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!

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Hiring Face-to-face Gatekeeper Licensing 241

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.

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Sales Meeting Meeting Sales Management Skype 181

The Pipeline

OCTOBER 23, 2012

Even though I was a sales manager long before I had the opportunity to get involved in training, it was my work with trainers that help me appreciate not only the real challenges sales managers face, but their importance to a successful sales team executing their sales winning consistently.

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Sales Management Face-to-face Hiring Call-back 281

Paul Cherry's Top Sales Techniques

MAY 21, 2019

A salesperson asks me, “I’m so frustrated, how do you create a voicemail that forces my customer to call me back?” You can’t force customers to return your sales calls. Go back to what originally got you engaged with this customer. The answer is, you don’t. The best you can do is appeal to their motives.

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Call-back Motivation Customer Coaching 60

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. Start a free trial 3.

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Training Hiring Construction Case Study 98

Steven Rosen

APRIL 3, 2013

Welcome back to Sales Management TV. Training is a one size fits all activity. If you would like more Sales Management Tips then click on the link below to get my FREE eBook with 6 of my favorite Tips! Remember you hold the key to unlock the potential of your sales team. To find out more go to [link].

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Sales Management eBook Sports Coaching 272

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. Sales rep development is important. Some of these work.

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Training Face-to-face Webinar Metrics Forecasting 302

MTD Sales Training

JANUARY 18, 2018

This should be obvious in the way they conduct themselves, the reputation they have, their attention to detail and their willingness to go the extra distance required to improve their overall management skills. First, ask if they know what it means to be a manager. But the simple desire doesn’t mean they will make it as a manager.

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Sales Management Salary Promotion Cold Calling 192

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

Sales and Marketing Management

JULY 6, 2017

Sales calls, presentations, proposals, territory plans – every key sales rep activity and interaction is (ideally) captured in CRM so leaders can answer their most critical questions at a glance: Are my salespeople doing the right things? Management Matters. And their lackluster sales managers.

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Sales Management Quota Territories CRM 205

Sales and Marketing Management

OCTOBER 29, 2018

Author: JIM NINIVAGGI, CHIEF READINESS OFFICER, BRAINSHARK “What’s your onboarding program for new sales managers?”. While most companies would agree that sales onboarding is a strategic priority, the focus of their processes is often only?—? Why you need to onboard sales managers. That’s a pity. and myopically?—?on

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Sales Management Hiring Forecasting Retention 136

Steven Rosen

JUNE 11, 2012

Often, companies will invest in sales rep training , CRM systems and buy new toys in an effort to improve sales rep performance. While these initiatives may have some impact on the sales performance, overall, the long-term sustainable impact on performance is negligible. I say NOT! New CRM System.

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Sales Management Hiring Selling Skills Coaching 290

Steven Rosen

JUNE 12, 2017

Sales Management Challenges . Many sales managers are finding it increasingly more difficult to keep juggling all their priorities. Well, here is a great opportunity to hear it straight from two leading sales management experts. Mike Weinberg will be joining me for a no holds barred FIRESIDE Chat called.

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Webinar Metrics Sales Management Hiring Case Study 184

Braveheart Sales

JULY 12, 2023

Good Selling Starts With Great Sales Managers Why I Wrote The Happy Sales Manager , The Comprehensive Guide To Successful Sales Management I’ve been in sales for almost 40 years, 14 of which I’ve spent analyzing sales organizations and learning about their sales managers.

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Sales Management Workbooks Call-back Promotion 52

Steven Rosen

JUNE 3, 2020

When I say “you,” I am referring to frontline sales managers and sales executives. Sales managers are the key to driving sales performance. They are the 10X factor as highly effective sales managers will impact 8-12 sales reps. This comes back to cadence and accountability.

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Sales Leadership Closing Face-to-face Call-back 394

Understanding the Sales Force

APRIL 1, 2024

Back then I attended Rosh Hashanah and Yom Kippur services – the two holiest days of the year – but rarely showed up for Friday night or Saturday morning Sabbath services. They should be attending weekly training. They should be reading about sales. And it doesn’t have to be Baseline Selling training.

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Decision Maker Call-back Training Groups 156

Gong.io

NOVEMBER 23, 2022

It’s hard to become a sales manager without first being a good sales rep. After all, when the majority of your own quota is based on your team’s sales performance, you need to know how to sell. . But that doesn’t mean the best closer is guaranteed to make the best sales manager. Time management.

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Sales Management Forecasting Report Face-to-face 62

No More Cold Calling

APRIL 4, 2013

Is training your sales team a waste of time and money? Sales training is not an event; it’s a behavioral change. Many sales leaders schedule training sessions, pat themselves on the back for investing in their teams, and consider their mission accomplished. Is Your Training DOA? Quite possibly.

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Sales Management Referrals Cold Calling Small Business 265

Jeffrey Gitomer

DECEMBER 28, 2011

Online Training. It’s that time of year: “Call me back after the holidays.” Tweet Share Call me after the holidays is not an objection. Sales Management. Sales Videos. For all requests and questions, including reprint permission, please call 704/333-1112 or email us.

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Call-back Hiring Social Media Loyalty 198

criteria for success

MARCH 2, 2022

There are many aspects to sales development. And all great sales managers know that when it comes to sales development, opportunities for growth are endless. When we talk to sales managers about sales development, we tend to get some similar questions: Where is the best place to start? Where to Start.

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Sales Management Insurance Insurance Policies 104

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. The short answer?

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Conversion Sales Management Scale Call-back 114

SBI Growth

AUGUST 10, 2013

Training dollars are being misallocated. Her sales manager knew her potential and sent her to a weeklong sales training. When she went back into the field nothing had changed. The Need-Payoff that she had been trained on was thrown out the window. Your CRM supports the sales process.

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Training Top of Funnel Hiring Hotels 293

Steven Rosen

OCTOBER 2, 2020

Coaching and training have a fourfold impact on acquiring new skills than training alone. . . Sales leaders will tell you that they have spent more time coaching their salespeople over the last 6 months. . Coaching can take on many forms such as; coaching deals, coaching KPI’s and coaching sales calls. .

Coaching 282

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

criteria for success

SEPTEMBER 29, 2021

When training employees, it’s important to remember the big picture and end goals. Because it’s easy to get lost in “just-in-case” training scenarios that can end up wasting a lot of time. If you are able to cover a broad spectrum aspects that add up to your big picture, training your employees will be more effective.

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Guidelines Training Objections Follow-up 105

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.

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Sales Management Hiring Lead Rank ACT 118

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.

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Adaptive Business Services

JANUARY 11, 2023

They also had lost their sales manager to another health issue. I agreed to do so and we also discussed me providing sales training to whoever we might hire. This included putting him on Nimble CRM and teaching him how to leverage that platform to increase his sales. This would include implementing Nimble CRM.

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Hiring Case Study Study CRM 71

Paul Cherry's Top Sales Techniques

MAY 21, 2019

A salesperson asks me, “I’m so frustrated, how do you create a voicemail that forces my customer to call me back?” You can’t force customers to return your sales calls. Go back to what originally got you engaged with this customer. The answer is, you don’t. The best you can do is appeal to their motives.

Call-back 40

Call-back Motivation Customer Sales 40

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!

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Licensing 313

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion, you should understand the most difficult aspects of the transition.

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Sales Management Hiring Promotion Coaching 123

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.

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Sales Enablement Sales Management Coaching Engineering 131

Understanding the Sales Force

JANUARY 15, 2013

Understanding the Sales Force by Dave Kurlan Back in the early 90's, we had a Golden Retriever named Bloomie. First, please read this 2006 memorial which talked a little about her role in sales calls. I recall a particularly memorable moment when she was very young and we were still training her.

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Training Hiring Coaching Call-back 230

Sales Training Connection

SEPTEMBER 20, 2016

Sales coaching puzzle. A while ago we received a call from a company wanting to talk about coaching training for their front-line sales managers. They were real cheerleaders – they believed sales managers were the pivotal job for sales success and coaching was the sales managers’ key responsibility.

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Coaching Sales Management Training Sales Coaching 50

Steven Rosen

APRIL 6, 2024

In this 2:42 video, Steven Rosen and Colleen Stanley delve into the vital role of preparation in mastering difficult conversations with sales representatives. They stress the importance of sales managers dedicating time to pre-call planning, ensuring productive discussions.

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Conversion Influencer Coaching Call-back 156

Hubspot Sales

JULY 20, 2023

In fact, 74% of sales professionals agree that AI can help them be more efficient in their role — and sales training is one area that can see a huge lift with this technology. Read on to learn how artificial intelligence can power your sales training, along with some best practices for getting started.

Training 61

Training Hiring Lead Rank Lead Scoring 61

Highspot

JANUARY 4, 2024

Achieving revenue targets can be tricky, and it’s tempting to overlook training. Yet, neglecting it might be what’s holding your team back. A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel.

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Webinar Metrics Training Strategy Ideal Customer Profile 52

Bigtincan

OCTOBER 11, 2021

Traditional product training for enterprise sales organizations and retail employees often includes hour-long training videos, reviewing lengthy recorded calls, reading through documentation, and a bunch of other time-intensive training processes that require your sales reps to absorb and, hopefully, retain product information.

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Fashion Training Software Software 105