Liston Witherill

APRIL 21, 2021

I devoured every resource I could find on the subject: books about marketing and how to reach and influence people; psychology papers about personal relationships and decision-making; books on behavioral economics and neuroscience; and archives of academic journals. In a word, systems. Historically products drove the economy.

Decision-making 52

Decision-making Sales Training Retail Marketing 52

Sales Gravy

NOVEMBER 1, 2022

On this episode of the Sales Gravy Podcast, Jeb Blount (People Follow You) sits down with Helen Fanucci author of the brand new book, Love Your Team, to discuss what sales leaders must do to retain talent build and stronger teams through human connection. Hiring the right salespeople is a huge challenge for sales leaders.

Sales Leadership 109

Sales Leadership Leadership Sales Innovation 109

Hubspot Sales

JUNE 29, 2018

One-on-One Meeting Questions. A few years ago, I wrote the book 1-on-1 Management: What Every Great Manager Knows That You Don’t. In my experience, one thing great managers understand that their ineffective counterparts do not is the value of one-on-one meetings. Tell me about last week.".

Meetings 101

Meetings Construction Sales Management Management 101

Corporate Visions

NOVEMBER 7, 2018

Tis the season for picking sales meeting kickoff themes for sales and marketing organizations around the world. But when it comes to the content for the sales kickoff meeting, don’t settle for a new version of the same checklist you may be using. Hey, I love a good book, too.

Meetings 64

Meetings Suppliers Sales Decision-making 64

Hubspot Sales

FEBRUARY 25, 2019

But meeting your goal is far harder. As a sales educator, I've watched a great number of salespeople set goals and succeed -- and an even greater number set goals and fail. Imagine you set a goal of getting five executive meetings this month. However, whether or not you meet an activity-based goal is completely up to you.

Meetings 104

Meetings Sales Negotiation CRM 104

Hubspot Sales

DECEMBER 11, 2017

How Do I Get Promoted to Sales Manager? But sales is a labor-intensive job. The day-to-day stress can be deflating, and most of the time, it takes everything you’ve got just to meet your goal. The day-to-day stress can be deflating, and most of the time, it takes everything you’ve got just to meet your goal.

Sales Management 96

Sales Management Management Leadership Sales 96

SalesGlobe

DECEMBER 5, 2021

For sales management what we tend to see are a less than effective methods that drive the quotas with less than effective results. Sales management must expand their approach by assessing market opportunity, evaluating revenue sources, gauging sales capacity, and gaining a bottom-up view. Contact Us.

Sales Management 52

Sales Management Management Finance Supply Chain 52

Mike Kunkle

AUGUST 8, 2023

One of the most effective ways to do this, is to: Document the mindsets and sales competencies that are required for success in each role. Have your sales managers assess the sellers on their teams. This allows managers and reps to sync up, and discuss where they are aligned, and where they have perceptual differences.

Sales 188

Sales Prioritization Innovation Leadership 188

Jeffrey Gitomer

OCTOBER 17, 2011

FREE E-Book: The Little Book of Listening. I’d like to help you get better at listening by giving away one of my free e-books: The Little Book of Listening. Note: By submitting your information, you also agree to receive Jeffrey Gitomer’s Sales Caffeine. Get Sales Blog Updates. Sales Management.

Leadership 68

Leadership Media Sales Management Management 68

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 109

Sales Management Management Sales Leadership 109

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? Your sales keynote speaker will set the tone for the rest of the event. A great speaker can help motivate your sales team, elevate your mission, and drive results. Contact us to find your best sales kickoff keynote presenter today!

Sales 93

Sales Sales Training Meetings Media 93

Mike Kunkle

MARCH 31, 2023

For sales managers , I believe it’s helpful to have a basic understanding and to at least know the difference between process, methodology, and competencies. Especially since managers need to develop sales coaching excellence. For sellers , I think about this like it’s an automobile or a watch.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Jeffrey Gitomer

MARCH 31, 2011

Book Release Event Photos. Tweet Share Thank you to everyone who was able to attend the book release event for Social BOOM! Sales Management. Sales Videos. Reviving Work Ethic is a book that is direly needed by both employers and employees alike. Dont let your next sales meeting suck!

Media 88

Media Leadership Sales Sales Training 88

Account Manager Tips

JULY 13, 2022

The researchers conducted 35 interviews between sales people, sales managers and buying decision makers following failed key account sales proposals. They identified three drivers of sales failure: Lack of adaptability. How did our solution align with the business challenge and meet their needs?

Key Account Management 130

Key Account Management Sales Account Management B2B 130

SuperOffice

AUGUST 22, 2022

How does an operational CRM benefit sales, marketing and customer service teams? Sales : Use the operational CRM to automate steps in your sales process , such as meetings and follow-up emails. Sales : Use the collaborative CRM to assign new prospects to a specific marketing campaign based on input from sales meetings.

CRM 136

CRM Decision-making Onboarding Suppliers 136

Jeffrey Gitomer

MAY 3, 2011

Order Your Copy Of The Little Book Of Leadership Today! Tweet Share The Little Book of Leadership is now available! Filed Under: Attitude , Customer Loyalty , Leadership , My Books Tagged With: book on attitude , business social media , corporate sales training , Jeffrey gitomer , jefrrey gitomer , selling skills.

Leadership 69

Leadership Media Sales Training Sales Management 69

Sales Readiness Group

MAY 14, 2021

The first 100 calls resulted in zero meetings. On call 102, I booked a meeting with a VP at a hypergrowth startup. Call 105 resulted in a meeting with one of the largest retailers in Canada. Here’s a post one of my colleagues recently made on LinkedIn after a long day of prospecting: “Today, I made 114 calls.

Retail 113

Retail Meetings Sales Sales Management 113

Hubspot Sales

APRIL 12, 2023

When assessing your team’s performance, sales activities offer crucial metrics. That includes the number of sales calls, VP-level meetings, new qualified opportunities, and so on. With proper sales activity management, you can influence sales objectives and business results.

Management 122

Management CRM Sales Software 122

Sales Gravy

MAY 16, 2017

Sales Gravy recently had the opportunity to speak with Kevin Davis, author of the brand new book and online sales training program, The Sales Manager's Guide to Greatness. Kevin has 20+ years of experience as a consultant specializing in sales traini

Meetings 40

Meetings Sales Training Sales Sales Management 40

Nutshell

MAY 20, 2024

The average American reads about four books a year. We’ve compiled an essential list of the best small business books for your reading list. In honor of World Book Day, he even shared his list of 65 books that everyone should read in their lifetime. Bill Gates reads 50. But where do you start?

Small Business 62

Small Business e-Learning Profitability Leadership 62

QYMATIX

OCTOBER 19, 2021

Will sales jobs still exist in fifty years from now? Will robots take over all sales jobs? How will artificial intelligence redefine sales management? What long-term influence does digitisation have on B2B sales? Sales managers had to type on a typewriter (1870 – 1980 (?))

Artificial Intelligence 98

Artificial Intelligence B2B Computers and Electronics Internet 98

Jeffrey Gitomer

JUNE 8, 2011

Come Meet, Tweet, and Eat with Jeffrey Gitomer, Noah Rickun, and Joe Sorge. Sales Management. Sales Videos. Reviving Work Ethic is a book that is direly needed by both employers and employees alike. Eric has both work ethic and ethics and this book conveys a message of timely urgency. The Sales Bible.

Meetings 56

Meetings Media Leadership Sales Management 56

Hubspot Sales

APRIL 13, 2022

As long as your why and what are fixed, you can adapt your how to to meet the needs of the business. There's no such thing as "enough" leads that marketing could supply to the sales team, and sales would love to close deals every hour if they could. Join a book club. Form an SLA with the marketing team. Not exactly.

Emotional Intelligence 87

Emotional Intelligence CRM Meetings Publishing 87

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 93

Sales Decision-making Sales Training Sales Management 93

SalesPop

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. In his 2014 book Zero to One , Peter Thiel wrote, “In the 1990s, the focus was on the product, and not on sales. It’s not discussed much, not even in books. Finally, the deal closes, and both the sales rep and the buyer are happy.

Account Management 98

Account Management Management B2B Advertising 98

Brooks Group

JULY 27, 2022

As we pass the half-way point of the year, sales managers may start to hear a few grumblings that quotas are too high. While it’s wise to reassess sales targets to make sure they are realistic, assuming they are too high might be a mistake. Forbes reported that in 2017 that 57% of sales reps failed to meet quota.

Supply Chain 75

Supply Chain Sales Sales Training Negotiation 75

Showpad

MAY 25, 2023

Yet, sales managers and enablement teams aren’t always able to provide the thoughtful and attentive evaluations and feedback reps need to develop their pitch. So why is sales coaching and training difficult to get right? And how can companies set their sellers, sales managers, and enablement professionals up for success?

Sales 52

Sales Sales Management Decision-making Onboarding 52

Hubspot Sales

JULY 30, 2020

These 10 motivational techniques will engage both junior reps and their senior counterparts, ensuring they continue to work to meet their sales goals throughout the summer: Tips to Raise Sales Motivation at the End of Summer. Invest in sales management coaching. Plan a sales contest.

Sales 121

Sales Brainstorming Decision-making Communication 121

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. This tool allows sales managers to analyze the email productivity of their reps.

Account Planning 117

Account Planning Sales CRM Prioritization 117

QYMATIX

OCTOBER 19, 2021

Will sales jobs still exist in fifty years from now? Will robots take over all sales jobs? How will artificial intelligence redefine sales management? What long-term influence does digitisation have on B2B sales? Sales managers had to type on a typewriter (1870 – 1980 (?))

Artificial Intelligence 72

Artificial Intelligence B2B Computers and Electronics Internet 72

Mike Kunkle

JULY 4, 2022

There’s another alignment and partnership opportunity that gets a lot less airplay yet has equal or greater potential to drive sales results: the alignment and partnership between Sales Enablement and Front-line Sales Managers (FLSMs). Engaging Front-line Sales Managers. Sponsorship and support is critical.

Sales Management 130

Sales Management Management Sales Sales Training 130

Hubspot Sales

OCTOBER 13, 2020

That's why training is so important for your sales team. Below, let's learn HubSpot sales managers' top tips for training your SDR team. Use a sales training template. Brian Bennett, a sales manager at HubSpot, says, "Plan where you want to go and what you want to achieve, and then work backward.

Management 123

Management Sales Management Sales Training Meetings 123

Hubspot Sales

JUNE 8, 2022

Make it easy for prospects to schedule meetings with you. Summer is often a frustrating time to book meetings. To make it as easy to nail down a time, consider installing a calendar app, such as You Can Book Me or Doodle. One week you're on vacation. The next, your prospect is. Ask your director about sweetening the pot.

Construction 126

Construction Manufacturing Transportation Profitability 126

Hubspot Sales

MARCH 16, 2020

In fact, Kim Lindgren, a Channel Account Manager at HubSpot, says "I wish I was told to collaborate and book time with other people within the organization to learn best practices, collaborate and grow. Additionally, let each other know when your meetings are, so your family isn't making too much noise when you're on a call.

Remote Working 137

Remote Working Sales Account Management Meetings 137

Hubspot Sales

FEBRUARY 21, 2020

And because salespeople are so focused on meeting their number, it can be hard to spot burnout in your team before it’s too late. Sales Burnout. Though feelings of burnout when working in sales are common, they can be alleviated, and can provide valuable learning opportunities to help sales managers create healthier work environments.

Meetings 136

Meetings Account Management Management Performance Review 136

SBI Growth

JANUARY 11, 2013

How can you ensure a green, over-eager new rep doesn’t blow the sale? Here’s how: Add the " L ook-to-Book" ratio to your key account Win/Loss Analysis. What’s the “Look-to-Book” Ratio? We captured 36 metrics that CEOs believe “reveal the truth” about sales org performance. Did you meet with him once, or multiple times?

Meetings 118

Meetings Decision-making Sales Management Organization 118

PandaDoc

MAY 8, 2018

Most sales professionals wish they could spend more of their time pitching to prospects, but the reality is that outbound sales start with lead generation – the tedious and ongoing process of identifying, qualifying, and booking sales appointments with qualified leads.

Artificial Intelligence 66

Artificial Intelligence Decision-making Meetings Profitability 66