SBI Growth

JANUARY 8, 2024

While we would all like to find the “secret sauce” to achieve or exceed our revenue goals and increase sales revenue, the reality is that planning for success and executing against our plan is the only way to increase sales as a manager. Let’s dive into the four strategies to do this.

Revenue 156

Revenue Strategy Sales Management Face-to-face 156

Steven Rosen

APRIL 10, 2024

Full Episode Article: Title: “ Unlocking Success: Strategies to Avoid Costly Hiring Mistakes ” Byline: By sales leadership and coaching experts Colleen Stanley and Steven Rosen Introduction In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the cost of making a bad hire in sales leadership.

Hiring 296

Hiring Strategy Negotiation Ideal Customer Profile 296

Janek Performance Group

APRIL 10, 2025

Like the rest of us, sales managers and their teams are creatures of habit. With so many sales teams currently working remotely, managers need to be mindful of how such changes affect the day-to-day activities that keep their teams productive, such as offering praise and using technology.

Coaching 62

Coaching Sales Management Groups Microsoft 62

Hubspot Sales

JANUARY 8, 2025

In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. If the gap selling technique will become a regular strategy that you revisit, this is something youll need to get used to. Lets get into it.

Examples 113

Examples Strategy Hubspot How To 113

Steven Rosen

JANUARY 13, 2024

In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. Evaluating sales managers’ success should exceed sales quotas and include turnover and team development metrics.

Sales Management 156

Sales Management Hiring Retention Coaching 156

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Adaptive Business Services

JANUARY 29, 2025

Theres a new breed of sales managers who are succeeding by serving their sales people. They are putting their sales people first and, in turn, their sales people are taking care of their customers resulting in long term, successful sales. The result is better sales for the whole team.

Sales Management 62

Sales Management Construction Study Lead Rank 62

Vengreso

MARCH 26, 2025

Online sales training programs have adapted to meet these changing demands, providing comprehensive strategies aligning with today’s customers’ purchasing decisions. This comprehensive guide explores proven strategies that drive sales excellence and consistently help win more deals in modern B2B sales environments.

Training 67

Training Strategy Ideal Customer Profile Lead Rank 67

Steven Rosen

JUNE 3, 2020

When I say “you,” I am referring to frontline sales managers and sales executives. Sales managers are the key to driving sales performance. They are the 10X factor as highly effective sales managers will impact 8-12 sales reps. Download a Copy: The Strategy Execution eBook.

Sales Leadership 394

Sales Leadership Closing Face-to-face Call-back 394

Steven Rosen

JANUARY 14, 2024

In this episode of the Sales Awakening podcast, Steven Rosen and Colleen Stanley dive right into the execution challenges. While strategy formulation is fun and creative, execution requires discipline and focus. ” – Colleen Stanley Change management also plays a significant role in execution.

Strategy 156

Strategy Sales Leadership Competition Coaching 156

Allego

JANUARY 16, 2025

From setting clear goals to inspiring sellers to deliver peak performance, knowing how to manage a sales team can make or break a sales manager’s success. And the best managers dont just leadthey motivate. Managing remote or hybrid teams adds another layer of complexity. But the effort is worth it.

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank Lead Scoring Strategy 62

Allego

OCTOBER 29, 2024

Today’s fast-paced, tech-driven world is causing a massive shift in the medical device sales industry. The days of relying solely on face-to-face sales meetings are over. Digital selling is the game, and you must have a strategy that ensures your team succeeds in medical device digital sales.

Strategy 62

Strategy Face-to-face Buyer Lead Rank 62

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

Sales Management 57

Sales Management Face-to-face Forecasting How To 57

Janek Performance Group

FEBRUARY 13, 2024

For sales managers, look for qualities that build strong teams and motivate others to perform their best. Whether you seek a new hire or promotion, here are several essential qualities of sales managers. Someone in line for this position already possesses effective sales strategies. Asks questions.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

Highspot

APRIL 1, 2025

That’s what traditional sales role-playing feels like: forced, vague, and anxiety-inducing. Sales managers know role-play is essential to improve sales performance , yet the old methods make it difficult to coach effectively and drive improvement. Mistakes are actual learning opportunities, not career setbacks.

Training 52

Training Sales Management Hiring Lead Rank 52

The Center for Sales Strategy

MARCH 7, 2024

In this episode, we’re once again consulting the latest Media Sales Report by The Center for Sales Strategy. Today, we’re asking the question, “Why are so many media sales managers lacking superstar talent?”

Media 139

Media Sales Management Report Coaching 139

Understanding the Sales Force

FEBRUARY 25, 2024

Because sales managers are not coaching – still – at least not consistently or effectively. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. Sales Managers don’t want to coach because it takes away from personal sales.

Coaching 341

Coaching Guidelines Margin Incentives 341

Sales 2.0

OCTOBER 25, 2021

Sales people may be doing these tasks out of habit, or as a reason to avoid doing tasks they perceive as hard, like prospecting. Sales management. Sales people need support in order to change their results. Management needs to create the environment that makes sales success more likely.

Territories 396

Territories Compensation Scale Decision Maker 396

Steven Rosen

AUGUST 2, 2021

Peak performance is a sales team that can efficiently manage the execution of sales plans while effectively developing and encouraging their salespeople to operate at peak levels. Sales leaders believe it is their job to develop their sales managers. So how do we overcome this biased assertion?

Hiring 424

Hiring Comparison Face-to-face Objections 424

Steven Rosen

MAY 1, 2024

He shares insights on managing high-performing sales reps, emphasizing the need to understand their drivers and view their challenges as positive. Managing high-performing sales reps requires understanding and appreciating their drivers and demands rather than being threatened by their assertiveness.

Video 296

Video Face-to-face Coaching Sales Management 296

Steven Rosen

APRIL 20, 2024

In this 3:03 video , Gerilyn Horan discusses the strategies to develop an exceptional workplace and its profound impact on employee engagement and retention. Key Takeaways: Strategies to Develop an Exceptional Workplace Hilton’s exceptional company culture and commitment to employee growth and happiness have contributed to its success.

Strategy 156

Strategy Lead Rank Lead Scoring Retention 156

Cincom Smart Selling

APRIL 10, 2025

Introduction What is the biggest challenge that a sales team faces? No matter which product you sell, which strategies you adopt, or how big the sales team is, the biggest challenge that sales teams face is stagnant sales growth. Every sales team wants to increase sales figures and boost revenue.

Channels 48

Channels Strategy Retail Distribution 48

Act!

FEBRUARY 20, 2025

Did you know sales strategies based on behavior insights and real-time performance data achieve a 20 percent higher sales productivity ? Imagine if your sales team could do the same. In this article, well show you the power of data-driven sales strategies and how they can give your small business a competitive edge.

Data 52

Data Top of Funnel Strategy Lead Rank 52

Steven Rosen

JANUARY 31, 2023

Developing strong development plans for your frontline sales managers will set an example for your sales managers to do the same with their salespeople. Based on my experience, you can provide your sales managers with workshops, online training, and leadership books.

Sales Leadership 293

Sales Leadership Policies Coaching Consumer 293

The Center for Sales Strategy

DECEMBER 7, 2022

If you are like me, the idea of your sales team working remotely was beyond your imagination. Every once in a while, you might hear a rumor about a salesperson that worked from home a couple of days of the week, but they were more like myths than reality. Oh, sure, they are "working from home," and I saw "Big Foot" run across my backyard.

Lead Rank 162

Lead Rank Sales Management Leads Marketing Qualified Lead 162

Hubspot Sales

OCTOBER 15, 2024

To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects. Deliver tailored insight and strategies. Another strategy is asking probing questions to uncover their goals and obstacles.

Prospecting 105

Prospecting Case Study Industry Study 105

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. They needed to add salespeople and replace their D-Players.

Hiring 352

Hiring Lead Rank Lead Scoring Compensation 352

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.

Video 105

Video Training Lead Rank Lead Scoring 105

Cincom Smart Selling

APRIL 10, 2025

Organizations that invest in well-structured sales enablement strategies are seeing measurable returns. According to recent research, businesses leveraging sales enablement achieve an 8% increase in quarterly revenue and report a 49% win rate on forecasted deals. Download Stat Sheet Now What Does Sales Enablement Do?

Sales Enablement 48

Sales Enablement Top of Funnel Tools Strategy 48

Zoominfo

FEBRUARY 18, 2025

Outbound sales call tracking software enhances your sales team’s efficiency by automating call logging, providing real-time analytics, and integrating with customer relationship management (CRM) systems. These tools not only help teams track performance, but improve engagement strategies and optimize sales workflows.

Outbound 130

Outbound Software Software Buyer Intent 130

SalesFuel

AUGUST 26, 2024

Are you confident in your customer acquisition strategy for your client? Creating a Customer Acquisition Strategy Your Client is Confident in Brands Need a Confidence Boost According to data from Wpromote , while 76% of agencies are confident in their service delivery, only 36% say they’re satisfied. Here’s what you need to know.

Strategy 105

Strategy Customer Marketing Demographics 105

SalesFuel

AUGUST 8, 2024

Similarly, manipulating a person’s opinion can be rationalized if it serves our best sales strategies to further our purpose. The Best Sales Strategies Do Not Require Rationalization “People who are covert manipulators don’t always recognize what they are doing.” Buyer beware’ is not sustainable in repeating B2B sales.

Strategy 105

Strategy Hiring ACT Influencer 105