No More Cold Calling

FEBRUARY 25, 2014

How do you successfully transition from sales rep to sales leader? I was an award-winning sales rep who was promoted to sales manager. I was also promoted without any training or guidance. I will never again underestimate the significance of a rep-to-manager transition. It happened to me.

Cold Calling 243

Cold Calling Promotion Small Business Small Business 243

No More Cold Calling

DECEMBER 9, 2014

So what does this mean for sales organizations and sales managers ? I completely agree that sales organizations should focus on hiring, training, coaching, and retaining Millennials—tapping into the innate talents these digital natives bring to the table. Read the rest of the article.) ”] Absolutely not.

Hiring 285

Hiring Fashion Small Business Small Business 285

SBI Growth

SEPTEMBER 19, 2013

Most sales initiatives have 3 steps: Concept – determine what will get done and why. Launch – train the team. Your sales team is brought into a room and hooked up to the proverbial fire hose. Your sales managers check the “launch” box. Your sales reps leave excited. Gamify Your Sales Initiatives.

Lead Rank 321

Lead Rank Lead Scoring Hiring Airlines 321

No More Cold Calling

OCTOBER 2, 2014

During the training simulations, our heroes instruct the new guys how to land a space shuttle manually, which the young astronauts think is ridiculous, insisting that with such a great, modern machine, all they need to know is how to make an instrument landing. Associations Enterprise Sales Management Salespeople Small Business'

Cold Calling 286

Cold Calling Small Business Small Business Enterprise 286

SBI Growth

SEPTEMBER 23, 2013

VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint. To have a sales strategy you can execute, it must follow a structured path. Sales training. Matt Sharrers on Google+.

Compensation 325

Compensation Social Media Incentives Incentive 325

No More Cold Calling

JULY 14, 2015

The problem was that sales management had their heads in the sand. So, they neglected the strategies, sales metrics , and processes that could have kept their businesses strong, or at least afloat, when the going got rough. How about a general session keynote at a conference on management excellence? We need both.

Sales Management 120

Sales Management Hiring Referrals Conference 120

SBI Growth

OCTOBER 29, 2013

You are strategizing with Sales Managers and reps. To make matters worse, everybody in the planning sessions (finance, product, training, HR) has never made a number. 2 — Rep and Manager Skills: You are debating what training you should do at your Q1 sales kickoff. Matt Sharrers on Google+.

Territories 308

Territories Compensation Buyer Google 308

No More Cold Calling

DECEMBER 16, 2014

With no formal sales training and very little real-world experience, today’s salespeople aren’t equipped to succeed. I never expected to have a long, successful sales career. Sales has always been a “sink or swim” profession, so it’s not surprising how many reps end up drowning. Did you learn to sell in school?

Hiring 240

Hiring Guidelines Engineering Face-to-face 240

Steven Rosen

APRIL 3, 2018

The rapid pace of change, high levels of uncertainty, complexity, and ambiguity in business is forcing both executives and managers to look beyond training for their ongoing development needs. Sales leaders are responsible for meeting the company’s revenue objectives. Does Executive Sales Coaching Have to Be in Person?

Sales Coaching 160

Sales Coaching Coaching Hiring Face-to-face 160

No More Cold Calling

MARCH 25, 2014

And customers resent having to “train” a new salesperson once again. Check out the Sales Benchmark Index report, “ Top Priority: Retaining Top Sales Reps.” It includes a diagnostic tool to help you identify the time-management challenges of your top performers, and strategies for addressing the problem.

Hiring 214

Hiring Salary Cold Calling Small Business 214

No More Cold Calling

JANUARY 2, 2014

I Googled “New Year’s Resolutions” and got nearly 45 million results.). The most critical element of your sales plan is the referral-selling goal. Even more exciting, with referral selling , you’ll reduce your cost of sales and shorten the time it takes to obtain new clients. And create goals for your team. 1 Goal: Referrals.

Referrals 240

Referrals Small Business Small Business Enterprise 240

SBI Growth

SEPTEMBER 23, 2012

Handling account issues post-sale impacts your selling time dramatically. Sales Reps need to train their customers to use Customer Service. If not, they develop an unhealthy dependency on the Sales Rep long after the deal has closed. How can HR help Sales with this?

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

Score More Sales

AUGUST 14, 2014

Take a look at these bloggers’ work and get inspired every day as you build your professional selling or sales managing career. Post YOUR favorite places to find great sales ideas and content. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

B2B 216

B2B Twitter Inside Sales Google 216

Score More Sales

JUNE 30, 2014

Conduct assessments to find reps consistent to what it takes to succeed in sales at your company. Train and coach frontline sales leaders. Studies show this is the best place to invest in training with follow-up coaching for reinforcement. The post 5 Ingredients To Win In Sales appeared first on Score More Sales.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

SBI Growth

AUGUST 14, 2012

If your top sales rep resigned today, how long would it take you to recover? Imagine this scenario: Your sales manager calls you up “Bob, are you sitting down?” Drew (the top sales rep in the company) just resigned. It happened to me when I was a Regional Sales VP for a Fortune 250 company. Can I do it without him?

Hiring 257

Hiring Quota Call-back Territories 257

No More Cold Calling

MAY 1, 2014

One of the key skill sets for a sales leader is the ability to coach teams—to increase sales effectiveness by giving reps the training and tools they need to develop client relationships and get deals done. You Call That Training? Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook.

Hiring 209

Hiring Cold Calling Face-to-face Policies 209

No More Cold Calling

JUNE 5, 2014

It’s easy to get sucked into solving problems all the time, but that’s a waste of your management time and doesn’t help develop your reps’ problem-solving skills. The better strategy (for everyone involved) is to give your team the tools and training they need to find their own solutions. Help Them Help Themselves.

Hiring 213

Hiring Cold Calling Small Business Small Business 213

No More Cold Calling

AUGUST 20, 2015

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. I asked my client how the sales reps prepared. ” Was their sales manager clueless, or what? You are now a true sales manager.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

Score More Sales

NOVEMBER 14, 2014

Many sales reps and sales managers commented and shared about the previous post on How Salespeople Goof Up on LinkedIn so we were compelled to share more ideas to help sellers do better. First, I wanted to share that our blog is up for an AWARD – as one of the top Sales Blogs at Top Sales World.

LinkedIn 247

LinkedIn Referrals Buying Cycle Up-Sell 247

criteria for success

AUGUST 23, 2022

Happy Tuesday, Let's Talk Sales listeners! Rene is the President at Sales Manager Now , providing fractional sales management services to small and family-run businesses. He is also the author of How to Build a Dynamic Small Business Sales Team. How fractional sales management is unique.

Sales Management 98

Sales Management Social Media Twitter Small Business 98

Score More Sales

APRIL 11, 2014

What I liked about Sean’s presentation was a good history of how and why the rise of Google changed the way we all sell. It is interesting to see how the “perfect storm” was created that allowed inside sales to really take off. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Inside Sales 209

Inside Sales Webinar Metrics Social Selling Conference 209

The Pipeline

SEPTEMBER 25, 2012

Hanging Out with @GlobeSmallBiz : How to develop a Winning Sales strategy. Last week I had the opportunity to participate in The Globe and Mail’s Report on Business’ Small Business interview series on Google+ Hangout.

Strategy 266

Strategy Small Business Small Business How To 266

Score More Sales

JUNE 27, 2014

Those of us in and around hundreds of sales teams know that it is not just about more women applying for sales positions – it is about the culture of the company, how interviewing is done, what job descriptions look like, and whether first line sales managers are trained in gender neutral communication, among other things.

Study 231

Study LinkedIn Hiring Conference 231

Sales and Marketing Management

MAY 7, 2018

Google “sales enablement definition” and you will get plenty of results. For example, a supporting framework is required where executives drive sales enablement efforts top-down and sellers receive consistent, proactive coaching from sales managers. The result is a buyer-centric approach to sales enablement.

Sales Enablement 192

Sales Enablement Hiring Compensation Buyer 192

Score More Sales

JULY 17, 2013

Video for sales training and coaching is a given. Nothing fully replaces in-person interaction with prospects, clients, or in-house training, yet video can work as a close second in augmenting in-person meetings. Gerhard had been in the UK recently for a Sales 2.0 Sales managers should hire learners, not students.

Hiring 192

Hiring B2B Video Lead Rank 192

Score More Sales

NOVEMBER 6, 2014

Book: Hire Right, Higher Profits – The Executive’s Guide to Building a World-Class Sales Force by Lee B. I love this book because it is only 140 pages, but packed full of information, ideas, insight, and actual questions your sales managers can use in interviews. Increase Opportunities. Expand Your Pipeline.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

Vengreso

MARCH 2, 2021

For that reason, we teach sellers in our LinkedIn training to subscribe to omnichannel prospecting for the best sales success while prospecting. It means using every sales strategy, every tool and every channel to engage and connect with prospects. That’s why our virtual sales training programs focus on developing these skills.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Jeffrey Gitomer

MARCH 7, 2012

Online Training. Make More Sales By Avoiding These Common Blunders. Failure to Google yourself. Why aren’t you using them to make sales? Sales Management. Sales Videos. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Gitomer | March 7, 2012 | Leave a Comment. You make them, too. Select Category.

Hiring 225

Hiring Social Media Decision Maker Loyalty 225

Score More Sales

APRIL 6, 2014

Over my selling years, I had 22 sales managers whom I directly reported to. Somehow, even in my early sales days, I learned to find someone upbeat, positive, and skilled who I could emulate and hopefully be coached by even if they were not my manager. Some were great, some were awful. This is true in selling as well.

Inside Sales 212

Inside Sales Coaching Call-back Ideal Customer Profile 212

Score More Sales

JUNE 9, 2014

By the same token, a sales manager is one of the sales professional’s top customers – if not THE top customer. Help your sales manager do their job by getting them what they ask for in a timely manner. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Ideal Customer Profile 204

Ideal Customer Profile Sports Twitter Inside Sales 204

Score More Sales

FEBRUARY 25, 2014

Determination, persistence and energy–everything a sales manager wants in a new hire, expressed metaphorically to win a job. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips. You knock me over and I come right back for more.” Close More Deals.

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. Go take look if you’re in need of some quick sales inspiration!

Channels 187

Channels Face-to-face Video Hubspot 187

Anthony Cole Training

OCTOBER 28, 2014

This thought/concept is very important for sales managers and sales people alike to grasp and think about EVERY day. During one of our “fireside” chats, Ric and I were talking about the team and how our training program with them was going. Additional Resources: Does my sales team need professional selling help?

Insurance 186

Insurance Insurance Fashion Government 186

Score More Sales

SEPTEMBER 29, 2014

Guard your time – a bit of advice given to me years ago by a wise sales manager that I’ve always worked to remember. Because of everything you do in your sales career, time is the one thing you cannot recoup. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Lead Rank 227

Lead Rank Lead Scoring Sales Qualified Lead Territories 227

Score More Sales

NOVEMBER 19, 2014

So that means that if you have a crazy sales manager who doesn’t acknowledge much of what you do that is good – it’s fine because you are doing it yourself. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities. Close More Deals.

Hubspot 206

Hubspot Twitter Inside Sales Objections 206

Hubspot Sales

OCTOBER 29, 2017

billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry.

Channels 112

Channels Video Training Hiring 112

Score More Sales

SEPTEMBER 2, 2014

If you are a sales rep, are you leading with your prospects and existing customers? If you are a sales rep, are you updating your sales manager before he or she comes to you for updates? If you are a sales leader, are you leading your team by example? How are you leading today? Increase Opportunities.

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Lead Scoring Lead Rank Leads Marketing Qualified Lead 200