Sales 2.0

OCTOBER 25, 2021

If you know someone that runs a business with a sales team, or they lead the charge themselves, have them take a look at the areas below for ways they can increase their sales. Improving even one of these areas could take their sales to the next level. Sales process efficiency. Sales time sucks. Sales management.

Territories 396

Territories Compensation Scale Decision Maker 396

Steven Rosen

MAY 5, 2022

Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 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. What does great front-line sales management actually look like?

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Hiring Sales Management Territories Outsourcing Services 224

No More Cold Calling

OCTOBER 10, 2013

Sales guru and guest blogger, Jonathan Farrington, explains why he’s never made a single cold call. and France, has enjoyed a longer, more successful sales career than most, and he fully understands the power of referral relationships. I have, instead, maximized my valuable selling time and enjoyed a highly-successful sales career.

Cold Calling 298

Cold Calling Referrals Maximizer Banking 298

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. I was curious to hear what he thinks.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Steven Rosen

MAY 5, 2022

Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

Force Management

AUGUST 22, 2024

We’ve been a part of making many sales kickoffs successful over the years. One early indicator of a SKO that drives the company’s core revenue objectives all year: front-line manager preparedness. Here are three ways to support your front-line sales managers before the sales kickoff that will help maximize the impact of your event:

Sales Management 136

Sales Management Training Maximizer Objections 136

Steven Rosen

FEBRUARY 27, 2022

VP’s of Sales and Marketing and Business Unit Heads can relate to this. They are the people in commercial organizations responsible for both strategy development and sales execution. Are you crushing your sales numbers, or are you falling short? This is where most companies fail to maximize their performance.

Strategy 408

Strategy Scale Objections Maximizer 408

SBI Growth

JULY 26, 2024

Is your sales organization appropriately staffed, or are there gaps in your headcount? Many CFOs base their sales team size on faulty assumptions or a narrow view. Underestimating leads to missed opportunities, while overestimating can erode profits — both costly errors when your sales revenue targets are at stake.

Revenue 177

Revenue Maximizer How To Lead Rank 177

Sales and Marketing Management

DECEMBER 28, 2014

Author: Marty Jacknis, President, Opportunity Maximizers, Inc. Most sales managers recognize the importance of making a great first impression, but if you ask the typical sales manager if he has a yardstick or benchmark that identifies what a perfect “10 out of “10” presentation looks like, chances are the answer is no.

Maximizer 276

Maximizer Sales Management Opportunity Sales 276

SBI Growth

NOVEMBER 17, 2013

Listen up Chief Sales Officer. It’s time that Sales Operations gets your undivided attention. Download the Leaders Guide to Sales Ops Enablement by clicking here. Download the Leaders Guide to Sales Ops Enablement by clicking here. Find out if your company is maximizing the benefits this team can deliver.

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Company Hiring Buyer Persona Maximizer 296

SalesFuel

APRIL 2, 2024

For business development (BDR) reps, the pressure to maximize productivity never lets up. To maintain team dynamics and deal flow, managers must actively help BDRs succeed in the new B2B marketplace. Managers can help sales reps who are waiting for great leads to be passed along by the BDR team. In 2024, 39.3%

Maximizer 116

Maximizer Face-to-face Social Media Outbound 116

Hubspot Sales

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Think about it this way: If you're a sales manager and you help each of your 10 reps sell 20% more, you've essentially just "created” two new salespeople.

Sales Management 142

Sales Management Hiring Buyer Persona Compensation 142

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. This post offers solutions to Sales and HR leaders who ask this question: “How do we respond to demographic trends and retain top sales talent?” During the recent downturn, many sales forces benefitted from a uniquely capable labor market.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Steven Rosen

MARCH 23, 2021

3 Steps to Flawless Sales Execution. With modest single-digit declines in sales, the sector has fared relatively well. The most significant factor to a slowing of growth has been attributed to a reduction in in-person meetings between sales representatives and physicians. How to Boost Your Sales by Flawless Sales Execution.

Pharmaceuticals 284

Pharmaceuticals Call-back Coaching eBook 284

Steven Rosen

MAY 1, 2024

In this episode of the Sales Leadership Awakening podcast, Brandon Nye , Vice President of Sales for Inmode, shares the key qualities to look for when hiring salespeople, including a proven track record in B2B sales and a competitive mindset. This is a crucial skill that many companies overlook when hiring salespeople.

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Lead Rank Lead Scoring Hiring Leads 228

The Sales Readiness Blog

AUGUST 30, 2023

Are you looking to maximize your team's performance? Dive into the four pivotal sales management styles—Directing, Selling, Participating, and Delegating—and learn how to strategically apply each one to elevate your leadership and boost those sales numbers. Don't just manage—lead with impact and flexibility!

Sales Management 105

Sales Management Pivotal Maximizer Sales 105

Steven Rosen

AUGUST 1, 2013

While leadership behavior is synonymous with innovation, motivation, idea origination and trust, management solely relies on effectively directing resources to achieve pre-set goals. Here are 5 differences between sales leaders and managers: 1) The Communication Difference. They get their sales reps to think out of the box.

Sales Leadership 299

Sales Leadership Motivation Maximizer Sales Management 299

No More Cold Calling

AUGUST 7, 2014

Salespeople not performing, dragging you down, and compromising your team‘s sales effectiveness? On-boarding a new sales rep requires more than providing a desk, a phone, and a password. Here’s his take: “Our clients are constantly asking us where sales managers should spend their time. Well, maybe not so fast.

Hiring 274

Hiring Small Business Small Business Enterprise 274

Janek Performance Group

OCTOBER 13, 2021

Sales are up and it’s time to expand the sales department. But before you do, you need to find a new sales manager to support the additional sales reps. Peter was your first business development rep hired in the sales department. Why do companies promote the wrong person to sales management?

Promotion 118

Promotion Sales Management Hiring Coaching 118

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion, you should understand the most difficult aspects of the transition.

Sales Management 131

Sales Management Hiring Promotion Coaching 131

Hubspot Sales

JULY 5, 2021

Exemplary sales managers don't just pop up out of nowhere. And very few — if any — reps can assume a management role and thrive, based strictly on intuition. Even the most effective sales leader might struggle to turn a rep who seems like "management material" into a successful manager.

Training 130

Training Sales Management Lead Rank Lead Scoring 130

Partners in Excellence

MAY 17, 2022

I’m a huge fan of sales enablement and some of the outstanding sales enablement practitioners who I count as friends. I think, however, one of the biggest problems with sales enablement is not what they do, or the quality of the programs they develop. Recently I had a fascinating conversation with a sales enablement team.

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Sales Enablement Maximizer Lead Rank Fashion 159

Hubspot Sales

OCTOBER 1, 2021

says Debra Beagle, co-owner and Managing Broker of the #1 RE/MAX team in the world. In fact, sales for high-ticket products (think above $10,000) require a minimum of eight touches to convert. There's just no way around it: the more expensive the product, the more complex the sale. Set up a solid sales process.

Sales Qualified Lead 126

Sales Qualified Lead Lead Rank Lead Scoring Maximizer 126

The Center for Sales Strategy

JULY 26, 2023

If you’ve ever been in sales, you know first-hand that one of the most powerful ways to go from good to great is having a strong sales manager. The best sales managers are active listeners and innovative thinkers. So, is there a secret that only these superstar managers know? Of course not.

Sales Management 95

Sales Management Maximizer How To Motivation 95

The Pipeline

SEPTEMBER 23, 2021

There has been no shortage of new sales related books during COVID, the usual mixed bag, with scale. But one stands out, The Building Blocks of Sales Enablement , by Mike Kunkle. Not only because of the author, Mr. Kunkle and the subject, sales enablement, but because way Mike approaches the subject. By Tibor Shanto.

Sales Enablement 201

Sales Enablement Scale Hiring Maximizer 201

Sales and Marketing Management

JUNE 30, 2019

So why is it any different with sales? Accordingly, onboarding is a critical component in maximizing reps’ performance and ability to positively impact the bottom line. In fact, more than six in 10 organizations (62%) say their sales onboarding programs are ineffective, according to the Sales Management Association (SMA).

Hiring 221

Hiring Retention Case Study Maximizer 221

SBI Growth

DECEMBER 28, 2013

Most sales leaders are getting ready to roll out new initiatives – Sales process, compensation plans, account planning, etc. The first step to improving initiative adoption is your sales leaders. As a starting point, download the Sales Leader Competency Guide. How do your sales leaders currently match up?

Compensation 296

Compensation Follow-up Call-back Engineering 296

Sales and Marketing Management

DECEMBER 18, 2017

Author: Bob Junke, CEO, Adventace A vice president of sales recently said to me, “Creating a high-performance sales environment is what sales leaders dream about, but most have no idea how to do it.” Effective Sales Process. Only about 15 percent of sellers are natural, intuitive “sales eagles.”

Sales Qualified Lead 198

Sales Qualified Lead Pipeline Face-to-face Objections 198

Sales and Marketing Management

SEPTEMBER 4, 2018

Author: Todd Handy Before we start, let’s make sure we’re all on the same page regarding the term “direct sales.” Often, the differentiator may come down to the sales rep, whose product knowledge, experience and ability to solve the customer’s problem end up being the deciding factor in turning a prospect into a customer.

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Sales and Marketing Management

MAY 14, 2020

These conditions can present challenges for sales organizations, where in-person meetings and events are typically part of “business as usual.” With internal meetings (training bootcamps, sales kick-offs, role play sessions, etc.), such as sales onboarding and training sessions, and even sales meetings?

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation.

Hiring 116

Hiring Sales Management Lead Rank Hubspot 116

Understanding the Sales Force

JUNE 17, 2024

After devoting nearly 40 years to sales development, I can tell you this with absolute certainty: Those who believe they need help, do need help, but it’s never as bad as they think it is. Sales managers who spend at least 50% of their time coaching salespeople have salespeople who are on average 20% more effective than those who don’t.

Real Estate 174

Real Estate Coaching Insurance Insurance 174

Sales and Marketing Management

FEBRUARY 25, 2020

For instance, $500 cash is received for every $100,000 in new sales during the quarter above and beyond the basic commission rate. Above their comp plan, a rep might earn 1,000 points for every $100,000 in new sales during the quarter. So let’s consider two ways recognition can be doled out to a sales team after the effort.

Incentives 323

Incentives Incentive Travel Motivation 323

SBI Growth

DECEMBER 23, 2013

When your territory is changed, it opens a lot of questions for Sales Reps. Good Managers can provide answers, but typically from the “big picture” perspective. But can you, the Sales Rep, make a living in this new patch? Account management time as required to maintain the business already established.

Territories 276

Territories Quota Travel Maximizer 276