Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

Sales and Marketing Management

JANUARY 27, 2019

Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Hire the right sales managers. Establish a Company Way for sales management.

Sales Management 166

Sales Management Hiring Compensation Incentive 166

Steven Rosen

JANUARY 13, 2024

In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. Evaluating sales managers’ success should exceed sales quotas and include turnover and team development metrics.

Sales Management 156

Sales Management Hiring Retention Coaching 156

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. But later on, those tools aren’t as relevant. Oliver: Yes.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Understanding the Sales Force

NOVEMBER 13, 2013

It''s their sales managers, who are almost as much in the dark as their salespeople. Want an example of sales management being in the dark? I wrote this article for SoldLab and it was posted there today. End of Quarter Closing is a great example of sales management dysfunction!

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

SBI Growth

DECEMBER 18, 2013

Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. Today’s post focuses on the missing link: Enabling your front-line sales managers. Without strong front-line sales managers, your chances of making the number are low. Sales Process.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

No More Cold Calling

NOVEMBER 11, 2014

That’s why all the sales and marketing automation tools in the world will never replace the power of a knowledgeable, experienced salesperson with a great referral network. Smarter than the Average Algorithm The problem is, we get so enamored with technology that we forget it’s only a tool to make human beings more effective.

Cold Calling 277

Cold Calling Small Business Small Business Enterprise 277

Understanding the Sales Force

APRIL 15, 2013

Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. OMG''s top four are: Lack of Commitment toward sales success; Lack of Desire for sales success (different from Drive in that Desire in this context is sales specific); Poor Outlook; Excuse Making. c) Copyright 2013 Dave Kurlan'

Research 291

Research Insurance Insurance Face-to-face 291

Janek Performance Group

FEBRUARY 13, 2024

For sales managers, look for qualities that build strong teams and motivate others to perform their best. Whether you seek a new hire or promotion, here are several essential qualities of sales managers. Someone in line for this position already possesses effective sales strategies. Asks questions.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

SBI Growth

SEPTEMBER 18, 2013

Sales Leaders leverage Sales Training as a tool for improvement. This will prevent wasting your sales or HR dollars on low-return methods. This article lists sales training poisons SBI has seen - and their respective antidotes. Getting your sales force together for a training event can be expensive.

Training 312

Training Tools Follow-up Research 312

Understanding the Sales Force

FEBRUARY 11, 2014

In baseball, they call it the 5-tool player. They have all of the tools. There''s talent, and then there''s the ability to utilize one''s talent and most sports talent evaluators are no better at this then most sales managers. For sales, there are quality tools that can be utilized to help with sales selection.

Sales Talent 267

Sales Talent Hiring Sports Tools 267

No More Cold Calling

AUGUST 19, 2014

That’s why I resonated with Tom Scearce’s LinkedIn article, “ Social Media—Don’t Be THAT Guy.” Read the rest of the article.). LinkedIn and other social media channels are fantastic tools for beginning conversations and new relationships. Associations Enterprise Sales Management Salespeople Small Business'

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

Steven Rosen

MAY 24, 2024

” – Rob Ulsh Key Takeaways: AI is not a threat to sales professionals but a powerful tool that can enhance their effectiveness. By addressing objections, providing training and support, and showcasing success stories, sales leaders can help their teams embrace AI and leverage its benefits.

Company 296

Company Sales Leadership Retention Loyalty 296

No More Cold Calling

AUGUST 26, 2014

Or worse yet, more people than necessary get involved–using that ever so wasteful tool called, “reply all.” What should have been simple and easy snowballs into complexity—despite our efficiency leveraging the tools to improve our efficiency. Read the rest of the article.). Very well put! Connect with No More Cold Calling.

Cold Calling 296

Cold Calling Call-back Small Business Small Business 296

No More Cold Calling

JULY 29, 2014

Read the rest of the article.). Associations Enterprise Sales Management Salespeople Small Business sales tools selling Social Media strategy' Once you’re able to build that rapport of authenticity, then you have the opportunity to deliver your message. First comes trust. Then the connection. And then the message.

Social Selling 272

Social Selling Social Media Webinar Metrics Media 272

Hubspot Sales

APRIL 23, 2021

That's why the entrepreneur resources and tools below are essential to running a company and keeping your sanity. Turn off that solopreneur mindset and get the support you need to manage and grow your business with this mix of free and paid resources. 29 Resources and Tools for Entrepreneurs. communications platform).

Resources 126

Resources Tools Hubspot Small Business 126

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. What about the prospects who are far along in the sales process when they suddenly go missing?

Territories 268

Territories Exercises Video ACT 268

SBI Growth

MAY 22, 2013

Shift your focus to sales managers and HR. Start sharing ideas and articles aggressively. Find insightful articles that are relevant to the jobs you want. LinkedIn Signal is the ideal tool to track who follows your insights. Apply these 5 social selling fundamentals to secure your next job: 1. Choose your audience.

Social Selling 324

Social Selling Hiring Inbound Outbound 324

DiscoverOrg Sales

DECEMBER 4, 2017

In this article, we take a closer look at the ways you can focus your enablement efforts, to achieve the best possible sales performance. One of the most important aspects of any sales enablement strategy is alignment to the customer journey. This is where sales enablement technology comes in.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? You can’t manage revenue. If sales close, you win. Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

SBI Growth

MARCH 24, 2013

Multi-national organizations plus complex sales equals airline miles. This article tells the sales leader how to spend time, their most precious commodity. Last week, the Wall Street Journal ran several articles on this phenomenon. The sales manager to walk you through how he uses the CRM tool (on his computer!).

Airlines 297

Airlines Hiring Journal Churn 297

SBI Growth

JUNE 28, 2013

Sam, the VP of Sales is knocking at Kathy’s door. He said, “My sales managers pointed to the lack of leads as their downfall.” She forwarded a few articles to her team to research but nothing earth shaking. The best part is every post provides a tool or guide. Q2 is now at its end. The Q2 review did not go well.

Lead Gen 319

Lead Gen Marketing Banking Social Media 319

SBI Growth

SEPTEMBER 22, 2013

Take a look at that tattooed figure in the top right of the article. Sales enablement tools can’t get a cursory review. Stop kidding yourself when you say you involved the sales team. Asking a couple of sales reps does not constitute understanding the buyer. User buyer examples: Sales reps by vertical.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Hubspot Sales

JULY 5, 2021

Exemplary sales managers don't just pop up out of nowhere. And very few — if any — reps can assume a management role and thrive, based strictly on intuition. Even the most effective sales leader might struggle to turn a rep who seems like "management material" into a successful manager.

Training 130

Training Sales Management Lead Rank Lead Scoring 130

Vengreso

MARCH 2, 2021

For that reason, we teach sellers in our LinkedIn training to subscribe to omnichannel prospecting for the best sales success while prospecting. It means using every sales strategy, every tool and every channel to engage and connect with prospects. Because buyers respond to sales outreach on different mediums differently.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Understanding the Sales Force

JANUARY 13, 2014

Understanding the Sales Force by Dave Kurlan It’s an interesting question and one that has more than one answer. I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse? Consider the way that most companies hire people for sales roles.

Hiring 273

Hiring Face-to-face Groups Webinar Metrics 273

SBI Growth

SEPTEMBER 19, 2013

This article will give you the best practices to implement impactful sales initiatives. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. You will have access to guides, templates and tools to help your sales efforts. Included in this is the Sales Gamification Overview.

Lead Rank 321

Lead Rank Lead Scoring Hiring Airlines 321

Hubspot Sales

APRIL 12, 2021

As a sales manager, ensuring that your team's communication with prospects is tight and effective is in your best interest. That process — making sure your team's communications aren't erratic — is most commonly referred to as implementing consistent sales messaging. It can be guided by example.

Sales Management 134

Sales Management Hubspot How To Scale 134

Sales Hacker

JULY 28, 2021

Fortunately, sales forecasting tools are available that can do a lot of the heavy lifting by using algorithms to create more accurate forecasts. What is sales forecasting? Sales forecasting best practices. Sales forecasting methodologies. Do I need a sales forecasting tool? Features and functionality.

Sales Forecasts 122

Sales Forecasts Forecasting Tools Oracle 122

Steven Rosen

JANUARY 15, 2024

Involving frontline managers in the decision-making process increases buy-in and accountability. Patience is essential for sales leaders, as behavior changes and shifts in an organization take time. Providing tools and resources for coaching and investing in sales leaders’ development is crucial to success.

Sales Leadership 268

Sales Leadership Coaching Resources Pivotal 268

The Pipeline

SEPTEMBER 9, 2019

These famous words from Shakespeare’s Merchant of Venice equally apply to our sales pipeline. As sales managers, we know from experience that when we review the opportunities our sales reps have promised to close this month, next month and the next 90 day, that they won’t all close. But which ones will close?

Lead Rank 49

Lead Rank Lead Scoring Sales Qualified Lead Face-to-face 49

No More Cold Calling

NOVEMBER 18, 2014

He smiles, picks up his tools, takes his father’s hand, and goes home. Read the rest of the article.) The Lesson for Sales Sometimes you’ll win deals, and sometimes you’ll lose them —even when you’ve invested everything you have into closing them. Associations Enterprise Sales Management Salespeople Small Business'

Construction 264

Construction Small Business Small Business Cold Calling 264

Steven Rosen

MAY 20, 2024

Utilize tools like Slack to communicate and collaborate with team members in preparation for meetings. Time management is essential for finding time to prepare. The interactive podbook below contains videos, audio, articles, summaries, transcripts, and YouTube shorts from this podcast episode.

How To 296

How To Sales Leadership SalesForce Coaching 296

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

Software 118

Software Software Sales Management Sales Forecasts 118

The Center for Sales Strategy

OCTOBER 26, 2023

Discovery meetings are a vital tool for uncovering new business opportunities. In these conversations, sales managers and sellers have a unique chance to learn about potential clients, understand their challenges, and present solutions tailored to their needs.

Meeting 90

Meeting Sales Management Competition Conversion 90

Understanding the Sales Force

FEBRUARY 15, 2024

This article has a longer analogy build up then most, but it’s worth it. In hindsight, he was truly incredible because without any of today’s tools, it must have taken him hours to create a single forecast. Before long, nobody will listen and worse, sales management won’t be inclined to provide feedback.

Forecasting 218

Forecasting Sales Forecasts Decision Maker Call-back 218

SBI Growth

AUGUST 10, 2013

Her sales manager knew her potential and sent her to a weeklong sales training. Her clients were sharing articles that her competitors had written. Buyers had decided on the benefits they wanted before a sales call. When a new rep leaves a training, he does not have the tool kit to succeed.

Training 293

Training Top of Funnel Hiring Hotels 293