Your Sales Management Guru

MARCH 9, 2013

Sales Managers: Does Your Team Know How to Prospect? It seems that every client I have worked with over the past 14 years has had a challenge in creating enough leads driven through their sales teams. Last week I was fortunate to read: The Sales Winner’s Handbook by Wendy Weiss, “The Queen of Cold Calling”.

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Handbook Prospecting Cold Calling Gatekeeper 78

Your Sales Management Guru

MAY 19, 2014

In today’s sales world products/services are changing rapidly or as salespeople who may change companies or even industries, learning quickly and increasing your level of professionalism is essential, Agile Selling provides the salesperson and sales manager the guides lines and sales best practices to achieve success.

Handbook 84

Handbook Sales Leadership Lead Rank Lead Scoring 84

Your Sales Management Guru

DECEMBER 9, 2014

My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. In fact I will recommend it as an internal sales training book club tool as well! Ken has written 5 books, his latest book is: SLAMMED!

Handbook 87

Handbook Negotiation Call-back Sales 87

SBI

AUGUST 1, 2018

We tend to think of onboarding as a one-time event as new sales reps are hired. Employee handbook? Product training? Moreover, recent research “ Salesperson Onboarding ” by the Sales Management Association found that new hire success rate for sales reps is just 55%. Meetings and assignments?

Sales Talent 95

Sales Talent Hiring Lead Rank Handbook 95

InsideSales.com

JULY 1, 2020

As a seasoned leader in the sales industry, we’ve put together a list of the top 10 books we believe every sales leader should read. Learn how to be a better sales manager, an effective leader, and get results with some advice from sales experts. Sales Management. In New Sales. Simplified.:

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Handbook Inbound Sales Qualified Lead Revenue 98

Allego

OCTOBER 3, 2024

How will your sales training programs change in 2025? The landscape of sales training programs is rapidly evolving as we head into 2025. What’s Driving Change in Sales Training Programs?

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Training Lead Rank Coaching Trends 62

Janek Performance Group

NOVEMBER 8, 2021

Salespeople should be educated and trained how to use LinkedIn to their advantage. As a training company, we realize adults are competency-based learners. Including a section on social media protocols in your employee handbook is a common best practice today. The Premature Sales Pitch.

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Social Selling LinkedIn Guidelines Ideal Customer Profile 117

Sales Hacker

MARCH 2, 2020

Management and Operations. Sales Manager Survival Guide. The Ultimate Sales Machine. Blueprints for a SaaS Sales Organization. Sales Management. The Sketchnote Handbook. More Sales, Less Time. 80/20 Sales and Marketing. If you are new to sales, make this the first book you read.

Top of Funnel 143

Top of Funnel Lead Rank Hiring Handbook 143

Allego

FEBRUARY 8, 2024

Given their own quotas and responsibilities, sales leaders often find it challenging to allocate adequate time for one-on-one coaching sessions. Additionally, there’s a significant gap in training for sales leaders themselves on how to coach effectively. Technological barriers also play a role.

Sales Coaching 71

Sales Coaching Coaching Tools Handbook 71

Your Sales Management Guru

FEBRUARY 12, 2012

This week’s blog is a book review: Executive Toughness: The Mental Training Program to Increase your Leadership Performance by Dr. Jason Selk published by McGraw Hill. My objective in addressing sales leadership issues is to provide you ideas, tools and concepts to increase your professionalism. Executive Toughness.

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Handbook Sales Leadership Account Training 65

SBI

SEPTEMBER 4, 2012

While both hunters and farmers are always needed, and both new accounts and current accounts are important, if you want to grow revenue in today’s environment you’ll need a large army of well-trained hunters and a smaller contingent of farmers. And that’s where “New Sales. The cover of “New Sales. Simplified.” Simplified.”

Revenue 101

Revenue Handbook Face-to-face Penetration 101

Miller Heiman Group

APRIL 18, 2018

As we often tell our clients: There is no content without training, and there is no training without content. These facets are each covered in Sales Enablement , so in this post, we will focus exclusively on the three categories of enablement services: content, training and coaching.

Sales Enablement 66

Sales Enablement Face-to-face Demand Generation Agencies Handbook 66

Fill the Funnel

DECEMBER 3, 2012

” Zero-Time Selling gives every sales professional, sales manager, entrepreneur and CEO the tools to be completely responsive to that customer request. Author Andy Paul clearly understands that neither sales people nor buyers have the luxury of time. And win more orders in less time. Simplified.: Simplified.

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Face-to-face Top of Funnel Call-back Sales 132

Allego

OCTOBER 15, 2024

AI Is Transforming Sales Coaching Imagine transforming your sales team into an unstoppable force with AI-driven coaching. It’s possible and sales leaders in all industries are doing it. Download the Sales Coaching with AI Handbook to learn how. Build Trust Trust is earned, not given.

Consultative Selling 62

Consultative Selling Lead Rank Lead Scoring How To 62

Jonathan Farrington

DECEMBER 12, 2012

As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.”.

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Handbook Call-back Travel Conference 41

Lessonly

FEBRUARY 14, 2020

Sales training programs and software can help you improve your sales team in numerous ways. However, many sales leaders don’t understand how these programs work and what their benefits are. At Lessonly, we specialize in sales training software that allows you to optimize your sales force and increase their sales.

Software 26

Software Software Benefit Training 26

The Spiff Blog

JANUARY 12, 2023

But here are some resources we recommend checking out to improve performance and rep experience by retooling your comp plans: 6 Signs Your Commission Management Solution is Working Against You. How to Motivate Sales Managers with Compensation Strategy. Creating Compensation Plans for Sales Engineers. About Spiff.

Compensation 67

Compensation Hiring Commission Face-to-face 67

Janek Performance Group

SEPTEMBER 2, 2022

Alternatively, when new sales reps witness leadership bending the rules, cutting corners, or misrepresenting facts, they receive the green light to follow their example. Integrity is not something sales reps are taught by reading the employee handbook. Integrity For Sales Reps. Sales Rep B loses out on the deal.

Handbook 62

Handbook ACT Referrals Buyer 62

Janek Performance Group

SEPTEMBER 2, 2022

Alternatively, when new sales reps witness leadership bending the rules, cutting corners, or misrepresenting facts, they receive the green light to follow their example. Integrity is not something sales reps are taught by reading the employee handbook. Integrity For Sales Reps. Sales Rep B loses out on the deal.

Handbook 62

Handbook ACT Referrals Buyer 62

Braveheart Sales

MAY 29, 2018

I’ve been rereading it, as I do occasionally, and keep observing so many parallels to sales and the emotional discipline it takes to truly be the best one can be, that I feel the need to write about it. In sales, it’s our prospect and where they need to go. The book is all about how to stay in the moment and focus on the target.

Handbook 40

Handbook Sports Commission Sales 40

Jonathan Farrington

APRIL 5, 2013

As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.”.

Handbook 31

Handbook Scale Coaching Conference 31

Jonathan Farrington

SEPTEMBER 12, 2012

As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.”.

Lead Rank 36

Lead Rank Ideal Customer Profile Handbook Social Media 36

MarketJoy

JULY 24, 2018

They are better equipped to handle objections (and counter them) therefore increasing win rates during the sales process. – Accelerates sales cycles – Reps are able to communicate more clearly and consistently with champions and key stakeholders throughout the sales process. So where to start?

Sales Enablement 40

Sales Enablement Hiring Top of Funnel Quota 40

SBI

NOVEMBER 7, 2019

One of the great things about working for a relatively small company is that it trains you to be very pragmatic. Sales Enablement. Sales Coaching. Sales Enablement. Seismic, has been named the Best Sales Enablement Platform of 2019 as part of the annual SIIA CODiE Awards. Sales Enablement. Sales Enablement.

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Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

Sales Hacker

SEPTEMBER 24, 2018

Based in neuroeconomics, Pitch Anything trains readers to control the pitch process by understanding how the brain makes decisions. The authors also share ways to spot and engage with these influential “Mobilizers” for more effective sales. The Essential Handbook for Prospecting and New Business Development. Buy New Sales.

Strategy 73

Strategy Ideal Customer Profile Influencer Cold Calling 73

Sales Hacker

SEPTEMBER 15, 2020

And whether they did virtual training or they just did some form of coaching, or just have a team come together. A few books for startups, especially around culture, include High Growth Handbook by Elad Gil. The Culture Code is a good one. Understanding Zappos and Tony Hsieh’s biography, I found it valuable.

Sports 71

Sports Lead Rank Scale Lead Scoring 71