trust. Desire to serve with a grateful heart leads to trust. Superior performance with passion over time leads to trust. Categories. Leadership.

Hiring 295

Hiring Social Media Loyalty Cancellation 295

Highspot

APRIL 1, 2025

That’s what traditional sales role-playing feels like: forced, vague, and anxiety-inducing. Sales managers know role-play is essential to improve sales performance , yet the old methods make it difficult to coach effectively and drive improvement. Mistakes are actual learning opportunities, not career setbacks.

Training 52

Training Sales Management Hiring Lead Rank 52

Allego

JANUARY 9, 2025

A robust certification process empowers reps to embrace new technologies, connect with informed buyers, and exceed expectations in a competitive market. In this high-stakes environment, companies that prioritize sales certifications gain more than an edgethey set the standard. It prepares sales representatives to excel.

Hiring 62

Hiring Marketing Exercises Scale 62

Act!

APRIL 15, 2025

For instance: 97 percent of businesses using a CRM solution met or exceeded their sales goals in the past year. But heres the thingfor modern SMBs with hybrid sales, marketing, and service teams, run-of-the-mill CRM solutions arent enough. Similarly, sales teams have to create drip email sequences to personalize lead nurturing.

ACT 52

ACT Ideal Customer Profile CRM Top of Funnel 52

SBI Growth

OCTOBER 31, 2012

He had only been VP of Sales for 6 months. He rose from junior sales associate to become his division’s top rep. Then, as sales manager, he turned around a struggling team. Then he spent a year in Marketing. In Robert’s company, Sales VPs reported to the CSO. If you decide to try, act quickly.

Influencer 282

Influencer Strategy Policies Lead Gen 282

SBI Growth

SEPTEMBER 2, 2012

Interviewed VP of Sales, Product Leaders, and Sales Manager to understand what they were seeing in the market. But what they are doing is gathering data from an inward-out perspective when they should be looking at the market from an outward-in perspective. Marketing is making the buying decision 90% of the time.

Data 267

Data Analysis Sales Operations Buying Cycle 267

Hubspot Sales

OCTOBER 15, 2024

Instead of sharing broad industry statistics or general product benefits, sales reps should deliver insights tailored specifically to each prospect's unique business challenges. Begin by conducting thorough research into the prospect's industry, market position, and recent news or developments. Demonstrate deep industry knowledge.

Prospecting 105

Prospecting Case Study Industry Study 105

No More Cold Calling

DECEMBER 30, 2014

Because while few people would say their devices are more important than the people around them, too many of us act like that’s the case. Phillip Twyford, director of sales and marketing for Tico Mail Works, elaborates in this guest post. This is how it’s always worked in most sales organizations. And that’s a real shame.

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

SBI Growth

AUGUST 14, 2012

If your top sales rep resigned today, how long would it take you to recover? Imagine this scenario: Your sales manager calls you up “Bob, are you sitting down?” Drew (the top sales rep in the company) just resigned. It happened to me when I was a Regional Sales VP for a Fortune 250 company. Can I do it without him?

Hiring 257

Hiring Quota Call-back Territories 257

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

The Pipeline

FEBRUARY 13, 2017

While I have always been a proponent of a good sales process, and having a playbook to assist and improve execution, let’s not lose sight of the overall objective: Revenue! I worry when I see sales managers and leaders put a greater emphasis on process and playbook than results.

Lead Rank 219

Lead Rank Lead Scoring Guidelines Sports 219

Pipeliner

FEBRUARY 16, 2025

It offers detailed, actionable advice for sales leaders looking to navigate the evolving landscape of AI in sales. Introduction to Matt McDarby Matt McDarby, the president of United Sales Resources, brings over 15 years of experience in developing sales managers and leaders.

Sales Leadership 103

Sales Leadership Lead Rank Lead Scoring Video 103

Zoominfo

SEPTEMBER 2, 2021

For example, reps can watch for keywords in conversations that historically indicate a prospect is more likely to buy, while sales managers can better coach their teams by reviewing call trends. Research firm Forrester found that 57 percent of B2B sales leaders intended to invest more on AI and automation tools in 2021.

Data 52

Data Scale SalesForce Forecasting 52

Zoominfo

APRIL 17, 2025

Thats why weve waded through the available data, including third-party rankings and our own research, to assemble this list of top sales tools for your B2B sales team in 2025. These represent the key software platforms for your sales team to evaluate.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

The Pipeline

JUNE 30, 2016

Professional sales people know time kills deals and deals get stuck in the infamous black hole where nothing happens for days weeks and months. Opportunity win rate for our customer is between 8%-40% for all new sales. Give your Buyer a reason to act now! They simply do not have a compelling reason to act now.

Follow-up 189

Follow-up ACT Up-Sell Sales Qualified Lead 189

Salesmate

MARCH 24, 2020

A crisis is probably the worst time for any business that can force you to make quick decisions, rapidly shift your production and marketing efforts, and drastically reduce your sales. . How to act when then the crisis is coming. In this article, we are talking about what we can do before, during, and after the crisis.

ACT 101

ACT Real Estate Face-to-face How To 101

The Pipeline

FEBRUARY 20, 2013

Sales people and organizations love to use these as a means of communicating big picture changes, where if buyers want to benefit or get ahead of the facts and trends represented, the choice is clear, “our product is designed to help you… ”. Is that the level of expectation and aspiration sellers bring to their sales as a whole?

Face-to-face 288

Face-to-face Buyer Follow-up Up-Sell 288

Sales and Marketing Management

MAY 28, 2018

Despite the urgency to find strong candidates to fill open positions, women are underrepresented in all levels of sales, with women holding just one in four mid-level sales manager roles, and only one in five sales leadership positions. percent of what their male counterparts earn. Seek input and feedback.

Face-to-face 250

Face-to-face How To Salary Quota 250

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching.

Coaching 64

Coaching Sales Coaching Face-to-face ACT 64

Score More Sales

JUNE 30, 2014

Keep it Nimble – as a mid-market company, are you getting so big that you can’t be flexible? Don’t act like an enterprise company that is immovable. Conduct assessments to find reps consistent to what it takes to succeed in sales at your company. Train and coach frontline sales leaders.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Act!

FEBRUARY 20, 2025

A prime example is Casper , the mattress startup that disrupted its industry by leveraging a data-driven sales approach in its sales and marketing campaigns. By analyzing customer insights and behavioral data, Casper created personalized content for every stage of its marketing strategies and sales funnels.

Data 52

Data Top of Funnel Strategy Lead Rank 52

Hubspot Sales

NOVEMBER 21, 2018

When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

criteria for success

JULY 15, 2021

As sales managers, we’ve all been told we need to coach our teams. At CFS, we believe that to be an elite sales manager, you need to learn how to coach people where they are. At CFS, we believe that to be an elite sales manager, you need to learn how to coach people where they are. What makes a good coach?

Coaching 98

Coaching Sales Management Pipeline Sales Qualified Lead 98

Pipeliner

SEPTEMBER 29, 2020

A key factor in a sales manager’s approach is technology. Without the right technology, the sales manager isn’t going to even have the data to view, let alone interpret, and make decisions with. What does this mean for a sales manager newly on the job? Technology Guidelines. Accurate Answers.

Sales Management 97

Sales Management Guidelines Quota CRM 97

Jeffrey Gitomer

JUNE 14, 2011

The more you attend, the more you get known, grow, and succeed in your market. The Touchdown Club, your college alumni club, the ACT users club. Sales Management. Sales Videos. Someplace where like-minded people belong. Having common ground always gets a conversation going. Select Category. Customer Loyalty.

Networking 325

Networking Hiring Trade Show Social Media 325

SBI Growth

AUGUST 22, 2013

Sales Manager - Scenario: Only 2 of 8 members of the sales team are making the number. VP of Sales - Scenario: Marketing is not providing enough leads for the Sales team to succeed. But the job tryout is a exercise that proves how the candidate prepares, thinks and acts. A Slice of the Real World.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

Act!

FEBRUARY 20, 2025

With the right skills, you can still excel at sales and drive favorable outcomes for your company. Up your sales negotiation game with Act! In the battleground of sales, negotiation techniques are your biggest ally. Start your free trial and see how Act! can help you prepare for sale negotiations.

Negotiation 52

Negotiation Small Business Small Business Margin 52

criteria for success

MAY 4, 2025

Getting the right players in the right positions is the key to sales success. The unfortunate truth is that sales managers are often former sales reps who were promoted for closing lots of deals but received no further training prior to taking on the new position. Struggle to consistently coach their sales reps?

Hiring 52

Hiring Sales Qualified Lead Collateral Buyer Persona 52

Cincom Smart Selling

APRIL 10, 2025

Here are four key benefits that organizations gain by adopting channel sales: 1- Boost sales figures and revenue through indirect sales channels, such as third-party marketplaces. 3- Increase market share by expanding to new geographic regions.

Channels 48

Channels Strategy Retail Distribution 48