SBI Growth

DECEMBER 18, 2013

Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. Today’s post focuses on the missing link: Enabling your front-line sales managers. Without strong front-line sales managers, your chances of making the number are low. Why Sales Managers Fail.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

No More Cold Calling

NOVEMBER 13, 2014

Not too long ago, new sales recruits were given a desk, a phone, a phonebook, an overview of benefits, and instructions for how to complete time sheets. The process hasn’t changed much over the years, but the tools sure have. They hang in there for a while, and then they leave for the next sales opportunity.

Report 274

Report Face-to-face Lead Rank Lead Scoring 274

Steven Rosen

APRIL 18, 2022

The 3 most important questions that we need to address when making hiring decisions for a sales position are: Can the candidate effectively sell virtually? Unfortunately, most sales organizations have not adapted their hiring process to identify top performers in the post-COVID reality. Traditional Hiring Challenges. 1: Fit Interview.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

SBI Growth

DECEMBER 8, 2013

In this post, you’ll hear about Jeanne, the HR business partner to sales at a software company. Today''s post includes insight on what can go wrong with sales performance. It also includes the free downloadable SBI guide: 8 Steps to Sales Process Improvement. A few weeks ago, I met with Barry, a regional sales director.

Face-to-face 310

Face-to-face How To Quota Policies 310

Sales 2.0

NOVEMBER 12, 2012

I interviewed sales manager, sales person, sales trainer and all around smart guy Jorge Soto. I asked Jorge about how he uses Sales 2.0 Jorge: It’s interesting because I never considered it Social Selling when I started to use social media tools to sell. You are running a sales/biz dev effort now.

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

No More Cold Calling

OCTOBER 16, 2014

And technology will eliminate the time-consuming, face-to-face aspect of communication. Because the more things change, the more they stay the same—in sales and in life. Old but Not Irrelevant People have always been fascinated with—and even enthralled by—technology. But we’ve never been surrounded by so much of it.

Face-to-face 291

Face-to-face Transportation Social Media Cold Calling 291

SBI Growth

JANUARY 27, 2014

As a sales manager, your team looks to you for coaching and strategic help. At the end you can download the Deal Strategy Tool Kit which will aid you in this approach. At the end you can download the Deal Strategy Tool Kit which will aid you in this approach. Let’s face it. Account Planning. User Buyer.

Strategy 303

Strategy Decision Maker Face-to-face Influencer 303

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Mr. Inside Sales

MARCH 2, 2024

I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! Nothing is more of a Red Flag to a potential hiring manager than instability of employment. Less is more.

Hiring 241

Hiring Face-to-face Gatekeeper Licensing 241

Sales and Marketing Management

JANUARY 27, 2019

Author: Brad Wilsted Note: This is part 3 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. Hire the right sales managers. This doesn’t happen by accident.

Sales Management 166

Sales Management Hiring Compensation Incentives 166

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. Sales VPs spend money on sales training because it has been sold as a quick fix. Traditional Sales VPs like events. “I

Training 302

Training Face-to-face Webinar Metrics Forecasting 302

No More Cold Calling

AUGUST 19, 2014

If you’re asking strangers on social media for referrals, you’re like the guy at a networking event who shoves his card in people’s face and asks for theirs in return. LinkedIn and other social media channels are fantastic tools for beginning conversations and new relationships. And he thinks I’ll give him a referral? That''s my.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

Sales and Marketing Management

JUNE 4, 2017

Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text. This means sales teams need more than a website to gather product and pricing information. Here are some tips for communicating effectively with sales teams.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

No More Cold Calling

SEPTEMBER 23, 2014

The people who drop off the face of the earth until they need a referral or want an introduction to someone in your network. Social media is a great tool for researching prospects and Referral Sources, and for positioning yourself as a thought leader. But it is not the place for a sales pitch. Well, sales is not a party.

Social Media 281

Social Media Cold Calling Referrals Face-to-face 281

SBI Growth

NOVEMBER 16, 2013

Many of the answers to a sales leader’s execution problems are in the market. To understand how sales forces have prioritized this initiative, click here. You will receive the Sales Leaders Listening Tool. The Execution Problem You Face. As a VP of Sales, lack of execution drives you crazy. Why You Care.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

Mr. Inside Sales

APRIL 16, 2021

This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job. In sales, this means leading by example. What’s interesting in my training these days is that there are a good number of sales managers who resist this idea.

How To 195

How To Face-to-face Gatekeeper Licensing 195

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. But which ones will close?

Lead Rank 49

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

Sales and Marketing Management

DECEMBER 20, 2017

As sales organizations look to succeed in 2018 and beyond, they need to stay abreast of important trends that will impact how – and how successfully – their reps sell. Sales teams better adapt to millennial "movers". In the year ahead, sales enablement functions will address this reality with a multipronged approach.

Sales Enablement 228

Sales Enablement Face-to-face Hiring Scale 228

SBI Growth

JUNE 29, 2013

Sales leaders will not Make the Number if they fail to rapidly onboard new talent. The sales environment is uniquely suited to take advantage of an innovation called “ gamification.” This post is for HR and Sales leaders who ask, "How can we accelerate the productivity of our new hires?". Slow ramp time for new hires is lethal.

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. Sales Prospecting Techniques.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Partners in Excellence

MARCH 2, 2021

We try to formularize all the activities our sales people do with customers. But the world is complex, what our customers face is complex, what our people face is complex. We can’t possibly think of everything out people will face, scripting how they handle these situations. This is where our customers struggle.

Face-to-face 147

Face-to-face Sales Enablement Trends Channels 147

Steven Rosen

MAY 20, 2024

Utilize tools like Slack to communicate and collaborate with team members in preparation for meetings. Time management is essential for finding time to prepare. Sales leaders should bring their unique selves to every interaction and connect with others personally. Authenticity is key in coaching.

How To 296

How To Sales Leadership SalesForce Coaching 296

Sales and Marketing Management

MARCH 1, 2021

Most learning in sales is through peer learning in specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. We use interactive video, face-to-face meetings and experiential learning as part of a larger learning arc,” Ruddock says.

SAP 177

SAP Face-to-face Hiring Exercises 177

No More Cold Calling

JUNE 19, 2014

So the secret to increasing sales effectiveness isn’t finding complicated, impressive ways to explain what you do. The gatekeepers are onto your tricks. Are you tired of talking to people without any decision-making power? Wouldn’t you rather walk straight into the corner office and pitch to the person who’s actually in charge? Think again.

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Gatekeeper Referrals Cold Calling B2C 280

Sales Hacker

JULY 28, 2021

Fortunately, sales forecasting tools are available that can do a lot of the heavy lifting by using algorithms to create more accurate forecasts. What is sales forecasting? Sales forecasting methodologies. Do I need a sales forecasting tool? How do I evaluate sales forecasting tools?

Sales Forecasts 122

Sales Forecasts Forecasting Tools Oracle 122

No More Cold Calling

MAY 24, 2018

If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. 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?

Prospecting 196

Prospecting Social Media Trends Face-to-face 196

Mr. Inside Sales

AUGUST 29, 2022

The most effective thing you can do as a sales manager or business owner is to upgrade the skills of your existing inside sales team. Sadly, not increasing their competency will lead to sales as they are now…). This sale is good for one week only and ends at midnight on Tuesday, September 6 th (after Labor Day).

Training 31

Training Licensing Face-to-face Inside Sales 31

Zoominfo

AUGUST 11, 2021

It’s what keeps your sales team organized and focused on managing opportunities to close deals. Unfortunately, many B2B organizations suffer from ineffective sales pipeline management. The symptoms are almost always the same: Sales teams waste time delivering demos to unqualified leads. What Is a Sales Pipeline?

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. The effectiveness of traditional methods like phone calls and face-to-face meetings remains significant.

Sales Management 87

Sales Management Face-to-face Social Selling Sales Leadership 87

Mr. Inside Sales

MAY 8, 2022

And that led me to think about sales teams and individual producers. I have the privilege of working with a lot of companies, coaching and training and scripting their sales process, but for each company I work with, there are thousands who go without ongoing coaching. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 31

Face-to-face Film Inside Sales Gatekeeper 31

Zoominfo

APRIL 2, 2018

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. Five ways to support your sales team and increase productivity.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

Mr. Inside Sales

NOVEMBER 13, 2022

Recruiters, HR departments, and sales managers are working harder than ever, and they all ask me the same thing: “Where has everyone gone?”. If you or your company is in need of sourcing and hiring quality talent for your inside sales department, then I’d like to share a resource with you. How about your company?

Inside Sales 156

Inside Sales Hiring Face-to-face Ideal Customer Profile 156

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

Mr. Inside Sales

MAY 30, 2022

Feeling a little overwhelmed by all the new sales tracking technology that seems to come out every month (almost every week)? How well does your sales team respond to the objection given at the end of the demo: “Can you send me those slides and let me share this with a colleague?”. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Top of Funnel 156

Top of Funnel Face-to-face Sales Qualified Lead Gatekeeper 156

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. This year has been unconventional (to put it lightly) and leaders have been faced with challenges that they likely haven’t seen at other points in their careers. The ability to share information with other leaders, or to ask "how are you managing?"

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

Partners in Excellence

NOVEMBER 22, 2020

Past training programs, last year’s tools (which we never used anyway), many things that were highly effective and some which weren’t are no longer valid, displaced by this year’s version. It is no longer fashionable to talk about sales enablement, now it’s revenue enablement. The comment got me reflecting.

Fashion 152

Fashion Face-to-face Sports Consultative Selling 152