Understanding the Sales Force

DECEMBER 12, 2022

But it's also the time of year when I publish my list of the Top 10 Sales and Sales Leadership Articles of the year. And of course, as we move ever closer to the holidays, there are lists aplenty on the Top Gadgets, Luxury Items, Gifts for Her, Gifts for Him and Gifts for Kids to peruse.

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Sales Leadership Hiring Course Sales 328

Bernadette McClelland

FEBRUARY 17, 2018

Some of you need to stop the sales leadership world and jump off completely. Seem need to hold on tight and be given proper training. Bernadette McClelland is a Keynote and Sales Kick-Off Speaker, Executive Sales Leadership Coach, and published author. inspire those they have the privilege of helping.

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Sales Leadership Airlines Call-back Face-to-face 281

Understanding the Sales Force

APRIL 6, 2025

To do justice to the process and scorecard, the following must also occur: 100% Commitment from Executive and Sales Leadership to the process – no wavering or exceptions. What are the next steps?

Government 173

Government Sales Leadership Coaching Sales Coaching 173

The Center for Sales Strategy

JANUARY 20, 2025

Leadership is a challenging yet vital role in any organization. Unfortunately, many companies overlook the importance of training their leaders, expecting them to succeed with little to no preparation. If leadership is so critical, how can organizations ensure their leaders are set up for success?

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Training Leads Marketing Qualified Lead Company 127

Steven Rosen

MAY 10, 2017

6 FREE Sales Management Training Webinars . The #1 driver of performance in sales organizations are front-line sales managers. The STAR Sales Management Development Survey found that only 50% of sales managers were receiving on-going training and development in core skills. Leadership.

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Webinar Metrics Sales Management Hiring Training 260

Pipeliner

MARCH 12, 2025

In a recent expert interview, John Golden talked with Chris Jennings , a sales leadership expert with more than 25 years of sales and leadership experience. They discussed new sales training methods, the importance of authenticity in sales, and the changing role of sales managers.

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Video Training Lead Rank Lead Scoring 105

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.

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Sales Leadership Hiring How To Account Based Marketing 211

Pipeliner

APRIL 13, 2025

Shelley is a sales expert with over 30 years of experience in the furniture industry. She knows a lot about sales, leadership, and how to grow a business correctly. Lets break down the key lessons Shelley shared about becoming a strong sales leader in the furniture world. But sticking to the process is still key.

Sales Leadership 52

Sales Leadership Industry Video Lead Rank 52

The Sales Hunter

APRIL 5, 2019

Sales leadership is about the customer seeing you differently than every other salesperson. Sales is about taking the customer to a different level. How well do your questions push the customer’s thinking? If all you do is ask the basic questions that they’ve already been asked a thousand times, how will you stand out?

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Sales Leadership Motivation Sales Customer 223

Steven Rosen

MAY 5, 2022

The New Sales Leadership Framework. Dealing with post-Covid business-related issues has been a wake-up call, especially for sales leaders and their teams. A whopping 80% of sales leaders admit to feeling out of control and drowning in the sea of changes. The Focused Sales Leadership Framework for success is just that!

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Sales Leadership Hiring Groups Call-back 156

Understanding the Sales Force

FEBRUARY 9, 2021

I brought up the Fantasy Camp experience because it's not all that different from what participants experience when they attend my Sales Leadership Intensive (SLI). For example, last week I led a private SLI for a company with around a dozen sales leaders.

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Sales Leadership Follow-up Coaching Up-Sell 361

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. Additionally, I listed the top five video rants of 2024 to give you a bit more value while you are here.

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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. “The world is moving faster.

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Sales Leadership Hiring Coaching Account 177

Anthony Cole Training

NOVEMBER 1, 2024

This article is the 1st place winner of the 2022 Sales Pro Central MVP Awards on Sales Leadership! In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success.

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Leads Marketing Qualified Lead Sales Leadership Training 322

Steven Rosen

JULY 24, 2023

How do you unleash the power of your sales leadership team? In the fast-paced and ever-evolving world of sales, success is dependent on the capabilities of the sales leadership team. I believe that investing in the development of this critical team is the best use of resources for any VP of Sales.

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Sales Leadership Retention SalesForce Objections 156

Vengreso

MARCH 26, 2025

Whether you’re new to the field or looking to close more sales, online sales training offers a flexible and effective path to success. Through virtual instructor-led training, professionals can now master the intricate selling process without the hefty price tag of traditional programs.

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Training Strategy Ideal Customer Profile Lead Scoring 68

Steven Rosen

JULY 26, 2024

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley delve deep into the crucial subject of emotional intelligence (EI) for sales leaders. The interactive podbook below contains videos, audio, articles, summaries, transcripts, and YouTube shorts from this podcast episode.

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Sales Leadership Account Coaching Lead Rank 156

Understanding the Sales Force

OCTOBER 9, 2024

Step 1 – Have the Sales Team Evaluated We leverage the gold standard of sales team evaluation tools to determine what the team’s full sales capabilities are today, and where the biggest gaps are in all 21 Sales Core Competencies. Throughout the training, we focus on the competencies with the biggest gaps.

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Hiring Lead Scoring Lead Rank Compensation 352

Steven Rosen

MAY 20, 2024

This mindset encourages continuous learning, experimentation, and innovation, which is essential for staying ahead in today’s competitive sales landscape. Mastering Sales Leadership Preparation is the foundation of successful coaching conversations in sales. Each individual has their approach to coaching.

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Sales Leadership Coaching Pivotal SalesForce 156

Sales Hacker

AUGUST 23, 2024

Join us for a training on a framework for high-performing sales managers and leaders. Kevin “KD” Dorsey has built multiple $100MM+ ARR orgs, trained 1500+ sales reps, and more. In this session, he’s breakdown down a training into a sales leadership training framework.

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Sales Leadership Scale System Study 122

Vengreso

JANUARY 22, 2025

Ready to enhance your sales skills? Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. These blogs provide insights and strategies tailored specifically for sales managers , focusing on leadership, productivity , team motivation, and effective sales strategies.

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Training Top of Funnel Ideal Customer Profile SalesForce 75

Anthony Cole Training

SEPTEMBER 23, 2021

When executives think about their sales teams, they often ask themselves if they have the right people in the seat and how they can become more effective. In this blog, we will discuss the leading questions sales executives face when considering their current producer team and how to get the answers they need.

Sales Leadership 245

Sales Leadership Face-to-face How To Sales 245

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.

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Company Sales Leadership Retention Loyalty 296

The Sales Hunter

MAY 10, 2019

You can’t just run and hide. You can’t exhibit one style on Monday and then be a completely different person on Tuesday. The days of faking it are over. We’ve all read stories and seen companies falsely live out their mission statement. News flash! This same behavior that we see in companies is sadly alive and well in all of us.

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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

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Referrals Course Training Hiring 47

Steven Rosen

MAY 24, 2024

The use of AI in sales is an evolving process, and its adoption will likely become more widespread in the future. By navigating the challenges and embracing the opportunities, sales leaders can lead their teams to new heights of achievement and create a culture of excellence.

Sales Leadership 156

Sales Leadership Video Coaching LinkedIn 156

Understanding the Sales Force

APRIL 16, 2025

While excellence involves advanced sales training skills, extended practice sessions and coaching, the desire to improve is the most important element. Sure its difficult. Sure its frustrating Sure its demotivating. Sure its exhausting. Sure its boring. Sure its time-consuming. I felt the same way each time I started a business.

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Pipeline Follow-up Conversion Outbound 173

Steven Rosen

MAY 20, 2024

By dedicating time to prepare, leveraging your unique strengths, and connecting with your team members on a personal level, you can unlock the full potential of your sales team and drive exceptional results. Each individual has their approach to coaching. It’s essential to lead with authenticity and find a style that works for you.

Sales Leadership 156

Sales Leadership Video Coaching Pivotal 156

Steven Rosen

DECEMBER 3, 2023

Do you Need a Top Sales Leadership Coach? This same principle holds true in sales leadership. Just as top athletes rely on coaches to maximize their performance, sales leaders can also greatly benefit from a skilled coach’s insights, guidance, and support.

Sales Leadership 156

Sales Leadership Coaching Face-to-face Sports 156

Steven Rosen

JANUARY 14, 2024

Summary Video Article: Title: “Essential Sales Leadership Skills for Developing Team Accountability.” ” Byline: By sales leadership and coaching experts Colleen Stanley and Steven Rosen Introduction ​ As sales leaders, we often focus on developing hard skills such as product knowledge and closing techniques.

Sales Leadership 156

Sales Leadership Account Video Coaching 156

Steven Rosen

APRIL 10, 2024

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. Best practices in sales, such as defining an ideal client profile, can also be applied in the hiring process.

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Hiring Strategy Negotiation Ideal Customer Profile 296

Steven Rosen

JANUARY 31, 2023

APR is a time-consuming process for the sales leadership team. Based on my experience, you can provide your sales managers with workshops, online training, and leadership books. If you want to provide your leadership team with the opportunity for development and growth, consider leveraging a sales leadership coach.

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Sales Leadership Policies Coaching Consumer 293

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?

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Hiring Sales Leadership Sales Forecasts Forecasting 154

The Sales Hunter

APRIL 26, 2019

Many of you reading this blog post are aware of one of the largest sales event that I have the honor to co-host each year called OutBound. Today is the last day of the conference and just like in years past, the response has been amazing. Thank you from the bottom of my heart for your support. I am humbled by your comments.

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Outbound Sales Leadership Sports Conference 177

Steven Rosen

APRIL 6, 2020

Sales Leadership Roundtable Discussion. I had 8 senior sales executives join me for an open discussion. We are ensuring our sales team learn and are well-trained so they can emerge very successful. Training – We come together and build on what will happen over the next couple of weeks/months.

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Face-to-face Motivation Groups Training 359

Understanding the Sales Force

FEBRUARY 25, 2024

It’s simply incomprehensible that sales managers aren’t picking up the clue phone. The people they report to, Senior Sales Leadership, either Sales VPs, CROs or CSOs, aren’t providing the time, framework, incentive, motivation, guidelines, expectations or requirements for Sales Managers to coach.

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Coaching Guidelines Margin Incentives 341

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%). Responsibility is 1 of the 21 Sales Core Competencies that OMG measures.

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Data Hiring Compensation Quota 220