No More Cold Calling
APRIL 4, 2013
Management needs to set goals based on the new skills, coach their people, and then hold them accountable. How often have you attended a fantastic training session and left with every intention of implementing all the great things you learned? Is Your Training DOA? Then reality sets in. People development—11%. Proactive review—11%.
Steven Rosen
MAY 4, 2017
Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers. Annually spending by companies: Sales training $20 billion on sales training.
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Understanding the Sales Force
JANUARY 15, 2025
Some suggest that it’s a sufficient sales process. In what world would four steps be sufficient to accomplish the primary intent of a sales process as a framework which, when followed, achieves consistent and repeatable results. There are at least ten additional qualification criteria that aren’t represented by BANT!
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. Establish a Company Way for sales management.
Sales 2.0
FEBRUARY 1, 2023
This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. You can mine the Web for contact info (like Zoominfo) and intent signals.
Steven Rosen
JANUARY 13, 2024
In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. Evaluating sales managers’ success should exceed sales quotas and include turnover and team development metrics.
The Pipeline
NOVEMBER 11, 2013
Many sales managers are in the wrong job, and for the wrong reasons, the intentions may have right, even noble, but outcome serves neither in individuals in question, the companies and customers. Worse, often they are not prepared or trained for sales management. By Tibor Shanto - tibor.shanto@sellbetter.ca.
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