Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

Hubspot Sales

JULY 22, 2018

Selling Skills. In order to answer these questions and find out what separates sales winners from second-place finishers, RAIN Group, a sales training company , studied over 700 B2B purchases from the buyer’s perspective to find out what really happened in their buying experiences. Collaborate with prospects.

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Selling Skills Lead Rank Inbound Case Study 145

The Sales Hunter

APRIL 4, 2013

Your company’s culture is far more important than you realize and don’t think for a moment it’s somebody else’s job. Culture is far more important to an organization than most managers believe. Watch a company when they bring in a new CEO from outside the company. ” Sales Motivation Blog.

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Sales Management Motivation Selling Skills Sales Leadership 195

Steven Rosen

JULY 22, 2024

Consistently Exceed Sales Quotas You are the head of sales of a medium company experiencing high growth. However, you find it challenging to consistently exceed sales quotas. The frontline sales managers are the linchpin of your sales organization.

Quota 156

Quota Company Face-to-face Sales Leadership 156

The Sales Hunter

JUNE 24, 2014

Why are you allowing the low-performing salesperson to continue to suck sales and profits from you and your company? A far too common response I hear to that question is something that borders on being a coward. The 4 excuses I hear most often […].

Webinar Metrics 241

Webinar Metrics Selling Skills Motivation Training 241

The Sales Hunter

MAY 17, 2014

Too many salespeople and sales managers spend too much time in the office! They will miss opportunities that are vital to the company. Yes, we need more empty chairs. Salespeople need to be out interacting with prospects and customers. I talk […].

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Video Consultative Selling Selling Skills Motivation 210

The Sales Hunter

JUNE 11, 2012

Today we have a guest post by Jeff Purtell, the Chief Operating Officer at Acquirent , a leading provider of outsourced sales solutions for middle market to Fortune 500 companies. He offers good insights for anyone managing a sales team.

Outsourcing Services 209

Outsourcing Services Sales Management Sales Outsourcing Commission 209

No More Cold Calling

AUGUST 7, 2014

Here’s his take: “Our clients are constantly asking us where sales managers should spend their time. No matter what one’s position in life may be—CEO, vice president of sales, regional sales manager, president of a country, or general of an army—we all have the same amount of time: 24 hours a day, 168 hours a week, 52 weeks a year.

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Hiring Small Business Small Business Enterprise 274

Sales Readiness Group

JULY 19, 2021

Microsoft CEO Satya Nadella often speaks of how his career – and his company – have been shaped by empathy. He views it as a quality to be consciously cultivated, practiced, and applied – “not just as something nice to have, but as the core to the innovation agenda in the company.”

Selling Skills 118

Selling Skills Microsoft Positioning Company 118

The Sales Hunter

AUGUST 2, 2013

A sharp sales manager who is a strategic thinker and has clout in the company. No micro-managing. They don’t have time for petty stuff and especially for a sales manager or anyone else who wants to pick apart everything and insist on over complicating everything. A solid company.

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Hiring Motivation Compensation Selling Skills 238

The Sales Hunter

JULY 25, 2013

The presentation wasn’t much more than a capabilities presentation about how wonderful her company is and how the products they make are so good. It’s not revolutionary at all to talk about how great your company is. A stupid salesperson working for a stupid sales manager. ” Sales Motivation Blog.

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Cold Calling Selling Skills Customer Service Consultative Selling 217

Vengreso

JANUARY 17, 2025

Entering this 2025, to embrace a virtual sales program, like our own FlyMSG Sales Pro Plan , could be pivotal for achieving unprecedented business success. In an age where agility is crucial, companies can no longer afford the time and expense of conventional training sessions that require physical attendance.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

Steven Rosen

AUGUST 23, 2016

announces the release of its 2016 STAR Sales Manager Report which captures the opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. Companies continue to struggle to meet their sales objectives.

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Report Sales Management Hiring Selling Skills 120

SBI Growth

JUNE 21, 2013

Those who build great companies understand that the ultimate throttle on growth for any great company is not markets, or technology, or competition, or products. It’s June and you’re not sure your sales leader is going to last through the year. If you’re a CEO without selling experience, what you need may not be clear.

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Hiring Commission Compensation Account 320

Jeffrey Gitomer

JULY 29, 2011

For the love of sales, not the love of money. Tweet Share Do you love sales? Do you love your company? Get Sales Blog Updates. Sales Management. Sales Videos. Gitomer | July 29, 2011 | Leave a Comment. Do you love what you do? Do you love your product? Do you love your customers? Categories.

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Hiring Social Media Loyalty Cancellation 317

The Sales Hunter

JUNE 28, 2013

The nature of sales is one where the salesperson interacts with the customer, and typically there is little immediate direct oversight by anyone else in the salesperson’s company. For the most part, in most companies, salespeople are on their own with the customer more than 90% of the time. ” Sales Motivation Blog.

Sales Leadership 209

Sales Leadership Motivation Selling Skills Up-Sell 209

The Sales Hunter

APRIL 11, 2013

It’s not surprising that many CEOs, CMOs and other senior members of a company are not comfortable making sales calls. Below is a list of 9 things to help ensure your next sales call with a senior manager in attendance is as effective as possible: 1. Copyright 2013, Mark Hunter “The Sales Hunter.”

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! This post explores what HR leaders can do to develop top internal sales leaders. Better to be ready for the day when it occurs.

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Sales Leadership Buyer Persona Exercises Course 310

The Sales Hunter

FEBRUARY 21, 2014

I base this on the number of phone calls and emails I’ve received the last few months from sales managers and other senior people looking for sales talent. First, I encourage people who are looking for a career to look at sales. Second, I advise companies to be wiling to invest in new salespeople.

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Hiring Selling Skills Sales Talent Training 215

The Sales Hunter

MARCH 7, 2014

You think your sales manager is stupid. You think your company is stupid. Unfortunately, “Sales Prevention Syndrome” exists in the minds of too many salespeople. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. You think all customers are stupid.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

Score More Sales

FEBRUARY 20, 2013

And often I observed that a salesperson could execute hard selling skills very effectively during role plays and practice sessions. Then, when he or she encountered a tough prospect, all their good selling skills went out the window. Emotions started running the call—not effective influence and communication skills.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

Understanding the Sales Force

APRIL 19, 2012

Understanding the Sales Force by Dave Kurlan Many of the Sales Force Evaluations provided by Objective Management Group (OMG) reveal that the company's problems run so deep that they will require a complete sales force make over. In one such company, most of their opportunities were found via inbound calls.

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Hiring Consultative Selling Incentives Incentive 185

Understanding the Sales Force

MARCH 14, 2014

In between training sessions, salespeople must be coached on consultative selling by their sales manager. In the case of this sales force, sales managers were spending only 12% of their time on coaching and it didn''t include coaching to reinforce, develop or improve consultative selling skills.

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Consultative Selling Training Conference Coaching 256

The Sales Hunter

JULY 12, 2013

Know that whatever you talk about and what you do while in the company of the salesperson is going to be repeated to others on the sales team immediately after you leave the salesperson. The sales manager is anxious to hear how the sales call went. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Zoominfo

JULY 13, 2021

In short, it will allow salespeople to enter meetings with complete intelligence about each participant and company. Sales reps will be able to replicate the winning behaviors they hear and see, develop skills modeled by others in their organization, ramp quickly, and receive ongoing coaching for continual growth and improvement.

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Conversion Top of Funnel Marketing Lead Rank 70

Understanding the Sales Force

JUNE 30, 2014

Here are some examples of salespeople who are successful in one environment but usually fail in another: They were the best in their business at selling high-volume low-cost products until they went to work for a value based company and the "beat their best price" tactics were no longer available.

Sales Cycle 220

Sales Cycle Distribution Territories Up-Sell 220

Understanding the Sales Force

MAY 8, 2024

When it comes to sales onboarding, nearly half of new salespeople were not onboarded in their first job and 23% more received no sales training relative to selling the company’s products/services. They believe that salespeople should just know what they’re supposed to do and figure it out.

Scale 173

Scale Selling Skills Travel Coaching 173

Steven Rosen

OCTOBER 22, 2011

You develop a plan to do one or more of the following: Develop a new selling skills program. Hire only top sales reps. Here are a couple of questions I would ask: Are your sales reps making a difference? Do your sales reps make impact on each call? Do they actually make a difference in the sales in their territory?

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Hiring Remedy Incentives Incentive 179

Understanding the Sales Force

JUNE 11, 2012

Understanding the Sales Force by Dave Kurlan What jump starts sales performance? Is it: Improved Selling Skills? New Sales Talent? Optimized Sales Process? Better Sales Methodology? Improved Sales Model? Effective Sales Management? Here are the first 30 I thought of. More Pride?

Lead Rank 193

Lead Rank Incentives Incentive Sports 193

The Sales Hunter

AUGUST 21, 2012

Use the time together as an opportunity to help people improve their selling skills. For most salespeople, the sales meeting is their biggest interaction with you and the company as a whole. Allocate time at each meeting for a “personal growth/training” activity.

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Sales Meeting Meeting Motivation Selling Skills 214

Janek Performance Group

DECEMBER 24, 2024

It must occur regularly and work in conjunction with other company initiatives. Here are a few guidelines for organizations to boost the effectiveness of their sales training: Create a Culture of Training and Coaching Establishing a culture of training and coaching is one of the most significant things a company can do to achieve success.

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Training Hiring How To Retention 118

Understanding the Sales Force

MAY 14, 2024

He initially thought there was a problem with the connections between the sales team and its customers but it was actually a gap in the sales team’s selling skills. The sales team was rusty, having rested on their laurels for years, and the lack of initiative to replace clients they had lost was glaring.

Hiring 201

Hiring Penetration Pipeline Coaching 201

The Sales Hunter

DECEMBER 27, 2011

That approach won’t do anything, though, to increase your sales. Develop as many spreadsheets as possible and supporting documents outlining your position as to why your company should make an exception for you on your commission and bonus earnings. high profit selling. phone sales tips. sales goals.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

Women Sales Pros

NOVEMBER 1, 2019

If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues. For example, a sales manager is meeting with one of her top salespeople who is running behind plan for the very first time in two years.

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Sales Management Hiring Territories Coaching 82

The Pipeline

APRIL 27, 2011

The Pipeline Renbor Sales Solutions Inc.s The six elements of a perfect sales meeting. Stored in Attitude , Business Acumen , Coaching , Emotional Intelligence(EQ) , Guest Post , Sales Leadership , Sales Management , Sales Meetings. Do you dread the weekly sales team meeting? Sales Bloggers Union.

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Sales Meeting Pipeline Meeting Hiring 251

SalesforLife

MAY 6, 2019

The first company wanted to hire a Director of Social Selling who could develop their social selling skills inside the business—almost like a train-the-trainer model, who could sell social selling to their team. Behavioural change only comes with coaching, and this is the role of the frontline sales manager.

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Social Selling Sales Management Hiring Influencer 94

Jeffrey Gitomer

MARCH 16, 2011

The customer doesn’t like, trust or have confidence in your company. • The customer has had a previous bad experience with your product or your company. • The customer has heard of a previous bad experience with your product or your company (and believed it). I recommend that you list the last five sales you lost.

Hiring 226

Hiring Remedy Social Media Loyalty 226