Steven Rosen

MAY 15, 2021

To better understand the reasons why I spoke with several sales leaders who were, in fact, providing support to their sales managers. One of the VP’s said he was not happy with the impact of the corporate training program that he was mandated to use. I asked him what they were doing to sustain their excellent training.

Survey 358

Survey Coaching Training Sales Talent 358

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. How can you help your sales managers execute? Why Sales Managers Fail.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

Pipeliner

JANUARY 16, 2025

In a recent episode of the expert interview series hosted by John Golden and guest Walter Crosby , a seasoned sales coach and founder of Helix Sales Development, delved into the intricate challenges of hiring, finding, and retaining top sales talent.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

Steven Rosen

NOVEMBER 15, 2012

When a company hits a sales slump, most look at the sales staff — but that’s a mistake, says Steven Rosen, author of the new book 52 Sales Management Tips: The Sales Manager’s Success Guide ( Amazon ; $10.99). Get you copy now and be ready to take sales to a new level in 2013.

Hiring 296

Hiring Pivotal Sales Talent Small Business 296

SBI Growth

JANUARY 27, 2013

This advantage will give her a long tenure serving sales. HR and Sales leaders who need better collaboration must read this post. It includes a tool: a profile of the Sales leader (Hanna’s advantage!) We’ve seen this occur especially in Sales talent/recruiting efforts. Sales needs this support.

Hiring 308

Hiring Compensation Commence Sales Talent 308

SBI Growth

NOVEMBER 20, 2013

It’s also for those who aspire to become top sales reps. This post includes a link to a valuable tool – the Top Sales Rep''s Satisfaction Index. Here are the sales advantages they seek: New Capabilities: Top sales reps want to improve their ability reach more customers. How will it satisfy a critical buyer need?

Hiring 314

Hiring Social Media Compensation Buyer Persona 314

SBI Growth

AUGUST 16, 2013

Buyers have been trained to expect speed, availability, and a self-directed buying experience. SBI’s 7 th annual research session will expand on the agile sales concept. In an increasingly competitive environment, best-in-class sales organizations are looking for an edge. Agile Sales – mobile enabled CRM.

Customer 328

Customer B2C Decision Maker Inside Sales 328

The Pipeline

SEPTEMBER 8, 2014

Adding to the challenge is that often these new managers are not given much help in the transition from being contributors, to effectively leading a sales team. Most sales people know what they have to do, the challenge is getting them to do it. The notion that the best managers are those who have done it is simply not right.

Hiring 296

Hiring Sales Management Lead Rank Lead Scoring 296

Jeffrey Gitomer

MAY 16, 2013

You’re a micro manager with little or no current sales talent yourself. You’re using CRM as an accountability tool, rather than a sales tool. You’re totally clueless about your customer base and what will grow more and profitable sales. appeared first on Jeffrey Gitomer’s Sales Blog.

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

SBI Growth

AUGUST 4, 2013

A more Agile way of assessing sales talent has emerged. It includes a tool to customize for your own agile reviews. The Agile Performance Review is just one of a range of tools you''ll receive. Unfortunately, none of these apply to a modern sales organization. Training classes and workshops won''t get it done.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

SBI Growth

JUNE 10, 2013

You''ve seen this before: a sales leader makes an urgent call to the HR business partner. Or, the sales talent isn’t ready to handle a sudden competitive threat. This post will help sales leaders Make the Number with the help of their HR partners. The existing sales team lacked social prospecting skills.

Top of Funnel 257

Top of Funnel Sales Talent Churn Call-back 257

SBI Growth

AUGUST 27, 2012

The most important function an HR leader can perform to support Sales is to help attract and retain top sales talent. Based upon our research interviews conducted with VPs of Human Resources, it is clear that most don’t really understand how to help Sales attract top talent. Are the sales people respected?

Compensation 244

Compensation Commission Territories Quota 244

The Pipeline

AUGUST 5, 2011

The Pipeline Renbor Sales Solutions Inc.s Mobile Apps for the Mobile Sales Force. Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. We were honestly amazed at the great tools we found. EDGE Sales Process. Hiring Sales Talent.

Pipeline 275

Pipeline Hiring Travel Twitter 275

The Pipeline

FEBRUARY 17, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , HR Management , Hiring Sales Talent , Productivity , Sales Force Alignment , Sales Leadership , Sales Training , execution. Earlier this week, I posted on two related or intersecting topics sales leaders need to manage and improve.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

SBI Growth

NOVEMBER 12, 2013

Additionally, requires sales be involved in the development of your new products. Benefit – Gives your reps formal training before the new product hits the street. Involves sales early to ensure products are developed with your customers in mind. Success Metric – new product sales goal attainment in year 1.

Strategy 317

Strategy Hiring Top of Funnel Margin 317

The Pipeline

FEBRUARY 15, 2012

The Pipeline Renbor Sales Solutions Inc.s Sales Force (Mis)Alignment. Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

SBI Growth

DECEMBER 10, 2013

Build out a plan for training them and turning them into ‘A’ Players ASAP. ‘A’ Get a clear picture about your sales team talent. Download the SBI Talent Assessment Tool and find out who on your team is a true ‘A’ Player. It’s possible that your talent is depleted. Invite them to SKO. Stay tuned.

Territories 300

Territories Scale Guidelines Groups 300

Partners in Excellence

DECEMBER 17, 2018

Sales Talent Is A Problem, Is it Worth Solving , by the folks at CSO Insights. How do we reduce the variability in sales people and what they do, creating the lowest cost ability to acquire customers. Many would also cite technologies that, supposedly, diminish the need for sales talent.

Sales Talent 88

Sales Talent Face-to-face Channels Buyer 88

The Pipeline

DECEMBER 7, 2011

EDGE Sales Process. Hiring Sales Talent. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

JANUARY 18, 2012

EDGE Sales Process. Hiring Sales Talent. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

Anthony Cole Training

MARCH 25, 2020

If you are not in the acquisition business, then you must develop your talent in order to increase sales in 2020 and beyond. One of the keys to doing that is to understand how to drive sales improvement.

Sales Talent 29

Sales Talent Hiring Sales Insurance 29

The Pipeline

OCTOBER 26, 2011

EDGE Sales Process. Hiring Sales Talent. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

AUGUST 24, 2011

Today’s segment is the first of two dealing with what the B2B rep can do to be better prepared to achieve consistent sales success. EDGE Sales Process. Hiring Sales Talent. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

NOVEMBER 16, 2011

EDGE Sales Process. Hiring Sales Talent. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

SBI Growth

AUGUST 22, 2013

The candidate’s skills with web-based presentation tools are on full display. The Sales Job Tryout Toolkit gives the panelists a scorecard to quantify their assessments. You can decide if the gap between what you see and what you need can be trained. HR and Sales leaders need a steady pipeline of “A” player sales talent.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

The Pipeline

JULY 25, 2011

EDGE Sales Process. Hiring Sales Talent. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

Understanding the Sales Force

JUNE 11, 2012

New Sales Talent? Optimized Sales Process? Better Sales Methodology? Improved Sales Model? Change in Attitude? More Intensity? Written Goals? Effective Targeting? Stronger Motivation. Stronger Desire? More Pride? More Determination? Assessments? Accountability? Competition? Killer Product? Buying Incentives?

Lead Rank 195

Lead Rank Incentives Incentive Sports 195

The Pipeline

MARCH 9, 2011

EDGE Sales Process. Hiring Sales Talent. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 238

Pipeline Cold Calling Hiring Compensation 238

The Pipeline

AUGUST 10, 2011

EDGE Sales Process. Hiring Sales Talent. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

The Pipeline

MARCH 16, 2011

EDGE Sales Process. Hiring Sales Talent. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 235

Pipeline Cold Calling Hiring Compensation 235

The Digital Sales Institute

JANUARY 18, 2021

Sales Training Programs Online. Sales training programs online could become the preferred delivery channel over the next few years. Online sales training has both advantages, disadvantages, and parity with the more traditional approach to upskilling salespeople. Sales Training Programs – Online.

Training 98

Training Hiring Remedy Video 98

The Pipeline

JUNE 15, 2011

EDGE Sales Process. Hiring Sales Talent. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

The Pipeline

APRIL 27, 2011

No matter how you present it, ensure the customer has a place at the sales meeting table on a regular basis. Training and learning is an everyday thing for the best salespeople in the world. EDGE Sales Process. Hiring Sales Talent. Sales eXchange. Sales Force Alignment. Sales Leadership.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

FEBRUARY 8, 2012

EDGE Sales Process. Hiring Sales Talent. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

FEBRUARY 21, 2012

The Pipeline Renbor Sales Solutions Inc.s Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. Sales Skills , Sales Technique , Sales Training , Win , Workshop. EDGE Sales Process.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Compensation 220

Partners in Excellence

FEBRUARY 27, 2019

I wrote The Coming Sales Talent Crisis , focusing on the struggles our customers face in their buying journey. ” They are referring to the data that we see about the revolving door of sales talent we see in too many organizations. Yet, too often, we treat our sales hiring very cavalierly.

Sales Talent 76

Sales Talent Hiring Face-to-face Churn 76

The Pipeline

JUNE 8, 2011

EDGE Sales Process. Hiring Sales Talent. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 224

Pipeline Cold Calling Hiring Compensation 224