Sales and Marketing Management

JANUARY 31, 2021

For managers, the ultimate goal for sales coaching is to create an environment where their sales team feels more motivated to learn, grow, and take on greater responsibility. The role of a sales manager is a difficult one and takes a unique type of person. Close More Deals. Improve Employee Retention.

Sales Coaching 317

Sales Coaching Coaching Top of Funnel Hiring 317

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? Assesses prospecting potential and closing style.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Hubspot Sales

OCTOBER 15, 2024

"For example, if a prospect is struggling with operational inefficiencies, rather than presenting generic efficiency stats, share a case study or a data point that directly relates to their industry and demonstrates how your solution has made a measurable impact on similar companies. Nitin Khanna , President of N3 Business Advisors Inc.

Prospecting 105

Prospecting Case Study Industry Study 105

No More Cold Calling

OCTOBER 10, 2013

Referrals are the other side of the coin—the key to closing more deals with fewer leads. and France, has enjoyed a longer, more successful sales career than most, and he fully understands the power of referral relationships. Referral business closes and converts more than 70 percent of the time. That’s cold … ice cold.

Cold Calling 298

Cold Calling Referrals Banking Maximizer 298

Understanding the Sales Force

JUNE 4, 2014

Most of the focus on persistence is related to contacting new prospects. What about the prospects who are far along in the sales process when they suddenly go missing? An alignment of prospects willing to take a stand against salespeople that are getting too close? Is there suddenly an epidemic of rudeness? So hold on to it man!

Territories 268

Territories Exercises Video ACT 268

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. Do you itch under your skin to get the deal closed? Action – If you're sitting reactively doing email, if you're sitting period – you’re failing in sales. You will never close and it will be a brutal uphill battle. is more cowbell!

B2B 319

B2B Banking Conference Decision Maker 319

SalesFuel

APRIL 11, 2024

Zoom became a lifeline for millions working from home and a savior of reps competing for a remote sales closing. And for sales professionals, a new, robust communication channel has been launched. However, a critical dialogue, such as a sales closing, is best handled with a personal interchange.

Closing 115

Closing Face-to-face Tourism Hiring 115

The Pipeline

SEPTEMBER 25, 2014

Everyone, including me, writes a piece this time of year about closing the year strong. For the most part these are aimed at front line sales people, and the better ones offer choices that make sense year-round even if initially implemented in Q4. Sales Skills Tibor Shanto' By Tibor Shanto - tibor.shanto@sellbetter.ca .

Quota 274

Quota Objections Coaching Sales Leadership 274

Steven Rosen

MAY 9, 2018

*Source: Objective Management Group , Dave Kurlan. Based on these statistics the answer is: Sales managers are not sales coaching! Alarm bells should be going off in every sales organization. In my article I want to share my thoughts on the following: Why are sales managers not coaching ?

Coaching 251

Coaching Sales Coaching Objections Sales Management 251

SBI Growth

OCTOBER 4, 2013

My last blog discussed how to Make it Rain in Q4 and close the year strong. This blog addresses how sales reps can ensure their quota is realistic and attainable. Bottom-Up Quota Setting: Validating quota from a Sales Rep & Sales Management perspective. Today I have shifted the focus to next year.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Sales and Marketing Management

NOVEMBER 15, 2018

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. As a sales manager, see whether this sounds familiar: You sit down with an underperforming salesperson and open with a statement like, “You’re not hitting your numbers.”

Coaching 257

Coaching Construction Pivotal Positioning 257

SBI Growth

MARCH 4, 2013

The immediate manager. Connection to the organization or to senior management. These also relate to Sales Rep turnover. Are Sales Managers held accountable for the use of the onboarding program? Sales Reps depend on a continual flow of quality leads to work as opportunities. Poor fit to the job.

Outsourcing Services 326

Outsourcing Services Hiring Lead Nurturing Demand Generation Targets 326

Janek Performance Group

DECEMBER 24, 2024

In addition to making the training more relevant to sales reps, it is also a way to work toward your predetermined goals. This can include examples in the training curricula that relate to an organizations specific business or industry and incorporate their unique language. Of course, a buyers most common objection is price.

Training 118

Training Hiring How To Retention 118

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. This tool allows sales managers to analyze the email productivity of their reps. Plan 2 Win.

Tools 131

Tools Closing Territories Hubspot 131

Hubspot Sales

APRIL 12, 2021

As a sales manager, ensuring that your team's communication with prospects is tight and effective is in your best interest. That process — making sure your team's communications aren't erratic — is most commonly referred to as implementing consistent sales messaging. Managers have to be closely involved.

Sales Management 134

Sales Management Hubspot How To Scale 134

Pipeliner

FEBRUARY 16, 2025

It offers detailed, actionable advice for sales leaders looking to navigate the evolving landscape of AI in sales. Introduction to Matt McDarby Matt McDarby, the president of United Sales Resources, brings over 15 years of experience in developing sales managers and leaders.

Sales Leadership 103

Sales Leadership Lead Rank Lead Scoring Video 103

Zoominfo

DECEMBER 13, 2018

Sales Gravy is an internationally recognized sales training and acceleration firm catering to the career development needs of salespeople and sales leaders. On Jeb’s YouTube channel you’ll find video content related to everything from sales leadership to women in sales. 2. Sales Hacker.

Channels 187

Channels Face-to-face Video Hubspot 187

Vengreso

MARCH 2, 2021

Hyper-personalization in sales prospecting. One of the prospecting challenges I mentioned above is that potential customers are closed off to sales reps because most sales messaging sounds and reads the same. Sales pitches are usually recycled templates that are sent automatically without regard for the receiver.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

SalesFuel

AUGUST 21, 2024

In the past twenty years, fiscal problems related to loans and banking have included the savings and loan crises, real estate devaluations, and stock market corrections. Regional banks had $332 billion in revenue in 2022 and generally manage $50 to $500 billion in assets.

Banking 102

Banking Campaigns Media Closing 102

Steven Rosen

APRIL 19, 2023

That Is The Question Here is what the data shows: Only 14% are spending enough time coaching* Only 7% are effectively sales coaching* Less than 1% are doing the right kind of coaching and debriefing* Only 68% of sales managers say they spend up to 60 minutes individually coaching their sales reps each week.^.

Sales Coaching 177

Sales Coaching Coaching Objections Sales Management 177

Zoominfo

SEPTEMBER 25, 2018

Whether you’re just getting started in your sales career or you’re a seasoned veteran, this podcast is designed to help take you to the next level. Each week, host John Barrows—leading B2B sales trainer and founder of JBarrows Consulting, gives listeners actionable tops to close more business. Listen here. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Zoominfo

FEBRUARY 17, 2021

Sales reps look to increase conversion rates by upping their cold call game. Along with actionable intelligence, guidelines for cold calls allow both sales managers and SDRs to tailor their sales processes. As the conversation progresses, share relatable (not deceptive) details of your product or service. “Do

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Highspot

OCTOBER 16, 2024

Are sales reps following processes? How to Measure Sales Performance Metrics like sales revenue, conversion rates, close rate, and customer retention are used to measure sales performance. Top 3 Sales Playbooks to Improve Sales Performance Learn More What Does Good Sales Performance Look Like?

Closing 92

Closing Strategy Lead Rank Quota 92

Sales and Marketing Management

JUNE 30, 2019

In fact, more than six in 10 organizations (62%) say their sales onboarding programs are ineffective, according to the Sales Management Association (SMA). Far from a check-the-box approach, driving better sales readiness takes commitment, coordination and foresight. Yet too many companies are blowing it.

Hiring 221

Hiring Retention Case Study Maximizer 221

Sales and Marketing Management

MARCH 18, 2019

B2B sales are typically more complex than B2C. Quick Tip: Consider scripting for your meetings – a strong opening, key points you’d like to make, answer to likely objectives, and how you’d like to close the meeting. Equipping them with a process like the Three P’s will give them a foundation to learn and improve their sales.

Negotiation 214

Negotiation B2B Proposal Ideal Customer Profile 214

Sales and Marketing Management

JULY 19, 2018

If you’re in sales then you have likely seen “Glengarry Glen Ross.” Alec Baldwin’s iconic turn as a fire-breathing sales manager delivers the most anti-motivating motivational sales speech in movie history. In other words, tasks tailor-made for an AI sales assistant. And the way they operate in real life.

Sales Qualified Lead 185

Sales Qualified Lead Lead Rank Lead Scoring Leads 185

Zoominfo

FEBRUARY 26, 2018

We offer data solutions to sales teams, marketers, and recruiters—all to help our customers drive profitable business growth. Our B2B blog covers topics related to B2B sales, B2B marketing, and recruiting. Recommended Reading: Have a Daily Meetup with Your Sales Team. Jill Konrath. The Filling the Funnel Blog.

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

Vengreso

NOVEMBER 12, 2024

His personal evolution from a hesitant salesperson to someone who now thrives in the sales environment provides a unique foundation for coaching others to overcome objections. sits down with Jon Freeman, the Vice President of Global Sales at Innerspace.io , to dive into the intricacies of coaching sales teams to overcome objections.

Objections 72

Objections Opportunity Ideal Customer Profile Face-to-face 72

Cincom Smart Selling

MARCH 9, 2025

If you are a sales manager, one of your frustrations is not being able to be there for every conversation between rep and buyer. Sales proposals are invaluable for sales reps, consultants, agencies, and anyone looking to promote their products or services to a target market. What is a Sales Proposal?

Proposal 48

Proposal Lead Rank Lead Scoring Customer 48

Sales and Marketing Management

JUNE 15, 2018

I could relate, as I just had two elderly parents move into assisted living at a cost of $8,700 a month. Step Sales Process by modeling two top sales professionals who had been selling for years. I did a load of research to quantify the value of this (small) investment and was inspired by some significant data related to users.

Hiring 191

Hiring Lead Rank Face-to-face Banking 191

Hubspot Sales

DECEMBER 15, 2020

"Crayon defines sales enablement as providing our account executives with the resources and content they need to win more deals. Closing deals is more important than ever, especially in today’s competitive market where there are fewer deals to close," he says. And how many proposals do we send out that turn into closed business?"

Sales Enablement 139

Sales Enablement Revenue Top of Funnel Hiring 139

Understanding the Sales Force

FEBRUARY 28, 2024

Was the sales manager afraid the question the salesperson? Was the sales manager afraid to remove it because the gap to target would increase? We know that the business is 341% more likely to close if the salespeople are talking with decision makers, so this is an important distinction!

Pipeline 177

Pipeline Opportunity Decision Maker Top of Funnel 177

Nutshell

NOVEMBER 20, 2024

Your role as a sales manager or director comes with multiple responsibilities, from developing and overseeing sales strategies to coaching and managing sales reps. Generating insightful sales reports is a critical component of your role and can involve some heavy lifting.

Report 62

Report Examples How To Sales Forecasts 62

Awarathon

MARCH 6, 2025

This is where AI sales coaching in automotive plays a crucial role. By leveraging AI-driven insights, AI sales coaching in automotive tailors training to each salesperson, helping them refine their skills, build confidence, and close deals more effectively. Click here to schedule a demo today!

Automotive 52

Automotive Training Negotiation Ideal Customer Profile 52

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching.

Coaching 64

Coaching Sales Coaching Face-to-face ACT 64

Zoominfo

FEBRUARY 14, 2018

18 Sales Planning Tools to Boost Sales Productivity and Close More Deals. Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%.

B2B 176

B2B Face-to-face Sales Education 176

Zoominfo

AUGUST 12, 2020

How Do You Improve Retention Rates for B2B Sales Teams? With more expertise and confidence, sales professionals are able to chase larger and larger contracts. They’re pretty much brainwashed by “WIN WIN, CLOSE NOW” culture, so any iota of loss in their job can quickly put them out. Homegrown talent is the best talent.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200