SOAR Performance Group

MARCH 10, 2022

Please join the April 22 virtual meeting of the Sales Leadership Community hosted by the Chicago Chapter. At this live event, the panel of senior executives will share insights, perspectives, […].

Sales Leadership 52

Sales Leadership Leadership Sales Meetings 52

SOAR Performance Group

AUGUST 3, 2021

Please join the October XX virtual meeting of the Sales Leadership Community hosted by the Houston Chapter. The topic for the meeting will be “Leading a Sales Team In and […].

Sales Leadership 52

Sales Leadership Leadership Meetings Sales 52

Miller Heiman Group

FEBRUARY 13, 2020

Today’s buyers instead look to eight other resources first, including industry subject-matter experts, vendor websites, industry events, peers and even social networks. The most pressing worry that sales leaders deal with today is transforming their organization to meet new expectations.

Sales Leadership 80

Sales Leadership Leadership Sales Sales Management 80

Sales Readiness Group

APRIL 22, 2019

Conducting sales training at a national sales meeting is a common practice but typically doesn't result in sustainable selling skills improvement. The key reason for this lack of effectiveness is that it's almost impossible to impact behavior change through a standalone training event.

Sales Training 48

Sales Training Meetings Sales Sales Leadership 48

Brooks Group

MAY 17, 2022

The pandemic was a macro event that touched all aspects of business and life. Since then, more macro events have started to pop up, almost like an unwinnable game of Whack-a-mole! . What if we can take all of these negative macro events, and somehow turn them into a positive? I have a hypothesis. There is hope.

Supply Chain 91

Supply Chain Co-Creation Facilitation Sales 91

Brooks Group

JUNE 16, 2022

Today, I’ll be talking about current events. I had a recent discussion with one of our clients and he used our own vernacular, “now is the time to train sellers on the Meet and Probe steps ,” which are two of our six steps. There’s a lot of preparation and intentionality around what that meeting is all about.

Supply Chain 52

Supply Chain Sales Leadership Leadership Sales Training 52

Brooks Group

JULY 27, 2022

Macro events like the pandemic, war in Ukraine, and record inflation have disrupted not only the supply chain, but also the way salespeople conduct their day-to-day business. As we pass the half-way point of the year, sales managers may start to hear a few grumblings that quotas are too high. Audit your sales process.

Supply Chain 78

Supply Chain Sales Sales Training Negotiation 78

Mercuri International

JUNE 10, 2020

It’s no surprise that sales strategies are having to pivot to meet the changing demands and context of the current market. This is nothing new – adaptability and flexibility have always been key to sales success. Remote selling and remote leadership came in a close 4th and 5th. No train, no gain.

Remote Working 98

Remote Working Key Account Management Finance Banking 98

SalesPop

MAY 25, 2021

There are a lot of people in sales, leadership, management, and marketing that are going to have to pivot and adjust to the circumstances at hand, and ensure that they can approach these changes in the best way possible, without getting overwhelmed. In order to make agility work, you must have both. A Hallmark of Agility.

Decision-making 98

Decision-making Sales Leadership Leadership Organization 98

Hubspot Sales

OCTOBER 26, 2017

Professional conferences are not only an opportunity to meet industry leaders -- and maybe do a little prospecting -- they’re also a way to break yourself out of your usual routine and pick up new skills. AA-ISP Digital Sales World 2018. Sandler Sales & Leadership Summit. TOPO Sales Summit. Conference.

Artificial Intelligence 111

Artificial Intelligence Sales Leadership Leadership Sales 111

Hubspot Sales

MAY 5, 2020

Unfortunately, there still isn’t a gold standard or set of rules for sales leadership to use when building an enablement plan to support a remote workforce focused on inside sales. Let’s explore some crucial components you can keep in mind when constructing your own sales enablement strategy.

Sales 105

Sales Sales Leadership Leadership Remote Working 105

Brooks Group

JANUARY 19, 2021

Remember that you cannot simply “lift and shift” your sales kickoff to cyberspace – just adding a camera to what you were already doing won’t get it done. Remember, you are taking an event that typically is given in three dimensions and delivering it in just two. Virtual meetings are no different.

Sales 83

Sales Brainstorming Meetings Sales Training 83

Revenue Storm

AUGUST 17, 2021

So, what has any of this got to do with sales or sales leadership? Training, preparation, attention to detail, team and/or individual events, fierce competition, fatigue, and of course… winning or losing. And of course, the marvel of the 2021 Tokyo Olympics! Quite a lot, actually. Give yourself the support and commitment.

Sales Leadership 78

Sales Leadership Innovation Leadership Sales 78

Revenue Storm

AUGUST 17, 2021

So, what has any of this got to do with sales or sales leadership? Training, preparation, attention to detail, team and/or individual events, fierce competition, fatigue, and of course… winning or losing. And of course, the marvel of the 2021 Tokyo Olympics! Quite a lot, actually. Give yourself the support and commitment.

Sales Leadership 78

Sales Leadership Innovation Leadership Sales 78

Hubspot Sales

MAY 30, 2019

A sales process is consultative when the stages and actions align with the customer’s buying experience and are defined in terms of the customer relationship. It's only successful when sales leadership and the sales force execute with dedication and competence. Let's dig into each. These stand equal with process.

Procurement 107

Procurement Negotiation Sales Leadership Sales 107

Hubspot Sales

OCTOBER 28, 2020

How has your sales leadership style changed this year? As companies are facing uncertainty with their ability to operate and sell their products, effective leadership may have a whole new set of requirements. It’s time to rewrite the sales leadership rulebook. They could say, ‘So here's what I did, boss.

Prioritization 103

Prioritization Leadership Sales Sales Leadership 103

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). Sponsorship and support is critical. Is it always an easy sell? No, of course not. Absolutely.

Sales Management 130

Sales Management Management Sales Sales Training 130

SBI Growth

SEPTEMBER 2, 2013

You held a big rollout event. Many sales processes are devoid of an adoption and reinforcement plan. You spend all your energy upstream of the training event. The event happens and it’s a huge success. It takes time to run the new process against a set of sales opportunities. Leadership reviews metrics.

e-Learning 123

e-Learning Leadership Sales Decision-making 123

Insightly

DECEMBER 2, 2021

Once these leads are qualified, sales teams are responsible for converting them to customers. Marketers have content, programs, designs, and events that can be repurposed into sales collateral. Sometimes there is a dedicated product marketer who focuses on using marketing to enable sales. Here’s where marketing can help.

Marketing 98

Marketing Sales CRM Sales Management 98

Account Manager Tips

AUGUST 9, 2022

Here's what the sales process looks like from a 30,000 foot view: Selling begins with a buyer who has a problem (even if they don't know it yet). At some point they meet a seller who believes they have the solution. In that event, you say: “John, what do you need to see to get to 10?” Be patient. And begin the process again.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Insightly

DECEMBER 2, 2021

Once these leads are qualified, sales teams are responsible for converting them to customers. Marketers have content, programs, designs, and events that can be repurposed into sales collateral. Sometimes there is a dedicated product marketer who focuses on using marketing to enable sales. Here’s where marketing can help.

Marketing 95

Marketing Sales CRM Sales Management 95

Brooks Group

JULY 13, 2023

Emotions precede every action a sales manager (or any person) takes. And until a sales manager understands their emotions, he or she will be controlled by them. Sales managers I meet with often tell me that they feel a tremendous amount of pressure to live up to some kind of idealized image of what it means to have the role.

Sales Management 52

Sales Management Management Sales Leadership 52

MDI Training

JULY 7, 2022

In late November 2021, we were invited by a client to participate in an RFP for 4 regional meetings – an event of sales executives. Despite the end of the year, the high implementation risk (first major f2f events after Corona) and the usual pre-Christmas stress, we accepted the challenge. Learning Objectives.

e-Learning 52

e-Learning Leadership Co-Creation Digitalization 52

SalesGlobe

NOVEMBER 10, 2023

With the pandemic pushing people out of the office and into their homes and conferences and events where buyers and salespeople would connect being canceled for more than 2 years, omnichannel became table stakes, virtual communication became a new habit from business platforms like Zoom to personal platforms like FaceTime.

Sales 52

Sales Account Planning B2C Organization 52

Openview

JANUARY 24, 2018

Pipeline review meetings are notorious for being dreaded by sales professionals and sales leaders alike. Sales leaders struggle to coach sales professions during the meeting as they have only a limited amount of time and are often blindsided by obstacles the team member is facing.

Sales 76

Sales Decision-making Sales Leadership Meetings 76

Sandler Training

DECEMBER 24, 2019

Listen to this episode to learn how to use your team wisely at networking events, the most appropriate attitudes and behaviors for networking, and how to qualify the people you meet. The post How to Succeed at Business Networking [Podcast] appeared first on Sandler Training.

Meetings 53

Meetings Business Growth Sales Leadership Leadership 53

SBI Growth

AUGUST 9, 2012

Some HR leaders have earned a seat at the Sales leadership table. If you want to improve the relationship between the VP of Sales and the VP of Human Resources , SBI has an answer. Sign up for our Make the Number Tour if you would like a copy of our Sales Leadership Immersion Program (SLIP, for short).

Sales Leadership 115

Sales Leadership Leadership Sales Sales Management 115

Openview

MAY 11, 2018

The building blocks of developing a great sales team have not changed – recruiting, interviewing, hiring, training and development. However, the nuances within each discipline have modernized, requiring sales leadership playbooks to be updated. Here are 3 ways fast-growing startups build sales teams differently.

Artificial Intelligence 90

Artificial Intelligence Onboarding Sales Profitability 90

Hubspot Sales

JUNE 5, 2019

sales are growing and are projected to hit five million dollars in five years. With this information at hand, sales management can set hiring goals and review sales strategies to ensure they meet their projected growth. This will help your sales team maintain consistency when communicating with customers.

Sales 92

Sales Software Software Media 92

Openview

DECEMBER 8, 2017

Rather than get caught up in the spiral of assumptions, sales leaders who have adopted an agile process can proactively share cumulative reports and insights with Board members – even ahead of upcoming meetings or in real-time after a revealing prospect conversation ends. From our experience, not many.

Sales 71

Sales Decision-making Sales Leadership Meetings 71

Jeffrey Gitomer

MAY 22, 2011

Tweet Share At the corporate sales meetings where I give presentations, I am often asked to participate in giving out sales awards. Little do they know it’s one of my favorite things to do – and one of, it not THE most important parts of their event. Get Sales Blog Updates. They are your bailout.

Leadership 116

Leadership Media Meetings Government 116

Brooks Group

MARCH 6, 2023

It comes in many forms, such as: Life-changing event Powerful epiphany An “Aha!” Leadership support starts with having a clear vision for the sales team and setting expectations for each member. The plan may include online courses, webinars, or face-to-face meetings with a coach or manager.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Arpedio

OCTOBER 30, 2023

Account-Based Selling: A Deep Dive with Lee Levitt and Ulrik Monberg Explore the ARPEDIO platform ← Back to blog In the ever-evolving world of enterprise sales, strategies and tools are constantly refined to meet the dynamic needs of businesses. He recalls a meeting with the CEO of a large insurance company.

Co-Creation 52

Co-Creation Account Planning Artificial Intelligence Leadership 52

SBI Growth

DECEMBER 30, 2013

Requests from sales leadership will alter the plan. Proactively embrace sales kick-off to validate and generate momentum for the plan. For most B2B companies the annual sales kick-off occurs in January. What sales needs is a balance of prescription and responsiveness to their needs. Leverage Unique Insights.

Sales 120

Sales Leadership Sales Leadership Marketing 120

Showpad

APRIL 15, 2019

When getting started with your sales enablement program, practitioners should gather feedback from members of the sales and marketing teams with an open forum. How do you measure sales enablement outcomes? The metrics you use to determine sales enablement success depend on larger business and departmental goals.

Leadership 45

Leadership Sales Sales Leadership Stakeholders 45

SBI Growth

DECEMBER 22, 2013

People get disappointed with sales training events. Sales leadership is hard. Improved the ability for sales to not rely on marketing. Ensured that your reps only meet with the right people. If it isn’t hard, you shouldn’t do it. They don’t change behavior or drive results. They are easy.

Acquisition 113

Acquisition Sales Leadership Prioritization Leadership 113

Jeffrey Gitomer

OCTOBER 24, 2011

Tweet Share I want to make sure you know about my last three LIVE public seminars of 2011: If you live in or close to San Diego, Dallas, or San Marcos, I want you to join me for my events. Get Sales Blog Updates. Dont let your next sales meeting suck! Hire Jeffrey to speak at your next corporate event. Sign up now.

Leadership 60

Leadership Media Sales Leadership Sales Training 60