STAR Results

MARCH 4, 2021

Is a Lack of Business Acumen Impacting Your Sales? The number of sales reps has declined significantly over the last four years. Declining sales have not only forced the industry to reduce the number of sales reps but has also created the need to better focus on customer needs. The post Lack of Business Acumen?

Territory 140

Territory Strategize Meeting Pharmaceutical 140

Tibor Shanto

FEBRUARY 1, 2022

Craig shared all the exciting developments in sales and marketing tech; things are on fire. This set the stage for the discussion that should be taking place in sales. As a complete aside, isn’t it interesting that people who say sales is not a numbers game, love being data driven? By Tibor Shanto. Keep You Eye On The Ball.

Quota 157

Quota Gaming B2B Growth 157

STAR Results

DECEMBER 10, 2018

I have said it before and I will say it again – SALES MANAGERS ARE STRUGGLING! Only 10-20% of Sales Managers are Crushing It! The rest are struggling to make their sales numbers. They find themselves overwhelmed, overstressed and lacking the tools and training to be the best they can be. You are a sales leader.

Territory 238

Territory Quota Sales 238

Iannarino

AUGUST 7, 2021

The Gist: Some current sales practices actually prevent deals. There are certain strategies, tactics, and practices that prevent sales instead of producing them. Many of them are now so prevalent that sales organizations embrace them, even when their prospective clients reject them. No more pushy sales tactics.

Cold Call 272

Cold Call Clients Sales Pitch 272

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. Many sales leaders get promoted for sales skills without leadership training. But managing and coaching are very different.

Healthcare 59

Healthcare Relationship building Pitch Trust 59

STAR Results

MAY 15, 2021

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. They really loved it!”. I was very impressed. There was silence.

Follow-up 186

Follow-up Contact Sales 186

Partners in Excellence

MARCH 4, 2024

He has a fascinating background in coaching, consulting, and working in and with early stage companies. Here is how I discovered my love for selling and how I became obsessed about integrating coaching skills to sell and help others sell better. I have never had a business card written on it anything as sales rep.,

Sell 77

Sell Territory Manufacturing Represent 77

Understanding the Sales Force

NOVEMBER 10, 2023

And “We don’t know what we don’t know about sales” is a true statement in most companies. And “We don’t know what we don’t know about sales” is a true statement in most companies. Coaching their salespeople becomes a scenario of the blind leading the blind.

Legal 85

Legal Sales Contract Outside Sales 85

Sales Hacker

AUGUST 2, 2021

Sales coaching is often a touchy subject. We carried out research on sales coaching , looking into how different sales employees view it, and the results showed overwhelmingly that sales coaching works, and that most people involved want to see more of it. It improves your bottom line.

Represent 107

Represent Sales Pipeline Pitch 107

Sales Gravy

JULY 21, 2023

Great Sales Messaging Isn't Rocket Science On this episode of the Sales Gravy Podcast, Jim Karrh, Ph.D. You’ll learn how to translate marketing messages into effective sales conversations, whether in person, virtually, or over the phone. teaches coursework around innovative marketing and sales messaging.

Consult 84

Consult B2B Education Sales 84

Understanding the Sales Force

JANUARY 31, 2024

Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those who don’t want to be restricted by sales process. Think of the sales process as a journey rather than an adventure. Similarly, there are stages to the sales process.

Process 73

Process Objectives and Key Results Sales Pipeline 73

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back on our sales training and coaching when it comes to dealing with RFPs. ” When training and coaching salespeople, theory is not enough. He started strong which you can see here.

Territory 68

Territory Manufacturing Finance Consult 68

Hubspot

JANUARY 10, 2024

As a sales manager, I’m sure you have pipeline meetings often. But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” Similarly, if a sales manager is only spending 30 minutes a month coaching each of their reps, it’s unreasonable to think that manager is going to improve rep performance.

Pipeline 70

Pipeline Meeting Construction Closing 70

criteria for success

MARCH 23, 2022

Use our guide for Troubleshooting Your Sales Problems to identify the primary problems you are facing. Troubleshoot Your Sales Problems. 6 Common Causes of Poor Sales Performance. Your managers don't know how to coach. Your managers don't know how to coach. Coach Your Sales Team to Success.

Drivers/motivators 98

Drivers/motivators Strategize CRM Prospecting 98

InsightSquared

JUNE 23, 2020

Some of them are actually useless and can be removed from the calendar, while others carry immense value, but lack the structure and accountability to realize it. . You spend more time asking about the accuracy of the data than coaching. You spend more time asking about the accuracy of the data than coaching.

Pipeline 118

Pipeline CRM Strategize Trust 118

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is specific to RFPs. When training and coaching salespeople, the theory of how to sell to companies that buy via the RFP process is not enough. Think Boeing.

Manufacturing 77

Manufacturing Territory Price Finance 77

Understanding the Sales Force

OCTOBER 25, 2023

They lacked flavor, like cauliflower crusts. And that, somehow, leads me to sales performance. While the Account Manager role and its various variations do fall under the category of sales, let’s be honest. It was crazy. For the first time, I knew what it felt like to totally suck at something other than golf.

Territory 77

Territory Objectives and Key Results Account management Sales 77

Partners in Excellence

APRIL 8, 2024

Add on to this the terrifying data on sales performance–a few numbers from EBSTA, in the second half of 2023, 73% of reps missed quota, 23% of reps contribute 83% of revenue (our good friend, Pareto, again), 39% of deals slipping, and win rates plummeting another 47%. Yet there are so many challenges and barriers.

Quota 108

Quota Trust Pitch Up-sell 108

Veloxy

JANUARY 2, 2024

As a sales leader, your efforts directly impact the company’s stability and growth. However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. However, it’s not due to a lack of effort by the sales team.

Product 246

Product Territory Objectives and Key Results Sales 246

Hubspot

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units. Why do sales teams experience high turnover? In short, yes.

Non-Profits 82

Non-Profits Drivers/motivators Quota Represent 82

Highspot

NOVEMBER 21, 2023

What Makes a Great Sales Manager? What Sets Great Sales Managers Apart? Responsibilities of a Sales Manager Qualities You Need To Go From Good To Great Sales Management Strategy for Sales Managers The Importance of Sales Coaching And Training What Does Sales Manager Success Look Like?

Objectives and Key Results 52

Objectives and Key Results Teamwork Sales Quota 52

Highspot

OCTOBER 31, 2023

Push the envelope of sales enablement by driving efficiency through AI, scaling coaching with actionable insights, tying enablement efforts to business results, unifying the sales tech stack, and engaging buyers with digital experiences. Enablement needs to know if and how reps are driving strategic initiatives.

Strategize 72

Strategize CRM Government Closing 72

Veloxy

MARCH 23, 2023

We’re living in an era where sales has the richest technology stack and set of professional capabilities than ever before. Yet, the sales organization is failing to crush their quota, let alone hit it. This blog post is your comprehensive guide on how to hit and crush sales quotas in 2023 and beyond. What is sales quota?

Quota 246

Quota Profit margin Non-Profits Teamwork 246

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. In no organization is the coaching process perfect.

Objectives and Key Results 69

Objectives and Key Results Sales Appointment Meeting 69

Sales Gravy

FEBRUARY 8, 2023

On this episode of the Sales Gravy podcast, Jeb Blount (People Follow You) sits down with Leigh Cantrell and Rob Matura who are Regional Vice Presidents at Cigna to discuss the keys to leading multi-generational sales teams.

Teamwork 107

Teamwork Territory Technology Technology 107

Cerebral Selling

AUGUST 12, 2023

In my wildest dreams, I never imagined I’d end up in sales. David in his “Big Bang Theory” Days (1997) I started my career as a research scientist and got into sales (by accident) in 2000 at the turn of the dot-com boom. Sales is no different. You probably didn’t either. Here are my top six.

Objectives and Key Results 187

Objectives and Key Results Pitch Sales Gaming 187

Highspot

FEBRUARY 25, 2024

Sales operations teams frequently encounter hurdles such as juggling too many tasks, outdated procedures, insufficient data management, and communication breakdowns. When sales performance starts slipping, it’s a call to action for a sales operations strategy makeover. As a result, data silos emerge.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Sales Strategize 52

SaaStr

OCTOBER 20, 2023

OpenAI’s Head of Sales, Aliisa Rosenthal, joined OpenAI a year and a half ago — before ChatGPT launched. She joined a team of two, and there was a lack of product-market fit beyond small groups of researchers. A friend joined Jasper as president and asked her to run the sales team. How did they get here? How did they get here?

Growth 96

Growth Launch Territory Legal 96

Salesforce

JULY 6, 2021

World-renowned sales coach Timothy Gallwey has captivated CEOs, entrepreneurs, and business leaders for decades. With one simple idea: “[Sales] coaching is [the key to] unlocking a person’s potential. Learn to create an A+ team with digital sales coaching. The problem is twofold: 1.

Sales 98

Sales CRM Follow-up Pipeline 98

Martech

JANUARY 18, 2024

And speaking of bias: 83% of respondents prioritize monitoring for AI bias in projects, despite facing challenges such as identifying the biased data, inadequate monitoring tools, and a lack of understanding of the implications of bias. ” The hallucinations range from factual errors to content that’s biased and even dangerous. .”

Retail 101

Retail Promote Strategize Campaign 101

Martech

OCTOBER 11, 2022

These platforms often excel in breadth but lack depth. Google became famous for its “20% rule,” which stated that employees could spend 20% of their time on a personal project that they felt would benefit the company the most. And all employees must report their progress and present their projects. Pairing up. Vault access.

UX 130

UX Gaming Start-ups Clients 130

Salesforce

FEBRUARY 2, 2024

Below, we share a vetted sales email template that can help you get responses. What you’ll learn What is a sales email template? Engage buyers everywhere What is a sales email template? A sales email template is a pre-written message, sent via email, that can be quickly and easily customized for different audiences.

Pipeline 105

Pipeline Sales CRM Quota 105

Sales Hacker

DECEMBER 22, 2022

And many have turned to sales enablement. Related: What Is Sales Enablement? At Mindtickle, we recently commissioned a survey of 500+ sales leaders , sales reps, and sales-adjacent professionals to find out how they’re approaching sales enablement – and how that might change in the midst of a potential recession.

Quota 88

Quota Strategize Cross-sell Commission 88

Sales Pop!

APRIL 11, 2023

One way to reverse this trend is through life coaching in the workplace. One way to reverse this trend is through life coaching in the workplace. In this article, we’ll define life coaching and its benefits for both employees and companies. One effective way to support these goals is by implementing life coaching sessions.

Objectives and Key Results 52

Objectives and Key Results Cold Call Technique Represent 52

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Territory 98

Territory Sales Finance Drivers/motivators 98

Partners in Excellence

DECEMBER 20, 2021

Brent Adamson wrote an outstanding HBR article on “ Sensemaking For Sales.” Brent, also, highlights three styles that sales people adopt to help their customers. What is we applied the principles of sensemaking to coaching and developing our own people? Related Posts: It's Not The Lack Of Information That Stops Us.

Customers 102

Customers Process Sales 102

The 5% Institute

MAY 16, 2023

Sales is the lifeblood of any business, driving revenue and growth. However, achieving consistent sales success can be challenging, even for experienced professionals. That’s where sales coaches come in. What is a Sales Coach? What is a Sales Coach?

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 52