Your Sales Management Guru

AUGUST 18, 2016

Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity: Why do anything?

Sales Management 40

Sales Management Webinar Metrics Vendor Case Study 40

Sales Management Plus -- SMP

FEBRUARY 13, 2024

With SMP, you can create compelling templates that capture your prospect’s attention, improving your response rates. Having templates ready helps you manage this increased volume without compromising the quality of your communication. Vendors love working with distributors who can give them deeper reach with new products.

Distribution 52

Distribution Case Study Webinar Metrics Follow-up 52

SBI

OCTOBER 23, 2012

I recently read 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen. Written for sales managers and small business owners, this is a guide every sales leader will benefit from. It’s packed with excellent tips and ideas to help you take your sales force to the next level.

Sales Management 101

Sales Management Hiring Scale Pharmaceuticals 101

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. Selecting a vendor to partner with. Team meetings are run by sales managers.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

Revegy

APRIL 21, 2021

In a study by Richardson Sales Performance, “the majority [of respondents] (22%) indicated that prospecting in a virtual setting was the most significant hurdle.” Without accountability and opportunities for refreshers, you will see a decline in your sales managers’ leadership. Don’t leave wallet share on the table!

Face-to-face 85

Face-to-face Compensation Webinar Metrics Motivation 85

The Pipeline

JULY 25, 2011

in addition to presentations there were a number of vendors. All around the other vendors all were accepting credit cards, bit my man! Prospecting. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Meetings.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

Vendor Neutral

JULY 16, 2021

Cold calling is evolving, and performed correctly, it can be a valuable part of the sales process. Join our upcoming webinar to learn how cold calling has evolved through the years and what you can do today for success. Mark Hunter, The Sales Hunter Mark Hunter, CSP, is also known as "The Sales Hunter."

Cold Calling 52

Cold Calling Hiring Webinar Metrics Advertising 52

Sales Hacker

JUNE 12, 2020

For many sales organizations, it’s been a challenging few months. As Scott Barker, Sales Hacker’s Head of Partnerships, put it in our recent webinar, “ Mastering the Transition to Digital Selling ”: There aren’t very many jobs where you’re put in an environment where you almost feel guilty for doing your job.

Lead Rank 77

Lead Rank Lead Scoring Marketing Qualified Lead Leads 77

Vendor Neutral

JUNE 15, 2021

July 15, 2021 1 pm EST 10 am PST Webinar. A Customer-Centric Framework Can Drive Massive Growth for Your B2B Sales Org. Join our free webinar to learn what sales approach actually engages buyers and makes them willing to have valuable conversations. REGISTER NOW. Customers today are exhausted with pitches.

Siebel 59

Siebel B2B Demand Generation Agencies Webinar Metrics 59

SBI

SEPTEMBER 17, 2019

Sales teams aren’t the same, and software shouldn’t be one size fits all. That’s why we developed Revenue Signals, a system of intelligent, rule-based alerts designed to help you stay focused on what drives your sales forward. Keep every prospect engaged and seal every deal imaginable. Sales Enablement. ????Revegy,

SAP 84

SAP Enterprise Enterprise Oracle 84

Allego

MAY 26, 2022

Nancy is an experienced technology sales leader with a history of accelerating partner growth. Her expertise includes SaaS, sales, sales management, marketing, and strategic partnerships. All of this needs to be accessible from outside the vendor’s organization. All of that changed overnight. Learn More.

Channels 62

Channels Top of Funnel Lead Rank Face-to-face 62

Revegy

APRIL 21, 2021

In a study by Richardson Sales Performance, “the majority [of respondents] (22%) indicated that prospecting in a virtual setting was the most significant hurdle.” Without accountability and opportunities for refreshers, you will see a decline in your sales managers’ leadership. Don’t leave wallet share on the table!

Face-to-face 59

Face-to-face Compensation Webinar Metrics Motivation 59

The Pipeline

AUGUST 5, 2011

Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. Because of this, vendors have worked to develop the best apps that can bring all the necessary business functionality to an individual on the go. Prospecting. Random Walk Down Sales Street.

Pipeline 275

Pipeline Hiring Travel Twitter 275

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

SBI

OCTOBER 4, 2018

” It helps sales and marketing build pipeline. He described how their AI Sales Assistant takes on the grunt work and delivers prospects who are ready to have quality conversations. Our very own, Steven Wright, interviewed Erroin Martin, VP Sales at Conversica. Luke explained why Conversica is so “cool.”

Report 138

Report SalesForce Video Distribution 138

SBI

AUGUST 22, 2019

Highlighted moments can include calls that managers need to coach reps on, deals that need to be reviewed based on value or risks, and conversations from which others can learn. Recommendations cuts through the noise to find the signal each manager should pay attention to.” Sales Enablement. ????Revegy, Pat will walk.

Coaching 57

Coaching Hiring SAP Lead Rank 57

SBI

OCTOBER 30, 2018

She spent thirty years in sales and marketing. She started her career in sales prospecting technology space and has a lot of background as an analyst. Those are typically Sales Enablement types of solutions. Our landscape looks at all sales technology and that includes, believe it or not, forty-three categories.

Sales Enablement 139

Sales Enablement Top of Funnel Vendor Ideal Customer Profile 139

ROI4Sales

AUGUST 19, 2016

If you are on the phone, a webinar, or in person, and you have a few minutes with the executive, what do you say to keep on track and be professional? All your demos are delivered in a webinar. Your sales manager is always telling you, “Sell to the C Suite.” Remember these five simple suggestions for sales success.

Prospecting 40

Prospecting Webinar Metrics Hiring Decision Maker 40

PandaDoc

OCTOBER 3, 2023

Analyzing dozens of calls that an IT sales department makes daily, artificial intelligence identifies intricate trends — like newer reps that often struggle to explain particular features. Sales managers then organize training sessions focused on these features, improving the teams’ pitches.

Lead Rank 52

Lead Rank Sales Process Lead Scoring Outsourcing Services 52

SBI

AUGUST 13, 2013

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. They’re sick of vendors describing themselves in the exact same way. Customer 2.0

InsideSales 129

InsideSales Hiring Inside Sales Webinar Metrics 129

Partners in Excellence

AUGUST 24, 2022

It was a very powerful principle that enabled us to understand manufacturing customers, get our internal people sharing experience with our prospects and customers, and presenting a powerful presence in the market. Over the past few weeks, I’ve sat in webinars conducted by many of these companies. Fast forward to today.

Lead Gen 52

Lead Gen Scale Webinar Metrics Lead Rank 52

Hubspot Sales

OCTOBER 9, 2019

Being a lifelong learner gives you a competitive advantage in the game of sales. Besides purchasing in-person or online sales programs, you can take free certification courses through vendors like HubSpot Academy or Sales Engine. Getting comfortable breaking up with prospects. Improve prospecting skills.

Film 138

Film Hubspot Sales Cycle Lead Rank 138

SBI

JANUARY 22, 2013

The first step in a Sales Energy Audit is to assess the amount—and use of—energy used during each stage in the sales cycle and for administrative/operational tasks. Converting Prospects. Talking with prospects. Scheduling sales calls. Talking with prospects. Talking with prospects. Converting Leads.

Energy 138

Energy Revenue How To Proposal 138

Allego

APRIL 21, 2020

In a recent webinar You Had to Cancel In-Person Training … Now What? This highlights the importance of having a strategic partnership with your vendor. Evaluate the vendor and ask yourself what a strategic partnership would look like. We share this with prospects all the time. Evaluating New Platforms.

Cancellation 71

Cancellation Training Hiring Face-to-face 71

Understanding the Sales Force

JANUARY 22, 2014

Understanding the Sales Force by Dave Kurlan This is the 8th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople.

Proposal 234

Proposal Sports Sales Qualified Lead Scale 234

Vendor Neutral

JUNE 2, 2021

The Sales Management. Podcast with Mike Weinberg Hosted by bestselling author, speaker, and coach Mike Weinberg, this podcast is directed at everyone from executives to aspiring sales managers. It focuses on how to create a healthy sales culture that generates high performers and dramatic long-term sales growth.

B2B 130

B2B Sales Enablement Sales Webinar Metrics 130

Showpad

OCTOBER 28, 2020

If you as a sales rep have to start somewhere — and you’re in the first stages of prospecting without much support from other departments — LinkedIn is as promising a launchpad as any. It’s a subtle shift, but it allows sellers to speak prospects’ language and not regurgitate product specs or sales sheets. Value wedging.

Top of Funnel 52

Top of Funnel B2B Sales Qualified Lead Lead Rank 52

Hubspot Sales

SEPTEMBER 12, 2018

Every opportunity will move through your sales pipeline at a different rate depending on their level of interest, urgency, how much research they’ve already done, and so forth. Reps use their pipelines to keep track of where prospects are in the sales process and the appropriate actions they should take.

Pipeline 144

Pipeline Top of Funnel Forecasting Sales Forecasts 144

The Pipeline

JANUARY 16, 2012

Not Different – Sales eXchange – 132. Stored in Attitude , Buying Process , Communication , EDGE Sales Process , Gap Selling , Impact Questions , Planning , Productivity , Prospecting , Sales Success , Sales Technique , Sales eXchange , execution. Prospecting. Random Walk Down Sales Street.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

SBI

MAY 6, 2014

Pipeline Management & Deal Flow. Power Prospecting. Sales & Marketing Content. Sales Enablement. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Quoting & Pricing.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

Hubspot Sales

JUNE 5, 2019

Customer success: If your customers need training, onboarding, implementation support, and service, partnering with vendors who offer these services lets you focus on closing new business without sacrificing your existing users. The Drawbacks of a Channel Sales Model. Less control: You’re not directly managing the sales process.

Channels 101

Channels Lead Rank Hiring Lead Scoring 101

SBI

MAY 6, 2014

Pipeline Management & Deal Flow. Power Prospecting. Sales & Marketing Content. Sales Enablement. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Quoting & Pricing.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI

OCTOBER 16, 2012

Does your sales team deliver a rich customer experience at every connection with prospects and clients? And most customers expect the same experience every time they interact with your sales team. In this session, Peter Stewart will share simple ways to differentiate your sales team in today’s highly competitive market.

Conference 131

Conference Social Selling Data Marketing 131

The Pipeline

MAY 20, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Business Acumen , Buying Process , Guest Post , Productivity , Prospecting , Sales 2.0 , Sales Strategy , execution. So having been that guy… Too many sales people show up as a self proclaimed expert because they went to a vendor sales program.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

SBI

JANUARY 21, 2014

If we can get our prospects to know the benefits of our products and services and how those benefits can impact their business, then they will buy. That’s why BANT (Budget, authority, need and timing) was created—to help salespeople remember that it’s not just about whether or not a prospect values your offer.

Face-to-face 136

Face-to-face Decision Maker Motivation Proposal 136

SBI

JANUARY 8, 2013

Customer-centric selling is based on the principle that reps must play a critical role in helping prospects discover and quantify their problems. It also puts emphasis on exactly what to ask prospects in a way that brings value to everyone’s desired agenda, and bottom line. What are reps doing when they aren’t talking with a prospect?

Customer 128

Customer Hiring Wireless Up-Sell 128

SBI

JULY 31, 2012

If you want to significantly impact the outcome of your sales efforts, there are many more underlying factors to evaluate—observable and measurable in terms of both the rep’s and the prospect’s behavior—that clearly indicate the likelihood of a successful outcome.In Sample KPI’s and KBI’s.

Webinar Metrics 120

Webinar Metrics Hiring Forecasting Lead Rank 120