Sales and Marketing Management

JUNE 22, 2018

Author: Kevin McGirl Sales managers have a tough job. A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable. After all, as the sales manager, it’s your job to know what’s going on in your department.

Sales Management 196

Sales Management B2B Fashion Call-back 196

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. It’s like back pain. You can stretch and put heat or ice on an aching back, but unless you treat the source of the pain—a pulled muscle or degenerating disc—your back will continue to hurt.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

MTD Sales Training

JANUARY 28, 2019

For many sales managers, they can turn into long, boring sessions that people can’t wait to get out of. Many sales meetings fail because of the following reasons: – administrative matters receive more time than sales matters. – management uses threatening tactics rather than motivational ones.

Sales Meeting 181

Sales Meeting Meeting Sales Management Skype 181

No More Cold Calling

AUGUST 26, 2014

Digital conversations often take longer and become far more complicated than a simple phone call. Yet Pat hadn’t written him back. Why wouldn’t Alex simply call Pat, share his idea, and ask for Pat’s thoughts? Nix the Back and Forth. No More Cold Calling Poll. Connect with No More Cold Calling.

Cold Calling 296

Cold Calling Call-back Small Business Small Business 296

Zoominfo

FEBRUARY 18, 2025

Sales teams thrive on the energy of effective outreach, but managing outbound calls at scale requires a lot more than just smiling and dialing. Check out our list of top outbound call tracking software to find the right fit for your team today. What is Outbound Call Tracking Software?

Outbound 130

Outbound Software Software Buyer Intent 130

Sales 2.0

OCTOBER 25, 2021

Improving even one of these areas could take their sales to the next level. Sales process efficiency. Sales processes have room for improvement in nearly all companies. Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting.

Territories 396

Territories Compensation Scale Decision Maker 396

No More Cold Calling

SEPTEMBER 18, 2014

For more on social selling strategies that work—and some that don’t work—check out the latest from No More Cold Calling: Around the World in 80 Minutes: No Password Required. Digital conversations often take longer and become far more complicated than a simple phone call. Message to Management]: 14 Things Top Sales Managers Do.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Partners in Excellence

FEBRUARY 12, 2025

Some years ago, the leader of an outbound SDR team had set very aggressive call goals. I thought, “Why is this person significantly and consistently exceeding the call goals, but the results are mediocre?” ” I started listening to the calls this SDR was making. I’ll come back to it.

Outbound 121

Outbound Call-back Sales Qualified Lead Pipeline 121

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. 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. 1. Sales people need to make a choice.

Lead Rank 300

Lead Rank Cold Calling Lead Scoring eBook 300

No More Cold Calling

DECEMBER 2, 2014

All sales reps need coaching and guidance, but rainmakers deserve extra attention. The sales manager announces the top performers of the year. Applause resounds throughout the building as these sales champions are paraded like Superbowl winning gods across the sales floor. Drum roll, please.

Cold Calling 289

Cold Calling Incentives Incentive Face-to-face 289

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. Call that… “Just add AI.” I was curious to hear what he thinks.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Sales 2.0

AUGUST 21, 2014

And I empty my Evernote inbox (I set up one notebook called “inbox,” and I email or scan everything straight into it throughout the week). I use a program called Omnifocus (Mac only) to organize all my tasks, and I put a due date on anything that is literally due on a certain date. Sales Management' This is “collecting.”

Call-back 375

Call-back Proposal Course Benefit 375

Steven Rosen

APRIL 18, 2022

Despite good interviewing skills, many sales managers are guilty of making the following hiring mistakes: Hiring people they like. Do your sales managers have the tools and processes to systematically identify top sales performers from those who are pretenders? Settling for mediocrity to fill the vacancy.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Steven Rosen

MAY 31, 2021

As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results. S – Systematic. A – Assessments.

Hiring 386

Hiring Territories Energy Sales 386

Steven Rosen

OCTOBER 2, 2020

In fact, with salespeople facing such uncertainty and sales managers not having to travel, they have increased the time they spend coaching. Coaching can take on many forms such as; coaching deals, coaching KPI’s and coaching sales calls. . If your sales reps are resistant, then they are not coachable. .

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

Steven Rosen

MARCH 23, 2021

With a large portion of physicians and frontline healthcare workers receiving vaccines, companies are considering the timing as to when they can shift from virtual calls to in-person meetings with their physicians. There are many factors to consider when turning on the green light to going back to in-person selling, such as 1.

Pharmaceuticals 284

Pharmaceuticals Call-back Coaching eBook 284

Mr. Inside Sales

JANUARY 8, 2021

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free. ON DEMAND SALES TRAINING THAT GETS RESULTS! Imagine that….

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Licensing 313

Understanding the Sales Force

SEPTEMBER 25, 2018

Invariably, each drive back home has taken twice the time it should have because of road construction. Nearly every coaching call with a salesperson is about a delayed closing. Nearly every coaching call with a salesperson is about a delayed closing. Delays, delays, delays.

Closing 264

Closing Construction Call-back Coaching 264

Sales Gravy

DECEMBER 29, 2024

Maybe you want to be a sales manager, or if youre a manager, you want to be a director or VP of sales. You might want to go back to school for a degree or an MBA. Its unbelievably fulfilling to look back and see what you accomplishedhow far youve come over the course of a year, five years, or a decade.

Face-to-face 98

Face-to-face Decision Maker Call-back Commission 98

No More Cold Calling

JUNE 10, 2021

My entire career had been sales and sales management, and my best business had always come from referrals. I asked salespeople and sales leaders I knew if they liked to get referral introductions. Get meetings with prime prospects in one call. Decrease the cost of sales. Flash Sale. Easy,” she said.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

Zoominfo

JULY 13, 2021

We announced the acquisition of Insent last month (now called ZoomInfo Chat ). With Chorus, the entire organization can make better decisions by surfacing insights and analytics that you would only get if you sat in on every sales or customer success call. ZoomInfo); Sales Engagement Platform (e.g.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Hubspot Sales

DECEMBER 30, 2020

If sales is a journey, your strategic plan is the roadmap you'll provide your team to help them reach their destination. It is one of the most important activities you will ever do as a sales manager because, without it, your sales team will have no direction and no instruction manual to follow in order to achieve their targets.

Sales Management 137

Sales Management Hiring Buyer Persona Exercises 137

Steven Rosen

OCTOBER 6, 2017

I found this old presentation that I did when I was the vice president of sales at Alcon and we did some learning and many of you may have seen this on video, it’s by Stephen Covey, I like Stephen Covey and it is called The Big Rocks Presentation. Great coaches start with what I call a coaching mindset. It is hard.

Sales Coaching 254

Sales Coaching Coaching Call-back Sales 254

Zoominfo

SEPTEMBER 10, 2020

Imagine having to call 50-100 people in a day. You might not think that automatic sales dialers have that much to offer you. Basically, a dialer takes the manual part out of the cold calling process. Here’s where the sales dialer comes in. Or that person you keep meaning to call back, but always forget to?

Closing 264

Closing Call-back How To Outbound 264

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. Action – If you're sitting reactively doing email, if you're sitting period – you’re failing in sales. Get a standing desk and pound out 50 triples; call me in the morning. How do you get your MOJO back day in day out?

B2B 319

B2B Banking Conference Decision Maker 319

Jeffrey Gitomer

OCTOBER 10, 2018

They help me, they send me business, they call me to discuss common problems, there's enough business for everyone, are all statements your competitor is hoping you'll say while they systematically plan to destroy you. That's life in the jungle of business (and especially sales). Sales Manager Success Rules. FREE GitBit.

Competition 284

Competition Trade Show Guarantee Call-back 284

Hubspot Sales

JULY 22, 2024

Why would you need a script for making a cold call? Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Imagine how stressful it would be to go into each of these calls blind. What is a cold call? Consider this.

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

Hubspot Sales

DECEMBER 8, 2020

Back in 2017, HubSpot discovered that only 3% of consumers thought of salespeople as "trustworthy.". Luckily, some major companies, like LinkedIn, have discovered a way to improve sales relationships, customer trust, and — ultimately — sales numbers. It's called " buyer-first selling. ". Conciseness. Graves adds.

Buyer 140

Buyer LinkedIn Sales Management Sales Qualified Lead 140

Mr. Inside Sales

MARCH 2, 2024

Have you ever interviewed for a job you really want, thought your interview went well, and then didn’t get called back for it? I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot!

Hiring 241

Hiring Face-to-face Gatekeeper Licensing 241

The Pipeline

NOVEMBER 19, 2020

But weren’t you telling me Tuesday that they’ve never been out on a client call? What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. You just need to step back and take the time to explore, understand, and shape the prospect’s definition of value.

Lead Scoring 398

Lead Scoring Lead Rank Margin SME 398

No More Cold Calling

OCTOBER 16, 2014

Murrow, played by David Strathairn , you’ll be transported back to a pivotal era in TV broadcasting: the early 1950s. This was the generation of so-called “latch-key” kids. Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook.

Face-to-face 291

Face-to-face Transportation Cold Calling Social Media 291

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

Zoominfo

FEBRUARY 17, 2021

Now comes the hard part — the cold call. Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game. And If you haven’t tried out cold calling scripts yet, now’s the time. Reason for Calling.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Vengreso

MARCH 2, 2021

Sales Prospecting Techniques. Old school prospecting like cold calling may still work at times but it’s a numbers game (it takes about 8 calls to get someone to pick up the phone and that’s just one touchpoint). We call it the C2C or converting a connection to a conversation. Sales calls by 28%.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Janek Performance Group

DECEMBER 20, 2021

If you are a new sales manager, building trust with your sales team is your first challenge. Without trust, progress will be slowed and time is a luxury few new sales managers have. If you have ever worked for a sales manager you didn’t trust, you know how stressful that sales role can be.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

Steven Rosen

JANUARY 4, 2018

Like most sales executives you cognitively understand the importance of developing your leadership skills and the advantages of ongoing networking. You find yourself too busy due to ongoing meetings, conferences, telephone calls and emails and you rarely find the time to develop yourself.

Hiring 291

Hiring Strategy Networking Coaching 291

Sales and Marketing Management

MAY 10, 2020

The use of Zoom and other face-to-face applications to carry out sales calls instead of doing them in person is the new normal. And leaders need to clearly demonstrate best practices to their teams so that they enter virtual sales calls as prepared as possible. Sales teams are used to being “on” all of the time.

Face-to-face 302

Face-to-face Hiring Lead Scoring Lead Rank 302