Mike Kunkle

NOVEMBER 23, 2023

[Click the image to see a larger version] A successful sales enablement program can help sales reps improve their sales skills, close more deals, and achieve their goals, and can engage, enable, and empower front-line sales managers to support them. And in each, we’ll segment Expenses and Outcomes.

Sales 258

Sales Finance Decision-making Profitability 258

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 108

Sales Management Management Sales Leadership 108

SalesPop

JANUARY 21, 2023

In my last article, I discussed the vital importance of understanding customer preferences in sales , and provided examples from my own company of how this is done. Let’s see how this should happen, and again we’ll provide examples from Pipeliner CRM. Now, what about your preferences? What should the metrics be?

CRM 98

CRM Decision-making Software Software 98

Brooks Group

DECEMBER 27, 2022

Obviously, this can be broken down into monthly or annual goals and can be applied to an individual sales rep, sales manager, regional manager, or the company as a whole. For our purposes, we will be discussing sales goals as they relate to the sales manager. All calls are not created equal.

Sales 78

Sales Sales Leadership Leadership CRM 78

Zendesk

JANUARY 24, 2022

The hiring process is almost like a “sales funnel” if you think about the application stage through the onboarding stage. And your sales resume is your value proposition—it has to be convincing if you want to keep moving through the “funnel” to reach the end and get hired. Sales resume parts. Sales manager resume.

Sales 98

Sales Acquisition Sales Management Leadership 98

Hubspot Sales

APRIL 23, 2021

Tools help you start, sell, market, and manage your business so you can find customers, bring in sales, manage day-to-day tasks. Point of sale tools make it simple for customers to buy online or in-person, and marketing tools help you manage email marketing, Google Shopping campaigns, and Facebook ads.

Small Business 94

Small Business Finance Banking eCommerce 94

Hubspot Sales

MAY 9, 2022

Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. That's why we put together a list of some key tips aspiring sales leaders can refer to as they find their footing as managers. Let's dive in. Get to know your team.

Management 105

Management Construction Sales Sales Leadership 105

Hubspot Sales

NOVEMBER 17, 2020

It wasn’t necessarily the technology itself that made the difference (most sales leaders we surveyed ranked video conferencing software and a CRM as the most important tool to their success, regardless of performance this year). At HubSpot, the leadership team held weekly AMAs available for the full company to attend.

Virtual Selling 126

Virtual Selling Shareholders Decision-making Communication 126

Revenue Storm

MARCH 23, 2023

What new sales manager competency is creeping onto the scene? The competency is leading sales technology adoption. This responsibility was floating around and has now found its home with sales leaders. So, if your sales athlete has better equipment, why is it still sitting in the locker room?

Sales Technology 78

Sales Technology Sales Leadership Sales Leadership 78

Brooks Group

MARCH 6, 2023

Role-specific sales training considers the different types of sellers on your team. In this article, we will discuss the benefits of role-specific sales training and how it can help your organization. We will also discuss how it can be a valuable investment and how you can make the most of role-specific sales training.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Hubspot Sales

JUNE 29, 2022

Don't pull punches when it comes to your team's effectiveness or the quality of your leadership. Rate the quality of your sales training program. Rate the quality of your CRM/sales force automation system. Rate the quality of your six-month sales/marketing/management plan. Is it reviewed each month?

Construction 82

Construction Decision-making Facilitation Prioritization 82

Hubspot Sales

JULY 25, 2023

What we like : AI helps sales professionals identify, qualify, and reach out to prospects– then organize those contacts in your CRM. Examples of research that AI can do for you are performing market and prospect research, finding datasets, and summarizing articles.

Co-Creation 84

Co-Creation Artificial Intelligence Sales Onboarding 84

PandaDoc

MAY 13, 2024

Want to increase sales and boost your bottom line? This article will focus on the sales enablement process, what it means for your organization, and how you can benefit from the approach. Key takeaways Sales enablement equips sales and marketing teams with everything they need to succeed.

Sales 52

Sales Software Software Sales Training 52

Mike Kunkle

MAY 11, 2022

In my experience, the potential for improvement in most sales organizations is significant. Will an approach limited to sales force effectiveness (SFE) maximize that potential? That depends on a variety of factors, which I will share in this article. Sales Manager Enablement. The Sales Management System.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Hubspot Sales

JANUARY 11, 2021

If you're looking for another article about why your sales team should only hire ESFJs, you've come to the wrong place. While it's true that not everyone is a perfect fit for the sales profession, most people just need the right motivation and management to thrive.

Management 135

Management Decision-making Sales Management Publishing 135

Hubspot Sales

AUGUST 25, 2018

A quick Google search or skim through your favorite sales blogs will show article upon article about how to hire the perfect reps, increase customer retention, and write the perfect sales job description -- for good reason. What Can Sales Managers Do About Sales Retention? Hire more experienced reps.

Sales 111

Sales Acquisition Account Planning Sales Management 111

Revenue Storm

JANUARY 19, 2021

Sales Contracts Out. New Opportunities Created in CRM. # Total $ of Month’s New Opportunities in CRM; Average Oppty Size. Sales Meetings. # of Sales Meetings. Some of you may be thinking that setting activity targets for strategic account managers is not appropriate or may not be received well. of New Oppty.

Account Management 78

Account Management Decision-making Sales Global Accounts 78

SBI Growth

SEPTEMBER 22, 2013

Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Gartner and Meta Group statistics point to a 50-80% range of CRM implementation failure. Take a look at that tattooed figure in the top right of the article. User buyer examples: Sales reps by vertical.

Decision-making 126

Decision-making Key Account Management Leadership Communication 126

Nutshell

JANUARY 28, 2019

Belichick does what every sales manager wants to do: lead his team to victory consistently. Salespeople typically make their sales alone, but your job as a sales manager is to maximize what your team can be together and coach them to a collective victory for the company. Clearly, the man knows how lead a team.

Sales 79

Sales Sales Management CRM B2B 79

SBI

APRIL 10, 2012

Tweet To stimulate your ongoing and by now thoroughly ravenous appetite for more delectable sales leadership fare, the name hovering up in the article heading will surely set this particular table in fine culinary style. Without demonstrating a clear sense of leadership from the top (that’s you!) LESSON Three .

Sales Leadership 48

Sales Leadership Leadership Sales Meetings 48

PandaDoc

SEPTEMBER 19, 2023

Let’s say you’re the head of sales in a small company that recently launched a product. Your task as a sales manager is to market it. But appealing to large audiences doesn’t help your business to reach sales goals, or generate and convert enough leads.

Marketing 52

Marketing Advertising Value Proposition Sales 52

Maximize Business Marketing

AUGUST 21, 2020

There are many tools you can use in each area, but the tools will help you manage your people much better. You need a robust CRM to ensure you have up-to-date information on all your teams’ activities, and what is happening in each client and prospect. Ensuring the CRM is updated after every call client or prospect interaction.

Management 45

Management Sales B2B CRM 45

QYMATIX

MAY 18, 2021

A successful S&OP starts with a deterministic approach to sales planning. In this article, we present you with the five most important Qymatix’s principles for successful S&OP – known as the SALSA principles for Sales & Operations Planning: Simplicity, Analytical, Loved, Standardized, Action-Oriented.

Key Account Management 98

Key Account Management Account Management Sales Decision-making 98

SalesGlobe

MARCH 29, 2022

As I consider some of the biggest challenges of salespeople today, I looked back on my own historical viewpoint and came across an article that I wrote in 2018. I’ve refreshed the data and information, and if you want to know what matters most to your hybrid or remote working sales team…read on! Remote Work Enablement. Let’s check.

Remote Working 52

Remote Working Sales Communication CRM 52

SBI Growth

JUNE 18, 2013

Do you aspire to make the leap from sales rep to sales leader? This article is specifically written to help you make this move. With the movement at the top, there are always residual effects in leadership throughout the organization. 15 Competencies for Sales Rep Promotion. Understanding sales methodologies.

Decision-making 112

Decision-making Sales Environment Sales Management Leadership 112

Showpad

FEBRUARY 9, 2020

These and all other aspects of gathering business intelligence are parts of what Brent Adamson, Cristina Gomez, and Nicholas Toman referred to as “ a proactive, prescriptive approach ” to sales in a March 2017 piece for Harvard Business Review. . Oversight, Onboarding and Training: Sales Managers and Directors.

Sales 99

Sales Onboarding Account Management Finance 99

Zendesk

JUNE 28, 2022

Companies willing to invest in sales training are 57% more effective than rival companies that make no such investments. In this article, we reveal the 15 best online sales training programs in 2022, sorted by training types. Enterprise sales training. Get ready to practice your note-taking skills. RAIN Group.

Sales Training 52

Sales Training B2B Sales Profitability 52

Hubspot Sales

NOVEMBER 28, 2023

Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds. In this article, we discuss how sales and marketing collaboration makes a difference and provide tips and tools for making this collaboration more efficient.

Marketing 105

Marketing Sales Decision-making Prioritization 105

Arpedio

FEBRUARY 15, 2024

This can be achieved through thought leadership content, case studies, testimonials, and other forms of social proof that showcase the business's track record of success and customer satisfaction. By ensuring easy access to valuable content, sales teams can effectively engage potential customers throughout the pre-sales journey.

Sales 52

Sales Decision-making Customer Experience Value Proposition 52

PandaDoc

NOVEMBER 15, 2021

It’s critical to foster a company culture where your sales force interacts and freely shares insights and strategies; unfortunately, this is easier said than done. One of the most prevalent hurdles to a good sales culture is a lack of communication, not just between sales leadership and reps, but among the base team as well.

Sales 52

Sales Communication Decision-making Meetings 52

PandaDoc

MAY 25, 2021

When putting together this article, we worked through several review stages intending to build a complete understanding of the strengths and weaknesses of the major software providers. Category: Customer Relationship Management (CRM). Salesforce is being used as a sales tool to manage leads, opportunities, contracts.

Software 52

Software Software Co-Creation e-Learning 52

SBI

NOVEMBER 7, 2019

Wootton will join Seismic’s senior leadership team and continue to lead the Percolate team, reporting directly into Seismic CEO Doug Winter. Public Relations Manager, Seismic. Blog Article. Sales Enablement. Blog Article. Sales Efficiency. Blog Article. Blog Article. Sales Enablement.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20

SalesGlobe

MARCH 8, 2023

Roberto I always tend to like look at the sales process because I’m always thinking about the steps in in CRM and I’m always thinking about where to step, get stuck, where might we be spending too much time? Let it be like a huge pipeline because when their sales manager comes asking, you know, how are things going?

Sales 52

Sales Marketing Decision-making Organization 52