Steven Rosen

FEBRUARY 27, 2021

Chris committed to coaching to improve the skills of his sales team. is a district sales manager who just took my Focused Sales Coaching online program. He has done well implementing the program and is so close to being a great sales manager. You are making an impact with these sales managers!

Coaching 284

Coaching Sales Management Follow-up Closing 284

Understanding the Sales Force

NOVEMBER 9, 2022

Online orders were never ready at or even close to the time they provided for pickup. I'm guessing (I did not interview her) the new manager prioritized KPI's and accountability, hiring people who had attention to detail, who were committed to customer satisfaction, and who took personal responsibility.

Sales Management 295

Sales Management Hiring Course Account 295

Understanding the Sales Force

NOVEMBER 16, 2020

When your computer isn't functioning the way you expect you may notice how sluggish and unresponsive it is - a symptom of the real problem - so you need to look more closely. Speaking of deeper dives, today's article takes a deeper dive into one of the problems identified in the prior article; crappy sales coaching skills.

Coaching 325

Coaching Sales Management Data Sales Coaching 325

Anthony Cole Training

DECEMBER 23, 2019

In this blog, we discuss the best habits of highly successful salespeople and sales managers. Being an extraordinary sales manager is grueling and time-consuming.

Sales Management 293

Sales Management Consumer Hiring Sales 293

Anthony Cole Training

DECEMBER 19, 2024

As 2024 comes to a close, were sharing our most read and favorite sales training and management content that helped sales teams thrive this year. Whether youre focused on leadership, skill development, or strategic planning, you can use these resources to help drive sales success in 2025.

Training 351

Training Video Resources Sales 351

Understanding the Sales Force

MARCH 16, 2025

.” If we can’t remember anything from eight engaging, memorable, action-packed seasons of a suspenseful show like “24”, how can we expect salespeople to remember, never mind apply and execute, what they learned from comparatively mundane sales training, especially if it didn’t take place this year?

Training 227

Training Revenue Face-to-face Decision Maker 227

Zoominfo

SEPTEMBER 10, 2020

Learn 12 Ways to Handle Sales Pressure and make sure you #hityournumber this quarter! How Sales Dialers Help Close Deals Faster. Sales dialers save you time and take out the chance for manual error. If you’re still not convinced, here are a few ways sales dialers allow your sales team to close more deals, fast.

Closing 264

Closing Call-back How To Outbound 264

Sales 2.0

AUGUST 29, 2022

It can be a “triple whammy” for the company as they lose the revenue of a top performer, need to fill a critical “seat” in the sales organization and have a group of salespeople that are not performing to their full potential. Per David Brock, a sales manager’s job is to be a coach.

Sales Management 195

Sales Management Face-to-face Proposal Promotion 195

Sales 2.0

AUGUST 29, 2022

It can be a “triple whammy” for the company as they lose the revenue of a top performer, need to fill a critical “seat” in the sales organization and have a group of salespeople that are not performing to their full potential. Per David Brock, a sales manager’s job is to be a coach.

Sales Management 39

Sales Management Face-to-face Proposal Promotion 39

Zoominfo

JANUARY 24, 2025

These tools offer visibility into every stage of the sales pipeline, helping teams track performance, identify opportunities, and refine their approach. By visualizing data through intuitive dashboards and providing predictive insights, sales analytics software transforms how businesses approach sales management.

Analytics 246

Analytics Software Software Data 246

Zoominfo

AUGUST 11, 2021

No business can survive for long without a healthy sales pipeline. It’s what keeps your sales team organized and focused on managing opportunities to close deals. Unfortunately, many B2B organizations suffer from ineffective sales pipeline management. Closing the Deal. High-value deals get stuck.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

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. I was curious to hear what he thinks. They took on and beat Google.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Alice Heiman

NOVEMBER 26, 2024

Watch below or on our YouTube channel Chapters [01:54] Dave Brock’s Entry Introducing guest Dave Brock, a seasoned sales expert and author, discussing the dynamics of executive involvement in sales. [02:07] 06:57] Opening Doors in Sales Anecdotes on how executive titles can accelerate business development and client engagement.

Closing 62

Closing Influencer Negotiation LinkedIn 62

Steven Rosen

NOVEMBER 7, 2023

Research suggests that the best sales coaches can drive 19% more sales than those who are less effective coaches. Yet, despite these promising numbers, many sales managers remain disengaged from the coaching process. A sales manager might be adept at closing deals but lacks the techniques to effectively coach a team.

Coaching 156

Coaching Sales Management Sales Coaching Motivation 156

Sales 2.0

OCTOBER 25, 2021

Closing : Closing cycles that fail 80% of the time are the norm (where 1 in 5 deals in the pipeline closes.) One of the main reasons for this low close rate is that sales people miss decisionmakers in the prospect company. Sales time sucks. Sales management. Where does this time go?

Territories 396

Territories Compensation Scale Decision Maker 396

Nutshell

FEBRUARY 28, 2025

However, creating sales quotes can often be a slow, manual process when youre juggling external tools or spreadsheets. Thats why were excited to introduce Nutshell Quotesan integrated CRM quoting tool that eliminates those manual steps and helps your team close deals faster. What can I do with Nutshell Quotes?

Closing 77

Closing CRM Margin Sales Cycle 77

eGrabber

FEBRUARY 26, 2025

In todays fast-paced world, boosting sales performance and closing deals quickly are more important than ever. Sales leaders, sales managers, and sales professionals must work smart and act fast. In 2025, the key is to use smart tools like sales automation and track real sales data.

Closing 52

Closing Top of Funnel Ideal Customer Profile Incentives 52

Cincom Smart Selling

APRIL 21, 2025

This shift has redefined the role of sales leadership. Its no longer just about hitting quotas; its about designing and executing sales management in a way that is data-driven, technologically integrated, and strategically aligned with the broader business objectives. What is Sales Management?

Sales Management 48

Sales Management Top of Funnel Strategy Scale 48

Anthony Cole Training

JULY 25, 2024

As sales manager, business line leader, or CEO, is your team finding, qualifying and closing as much business as you think they should? Most say "No" when we ask that question, which means that something in your client outreach and sales process has to change. And that change, we believe, starts at the very beginning.

Harvest 327

Harvest Sales Qualified Lead Prospecting Leads 327

Highspot

APRIL 1, 2025

That’s what traditional sales role-playing feels like: forced, vague, and anxiety-inducing. Sales managers know role-play is essential to improve sales performance , yet the old methods make it difficult to coach effectively and drive improvement. Mistakes are actual learning opportunities, not career setbacks.

Training 52

Training Sales Management Hiring Lead Rank 52

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. Turnover is notoriously high in sales roles.

Sales Coaching 317

Sales Coaching Top of Funnel Coaching Hiring 317

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

Sales Management 57

Sales Management Forecasting Face-to-face How To 57

Understanding the Sales Force

MAY 3, 2019

I coach a lot of sales managers and sales leaders and when I ask them what they want help with today, it's rarely a big opportunity, it's seldom coaching best practices, it's hardly ever targeted metrics for their team, and it's almost unheard of for them to request that I help them improve as sales managers, Oh no.

Coaching 312

Coaching Objections Follow-up Motivation 312

Mindtickle

DECEMBER 20, 2024

With the right sales call script, your sellers can be prepared to ace any sales interaction. In fact, sales call scripts can empower all sellers from newbies to veterans to engage more buyers and close more deals. Of course, sales call scripts arent one-size-fits-all.

Closing 52

Closing Cold Calling Call-back Follow-up 52

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

SalesFuel

JUNE 27, 2024

I’ve recently learned of a B2B closing technique that combines several familiar tactics. In this article he features Matt Dixon, author of The Challenger Sale and The J.O.L.T. Both works focus on methods that will help you overcome customer indecision and lead to closing more sales. Let me lay it out for you.

Closing 102

Closing B2B Strategy Sales Qualified Lead 102

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 116

Closing Face-to-face Tourism Hiring 116

Cincom Smart Selling

MARCH 20, 2025

Introduction Meet John, a sales manager at a manufacturing company that produces customized industrial generators. Delays, misaligned priorities, and redundant efforts create bottlenecks , making it difficult to close deals efficiently. More deals closed in less time. Download the Report Now! The result? The good news?

B2B 48

B2B Closing Scale Discount 48

Awarathon

APRIL 10, 2025

But with changing borrower expectations, regulatory scrutiny, and fierce competition, even experienced sales reps struggle to consistently close deals. Thats where AI in sales for NBFC teams is making a difference. Lack of Real-Time Feedback Sales managers often discover skill gaps only after a deal is lost or a call goes wrong.

Closing 52

Closing Ideal Customer Profile Hiring Banking 52

Cincom Smart Selling

FEBRUARY 21, 2025

Additionally, a sales team that isnt proficient with CPQ may fail to present the full value of their offerings, reducing their chances of closing deals. Proper CPQ training empowers sales teams to generate professional, precise, and competitive quotes, enhancing customer satisfaction and improving win rates.

Training 48

Training Closing Discount Lead Rank 48

The Pipeline

SEPTEMBER 9, 2019

These famous words from Shakespeare’s Merchant of Venice equally apply to our sales pipeline. As sales managers, we know from experience that when we review the opportunities our sales reps have promised to close this month, next month and the next 90 day, that they won’t all close. Mel has a B.Sc.

Lead Rank 49

Lead Rank Lead Scoring Sales Qualified Lead Face-to-face 49

Mindtickle

JANUARY 14, 2025

Instead, sales negotiations often happen until the buyer and seller reach a mutually beneficial agreement. B2B sellers must master the right sales skills to expertly navigate these negotiations and start closing more deals. Some people find sales negotiations uncomfortable.

Negotiation 105

Negotiation Closing Training Face-to-face 105

Zoominfo

FEBRUARY 18, 2025

Chorus , ZoomInfos AI-powered conversation intelligence tool, helps sales teams extract valuable insights from call recordings and transcriptions. By analyzing conversation patterns, talk-to-listen ratios, and objection handling, sales managers can identify coaching opportunities and refine messaging strategies.

Outbound 130

Outbound Software Software Buyer Intent 130

Mindtickle

JANUARY 16, 2025

The start of the new year is the perfect time to reflect on the year thats passed and set sales goals for the year ahead. As a CRO, you might have goals like: Improving sales performance Closing more deals Growing revenue Boosting customer retention But jotting down these sales goals doesnt mean youll achieve them.

Closing 98

Closing Sales Enablement Face-to-face B2B 98

Hubspot Sales

OCTOBER 15, 2024

When you know your stuff, prospects trust you more, and that trust makes closing the deal a whole lot easier.” Daniel Osman , VP Sales and Operations at Deferred , says, "If sales reps want to increase their credibility, understanding their prospects‘ challenges is crucial. Define problems, and ask insightful questions.

Prospecting 105

Prospecting Case Study Industry Study 105