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

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 Cold Calling Social Media 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

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 Incentive 166

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

Sales Management 58

Sales Management Forecasting Face-to-face How To 58

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

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 Decision Maker 241

Highspot

APRIL 1, 2025

Key Takeaways Traditional sales role play often feels forced and anxiety-inducing, limiting a reps ability to build genuine sales confidence. AI-driven simulations provide judgment-free, personalized feedback, helping managers improve skills without peer scrutiny.

Training 52

Training Sales Management Hiring Lead Rank 52

Mindtickle

FEBRUARY 7, 2025

Modern revenue leaders understand that sales coaching is key to sales success. Sales coaching can help every team member achieve their full potential when done well. In fact, recent research found that nearly all (91%) of sales managers feel coaching positively impacts team performance.

Sales Coaching 52

Sales Coaching Software Software Coaching 52

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.

Cold Calling 281

Cold Calling Social Media Referrals Face-to-face 281

Cincom Smart Selling

APRIL 10, 2025

Introduction In todays hypercompetitive market, having a fantastic product is no longer enough to guarantee sales success. The difference between a sales team that hits targets and one that consistently exceeds them often lies in the support structure around itsales enablement. What is Sales Enablement?

Sales Enablement 48

Sales Enablement Top of Funnel Tools Strategy 48

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 113

Sales Management Face-to-face Social Selling Sales Leadership 113

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 Decision Maker 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

Hubspot Sales

SEPTEMBER 30, 2024

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. There are some common pitfalls sales reps tend to run into when leveraging social media as a sales resource. Sales representatives should be friendly while interacting with target customers or clients.

Social Selling 108

Social Selling Social Media Media Networking 108

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 131

Sales Forecasts Forecasting Tools Oracle 131

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

Allego

OCTOBER 29, 2024

Today’s fast-paced, tech-driven world is causing a massive shift in the medical device sales industry. The days of relying solely on face-to-face sales meetings are over. Digital selling is the game, and you must have a strategy that ensures your team succeeds in medical device digital sales.

Strategy 62

Strategy Face-to-face Buyer Lead Rank 62

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

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching.

Coaching 64

Coaching Sales Coaching Face-to-face ACT 64

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

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

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

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

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

SBI

JUNE 23, 2020

Sales teams have faced a long list of challenges this year due to the pandemic. While some industries had to rethink their selling approach completely—financial services and medical device sales in particular—others such as high tech were already onboard. When it comes to sales, remote work presents a unique set of issues.

Hiring 143

Hiring Scale Face-to-face Collateral 143

Mr. Inside Sales

JANUARY 6, 2020

How good (or bad) does your sales team sound when prospecting over the phone? On Friday, (Jan 3 rd ), I received a sales call that went like this: Me: “Good morning, Mike Brooks here, how can I help you?”. I won’t go on (although this sales rep was willing to…). Have you recorded and listened to their calls lately? What gives?

Face-to-face 157

Face-to-face Inside Sales Gatekeeper Decision Maker 157