Understanding the Sales Force

SEPTEMBER 20, 2023

I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics. There is one topic on the customer experience, and just two for the professional sales and sales leadership audience, and one of the two was written by me.

Sales Leadership 211

Sales Leadership Hiring How To Account Based Marketing 211

Steven Rosen

MARCH 10, 2024

In the highly competitive SaaS world, prospecting is often seen as the most challenging task—a test dreaded by many and mastered by few. Indeed, 40% of salespeople cite it as the most challenging part of the sales process, more daunting than either closing or qualifying.

Coaching 334

Coaching Sales Management Prospecting Top of Funnel 334

Understanding the Sales Force

DECEMBER 11, 2024

This year there are five articles listed in the category of best Sales Leadership articles, there are ten articles listed in the category of best sales articles of the year, and five more that are my personal favorites. Getting Salespeople to Prospect When They Arent Prospecting – I loved telling this story!

Sales Leadership 156

Sales Leadership Hiring Epiphany Video 156

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

Understanding the Sales Force

DECEMBER 11, 2023

Welcome to my annual list of the best sales and sales leadership content of 2023. 2023 saw more content than ever before and that certainly includes the sales space. Image copyright 123RF The post The Best Sales and Sales Leadership Content of 2023 appeared first on Kurlan & Associates, Inc.

Sales Leadership 201

Sales Leadership Hiring Video LinkedIn 201

Steven Rosen

MAY 24, 2024

In this episode of the Sales Leadership Awakening Podcast, Rob Ulsh , VP of Dealer and International Sales for Great Dane, discusses the use of AI in sales leadership. He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning.

Company 296

Company Sales Leadership Retention Loyalty 296

Steven Rosen

MAY 24, 2024

In this article, Rob Ulsh , VP of Dealer and International Sales for Great Dane, delves into AI’s profound impact on the sales landscape and how Great Dane has strategically incorporated this technology to propel its sales initiatives forward. Key Takeaways: Established companies can embrace AI to drive sales success.

Sales Leadership 156

Sales Leadership Video Coaching LinkedIn 156

The Sales Hunter

MAY 10, 2019

Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results. Trust me, the world will value you the most if you are real.

Sales Leadership 220

Sales Leadership Lead Rank Social Media Motivation 220

Understanding the Sales Force

JANUARY 15, 2025

Until there is an agreed upon compelling to buy, the prospect has no incentive to enter into any qualification conversation. Informed: These are written by bonafide sales experts who know that BANT is as outdated as a horse-drawn carriage and a manual typewriter. Some suggest that it’s a great qualifying process.

Sales Process 173

Sales Process Lead Rank Lead Scoring Sales Qualified Lead 173

Zoominfo

MARCH 12, 2025

Solution Thanks to the seamless integration between ZoomInfo Sales and Salesforce, the Houston Rockets sales team is saving time on segmenting net new accounts. The team leveraged: Comprehensive company and contact data to discover and segment new B2B prospects.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

The Sales Hunter

APRIL 26, 2019

Sales is not a solo activity; sales is a team sport and the same is true of leadership. Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

Outbound 177

Outbound Sales Leadership Sports Conference 177

Partners in Excellence

MAY 29, 2024

It used to be I had to figure out how to make a good prospecting call. The post Celestial Navigation And Sales Leadership appeared first on Partners in EXCELLENCE. They can help enrich our understanding, enabling us to engage each other with far more relevance and effectively.

Outsourcing Services 143

Outsourcing Services Sales Leadership Call-back System 143

Understanding the Sales Force

APRIL 4, 2024

Bad New Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales Performers Increase in Social Selling Yields No Improvement in KPI’s What is the Single Biggest Differentiator Between Top and Bottom Salespeople? Consultative Approach to Selling Call Reluctance is Just as Popular as Ever!

Hiring 154

Hiring Sales Leadership Sales Forecasts Forecasting 154

No More Cold Calling

OCTOBER 1, 2020

Sales Leadership Is Missing It Big (and Here’s the Proof). Read “ Sales Leadership Is Missing It Big (and Here’s the Proof) ”). It takes roughly eight touches for sales reps to reach cold prospects. Yes, your most predictable and measurable prospecting tool is your very own sales team, asking for referrals.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Bernadette McClelland

AUGUST 1, 2022

Join me and the world's foremost authorities on sales prospecting, pipeline, productivity and sales leadership. I will be presenting a Keynote on the main stage, an interactive session on the Sales Leadership stage and a presentation on the Virtual platform.

Margin 397

Margin Travel Outbound Sales Leadership 397

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%).

Data 220

Data Hiring Compensation Quota 220

Janek Performance Group

DECEMBER 7, 2021

I learned how he did sales, both the good and the bad. Then, before I knew it, I was ready to start calling prospects. After a few weeks, my sales manager asked me, “How are things going?” In hindsight, that first sales position taught me exactly what not to do as a sales leader.

Sales Leadership 118

Sales Leadership How To Hiring Coaching 118

Sales Gravy

JANUARY 16, 2025

Sales leadership demands the ability to adapt, motivate, and guide teams toward consistent, high-level performance. In this episode of The Sales Gravy Podcast, Jeb Blount is joined by Charley Bible of KaTom to discuss key strategies for sales leaders, focusing on teamwork, skill refinement, and the power of effective coaching.

Coaching 98

Coaching Sports Pivotal Energy 98

The Pipeline

JUNE 23, 2014

While I utilize forms, there is a bunch downloads I provide to prospects that don’t require one. There are times I send prospects info and direct them right to the download, bypassing the required form. If the information is of use, I get an opportunity to engage, some goodwill, and a brick in building trust. What’s in Your Pipeline?

Objections 314

Objections Lead Rank Lead Scoring Buyer 314

Sales Gravy

OCTOBER 17, 2024

Key Takeaways: – Behavioral Changes for Success: Incremental improvements and a willingness to change behavior are critical for success in sales. Consistent effort, particularly in prospecting, is emphasized as key to long-term success. Sales as Self-Competition: Sales is often a competition with oneself. .

Outbound 96

Outbound Strategy Face-to-face Conference 96

Zoominfo

FEBRUARY 26, 2021

Let’s be clear: whether B2B leaders realize it or not, AI has penetrated nearly every aspect of common business processes, and sales is no exception. Think about it: Traditional sales software applications have long since been deployed in streamlining daily tasks associated with prospecting and pipeline management.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

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.

Lead Rank 228

Lead Rank Lead Scoring Hiring Leads 228

The Pipeline

AUGUST 18, 2014

TS: So let me get this straight, your people do not have to prospect, you went to the conference because you had marketing budget to blow. You normally have prospects lined up out the door, but you knew I was coming this morning, so cleared a path for me? Sales Execution Tibor Shanto' What’s in Your Pipeline? Tibor Shanto

Conference 303

Conference Proposal Call-back Negotiation 303

No More Cold Calling

JANUARY 16, 2020

That’s why we need sales managers. Actually, what we need is strong sales leadership. Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals.

Referrals 328

Referrals Sales Management Hiring Scale 328

Sales and Marketing Management

JUNE 25, 2018

How do I stay fired up when I prospect? I listen intently and try to figure out what makes each business model unique and each prospect like a snowflake. A good sales job interview question is, “Will you bank-roll me at relevant conferences 100 percent?” If hesitation, don't work there - that's an anti-sales culture.

B2B 319

B2B Banking Conference Decision Maker 319

Bernadette McClelland

JANUARY 20, 2018

Make your key objective to help the customer, not to close a sale. 5. Know your prospects. Find the problem, discover solution, present why solution is best for prospect. Bernadette McClelland is a Keynote and Sales Kick-Off Speaker, Executive Sales Leadership Coach, and published author. Build rapport.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

Understanding the Sales Force

MARCH 20, 2024

Similarly, many prospects are also non-believers in your product or service. How can sales organizations, sales enablement, sales cultures, and sales leadership make the paradigm shift to move from “Belief That” to “Belief In?”

Sales Process 341

Sales Process Sales Methodology Decision Maker Pipeline 341

Bernadette McClelland

SEPTEMBER 5, 2022

Join me and the world's foremost authorities on sales prospecting, pipeline, productivity and sales leadership. I will be presenting a Keynote on the main stage, an interactive session on the Sales Leadership stage and a presentation on the Virtual platform.

Everest 370

Everest Call-back Sales Leadership Outbound 370

Hubspot Sales

SEPTEMBER 9, 2024

How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts. I generated many of my own sales leads through cold-calling and networking.

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

The Pipeline

OCTOBER 19, 2020

Jeff is an engineer by training, he has spent his entire career grinding out a sales number as VP and GM of the Canadian subsidiaries of Data General/EMC, NetApp and Veeam Software. He shares his 25+ years of sales leadership and helps you lead and sell through all types of markets. Your Chance To Shape The Future.

Sales Qualified Lead 220

Sales Qualified Lead Engineering Survey Sales Leadership 220

Steven Rosen

MARCH 12, 2024

Sales leaders should encourage their teams to leave their comfort zones and embrace face-to-face interactions, leveraging their benefits to boost motivation. Colleen and Steven believe setting clear expectations is crucial in motivating sales teams to prioritize in-person interactions.

Face-to-face 296

Face-to-face Video Decision Maker Loyalty 296

No More Cold Calling

SEPTEMBER 26, 2024

You’ll find Kristie’s questions in Chapter One: “You’ve Got to Meet Yourself Before You Meet the Prospect.” Want to find out how to be a rockstar sales pro? I’ve reviewed many sales books in my career, and I know a lot about sales. In short, referrals scale sales. Big problem!

Referrals 156

Referrals Meeting Scale Prospecting 156

No More Cold Calling

APRIL 16, 2020

At least, that’s what many prospects have come to believe. They hear the word sales and think of the stereotypical used-car salesman. How Your Prospects Choose Whom to Trust. And just as importantly, who do your clients and prospects trust? Top salespeople are different. If they can’t help, they’ll refer someone who can.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

Bernadette McClelland

MARCH 11, 2018

Sales Leadership Breakfast Series in Melbourne ’, he mentions that we are no longer in an environment where it is ‘lead to cash’ but an environment where we are ‘lead to advocacy’ and explains to me below, how that advocacy leads to loyalty. To do that we need to also analyse our own levels of awareness and agility.

Lead Rank 294

Lead Rank Loyalty Lead Scoring Face-to-face 294

Sales and Marketing Management

AUGUST 20, 2018

We looked at the sales process. Typically, it would start with an email from a prospect, asking a question about price, availability or some product feature. The sales team was jumping on these opportunities, firing back an answer to the prospect’s question – often within minutes – and then following up with a phone call.

Buyer 294

Buyer Call-back Follow-up Sales Qualified Lead 294

Sales and Marketing Management

FEBRUARY 19, 2018

Next time you prospect a company, add a board member. When you're at work, prospect incessantly. Tony Hughes is a bestselling author, award-winning blogger and the most read LinkedIn author globally on the topic of B2B sales leadership. Tony’s most recent book is “Combo Prospecting.” Ruffling feathers?

Call-back 329

Call-back Negotiation Decision Maker Sales Qualified Lead 329

Vengreso

JANUARY 18, 2022

Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep. It is through the use of the right B2B prospecting that we can continue to succeed in this always-evolving field. What is Sales Prospecting?

Tools 125

Tools Prospecting Top of Funnel Ideal Customer Profile 125