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

No More Cold Calling

MAY 22, 2019

That’s why I decided to host summer sales training courses this year. And it took training and practice. Maybe you’re an individual salesperson or a rogue sales rep who isn’t getting the professional development you need from your company. Referral Sales Training Courses. A marathon is 26.2

Referrals 47

Referrals Course Training Hiring 47

Understanding the Sales Force

APRIL 4, 2024

Consultative Approach to Selling Call Reluctance is Just as Popular as Ever! Consultative Approach to Selling Call Reluctance is Just as Popular as Ever! Does Being a Strong Qualifier Correlate to Having a Strong Pipeline? 4 Reasons Why Salespeople Suck at Consultative Selling.

Hiring 159

Hiring Sales Leadership Sales Forecasts Forecasting 159

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 348

Sales Process Sales Methodology Decision Maker Pipeline 348

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. Think again.

Referrals 328

Referrals Sales Management Hiring Scale 328

The Sales Hunter

AUGUST 13, 2014

I would even argue that in today’s world, with the vast amount of information people have access to, your success in sales depends greatly on how well you can advise your customers. Want more […].

Selling Skills 230

Selling Skills Motivation Sales Leadership Closing 230

SBI Growth

DECEMBER 18, 2013

If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. The Death of Event-Based Training. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. Were they given training and tools to address the above issues? Prospecting.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

Understanding the Sales Force

SEPTEMBER 9, 2013

Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago. Dramatic changes have made professional sales a much more difficult profession. Yes, it should.

Sales Management 288

Sales Management Hiring Compensation Trends 288

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

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

SBI Growth

JULY 21, 2013

Understanding how the prospect thinks is part of the CMO’s DNA. In contrast, the Sales industry in general has been dragged kicking and screaming to buyer-centricity. But for the most part needs-based selling has been used as a technique to better ‘tell’ the prospect what they need.

Top of Funnel 335

Top of Funnel Marketing Decision Maker Infusion 335

SBI Growth

JUNE 14, 2013

This 2 day training event will produce real results": You hire the expert from a fancy Sales Enablement firm. They bring binders, sales tools, and laminated glossy sheets. Sales Leadership doesn''t know how to follow through. Training events that lack post-event reinforcement seldom see results.

Sales Management 326

Sales Management Hiring Telemarketing Demand Generation 326

The Sales Hunter

MAY 3, 2019

I see salespeople and sales leaders spending countless hours updating reports and building out spreadsheets. These same people are quick to say that they just don’t have time to prospect or meet with customers because they’re busy. Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

Sales Leadership 168

Sales Leadership Face-to-face Report Motivation 168

The Sales Hunter

MAY 17, 2019

In leadership, the ego driven person will always be plagued by high turnover and lower productivity from their salespeople. Sales leadership is thinking of others more highly than yourself by putting them and their needs first. Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

Sales Leadership 146

Sales Leadership Churn Referrals Lead Rank 146

Janek Performance Group

DECEMBER 7, 2021

When I first entered the sales profession, my sales manager provided a data dump of product info for me during onboarding. The next phase of my training was to shadow one of the senior sales reps for a few days. I learned how he did sales, both the good and the bad. Once we got good at selling, we liked it.

Sales Leadership 118

Sales Leadership How To Hiring Coaching 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

Understanding the Sales Force

MAY 5, 2014

Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. 10 Sales Coaching Examples.

Hiring 252

Hiring Sales Management Decision Maker Cold Calling 252

SBI Growth

SEPTEMBER 2, 2013

Amazed, you watch him visit with the prospect. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Many sales processes are devoid of an adoption and reinforcement plan. You spend all your energy upstream of the training event. Everyone flew in for it.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

SBI Growth

DECEMBER 5, 2013

Within your sphere of influence, you can deliver results for sales leadership. Training: Have you given your team the right training? Some people just need the right information and training to become more productive. If budgets are tight, have your superstars conduct mini trainings.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Understanding the Sales Force

OCTOBER 13, 2024

Unfortunately, Pharaoh lied about letting the Israelites go free each time, much as prospects often lie to salespeople. God coached Moses repeatedly to return to Pharaoh, a sales scenario that could only happen if you build space ships and NASA is your only prospect.

Coaching 194

Coaching Hiring Scale Sales Leadership 194

Steven Rosen

OCTOBER 2, 2020

Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . However, there are two fundamental activities that successful sales organizations have been able to continue doing despite COVID. Awesome Virtual Coaching Creates Master Virtual Sellers. COVID has impacted everyone.

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

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

SBI Growth

JANUARY 14, 2013

During his 8 years in sales leadership he made his number 4 times. Product Marketing didn’t train his team for the launch. Sales forces have never had better access. Learning how to prospect using tactics like social surround is the wave of the future. He didn’t have a great year but it wasn’t awful in his mind. (91%

Lead Rank 324

Lead Rank Lead Scoring Social Selling Sales Methodology 324

SBI Growth

JULY 3, 2013

Join the shield wall with sales by providing them high impact marketing tools. The lowest hanging fruit today is Social Prospecting Tools. In today’s buying process, prospects are highly influenced by peer referrals. World class sales organizations find a direct correlation between social selling and top box quota attainment.

Guidelines 300

Guidelines Referrals Construction Survey 300

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

No More Cold Calling

DECEMBER 10, 2019

Just consider these (true) stories: An account executive who couldn’t get her prospect on the phone scheduled an in-person meeting. Another senior account executive was annoyed that a prospect gave him less than a week to show up in Paris for a meeting with all decision-makers present. I told him to cut the crap and book the trip.

Travel 149

Travel Account Training Face-to-face 149

No More Cold Calling

JANUARY 23, 2020

Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. Because it doesn’t actually help with sales execution. Sales technology might help you identify prospects, but it won’t solve your sales execution challenges.

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

The Sales Hunter

JUNE 7, 2019

A sales leader is never content, because they are always on mission to improve themselves and those around them. 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.

Sales Leadership 149

Sales Leadership Quota Education Motivation 149

Allego

FEBRUARY 2, 2021

The best way for us to make that authentic connection with the person who we’re speaking to, whether a prospective client or a member of our team, is to have awareness of how we show up. For more ideas and inspiration for modern sales management, watch the complete webinar on demand: Virtual Sales Management: How to Lead and Succeed in 2021.

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

SBI Growth

DECEMBER 22, 2013

People get disappointed with sales training events. They satisfy a box checking exercise around providing training. Sales leadership is hard. Impact - Without sufficient demand, sales misses the number. New Capability Required - Modern prospecting methodology that sales reps can consistently execute.

Scale 282

Scale Compensation Exercises Follow-up 282

Steven Rosen

FEBRUARY 11, 2024

” – Steven Rosen Key Takeaways: Setting learning goals alongside sales goals is crucial for creating a learning organization and driving effective execution. Sales leaders should identify the skills needed to achieve sales goals and provide training and resources to develop those skills.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

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

SBI Growth

JANUARY 18, 2014

Personas help the sales rep get inside the mind of the buyer. Train reps on each potential buying center within their accounts and the corresponding Personas. Teach your team to leverage social prospecting to get referred into other buying centers. Ensure your sales leadership team has a preparation cadence.

Buyer Persona 303

Buyer Persona Referrals Ideal Customer Profile Buyer 303

Keith Rosen

AUGUST 25, 2020

Keith Rosen · TMBO Talks on Selling, Prospecting and Coaching Customers With the NBA and WNBA – Part 2. Join me for part two of this three-part sales leadership series with the National Basketball Association (NBA), and the talented leaders of the NBA and WNBA (Women’s National Basketball Association).

Coaching 126

Coaching Prospecting Customer Maximizer 126

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. “The world is moving faster.

Hiring 156

Hiring Sales Leadership Coaching Sales Goal 156