Matt Sunshine, on March 5, 2020
As a sales manager, how can you do more teaching and less telling?
It's not uncommon for salespeople to get frustrated when the only thing they hear from their sales manager is that they need to have more activity, increase the number of asks they have, and boost the dollar amount of the asks they have. Salespeople know this. They want to be taught how to do that. They want training and teaching, and not just telling.
Kurt Sima, on March 4, 2020
While recently chatting with a new salesperson about setting appointments with new business target accounts, the seller said, “I never leave a message if my call goes into voicemail. I don’t want to waste time leaving a message.”
It’s no secret that leaving a good sales voicemail is hard. Even the most well-crafted messages often get ignored by prospects. However, leaving a voicemail is a wise investment and a critical part of the sales process that enables sellers to stand out and connect with prospects, and here are four reasons why.
Tirzah Thornburg, on March 3, 2020
Fortune Magazine reports that 46% of new sales employees leave or get fired within 18 months. Additionally, the average ramp-up time for salespeople is between six and nine months. Both alarming statistics that cost your company a lot of revenue.
What are new hires looking for to make their first days and weeks successful in sales? When talking with several new hires, there are interesting commonalities that resonate across multiple companies. Take a look at how you can help minimize the risk of an early departure, accelerate ramp-up time, and maximize the investment you’re making in sales new hires by giving them what they want.
Amanda Meade, on February 28, 2020
-Harper Lee
Coaching underperforming sales reps is one of the biggest challenges that managers face. Too often, managers focus on the symptoms of a representative’s underperformance rather than the root causes. For example, a manager might tell a rep: “you need to prospect more,” when the rep’s problem is not knowing how to prospect effectively in the first place.
Is it possible to coach underperforming sales reps to average or even above-average performance? Yes—but that requires intentionality. To help your team succeed, you need to approach your coaching with an intentional strategy.>>> READ MORE
Matt Sunshine, on February 27, 2020
We can all agree that it's easier to fill a bucket when it’s not leaking from the bottom. Seems like a pretty good rule of thumb.
In the context of managing sales revenue and keeping that bucket completely full, things can become pretty difficult when you spring a leak! We need to spend more and more time dumping new business in just to keep a minimum level inside—and that is exhausting.
Alysa Hinshaw, on February 25, 2020
As sales professionals, one of the biggest challenges we face is trying to connect with a new prospect. With so many different touchpoints, it’s easy for a prospect to avoid or ignore your voicemails, emails, texts, or LinkedIn request.
If you want your message to stand out, it’s critical that you have a solid valid business reason (VBR) that establishes you as trusted and valued. However, it’s equally important to ensure you have a strong email subject line. You can have the best valid business reason on the planet, but if the email is never opened by the intended recipient, what good is it?
Kurt Sima, on February 24, 2020
Take this five-question quiz to set the foundation for this blog post—simply answer agree or disagree.
1. I interview sales candidates every week, even if I don’t have openings on my staff. 
2. I find my best sales candidates when I’m under the gun and have openings on my staff.
3. I move out underperforming sellers often because I keep a talent bank of qualified prospects.
4. I am a proactive recruiter, always looking for, and evaluating talent.
5. I often tell candidates that I’m interviewing even though I don’t have a position open.
If answered disagree to the majority of these questions; continue reading this post.
Amanda Meade, on February 21, 2020
-Bill Gates
This report focuses on B2B Sales Enablement market forecasts, future prospects, growth opportunities and key and key contacts. The purpose of this study is to present market developments in the US, Europe and other countries. The research analyze industry trends and marketing channels. By improving the economy, population growth in many areas of the region is a key driver of growth in the market. Increased demand for artificial intelligence in developed countries supports sales in the region. Overall, the popularity of B2B Sales Enablement is increasing with the above factors.>>> READ MORE
Matt Sunshine, on February 20, 2020
Twitter has 330 million monthly active users and 145 million daily users. 65.8% of US companies with 100+ employees use Twitter for marketing, and 80% of Twitter users have mentioned a brand in a tweet. There are a lot of interesting statistics floating around about Twitter and it's influence on brands and consumers. In this digital age, you are what you tweet.
Whether you're a sales manager or a business leader—we bet one of these quotes below speaks to you. Read through them, and feel free to share with your Twitter followers!
The Center for Sales Strategy, on February 19, 2020
The 2019 Media Sales Report studies the landscape over the past year, including the expectations for sales managers and the strategies employed by media sales professionals to assess their impact across five key topics:
You can see some of the highlights for the survey in the infographic below. If you'd like to read the full report, download it here.
