Steven Rosen

NOVEMBER 15, 2012

New book helps sales managers unlock hidden sales potential (available in paperback). The sales manager is the pivotal person in the sales-driven organization, and Steven’s book shows you how to excel!” Get you copy now and be ready to take sales to a new level in 2013.

Hiring 296

Hiring Pivotal Sales Talent Small Business 296

No More Cold Calling

JUNE 27, 2024

This month, in celebration of 28 years of referral selling, both my books are on Kindle for $1.99 Technology is a great tool, but nothing beats a personal conversation. So, this book discusses how and when to rely on technology, and when to step away from the computer and make a human connection. each until July 4, 2024.

Referrals 156

Referrals Cold Calling Social Media Sales Qualified Lead 156

Sales 2.0

OCTOBER 22, 2014

I’m a big fan boy of David Meerman Scott dating back to his (in my opinion) classic book The New Rules of Marketing and PR. I read that book in 2008 and it rocked my world. Now he’s got a new book focused on sales , The New Rules of Sales and Service. Some of these points may seriously imact your sales career.

Lead Rank 300

Lead Rank Cold Calling Lead Scoring eBook 300

Alice Heiman

JANUARY 6, 2023

I read at least one book a month and this past year so many important books on selling were published. As Anthony Iannarino points out, it’s time to unlearn much of the sales methodology that worked 10 years ago. Love Your Team, A Survival Guide for Sales Managers in a Hybrid World by Helen Fanucci.

Lead Rank 141

Lead Rank Sales Methodology Quota Promotion 141

Sales 2.0

OCTOBER 22, 2012

Is there a way to speed up the adoption of Social Selling and Sales 2.0? Vehicles like the Sales 2.0 conference and Anneke Seley’s great book Sales 2.0 have certainly brought these approaches to the attention of sales people and managers worldwide. Will sales management coaching do it?

Social Selling 312

Social Selling Hiring Solutions Selling Travel 312

SBI Growth

JANUARY 11, 2013

How can you ensure a green, over-eager new rep doesn’t blow the sale? Here’s how: Add the " L ook-to-Book" ratio to your key account Win/Loss Analysis. What’s the “Look-to-Book” Ratio? We captured 36 metrics that CEOs believe “reveal the truth” about sales org performance. Now the CSO can use it himself.

Account 297

Account Closing Analysis Coaching 297

Jeffrey Gitomer

MAY 16, 2013

Tweet REALITY QUESTION FOR SALES MANAGERS: Why would you, as a leader, take an improving salesperson who is having the best year of their career, and tell him or her they’re “not making enough calls”? You’re using CRM as an accountability tool, rather than a sales tool. Successful sales leaders….

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

Hubspot Sales

JULY 9, 2019

Although factors like your product line, buyer personas, and brand awareness are important, sales managers are also critical to the success of any business as they have the potential to unlock huge returns that impact the business's bottom line. Onboarding and training new hires is another sales management responsibilities.

Sales Management 142

Sales Management Hiring Buyer Persona Compensation 142

Sales Hacker

MARCH 2, 2020

As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance. And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Books that made the cut: Are on my own bookshelf.

Top of Funnel 143

Top of Funnel Lead Rank Hiring Handbook 143

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP. He helps the new reps ramp up quickly.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Score More Sales

NOVEMBER 6, 2014

Now, many tools will help you through assessments and there are books available to help walk newer managers through this. First, a couple of tools, then a book. Assessment Tool: Roundpegg. They help manage the entire life-cycle of employees for you. You can find it on Amazon or from the author here.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

Understanding the Sales Force

JANUARY 4, 2023

CEOs, Sales Leaders, Sales Managers and HR Directors are under water when it comes to sales selection. After reading Malcom Gladwell's book, Talking to Strangers , I can finally explain why the success rate is so low. They get it right about 50% of the time and that includes salespeople who stay but underperform.

Hiring 296

Hiring Sales Sales Management Tools 296

The Pipeline

JUNE 26, 2014

Your Top Ten List is a perfect tool for sales managers to use to work with their team and is the single most important piece of data you own. If you use it effectively and truly concentrate on developing it as a tool, you will see your sales and closing percentage increase. However, each should be moving forward.

Pipeline 325

Pipeline Positioning Twitter Closing 325

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

SBI Growth

OCTOBER 20, 2013

SBI has been helping companies hire and develop ‘A’ players ever since our CEO co-authored a book in 2008. During that time, we have insisted on the ‘Topgrading for Sales’ method of hiring. What is Topgrading for Sales? But most wonder how they are going to ‘simulate’ a live sales call. And don’t reinvent the wheel.

Hiring 288

Hiring Ideal Customer Profile Lead Rank Lead Scoring 288

No More Cold Calling

DECEMBER 19, 2013

Over the next couple of weeks, you might actually find time to sit back and relax with a good book. It’s not cheating if that book happens to be something that will help you become a better salesperson in 2014. Though I have been promoting my new book, Pick Up the Damn Phone!, Even in Sales 2.0, Pick Up the Damn Phone!

Follow-up 237

Follow-up Face-to-face Referrals Cold Calling 237

No More Cold Calling

NOVEMBER 21, 2013

To learn all about the role of technology and referrals in sales, get your copy of my new book: Pick Up the Damn Phone!: It’s been nominated as the “ 2013 Top Sales and Marketing Book ” by Top Sales World. (I’d Even in Sales 2.0, the most powerful tool in your sales toolbox is still you!

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

No More Cold Calling

DECEMBER 10, 2013

” She writes: Tools are tools…period. Plus, for more on how salespeople can strike the right balance between technology and relationships, check out my new book, Pick Up the Damn Phone!: How do you use technology in your sales process? Associations Enterprise Sales Management Small Business'

Data 248

Data Social Media Small Business Small Business 248

No More Cold Calling

NOVEMBER 5, 2013

There are hundreds of great applications that help us work more efficiently—including CRM, marketing automation, social-selling tools, and more. For more on how to strike the right balance between sales technology and relationships, get your copy of my new book, Pick Up the Damn Phone!: How do you use technology for sales?

Sales Technology 249

Sales Technology Small Business Small Business Enterprise 249

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 131

Sales Forecasts Forecasting Tools Oracle 131

No More Cold Calling

NOVEMBER 8, 2013

Give your team a sales process that works and the tools they need to succeed, and then encourage them to take some risks and aim a little higher. And for more on how your team can leverage relationships to boost their sales, get your copy of my new book, Pick Up the Damn Phone!: Comment Here.

Small Business 237

Small Business Small Business Enterprise Enterprise 237

No More Cold Calling

OCTOBER 24, 2013

So sales teams miss out on the most powerful business-development tool that exists. We tell people about terrific restaurants we’ve discovered, exciting books or movies, mechanics who got our cars working and didn’t overcharge, spas where we’ve had great experiences, or anything else we’ve enjoyed. Comment Here.

Sales Process 266

Sales Process Referrals Small Business Small Business 266

Understanding the Sales Force

DECEMBER 18, 2013

Objective Management Group (OMG) took home the Gold for the 3rd straight year for Top Sales Assessment Tool. At Kurlan & Associates , Frank Belzer won the Silver for Top New Sales & Marketing Book, Sales Shift. Our Partner, Membrain , won the Gold for Top CRM Tool. I congratulate all of them!!

Sales Talent 238

Sales Talent Course Video Up-Sell 238

SBI Growth

JULY 22, 2013

There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Below are five of the 10: Sales Manager/VP field sales rides : Participating with your sales reps on more field calls leads to increased revenue. Schedule interviews with yourself and sales managers weekly.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Hubspot Sales

JULY 22, 2020

In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals. Sales Productivity Tools. HubSpot Sales Platform. With this tool, you can schedule emails directly from your Gmail.

Tools 131

Tools Closing Territories Hubspot 131

Sales and Marketing Management

JUNE 26, 2019

Author: TIM HOULIHAN Sales managers are a rare breed. Most organizations employ one sales manager for every six to 10 sales reps. Making it to the sales management ranks indicates you occupy a spot that roughly 90% of your peers have not. So can sales managers. Congratulations.

Sales Management 120

Sales Management Marketing Territories Segment 120

No More Cold Calling

SEPTEMBER 23, 2014

Social media is a great tool for researching prospects and Referral Sources, and for positioning yourself as a thought leader. But it is not the place for a sales pitch. If you’re sending sales offerings to strangers on social media, you’re pretty much cold calling. Click To Tweet - Powered By CoSchedule. Ask how you can help.

Cold Calling 281

Cold Calling Social Media Referrals Face-to-face 281

No More Cold Calling

OCTOBER 22, 2013

That’s right, your most powerful deal-closing tool is still you— a living, breathing salesperson who can ask the right questions , apply years of experience and wisdom, and offer tailored solutions that make sense for each client. So go ahead and let your client drive your sales process. Just make sure you’re there to navigate.

Buyer 271

Buyer Face-to-face Social Media Small Business 271

Salesmate

JULY 28, 2020

Books help in expanding knowledge. The more you learn, the better you can perform when it comes to nurturing and converting sales deals. In sales, you need to keep learning to excel and surpass competitors. So, take the help of various sales books to enhance your knowledge and brush up your skills.

Lead Rank 103

Lead Rank Buyer Outbound Face-to-face 103

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

Pipeliner

NOVEMBER 11, 2020

The topic of Sales management is very broad, and is covered in an infinite number of books, so we won’t be covering that here. There is also an endless list of material on sales management—and as anyone who has read my previous writings on the subject knows, I consider that management is management.

Pipeline 98

Pipeline CRM Sales Management Sports 98

Score More Sales

NOVEMBER 14, 2014

Many sales reps and sales managers commented and shared about the previous post on How Salespeople Goof Up on LinkedIn so we were compelled to share more ideas to help sellers do better. First, I wanted to share that our blog is up for an AWARD – as one of the top Sales Blogs at Top Sales World.

LinkedIn 247

LinkedIn Referrals Buying Cycle Twitter 247

Partners in Excellence

JANUARY 16, 2025

And with the popularity of this term, there are endless tools that claim to provide coaching. There is no aspect of what we do as sellers in which there is some tool that claims to coach. We have very rich conversational intelligence tools. I’m not suggesting we stop using these tools. And this isn’t coaching.

Coaching 125

Coaching Fashion Analysis Tools 125

Hubspot Sales

JANUARY 8, 2025

The framework gap selling was coined by Keenan (yes just Keenan; before you question me, he only goes by his last name) in 2018 in his best-selling book titled yep, you guessed it Gap Selling. The more significant the gap, the more theyll need you to help them bridge it. Know your prospects intrinsic motivation. Heres how it works: 1.

Examples 113

Examples Strategy Hubspot How To 113

SBI Growth

JUNE 29, 2013

Mark Stein and Lilith Christiansen identify 4 traditional factors in their excellent book Successful Onboarding. The authors add that sales people themselves rank “the feeling of progress” even higher. Download the Sales Onboarding Gamification Checklist. Compare their integrated CRM tools. Bonus Points: CRM Adoption.

Hiring 326

Hiring Case Study Lead Scoring Lead Rank 326

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? Search less. Close more.

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Hubspot Sales

OCTOBER 5, 2017

Example: “Hi John, I’m reaching out because I noticed you were looking at our e-book on improving sales productivity.”. Now that you’ve created the list, we can easily monitor our prospects’ activity using a tool like HubSpot Social Inbox. Sales Prospecting Tools. Our Recommendation: Inbound Prospecting.

Prospecting 145

Prospecting Tools Top of Funnel Lead Scoring 145