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 Management 86

Sales Management Management Sales Leadership Leadership 86

Miller Heiman Group

FEBRUARY 13, 2020

Nearly three-quarters of B2B buyers say they prefer to wait to engage a seller in the buying process until they have uncovered and prioritized their needs. Sellers Play a Smaller Role in the Buying Journey.

Sales Leadership 80

Sales Leadership Leadership Sales Sales Management 80

Customer Think

JANUARY 20, 2024

Podcast In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. Key skills for sales managers include coaching, executing sales plans, and prioritizing a coaching methodology.

Sales Management 57

Sales Management Management Sales Leadership Prioritization 57

Hubspot Sales

MARCH 4, 2024

Recently, HubSpot presented the inaugural Modern Sales Leader 25 award — a distinction recognizing 25 sales and revenue pioneers, working at the forefront of their fields. We‘ve compiled their answers in this post — so without further ado, we present five pieces of advice all sales leaders need for 2024.

Leadership 111

Leadership Construction Prioritization Sales 111

Sales Readiness Group

MARCH 28, 2023

Every sales organization must prioritize customer success skills to build stronger relationships, differentiate themselves from the competition, and help retain clients for the long term. In today's highly competitive marketplace, businesses can’t afford to take customer loyalty for granted.

Customer Success 126

Customer Success Prioritization Organization Sales 126

ProlifIQ

FEBRUARY 27, 2023

” It involves identifying, analyzing, and prioritizing key accounts, and then allocating the necessary resources to retain and grow these accounts. By focusing on your key accounts, someone in sales leadership can ensure that the company is maximizing its revenue and maintaining strong relationships with its most valuable customers.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

SOAR Performance Group

JANUARY 22, 2024

In this blog, based on a webinar with SOAR and People.ai, learn why customer growth is critical in the current market and how your team can prioritize, plan, and execute […] The post 3 Steps to Drive Breakthrough Growth Within Your Account Base appeared first on SOAR Performance Group.

Prioritization 64

Prioritization Marketing Account Management Organization 64

SBI Growth

APRIL 18, 2017

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Prioritization 67

Prioritization Sales Management Management Sales 67

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.

Onboarding 66

Onboarding Sales Leadership Sales Leadership 66

Sales Outcomes

APRIL 18, 2022

Reasons Sales Leaders Don’t Coach More. If sales leaders don’t have time to coach their salespeople, the typical reasons are (in order): . Senior sales leadership is not committed to the value of coaching. A sales leader’s span of control is too large.

Facilitation 52

Facilitation B2B Sales Leadership Prioritization 52

Hubspot Sales

OCTOBER 11, 2022

Adjusting for this trend isn't necessarily sales-specific — naturally, improving company culture requires a company -wide effort. Still, sales leadership needs to do its part in helping their businesses get there. Management needs to prioritize their reps' mental, physical, and professional well-being.

Internet 114

Internet Retail Media Decision-making 114

Brooks Group

SEPTEMBER 27, 2023

We recommend having any sort of brainstorming early in the process, so any topics or ideas that arise can be addressed later in the sales kickoff session. Demonstrate that your sales leadership is listening and being proactive to the team’s interests. But prioritizing is important.

Brainstorming 52

Brainstorming Sales Meetings Prioritization 52

Hubspot Sales

SEPTEMBER 6, 2023

Well, the trick might be as simple as prioritizing quality over quantity. With more time and better processes in place, the entire sales team can now work more strategically and efficiently than ever before. Before we rolled out the platform to the entire company, sales leadership selected several reps to serve as HubSpot Champions.

Sales 112

Sales Onboarding Prioritization Profitability 112

Miller Heiman Group

FEBRUARY 11, 2020

Only 22% of sales organizations said they consistently hired sellers who succeeded and 84% of sales leadership reported that they don’t have the sales talent they need to succeed in the future.

Sales Management 65

Sales Management Management Sales Sales Leadership 65

Hubspot Sales

NOVEMBER 28, 2023

Successful sales leaders care about their people. Sales leadership is hard. What’s that secret ingredient most successful sales leaders share? They prioritize their people. Once you become a sales leader, you are no longer responsible for turning the screw. Do better next time.

Negotiation 104

Negotiation Sales Leadership CRM 104

SalesPop

MAY 4, 2021

The problem with this process is that subjectivity is introduced at a very high level in the organization and is magnified again and again as teams are asked to do the same thing through middle and junior sales management levels. What can sales leadership do about this problem?

Leadership 98

Leadership Sales Leadership Sales Sales Management 98

Miller Heiman Group

OCTOBER 23, 2019

Yuri Dekiba, research director and sales operations expert at CSO Insights, the research division of Miller Heiman Group, joins host Greg Moore this week to discuss all things data strategy and sales technology. The Exploding Sales Technology Landscape . Dekiba also discusses the rapidly growing sales technology landscape.

Sales Technology 52

Sales Technology Sales Leadership Leadership Sales 52

Hubspot Sales

DECEMBER 19, 2019

If you’re looking to upgrade your development plan and have your eyes set on becoming an impactful sales leader, you’re in luck. We’re breaking down what traits make a top sales leader, and are telling you exactly how to acquire them. A lot has changed in the time I’ve been working with sales leaders.

Leadership 110

Leadership Sales Sales Leadership Decision-making 110

SOAR Performance Group

NOVEMBER 28, 2022

In today’s market, sales leaders must prioritize attracting, developing, and retaining sales talent. The post How To Attract, Develop, and Retain Sales Talent in Today’s Market appeared first on SOAR Performance Group. The stakes are higher.

Marketing 52

Marketing Prioritization Sales Sales Leadership 52

Revenue Storm

MAY 24, 2022

Having talked to sales leaders of late, I was surprised to see how many common themes have emerged. I have always said that Sales Leadership is the toughest job in leadership. You have sales targets that must be hit regardless of the situation and typically stretch targets at that. Staff management issues!

Management 78

Management Supply Chain Sales Brainstorming 78

Openview

OCTOBER 10, 2018

Here is how to get started: Interview your Sales Leadership : Interview sales leadership to discuss options for boosting quota attainment rates and, subsequently, revenue for the organization. Remember the “expertise” of the coach is in coaching, not necessarily in sales or the product line of the coachee.

Digitalization 101

Digitalization Sales Sales Leadership Leadership 101

Insightly

JULY 26, 2023

The sales cycle refers to the amount of time it takes for a lead to become a customer; the sales pipeline for two companies can have the same exact stages, but company A can have leads progress through those stages a lot faster than company B. This means that the sales cycle for company A is shorter. month, quarter, etc.)

CRM 52

CRM Management Sales Decision-making 52

Sales Outcomes

JANUARY 17, 2022

We work with sales leaders across a range of industries – logistics, software, technology hardware, telecommunications, healthcare, financial services, automotive, and education, to name some – yet one of the top challenges we heard in 2021 with their sales teams was consistent.

Telecommunications 52

Telecommunications Logistics Facilitation Sales 52

Brooks Group

OCTOBER 25, 2023

This is a collaborative approach to sales leadership that facilitates communication and feedback, two crucial elements of success for managers. It is vital that sales managers recognize that what works for one salesperson may not work for everyone. Contact us at The Brooks Group to level-up your sales management skills.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Mike Kunkle

MAY 11, 2022

It’s an uncomfortable admission, but the knowing-doing gap in sales leadership is wide, and in sales support functions, there is an equally wide distinction between “doing the right thing” and “doing what’s possible.” The key is finding the ones that need the most work and prioritizing them, with the above analysis.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Hubspot Sales

SEPTEMBER 2, 2020

The ability to show — not tell — is a mark of a high-quality prospective sales executive. As HubSpot Executive Recruiting Manager, Devon Brown, puts it, "The first thing I prioritize when reviewing resumes of sales leaders is impact. Ideally, your sales executive hire will be in it for the long haul.

Sales 100

Sales Leadership Facilitation Decision-making 100

Hubspot Sales

OCTOBER 23, 2018

Part of the reason why 72% of sales teams (with fewer than 50 opportunities in their pipeline) don’t hit their revenue goals and 62% of a rep’s time is spent on the non-selling admin tasks is a lack of direct feedback from the front lines to Sales leadership. Sales is inherently performance based and inherently stressful.

Sales 103

Sales Decision-making Sales Leadership Software 103

Hubspot Sales

DECEMBER 10, 2019

To focus your outreach on the right people, you have to prioritize. Prioritize your personas. Prioritize your personas by ranking each buyer on a scale from one to five on the following: Alignment with your solution. Size of their budget. Level of influence within the organization.

Manufacturing 108

Manufacturing Media Prioritization Sales 108

Brooks Group

JANUARY 19, 2021

We also recommend having any sort of brainstorming early in the process, so any topics or ideas that arise can be addressed later in the sales kickoff session. Demonstrating that your sales leadership is listening and being proactive to the team’s interests can go a long way.

Sales 80

Sales Brainstorming Meetings Sales Training 80

SBI Growth

APRIL 18, 2013

3 Dimensions of Sales Leadership Competency. Select and prioritize the critical competencies. This sample checklist shown has 72 characteristics for an Inside Sales leader role. The Function section lists specific sales management traits. These must be sales scenario-based. It is more accurate and complete.

Sales Management 109

Sales Management Management Sales Prioritization 109

SBI Growth

JUNE 14, 2013

"This 2 day training event will produce real results": You hire the expert from a fancy Sales Enablement firm. They bring binders, sales tools, and laminated glossy sheets. Sales Leadership doesn''t know how to follow through. Now you’ve gone from a VP to a glorified sales rep. You can download an example here.

Sales Management 130

Sales Management Management Sales CRM 130

SBI Growth

DECEMBER 22, 2013

People get disappointed with sales training events. Sales leadership is hard. You can start to prioritize what capabilities you drive in 2014. When looking at your next sales improvement project, ask yourself: Will the team acquire a new capability? They don’t change behavior or drive results. They are easy.

Acquisition 113

Acquisition Sales Leadership Prioritization Leadership 113

Miller Heiman Group

JULY 22, 2019

How can you tell whether your sales strategy is ready to withstand economic turbulence? How effective is your sales team’s sales strategy? Our Sales Performance Meter is a diagnostic tool built on research from CSO Insights. In this blog, we’ll go deeper on what you can expect from the Sales Performance Meter.

Sales 49

Sales Sales Analytics Sales Leadership Decision-making 49

Hubspot Sales

OCTOBER 18, 2023

By his account, “I have worked with dozens of sales leaders, and some of them get so pumped up about having to hit their number that they forget that we're dealing with human beings and that selling in 2023 is hard.” He prioritizes connection and compassion and makes a point of elevating those around him.

Prioritization 100

Prioritization Sales Management Management Marketing 100

SBI Growth

DECEMBER 5, 2013

Within your sphere of influence, you can deliver results for sales leadership. Identify and Prioritize For the New Year. Stay focused on those situations you can control. Get the help needed to influence those you can’t fully control. Commit to focus on those initiatives that will improve performance or reduce costs.

Sales 118

Sales Government Finance Decision-making 118

Hubspot Sales

DECEMBER 6, 2022

A business ecosystem map should also help you prioritize your time and energy. By recommending valuable products and services in your ecosystem to your customer, you can increase their retention and satisfaction — two factors that reflect well on sales leadership and can lead to referrals.

Onboarding 107

Onboarding Decision-making Organization CRM 107

Hubspot Sales

AUGUST 10, 2020

While you as a sales professional may not be directly responsible for long-term customer care and service inquiries, having a solid foundation of customer service skills is essential throughout the sales process. Sales Leadership Competencies.

Sales 142

Sales Negotiation Communication Leadership 142