Understanding the Sales Force

DECEMBER 11, 2024

If you’ve been reading this Blog for more than a couple of years, or since 2006, then you know that every December I post the best articles of the past year. Not listed among the best articles of 2024 is the page that has the top 250 articles of all-time.

Sales Leadership 156

Sales Leadership Hiring Epiphany Video 156

Anthony Cole Training

MAY 26, 2022

If you and your organization don't have a data-driven sales approach and process, you could be missing out on some key information that would help increase sales success.

Data 277

Data Sales 277

Anthony Cole Training

NOVEMBER 1, 2024

This article is the 1st place winner of the 2022 Sales Pro Central MVP Awards on Sales Leadership! In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success.

Leads 322

Leads Marketing Qualified Lead Sales Leadership Training 322

Understanding the Sales Force

MARCH 31, 2025

Even the people who provide the services promising inbound leads, meetings, and sales increases are struggling to generate inbound leads! Today, there is only one effective, manageable and controllable way to quickly build a quality sales pipeline. We’ll answer that in another article. It’s April Fools every day!

Pipeline 188

Pipeline How To Cold Calling Inbound 188

Vengreso

MARCH 26, 2025

Mastering sales fundamentals has become more crucial than ever for sales professionals. Whether you’re new to the field or looking to close more sales, online sales training offers a flexible and effective path to success. Here are the essential sales skills that sales training programs provide.

Training 68

Training Strategy Ideal Customer Profile Lead Rank 68

Understanding the Sales Force

DECEMBER 20, 2022

The lessons from my annual Nutcracker post have not changed at all in 12 years but my perspective changes. This year three new thoughts come to mind.

Consultative Selling 296

Consultative Selling Sales Coaching Coaching Training 296

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Understanding the Sales Force

FEBRUARY 25, 2024

According to the search results inside this blog, I have written on the topic of coaching salespeople more than 400 times or 25% of my articles. Because sales managers are not coaching – still – at least not consistently or effectively. Sales Managers don’t want to coach because it takes away from personal sales.

Coaching 341

Coaching Guidelines Margin Incentives 341

Vengreso

JANUARY 22, 2025

Ready to enhance your sales skills? Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. These blogs provide insights and strategies tailored specifically for sales managers , focusing on leadership, productivity , team motivation, and effective sales strategies.

Training 75

Training Top of Funnel Ideal Customer Profile SalesForce 75

Understanding the Sales Force

APRIL 4, 2024

Assessments Compared Data on Sales Excellence Coaching Salespeople MUST READ: Are Assessments as Evil as the Persona Movie Suggests? The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive? How to Transform Your Sales Pipeline Today Can Malcom Gladwell Explain the Sales Hiring Problem?

Hiring 154

Hiring Sales Leadership Sales Forecasts Forecasting 154

Steven Rosen

MAY 15, 2021

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. I asked him what they were doing to sustain their excellent training.

Survey 358

Survey Coaching Training Sales Talent 358

Pipeliner

NOVEMBER 13, 2024

In today’s fast-paced business world, sales and marketing teams need to align to drive revenue. This article examines the importance of aligning sales and marketing , the challenges that hinder this alignment, and strategies to foster a more collaborative, effective partnership.

Buyer Persona 105

Buyer Persona Marketing Marketing Qualified Lead Lead Rank 105

Understanding the Sales Force

APRIL 9, 2020

Forget Consultative Selling, Value Selling and Sales Process - the things I talk about most often. Most companies expect their sales teams to be not only active, but proactive; to replace face-to-face meetings with virtual meetings; and to continue pipeline building so that there is business to close when we return to work.

Company 361

Company Face-to-face Consultative Selling Pipeline 361

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? Most of that group believes that a sales process is helpful. It will be worth it!

Sales Process 341

Sales Process Sales Methodology Decision Maker Pipeline 341

Understanding the Sales Force

JANUARY 28, 2021

I hope this is one of my more entertaining articles, although most of the enjoyment will come from the links within. In addition to the corporate training that Kurlan & Associates provides, there are also 3 self-directed Baseline Selling online courses. Meet Tom Schaff, the Sales Commissioner of Major League Sales.

Strategy 351

Strategy Twitter Course Video 351

Sales Hacker Training

OCTOBER 11, 2024

The Sales Leadership Framework Behind Multiple $100MM ARR Orgs Whether on the podcast, a one-to-one conversation, in GTMfund’s Slack, in a digital live event… the same pattern surfaces: the best leaders develop and leverage systems. Whether it’s a live demo or a training session, people need to see best practices in action.

Sales Leadership 119

Sales Leadership Lead Rank Scale Marketing Qualified Lead 119

Understanding the Sales Force

SEPTEMBER 27, 2022

A client was having great success using OMG (Objective Management Group) to assess their sales candidates and they assumed the sales candidate assessment was the only thing OMG offered. In this article, I thought it might help if I share a bit of what they learned about their sales team.

Software 267

Software Software Follow-up Groups 267

Understanding the Sales Force

NOVEMBER 15, 2024

As I pivot to selling, please watch this two-minute video before continuing the article. When there aren’t many new opportunities in the pipeline, very little new business will get closed n months from now where n is the length of the sales cycle. The answer depends on a salesperson’s Sales DNA. Incentives work.

Prospecting 173

Prospecting Incentives Incentive Cold Calling 173

Understanding the Sales Force

JUNE 27, 2023

Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. Compare that with salespeople who, after five years in sales, could be referred to as veterans. I started coaching him when he was old enough to hold a wiffle bat.

Hiring 304

Hiring Coaching Sales Consultative Selling 304

No More Cold Calling

JANUARY 23, 2020

Successful sales execution requires more than sales technology. Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. Because it doesn’t actually help with sales execution. Joanne, the challenge is always in the execution.”

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

Steven Rosen

JUNE 20, 2019

Second line sales managers (SLM) don’t coach their FLMs on their coaching. The role of the frontline manager (FLM) is to recruit, develop, and retain top sales performers. By doing these basics well you will consistently crush your sales objectives. By doing these basics well you will consistently crush your sales objectives.

Coaching 334

Coaching Hiring Sales Coaching Social Media 334

Mr. Inside Sales

JULY 30, 2021

Note to my readers: Because of my heavy client load, I am reducing my blog articles to bi-weekly starting today. Use the following questions to help open your prospect up and to get them to reveal where they really stand, and what you need to do to move closer to the sale: #1 “I can tell that’s important to you; why does it mean so much?”. #2

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Anthony Cole Training

SEPTEMBER 22, 2023

Years ago, one of the lead execs from our client KeyBank shared an article called, “What it takes to be a Coach”. It began with: You must understand the game.

Coaching 308

Coaching Sales Coaching Leads Marketing Qualified Lead 308

Anthony Cole Training

MAY 19, 2023

In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.

Sales Management 265

Sales Management Hiring Sales Opportunity 265

Partners in Excellence

JANUARY 20, 2025

At the end of the article, I had and Afterword, suggesting the same principles used in high impact coaching within our own organizations should be applied in working with our customers. I want to do a deeper dive in this article. They approached it in the opposite way I approached it in this article.

Coaching 127

Coaching Customer Face-to-face Opportunity 127

Highspot

JANUARY 23, 2025

Key Takeaways Strong soft skills are just as important, if not more so, than technical expertise for sales success. Attributes such as empathy, communication, and critical thinking directly influence sales performance. What is Soft Skills Training? Did you know?

Training 52

Training Negotiation Exercises Proposal 52

Understanding the Sales Force

FEBRUARY 10, 2022

I found it challenging to write this article. The company that provides us with cyber-insurance required that our entire team watch a series of 21 training videos to make us more aware of how hackers operate, how easy it is to be hacked, and what we must do differently in order to protect our data, privacy and accounts.

Insurance 327

Insurance Insurance Outbound Video 327

Steven Rosen

MAY 20, 2024

In this episode of the Sales Leadership Awakening Podcast, Margo Edris , Regional VP of Sales at Salesforce, shares insights on sales leadership and discusses topics such as handling challenges gracefully, preparing for coaching, and integrating fun into the workplace. Authenticity is key in coaching.

How To 296

How To Sales Leadership SalesForce Coaching 296

Awarathon

OCTOBER 25, 2024

Establishing credibility is essential for fostering long-term partnerships with clients, which directly impacts sales outcomes. Leveraging technology, particularly AI sales in insurance can significantly enhance agents’ ability to communicate effectively and transparently. To know more check out this article.

Insurance 52

Insurance Insurance Coaching Training 52

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

Sales Leadership 211

Sales Leadership Hiring How To Account Based Marketing 211

Mr. Inside Sales

NOVEMBER 16, 2020

If not, start using it today: search my blog to read articles on how to do that.). This one technique will separate you from all the other sales reps who are just looking for someone to dump their pitch onto. Like so many solid techniques in sales, this one is simple—but it will only work if you commit to trying it.

Motivation 332

Motivation Face-to-face Gatekeeper Licensing 332

Mindtickle

FEBRUARY 13, 2025

The global medical devices market is expected to reach by the end of the year $ 0 B Yet, medical device sales reps dont have it easy. Organizations must build a strong medical device sales rep training program so sellers are always ready to overcome these challenges. What are medical device sales?

Training 52

Training How To Buyer Analytics 52

No More Cold Calling

JANUARY 27, 2022

The research is clear: Diversity drives sales. Diverse sales teams can make more meaningful connections with your increasingly diverse customer base. Research on the benefits of diversity in the workplace prove it isn’t just a nice-to-have; for modern sales teams, it’s a must-have. 12% higher sales attainment.

Research 257

Research Benefit Hiring Demographics 257

Understanding the Sales Force

OCTOBER 12, 2022

it's the same with sales teams. I receive calls and emails that begin with things like "My salespeople are complacent" or "My salespeople need some training on closing" or "My salespeople aren't bringing in enough new business" or "My salespeople need help with negotiating" or "Our team has a lot of stalled opportunities."

Selling Skills 295

Selling Skills Hotels Call-back Negotiation 295

SalesFuel

MARCH 4, 2025

The good news is that you can improve your situation by offering a training program. Designing a great training program will help you retain employees. A recent article in packworld.com highlighted the difficulties faced by packaging businesses. And youll want to discuss their interest level in training.

Retention 59

Retention Hiring Training Churn 59

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. What does it mean for B2B sales managers as they strategize for 2021? Trends that are here to stay.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279