Understanding the Sales Force

JULY 24, 2013

Understanding the Sales Force by Dave Kurlan On the heels of The Top 5 Sales Leadership Articles of 2013 comes the Top 10 Sales Leadership Tips of 2013. Most other "sales assessments" are marketing-modified versions of personality assessments. Read Article. Read Article. Read Article. Read Article.

Sales Leadership 246

Sales Leadership Cold Calling Sales Qualified Lead Guarantee 246

SBI Growth

JANUARY 24, 2013

Speed, it is the most commonly used word among Sales and Marketing leaders today. It is now a critical attribute of successful B2B sales and marketing organizations. Because Sales and Marketing organizations are adjusting to the new B2B buyer behavior. This is where Sales Operations has a major role to play.

Sales Qualified Lead 297

Sales Qualified Lead Marketing Lead Rank Marketing Qualified Lead 297

Steven Rosen

APRIL 13, 2012

Sales executive s become further removed from the customer and the day to day management of the business. Sales execution and sales performance are the result of your sales reps and marketing efforts more so than your own. The higher up you go the fewer levers you have at your disposal to impact sales.

Coaching 290

Coaching Sales Management Policies Segment 290

The Pipeline

JULY 24, 2013

Last week I had the opportunity to interview Nick Stein, Senior Director of Marketing and Communication at Salesforce Work.com.

Video 263

Video SalesForce Marketing Coaching 263

Understanding the Sales Force

JANUARY 15, 2025

The recent articles about BANT generally fall into two categories: Uninformed: The typical proponents of BANT are non-sales experts, often marketing people or marketers of a software application, who have little to no real-world sales experience or expertise beyond a general understanding of inbound/outbound.

Sales Process 173

Sales Process Lead Rank Lead Scoring Sales Qualified Lead 173

Steven Rosen

AUGUST 2, 2021

Peak performance is a sales team that can efficiently manage the execution of sales plans while effectively developing and encouraging their salespeople to operate at peak levels. Sales leaders believe it is their job to develop their sales managers. Marketing Executive Gets It. Find Out More.

Hiring 424

Hiring Comparison Face-to-face Objections 424

Understanding the Sales Force

AUGUST 21, 2014

And he said, "But we don''t want to evaluate everyone right now, we want to start with our sales management team.". Small and mid-market companies don''t usually request this particular approach because their management teams are usually quite lean and it doesn''t make sense for them to take this approach.

Sales Management 243

Sales Management Hiring Face-to-face Groups 243

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent.

Sales Leadership 177

Sales Leadership Hiring Coaching Account 177

Steven Rosen

JULY 24, 2023

How do you unleash the power of your sales leadership team? In the fast-paced and ever-evolving world of sales, success is dependent on the capabilities of the sales leadership team. I believe that investing in the development of this critical team is the best use of resources for any VP of Sales.

Sales Leadership 156

Sales Leadership Retention SalesForce Objections 156

Understanding the Sales Force

FEBRUARY 14, 2025

the largest group of respondents were individual contributors at 25% followed by frontline sales managers at 19%. That’s 44% of the respondents who typically don’t see things the same way as the C Suite (6%) or Senior Sales Leadership (2%). The next finding explains the previous finding.

Data 220

Data Hiring Compensation Quota 220

Steven Rosen

JUNE 12, 2017

Sales Management Challenges . Many sales managers are finding it increasingly more difficult to keep juggling all their priorities. Well, here is a great opportunity to hear it straight from two leading sales management experts. Overcoming Your Biggest Sales Management Challenges.

Webinar Metrics 184

Webinar Metrics Sales Management Hiring Case Study 184

Bernadette McClelland

MARCH 24, 2018

In my case it was a sales manager who would use the phrase, ‘Attention to Detail’ quite regularly. Bernadette McClelland is a Keynote and Sales Kick-Off Speaker, Executive Sales Leadership Coach, and published author.

Leads 339

Leads Marketing Qualified Lead Transportation Sales Leadership 339

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.

Video 105

Video Training Lead Rank Lead Scoring 105

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! This post explores what HR leaders can do to develop top internal sales leaders. Managing multi-generational sales forces.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

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

The Center for Sales Strategy

SEPTEMBER 8, 2021

What big rocks should sales managers focus on? On this episode of the Sales Leadership Series, Scott Sutherland, VP/Market Manager of the Phoenix Market at Bonneville International, joins host Matt Sunshine to answers these questions and discuss sales and executive leadership tips.

Sales Leadership 20

Sales Leadership Marketing Sales Sales Management 20

SBI Growth

MAY 18, 2013

His Sales Manager didn’t want to rock the boat. Ned walks into the Sales Manager’s office and resigns. The Sales Manager looks at Ned''s revenue numbers and doesn’t bat an eye. Once Ned is gone, the Sales Managers labels Ned a ‘bad hire’. But the Sales Manager was focused on the next 30 days.

Territories 303

Territories Hiring Quota Sales Leadership 303

Steven Rosen

JULY 8, 2024

In this episode of the Sales Leadership Awakening podcast, Jenn Steele , CEO and Co-Founder of SoundGTM, discusses the challenging dynamic between marketing and sales teams. “If you have a sales background, you must learn the long-term thinking of marketing. .

Marketing 156

Marketing Lead Rank Sales Leadership Maximizer 156

Jeffrey Gitomer

MAY 16, 2013

Tweet REALITY QUESTION FOR SALES MANAGERS: Why would you, as a leader, take an improving salesperson who is having the best year of their career, and tell him or her they’re “not making enough calls”? You’re an idiot who knows nothing about leadership, coaching, or creating winners. . Why not do something to actually help?

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

Steven Rosen

FEBRUARY 5, 2024

There is an emotional argument to be made for every single product sold.” – David Hennessy The insights shared by David Hennessy have significant implications for sales leadership. The role of self-awareness in leadership allows leaders to leverage their strengths and seek support in areas where they may be less inclined.

Sales Leadership 317

Sales Leadership Strategy Motivation Data 317

Steven Rosen

JULY 8, 2024

In this article, Jenn Steele discusses the vital role of customer feedback in refining marketing and sales strategies. She stresses listening to customer insights to tailor messaging and optimize sales tactics effectively. Key Takeaways: Collaboration between sales and marketing is essential for business success.

Revenue 156

Revenue Marketing Pivotal Promotion 156

Steven Rosen

SEPTEMBER 21, 2015

As an executive, it’s your responsibility to tailor your teams’ sales processes to reflect an increasingly knowledgeable consumer and stand out from the competition. Lack of Coordination with Marketing – A truly successful company has sales teams synchronized with the people responsible for advertising its product.

Sales Leadership 120

Sales Leadership Face-to-face Coaching Incentives 120

Sales and Marketing Management

OCTOBER 29, 2018

Author: JIM NINIVAGGI, CHIEF READINESS OFFICER, BRAINSHARK “What’s your onboarding program for new sales managers?”. While most companies would agree that sales onboarding is a strategic priority, the focus of their processes is often only?—? Why you need to onboard sales managers. That’s a pity. and myopically?—?on

Sales Management 136

Sales Management Hiring Forecasting Retention 136

Bernadette McClelland

OCTOBER 30, 2012

For those not familiar this is the pecking order: And it got me thinking about the unwritten organisational structure of an organisation and the silo driven mentality – who sits at the top – is it IT, Marketing, Sales? And then to drill down further into a silo and look at the actual sales team.

Construction 255

Construction Promotion Sales Leadership Sales 255

SBI Growth

SEPTEMBER 5, 2012

Help the sales leader identify any reps that are at risk of leaving. This should actually be an ongoing task of the HR leader to have frequent discussions with Sales Directors and Sales Managers to keep pulse on which Reps may be at risk for leaving. Has any documented issues of “disconnect” with sales management.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

The Pipeline

JUNE 19, 2013

Organizations should be striving to create an environment and process that evolves with the demands of the market, which by definition means a continuous evolution in the way buyers buy, and the way sellers sell. This in turn means the way you need to sell, the “right things’ you need to do and execute to win sales, will also change.

Scale 303

Scale Objections Pipeline Buyer 303

Allego

FEBRUARY 2, 2021

We had to figure out how to virtually communicate in ways that supported connection and engagement and enabled us to keep our fingers on the pulse of what is happening in the market—and with our teams. . The post The 3 Ps of Successful Virtual Sales Leadership appeared first on Allego. Learn More.

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

Steven Rosen

JANUARY 15, 2024

Keith Rzucidlo , Vice President of Sales at Miller Electric, joins the Sales Leadership Awakening podcast to discuss how to turn visions into actions in sales leadership. Keith shares the importance of patience and reflection in driving behavior change and advises sales leaders on coaching and change management. “I

Sales Leadership 268

Sales Leadership Coaching Resources Pivotal 268

Understanding the Sales Force

APRIL 22, 2024

Over the past thirty-nine years, I have seen this at so many companies and with executives who believed they could apply DIY to any or all of the following ten functions: Evaluating their sales team – it is usually biased and limited to what they recognize as good.

Comparison 211

Comparison Construction Compensation Sales Leadership 211

SBI Growth

JULY 13, 2013

The market outpaced him. You will learn if you possess the relevant skills of an “A” player sales leader. Dave was promoted to be Acme’s VP of Sales for the Americas. He did it as a District Sales Manager. Dave became VP of Sales for the Americas. He had failed to evolve at the same pace as the market.

Promotion 310

Promotion Fashion Trends B2B 310

SBI Growth

APRIL 30, 2013

Yet many front-line sales managers are slow to respond. Because speed requires more time and effort from a sales manager. The average sales manager will avoid these requirements. This post will explore ideas sales managers can implement to increase their speed. Or at least a few of them.

Quota 308

Quota Promotion Social Media Territories 308

Partners in Excellence

FEBRUARY 17, 2020

One of my favorite podcasts is the Lessons For Sales Leadership , hosted by Brent Adamson. Both Brent’s skill as an interviewer and his “heavy hitter” guests make this one of my favorites, and one where I learn from great sales leaders. Related Posts: Sales Leadership Is About Human Leadership!

Sales Leadership 106

Sales Leadership Face-to-face Call-back Coaching 106

The Pipeline

MAY 20, 2011

Ian Brodie is a Marketing Speaker and Coach who helps consultants, coaches and other professionals attract and win more clients. Small Business Sales and Marketing Magic. Small Business Sales and Marketing Magic | Free Web Design Tucson. Small Business Sales and Marketing Magic | Business Small Business.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

Steven Rosen

MAY 22, 2012

Peak performance translates into front line sales managers that can efficiently manage the execution of sales plans while effectively developing and encouraging their sales people to operate at peak levels. Sales leaders believe it is their job to develop their sales managers.

Hiring 292

Hiring Coaching Comparison Face-to-face 292

SBI Growth

JANUARY 14, 2013

Last week, I received a phone call from an EVP of Sales. The board still hasn’t approved the sales plan. I need to take out another 3% on the expense line including sales management. During his 8 years in sales leadership he made his number 4 times. His top Manager got a VP job at a startup.

Lead Rank 324

Lead Rank Lead Scoring Social Selling Sales Methodology 324

SBI Growth

JANUARY 2, 2013

Talent Assessment of Sales Leadership and Sales Reps. Build specific competency and accountability based scorecards for Sales Leadership and Sales Reps. Download the Sales Manager Competencies and Example Accountabilities Here. The VP-Sales and the VP-Marketing own this area jointly.

Sales Qualified Lead 267

Sales Qualified Lead Lead Rank Lead Scoring Lead Gen 267

Understanding the Sales Force

NOVEMBER 6, 2013

We know how important qualifying is and Pete Caputa , Sales & Marketing VP at Hubspot , proves that qualifying improves closing percentages with the metrics data he included in this recent post. Qualifying involves asking questions that could yield responses they don''t want to hear. Instead, they have happy ears.

Sales Qualified Lead 276

Sales Qualified Lead Hotels Hubspot Decision Maker 276