Anthony Cole Training

SEPTEMBER 16, 2022

Conversation is much more pleasant than interrogation. This is important for an effective coach to remember because after two or three questions, a salesperson is going to feel like they are being attacked. This is also true for prospects.

Sales Management 292

Sales Management Coaching Conversion Sales 292

Sales 2.0

FEBRUARY 15, 2023

Paul has a great perspective on all things sales as he’s had many roles associated with the function, including running sales enablement, carrying a bag, managing sales teams, running his own sales consultancy, and starting his own sales enablement SaaS company. I think that’s a really good use of AI.

Conversion 195

Conversion Amdocs Territories Forecasting 195

Anthony Cole Training

MARCH 12, 2020

In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.

Sales Management 237

Sales Management Hiring Sales Opportunity 237

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. It’s there, you can do it.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

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.

Conversion 156

Conversion Influencer Coaching Call-back 156

Sales 2.0

JANUARY 14, 2025

Sales history Ive been looking at some of the small healthcare accounts that my client serves. After some initial analysis and some conversations with sales management, it has become clear that one type of healthcare account is more likely going to have a shorter sales cycle than the other types of account.

Collateral 195

Collateral Account Territories Segment 195

Understanding the Sales Force

MARCH 16, 2025

Senior Sales Leadership must be visible and participate in all sales training to show that the training, and more importantly, application and execution of the training, is not optional. Sales Managers must be trained to properly and consistently coach their salespeople to the content of the training.

Training 227

Training Revenue Face-to-face Decision Maker 227

Understanding the Sales Force

APRIL 6, 2025

” Consistent sales coaching in the context of the sales process Hold salespeople accountable for: Following the sales process Entering progress in CRM in real time Pipline Reviews and debriefs YOY change in pipeline quantity YOY change in pipeline quality YOY change in sales cycle length YOY change in conversion ratios from stage to stage of (..)

Government 173

Government Sales Leadership Coaching Sales Coaching 173

SalesFuel

OCTOBER 20, 2024

In this podcast for sales managers and executive leadership, Audrey Strong, C. Discover practical exercises like 'The Agreement' and 'Fake You' to enhance your communication skills. Whether you're a leader or team member, this episode will expand your knowledge of how to foster a culture of trust and openness.

Conversion 59

Conversion Exercises Hiring Twitter 59

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

Understanding the Sales Force

JANUARY 15, 2025

Until there is an agreed upon compelling to buy, the prospect has no incentive to enter into any qualification conversation. Informed: These are written by bonafide sales experts who know that BANT is as outdated as a horse-drawn carriage and a manual typewriter. Some suggest that it’s a great qualifying process.

Sales Process 173

Sales Process Lead Rank Lead Scoring Sales Qualified Lead 173

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

Steven Rosen

APRIL 6, 2024

In this episode of the Sales Leadership Awakening Podcast, host Steven Rosen and Colleen Stanley delve into mastering difficult conversations, stressing preparation and agreement on the next steps. Emotional regulation is an essential skill for sales managers to develop. Empathy is crucial in difficult conversations.

Conversion 120

Conversion Construction Sales Leadership Intent 120

Steven Rosen

JUNE 20, 2019

Second line sales managers (SLM) don’t coach their FLMs on their coaching. Sales coaching is a very difficult skill that very few sales managers master. Your company has rolled out sales manager coaching training. Possible Solutions: Any coaching training must include the second line sales managers.

Coaching 334

Coaching Hiring Sales Coaching Social Media 334

Sales 2.0

OCTOBER 25, 2021

In recent times sales reps have switched to email prospecting logically reasoning that the increased volume of messaging from email will generate more leads, unfortunately, email conversion rates have dropped below 0.1% Sales management. Sales people need support in order to change their results.

Territories 396

Territories Compensation Scale Decision Maker 396

Understanding the Sales Force

APRIL 3, 2025

Let’s define a couple of terms: Sales Process – a series of 4-6 stages, each with 5-10 milestones, that provide salespeople with a repeatable framework for sales success. Sales Model – a blueprint of daily activities and outcomes required for sales success.

Sales Process 252

Sales Process Lead Rank Customer Lead Scoring 252

Steven Rosen

FEBRUARY 27, 2022

Like many companies, you bring the sales management team in for a meeting and present the marketing plans. You probably plan a kick-off meeting for the sales force early in the year to do the same. If you have one sales manager, there is no need for alignment. Step 2: Alignment. Step 4: Track. Step 5: Review.

Strategy 408

Strategy Scale Objections Maximizer 408

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

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Many companies lack easy access to valuable insights that inform sales conversations in real time. Fast-Track Sales Enablement. Reduce onboarding ramp time.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Scoring 264

Pipeliner

MARCH 12, 2025

They discussed new sales training methods, the importance of authenticity in sales, and the changing role of sales managers. Here are the main points from the discussion and the takeaways, along with some practical tips from their conversation. This change will help establish trust.

Video 105

Video Training Lead Rank Lead Scoring 105

SalesFuel

MAY 30, 2024

What do you want out of your first conversation with a potential customer? One of the best sales strategies is to structure a relationship. Whatever your goal, you must realize that conversation is not a competition. However, improving your skill at initiating a conversation is. The simple reason: it feels good.

Conversion 105

Conversion Strategy Hiring Outbound 105

Zoominfo

FEBRUARY 18, 2025

Why Outbound Call Tracking Matters for Sales Teams Outbound call tracking software provides several key benefits, making it essential for modern sales teams. Typical benefits of these tools include: Increased Productivity: Automates call logging and follow-ups, freeing sales reps to focus on conversions.

Outbound 130

Outbound Software Software Buyer Intent 130

Steven Rosen

MAY 1, 2024

He shares insights on managing high-performing sales reps, emphasizing the need to understand their drivers and view their challenges as positive. Managing high-performing sales reps requires understanding and appreciating their drivers and demands rather than being threatened by their assertiveness.

Video 296

Video Face-to-face Coaching Sales Management 296

Steven Rosen

SEPTEMBER 20, 2022

Inflation, supply chain issues, the great resignation , competing demands, information overload and resulting overwhelm have consumed most sales leaders. I don’t care if you are the head of sales or a front-line sales manager. Being comfortable with having BOLD conversations. BOLD Conversations.

Sales Leadership 295

Sales Leadership Face-to-face Follow-up Coaching 295

Steven Rosen

APRIL 15, 2021

Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans. It starts with the front-line sales manager reviewing each member of their sales team.

Territories 336

Territories Quota Coaching Sales 336

Partners in Excellence

JANUARY 2, 2025

What if we give our people more autonomy in how they manage their deals, days, what they do? We script every conversation, yet the customers we are engaging don’t have the same script. Sometimes it’s as simple as shifting our conversations. For example, “You must follow the sales process!”

Government 127

Government Education Pipeline Segment 127

Steven Rosen

JULY 12, 2022

What Great Sales Managers Do? Many sales managers will be sitting down with their sales people over the next month or so to do mid-year reviews to gauge progress on objectives, business plans, and development plans. Sales managers spend a considerable amount of time preparing for a mid-year performance review.

Objections 276

Objections Coaching Sales Management Course 276

The Pipeline

NOVEMBER 19, 2020

For instance, a VP of Sales is going to look for things that can increase sales and reduce the cost of sale, or put another way, increasing sales and margins. While a regional Sales Manager will look for features and functions that will help them succeed and be much more price-conscious. . Prospecting.

Lead Rank 398

Lead Rank Lead Scoring Margin SME 398

Hubspot Sales

OCTOBER 15, 2024

Instead of sharing broad industry statistics or general product benefits, sales reps should deliver insights tailored specifically to each prospect's unique business challenges. Then, during the conversation, offer customized insights that address their specific pain points and goals. Demonstrate deep industry knowledge.

Prospecting 105

Prospecting Case Study Industry Study 105

Understanding the Sales Force

SEPTEMBER 8, 2024

When half of salespeople hit quota it equates to strong sales performance across the team. When Sales Managers have any conversations with their salespeople it is considered coaching. Consider these five examples: Hitting 80% of the monthly, quarterly and/or annual forecast is hitting our numbers – success.

Government 341

Government Forecasting Pipeline Report 341

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. Prior to co-founding Occulus Inc.,

Lead Rank 49

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

Hubspot Sales

SEPTEMBER 30, 2024

“When reps connect and immediately push for a sale, it turns people off. Instead, they should be sharing value—whether through insights, content, or engaging in meaningful conversations.” Social selling requires consistent engagement and follow-up. Posting one LinkedIn post and expecting results won't work.

Social Selling 108

Social Selling Social Media Media Networking 108

Hubspot Sales

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. This is where you're going to ask them to attend a demo, or continue the conversation with an Account Executive, or take whatever next steps are part of your sales process.] Why would you need a script for making a cold call?

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

Zoominfo

SEPTEMBER 2, 2021

So it’s no surprise that less than two months after acquiring Chorus , a conversation intelligence platform, we worked quickly to upgrade the integration between the products. Research firm Forrester found that 57 percent of B2B sales leaders intended to invest more on AI and automation tools in 2021. More Time to Gather Insights.

Data 52

Data Scale SalesForce Forecasting 52

Bernadette McClelland

NOVEMBER 28, 2021

When you consider one of the key functions of a sales leader’s role is to build relationships that achieve results, then one of the key competencies must be to have the tough conversations. And this is where the difference between a sales manager and a sales leader becomes crystal clear.

Scale 221

Scale Face-to-face Account Sales Leadership 221

The Pipeline

MAY 18, 2021

The video below looks at how to approach a multi-track sales execution. This will help you drive conversations in the same direction, regardless of who we are speaking with. They either refuse to change and grow in a way that drives value for buyers. Or they try to change everything at once, and take on too much. SALESOLOGY.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

No More Cold Calling

JULY 29, 2021

They’re not closing sales because they’re reaching out to people who don’t want to talk to them, much less buy from them. Only one kind of lead with a 50-to-70-percent conversion rate. Only one kind of lead that sales managers should care about. And that’s referral leads.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409