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

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

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

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

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

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

MARCH 8, 2014

Please call me back on 123-123-5555 and I would love to set up a demo of our software.” In fact, they are having a major event shortly with lots of sales experts talking about social selling and Sales 2.0. So how could this sales person call me and include nothing about me. Prospecting Sales 2.0

Social Selling 281

Social Selling Ideal Customer Profile Software Software 281

Hubspot Sales

MAY 2, 2019

This tool has made navigation easy to accomplish a task that was once difficult before this technology was introduced. In many ways, technology, like Google Maps, is similar to sales management software. Sales management software provides streamlined tools for data entry and management to speed up this process.

Software 141

Software Software Sales Management VanillaSoft 141

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 Decision Maker 313

No More Cold Calling

AUGUST 19, 2014

He probably just wants to win the contest at his company for bringing back the most cards. He writes: A few years back I moderated a webinar for a San Francisco B2B media company called Tippit, now Ziff-Davis B2B Focus. Connect with No More Cold Calling. I never give my card to that guy, because he’s all about himself.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

Steven Rosen

JUNE 25, 2013

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 309

Hiring Territories eBook Energy 309

SBI Growth

AUGUST 7, 2013

Before the year is over, he’s back in the field or on the street. This role confusion doesn’t stop at the manager level. Frequently, the top manager gets the nod for the VP of Sales. However, we frequently see Sales VPs still stuck in the sales manager mindset. This can have catastrophic consequences.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

No More Cold Calling

NOVEMBER 25, 2014

Here’s what you might have missed from No More Cold Calling this month. Winter is right around the bend, and while the colder temperatures might be a welcome change of pace for some, cold calls are still the bane of every salesperson’s existence. Referral selling is by far the most effective sales strategy out there.

Referrals 285

Referrals Cold Calling Webinar Metrics Networking 285

No More Cold Calling

JULY 29, 2014

Here’s why your social media strategy is falling flat—and how to bring it back to life. So when and where is the best time to make a sales pitch? Sales is still about people buying from people. Connect with No More Cold Calling. Your mother was right. There is a time and place for everything. Click here to listen.

Social Selling 272

Social Selling Social Media Webinar Metrics Media 272

SBI Growth

NOVEMBER 16, 2013

To understand how sales forces have prioritized this initiative, click here. You will receive the Sales Leaders Listening Tool. As a VP of Sales, lack of execution drives you crazy. You spend time with one of your ‘A’ player managers and say “if only everybody executed like that?” How— A rep has a sales call.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

No More Cold Calling

SEPTEMBER 23, 2014

DON’T Cold Call on Social Media. 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. But it is not the place for a sales pitch. Well, sales is not a party. Connect with No More Cold Calling.

Cold Calling 281

Cold Calling Social Media Referrals Face-to-face 281

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 Decision Maker 241

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. Marketing automation, CRM, social media, and other technological tools enable us to sell more efficiently and cost effectively.

Face-to-face 291

Face-to-face Transportation Cold Calling Social Media 291

SBI Growth

AUGUST 27, 2013

Major interactions are best prepared for with a call plan. Simple call plans help prepare and keep the interaction focused on the objectives wanted. There are many times we ‘forget’ to accomplish all objectives on a sales call. We then need to ‘go back’ and find out the proper information.

Closing 306

Closing Pipeline Call-back Buyer 306

The Pipeline

AUGUST 14, 2013

I see this in all aspects of sales, those who just make ten calls to ten sequential names on a list, and call it prospecting; versus those who initiate contact and engagement with ten 10 prequalified, researched, planned and targeted viable potential buyers, using all the tools available to them, from traditional to social and everything between.

Scale 293

Scale Forecasting Call-back Account 293

No More Cold Calling

OCTOBER 2, 2014

Take Your Team Back to Basics. As a sales leader , it’s your job to make sure your team remembers that sales is still a person-to-person business. Technology offers salespeople some terrific tools, but when it comes to closing deals , nothing replaces a personal conversation. Connect with No More Cold Calling.

Cold Calling 286

Cold Calling Small Business Small Business Enterprise 286

Gong.io

OCTOBER 19, 2021

They do all of this by equipping your sales organization with the insights, data, culture, tools, and knowledge it needs to sell better. . PS: Already itching to jump to the 5 Must-Have Elements Of A Winning Sales Enablement Strategy ? See you back here in a sec.). Sales Enablement Software : Welcome to Gong’s home turf!

Sales Enablement 164

Sales Enablement Tools Top of Funnel Hiring 164

SBI Growth

DECEMBER 28, 2013

After the reps give their stamp of approval, the sales managers are involved. Assemble a pilot group of managers to field test the new initiative as well. Assemble a pilot group of managers to field test the new initiative as well. You are now ready to rollout to the entire sales organization.

Compensation 296

Compensation Follow-up Call-back Engineering 296

No More Cold Calling

NOVEMBER 18, 2014

When the tide did come in—right on schedule—you clapped with delight as the waves gradually captured your sandcastles and took them back into the ocean. You were just eager to come back again tomorrow and build something even more amazing, using all the new tricks you’d learned. You didn’t think of that effort as wasted time.

Construction 264

Construction Small Business Small Business Cold Calling 264

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

SBI Growth

DECEMBER 13, 2013

You just hung up from your weekly forecast call. You call a sales manager strategy meeting. “We Pipeline reviews, strategy sessions, forecasting analysis and sales training are all mentioned. Traditional sales training does not. Traditional Sales VPs like events. “I Numbers don’t look good.

Training 302

Training Face-to-face Webinar Metrics Forecasting 302

Zoominfo

FEBRUARY 12, 2024

Sales teams are juggling more tasks than ever. In this environment, your sales operations tools and platforms can’t just be effective — they need to be transformative. What Are Sales Operations Tools? This is invaluable for sales teams to identify personalized sales opportunities quickly.

Sales Operations 130

Sales Operations Tools Scale Lead Rank 130

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). It means using every sales strategy, every tool and every channel to engage and connect with prospects.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Hubspot Sales

MAY 18, 2021

Conversational intelligence tools — programs that use artificial intelligence to automatically record, transcribe, and analyze hours of sales calls — are becoming a staple of a growing number of sales organizations' tech stacks. Most of these programs offer call recordings and accurate transcripts.

Conversion 118

Conversion Sales Management Scale Call-back 118

SBI Growth

AUGUST 10, 2013

Her sales manager knew her potential and sent her to a weeklong sales training. When she went back into the field nothing had changed. Buyers had decided on the benefits they wanted before a sales call. When a new rep leaves a training, he does not have the tool kit to succeed. Does this ring a bell?

Training 293

Training Top of Funnel Hiring Hotels 293

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. These tools not only help teams track performance, but improve engagement strategies and optimize sales workflows. But how can you choose the right tool for your team?

Outbound 130

Outbound Software Software Buyer Intent 130

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 125

Sales Management Hiring Buyer Persona Exercises 125

Hubspot Sales

JANUARY 11, 2021

B2B sales tools are meant to automate day-to-day processes, increase efficiency in all aspects of the sales process, and simplify various aspects of a sales rep's day to save valuable time — time that can be spent focusing on prospects and deals. B2B Sales Tools. Why use B2B sales tools?

Sales Tools 133

Sales Tools B2B Tools Hubspot 133

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.

Buyer 140

Buyer LinkedIn Sales Management Sales Qualified Lead 140

SBI

JANUARY 28, 2020

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. “ Sales Enablement supports the sales team to move buyers to a decision point. Sales technology.

Sales Enablement 131

Sales Enablement Sales Management Coaching Engineering 131

Understanding the Sales Force

FEBRUARY 15, 2024

Earlier this week, the forecast called for a big nor’easter to drop 8-13 inches of heavy, wet snow in our area. It harkened me back to the good old days before the incredible weather technology we have now. Before long, nobody will listen and worse, sales management won’t be inclined to provide feedback.

Forecasting 218

Forecasting Sales Forecasts Decision Maker Call-back 218

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