Sales Hacker

DECEMBER 17, 2024

To your point about sales management, it’s, you know, how many people listening will raise their hand and say they have, you know, a problem with AEs and their partners entering data into Salesforce?

Scale 101

Scale Paid Content Twitter Engineering 101

Awarathon

APRIL 10, 2025

In todays dynamic landscape, Non-Banking Financial Companies (NBFCs) face growing pressure to convert faster, pitch better, and personalize every conversation. But with changing borrower expectations, regulatory scrutiny, and fierce competition, even experienced sales reps struggle to consistently close deals.

Closing 52

Closing Ideal Customer Profile Hiring Banking 52

Sales Hacker Training

APRIL 1, 2025

00:29:00] You know, investment banks, big retail banks, corporate banking, it was asset management. With their kind of sales collateral. We took the asset management space. Today, uh, 42% of our business is banking. That’s the common sales pitch. we didn’t start in a sexy space. [00:29:00]

Scale 71

Scale Microsoft Enterprise Enterprise 71

The Center for Sales Strategy

FEBRUARY 19, 2025

Ask a sales manager about the most important decisions they make, and you will probably hear about exceeding budget, growing market share, or achieving year-over-year growth.

Hiring 103

Hiring Course Resources Sales 103

Your Sales Management Guru

MAY 11, 2019

The share of mutual funds held by the banks declined though and during the same time period, the mutual funds sold by independent financial advisors who were not limited by their firm and free to sell any fund they chose to rose. Today these banks are going after these clients. Only Concrete Value is Seen as Real.

Customer 52

Customer Banking Retail Margin 52

Understanding the Sales Force

JUNE 20, 2025

Here’s what’s topping their search bars: AI-Powered Growth Strategies ( “generative AI in sales,” “AI-driven forecasting” ): They’re banking on AI to predict customer behavior and streamline ops, with 61% of CEOs seeing it as a competitive edge. Data from Objective Management Group’s (OMG) assessments of 2.5

Revenue 156

Revenue Scale Forecasting Incentive 156

Anthony Cole Training

JANUARY 19, 2023

The sales management activities that we are performing today are creating the results we are achieving today.

Banking 296

Banking Motivation Sales Management Account 296

Anthony Cole Training

JULY 13, 2023

Learn about the "Coachable" Sales Competency in this blog taken from OMG's recent webinar: The Data Behind Sales Managers of Elite Teams.

Data 296

Data Sales Management Webinar Metrics Sales 296

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 293

Sales Management Hiring Sales Opportunity 293

Anthony Cole Training

MARCH 12, 2020

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 286

Sales Management Hiring Sales Opportunity 286

Sales and Marketing Management

JANUARY 31, 2019

Author: Matthew Sunshine As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. A sales manager I once knew was in love with a particular metric: the number of calls each seller made in a day. You’ve got so much on your plate?

Sales Management 184

Sales Management Proposal Top of Funnel Banking 184

SalesFuel

AUGUST 21, 2024

Challenge: Create a competitive banking digital ad campaign Jacob Flaten, a media consultant from Sparklight Advertising and a multiple Sell Smarter Award winner, has been using AdMall for four years and knows if, and when, it can help him during a sales process. They accept deposits and make loans to both consumers and businesses.

Banking 102

Banking Campaigns Media Closing 102

Anthony Cole Training

MARCH 24, 2023

Prospect : W hy should I do business with you or your bank / company? In part 1, I gave you a sample of how the ‘selling value’ discussions sounds. Here it is again.

Banking 291

Banking Prospecting Company Training 291

Anthony Cole Training

MARCH 17, 2023

From a sales strategy and process perspective, positioning value not only requires a great VALUE PROPOSITION but also supporting Will to Sell, Sales DNA, and Sales Competencies. Using data from just one of our dozens of community bank clients, this is what we found out about top 25% of the team vs the bottom 25% of the team.

Banking 291

Banking Positioning Data Strategy 291

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 207

Sales Management Hiring Sales Banking 207

Steven Rosen

MAY 28, 2014

The answer that traditional sales leaders have used in the past is to throw more money at their team to drive performance. The researchers at MIT in a 2005 study for the Federal Reserve Bank concluded that : As long as the task involved only mechanical skills, bonuses and rewards work. The higher the pay the better the performance.

Motivation 319

Motivation Incentive Incentives Coaching 319

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. Bank on it! A good sales job interview question is, “Will you bank-roll me at relevant conferences 100 percent?” If hesitation, don't work there - that's an anti-sales culture. Your net worth is the size of your network. (h/t

B2B 319

B2B Banking Conference Decision Maker 319

No More Cold Calling

SEPTEMBER 6, 2018

However, I wrote to Gerard, who told me that he first heard this nugget of wisdom from Ed Clark, former CEO of TD Bank, but he doubts Clark is the original source. I worked there for eight years in sales and sales management positions. One could argue that sales managers don’t know how to coach.

Referrals 318

Referrals Ideal Customer Profile Banking Lead Generation 318

Increase Sales

MAY 8, 2014

Math sometimes seem to be a poison to those in sales management. These industrious folks have a tendency to jump on board with the latest so called best practice without actually doing the math to see if their sales team can meet the goals. Then visit 10 of the home encircling the open house home. Share on Facebook.

Sales Management 137

Sales Management Travel Banking Sales Leadership 137

SBI Growth

AUGUST 6, 2012

It is your job to equip sales management with these figures. Sales Resources are focused in the wrong markets. You have ten sales resources focused on a $20M saturated market while only three are focused on an $80M growing market. They have 8 NYC banks as customers, 4 of which spend an average of $70K.

Opportunity 316

Opportunity Strategy Banking Territories 316

Bernadette McClelland

JULY 8, 2012

Those who struggle with their finances I bet almost never open window faced envelopes or reconcile bank statements. Sales people who don’t measure prospecting or know their ratios or numbers are the ones who fall behind the 8 ball – but it’s too competitive out there to do that today.

Face-to-face 278

Face-to-face Banking Motivation B2B 278

No More Cold Calling

OCTOBER 10, 2013

and France, has enjoyed a longer, more successful sales career than most, and he fully understands the power of referral relationships. In this month’s guest blog, he reinforces the referral message I’ve been spreading for years and presents hard data you can bank on. Associations Enterprise Sales Management Small Business'

Cold Calling 291

Cold Calling Referrals Banking Maximizer 291

No More Cold Calling

OCTOBER 28, 2013

They’re trying to make in-roads and are banking on the fact that parents don’t make enough time to be with their children—to play games, do homework with pencil and paper, fly kites, listen to music, work puzzles, and just be present. Associations Enterprise Sales Management Small Business' What about you?

Face-to-face 286

Face-to-face Retail Enterprise Enterprise 286

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.” He was banking on a quarterly bonus to take his family to Disney World. He was getting beat up by the CEO. The Q2 review did not go well.

Lead Gen 319

Lead Gen Marketing Banking Social Media 319

Hubspot Sales

MAY 18, 2021

And it makes sense — tracking and pulling insight from sales calls manually is a frustrating, labor-intensive, often ineffective burden that can eat up sales managers' time without offering much return. Sales managers stand to gain a lot by incorporating this kind of tech into their teams' day-to-day and broader sales efforts.

Conversion 119

Conversion Sales Management Scale Call-back 119

Sales 2.0

OCTOBER 11, 2019

No deep geeky conversations to have that would surely persuade other brilliant techies to sign large contracts and make contributions to my firm’s and my bank account. That was when I realized what the sales people did that I had worked with in my first sales engineering job— they got meetings. Oh, so that was what they did!

Engineering 262

Engineering Small Business Small Business Banking 262

The Sales Hunter

NOVEMBER 5, 2013

At the end of a year, they don’t shut down because a number is in the bank. Nothing will frustrate a sales manager or senior management more than a salesperson who sees themselves as the only person they need to satisfy. For each person who may be hitting their number, there could easily be somebody who is missing their number.

Banking 228

Banking Motivation Selling Skills Closing 228

Anthony Cole Training

MARCH 19, 2013

BISA is the Bank Insurance and Securities Association. There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Jim McNeil - Executive Director of BISA, – Scott Stathis – Managing Director and COO BISRA.

Hiring 198

Hiring Banking Survey Conference 198

The Center for Sales Strategy

AUGUST 21, 2018

Well, this scenario is one managers often find themselves in. Even the most successful sales managers can find themselves in this situation if they aren't intentional with their management practices and focused on retention. Recruiting and filling your talent bank is important.

Sales Management 93

Sales Management Banking Intent Retention 93

Zendesk Sell

JULY 16, 2019

To understand this concept more clearly, take a look at the main differences between a traditional “waterfall” sales process and an agile process: Agile sales management explained. So, how does agile management relate to sales? The benefits of agile sales management.

Sales Management 98

Sales Management Microsoft Survey Banking 98

Understanding the Sales Force

SEPTEMBER 10, 2012

Targeting is a fairly simple practice, but when sales management doesn't perform this activity for their salespeople (as in, "Mary, call on these 27 accounts.") Take the case of the salesperson who targets hospitals, oil companies, banks and insurance agencies. They aren't being held accountable by sales management.

Opportunity 195

Opportunity Insurance Insurance Comparison 195

Increase Sales

AUGUST 9, 2013

Believe it or not, many in sales management from the small business owners, C Suite executives all the way down to the sales managers have this hidden motto within their sales teams: Failure is Job #1! Share on Facebook.

Hiring 160

Hiring Sales Cycle Referrals Banking 160

Understanding the Sales Force

JULY 12, 2012

They didn't answer the question of how sales professionals stay motivated as much as they answered how certain salespeople motivate themselves and how certain sales managers motivate others. But salespeople who love what they do and love either the thrill of success or the sight of their growing bank account are pre-motivated.

Motivation 192

Motivation Banking Account Sales 192

No More Cold Calling

OCTOBER 13, 2016

Eliot Burdett, CEO of Peak Sales Recruiting, makes a clear and compelling business case (with data) in this month’s guest post: “Why You Shouldn’t Replace Your Sales Reps with Robots”. According to a study by Bank of America , robots are likely to be performing 45 percent of manufacturing tasks by 2025. Moreover, the U.S.

B2B 299

B2B Hiring Social Media Pharmaceuticals 299

The Spiff Blog

JANUARY 9, 2024

No matter how confident you are in your sales strategies, it’s crucial to develop contingency plans for if and when something goes wrong. Consider each scenario that might affect your sales team’s ability to hit its targets. What if you experience a period of high sales turnover? What if a valuable sales manager leaves?

Banking 84

Banking Hiring Churn Compensation 84

Anthony Cole Training

JANUARY 12, 2024

Many or few, consistent or irregular, planned or impromptu, the sales performance management activities that we, as sales managers, use to motivate, train and hold our sales team accountable are at least partly responsible for the success or lack of success of those we manage.

Motivation 334

Motivation Account Training Sales 334

Anthony Cole Training

JANUARY 25, 2024

We rely on the pioneer and #1 sales management evaluation by Objective Management Group to help understand exactly what it takes to ‘motivate’ a sales team. What are the competencies and behaviors of those leaders who seem so talented at helping others achieve their very best?

Motivation 334

Motivation Exact Groups Objections 334