Steven Rosen

OCTOBER 17, 2012

The road to success for a sales manager is paved with potholes. You may be in a new senior role or have just become a new sales manager. In a fantasy world, we are all set up, trained, supported and developed. I certainly wasn’t trained or ready for any of the roles I assumed. How do you become the “go to person?”

Sales Management 276

Sales Management eBook How To Coaching 276

Steven Rosen

MARCH 25, 2013

For most B2B companies the largest promotional investment is the sales force, yet most companies fail to utilise this resource to its full potential. As corporations continue to struggle in these difficult economic times, sales executives will need to focus on reinforcing the foundation of their sales organizations in order to survive.

Hiring 283

Hiring Coaching Face-to-face Promotion 283

Mr. Inside Sales

JULY 30, 2021

Use the following questions to help open your prospect up and to get them to reveal where they really stand, and what you need to do to move closer to the sale: #1 “I can tell that’s important to you; why does it mean so much?”. #2 If you’re a manager, this is a great exercise for a sales meeting. Happy Selling! Get Access Today.

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

Steven Rosen

AUGUST 22, 2021

Sales are Down. I always hated having to explain why sales are down. Sales executives and managers have no shortage of challenges. I faced challenges when sales were off. One year in February we were already behind budget in sales. Tip #12: Proactively Manage your Boss When Sales are Down.

Cancellation 245

Cancellation Face-to-face eBook Follow-up 245

SBI Growth

AUGUST 3, 2013

The CEO just introduced her to the new sales leader. The last VP of Sales got canned at the end of Q2. Kathy had done everything she could to support the sales team. The sales force neglected to utilize marketing developed sales support materials. Frees sales from day-to-day dependence on marketing for leads.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

SBI Growth

DECEMBER 24, 2012

Below are six of the worst decisions we’ve seen senior sales leaders make. Again and again, we encounter sales leaders who are certain they know their customers. Without researching how customers make a purchase decision, your sales force could be misaligned. Too Much Love for the Legacy Sales Organization.

Hiring 326

Hiring Lead Rank Collateral Case Study 326

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. Study after study has shown that sales manager coaching has a significant impact on performance.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

No More Cold Calling

APRIL 17, 2014

How many of us studied sales in college? But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. In fact, three out of four salespeople aren’t performing up to par, according to research from sales training consulting firm, Kurlan & Associates.

Face-to-face 278

Face-to-face Social Media Oracle eBook 278

Steven Rosen

JUNE 25, 2013

Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system.

Hiring 309

Hiring Territories eBook Energy 309

DiscoverOrg Sales

OCTOBER 30, 2017

Sales is the great equalize r: It’s a meritocracy. October is Women in Sales month. For me, that means celebrating how sales really is the great equalizer. She WAS our first woman in the sales department. I think really listening and asking those open-ended questions is a very important trait to have in sales.

eBook 122

eBook Travel Exercises Sales 122

Steven Rosen

AUGUST 12, 2021

I believe there are two things that motivate most sales reps. If you want to be a STAR sales manager, make sure you have various motivational cards at your disposal. I was blown away when one of my sales reps, Christine, came up to me six months later and said how much she appreciated my note. Sales Management Training.

Hiring 234

Hiring eBook Motivation Coaching 234

Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. Let’s first look at how most sales reps go about doing it.

Gatekeeper 254

Gatekeeper Face-to-face How To Sales Qualified Lead 254

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. Study after study has shown that sales manager coaching has a significant impact on performance.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

No More Cold Calling

AUGUST 17, 2017

Fifty-nine percent is certainly a lot, but what about the other 41 percent your account based sales team wants to reach? We all have best ways to learn—including your buyers and your account based sales reps. The Question Account Based Sales Leaders Must Ask. Ask your account based sales reps how they prefer to learn.

Account 291

Account Video Cold Calling Webinar Metrics 291

Zoominfo

AUGUST 21, 2019

There’s no denying it — sales and marketing teams don’t always work well together. The two departments may see eye-to-eye and share unified goals, but it’s less common for sales to proactively help marketing perform better, or vice versa. But in today’s digital world, the line between sales and marketing is increasingly blurred.

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

Score More Sales

DECEMBER 3, 2014

That’s why we went back to the Score More Sales blog vault and put together our top tips from the popular “Inside Sales Tips” series we ran this past year. You can download the free ebook here [link]. Revisit that stalled sales opportunity and BRING IT TO CLOSURE! Increase Opportunities.

Inside Sales 206

Inside Sales Gatekeeper Decision Maker eBook 206

Allego

MARCH 3, 2020

Why do companies care about training their salespeople? The best sales teams receive regular training and development. Sales enablement solutions improve sales learning, but you need to quantify value to justify the expense. It’s a big investment of time and resources. Download the Full Infographic. Learn More.

Training 111

Training ROI How To eBook 111

The Sales Hunter

MAY 14, 2019

I encourage you to download my latest prospecting ebook that deals with how to send a great prospect email. With this ebook, you’ll also be able to gain access to a free 14-day trial to Salesgenie which is a helpful tool for finding great leads to prospect. Copyright 2019, Mark Hunter “The Sales Hunter.”

SalesGenie 237

SalesGenie Prospecting eBook Lead Rank 237

Score More Sales

APRIL 28, 2014

The title caught my attention and since I had recently met him through his company’s list of 100 Social Sales Influencers it seemed like a good idea to sit in on this one. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. If so, HOW? Then share your thoughts.

Buyer 221

Buyer eBook Google Influencer 221

Steven Rosen

MAY 15, 2013

Effective Quarterly Business Reviews Drive Sales Performance. Both business acumen and business planning are becoming a much more integral skill for sales reps and sales managers. Company’s business planning processes require sales reps to build annual business plans. Keep the Process Simple.

How To 281

How To Territories Quota Coaching 281

Hubspot Sales

OCTOBER 14, 2020

Less frequently do we hear about social media being used by sales reps as a way to identify, connect with, educate, nurture, speak to, and convert prospects — this process is known as social selling. Social Media Training for Sales Reps. Why is it so important to train your sales reps in social selling?

Social Selling 137

Social Selling Training Social Media How To 137

Anthony Iannarino

MAY 27, 2020

Most organizations leave their sales force to figure out how to improve their performance, even though their experience provides evidence that this is a poor strategy. As a leader, if you want better sales results, you will need to train , develop, and coach your salespeople. It’s Too Expensive to Train.

Training 100

Training Hiring eBook Insurance 100

SBI Growth

NOVEMBER 19, 2013

Sales reps want solid materials to support them in sales campaigns. Having the right content enables the sales rep to have the best chance to make a sale. In this post, I’ll discuss 5 critical actions that need to take place to enable your sales force. The missing content needed by the sales team.

Outsourcing Services 317

Outsourcing Services Buyer Persona Infusion Exercises 317

SBI Growth

NOVEMBER 27, 2012

Blogs, ebooks, webinars, social media. As the Sales Leader, you have high expectations for Marketing to deliver. Don’t get stuck with a team incapable of leveraging the tools of Sales 2.0. Each member of your Sales Team can develop a personal brand. This is all of the utmost importance in generating fresh leads.

Social Selling 308

Social Selling Social Media Eloqua Twitter 308

Anthony Cole Training

OCTOBER 20, 2014

I’ve been in the sales and sales management consulting business for 21 years. Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. I have come to this realization based on my last 4 sales. Guaranteed!

Hiring 198

Hiring Insurance Insurance Margin 198

criteria for success

MAY 24, 2022

Looking for sales training ideas to implement during your next team meeting? When you read “sales training ,” you probably think of an offsite retreat. But, sales training shouldn’t be limited to these infrequent events. 6 Sales Training Ideas for Your Next Team Meeting.

Meeting 97

Meeting Training Face-to-face Objections 97

DiscoverOrg Sales

JUNE 13, 2018

“When I first started at DiscoverOrg two years ago, I joined a group of six other Sales Development Reps (SDRs). We were all green to the role and new to sales in general. Fast-forward two years later : I am the manager of Sales Development. Align sales and marketing to boost lead quality. Hot lead qualification.

Lead Rank 276

Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

Mr. Inside Sales

NOVEMBER 27, 2019

It’s that time of year again–the time when every company has a black Friday sale. . I’m going to make this easy for you: We’re offering just one product on sale–the best product we have at the lowest price it has EVER been offered. . How’s that for a Black Friday sale? Order Now .

Face-to-face 159

Face-to-face Gatekeeper Decision Maker B2C 159

Anthony Cole Training

DECEMBER 11, 2014

It’s not a lot different from helping our clients identify why the sales team isn’t generating the anticipated sales growth. When we complete our Sales Organization Assessment, we end up with a graphic that looks like this: What you are looking at is a summary of the level of different skills that the sales team possesses.

Sales Management 198

Sales Management eBook Coaching Sales Qualified Lead 198

criteria for success

MAY 17, 2022

If you’re in the process of building a winning sales training program for your team, you've come to the right place. Here at Criteria for Success, we help companies strengthen their sales teams and build out training processes that ensure sales best practices are being put to use. Acceleration. Acceleration.

Training 98

Training Sales Methodology Follow-up Lead Rank 98

Zoominfo

FEBRUARY 26, 2018

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. But, what if we told you a quick reading break might actually increase your sales productivity? Here are 25 of our favorite sales blogs. Top 25 Sales Blogs for all Sales Professionals. 1. Factor8: Your Inside Sales Advisor.

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

Mr. Inside Sales

NOVEMBER 2, 2020

If you found this article helpful, then you’ll love my Completely Updated and Revised eBook, “The Complete Book of Phone Scripts.” Visit: [link] and find out why Jeffrey Gitomer, Brian Tracy, Tom Hopkins and many others recommend my ebook of Phone Scripts! Download it now and be a better sales professional by this afternoon!

Gatekeeper 178

Gatekeeper Face-to-face eBook Hiring 178

Mr. Inside Sales

NOVEMBER 24, 2019

You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. If you found these script helpful, then you’ll love my Completely Updated and Revised eBook, “The Complete Book of Phone Scripts.” Don’t you hate when this happens?

Gatekeeper 158

Gatekeeper Face-to-face eBook How To 158

Mr. Inside Sales

NOVEMBER 24, 2019

You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. If you found these script helpful, then you’ll love my Completely Updated and Revised eBook, “The Complete Book of Phone Scripts.” Don’t you hate when this happens?

Gatekeeper 156

Gatekeeper Face-to-face eBook How To 156

Sales and Marketing Management

OCTOBER 23, 2017

Capture (gaining more direct information about customers and advancing company awareness with, say, gated content such as white papers and eBooks). Expand (how to expand relationships with existing customers – marketing’s job no longer ends at the sale). In the Expand phase, think about training and adoption.

Marketing 192

Marketing eBook Social Media Trade Show 192

DiscoverOrg Sales

MARCH 8, 2017

Here are just a few ways that unverified bargain contact lists can lead to sales drought rather than providing that rainmaker resource you wanted. When email deliverability is weakened , your whole sales funnel loses its impact and unverified contact lists get email campaigns off to a bad start. Hidden costs just keep popping up.

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Campaigns Email Marketing Top of Funnel Vendor 235