Sales and Marketing Management

JANUARY 31, 2019

Author: Matthew Sunshine As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. A sales manager I once knew was in love with a particular metric: the number of calls each seller made in a day. You’ve got so much on your plate?

Sales Management 184

Sales Management Proposal Top of Funnel Banking 184

Steven Rosen

JANUARY 26, 2014

Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question “how do I motivate and engage my sales force?” Many sales managers ask me how to ensure that they have a highly motivated and engaged team. By Steven A. Tap into the WHY!

Motivation 288

Motivation Commission Incentive Incentives 288

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

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.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Topline Leadership

FEBRUARY 20, 2025

In todays pressure-packed sales management world, a sales manager who doesnt have the time or energy to deliberate the best course of action may develop time-saving, automatic practices (also known as bad habits).

Sales Management 52

Sales Management Energy Course Sales 52

Steven Rosen

MAY 15, 2021

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. The next level of management was not actively involved in the follow-up.

Survey 358

Survey Coaching Training Sales Talent 358

Hubspot Sales

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Think about it this way: If you're a sales manager and you help each of your 10 reps sell 20% more, you've essentially just "created” two new salespeople. Why would this be?

Sales Management 142

Sales Management Hiring Buyer Persona Compensation 142

Zoominfo

FEBRUARY 18, 2025

Sales teams thrive on the energy of effective outreach, but managing outbound calls at scale requires a lot more than just smiling and dialing. These tools not only help teams track performance, but improve engagement strategies and optimize sales workflows. But how can you choose the right tool for your team?

Outbound 130

Outbound Software Software Buyer Intent 130

Hubspot Sales

JULY 12, 2021

Many sales professionals have come to appreciate the ability to connect with customers and partners remotely — whether that be online or over the phone. If you're a manager, it's worth having these types of conversations separately because they differ from forecast reviews or sales coaching.

Energy 124

Energy Social Media Face-to-face Call-back 124

Steven Rosen

JANUARY 22, 2015

Slammed: For the First Time Sales Manager. For first time sales managers ” by my friend and sales management guru Ken Thoreson. This is his 4 fourth in a series of books written under the banner “Your Sales Management Guru’s Guide To:”. Sales is a corporate priority. Chapter 24.

Sales Management 120

Sales Management Scale Energy Objections 120

Steven Rosen

JANUARY 11, 2015

To start the year I thought I would share one of my favourite Sales Management Tips. Whether you are a new or tenured sales managers it is critical that you manage your own motivation. Welcome to management. In management the environment is less supportive and filled with stress.

Motivation 120

Motivation Sales Management eBook Exercises 120

Steven Rosen

MARCH 30, 2017

Awesome Sales Leaders. It would be great to understand what awesome sales leaders are doing to lead their team to succeed? As a sales leader, there are only so many levers you have at your disposal to impact team success. However, you know that where you put your emphasis can have a dramatic impact on sales outcomes.

Lead Rank 294

Lead Rank Lead Scoring Leads Marketing Qualified Lead 294

SBI Growth

SEPTEMBER 2, 2013

We write frequently about aligning your sales process to your ideal customer''s buying process. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. Team meetings are run by sales managers.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

Steven Rosen

MARCH 25, 2014

Janet is an experienced and successful district sales manager who could work in any industry and for any company. Each month Janet is put to the test with different sales reps she must coach to success. However, as she shared in one of our monthly coaching sessions, she is frustrated with one of her most tenured sales reps.

Coaching 288

Coaching Salary Energy Motivation 288

Steven Rosen

JANUARY 18, 2021

How can you get any significant work done if all you are doing is attending virtual meetings and managing endless emails? As a sales leader, you are in the most challenging role in the organization. Even though your customers and the selling environment have changed, you are still responsible for delivering sales results.

Face-to-face 379

Face-to-face Sports Energy Objections 379

No More Cold Calling

SEPTEMBER 2, 2014

Your resources (and energy) will be drained. Worst of all, PITA clients waste time, energy, and creativity that would be better spent serving your Ideal Clients —the ones who are a pleasure to work with, give you what you need to help them grow their businesses, spend lots of money, and then offer referrals to other great clients.

Referrals 274

Referrals Case Study Energy Margin 274

Steven Rosen

MAY 20, 2024

In this episode of the Sales Leadership Awakening Podcast, Margo Edris , Regional VP of Sales at Salesforce, shares insights on sales leadership and discusses topics such as handling challenges gracefully, preparing for coaching, and integrating fun into the workplace. Time management is essential for finding time to prepare.

How To 296

How To Sales Leadership SalesForce Coaching 296

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. What would you include?

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Steven Rosen

MARCH 2, 2023

5 Ways to Stay Inspired Paul Smith is the Sales Director of a leading technology company. He has been in the industry for the last ten years and has been a star in various sales and marketing roles. His recent promotion finds him managing managers. But what exactly does it mean to “inspire?”

Hiring 227

Hiring Face-to-face SAP Energy 227

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. As a sales manager, see whether this sounds familiar: You sit down with an underperforming salesperson and open with a statement like, “You’re not hitting your numbers.”

Coaching 257

Coaching Construction Pivotal Positioning 257

Hubspot Sales

MAY 18, 2021

Conversational intelligence tools — programs that use artificial intelligence to automatically record, transcribe, and analyze hours of sales calls — are becoming a staple of a growing number of sales organizations' tech stacks. How Managers Can Use Conversational Intelligence. Better understand the voice of your customer.

Conversion 119

Conversion Sales Management Scale Call-back 119

Anthony Cole Training

AUGUST 20, 2020

Often, managers focus their energy on defining procedures and identifying expectations during times of change. As a leader, have you ever wondered why your salespeople don't adapt to and follow the new guidelines you have established?

Guidelines 285

Guidelines Energy Sales Leadership Motivation 285

Score More Sales

FEBRUARY 25, 2014

You are a seller and one of your big sales opportunities has stalled. Sales author Anne Miller gives us some examples: Hit? Determination, persistence and energy–everything a sales manager wants in a new hire, expressed metaphorically to win a job. Kill Crutch Words – Inside Sales Power Tip 133.

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

The Sales Hunter

OCTOBER 18, 2019

Recently, I had a discussion with a sales manager about how to connect with customers. The sales manager knew me well from my work with him at a previous company. One thing that made our time meaningful was our complimentary view of sales. Neither one of us think of sales as a job. How do you view sales?

Hiring 178

Hiring Scale Energy Motivation 178

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

SBI Growth

NOVEMBER 8, 2013

“Every Friday I get on the call with my sales directors. Many organizations run into this phenomenon with their sales leadership. The managers get on the line and report their commits for the month. After a few painful minutes, you move on to the next manager. How can the managers, and your, time be better spent?

Licensing 281

Licensing Margin Report Sales Operations 281

No More Cold Calling

JANUARY 2, 2014

That’s a lot of intellectual energy directed at resolutions most of us will dump or forget about by the end of January. Instead I create manageable goals for myself and my team. As you’re planning for 2014 , don’t just give your sales team an annual quota and expect them to make it rain. Forget Shaking the Trees. Comment Here.

Referrals 240

Referrals Small Business Small Business Enterprise 240

No More Cold Calling

DECEMBER 30, 2014

Which broken sales strategies should we leave in the past (ah-hem, cold calling )? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. Phillip Twyford, director of sales and marketing for Tico Mail Works, elaborates in this guest post.

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

Sales 2.0

FEBRUARY 15, 2023

This is the second in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Paul is the Director of Field Enablement at Groove , a leading sales engagement platform.

Conversion 195

Conversion Amdocs Territories Forecasting 195

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

No More Cold Calling

SEPTEMBER 6, 2018

Sales VP Sam told me he wants to create a referral culture, as did CRO Sue, and CEO Amanda. And they know the best referral programs require a sales culture where referrals are top priority. Referrals must be part of their Sales DNA and the way they do business—when people are looking and when they’re not. That’s culture.

Referrals 320

Referrals Ideal Customer Profile Banking Lead Generation 320

Steven Rosen

SEPTEMBER 8, 2022

Are you a good sales leader or a great sales leader? What makes a great sales leader? I have found that the two most important critical success factors to being a great sales leader are: Top sales leaders build winning teams by coaching , engaging and being a BOLD leader. What is stopping you from making the leap?

Hiring 272

Hiring Coaching Energy Meeting 272

Sales 2.0

OCTOBER 11, 2019

When I first got involved in sales I was a sales engineer. 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. A real sales job. I knew it!).

Engineering 262

Engineering Small Business Small Business Banking 262

DiscoverOrg Sales

SEPTEMBER 28, 2017

The account-based approach is an increasingly common undertaking by marketing and sales departments. But the biggest account-based killer is still at large: Lack of sustained focus from Sales. How can you challenge enthusiasm, channel energy, and constantly focus your sales team on the accounts that really matter?

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237

Selling Energy

AUGUST 9, 2021

Being a sales manager is a demanding and complex job where your duties are constantly shifting. You need to oversee and maintain a team and you’re responsible for a variety of make-it-or-break-it decisions.

Sales Management 97

Sales Management Sales 97

The Pipeline

MARCH 8, 2013

When working with sales teams there are some specific things I look for to understand the makeup of the team and its members. There generally different indicators based on their industry, tangible vs. none tangible, and the nature of the sale. By Tibor Shanto – tibor.shanto@sellbetter.ca.

Face-to-face 300

Face-to-face Account Energy Groups 300

No More Cold Calling

DECEMBER 18, 2014

These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time. Dump the Script We’ve all had to make calls from a script at some point in our sales career. Consider the opposite sales approach. But until you qualify them, names are not sales leads. A waste of your time.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303