Outreach

NOVEMBER 2, 2021

Sometimes as a sales leader you may wonder why the things you tell your reps don’t stick. Consider the difference between feedback and coaching. That’s where coaching comes in. We recently hosted a session between two of the industry’s top sales leaders on the do's and don’ts of real-time coaching.

Objectives and Key Results 105

Objectives and Key Results Inside sales Sales Gaming 105

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game.

Gaming 233

Gaming Sell GTM Technique 233

Anthony Cole Training

NOVEMBER 3, 2023

We know that salespeople reporting to a manager with strong coaching skills tend to have 28% more close-able late-stage opportunities. This is from the deep data warehouse of Objective Management Group, our partner and the pioneer of the sales assessment.

Growth 177

Growth Sales Closing 177

Anthony Cole Training

OCTOBER 13, 2023

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. Of course, all of these point to the importance of constructive sales feedback while coaching. Not all coaching is helpful and constructive.

Construction 177

Construction Sales 177

Membrain

JANUARY 23, 2022

Successful sales managers must master a range of important skills.

Pipeline 80

Pipeline Sales 80

Anthony Cole Training

OCTOBER 15, 2021

Are you, as a sales leader, spending at least 50% of your time coaching your salespeople, helping them to develop their skills and become more productive? It’s time to inspect your own behaviors as a coach and mentor. Set time on your calendar right now for specific, sales skills coaching with your salespeople.

Sales 210

Sales Product 210

Understanding the Sales Force

APRIL 13, 2016

I am often asked to explain what we look for when we evaluate Sales Managers. At this point, most experts agree that a good Sales Manager will spend half of their time coaching up the salespeople.

Sales 79

Sales Start-ups 79

Cerebral Selling

MARCH 4, 2024

The Massive Impact of Great Sales Leadership I started my career as a research scientist before spending nearly two decades in sales leadership roles across four high-growth tech startups and five years as a Vice President at Salesforce. I’ve spent a lot of time studying the patterns and research around what makes great sales leaders.

Cross-sell 130

Cross-sell Sales Referrals Launch 130

STAR Results

APRIL 20, 2021

Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers. Your goal is to build a high-performance sales organization that consistently delivers outstanding results.

Sales 271

Sales Sales Support CRM Networking 271

Cerebral Selling

MARCH 18, 2024

Some of the most common and innocent interactions between sales reps and their managers can also be the most harmful. Many sales leaders earned the opportunity to manage teams of their own because they were top-performing individual contributors. What should I say to get them back to the table?” Should we agree?” “I Should I push back?”

Objectives and Key Results 164

Objectives and Key Results Legal Negotiate Trust 164

Anthony Cole Training

DECEMBER 8, 2023

This is what it takes to be successful at building and achieving sales team excellence: You must love coaching and the game of selling. It requires sacrificing ego and the need to be right for the other person to discover their path, develop their skills and become the expert.

Gaming 195

Gaming Sales Sell Drivers/motivators 195

Veloxy

MARCH 15, 2023

As forward-thinking companies transition from traditional sales enablement to revenue enablement, it’s important to understand that 42% of businesses still don’t have a sales enablement program. That’s a HUGE problem. Let’s get started.

Cross-sell 246

Cross-sell Objectives and Key Results Growth Teamwork 246

Sales Pop!

NOVEMBER 2, 2023

It’s swiftly promoted to a sales leader without proper training, only to struggle in their new role? Vaughn shared his invaluable insights on the common mistake of promoting top salespeople to leadership positions without providing them with the necessary training and the critical role of coaching skills in sales leadership.

Promote 111

Promote Sales Conversion Service 111

Sandler Training

MARCH 19, 2019

In addition to following the basic principles of not presenting too early and ensuring that the presentation is delivered as one component of an effective professional sales process, there are four steps sales professionals can follow to ensure more effective presentations. Read Time: 5 Minutes.

Presentation 70

Presentation Sales Process 70

STAR Results

JUNE 20, 2019

Coaching the Coaches The question of the day is, who’s coaching the coaches on coaching? The reality is, there is no one coaching the coaches. Second line sales managers (SLM) don’t coach their FLMs on their coaching. Your company has rolled out sales manager coaching training.

Appointment 248

Appointment Follow-up Meeting Conversion 248

STAR Results

AUGUST 26, 2021

Sales Manager’s Success Checklist. It is far too early to look at sales early. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success. If you want your sales team to perform and perform well, you need to give them the gift of focus.

Quota 279

Quota Sales Represent Start-ups 279

STAR Results

AUGUST 12, 2021

Executive Coaching Gets Results. The Harvard Business Review reported that Executive Coaching is a $1 billion industry. In certain countries, as much as 88% of companies use coaching. The case for executive coaching is that it’s working. Why Would You Need Executive Coaching? Plain and Simple.

Growth 265

Growth Trust Meeting Process 265

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

Membrain

OCTOBER 8, 2023

Join us in today’s interview with David Mullins, High Performance Sales Coach. His greatest professional gift and joy is coaching people to help them achieve the right mindsets, skill sets and processes to exceed their largest stretch goals.

Sales 136

Sales Process 136

Membrain

MAY 1, 2024

I don’t often talk about “hacks,” because I believe that outstanding sales performance doesn’t have shortcuts. You have to have a great strategy , a way of selling , the right team, the right milestone-based process , the right skills, and the right coaching.

Sales 80

Sales Sell Process 80

STAR Results

FEBRUARY 11, 2020

Developing Master Sales Coaches. Do you have a team of master sales coaches? Are your sales managers ready to crush it in 2020 or will it be another frustrating, mediocre 12-months? Unfortunately, as you know, this won’t maximize your sales nor improve the competencies of your sales team.

Sales 226

Sales Technology Technology Sell 226

Heinz Marketing

OCTOBER 17, 2023

By Sheena McKinney , Business Operations & Marketing Assistant at Heinz Marketing In the fast-paced world of B2B sales and marketing, the role of a Chief Marketing Officer (CMO) is both demanding and critical to a company’s success. That’s where a business coach comes in. Why Hire a Business Coach?

Gaming 110

Gaming B2B Construction Networking 110

Closing Bigger

MAY 15, 2024

As a podcaster, sales geek, and AI enthusiast, I am excited to share my first podcast where I have ChatGPT 4o host and interview me on my latest keynote, “AI and the Future of Sales.” It’s about leveraging AI to automate and augment our intelligence while doubling down on human skills, aptitudes, and creativity.

Objectives and Key Results 59

Objectives and Key Results Objection handling Sales Technology 59

Veloxy

JUNE 23, 2021

The pandemic has contributed a lot to sales transformation. Instead, you need to train your team and hone their skills to make their experience remarkable. Make sales educational. The sales process matters. Remote sales coaching. The main one is to treat video sales meetings like in-person calls.

Sell 317

Sell Education CRM Up-sell 317

STAR Results

JUNE 20, 2021

Peer Group Discussion and Coupled with Leadership Coaching Will Pump you Up! Sales leaders need to remember that they, too, must regularly upgrade their leadership skills. The most effective ways are networking with a peer group of like-minded sales leaders who face similar challenges and utilizing a sales leadership coach.

Networking 160

Networking Sales Meeting Promote 160

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team.

Sales 52

Sales Technique Objection handling Pitch 52

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

criteria for success

MARCH 23, 2022

Organizations tend to under-invest in leadership skills training. Here are 6 signs you need to invest in leadership skills training – and some resources that can help. An overwhelmed executive team is the most obvious sign you need to invest in leadership skills training. Troubleshoot Your Sales Problems.

Drivers/motivators 98

Drivers/motivators Strategize CRM Prospecting 98

Membrain

JANUARY 6, 2024

Get ready for a fresh season of the Art & Science of Complex Sales Podcast – it's the Coaching Season! In this episode, we're joined by David Massover , a Sales Management Coach and consultant from David Masover Sales Consulting. He'll share valuable tips about the art of selling successfully.

Consult 69

Consult Sales Sell 69

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. Here are some top takeaways.

Healthcare 59

Healthcare Relationship building Pitch Trust 59

Force Management

JULY 27, 2021

One of the key ways sales leaders can improve sales performance is by helping their managers coach their teams. Ensure your managers are spending the right amount of time coaching the right people all while taking into account their skills and level of motivation.

Drivers/motivators 136

Drivers/motivators Sales 136

Partners in Excellence

NOVEMBER 28, 2022

Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Typically, the process is: “Lisa, congrats on moving into the front line sales manager role…… I need an updated forecast by Tuesday!” There should be a huge focus on communication skills.

CRM 113

CRM Pipeline Process Product 113

Understanding the Sales Force

MAY 14, 2024

This is not an analogy about inflatable trampolines, but it is about the analogy between pumps and sales and for variety, it will be two separate stories instead of one culminating in pumping up sales. Last week the CEO reconnected with the sales team to check if everyone was selling properly. They weren’t.

Pipeline 77

Pipeline Sales Drivers/motivators Consult 77

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. Too often, I hear the lament, “I don’t have the time to coach!” And every once in a while, they see a customer with their sales people. ” But then I ask them about win rates, deal/pipeline quality, average deal size, sales cycles.

Pipeline 111

Pipeline Meeting Technology Technology 111

Sales Gravy

DECEMBER 4, 2023

On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. He credits Mary Gardner, the Area Vice President of his group, for fundamentally shaping his approach to sales leadership.

Sales 86

Sales Strategize Conversion Sell 86

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

OCTOBER 2, 2023

Why Roleplay Should Be A Key Part of Your Sales Culture In this podcast, Jeb Blount, Jeremy Olson, and Kristin Isaacson discuss the importance of role-playing in sales. They also highlight the benefits of role-playing in helping salespeople improve their skills, gain empathy for the customer's perspective, and build confidence.

Construction 96

Construction Technique Sales Growth 96