The Pipeline

JUNE 26, 2014

Every day—yes, every day you should look at this document and ask yourself, “What do I need to do to move them closer to a sale?”. This is a fluid, living document and will change weekly. Your Top Ten List is a perfect tool for sales managers to use to work with their team and is the single most important piece of data you own.

Pipeline 325

Pipeline Positioning Twitter Closing 325

Sales and Marketing Management

JUNE 22, 2018

Author: Kevin McGirl Sales managers have a tough job. A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable. There are many moving parts in the sales process, and it’s not easy staying on top of them all.

Sales Management 196

Sales Management B2B Fashion Call-back 196

Steven Rosen

MAY 5, 2022

Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. You can train your sales managers in coaching.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

SBI Growth

DECEMBER 13, 2013

You call a sales manager strategy meeting. “We Pipeline reviews, strategy sessions, forecasting analysis and sales training are all mentioned. Traditional sales training does not. “I Smart companies use delivery tools like: Pod casts. Design and Document the Entire Training Plan. Numbers don’t look good.

Training 302

Training Face-to-face Webinar Metrics Forecasting 302

Hubspot Sales

JANUARY 11, 2021

B2B sales tools are meant to automate day-to-day processes, increase efficiency in all aspects of the sales process, and simplify various aspects of a sales rep's day to save valuable time — time that can be spent focusing on prospects and deals. B2B Sales Tools. Why use B2B sales tools?

Sales Tools 143

Sales Tools B2B Tools Hubspot 143

SBI Growth

JANUARY 11, 2013

He can ensure his top salespeople attend key account sales calls. In most organizations, it’s your sales managers and directors. Their consistently outstanding sales performance got them promoted. Our tool, used consistently, will compel your sales leaders to go on more appointments.

Account 297

Account Closing Analysis Coaching 297

SBI Growth

JANUARY 26, 2014

HR, Sale and Marketing leaders alike will want to read this. Also, this downloadable, free tool ( The Stakeholder Scheduler ) is what you need. It outlines the stakeholders and their involvement for various sales force solutions. In fact, he only worked with the head of sales and two sales managers.

Hiring 292

Hiring Direct Mail Buyer Persona Salary 292

SBI Growth

SEPTEMBER 5, 2012

This should actually be an ongoing task of the HR leader to have frequent discussions with Sales Directors and Sales Managers to keep pulse on which Reps may be at risk for leaving. Has any documented issues of “disconnect” with sales management.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

SBI Growth

FEBRUARY 20, 2013

Consistent use of one simple tool by sales will greatly reduce your pain. How This Tool Will Help. It's an ongoing sales aid for reps and a needed coaching tool by managers. It focuses sales on simple “yes/no” questions about the opportunity. Most sales organizations use documents with similar names.

Forecasting 282

Forecasting Call-back Pipeline Face-to-face 282

SBI

JANUARY 28, 2020

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. “ Sales Enablement supports the sales team to move buyers to a decision point. Sales technology.

Sales Enablement 131

Sales Enablement Sales Management Coaching Engineering 131

SBI Growth

NOVEMBER 7, 2013

Yet most companies actually ‘issue’ their sales quota sometime in the first quarter. Get it here along with over 90+ tools by registering for our research tour. Do you have enough sales people to cover the new quota? Set up a planning session with your sales managers immediately. It happened last year.

Quota 296

Quota Demand Generation Targets Demand Generation Negotiation 296

SBI Growth

DECEMBER 4, 2012

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. As well, a tool is included – a sample rollout communication plan. A Chief Sales Officer is meeting with Sales VPs and the VP of Sales Operations. But to ensure the highest adoption, Sales must leverage HR.

Compensation 292

Compensation Channels Fashion Construction 292

SBI

FEBRUARY 10, 2020

The Scalable Sales Manager: The Key to Unlocking Your Sales Teams’ True Potential. The role of Sales Manager has always been one of the hardest jobs in sales. To say that sales managers have their work cut out for them would be a massive understatement. by Howard Brown, CEO of ringDNA.

Sales Management 136

Sales Management Scale Top of Funnel Hiring 136

SBI Growth

OCTOBER 20, 2013

But most wonder how they are going to ‘simulate’ a live sales call. Your Sales Managers can’t understand how you can really test the candidate. And by registering for our Annual Research Tour , you will get many other tools. They will help increase effectiveness with your sales teams. Invite HR to participate.

Hiring 288

Hiring Ideal Customer Profile Lead Rank Lead Scoring 288

Hubspot Sales

DECEMBER 30, 2020

If sales is a journey, your strategic plan is the roadmap you'll provide your team to help them reach their destination. It is one of the most important activities you will ever do as a sales manager because, without it, your sales team will have no direction and no instruction manual to follow in order to achieve their targets.

Sales Management 137

Sales Management Hiring Buyer Persona Exercises 137

No More Cold Calling

OCTOBER 24, 2013

So sales teams miss out on the most powerful business-development tool that exists. Sales Process. Getting referral sales shouldn’t be a bonus. Start by documenting your current sales process. Then integrate asking for referrals into your sales process (i.e., Comment Here.

Sales Process 266

Sales Process Referrals Small Business Small Business 266

SBI Growth

MAY 27, 2013

This creates a huge headache for every sales manager. One sales leader we know named Phil took a different approach. His managers steered reps away from small dollar, low probability deals. This was not a static document. Download our Buyer Behavior tool and start tracking opportunities.

Data 323

Data Top of Funnel Hiring Harvest 323

SBI Growth

AUGUST 8, 2012

Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. Reviewed over 5,000 documents from with some the world’s best B2B sales organizations. Here is a very practical tool that you can start using immediately. Why should you care?”

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation Targets 276

Steven Rosen

JUNE 2, 2017

Making Remote Coaching Work in Sales Organizations. Coaching is the number one sales management activity that drives sales performance. Sales managers that grow and develop their salespeople will grow their business. Sales coaching is both a skill and a process. It doesn’t have to be that way.

Coaching 221

Coaching Skype Sales Coaching Sales Management 221

SBI Growth

AUGUST 27, 2013

To understand where the buyer is we must first document their typical actions. This prevents a sales rep rushing the deal without the buyer preforms certain actions. Every week you and your sales managers need to have these strategy sessions. Leave a comment on how they worked shortening your sales cycle.

Closing 306

Closing Pipeline Call-back Buyer 306

PandaDoc

SEPTEMBER 17, 2024

Between prospecting, sales calls, data entry, quote preparation, and follow-ups, it’s very easy for teams to mismanage data and trip over themselves on the way to the finish line. That’s why sales collaboration tools are an essential part of the modern sales lifecycle. Let’s jump right in! 5 Capterra Rating: 4.5/5

Tools 98

Tools InsideSales Top of Funnel SalesForce 98

DocSend

MAY 17, 2022

At a high-level, a sales enablement tool can do two things: help teach your sales team how to sell and enable their ability to sell by providing training, documents, and guidance. Essentially, sales enablement tools serve as a teaching aid or a repository for critical information that sales reps need to do their job.

Negotiation 98

Negotiation Tools Collateral Hiring 98

SBI Growth

NOVEMBER 17, 2013

Complex scoping documentation and bureaucracy has to go. Give Sales Ops the “air cover” they need to deliver lasting impact. Let sales management see that they carry weight in key decisions. Latitude: Often, Sales Ops isn’t given the freedom to develop new approaches. They are bogged down with tactical duties.

Company 296

Company Hiring Buyer Persona Maximizer 296

Hubspot Sales

JULY 22, 2020

In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals. Sales Productivity Tools. HubSpot Sales Platform. With this tool, you can schedule emails directly from your Gmail.

Tools 131

Tools Closing Territories Hubspot 131

Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

No More Cold Calling

MAY 24, 2018

Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer. Sales productivity tools are everywhere, but do they really enhance productivity? Decide what your buyer cares about and choose only the tools to enhance your productivity.

Prospecting 196

Prospecting Social Media Trends Face-to-face 196

Zendesk Sell

JULY 16, 2019

The sales world is changing fast. The tools and tactics that got the job done 10 years ago don’t stand a fighting chance of enabling sales or closing deals in today’s market. Staying competitive in sales means understanding changes in the customer journey and adjusting strategy accordingly. The rise of agile sales.

Sales Management 98

Sales Management Microsoft Survey Banking 98

Steven Rosen

MARCH 29, 2016

Sales Manager Development. The Key to Building a World-Class Sales Organization. I recently had a meeting with a dynamic VP of Sales. Lisa shared her vision of building a world-class sales organization and asked me where she should start. Lisa was intent on developing her sales management team.

Hiring 174

Hiring Coaching Case Study Training 174

Sales and Marketing Management

FEBRUARY 15, 2021

Sales leaders that are finding success training sellers virtually plan a variety of activities to improve learning retention, such as: Providing a mission document that sellers complete as they attend sessions. Creating learning campaigns based on sales personas. Assigning pre-work before the virtual training.

Education 194

Education Film Channels Cancellation 194

Sales and Marketing Management

JULY 21, 2019

Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. Sales reps are often most receptive to learning from each other.

Coaching 241

Coaching Video Hiring Trade Show 241

Jeffrey Gitomer

AUGUST 17, 2011

CAUTION: One of the biggest and most fatal mistakes that salespeople make is “waiting” for someone else to give you sales tools. NO, that’s not how great sales are made. Great impressions are made, great sales are made – and made often – with tools you give it to yourself. Sales Management.

Hiring 294

Hiring Training Social Media Loyalty 294

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? Search less. Close more.

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation.

Hiring 116

Hiring Sales Management Lead Rank Hubspot 116

Sales and Marketing Management

SEPTEMBER 4, 2018

If your lead generators aren’t scheduling enough appointments or if your sellers aren’t closing deals, you can train and coach them to hit their desired outcomes—as long as you have a methodology that is fully developed, documented, tested, and refined. Use tools and technology to automate, extend and evaluate. Sales automation.

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

A Sales Guy

JUNE 16, 2021

Sales management is equally infamous for making the CRM a tool the salespeople hate. However, if we take a deeper look, the results here highlight a GROSS problem in sales and one that plagues almost every sales organization in the world. Because diagnosis requires documentation. Here are the results.

CRM 163

CRM Fashion Face-to-face System 163