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.

Webinar Metrics 184

Webinar Metrics Sales Management Hiring Case Study 184

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

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. Reps that fail are re-trained.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Vengreso

MARCH 26, 2025

Whether you’re new to the field or looking to close more sales, online sales training offers a flexible and effective path to success. Through virtual instructor-led training, professionals can now master the intricate selling process without the hefty price tag of traditional programs.

Training 67

Training Strategy Ideal Customer Profile Lead Rank 67

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 Decision Maker 313

Mr. Inside Sales

AUGUST 29, 2022

The most effective thing you can do as a sales manager or business owner is to upgrade the skills of your existing inside sales team. Sadly, not increasing their competency will lead to sales as they are now…). Sadly, not increasing their competency will lead to sales as they are now…). See it here.

Training 31

Training Licensing Face-to-face Inside Sales 31

Allego

DECEMBER 10, 2024

Sales training can deliver a staggering 353% return on investment, according to a study by Southern New Hampshire University. How does this ROI translate into measurable improvements like higher sales, shorter deal cycles, or larger contracts? Proving the impact of sales training is no small feat. Be specific.

ROI 62

ROI Training Lead Rank Lead Scoring 62

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

Allego

FEBRUARY 11, 2025

To succeed in today’s B2B landscape, sales teams need personalize coaching, real-time feedback, AI-driven insights, and adaptive learning strategies. The stakes are high, and traditional sales training methods simply arent enough. What Is B2B Sales Training? Get your copy now.

B2B 62

B2B Training B2C Scale 62

Mr. Inside Sales

MAY 21, 2022

Check out our best inside sales training available on the Internet: On-Demand Training! Here’s an example of a training tip that you’ll learn, and that I used, to handle a frustrating objection I used to get all the time: “The price is outside of our budget.”. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Closing 156

Closing Training Gatekeeper Face-to-face 156

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 122

Outbound Call-back Sales Qualified Lead Pipeline 122

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

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

SBI Growth

AUGUST 27, 2013

There are certain trainings that can produce these results. Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute. As a VP, you have various training options with your reps to generate sales. Training typically involves selling skills or negotiation methods.

Closing 306

Closing Pipeline Call-back Buyer 306

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

No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My entire career had been sales and sales management, and my best business had always come from referrals.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

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

Allego

FEBRUARY 27, 2025

Your top rep just completed a high-impact sales training session. This rapid decline in knowledge retention leads to inconsistent sales execution, wasted training investments, and a constant struggle to keep teams aligned on best practices. Highly effective sales teams are 4.8 Sound familiar? Theyre also 2.2

Training 62

Training Hiring Retention Exercises 62

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 2, 2014

During the training simulations, our heroes instruct the new guys how to land a space shuttle manually, which the young astronauts think is ridiculous, insisting that with such a great, modern machine, all they need to know is how to make an instrument landing. Take Your Team Back to Basics. Connect with No More Cold Calling.

Cold Calling 286

Cold Calling Small Business Small Business Enterprise 286

Highspot

JANUARY 23, 2025

In fact, 64% of managers don’t think their employees can keep pace with future skill needs, and 70% of employees say they haven’t even mastered the skills they need for their jobs today. What is Soft Skills Training? Soft skills training helps sales teams learn to work well with colleagues and customers.

Training 52

Training Negotiation Exercises Proposal 52

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

MTD Sales Training

APRIL 23, 2019

We all know that sales are based mostly on emotion and the decision is backed up with logic. They could be called “THE LOGICAL BENEFITS” of doing business with you. Your Sales Manager and Sales Director will most likely ram USP’s down your throat so you can discuss them with your prospects. Sean McPheat.

Call-back 243

Call-back Up-Sell Proposal Benefit 243

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

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.

Sales Management 131

Sales Management Hiring Promotion Coaching 131

Hubspot Sales

MAY 29, 2019

So you’ve just been promoted to sales manager -- congratulations! In your first three months as a manager, you’ll have to learn an entirely new set of processes -- some related to sales, some not. Assess your strengths as a manager. Understand how your team wants to be managed. Potential value: $100.

Sales Management 141

Sales Management Hiring Forecasting Pipeline 141

Sales and Marketing Management

DECEMBER 20, 2017

According to SiriusDecisions, more than one in three (36%) high-performing reps cite a lack of role-based training as an impetus for leaving their company. Accordingly, sales teams will better commit to providing continuous training and coaching, and clear, learning-driven career paths. Back-to-basics approach.

Sales Enablement 228

Sales Enablement Face-to-face Hiring Scale 228

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

No More Cold Calling

AUGUST 20, 2015

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. Unless you address the broken links in your prospecting system , your sales reps will continue to struggle. It’s like back pain. Think again.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

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

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

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?

Conversion 119

Conversion Sales Management Scale Call-back 119

Mr. Inside Sales

APRIL 16, 2021

In sales, this means leading by example. When I became a sales manager, I was already the top producer in the office (and this is how many managers are promoted), and it was easy and natural for me to jump on the phone and take over a call. ON DEMAND SALES TRAINING THAT GETS RESULTS! I enjoyed it!

How To 195

How To Face-to-face Gatekeeper Decision Maker 195

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

MARCH 8, 2019

Sales skills like how to have a good discovery call, pricing and negotiation is like physical exercise – you need to learn the techniques from subject matter experts (SMEs) and then practice repeatedly to gain muscle memory. Incorporate different perspectives into training teams. into similar “birds of a feather” groups.

InsideView 223

InsideView Scale Exercises Call-back 223

Steven Rosen

JUNE 20, 2021

Most companies don’t have sales leadership programs for their most senior sales managers. As a sales leader, I would enroll in a 2-3 day leadership course offered by a well-known training organization. That is the inherent problem with leadership courses offered by big-name training organizations.

Sales Leadership 234

Sales Leadership Face-to-face Networking Travel 234

Hubspot Sales

DECEMBER 11, 2023

In the past, onboarding involved sitting in a room and listening to your manager explain the role. Virtual training has often become the default. So, what type of training makes sense? Let’s review what virtual training is, the best practices, and how to run a virtual training program. Be prepared.

Training 116

Training Hubspot Call-back Hiring 116