Sales Management

RSS The HubSpot Sales Blog

  • 11 Amazing Real Estate Postcard Ideas to Inspire Your Own 14 December 2018
    Which marketing tactics do you use as a realtor? For many, real estate postcards are a tool used in their marketing mix to share a new listing, promote open houses, and develop relationships with prospective clients.
  • The Plain-English Breakdown of Earnings Before Interest, Taxes, Depreciation, and Amortization 13 December 2018
    How valuable is your business? Whether you're applying for a business line of credit, looking for investors, or trying to determine your ability to pay down debts, performing a financial analysis is key.
  • How to Get a Real Estate License in 7 Steps 12 December 2018
     How to Get a Real Estate License Understand state licensing and education requirements. Take a pre-licensing course. Pass your state licensing exam. File a real estate license application. Find a real estate brokerage. Join the National Association of Realtors (NAR). Renew your license regularly. So, you've decided to become a real estate agent? Congratulations! It's […]
    Meg Prater
  • When to Use Reply, Reply All, CC, and BCC 11 December 2018
    Does your mouse hover over the Reply All button 30 seconds longer than it should? Do you cringe when you're added to a never-ending email thread you shouldn't have been included on in the first place? Do you cry a single tear of joy when someone appropriately BCCs you?
  • 6 Ways to Beat the Holiday Slump & Close More Deals 11 December 2018
    Every holiday season, you'll find managers screaming at their reps to close more deals. Why? Well, let's face it, deals closed on December 31st carry more weight than deals closed on January 2nd.
  • How to Make the Best Follow-Up Sales Call in 2019 10 December 2018
    If you're in sales, you've likely seen the 2011 "Lead Response Management Study." It analyzed three year's worth of data,100,000 call attempts, six companies, and 15,000 leads and synthesized findings to bring salespeople scientific answers to age-old questions like "What are the best days to call my prospects?" and "What time should I contact my […]
    Meg Prater
  • 13 Amazing Sales Memes To Celebrate the End of 2018 10 December 2018
    The end of 2018 is mere days away. This year, like most years, has been a roller coaster of emotions. You've experienced the awesome high from closing deals and the horrendous lows of missing quota and working with tough customers. The beauty of it all? You get to start a whole new year of the […]
    Daniel Disney

RSS From The Sales Development Blog

  • The Top 10 Sales Articles of 2018 13 December 2018
    Many of us love traditions, some of us have rituals or superstitions and most of us find comfort in a routine.  Routines are familiar, we don't have to think about it, and it's predictable. In December I have two traditions with my Blog.  The first is to repost my Nutcracker article - one of my […]
    Dave Kurlan
  • Why are Half of All Sales Reps Still Missing Quota in a Booming US Economy? 10 December 2018
    Around this time ten years ago, the US economy was famously tanking.  I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight.  During 2008 and 2009 more than half of all US sales reps were missing quota and considering the circumstances, that didn't seem to shock anyone.  But […]
    Dave Kurlan
  • How Getting Feedback and Making Adjustments are the Keys to Sales Improvement 5 December 2018
    Becoming great at selling - or anything else for that matter - is about making adjustments. In order to make an adjustment you need feedback - something you see, hear or feel that informs your ability to adjust.  Take Baseball for example.  When I watch my son hit he receives instant feedback from every swing […]
    Dave Kurlan
  • Would Henry Ford be Able to Sell Cars Today? 29 November 2018
    Cars were in the news this week when GM announced they were closing plants in the USA and President Trump pushed back.  So it got me wondering...
    Dave Kurlan
  • Speed Limits, the Flow of Traffic, and Sales Pipelines 19 November 2018
    I don't get stressed anymore when I'm driving.  All it took was for me to not exceed the speed limit.  I'm not sure whether it was my navigation system repeatedly telling me to "obey all traffic laws" each time I started the car, or my wife reminding me that I needed to be a good […]
    Dave Kurlan
  • Data Shows That Only 14% are Qualified for the Easiest Selling Roles 15 November 2018
    Lays Potato Chips.  Movie Theater Popcorn.  Toll House Chocolate Chip Cookies.  BBQ Ribs.  Fudge Brownies.  Rolos (a personal favorite from years ago).  All junk food which, after having the first one, you just can't stop there. You must have more.  Lays even had that as a slogan back in the late 60's - "Bet you […]
    Dave Kurlan
  • The Wrong Salespeople are Hired 77% of the Time 13 November 2018
    94% of sales managers are optimistic about their salespeople.  That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008. Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8 million salespeople show that 50% of […]
    Dave Kurlan

RSS From Topline Leadership

  • How to Confront an Under-Performing Salesperson 9 December 2018
    Have you ever been frustrated by a thickheaded sales rep whom you’ve coached over and over again but they simply don’t get the message? Or by a sales rep who simply refuses to acknowledge that their behavior is a problem? Here are seven tips for how to confront an under-performing salesperson. Timely: Act as soon […]
    Kevin F. Davis
  • 5 Important Things Successful Sales Managers Do Differently 7 November 2018
    Successful sales managers recognize that while they likely have the best sales skills of anyone on their team, the key question is not how good a salesperson they are. Instead, the crucial question is how effective that sales manager is at coaching salespeople to learn what the manager already knows about selling. Here are 5 […]
    Kevin F. Davis
  • Book Review: “Sales Differentiation” by Lee Salz 24 September 2018
    A book review of "Sales Differentiation" The post Book Review: “Sales Differentiation” by Lee Salz appeared first on TopLine Leadership.
    Kevin F. Davis
  • Hiring Salespeople: 6 Must-Have Techniques for Making Better Hiring Decisions 20 August 2018
    Every experienced sales manager knows how costly it is to make a bad hiring decision because that bad hire takes a lot of your time and attention and then doesn’t contribute anything. Here are six “must-have” techniques that successful sales managers can use when hiring salespeople. Ask for a “Memo of Understanding” from the [...] […]
    Kevin F. Davis
  • 4 Easy Sales Coaching Tips to Improve Your Team 29 June 2018
    Sales coaching can get over-complicated. Here are four easy sales coaching tips, any one of which can help you become a more successful sales manager. The post 4 Easy Sales Coaching Tips to Improve Your Team appeared first on TopLine Leadership.
    Kevin F. Davis
  • Sales Coaching Tips: Building a More Customer-Focused Sales Team 5 April 2018
    I have a challenge for you. The next time you’re talking with your salespeople, ask them to describe the steps of your company’s sales process. Chances are, most of them will have an answer. Then ask, “What are the steps of a customer’s buying process?” If your company is like many others, the odds [...] […]
    Kevin F. Davis
  • Maximize the Impact of 1-on-1s with Sales Team Members 19 March 2018
    The goal I am championing includes re purposing one-on-one reviews with sales team members so they become a consistent, reliable component of a sales management system. When used this way, a monthly 1-on-1 turns into a developmental coaching conversation. The post Maximize the Impact of 1-on-1s with Sales Team Members appeared first on TopLine Leadership.
    Kevin F. Davis

RSS From The Yesware Blog

  • How to Increase Email Engagement: Our Best Practices 6 December 2018
    When you’re trying to reach someone and they aren’t engaging with your email, it’s incredibly frustrating. You feel like you’re ... Read More The post How to Increase Email Engagement: Our Best Practices appeared first on the Yesware Blog.
    Melissa Williams
  • What’s New for O365: Product Update November 2018 29 November 2018
    This month, we have plenty of exciting updates for our O365 users! First up, a simple way to manually log ... Read More The post What’s New for O365: Product Update November 2018 appeared first on the Yesware Blog.
    Melissa Williams
  • What’s New for Gmail: Product Update November 2018 29 November 2018
    This month, we have plenty of exciting updates for our Gmail users! First up, our new Activity Feed! Then, two ... Read More The post What’s New for Gmail: Product Update November 2018 appeared first on the Yesware Blog.
    Melissa Williams
  • How to Introduce Yourself in An Email the Right Way 19 November 2018
    Do you know how to introduce yourself in an email the right way? When sending a cold email, you need ... Read More The post How to Introduce Yourself in An Email the Right Way appeared first on the Yesware Blog.
    Melissa Williams
  • How to Manage Your Business Development Representative Team Towards Better Results 19 November 2018
    Having a strong business development representative team producing results is one of the most valuable optimizations you could make. If ... Read More The post How to Manage Your Business Development Representative Team Towards Better Results appeared first on the Yesware Blog.
    Greg Keshian
  • Yesware Named Top Place to Work For Second Consecutive Year by The Boston Globe 16 November 2018
    We’re thrilled to announce that Yesware has been named one of the Top Places to Work in Massachusetts for the ... Read More The post Yesware Named Top Place to Work For Second Consecutive Year by The Boston Globe appeared first on the Yesware Blog.
    Melissa Williams
  • Best Time to Send Email: A Matter of When and Where 15 November 2018
    When is the best time to send email? In an analysis of about 30 million cold emails sent by Yesware ... Read More The post Best Time to Send Email: A Matter of When and Where appeared first on the Yesware Blog.
    Richard Ng

RSS From Linda Richardson