Steven Rosen

JUNE 3, 2020

Even though we are still social distancing and face to face selling may not resume until 2021, you are still responsible for sales results. What can you do to jump-start your sales and make up for any lost sales during the last several months? Sales managers are the key to driving sales performance.

Sales Leadership 394

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

Understanding the Sales Force

APRIL 3, 2025

The Existence of Sales Process You and your sales team fall into one of four categories relative to having a formal, staged, milestone-centric, buyer-focused sales process: You don’t have one – salespeople just do their thing You have a seriously incomplete sales process consisting of fewer than seven steps.

Sales Process 252

Sales Process Lead Rank Customer Lead Scoring 252

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. Very cool, and now new applications of that capability are popping up.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Steven Rosen

MARCH 23, 2022

5 Sales Manager Coaching Blunders. Sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to coach effectively. Do You Want To Increase Sales Performance? ” As a sales manager , you probably were a top sales rep.

Coaching 156

Coaching Sales Management Face-to-face Sports 156

Steven Rosen

MAY 5, 2022

Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. You can train your sales managers in coaching.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

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. This is the toughest part of the sales team-building process.

Sales Management 62

Sales Management Construction Study Lead Rank 62

Sales 2.0

OCTOBER 25, 2021

In recent times sales reps have switched to email prospecting logically reasoning that the increased volume of messaging from email will generate more leads, unfortunately, email conversion rates have dropped below 0.1% Research shows on average there are 6-10 decision makers and it’s typical for most sales people to only speak to one person.

Territories 396

Territories Compensation Scale Decision Maker 396

Cincom Smart Selling

APRIL 21, 2025

This shift has redefined the role of sales leadership. Its no longer just about hitting quotas; its about designing and executing sales management in a way that is data-driven, technologically integrated, and strategically aligned with the broader business objectives. What is Sales Management?

Sales Management 48

Sales Management Top of Funnel Strategy Scale 48

Understanding the Sales Force

MAY 3, 2019

I coach a lot of sales managers and sales leaders and when I ask them what they want help with today, it's rarely a big opportunity, it's seldom coaching best practices, it's hardly ever targeted metrics for their team, and it's almost unheard of for them to request that I help them improve as sales managers, Oh no.

Coaching 312

Coaching Objections Follow-up Motivation 312

Highspot

APRIL 1, 2025

AI-driven simulations provide judgment-free, personalized feedback, helping managers improve skills without peer scrutiny. Traditional onboarding can take up to 26 weeks at the executive level; AI role-play cuts this time dramatically. They are all waiting for you to screw up your script so they can tell you about it.

Training 52

Training Sales Management Hiring Lead Rank 52

Steven Rosen

APRIL 4, 2022

In the pre-COVID days, sales managers would ride along with a sales rep for the day. They would observe calls, ask questions to help the sales rep evaluate what worked well and didn’t work, and have the rep come up with ways they would commit to improving their selling skills.

Coaching 290

Coaching Face-to-face Selling Skills Sales Coaching 290

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 Forecasting Face-to-face How To 57

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? You can’t manage revenue. If sales close, you win. Then why are so many account based selling teams given revenue targets and let loose? Revenue can be measured but not managed. Sales managers can’t control the buying process. Referrals received.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Hubspot Sales

SEPTEMBER 30, 2024

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. But navigating social selling isn‘t always straightforward. That’s why we here at The HubSpot Sales Blog reached out to some experts for their takes on the mistakes you need to avoid while social selling.

Social Selling 108

Social Selling Social Media Media Networking 108

Hubspot Sales

OCTOBER 15, 2024

When a prospect brings up a concern, you won‘t be caught off guard — you’ll already have the answers ready. It's all about showing that you're not just there to sell but to genuinely help them solve their problems. Remember, it's not just about what you're selling, but who you're selling to.

Prospecting 105

Prospecting Case Study Industry Study 105

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

No More Cold Calling

JUNE 10, 2021

Why I made referral selling my life’s work. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My entire career had been sales and sales management, and my best business had always come from referrals.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

No More Cold Calling

JULY 29, 2021

Follow-up consisted of a series of emails that promoted products, didn’t address the client’s unique concerns, and had no calls to action. Do sales reps demonstrate product features, or do they discuss the benefits for buyers? What is their sales plan for following up? Save your money.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

The Pipeline

MAY 18, 2021

As you’ll recall, we have an actionable definition of value , easy to follow, easy to sell. “Buyers will see value in things that measurably move them closer to their objectives. The more people we engage, the better, but it also requires that we become adept at winning with multi-track selling.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

Sales and Marketing Management

JANUARY 31, 2021

Especially in sales where company messaging and selling points may be evolving rapidly, without consistent training and reinforcement, sales training can be difficult for a rep to apply. . That’s where sales coaching comes in. The role of a sales manager is a difficult one and takes a unique type of person.

Sales Coaching 317

Sales Coaching Top of Funnel Coaching Hiring 317

Hubspot Sales

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. If I just described a familiar struggle one you might know all too well Im here to share a solution that might be the answer to your prayers: Gap selling. Truthfully, gap selling takes patience, practice, and persistence to master.

Examples 113

Examples Strategy Hubspot How To 113

Understanding the Sales Force

FEBRUARY 9, 2021

And this was fifteen years before I wrote the best-selling book Baseline Selling ! 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).

Sales Leadership 361

Sales Leadership Follow-up Coaching Up-Sell 361

MTD Sales Training

APRIL 23, 2019

Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. So, do we often come up with emotional selling points in our proposals? Do we develop our emotional selling propositions as well as our unique selling propositions?

Call-back 243

Call-back Up-Sell Proposal Benefit 243

Mr. Inside Sales

JANUARY 8, 2021

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? Like my first sales manager used to say: “There’s nothing to it but to do it.”. Need More Proven Responses to the Selling Situations You Face Every Day? Imagine that….

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Licensing 313

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. How do I stay fired up when I prospect? When you can’t sleep because you are up until 3 a.m. studying sales methodologies, you know that you are obsessed. If hesitation, don't work there - that's an anti-sales culture.

B2B 319

B2B Banking Conference Decision Maker 319

No More Cold Calling

SEPTEMBER 6, 2018

I worked there for eight years in sales and sales management positions. The main obstacle to referral success are sales leaders. One could argue that sales managers don’t know how to coach. A recent study by Insperity Solutions and the Sales Management Association validated this sales coaching paradox.

Referrals 320

Referrals Ideal Customer Profile Banking Lead Generation 320

Sales Gravy

DECEMBER 29, 2024

Whether its a house, a new car, or building up your savings, to-have goals are about acquiring something that enhances your life. Maybe you want to be a sales manager, or if youre a manager, you want to be a director or VP of sales. Wed rather deals close themselves than investing hours into multi-step follow-ups.

Face-to-face 98

Face-to-face Decision Maker Call-back Commission 98

Zoominfo

JULY 13, 2021

The acquisition of Chorus will support our aim to be a champion for sales professionals, helping them to identify, connect with, and sell to decision makers at the companies who are most likely to buy their products and services. I still remember how painful the process used to be to prepare for important sales calls.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Steven Rosen

MARCH 30, 2017

Here are the top five areas that I have seen successful sales leaders focus on, to outperform their competitors. Engaging the Entire Sales Organization. We all know that highly-engaged sales reps will out-sell their less engaged counterparts. How do you engage the entire sales team is the challenge?

Lead Rank 294

Lead Rank Lead Scoring Marketing Qualified Lead Leads 294

Hubspot Sales

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. I know, I know, you'd rather just pick up the phone and call. Here‘s one thing I never fail to do: Look up how to pronounce the prospect’s name. Is it ok if I send you a follow-up email to review at your convenience?

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

The Pipeline

DECEMBER 11, 2018

There is a lot discussed about how sales and selling has changed over the years, be it the tech around sales, social attitudes changing what is acceptable and what no longer works due to many factors. Real estate is an interesting example, has a financial layer and a sales layer. By Tibor Shanto.

Licensing 269

Licensing B2B Real Estate Lead Scoring 269

Partners in Excellence

FEBRUARY 12, 2025

The leader held this individual up as a high performer. He recognized his manager wanted to make the goals, the calls that counted were 5 minute calls. At the 5 minute mark, he would hang up, then call the buddy back. Even when he was talking to a prospect, he would hang up at 5 minutes, then call the person back.

Outbound 120

Outbound Call-back Sales Qualified Lead Pipeline 120

Zoominfo

JUNE 24, 2019

Experts across the globe are offering up their own take—trying to be first to tell you exactly how artificial intelligence will impact your industry, your company, your product, your job. The Problem with B2B Artificial Intelligence and Sales. On its own, artificial intelligence can cause a big problem for sales teams.

Forecasting 272

Forecasting B2B CRM Quota 272

Pipeliner

FEBRUARY 16, 2025

It offers detailed, actionable advice for sales leaders looking to navigate the evolving landscape of AI in sales. Introduction to Matt McDarby Matt McDarby, the president of United Sales Resources, brings over 15 years of experience in developing sales managers and leaders.

Sales Leadership 103

Sales Leadership Lead Rank Lead Scoring Video 103

No More Cold Calling

SEPTEMBER 21, 2017

I’ve summarized interviews with three successful women in tech sales, and share why and how they outsell their peers. The first is Sue, a successful field sales manager in a tech company. The more women in account based sales understand the technology they sell, the more credibility they bring into client engagements.

Cold Calling 266

Cold Calling Loyalty Account Intent 266