Steven Rosen

JUNE 3, 2020

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Now is the time to get sales on track. Even though we are still social distancing and face to face selling may not resume until 2021, you are still responsible for sales results. Sales managers are the key to driving sales performance.

Sales Leadership 394

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

Steven Rosen

SEPTEMBER 20, 2022

BOLD Sales Leaders will perform best in a rapidly changing environment. It is not the most competent or the smartest sales leader that will survive, but rather the sales leader that is BOLD and can adapt to change will thrive. I don’t care if you are the head of sales or a front-line sales manager. Behavioral.

Sales Leadership 295

Sales Leadership Face-to-face Follow-up Coaching 295

Steven Rosen

APRIL 13, 2020

Sales Leadership Roundtable – Part II. This is the second post from the sales leadership roundtable. What a great group I had on the sales leadership roundtable. The post Sales Leadership Roundtable – Tips on How to Communicate appeared first on STAR Results. Find Out More.

Sales Leadership 298

Sales Leadership How To Journal Conference 298

No More Cold Calling

FEBRUARY 13, 2025

Digital isnt a sales strategy. A sales strategy isnt about tools or trendsits about how your company attracts and serves customers. Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems. Hope isnt a strategy.

Referrals 310

Referrals Face-to-face Sales Leadership Quota 310

Understanding the Sales Force

OCTOBER 19, 2024

My latest sales epiphany happened while I was watching Friday’s American League Championship Series game between the Yankees and the Guardians. And because this is my brain, this article is actually about sales, not baseball! Sales Leaders should root for their salespeople the way I root for the Red Sox. This is huge!

Epiphany 188

Epiphany Real Estate Face-to-face Coaching 188

Sales and Marketing Management

FEBRUARY 22, 2022

Leadership Summit 22, sponsored by the American Association of Inside Sales Professionals is set for March 8-10 in Chicago. The conference will feature thought-provoking keynote presentations, workshops and panel discussions on key trends and challenges facing today’s B2B sales leaders and their teams.

Trends 227

Trends Sales Leadership B2B Conference 227

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

Sales Leadership 211

Sales Leadership Hiring How To Account Based Marketing 211

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 288

Sales Leadership Face-to-face How To Sales 288

Understanding the Sales Force

APRIL 3, 2025

Despite writing about sales process quite frequently over the years, this article will take a very different approach. Let’s define a couple of terms: Sales Process – a series of 4-6 stages, each with 5-10 milestones, that provide salespeople with a repeatable framework for sales success.

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Sales Process Lead Rank Customer Lead Scoring 252

No More Cold Calling

JANUARY 16, 2025

I almost fell out of my chair when I heard a Sales VP say this. Trust is key in referral sales strategiesin any sales strategy, reallybut trust must be earned. Trust is key in referral sales strategiesin any sales strategy, reallybut trust must be earned. Use a trust-based sales strategy like asking for referrals.

Referrals 318

Referrals Face-to-face Call-back Decision Maker 318

Understanding the Sales Force

DECEMBER 11, 2023

Welcome to my annual list of the best sales and sales leadership content of 2023. 2023 saw more content than ever before and that certainly includes the sales space. Look for more videos in 2024 and a fun new self-directed sales course called Movie Night. With that in mind, allow me to share the results from 2023.

Sales Leadership 201

Sales Leadership Hiring Video LinkedIn 201

Understanding the Sales Force

APRIL 6, 2025

Last week I wrote this important article about how you can use sales process to increase revenue by 28%. Lets make the assumption that you either have or are about to have a comprehensive custom, staged, milestone-centric, buyer-focused sales process with predictive sales scorecard. What are the next steps?

Government 173

Government Sales Leadership Coaching Sales Coaching 173

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. Sales Process for the Anti-Sales Process Crowd – And I say, why not? Whipped Cream!

Sales Leadership 156

Sales Leadership Hiring Epiphany Video 156

Force Management

APRIL 10, 2025

We publish two episodes per week, sharing lessons for sales leaders at all stages of their careers. Especially as markets continue to be in flux, these learnings are critical for anyone who's looking to drive toward revenue growth and maintain their team's execution.

Sales Leadership 95

Sales Leadership Revenue Pipeline Data 95

Understanding the Sales Force

JANUARY 15, 2025

Last week, I noticed that people are still using this archaic and overly simplistic sales qualifying process, and too many are still writing about the benefits of BANT (Acronym for Budget, Authority, Need, Timing). How is it that in 2024, people are still hailing BANT as some kind of relevant and beneficial sales tool?

Sales Process 173

Sales Process Lead Rank Lead Scoring Sales Qualified Lead 173

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. Sales leaders that have self-awareness can put a pause in their reaction or response.

Sales Leadership 156

Sales Leadership Account Coaching Lead Scoring 156

Understanding the Sales Force

MARCH 16, 2025

If you missed my March 14 article on Sales Cringe – my first in over a month – that will explain why we had the time to rewatch “24.” Regardless of company size, the Owner, President or CEO must SHOW their commitment to sales training to demonstrate the critical nature of the training to all participants.

Training 227

Training Revenue Face-to-face Decision Maker 227

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. .”

Sales Leadership 177

Sales Leadership Hiring Coaching Account 177

Bernadette McClelland

DECEMBER 30, 2023

Sales Leadership At A Crossroad? TOP LEVEL LEADERS – Remove your bias of what you believe a business/sales/sales leadership coach to be. Be Bold, Brave and Brilliant Leaders hire me to get results within the sales function of their business. The post Sales Leadership At A Crossroad?

Sales Leadership 195

Sales Leadership Hiring Pivotal Loyalty 195

Steven Rosen

AUGUST 2, 2021

The Fearless Sales Leader. Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. Sales leaders believe it is their job to develop their sales managers.

Hiring 424

Hiring Comparison Face-to-face Objections 424

Steven Rosen

MAY 20, 2024

She underscores the importance of sales leaders bringing their authentic selves to each interaction, fostering trust and rapport. Her advice and dedication to empowering her team underscore the enduring importance of these principles in driving success in sales management. Authenticity is key in coaching.

Sales Leadership 156

Sales Leadership Coaching Pivotal SalesForce 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.

Sales Leadership 361

Sales Leadership Follow-up Coaching Up-Sell 361

Understanding the Sales Force

FEBRUARY 14, 2025

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey. The next finding explains the previous finding.

Data 220

Data Hiring Compensation Quota 220

Understanding the Sales Force

APRIL 16, 2025

For example, if you sell capital equipment to the C Suite and you have a 2-year sales cycle for a 7 to 8 figure sale, the rate of conversion from dials to conversations to meetings could be 15 dials to 1 conversation and 10 conversations to 1 new meeting. That would be 200 dials for 1 new meetings booked – per week.

Pipeline 188

Pipeline Follow-up Conversion Outbound 188

Pipeliner

FEBRUARY 16, 2025

In a recent episode, John Golden talks with Matt McDarby , founder of United Sales Resources, about the transformative effects of AI on sales leadership. They discuss how AI enhances efficiency by automating routine tasks, allowing sales leaders to focus on strategic activities like coaching.

Sales Leadership 52

Sales Leadership Buyer Coaching Resources 52

Steven Rosen

MAY 20, 2024

In this episode of the Sales Leadership Awakening Podcast, Margo Edris , Regional VP of Sales at Salesforce, shares insights on sales leadership and discusses topics such as handling challenges gracefully, preparing for coaching, and integrating fun into the workplace. Authenticity is key in coaching.

How To 296

How To Sales Leadership SalesForce Coaching 296

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.

Leads 328

Leads Marketing Qualified Lead Sales Leadership Training 328

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

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

MAY 24, 2024

In this article, Rob Ulsh , VP of Dealer and International Sales for Great Dane, delves into AI’s profound impact on the sales landscape and how Great Dane has strategically incorporated this technology to propel its sales initiatives forward. Key Takeaways: Established companies can embrace AI to drive sales success.

Sales Leadership 156

Sales Leadership Video Coaching LinkedIn 156

Steven Rosen

JULY 25, 2022

Are You a Great Sales Leader? Sales leaders are running so fast that they don’t have a chance to breathe, and they certainly don’t have time to self-evaluate. Many sales leaders find themselves: Feeling overwhelmed, overly stressed, or frustrated because of the pace of change. The FOCUSED SALES LEADERSHIP FRAMEWORK.

Face-to-face 317

Face-to-face Sales Leadership Energy Sales 317

Understanding the Sales Force

OCTOBER 9, 2024

Most sales teams win fewer than half their “games,” and while defense can’t be blamed, pitching can! Unlike the Red Sox, most sales teams have too much pitching (demos and presentations)! As of this writing, they have assessed 106 sales and sales management candidates.

Hiring 352

Hiring Compensation Lead Scoring Lead Rank 352

Steven Rosen

MAY 20, 2024

She underscores the importance of sales leaders bringing their authentic selves to each interaction, fostering trust and rapport. Her advice and dedication to empowering her team underscore the enduring importance of these principles in driving success in sales management. Authenticity is key in coaching.

Sales Leadership 156

Sales Leadership Video Coaching Pivotal 156

Understanding the Sales Force

DECEMBER 1, 2021

I am helping one company find a single needle-in-a-haystack sales leadership candidate and it has taken nearly six months. I am helping another company find 3 sales leaders and received 3,765 applications. For the answer to be meaningful, we have to look at the entire job market, not just sales candidates.

Hiring 313

Hiring Sales Leadership Groups Objections 313

Pipeliner

APRIL 13, 2025

In this episode, sales expert Shelley Rosetta shares lessons from over 30 years in the furniture industry. She explains why profit matters more than just revenue, and reveals six key sales metrics every leader should track. If you lead a sales team, dont miss her powerful advice on driving growth and staying competitive.

Sales Leadership 52

Sales Leadership Industry Competition Coaching 52

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. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. It’s low hanging fruit.

Coaching 341

Coaching Guidelines Margin Incentives 341

Partners in Excellence

MAY 29, 2024

The post Celestial Navigation And Sales Leadership appeared first on Partners in EXCELLENCE. Are we leveraging our technologies and tools to help improve the quality of our thinking, problem solving and engagement, or have we surrendered those to the bots?

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Outsourcing Services Sales Leadership Call-back System 143