Sales and Marketing Management

MARCH 7, 2018

Author: Gregg Schwartz Many people think sales management is complicated and mysterious, that there's some unknowable process to becoming a great sales manager, or that great sales managers are born, not made. Here are five choices that great sales managers make – and you can make these same choices too: 1.

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Sales Management Lead Generation Churn Competition 214

Sales and Marketing Management

MARCH 18, 2019

B2B sales are typically more complex than B2C. But B2B selling is more nuanced. It starts with a single question: What should my B2B sales process look like? That’s why our ideal B2B sales processes draw on our Three P’s – prepare, probe and propose. Product Z is yours for X price.

Negotiation 214

Negotiation B2B Proposal Ideal Customer Profile 214

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

Zoominfo

AUGUST 12, 2020

On building a sales organization as sophisticated as contemporary B2B buyers …. Every B2B trade publication, analyst, and even company (Hi!) Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. How Do You Improve Retention Rates for B2B Sales Teams?

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B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Score More Sales

MAY 1, 2017

I saw a question this week in a sales community on LinkedIn. A member was looking for a referral for sales management training. What struck me hard was that he said he’d reached out to four companies who offer sales management training services.

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Sales Leadership Training Company Referrals 200

SBI Growth

DECEMBER 18, 2013

If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. The Death of Event-Based Training. 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.

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Hiring Strategy Handbook Face-to-face 305

Allego

JULY 9, 2020

Sales productivity has never been more important, yet sales teams today face tougher obstacles than ever as the current crisis makes most in-person interactions impossible. Almost 90 percent of sales have moved to a remote model since the pandemic began, according to McKinsey. 3: Diagnose Training Issues.

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Hiring Training Scale Collateral 159

Allego

FEBRUARY 27, 2025

Your top rep just completed a high-impact sales training session. This rapid decline in knowledge retention leads to inconsistent sales execution, wasted training investments, and a constant struggle to keep teams aligned on best practices. Highly effective sales teams are 4.8 Sound familiar? Theyre also 2.2

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Training Hiring Retention Exercises 62

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. I was curious to hear what he thinks.

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Sales Management Top of Funnel Data Intent Signal 195

SBI Growth

MAY 29, 2013

The concept of gamification is catching on in B2B sales and marketing. There are six types of game approaches: Grand challenge- think sales contest. Commercial negotiation- think sales training. Let’s explore the applicability of “points”, a game mechanic, to the world of B2B sales. It is that good.

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Lead Rank Lead Scoring Airlines B2B 310

No More Cold Calling

SEPTEMBER 18, 2014

You bet, and it’s critical to increasing B2B sales effectiveness. The newly-released “ 2014 10th annual Lead Management & Social Engagement ” report uncovered an emerging trend in B2B sales this year: social engagement. Not every social outreach is going to result in a sale, nor should it.

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Social Selling Cold Calling Social Media Ideal Customer Profile 296

Cincom Smart Selling

MARCH 20, 2025

Introduction Meet John, a sales manager at a manufacturing company that produces customized industrial generators. In the era where speed and accuracy are the two critical components of success, businesses leveraging CPQ software not only accelerates their sales cycles but also enhances customer satisfaction and drive revenue growth.

B2B 48

B2B Closing Scale Discount 48

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.

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Sales Management Hiring Retention Coaching 156

The Center for Sales Strategy

FEBRUARY 3, 2025

As B2B sales leaders and managers, your role in guiding your sales teams to success is more critical than ever. With the ever-evolving sales landscape, it's essential to stay ahead by focusing on key areas that can significantly improve your team's performance.

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B2B Sales Sales Leadership Sales Management 97

SBI Growth

DECEMBER 31, 2024

Growthits the golden ticket every B2B marketer chases. So, what does growth really mean in the B2B landscape? But lets be real, growth is one of those buzzwords that gets thrown around so much, it can lose all meaning. Is it just about scaling revenue, or is there more to the story?

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B2B Scale Marketing Revenue 156

SBI Growth

DECEMBER 10, 2024

Lets cut to the chase: if youre in B2B and dont have a solid Ideal Customer Profile (ICP), youre basically throwing darts in the dark. In fact, 74% of companies that overperform on revenue have clearly defined ICPs, according to SuperOffice.

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Ideal Customer Profile Customer B2B Revenue 156

Zoominfo

JUNE 24, 2019

We recently discussed AI in the following post: The Impact of Artificial Intelligence on B2B Marketing. Today John Holland, Chief Content Officer of CustomerCentric Selling, helps us cover the other side of the coin—artificial intelligence within the sales process. The Problem with B2B Artificial Intelligence and Sales.

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Forecasting B2B CRM Quota 272

Zoominfo

SEPTEMBER 25, 2018

The Ultimate List of Sales Podcasts. 1. B2B Revenue Leadership. If you’re interested in B2B revenue leadership this is the show for you. From the founder of The Brutal Truth about Sales & Selling and The Sales Questions Podcast. 2. Sales Pipeline Radio. Listen here. Listen here.

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Hiring Top of Funnel B2B Lead Rank 269

Sales and Marketing Management

OCTOBER 26, 2020

And this dynamic has merely accelerated a long-term trend of B2B companies shifting their sales capacity from field-based to virtual models. Myth 1: Field sales reps sell primarily in person. And win rates rise and sales cycles shorten with well-orchestrated virtual channels.

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Lead Rank Quota Face-to-face Hiring 339

Vengreso

JUNE 27, 2022

Gone are the days when B2B sales were about making a hundred cold calls a day or visiting clients in person. Also gone are the days when ideal customers from your target companies are knocking at your sales team’s doors in droves. What is B2B Sales? b2bsales #leadership #sales Click To Tweet.

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B2B Top of Funnel Decision Maker Ideal Customer Profile 128

Sales and Marketing Management

DECEMBER 14, 2020

What does it mean for B2B sales managers as they strategize for 2021? Is it necessary to train sales reps on new skills? What components of an existing sales process transfer well to virtual interactions? What should sales kickoffs look like? positive or negative,” he writes.

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Outsourcing Services Face-to-face Travel Lead Rank 279

SalesFuel

MARCH 26, 2024

Most sales managers would like to do that. But since they can’t, the next best thing may be to reengineer your sales training program. How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers.

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Training Hiring How To Proposal 116

Zoominfo

APRIL 2, 2018

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. Facilitate better sales and marketing alignment.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

Mindtickle

FEBRUARY 13, 2025

Organizations must build a strong medical device sales rep training program so sellers are always ready to overcome these challenges. In this post, well examine medical sales rep training and its critical role in success. This has created a new burden on sales reps, who must learn to sell an entirely new product category.

Training 52

Training How To Buyer Analytics 52

SBI Growth

JUNE 30, 2013

In B2B sales, activity leads to results. The correct time to add sales people is when business is soft. More sales people means more sales calls. This means your sales force will be in more deals. Training organized in “sprints”. The sales manager owns the process and is paid on average ramp time.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

Vengreso

JANUARY 17, 2025

In this blog, we’ll explore why virtual sales programs, especially Vengreso’s offerings including our extensive blog resources and eBooks , should be integral to your business strategy in 2025. The evolution of virtual sales programs is not merely a trendits becoming the cornerstone of modern sales strategies.

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Webinar Metrics Selling Skills Sales Cycle Coaching 98

SBI Growth

OCTOBER 7, 2013

New initiatives, processes, training and headcount are on their list. If you’ve been following SBI’s blog lately, you’ve read a lot about the changing B2B landscape: Your buyers have changed. Your sales managers must vet this out before offering candidates the job. Don’t let your sales managers skip this step.

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Hiring Face-to-face Follow-up Buyer 316

SBI Growth

OCTOBER 29, 2013

You are strategizing with Sales Managers and reps. To make matters worse, everybody in the planning sessions (finance, product, training, HR) has never made a number. In this report we heard from over 15,000 B2B buyers. If your sales process does not reflect an informed buyer, start there. The buyers are busy.

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Territories Compensation Buyer Google 308

Anthony Iannarino

MAY 17, 2020

Concepts alone are not enough to improve your results, even though having been taught and trained to recognize the scenario (something we might call “awareness”), you would have been better prepared to win the deal you lost on price. No more pushy sales tactics. Learn how to sell without a sales manager.

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B2B How To Hiring eBook 133

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Aside from helping you make money, training may save you money too. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech.

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Inside Sales Training Hiring Outsourcing Services 110

Zoominfo

FEBRUARY 26, 2018

Top 25 Sales Blogs for all Sales Professionals. 1. Factor8: Your Inside Sales Advisor. According to the Factor 8 website, Factor 8 is an award-winning inside sales training and consulting firm catering only to inside sales. How could we not include our own sales blog on this list? Sales Gravy.

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Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

SBI Growth

NOVEMBER 23, 2013

Since this publishing, many B2B sales organizations have embraced this methodology. The thesis of The Challenger Sale is sound. However, it is not a magic pill for every struggling sales organization. An isolated week of training won’t work either. A Sales Methodology is only effective if it is reinforced.

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Sales Methodology Demand Generation Demand Generation Targets Face-to-face 308

Zoominfo

MAY 13, 2018

It’s also reported that, when a person suffers from stress, they’re unable to access previous knowledge or training and instead resort to an automatic response—typically shutting down, quitting, or losing confidence. In sales, this automatic response can be a career killer. Up to 25% of B2B database contacts contain critical errors.

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Hiring Sales Qualified Lead Lead Scoring Lead Rank 258

Zoominfo

APRIL 26, 2018

High-performing sales teams use nearly three times the amount of sales technology than underperforming teams ( source ). Training and onboarding. Around 3 in 4 organizations use classroom training as their primary way to train salespeople ( source ). After a presentation, 63% of attendees remember stories.

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Hiring Referrals Cold Calling B2B 197

Mindtickle

JANUARY 14, 2025

But every B2B seller in the world knows thats not reality. Instead, sales negotiations often happen until the buyer and seller reach a mutually beneficial agreement. B2B sellers must master the right sales skills to expertly navigate these negotiations and start closing more deals. What is sales negotiation?

Negotiation 105

Negotiation Closing Training Face-to-face 105

No More Cold Calling

OCTOBER 13, 2016

Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Here are five reasons you will not be replacing your sales reps with robots anytime soon: 1.

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B2B Hiring Social Media Pharmaceuticals 120

Cincom Smart Selling

FEBRUARY 21, 2025

However, the true power of CPQ lies in proper training. A well-trained sales team can navigate the system effortlessly, configure products accurately, and apply pricing rules without errors. Without the right training, inefficiencies and mistakes can slow down the sales cycle, leading to lost opportunities.

Training 48

Training Closing Discount Lead Rank 48