Janek Performance Group

DECEMBER 24, 2024

Sales training can be a significant investment in your sales team. 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.

Training 118

Training Hiring How To Retention 118

Zoominfo

SEPTEMBER 17, 2024

Instead of waiting until buyers are clearly in-market, sales teams now can rely on a layered, AI-fueled analysis of multiple high-value signals to zero in on prospects who are strong fits for their product or service but not yet showing classic signs of interest. They can’t get the sales, the pipeline isn’t moving.

Hiring 214

Hiring Data Prospecting Lead Rank 214

Steven Rosen

SEPTEMBER 26, 2021

this is an important one because sometimes we get frustrated as sales managers and tip #27 says to manage your own motivation. You can read a leadership book or take a leadership course. The post Sales Management Tip of The Week Tip #27: Manage Your Own Motivation appeared first on Steven Rosen. Manage Your Own Motivation.

Motivation 392

Motivation Sales Management Exercises Energy 392

Steven Rosen

FEBRUARY 23, 2022

5 Ways top sales managers become a sales coach! Sales coaching is the most important sales management activity for driving sales performance. If a sales manager could transform into an elite, top-level sales coach overnight, the impact on sales results would be outright amazing!

Sales Coaching 433

Sales Coaching Coaching Hiring Face-to-face 433

Understanding the Sales Force

DECEMBER 11, 2024

Baseline Selling is a proprietary sales process and methodology that Dave Kurlan developed in 2005. It uses the metaphor of the baseball diamond to visualize the sales process and any corporate sales process can be overlaid, integrated or married to it, making it the most flexible sales process ever to be introduced.

Course 156

Course Sales Process Training Company 156

No More Cold Calling

JANUARY 9, 2020

million per sales manager. But I don’t think any sales manager listened, because more than half of reps are still missing quota. I blame the sales manager for having the wrong priorities. Yet, modern sales managers have their heads stuck in spreadsheets with priorities changing daily. Poor leadership will cost you $3.5

Sales Management 390

Sales Management Hiring Cold Calling Quota 390

Understanding the Sales Force

SEPTEMBER 17, 2020

Of course the media was doing its best to spread misinformation as the article titles below suggest: The report actually included facts they didn't share in their titles, like: It was not known whether they dined inside or outside. Let's take sales assessments for example. But does it really matter whether this is causation?

Report 368

Report Hiring Groups Media 368

No More Cold Calling

JANUARY 13, 2022

I understand that predictive analysis tools can be accurate at forecasting business trends and sales performance. Astrologers, business analysts, and sales “experts” all tend to focus on hopeful outcomes that aren’t always grounded in reality. Hopeful outcomes sound like this: Sales and marketing will learn to play nice.

Trends 356

Trends Margin Cold Calling Inbound 356

Sales 2.0

DECEMBER 3, 2024

I’ve started a new sales project, and I need some quick wins to show my clients that they made the right decision. If you’ve ever started a new sales job, or been given a new territory, you will recognize this scenario. A common sales scenario The setup for this project is a classic. Everything of course is in an awkward format.

Scale 195

Scale Territories Face-to-face Construction 195

The Center for Sales Strategy

OCTOBER 14, 2024

Let’s cut to the chase—there’s no magic formula to building a successful sales team. Unless, of course, you consider “hiring the right people” a kind of magic. The foundation of any high-performing sales structure starts with one thing: talent.

Hiring 111

Hiring CRM Course Sales 111

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Understanding the Sales Force

OCTOBER 29, 2021

We get economic forecasts, employment forecasts, and of course the most famous of all forecasts during October, political polling. With all of these forecasts having the chance to be completely wrong, it makes me wonder about the way sales leaders and CEOs react to sales forecasts.

Forecasting 328

Forecasting Sales Forecasts Education Course 328

Understanding the Sales Force

NOVEMBER 9, 2022

Over the course of a few weeks in the summer of 2022, everything changed and they became remarkably reliable. Could companies that wanted to experience a similar uptick in sales performance achieve that by replacing their sales managers? Online orders were never ready at or even close to the time they provided for pickup.

Sales Management 295

Sales Management Hiring Course Account 295

Sales 2.0

MARCH 17, 2025

This role is somewhat like a sales engineer. Despite my confidence that I think I can turn tech babble into English, I have encountered a prospect that did not know what I was talking aboutand in my experience when that happens, its no sale every time! And of course, the universe just showed up to shake me out of this delusion.

Engineering 195

Engineering Up-Sell Prospecting Course 195

Sales and Marketing Management

FEBRUARY 11, 2021

Its sales expertise? Of course, it takes leadership to drive a company's culture. That's all well and good when your sales force works in a traditional workplace – sharing office space and meeting face-to-face. We tend to think of inside sales reps as being reasonably autonomous. Its products? Its customer service?

Inside Sales 348

Inside Sales Revenue Lead Rank How To 348

Sales Gravy

MARCH 30, 2025

It can also make life much easier if your sales plan and quota gets bigger in the back half of the year as many do. Of course, after battling it out in Q1 you may need to refill your tank. No-one tanks their sales number on purpose.But where you are now is almost always a result of small slips in discipline tha.

Quota 103

Quota Insurance Insurance Policies 103

Sales Gravy

DECEMBER 29, 2024

As you'll learn in this Monday Money podcast episode and article, these goals are essential to helping you maintain sales discipline throughout your sales year. Maybe you want to be a sales manager, or if youre a manager, you want to be a director or VP of sales. You might want to go back to school for a degree or an MBA.

Face-to-face 98

Face-to-face Decision Maker Call-back Commission 98

Sales 2.0

JULY 8, 2022

Meanwhile most high tech companies accept this level of productivity in their sales departments. The trick of course is finding them. It can be a critical step in filling your sales pipeline with great opportunities. Sometimes that need is something your product can address and hence a sales opportunity is created.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

No More Cold Calling

JUNE 10, 2021

I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My client was thrilled, of course. My entire career had been sales and sales management, and my best business had always come from referrals. Flash Sale.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

SMEI

JANUARY 12, 2024

On the morning of January 6, 2024, SMEI Vietnam, representative of Sales & Marketing Executives International (SMEI), organized the ceremony to award the Certificate of Sales Professional (SCPS – SMEI Certified Professional Salesperson ) and the Certificate of Professional Marketing Specialist. Hồ Chí Minh.

Marketing 266

Marketing Course Sales Account 266

The Pipeline

AUGUST 5, 2021

In sales the go to is often sports, and one can understand why. It start with how sellers think about time; which is why in sales, time is value not money. But the reality of sales is that each day, quarter, and year you have more to juggle and no more time to do it in. By Tibor Shanto. Customer Value Management.

Lead Scoring 352

Lead Scoring Lead Rank Ideal Customer Profile Objections 352

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. The Rise of Virtual Sales Programs As we enter 2025, the landscape of sales training programs is undergoing a revolutionary transformation.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

Understanding the Sales Force

DECEMBER 11, 2023

Welcome to my annual list of the best sales and sales leadership content of 2023. 2023 saw more content than ever before and that certainly includes the sales space. Look for more videos in 2024 and a fun new self-directed sales course called Movie Night. With that in mind, allow me to share the results from 2023.

Sales Leadership 201

Sales Leadership Hiring Video LinkedIn 201

Hubspot Sales

AUGUST 26, 2024

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. Sales requires a lot of skills you can only acquire from experience, but there’s one critical attribute you should start to hone on day one: persistence. How to Use AI for Sales Follow-Ups 1.

Follow-up 122

Follow-up Lead Rank Lead Scoring Leads 122

Hubspot Sales

AUGUST 7, 2024

After some initial discovery, the capable sales rep dove into the platform to give me a look at one of the functionalities I was most interested in. Table of Contents What Is a Sales Demo Environment? You can think of a sales demo environment in the same way. But during the live demo, disaster struck.

Closing 104

Closing How To Call-back Software 104

SBI Growth

APRIL 9, 2021

For many industries and companies, the pandemic has changed sales and marketing forever. Of course, every disruption. In some ways, the changes manifest accelerating trends that were already in motion, and in other ways, the changes are new, permanent disruptions.

Revenue 326

Revenue Marketing Strategy Trends 326

Allego

NOVEMBER 14, 2024

Sales teams today can’t afford to waste time on outdated tools. These platforms are fine for formal courses, but they miss the mark for fast-paced, real-world sales needs. This is where a sales enablement platform comes in. In this post, we’ll explore the difference between a sales enablement platform vs. LMS software.

Sales Enablement 62

Sales Enablement Software Software System 62

Understanding the Sales Force

JANUARY 28, 2021

In 2005 I took my passion for sales development and my passion for baseball and married them together to write the best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. Meet Tom Schaff, the Sales Commissioner of Major League Sales.

Strategy 351

Strategy Twitter Course Video 351

Pipeliner

JANUARY 24, 2025

As a sales leader for a cruise line, you’re no stranger to the thrill of mapping uncharted waters. In this comprehensive blog post, we’ll delve into the particular challenges facing sales leaders at cruise lines and provide actionable advice and insights for fueling sales growth and revenue.

Industry 90

Industry Travel Consumer Trends 90

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

Sales Leadership 211

Sales Leadership Hiring How To Account Based Marketing 211

The Pipeline

MARCH 18, 2021

This piece is more to my fellow pundits, and sales disablement folk , when developing salespeople, don’t forget the follow-through. But then they need an alternative course, and if you don’t set that up, you’re only have done the easy half. I am speaking more of the follow-through in execution, completing the action that you initiate.

Face-to-face 329

Face-to-face Objections Follow-up Course 329

Partners in Excellence

NOVEMBER 18, 2024

Perhaps a few questions about features and functions (we have more than the competition), some discussion on price (of course if you make a decision now, we can discount), and then, when they get started (oops, that’s for CX, we’ll give them the website for them to contact the CX team.) It’s a sellers dream!

Customer 126

Customer Outbound Revelation Discount 126

Understanding the Sales Force

MAY 14, 2024

This is not an analogy about inflatable trampolines, but it is about the analogy between pumps and sales and for variety, it will be two separate stories instead of one culminating in pumping up sales. Last week the CEO reconnected with the sales team to check if everyone was selling properly. It was time to replace the pump.

Hiring 201

Hiring Penetration Pipeline Coaching 201