Understanding the Sales Force

MAY 14, 2024

He initially thought there was a problem with the connections between the sales team and its customers but it was actually a gap in the sales team’s selling skills. The sales team was rusty, having rested on their laurels for years, and the lack of initiative to replace clients they had lost was glaring.

Hiring 201

Hiring Penetration Pipeline Coaching 201

A Sales Guy

JULY 9, 2012

This is my 4th post in a series on pipeline movement. Getting deals or opportunities to move through the pipeline is absolutely critical to increasing sales. Therefore, I thought it made sense to break down each of the areas that keep deals stuck and languishing in the pipeline.

Pipeline 113

Pipeline Sales Process Sales Cycle Sales 113

criteria for success

JULY 15, 2021

As sales managers, we’ve all been told we need to coach our teams. At CFS, we believe that to be an elite sales manager, you need to learn how to coach people where they are. At CFS, we believe that to be an elite sales manager, you need to learn how to coach people where they are. Pipeline blown out?

Coaching 98

Coaching Sales Management Pipeline Sales Qualified Lead 98

Zoominfo

JULY 13, 2021

We are building a modern go-to-market platform where intelligence , workflow and engagement technology combine to deliver pipeline and revenue generation through insight-driven automation. So much of what a seller does happens digitally now, but getting visibility into that activity has been incredibly cumbersome for sales managers.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Score More Sales

MAY 6, 2013

Go now to Top Sales Academy and if you are a sales leader or aspire to be one, and join in on the first group of ten sessions about Sales Management and Leadership. Then join me for the Internal (Inside) Sales Series. Expand Your Pipeline. May 7th is the date of the first session. Increase Opportunities.

Education 194

Education Lead Rank Lead Scoring Outbound 194

Understanding the Sales Force

MARCH 5, 2012

Candidate's Assessment showed that while she had strong DNA, she is an excuse maker, isn't motivated by money, and had zero skills other than top-of-the-funnel skills and had will prospect as a weakness. Assessment was nearly identical to Salesperson #1 but with additional skills that went beyond top of the funnel.

Hiring 232

Hiring Top of Funnel Licensing Face-to-face 232

Vengreso

MARCH 26, 2025

The Benefits of Choosing Sales Training By investing in these proven methodologies, sales professionals can: Improve their sales skills Boost their confidence Ultimately win more deals Sales training online for sellers has become essential for developing high-performing sales teams.

Training 67

Training Strategy Ideal Customer Profile Lead Rank 67

SBI Growth

AUGUST 22, 2013

Here are examples of 3 more scenarios that reveal the true capabilities of a candidate: Sales Operations Leader - Scenario: Data quality of the current CRM system is highly inaccurate. Sales Manager - Scenario: Only 2 of 8 members of the sales team are making the number. Where did the candidate go to get information?

Hiring 300

Hiring Proposal Exercises Lead Rank 300

Janek Performance Group

DECEMBER 24, 2024

This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc., to customer service and account management. Require Management Participation In addition to believing in the training, sales managers need to be participants.

Training 118

Training Hiring How To Retention 118

Partners in Excellence

MARCH 13, 2023

The sales pipeline is, perhaps, one of the most misunderstood things in selling. We know the pipeline is critical to helping us answer the question, “Are we pursuing enough opportunities to achieve our goals?” Make sure your sellers understand this and know how to assess and diagnose their own pipelines.

Pipeline 77

Pipeline Sales Cycle Forecasting Face-to-face 77

No More Cold Calling

OCTOBER 29, 2013

Yet, 95 percent of companies do not have a written referral-selling strategy , written weekly referral goals, referral-selling skills, accountability for results, or a system to track and measure referrals. Fill your pipeline with only HOT referral prospects, and you’ll never have to worry about hitting your numbers again.

Referrals 159

Referrals Decision Maker Banking Cold Calling 159

SBI

OCTOBER 25, 2017

(And even small improvements can yield big gains: research shows that at little as a 5% gain from the middle performers in your sales team can yield 70% more revenue.). Here are 3 key sales metrics you may be missing: 1. and, “Can I trust the data in my team’s pipeline to generate an accurate forecast?”. Why is that?

Lead Rank 139

Lead Rank Lead Scoring Hiring Analytics 139

The Sales Hunter

FEBRUARY 24, 2012

If you aren’t the type who can motivate yourself — and motivate yourself consistently — then you have no business being in sales. One of the primary things a successful salesperson focuses upon is keeping their pipeline full. Prospecting does not have to be a dreaded (or worse, neglected) aspect of sales.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

Partners in Excellence

NOVEMBER 28, 2022

Managers spend time helping them become productive. Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Typically, the process is: “Lisa, congrats on moving into the front line sales manager role…… I need an updated forecast by Tuesday!”

Hiring 139

Hiring Forecasting Coaching Training 139

Pipeliner

OCTOBER 25, 2022

Her book “The Modern Seller” is an Amazon bestseller, plus LinkedIn also recognizes her as a top sales voice. In today’s expert insight interview, Amy and John discuss “How to improve your consultative selling skills.” Approach to Consultative Selling. He is CSMO at Pipeliner CRM.

Consultative Selling 52

Consultative Selling Selling Skills Video How To 52

Highspot

SEPTEMBER 17, 2024

Every business leader seeks to drive predictable revenue, which depends on strong pipeline growth. The process of converting high-quality leads into interested opportunities and ultimately, closed-won deals is no easy task––hence why 50% of leaders are focused on pipeline generation and conversion as a key go-to-market initiative this year.

Pipeline 52

Pipeline Scale Buyer Face-to-face 52

Customer Centric Selling

FEBRUARY 15, 2017

Some of the most creative selling was done to convince the manager that numbers would be made. As a sales manager I noticed something curious…. Sellers that made their numbers had fewer , more highly qualified opportunities in their pipelines.

Pipeline 64

Pipeline Buying Cycle Quota Call-back 64

The Sales Hunter

DECEMBER 30, 2011

If you want to learn more about prospecting, check out this article on Your Pipeline Could Be Fuller. Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Sales Prospecting: Follow-Up or Follow-Down. high profit selling. phone sales tips. sales goals. sales tips.

Motivation 178

Motivation Prospecting Hiring Jigsaw 178

Adaptive Business Services

MAY 3, 2023

The only numbers that I was ever interested in were … How much is in my/our pipeline? What are my/our sales for the month? Certainly I think it does for salespeople, solopreneurs, and small sales teams. Selling skills … not a data item. Nor have I ever required extensive reporting from my salespeople.

CRM 122

CRM Banking Report Maximizer 122

The Sales Hunter

DECEMBER 5, 2011

They also do not fool themselves that their “pipeline is full” or “I need to work on what is in the pipeline and then I can prospect.” You can read the Renbor Sales Solutions blog, The Pipeline , and follow Tibor on Twitter @Renbor. Related posts: Cold Calling: The Spam of the Sales World.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161

Allego

JANUARY 16, 2020

Today’s post is by Colleen Stanley, President of SalesLeadership , a sales development firm. She is the creator of the Ei Selling System ®, a powerful sales and management training program that integrates emotional intelligence skills with consultative selling skills. It’s not impossible.

Strategy 116

Strategy Consultative Selling Selling Skills Face-to-face 116

The Sales Hunter

JULY 28, 2017

Each week I receive phone calls and emails from salespeople and sales managers who say they aren’t hitting their sales goals. You will never hit your sales goals if you don’t have enough in your pipeline to close, and […].

Prospecting 136

Prospecting Pipeline Sales Goal Closing 136

The Sales Hunter

FEBRUARY 6, 2012

It should be the very basis for any sales training program looking to increase sales efficiency. It is important to provide a framework that salespeople can follow systematically to move prospects through the pipeline. If you want sales training to succeed, don’t let it float in a process-less and methodology-less vacuum.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

Sales Training Connection

MAY 9, 2014

Some of the points raised were: Upgrading sales teams is a continuous challenge given the changing sales environment. Most companies have purchased some sales training – especially around basic selling skills. It is being used in areas such as coaching and pipeline management.

Trends 115

Trends Training Sales Coaching Coaching 115

Gong.io

MARCH 16, 2020

The good news: the principles behind managing a team are the same whether they’re in the same room… or remote in their living room. 1 Make Pipeline Reviews Strategic. Getting information to flow in your team will allow you to start the week strong with *actual* pipeline reviews. Build Your Remote Sales Muscle With This Handbook.

Strategy 145

Strategy Hiring Call-back Handbook 145

No More Cold Calling

OCTOBER 1, 2015

Pack your pipeline with nothing but hot referral leads. Yet, while every sales professional understands the unrivaled value of referral leads, 95 percent of companies do not have a written referral-selling strategy, written weekly referral goals, referral-selling skills, accountability for results, or a system to track and measure referrals.

Referrals 120

Referrals Lead Rank Lead Scoring Prospecting 120

Sales Hacker

JULY 25, 2022

Let’s review the responsibilities of a sales development rep (SDR) to determine the desired result. SDRs fuel the whole revenue engine by bringing in qualified leads to generate pipeline. Sales development managers shoulder a host of responsibilities, but their biggest job is to coach their reps. Pipeline coverage.

Engineering 117

Engineering Revenue Top of Funnel Sales Qualified Lead 117

SBI

APRIL 24, 2012

With the Inside Sales industry (often referred to now, as “remote selling”) growing at the speed-of-light, more and more research is available to help sales leaders identify and adopt best practices. Commit to continued learning. Prepare to participate. The AA-ISP offers many opportunities to participate.

Inside Sales 122

Inside Sales Cold Calling Webinar Metrics Sales Qualified Lead 122

Pipeliner

JANUARY 4, 2018

It’s also a quote that should be taken to heart by sales managers. It often happens that when sales managers sign up for that leadership role, they often are lacking in the skills of one major responsibility: imparting the knowledge of what made them successful. Great sales managers are great teachers and coaches.

Sales Coaching 74

Sales Coaching Coaching Selling Skills Outbound 74

Vengreso

JULY 30, 2024

Seeking to elevate your leadership capabilities and propel your sales team toward outstanding achievements? Sales management courses are equipped with the necessary strategies and tools for this purpose. Moreover, the benefits of investing in sales management training extend beyond individual growth.

Course 52

Course Sales Management Training Top of Funnel 52

Allego

NOVEMBER 10, 2022

Competition is greater than ever, buyers are cautious, your industry is constantly changing, and sales managers have little time to ensure their reps get the coaching they need. Leading sales organizations recognize the power of automation and are adopting technology to help both their sales managers and their sales reps.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

Adaptive Business Services

FEBRUARY 10, 2021

His book, “Sales Manager Survival Guide” , is the best I have read on that subject matter. Recently Dave published a couple of articles on prospecting where he shared that, when sales are low, the answer that most sales managers have is … “We need to fill the pipelines! Dave Brock is one smart guy.

Telemarketing 78

Telemarketing Cold Calling Social Media Call-back 78

Hubspot Sales

APRIL 7, 2022

Skills that are particularly important for virtual leaders include: Strong written communication skills. A remote sales manager needs to be willing to alter their approach to suit the needs of each sales rep. Finally, let's explore virtual and hybrid sales leadership tips, according to three sales managers.

How To 105

How To Trade Show Conference Coaching 105

Customer Centric Selling

FEBRUARY 27, 2017

Sales Tips: Who Owns the Pipeline? By John Holland, Chief Content Officer, CustomerCentric Selling®. Sellers less than YTD against quota want their managers to believe they’ll catch up in the coming months. What percentage of opportunities (including stale proposals) in a seller’s pipeline will ultimately close?

Pipeline 40

Pipeline Forecasting Proposal Vendor 40

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Proactive or Forensic Sales Management. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Management 55

Sales Management Sales Sales Forecasts Forecasting 55

Highspot

DECEMBER 21, 2022

In fact, a reported 69% of sellers who exceed annual quota consider their sales managers as being “above average” at their jobs. But here’s the problem: A good candidate for sales management is hard to find. Why is there a knowledge gap for sales leaders? sales guidance. sales guidance.

Training 52

Training Sales Management Lead Rank Lead Scoring 52

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Selling Skills (528). Outside Sales (81). Sales Process (1775). Pipeline (1320). Sales managers are no different than anyone else – they don’t have enough time to do all the things they need to do. Tools (2872).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99