Zoominfo

JANUARY 12, 2021

Over the last two decades, customer relationship management (CRM) systems have become the center of the universe for enterprises and small- to medium-sized businesses (SMB) alike. And that doesn’t include long-term costs of bad CRM data linked to limited agility, lower sales output, low morale, and dissatisfied customers.

System 162

System CRM Forecasting Data 162

Steven Rosen

MAY 31, 2021

Hiring Sales Stars . Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results.

Hiring 386

Hiring Territories Energy Sales 386

Steven Rosen

JANUARY 10, 2021

Invest in your sales managers to unlock the potential in your sales organization and turn that performance into sustainable performance As the leader of your organization, the next 6 months will prove to be more pressure-filled than you may have experienced in years. Invest in your sales managers.

Sales Management 194

Sales Management Hiring ROI Maximizer 194

Anthony Cole Training

OCTOBER 6, 2023

Sales organizations typically have plenty of sales data due to the growth and usage of CRM systems, critical to capturing the activities that are occurring with the sales team. But effective coaching with sales performance data often becomes the greater challenge with sales managers and leaders.

Coaching 322

Coaching CRM System Data 322

Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

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

Sales and Marketing Management

JANUARY 31, 2019

Author: Matthew Sunshine As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. But to see real improvement, you need a system in place that measures how those expectations are being met. Unfortunately, this is easier said than done.

Sales Management 184

Sales Management Proposal Top of Funnel Banking 184

Anthony Cole Training

MARCH 8, 2024

Most sales managers spend less than 10% of their time on coaching, and only one third of managers actually coach their people on a weekly basis. Yet, the Coaching Competency is the most critical part of a sales manager's responsibilities; it is also the most difficult skill set to learn and master.

Coaching 299

Coaching System Training Positioning 299

Partners in Excellence

SEPTEMBER 12, 2022

I’ve been writing a series on the importance of systems thinking in buying and selling. A fundamental issue we have to understand is “What happens when two independent systems intersect and have to work together?” And these may include buying, it they determine that is critical to their change management process.

System 133

System Customer Vendor Objections 133

Membrain

AUGUST 18, 2021

Top performing sales teams aren’t just teams, their training isn’t just training, and they don’t just use software. The best sales organizations are much more than a collection of parts - they’re a coordinated system made up of many smaller and interrelated systems.

System 149

System How To Software Software 149

Steven Rosen

NOVEMBER 7, 2023

Top sales coaches have the power to supercharge a team’s performance. Research suggests that the best sales coaches can drive 19% more sales than those who are less effective coaches. Yet, despite these promising numbers, many sales managers remain disengaged from the coaching process. That’s your job!

Coaching 156

Coaching Sales Management Sales Coaching Motivation 156

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

The Pipeline

SEPTEMBER 7, 2020

Sales Scrum Episode #19 – Guest David Masover. David is the president David Masover Sales Consulting and shares how he leverages the sales process to drive success. If you only attend one webinar this month – This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System.

Forecasting 307

Forecasting Webinar Metrics Pipeline System 307

Zoominfo

FEBRUARY 18, 2025

Sales teams thrive on the energy of effective outreach, but managing outbound calls at scale requires a lot more than just smiling and dialing. These tools not only help teams track performance, but improve engagement strategies and optimize sales workflows. But how can you choose the right tool for your team?

Outbound 130

Outbound Software Software Buyer Intent 130

Anthony Cole Training

JANUARY 13, 2023

Today I will cover one of the ways we at Anthony Cole Training Group, LLC coach sales managers to help them coach their salespeople to have more and better initial sales calls: Your USA! USA is the terminology we use at Anthony Cole Training Group as part of our Effective Selling System (ESS).

Company 258

Company Coaching Groups System 258

Steven Rosen

JANUARY 3, 2018

If you want to crush your sales numbers Sales Strategy #2: Execute with Excellence is guaranteed to help. As the Head of Sales, you are still in 2017 my friend but you really need to have your head in 2018 deciding what you are going to do. Now very few sales leaders have an execution plan.

Strategy 307

Strategy Guarantee Coaching Sales 307

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 58

Sales Management Face-to-face Forecasting How To 58

Membrain

MARCH 22, 2023

I often talk about the importance of developing a sales system that is consistent , scalable , and continually improved. The cost of not being sustainable is high, and, unfortunately, the vast majority of sales systems are not. But I haven’t really addressed the question of what happens when it’s NOT sustainable.

System 126

System Sales Sales Process Sales Management 126

Engage Selling

JUNE 3, 2022

Collecting and analyzing sales data indiscriminately is like endlessly tossing buckets of coins into a wishing well…and believing the act itself … Read More. The post Early Warning System: Retain More Accounts As You Grow first appeared on Colleen Francis - The Sales Leader. How do you retain more accounts as you grow?

System 130

System Account ACT Data 130

Allego

NOVEMBER 14, 2024

Sales teams today can’t afford to waste time on outdated tools. Yet, many still rely on learning management system (LMS) software designed for basic, classroom-style training. These platforms are fine for formal courses, but they miss the mark for fast-paced, real-world sales needs. Let’s take a look.

Sales Enablement 62

Sales Enablement Software Software System 62

Hubspot Sales

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. With that said, cultivating and projecting credibility can be extremely tricky in a sales engagement. Deliver tailored insight and strategies.

Prospecting 105

Prospecting Case Study Industry Study 105

Partners in Excellence

FEBRUARY 12, 2025

What were they doing that drove such high win rates and short sales cycles? These are just a couple of examples of sellers “gaming the system!” They are gaming the system! We need to straighten them out, they need to stop gaming the system!” We want to keep our managers happy!

Outbound 120

Outbound Call-back Sales Qualified Lead Pipeline 120

Membrain

MARCH 30, 2022

If you visualize your sales as a pipeline, with leads going in one end and revenue coming out the other, it’s easy to see that the rate of flow through that pipeline matters.

System 149

System How To Pipeline Revenue 149

No More Cold Calling

APRIL 6, 2017

Think a referral system is easy? And it only works if you have a referral system in place to ensure sales reps ask for referrals every day. And it only works if you have a referral system in place to ensure sales reps ask for referrals every day. Why, then, do sales leaders leave referral prospecting to chance?

Guarantee 233

Guarantee Referrals Prospecting Sales Qualified Lead 233

Steven Rosen

OCTOBER 31, 2017

How would you like to crush your sales numbers in 2018? Sales managers, sales executives, sales and marketing executives, this message is for you. Beginning of the year January 3 rd you roll out your plans and bring them to the sales force and you are “supposedly” ready to go. It doesn’t work that way.

Strategy 286

Strategy eBook System Competition 286

Zoominfo

JUNE 24, 2019

Today John Holland, Chief Content Officer of CustomerCentric Selling, helps us cover the other side of the coin—artificial intelligence within the sales process. The Problem with B2B Artificial Intelligence and Sales. Only a mere 13% of the modern sales force consists of ‘A Players’ – or reps who consistently exceed quota.

Forecasting 272

Forecasting B2B CRM Quota 272

No More Cold Calling

JUNE 10, 2021

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. Decrease the cost of sales.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

The Pipeline

SEPTEMBER 23, 2021

There has been no shortage of new sales related books during COVID, the usual mixed bag, with scale. But one stands out, The Building Blocks of Sales Enablement , by Mike Kunkle. Not only because of the author, Mr. Kunkle and the subject, sales enablement, but because way Mike approaches the subject. By Tibor Shanto.

Sales Enablement 201

Sales Enablement Scale Hiring Maximizer 201

Sales and Marketing Management

MAY 14, 2020

These conditions can present challenges for sales organizations, where in-person meetings and events are typically part of “business as usual.” With internal meetings (training bootcamps, sales kick-offs, role play sessions, etc.), It’s important to have a system or “engine” for rapid content creation?

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Sales and Marketing Management

JANUARY 18, 2021

Author: Seamus Dunne How is your business performing regarding its current sales figures? Communication is the basis of any solid sales platform and a handful of VoIP strategies can help to maximize your current efforts. The Notion of a Unified Approach to Sales. Ablating Administrative Pitfalls. Encouraging Remote Access.

Webinar Metrics 199

Webinar Metrics B2B Strategy Telecommunications 199

The Pipeline

SEPTEMBER 8, 2020

This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System. Long-term measurable success in telephone prospecting requires a dynamic process, skill set, and active leadership from the front-line manager. How to turn sales managers into prospecting leaders.

Objections 276

Objections Forecasting Webinar Metrics Pipeline 276

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. Continuing professional education is not a foreign concept to most trades/professions, but it is in sales. By Tibor Shanto.

Licensing 269

Licensing B2B Real Estate Lead Rank 269

Sales and Marketing Management

JUNE 14, 2020

Sales managers who are nervous about their team working outside of the office can take heart in a recent study that ranks sales representative as the No. In fact, the study from MagnifyMoney shows that 13% of sales representatives already worked from a home office prior to the COVID-19 outbreak. Author: SMM staff.

Salary 207

Salary Study Travel Report 207

The Pipeline

MAY 18, 2021

The video below looks at how to approach a multi-track sales execution. And this Thursday is your chance to find out, when Wendy demonstrates the system, specifically for business owners, sales managers and sales leaders that manage salespeople. This a live demo, there will NO REPLAY.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

Understanding the Sales Force

FEBRUARY 15, 2024

Back when Don Kent was giving his forecasts, the weather map was on a chalkboard (like the image above) and he used chalk to draw the cold fronts, low and high pressure systems, write the temperatures and the 3-day forecasts, show the rain/snow lines, and more. The adverbs: Where are you in the sales process? When will you…?

Forecasting 211

Forecasting Sales Forecasts Decision Maker Call-back 211

Sales and Marketing Management

MARCH 27, 2019

Author: Mike DeLeonardis, President, North America at beqom Seventy-nine percent of companies say that increasing sales productivity is a strategy they’re using to reach growth targets in 2019, but actually meeting this goal may be a challenge as only 35 percent of average-performing sales reps’ time actually goes to selling.

Strategy 223

Strategy Compensation Commission Incentives 223

No More Cold Calling

AUGUST 14, 2019

I would work with small-to-medium companies to craft their sales strategy. As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. My initial goal was entirely different.

Referrals 291

Referrals Cold Calling Survey Scale 291