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Sales Management

RSS The HubSpot Sales Blog

  • The 3 Reasons Your Phone Calls Suck 17 October 2017
    As a salesperson, you spend a lot of time on the phone. And you probably think you’re pretty good at talking with prospects. But are you really? Below, I’ve outlined three sales mistakes I often hear reps make on the phone. One such mistake is even commonly taught as a best practice.
  • 56 Email Etiquette Tips to Avoid Writing Sloppy Emails 16 October 2017
    You may have heard, “Don’t sweat the small stuff.” That might be true in some aspects of life -- but over email, sweating the small stuff is exactly what you should be doing.
  • Sales Compensation: The Ultimate Guide 16 October 2017
    Sales compensation is one of the trickiest aspects of the sales organization to get right. Not only are salespeople notoriously good at figuring out and exploiting loopholes in the pay structure, but there are tens of different variables to balance.
  • 15 Funny Email Subject Lines Begging to Be Opened 16 October 2017
    Your prospects’ email inboxes are inundated with ordinary subject lines all day, every day. “Hope you’re doing well,” “Just checking in,” and “Wanted to follow up” fill their screens faster than Gary Vee drops the F-bomb.
    Meg Prater
  • The 30 Best Alexa Skills for Professionals 13 October 2017
    If you own an Amazon Alexa device, you can use Alexa Skills to be more productive; keep track of your day, finances, and calls; make travel easier; hear the news you care about, and more.
  • 7 Ways to Satisfy More Demanding Prospects 13 October 2017
    The buyer has changed, and the future belongs to sellers who change with them. Today’s buyers enjoy unprecedented access to information. And technology allows them to build solutions on their own. Research published by Forrester shows B2B prospects go through 70% to 90% of their customer journey before engaging with a salesperson. 
  • How to Meet With C-Level Executives (And Not Completely Blow It) 12 October 2017
    Most salespeople are thrilled to land a meeting with a C-level executive. What is C-level sales? C-level sales involves meeting directly with executives at a prospect's company. Because they tend to have budget authority, you can close a deal quickly.

RSS From The Sales Development Blog

  • Why Do Salespeople Use Facts and Logic to Combat Objections? 17 October 2017
    Image Copyright iStock Photos The easy answer to the title question is that they have been trained to do that since they first arrived at sales kindergarten.  Whether talking points, bullet points, inarguable facts, competitive differences, ROI, value proposition, brand promise or cost of ownership, these words and phrases have been reinforced since day 1. The […]
    Dave Kurlan
  • The 5 Biggest Sales Hiring Mistakes and the Top 5 Resume Claims That are Fake 10 October 2017
    Image Copyright iStock Photos I always enjoy reading articles that expose things I don't know about topics I enjoy, like 7 Unsung Built-in Gems in Mac OS X. I had the opportunity to provide that kind of training to a dozen or so sales leaders on some of the less obvious findings and relationships in Objective Management […]
    Dave Kurlan
  • Customers Love to Buy so Why Do Salespeople Struggle to Sell Them? 2 October 2017
    Image Copyright iStock Photos I just returned from the local car dealer. Have you ever noticed how happy people are when they are buying things?  What about you?  How did you feel the last time you took delivery of your new car?  Was it the new car smell?  The finish?  The wheels?  The look?  The […]
    Dave Kurlan
  • Top 4 Reasons Why Salespeople Suck at Consultative Selling. 26 September 2017
    Image Copyright iStock Photos
    Dave Kurlan
  • 9 Reasons Why Salespeople Lack the Urgency Necessary to Succeed 25 September 2017
    I was in the right-hand lane of very slow moving traffic because of a lane closure ahead, marked by orange cones.  I was along side the cones in the lane where traffic was merging left.  All of a sudden, a police siren and flashing lights were upon me but I had nowhere to go.  Cars […]
    Dave Kurlan
  • Why You Should Care That Sales Motivation Data Correlates Perfectly With Sales Effectiveness 13 September 2017
    Image Copyright iStock Photos What was your reaction when you saw that the water in Tampa Bay was sucked away by Hurricane Irma?  How about when you saw the total eclipse?  Or the Cajun Army rescuing thousands in Houston?  Now, I don't want to equate my news with the enormity of Hurricane Harvey or Hurricane […]
    Dave Kurlan
  • How to Get New Salespeople to Take Off Like a Rocket Ship 7 September 2017
    Image Copyright iStock Photos Several of my recent conversations with sales leaders have focused on how to quickly and effectively and efficiently get new salespeople up to speed and help them to have an immediate impact.  Quickly and immediate are relative to the learning curve and the sales cycle but are still the key outcomes. […]
    Dave Kurlan

RSS From Topline Leadership

  • The Costly Impact of Untrained Sales Managers 12 October 2017
    According to the Sales Management Association’s March 2016 Research Report titled “Sales Manager Training,” 41% of companies participating in the survey had allocated zero budget for sales manager training. And of the 59% who did have a budget, half of those companies were delivering only generic management training—nothing specific to leading a sales team. This […]
    Kevin F. Davis
  • Sales Managers Need to Stop Solving Their Reps’ Problems 11 October 2017
    A sales director contacted me to talk about an issue he’d noticed with his sales managers. “I was sorting my emails one morning and I saw that all the ones about problems with our accounts were originating from the sales managers not the reps. It was the managers who were taking action to resolve account […]
    Kevin F. Davis
  • 5 Questions to Improve a Rep’s Proposals and Presentations 2 October 2017
    This blog is part of TopLine Leadership’s series called Sales Coaching 101. On the first Tuesday of every month, we’ll cover a fundamental skill that helps sales managers interact more effectively with their sales reps. Many salespeople miss the mark in their proposals and presentations. They’ve been taught that they want to position their company […]
    Kevin F. Davis
  • Five Keys to Coaching a New Sales Rep 26 September 2017
    New sales reps are usually excited about their new job and enthusiastic about learning what they need to do in order to succeed. However, they are also prone to think they know more than they really do! Your coaching challenge is to help develop their expertise to a point where it justifies their confidence. Ensure […]
    Kevin F. Davis
  • Sales Managers Need To Prioritize This One Thing To Drive Revenue Growth 21 September 2017
    The executive sales team at a start-up company recently challenged my contention that sales managers should be spending as much (if not more) time on developmental coaching as they do on account management. The message I got from the executives was: “We’re a young company. We can’t do anything if we don’t have immediate revenue […]
    Kevin F. Davis
  • It’s Better for Sales Managers to Avoid Multitasking Than to Master It 12 September 2017
    Every time I ask a group of sales managers what their single biggest challenge is, at least half say “time management.” They describe being inundated with calls, emails, texts, requests from their reps and others outside their department, and on and on. I talk often about how the skills that make people successful as sales […]
    Kevin F. Davis
  • How Do You Rate Your Sales Team’s Customer Focus? 5 September 2017
    There aren’t many companies today that sell a commodity, where price is the sole basis for a purchasing decision, or that have such a unique offering that they can name their own price. That means most of us fall into the arena where the way we sell and how closely we connect with a customer […]
    Kevin F. Davis

RSS From The Yesware Blog

  • Why You Need To Ditch The Sticky Notes And Set A Reminder Instead 4 October 2017
    Relying on written notes to set a reminder means leaving your productivity up to chance. You miss deadlines, forget tasks, ... Read More The post Why You Need To Ditch The Sticky Notes And Set A Reminder Instead appeared first on the Yesware Blog.
    Melissa Williams
  • 3 Sales Pitch Rules That Will Make You A Better Presenter 27 September 2017
    What’s the most common reaction to a sales pitch today? To ignore it. It happens 96% of the time. Only ... Read More The post 3 Sales Pitch Rules That Will Make You A Better Presenter appeared first on the Yesware Blog.
    Elise Musumano
  • Be Your Own Boss: 9 Actionable Steps You Need to Take Right Now 19 September 2017
    When you decide that you want to be your own boss, it’s easy to feel overwhelmed. There’s so much to ... Read More The post Be Your Own Boss: 9 Actionable Steps You Need to Take Right Now appeared first on the Yesware Blog.
    Melissa Williams
  • Job Description Template: How to Attract More (Qualified) Candidates 13 September 2017
    A job description template is like a magnet. It can either attract candidates or end up pushing them away. Achieving ... Read More The post Job Description Template: How to Attract More (Qualified) Candidates appeared first on the Yesware Blog.
    Elise Musumano
  • Why Your Morning Routine Sucks (+ How to Fix It) 8 September 2017
    The best morning routine sets you up for the day with confidence. Anything else leaves you rolling out of bed ... Read More The post Why Your Morning Routine Sucks (+ How to Fix It) appeared first on the Yesware Blog.
    Melissa Williams
  • 13 Inspirational Quotes For Work You Need to Get Motivated 6 September 2017
    Inspirational quotes for work can turn a bad day around with one simple sentence. Why? Positive emotions lead to a ... Read More The post 13 Inspirational Quotes For Work You Need to Get Motivated appeared first on the Yesware Blog.
    Melissa Williams
  • Conversation Starters: How to Gain Anyone’s Trust in Seconds 23 August 2017
    When you don’t have good conversation starters at your disposal, new interactions can go something like this: Awkward — but ... Read More The post Conversation Starters: How to Gain Anyone’s Trust in Seconds appeared first on the Yesware Blog.
    Melissa Williams

RSS From Linda Richardson