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?

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Hiring Sales Management Territories Outsourcing Services 224

Anthony Cole Training

MAY 19, 2023

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.

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Sales Management Hiring Sales Opportunity 222

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.

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Sales Management Top of Funnel Data Intent Signal 195

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.

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Sales Management Coaching Conversion Sales 229

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 209

Sales Management Hiring Sales Opportunity 209

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.

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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.

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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.

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Territories Compensation Scale Decision Maker 396

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.

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Strategy Scale Objections Maximizer 408

SalesFuel

APRIL 29, 2024

Sellers do a lot of talking, and the ability to have interesting sales conversations increases the value of their words. But as Ring.io’s Elizabeth Bordiuh explains, any seller can improve their conversational skills. Why Interesting Sales Conversations Matter Being able to converse with others is a vital soft skill for reps.

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Conversion Hiring How To Case Study 98

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.

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Face-to-face Intent Data GoldMine Lead Rank 264

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.

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Video Face-to-face Coaching Sales Management 296

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.

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Conversion Strategy Hiring Outbound 105

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.

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

Understanding the Sales Force

JANUARY 30, 2019

One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to daily coaching; and at the same time, moving from coaching light (ineffective coaching) to coaching pro (effective coaching). This is easy - you can do this.

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Coaching Sales Management Examples Tools 240

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.

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Territories Quota Coaching Sales 336

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.

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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.

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Lead Rank Lead Scoring Margin SME 398

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? You can’t manage revenue. If sales close, you win. Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process.

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Account Referrals Cold Calling Ideal Customer Profile 287

Sales and Marketing Management

JANUARY 1, 2018

Davis In a SMMConnect webinar I delivered to over 100 sales managers recently, I talked about eight instincts they developed as salespeople that are now harming their effectiveness as team leaders. Interestingly, about 30 percent of the participants said that the sales instinct they struggle with the most is “avoiding conflict.”.

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Hiring Webinar Metrics Forecasting Proposal 260

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. Go Beyond the Standard Conversation. Now, even if you’re not talking to a future sales superstar, this information is not breaking news. The reason?

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Coaching Construction Pivotal Positioning 257

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.

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Government Forecasting Pipeline Report 348

The Pipeline

AUGUST 24, 2021

Then extend that into your conversations with colleagues, Including your sales manager. Start being curious about everyday things you encounter daily. Start questioning daily things you’ve taken for granted, you think you have nailed down. They think there is no metric for, when there is; the results.

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SME Margin Video Quota 391

SalesFuel

MARCH 29, 2024

Here are a few tips for creating content that will help drive sales. How to Develop Website Content Marketing that Drives Conversions Consumers Need Better Website Content According to a report by Contentsquare , the 3.6% decline in website traffic isn’t the only problem to worry about.

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Conversion Marketing Ideal Customer Profile Consumer 98

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.,

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

Understanding the Sales Force

OCTOBER 13, 2024

God had to build Moses’ confidence, and properly prepare him for the conversation he will have with Pharaoh. Moses returned to God and spoke of this obstacle, or in sales terms, objection: There was internal competition! As with God and Moses, both sales coaching methods should have a role-play component.

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Coaching Hiring Scale Sales Leadership 194

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.

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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.

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Scale Face-to-face Account Sales Leadership 221

Sales and Marketing Management

OCTOBER 12, 2018

Those of us within the profession know that what you say to a prospect is not the secret to winning in sales. Many people within the profession think the number one sales success factor is listening. I constantly hear sales managers preaching the importance of “listening skills” to their salespeople.

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Buyer Construction Exercises Positioning 266

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.

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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.

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Zoominfo

FEBRUARY 17, 2021

Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. 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.

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Cold Calling Guidelines Prospecting Face-to-face 264

No More Cold Calling

MARCH 25, 2021

For example, when she wanted to address the lack of women sales leaders, she created her podcast, “Conversations with Women in Sales,” for which she interviewed a variety of women leaders and sales professionals across a spectrum of ages and cultures. It was just like her to identify a huge gap and take action to fill it.

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Hiring eBook Cold Calling Scale 379

Sales and Marketing Management

FEBRUARY 25, 2020

Author: Tim Houlihan In my conversation with Jana Gallus from UCLA’s Anderson School of Management, we examined the ways that precision impacts the effectiveness of rewards. Good incentives with reasonably precise rules and rewards allow sales managers to send positive signals about the company’s priorities and transparency.

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Incentive Incentives Travel Motivation 323

Sales 2.0

OCTOBER 11, 2019

I supported a technology sales force on their sales calls with semiconductor engineers. When I got to these meetings I had many engaging conversations with these buyers that our sales team did not seem able to handle. I wondered “what do these sales guys actually do? I always thought I was pretty amazing.

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Engineering Small Business Small Business Banking 262

Steven Rosen

AUGUST 13, 2023

Turning Obstacles into Opportunities: Managing Behavioural Issues I have had the privilege of working with numerous sales managers, guiding them through the challenges they face in leading high-performing teams. One recurring issue that has surfaced frequently is managing behavioural issues among their salespeople effectively.

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Construction Face-to-face Pivotal Lead Rank 156

Membrain

MARCH 8, 2023

Ever since reading Jobs to Be Done: Theory to Practice by Anthony Ulwick, we’ve been applying many of its principles internally at Membrain.

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Conversion Coaching How To Prospecting 126