Pipeliner

NOVEMBER 7, 2024

With over 25 years of experience working with Fortune 500 clients and advanced degrees in business psychology, Joel offers a wealth of knowledge on the critical distinction between perception and reality in sales and hiring processes. Understanding this distinction is crucial for both sales and hiring processes.

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Hiring Video Lead Scoring Lead Rank 105

SBI Growth

MAY 12, 2025

Like a sports team, where great players are the key to winning, you can also use behavior-based interviewing techniques to evaluate sales talent. These NFL teams used sophisticated behavior-based interview questions focusing on the candidate's past performance and behavior to predict future performance and behavior in similar scenarios.

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Hiring Sports Exercises Sales Talent 156

Steven Rosen

APRIL 10, 2024

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. They emphasize the importance of creating an ideal hiring profile with hard and soft skills and non-negotiables.

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Hiring Strategy Negotiation Ideal Customer Profile 296

Anthony Cole Training

APRIL 15, 2021

In the final installment of our No Assembly Required Hiring series, we discuss the importance of having a strict and detailed onboarding process when bringing new sales talent into your organization.

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Hiring Sales Talent Sales 334

Anthony Cole Training

MARCH 1, 2024

Running a company is very different than managing a sales team, so you need someone skilled in the specific strengths of coaching and motivating your sales team. Companies have choices and often it makes sense to hunt, interview, hire and pay for a full-time sales manager, but this is a position very difficult to fill.

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Hiring Sales Management Motivation Objections 314

Anthony Cole Training

MARCH 29, 2024

Putting the best people in the right seats is the biggest problem identified by most business execs, especially as it applies to critical sales roles. After working with hundreds of companies over the last 30 years, here is what we have learned are the 5 most common problems companies struggle with when hiring quality salespeople.

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Hiring Company Sales Motivation 313

Anthony Cole Training

JANUARY 5, 2023

I would like to provide you with an alternate perspective to LinkedIn's article- a list of 9 Do’s you can use when looking for and hiring new talent.

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Hiring LinkedIn Coaching Company 310

Anthony Cole Training

FEBRUARY 9, 2024

Many companies are struggling with finding talent in today’s environment, and it is particularly difficult to find top-notch sales management talent. Unfortunately, most sales managers have no formal training in leadership, management and coaching skills, so how do you find the right person?

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Hiring Sales Management Company Industry 326

Janek Performance Group

DECEMBER 24, 2024

Sales training can be a significant investment in your sales team. However, despite this, it would be a mistake for organizations to think they can just sign their team up for training and watch them succeed. To be successful, training cannot be a one-off event. What do you want reps to take away from the training?

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Training Hiring How To Retention 118

Sales Hacker

FEBRUARY 18, 2025

Before that, he was the first non-founder seller at three startups, turning early traction into a repeatable sales motion. Discussed in this Episode: When to hire your first account executives Key traits to look for in early sales hires Structuring compensation for first sales reps Should you ‘hire the buyer’ to be your sales rep?

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Hiring Ideal Customer Profile How To Call-back 94

SalesFuel

APRIL 21, 2025

Hiring managers, finding the top sales talent for your sales team isnt just a smart move; its necessary. A weak hire can stall growth, waste time, and hurt your teams momentum, but a strong hire can change everything. Why Does Hiring the Right Salesperson Matter So Much? Be clear and specific.

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Hiring How To Sales Talent Salary 59

Understanding the Sales Force

FEBRUARY 14, 2025

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey. This is problematic for more than the obvious reason.

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Data Hiring Compensation Quota 220

SalesFuel

APRIL 22, 2025

Managers make hiring mistakes more often than they want to admit. A bad hire isnt always a toxic employee. Unfortunately, these bad hires cost money. Organizations can drastically reduce hiring costs and mistakes by using assessments. Other times, managers worry about budget allocations.

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Hiring Objections Data Discount 59

SalesFuel

MAY 21, 2025

The Best Salesperson I Ever Had ebook delivers timeless lessons from the field SalesFuel announces the release of its new ebook, The Best Salesperson I Ever Had In the Words of Real Customers, which offers actionable insights into what truly sets world-class sales professionals apart. Lee Smith, CEO of SalesFuel.

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SalesFuel

MAY 6, 2025

Hiring a great sales professional has traditionally required managers to review a candidates sales skills. As technology advances, hiring managers should maintain awareness of another key organizational need: AI readiness. But sales professionals also need a level of AI literacy. What is AI Readiness?

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The Center for Sales Strategy

OCTOBER 23, 2024

As much as we love a good rags-to-riches story, the truth is, talent can’t be trained into someone—it’s hardwired. You can’t create, mold, or magically inject it into someone. You either have it or you don’t.

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Understanding the Sales Force

OCTOBER 9, 2024

Most sales teams win fewer than half their “games,” and while defense can’t be blamed, pitching can! Unlike the Red Sox, most sales teams have too much pitching (demos and presentations)! They will be part of the company’s future with proper training and coaching.

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Hiring Compensation Lead Scoring Lead Rank 352

Pipeliner

MAY 21, 2025

Tony is the Chief Sales Officer at his company. He has worked in sales for 19 years. He started as an account executive and worked his way up to the top. Tony shares what hes learned about growing strong sales teams. This helped him understand sales from the bottom up. More people reach their sales targets.

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Video Hiring Lead Scoring Lead Rank 104

Pipeliner

MARCH 12, 2025

In a recent expert interview, John Golden talked with Chris Jennings , a sales leadership expert with more than 25 years of sales and leadership experience. They discussed new sales training methods, the importance of authenticity in sales, and the changing role of sales managers.

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Video Training Lead Scoring Lead Rank 105

SBI Growth

DECEMBER 9, 2024

Hiring and onboarding new sales hires can be extremely challenging especially for sales managers who lead, manage, and coach an existing sales team. Focus on these five factors to increase your odds of success with new sales hires.

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Hiring Lead Management Coaching Sales Management 156

SBI Growth

OCTOBER 28, 2024

Hiring and onboarding new sales hires can be extremely challenging especially for sales managers who lead, manage, and coach an existing sales team. Focus on these five factors to increase your odds of success with new sales hires.

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Hiring Lead Management Coaching Sales Management 156

Sales and Marketing Management

SEPTEMBER 3, 2021

If you hire and train sales development reps smartly, they move on to leadership roles. The post The Next-Gen Sales Development Team appeared first on Sales & Marketing Management. Here's how to keep your pipeline of star talent filled.

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SalesFuel

MAY 13, 2025

Bad sales hires happen more often than anyone would like to admit. Sales positions can be among the most challenging to fill. One way to reduce the risk is to use behavioral assessments for hiring. The Real Cost Of A Bad Sales Hire Several studies have attempted to pinpoint the cost of a bad sales hire.

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Hiring Face-to-face Top of Funnel Lead Scoring 45

Anthony Cole Training

APRIL 18, 2025

As you take stock of your teams performance, what concerns you most? Is it the challenge of maintaining your companys market share? Are you worried that your salespeople are not selling? Are you concerned that they even have what it takes to sell?

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Hiring Marketing Company Training 187

SalesFuel

DECEMBER 18, 2024

Sellers who understand and practice strategic account management tend to be top performers. times more likely to increase revenue by 20% or more in existing accounts than others. more likely to have effective processes for building and executing strategic account plans. What is strategic account management?

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Hiring Account Ideal Customer Profile Decision Maker 52

SalesFuel

APRIL 17, 2025

Many hiring teams wonder what they might be missing when a seemingly perfect hire doesnt work out. and How can they help us avoid hiring mistakes before they happen? and How can they help us avoid hiring mistakes before they happen? Think about a talented athlete who doesn't train hard; their talent is wasted.

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SalesFuel

APRIL 1, 2025

If you havent incorporated skills testing into hiring process, its time to start. A report from the National Association of Colleges and Employers ( NACE ) shows that using hiring assessment tools is a growing trend. This situation is especially true for employers who are seeking to hire recent college graduates.

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Hiring Tools Real Estate How To 59

SalesFuel

MAY 8, 2025

SalesFuel has been recognized by Selling Power as one of the Top Sales Training Companies for 2025. According to Selling Power publisher and founder Gerhard Gschwandtner, quality sales training remains paramount to B2B sales success. They accelerated our sales results by 10x! SalesFuel CEO C.

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Zoominfo

JANUARY 21, 2025

The rapid adoption of GPT-based AI tools isnt simply a technological evolution in sales; its a fundamental restructuring of how teams work. And theyre moving the needle: According to McKinsey , sales orgs that use AI see revenue uplifts of up to 15% and sales ROI uplifts of up to 20%. Its about building GPT-native sales teams.

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Sales Gravy

MARCH 18, 2025

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. The question is, how soon can they start generating leads and setting up sales conversations?

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Cold Calling Hiring Guidelines GoldMine 80

Anthony Cole Training

MARCH 21, 2024

It's difficult to choose what the toughest part of any sales manager’s job is and it can vary by company, industry or geography. Undoubtedly, it will be about people – finding the right salespeople, hiring and onboarding, coaching them on important deals and for skill development.

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Understanding the Sales Force

AUGUST 10, 2022

You may have read that the latest legislation out of Washington DC provides $80 billion for the hiring, arming and training of close to 80,000 new IRS (Internal Revenue Service is the US Tax Agency) agents to nearly double the size of the agency. Did you catch the part about arming IRS agents?

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SBI Growth

OCTOBER 7, 2024

Like a championship sports team that needs great athletes , exceptional salespeople are the lifeblood of a high-performing sales organization. But if you have recently recruited new salespeople, you probably have also experienced how brutal it is to try to hire top talent in today's market.

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Hiring Sports Training How To 177

Anthony Cole Training

MAY 31, 2024

“Did I hire my salespeople this way or did I make them this way?” This is the question every sales manager must ask. Fixing performance problems always starts with Standards and Accountability.Accountability means taking responsibility for outcomes – good or bad.

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Cincom Smart Selling

MARCH 17, 2025

Introduction In our article, CPQ Automation: The Key to Faster Sales and Higher Revenue , we explored how CPQ automation streamlines sales cycles, eliminates errors, and enhances profitability. Heres how: Recognizing the Signs: When to Hire a CPQ Consultant? CPQ should accelerate your sales cyclenot slow it down.

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Hiring Scale Lead Rank System 48

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program.

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SBI Growth

FEBRUARY 24, 2025

Most companies dont go through the process of hiring a sales training partner very often. When they do, theyre often looking to be educated about the selection process or, in a worst-case scenario, influenced toward an ineffective solution by an unscrupulous vendor.

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