Cerebral Selling

JANUARY 14, 2023

This guest post was written by Alex Cook , Manager, Enterprise Sales at Klue. Year-end can be the most exciting time in sales. As a leader, your job is to motivate your teams, hold them accountable, ensure they’re performing at their absolute peak, and ultimately drive revenue. It can also be the hardest.

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Quota Pipeline Drivers/motivators Negotiate 188

Sales Pop!

FEBRUARY 26, 2024

We discussed the huge impact emotions and coaching have on sales teams. Sales Leaders Set the Tone John and I talked about how sales managers shape team engagement and performance. So, leadership style significantly affects employee engagement. Many organizations lack coaching and leadership development.

Healthcare 59

Healthcare Relationship building Pitch Trust 59

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. Endless forecast and pipeline discussions–usually between managers and not with people. Endless forecast and pipeline discussions–usually between managers and not with people. And every once in a while, they see a customer with their sales people.

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Pipeline Meeting Technology Technology 111

STAR Results

APRIL 15, 2021

Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans. The purpose of such a meeting is to review the last quarter’s performance and to discuss plans for the next quarter.

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Territory Quota Sales Meeting 188

Partners in Excellence

MARCH 10, 2024

Some with very distinguished leadership and selling careers. She’s been in sales for less than a year. It’s her first real sales role. I hope it drives each of you to do the same. I had been invited to discuss a number of issues around the change in customer buying. Chloe Wold is different.

Sell 120

Sell Up-sell Start-ups Growth 120

Sales Hacker

MAY 31, 2023

In this insightful episode, Colin Campbell of Sales Hacker engages Lauren Bailey from Sales Bar, Factor Eight, and Girls Club in a thoughtful discussion on the dynamics of the sales industry. They delve into the underrepresentation of women in sales and the initiatives aimed at bridging the gender gap.

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Sales Growth Trust Conversion 86

Sales Hacker

APRIL 4, 2024

Now is a better time than ever for your sales team to align their goals, motivations, and strategies for the upcoming year (and beyond). With a sales kickoff (SKO). But with the guidance of David Nour, CEO of Nour Group , we will prepare you to have the most effective sales kickoffs. And one of the best ways to do this?

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Intrinsic Objectives and Key Results Drivers/motivators Presentation 90

Search Engine Land

SEPTEMBER 6, 2023

This approach can create a more effective engagement between sales and customers, streamlining the decision-making process. This approach can create a more effective engagement between sales and customers, streamlining the decision-making process. Three ways to improve operations with data-driven strategies.

Hospitality 125

Hospitality GTM Education Technology 125

Sales Pop!

FEBRUARY 20, 2024

I am your host, and today I am thrilled to share with you the insights from a recent podcast episode where I had the honor of interviewing Karl Becker , the founder of Improving Sales Performance and author of several insightful books on sales and marketing alignment. He emphasized that for success in sales.

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Customers Account management Sales Clients 64

Partners in Excellence

MAY 17, 2022

I’m a huge fan of sales enablement and some of the outstanding sales enablement practitioners who I count as friends. I think, however, one of the biggest problems with sales enablement is not what they do, or the quality of the programs they develop. Recently I had a fascinating conversation with a sales enablement team.

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Sales High impact Conversion Process 128

The 5% Institute

JUNE 20, 2023

In today’s competitive business landscape, effective sales leadership plays a crucial role in driving revenue growth and ensuring the success of sales teams. Sales leaders are responsible for guiding and motivating their teams, implementing sales strategies, and achieving targets.

Negotiate 52

Negotiate Technique Drivers/motivators Sales 52

Cerebral Selling

DECEMBER 2, 2022

When I was a VP at Salesforce, one of my sales managers came to me with a disturbing problem. He told me he got a voicemail from a customer saying that he didn’t want to work with the female sales rep responsible for his account and requested that we assign a man to help him. What do you think we should do, David?”,

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Growth Teamwork Sales Meeting 130

Search Engine Land

FEBRUARY 27, 2024

Selecting the right digital marketing agency partner is key for businesses aiming to drive results and scale efficiently. While not all are necessary for an RFP, they’re valuable for discussions with agencies. Although I’ve owned an agency for seven years, most of my career was spent working on the client side.

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Retail Clients Contract Campaign 100

Partners in Excellence

MARCH 7, 2024

Today he has his own consulting practice, helping orgs drive higher levels of performance. One of his statements particularly strikes me: “Lots of folks have a negative view of the sales profession, and I even see it in my kids. I think that has done a lot to help me in my sales career. I read…a lot.

Sell 68

Sell Finance Consult Strategize 68

Martech

SEPTEMBER 6, 2023

This approach can create a more effective engagement between sales and customers, streamlining the decision-making process. This approach can create a more effective engagement between sales and customers, streamlining the decision-making process. Three ways to improve operations with data-driven strategies.

Hospitality 104

Hospitality GTM Education Technology 104

Partners in Excellence

DECEMBER 1, 2021

Imagine just about any job in sales, marketing, customer experience (or any job) and how the curious approach those roles. Imagine curiosity as a key management/leadership attribute, how would this change the way we coach, develop, and lead our people. As a result, it drives higher levels of engagement.

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Technique Growth Conversion Closing 118

The 5% Institute

AUGUST 20, 2023

In today’s rapidly evolving business landscape, effective sales management plays a pivotal role in driving a company’s success. Managers are entrusted with a multitude of sales management responsibilities that require a delicate balance of leadership, strategy, and execution.

Objectives and Key Results 52

Objectives and Key Results Sales Drivers/motivators Technology 52

The 5% Institute

MAY 16, 2023

In today’s fast-paced and dynamic business landscape, effective management plays a pivotal role in the success of any organization. Management roles encompass a wide range of responsibilities and skills that are crucial for steering the company towards its goals.

Strategic planning 52

Strategic planning Objectives and Key Results Strategize Electricity 52

Martech

OCTOBER 11, 2023

Never has the expression, “Don’t confuse activity for performance,” rang truer than in B2B social media programs. Unlike the B2C world, which successfully uses multiple social media platforms to engage with consumers and drive revenue, B2Bs have struggled to find the “killer app” for its social programs. aimed at buyers and prospects.

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B2B X-functional Pharmaceutical B2C 122

Sales Hacker

JUNE 16, 2022

Successful sales leaders were once great salespeople. Today’s sales leaders require more than the above. To lead a high performance sales team and to achieve the team’s full potential, leaders must take on the role of cheerleader, coach, disciplinarian, physiologist and administrator. Coach your team to success.

Territory 81

Territory Objectives and Key Results Pipeline Sales 81

The 5% Institute

JUNE 15, 2023

Sales is a crucial aspect of any business. It involves convincing potential customers to purchase products or services, and it plays a vital role in driving revenue and growth. However, the sales profession can be challenging and demanding. Understanding the Significance of Sales Motivation 1.1

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Drivers/motivators Extrinsic Intrinsic Objectives and Key Results 52

The 5% Institute

AUGUST 10, 2023

Business motivators play a pivotal role in propelling companies towards success. These drivers, which range from effective leadership to innovation and beyond, are the gears that keep the entrepreneurial engine running smoothly. Embracing Technology Advancements Technology is a driving force in modern business.

Drivers/motivators 52

Drivers/motivators Teamwork Strategize Strategic planning 52

Partners in Excellence

NOVEMBER 11, 2021

Imagine just about any job in sales, marketing, customer experience (or any job) and how the curious approach those roles. Imagine curiosity as a key management/leadership attribute, how would this change the way we coach, develop, and lead our people. As a result, it drives higher levels of engagement.

Technique 94

Technique Growth Conversion Closing 94

Salesforce

JANUARY 9, 2024

The questions: Can you describe your current role, your responsibilities, and how you measure success? Can you walk me through what you would do differently in your next role to drive more success? What do you like about your current VP’s leadership style? Now as a CEO, I’ll soon be growing my own team.

Construction 59

Construction Quota Relationship building Start-ups 59

Martech

MAY 16, 2023

When agility is expected to happen without any leadership changes to support new ways of working, the benefits are limited. The need for agility to take place at all levels in the company is why we created the roles of Stakeholders and Practice Leads in the Agile Marketing Navigator framework.

Strategize 92

Strategize Campaign Meeting Product 92

Veloxy

AUGUST 31, 2023

You’re not the only outside sales rep feeling that way. This article doesn’t list every outside sales strategy under the sun. These are tactics that have helped outside sales professionals grow their pipeline by 300% in one month. Here’s a mentality that top-tier outside sales gurus have.

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Outside Sales Pipeline Inside sales Cross-sell 130

Lead Fuze

JULY 14, 2023

How to be a good sales manager is an inquiry that many professionals in the field often ponder. The role of a sales manager extends beyond just overseeing a team; it’s about fostering growth, driving performance, and achieving targets. A sales manager position, that’s your answer.

Objectives and Key Results 52

Objectives and Key Results Quota Teamwork Strategize 52

SalesLoft

MAY 14, 2024

Sales forecasts are a critical business tool but many sales teams find them difficult to produce. The good news is that as a RevOps, sales professional or sales leader, you have lots of help waiting to be tapped when it comes to creating and delivering accurate sales forecasts. Finally, the GM sends it to the CRO.

Sports 52

Sports X-functional Pipeline Sales 52

Closing Bigger

AUGUST 31, 2023

This sales podcast episode is on the fundamentals of sales leadership with focus on behavioural change and coaching. I have taken the transcript from the sales podcast episode and am providing it below with minimal formatting or grammatical changes. You can find that at Salesacademy.ca. It’s constantly evolving.

Objectives and Key Results 69

Objectives and Key Results Sales Appointment Meeting 69

Sales Hacker

AUGUST 11, 2023

Before we get into it, curious to hear your thoughts on last weeks Sales Hacker/GTMnow announcement ?! This week I sat down and interview the VP of Sales at Crunchbase , Ang McManamon. Ang shares her 5 P’s of Sales Leadership: Professionalism Preparation Process Performance Play More on these below.

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GTM Sales Launch Pipeline 63

Highspot

FEBRUARY 22, 2024

This is where the importance of Sales and Operations Planning (S&OP) becomes evident. This guide will walk sales teams through the details of S&OP. What is Sales and Operations Planning? S&OP’s intention: to align sales operations with long-term goals. You’re not alone. The people must collaborate.

Manufacturing 52

Manufacturing Finance Objectives and Key Results Sales 52

Salesforce

NOVEMBER 28, 2023

Similarly, a solid sales compensation plan is about striking the right balance. Overcomplicate a sales compensation plan, and you’re left with sales reps who aren’t clear on their goals or hungry to hit their quota. What you’ll learn: What is sales compensation? What are sales compensation plans?

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Commission Territory Quota Objectives and Key Results 64

Partners in Excellence

DECEMBER 20, 2021

Brent Adamson wrote an outstanding HBR article on “ Sensemaking For Sales.” One of the most important things Brent discusses is how customers tend to cope when faced so much high quality information. Brent, also, highlights three styles that sales people adopt to help their customers.

Customers 109

Customers Process Sales 109

Heinz Marketing

NOVEMBER 3, 2020

As a marketing manager, you would supervise the promotion and sales of products, services, or ideas offered by a business. Working with sales, public relations, and product development staff, you would strive to create the most appealing campaigns possible for your product or service based on trends in the marketplace. Why is this?

Promote 139

Promote Campaign Drivers/motivators Clients 139

Martech

OCTOBER 14, 2022

There are plenty of reasons to hold off on hiring an in-house CMO, ranging from the effect on your bottom line to a CMO’s inability to build successful marketing efforts without an established sales cycle to extrapolate from — let alone a team to build out content and campaigns. However, most likely, you don’t need a CMO. At least, not yet.

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Non-Profits E-commerce Strategize Consult 112

Heinz Marketing

MARCH 5, 2022

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We also must understand that the tension between these two roles can sometimes be positive, but it’s important to be aware of the dynamic between them. Thank you, David C.

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B2B Drivers/motivators Campaign Account management 111

Sales Hacker

MAY 25, 2021

The term “mental health” is not one you’d typically hear discussed within sales meetings. Sales jobs have always been viewed as tough, demanding, highly metrics-driven and even ruthless. In a field where performance is the be-all-end-all, there really hasn’t historically been much room for emotions. Let’s face it.

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Drivers/motivators Sales Promote Meeting 100