Openview

SEPTEMBER 27, 2018

As a founder and former sales leader, I get asked all the time how I decided to step back from my sales role and add a layer between me and my sales reps. When I founded ion interactive, I just sort of organically moved into the sales role. I had a strong sales background, and who knew the product better than me?

Sales Leadership 89

Sales Leadership Leadership Sales Decision-making 89

Miller Heiman Group

FEBRUARY 13, 2020

Sharing perspective has a significant impact on win rates—more than 23% for sellers who excel at providing perspective compared to those who fall short—yet only 11% of sales organizations have mastered this type of selling, according to our 2018-2019 Sales Performance Study. Sales Organizations Continuously Reinvent Themselves.

Sales Leadership 80

Sales Leadership Leadership Sales Sales Management 80

Miller Heiman Group

JUNE 25, 2020

They must simultaneously juggle three demanding tasks: finding new ways to attract buyers to their solution, improving their sellers’ performance and handling the demands of their organization. What Sales Managers Must Be: Five Essential Traits of Sales Leaders.

Leadership 90

Leadership Sales Management Sales Leadership Management 90

SBI Growth

JUNE 20, 2018

You require a change in sales leadership. Should you hire from within, specifically, from the existing sales team, or should you go outside the organization and hire from the market? What is the best path? The choice is tricky, you.

Organization 79

Organization Marketing Sales Leadership Leadership 79

The Center for Sales Strategy

SEPTEMBER 7, 2021

Sales organizations have evolved over the years, and the old hierarchical structure just won’t do anymore. A successful sales organization structure allows you to maximize your profit. This article will help you get started.

Organization 76

Organization Profitability Sales Sales Leadership 76

The Center for Sales Strategy

MAY 24, 2023

Sales leadership plays a crucial role in the success of any organization's sales efforts. As the driving force behind a sales team, sales leaders are responsible for setting targets, providing guidance, and motivating their team members to achieve their goals.

Sales Leadership 99

Sales Leadership Leadership Sales Organization 99

Account Manager Tips

AUGUST 4, 2022

The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results It's the age-old issue facing sales organizations.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

SBI Growth

JANUARY 24, 2013

It is now a critical attribute of successful B2B sales and marketing organizations. Because Sales and Marketing organizations are adjusting to the new B2B buyer behavior. Stitch the sales and marketing organizations together by making data meaningful via a robust sales performance management system.

Organization 118

Organization Marketing Facilitation Leadership 118

Sales Outcomes

APRIL 22, 2024

When organizations need to improve sales results, they often focus on enhancing salesperson skills and competencies rather than sales manager enablement. Here’s why sales manager enablement should be the priority: 1. Sales managers and leaders are typically recruited from within.

Prioritization 52

Prioritization Sales Management Management Sales 52

Customer Think

JANUARY 30, 2024

In this blog, we showcase a recent Sales Leadership Awakening podcast episode where Steven Rosen and I interviewed Keith Rzucildo. He is Vice President of Sales at Miller Electric and a seasoned leader who has successfully navigated the complexities of gaining buy-in for a new vision within his organization.

Sales Leadership 52

Sales Leadership Leadership Organization Sales 52

DemandFarm

OCTOBER 25, 2023

In the ever-evolving sales landscape, organizations grapple with post-pandemic shifts. Efficient sales leadership becomes essential to navigate these challenges and remain competitive. Sales leaders not only set strategies and inspire teams to achieve results but also play a vital role beyond mere management.

Leadership 52

Leadership Sales Leadership Sales Negotiation 52

Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This shift requires not only a change in skills but also a fundamental shift in mindset.

Sales Management 81

Sales Management Management Sales Leadership Leadership 81

Showpad

FEBRUARY 16, 2024

Marketing may have research on the larger market context, but they must pair that with direct intel from buyer-seller conversations and sales leadership. Align your messaging directly to customer needs: Gain empathy for buyers’ pain points and the nuances of sales conversations. How to get sellers to buy your messaging.

Marketing 52

Marketing Sales Leadership Leadership Sales 52

Upland

OCTOBER 8, 2021

For even the best and most well-known brands, no reference means no sale. Few organizations are willing to believe you have done it before just because you say so. As a result, sales teams invent their own ways to get references and win deals, leaving teams overstretched. Proactively bringing references into the sales process.

B2B 195

B2B Sales Leadership Organization Customer Success 195

Sandler Training

FEBRUARY 12, 2021

The global sales space has been completely transformed over the last year with a virtual selling environment prevailing for almost all sales organizations. of participating sales managers and sales leadership report that their sales process has changed as a result of transitioning to remote commercial trading.

Virtual Selling 112

Virtual Selling Sales Leadership Leadership Sales Management 112

SBI

JANUARY 28, 2015

What Separates High-Performing Sales Organizations From Average and Underperforming Sales Organizations? They asked 800 sales executives, managers and front-line sales reps a whole lot of questions—42 of them to be exact—to get at the answer. Differentiator #2: Team Mentality.

Organization 54

Organization Sales Sales Leadership Decision-making 54

SOAR Performance Group

JULY 20, 2022

At recent meetings of the Sales Leadership Community, Customer Success and Sales leaders discussed how to use Customer Success as a growth engine and growth accelerator in your organization. Customer […].

Customer Success 52

Customer Success Sales Leadership Leadership Meetings 52

Janek Performance Group: Account Planning

APRIL 19, 2023

In an uncertain environment, sales organizations cannot consistently rely on new leads to drive business. It helps organizations recognize opportunities, improve customer satisfaction, boost customer retention, and provide a roadmap for continued success. Instead, they must maximize revenue from their existing accounts.

Account Planning 52

Account Planning Client Relationships Sales Leadership Leadership 52

Hubspot Sales

APRIL 22, 2021

They saw many of these challenges in their 25+ years combined experience in front office and back office sales leadership. Comp plans are inputted in minutes using the simple builder flow—once the CRM is integrated, the output is a dashboard that has multiple views for each user from sales leadership to finance departments.

Finance 85

Finance Value Proposition Sales Leadership CRM 85

Sales Outcomes

OCTOBER 4, 2022

To that end, changes in sales manager behavior must come first; however, front-line sales managers live in a hectic environment – pressures from leadership, their teams, and other functions such as marketing, sales operations, HR, etc. Organizations tend to focus training and transformation efforts on salespeople.

Account Planning 52

Account Planning Sales Sales Leadership Leadership 52

SalesPop

MAY 4, 2021

Having ‘line of sight’ is the skill that will set you apart from every other sales leader. Some experts believe that a staggering 95% of employees in an organization are either unaware of or do not understand the strategy. It is about translating the strategy into what it means to each sales function involved in delivering it.

Leadership 98

Leadership Sales Leadership Sales Sales Management 98

Showpad

JUNE 29, 2021

Sales readiness should always be closely connected to the sales content management domain, as all your internal training content has to be managed and communicated as well. This domain should also be closely connected to sales effectiveness. Selling challenges directly linked to sales readiness. Survey demographics.

Onboarding 66

Onboarding Sales Leadership Sales Leadership 66

ProlifIQ

NOVEMBER 9, 2022

What Sellers need from Sales Leadership: If you want to be successful as a sales leader, it’s important that you set your team up for success by providing them with the resources they need to succeed. What Sales Leadership needs from Sellers: And now the inverse. Here’s a view of this from both sides. .

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Sales Outcomes

NOVEMBER 8, 2021

Salesperson training can deliver significant revenue and profit growth improvements if supported by a sales leadership team prepared to lead and coach the sales organization. Get your sales leadership standards and competencies in place first. .

Sales Leadership 52

Sales Leadership Leadership Sales Profitability 52

Hubspot Sales

MARCH 14, 2022

Sales orgs stand to gain a lot from incorporating project management principles into their operations. While sales project management is loosely defined and often overlooked, sales leadership should at least consider folding the core tenets behind it into their broader objectives and sales reps' day-to-days.

Management 82

Management Stakeholders Facilitation Sales Leadership 82

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. The Dichotomy of Agility. A Hallmark of Agility. Agility and Diversity.

Decision-making 98

Decision-making Sales Leadership Leadership Organization 98

Hubspot Sales

OCTOBER 18, 2022

Any company's sales leadership needs to keep a pulse on how its salespeople are performing, both individually and on a broader organizational level — getting there often starts by understanding the degree of effort reps are putting in. That's where performance indicators known as sales productivity metrics come in.

Management 110

Management CRM Leadership Sales 110

Brooks Group

OCTOBER 13, 2023

Has Leadership Experience Being able to draw on a professional selling background will win the trust of an audience in a program. Is Intellectually Curious The most successful sales trainers have a passion for learning and growth because it ultimately makes the training sessions they deliver more successful.

Facilitation 92

Facilitation Sales Training Sales Decision-making 92

Revenue Storm

JUNE 15, 2021

The sales venue has changed… a lot. In the pre-pandemic environment, selling and sales leadership were comfortable and relatively predictable. In other words, sales leaders simply embraced a technology fix and married it to skills that may not be appropriate or effective in the new reality.

Sales Training 78

Sales Training Sales Leadership Sales Leadership 78

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. Author, Nancy Nardin is the foremost expert in sales productivity tools.

Sales Leadership 48

Sales Leadership Leadership Sales Meetings 48

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. Transparency and involvement from company leadership.

Prioritization 102

Prioritization Leadership Sales Sales Leadership 102

Planview

JUNE 6, 2022

Our goal is not only to empower our customers to focus on the work that matters most, but also our own teams and there is no denying that when working within a sales organization, collaboration, focus, and communication is crucial to success. Today we are learning more about Dave Frechette, a Senior Vice President of Sales at Planview.

Leadership 98

Leadership Sales Sales Leadership Meetings 98

Sales Gravy

OCTOBER 15, 2014

The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. At this time of year I am working with each of my clients

Sales Leadership 40

Sales Leadership Leadership Sales Organization 40

Miller Heiman Group

FEBRUARY 11, 2020

In the past few years, three waves of change have rocked the sales industry: Sellers often play a smaller role in the buying cycle, as buyers wait later in the sales cycle to engage them. Sales organizations undergo constant change initiatives. of organizations agreed that this was a strength. Coaching Sellers.

Sales Management 65

Sales Management Management Sales Sales Leadership 65

Hubspot Sales

MAY 5, 2020

Top-tier firms around the world are quickly adopting sales enablement best practices to ensure that performance standards are not only maintained but improve beyond when training was limited to the classroom. Let’s explore some crucial components you can keep in mind when constructing your own sales enablement strategy.

Sales 101

Sales Sales Leadership Leadership Remote Working 101

Hubspot Sales

MAY 30, 2019

We know that best-in-class sales organizations use a consultative sales process. 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. Defining a sales process doesn’t take significant blocks of time.

Procurement 106

Procurement Negotiation Sales Leadership Sales 106

Showpad

MARCH 7, 2022

Yet a 2019 study found that, on average, women in sales outperform their male counterparts when it comes to making quota—with 86% of women making quota, compared to 78% of men. . And when it comes to sales leadership, teams led by women typically have higher win and attainment rates than teams led by men. The bottom line?

Sales Leadership 59

Sales Leadership Sales Leadership B2B 59