The Center for Sales Strategy

FEBRUARY 28, 2022

In this article, we explain how overlooking signs of redundancy is affecting your business and how you can start strategizing for redundancy. Approximately 1.2 million employees were laid off or discharged in December 2021. As businesses recover from the chaos of the COVID-19 pandemic, identifying redundancies is essential for growth.

Sales Management 116

Sales Management Management Sales 116

Hubspot Sales

DECEMBER 11, 2017

How Do I Get Promoted to Sales Manager? But sales is a labor-intensive job. 5 Ways to Get Promoted to Sales Manager. Former HubSpot Director of Sales and current Director of Product Michael Pici shares his path to leadership in a great post here. Ask your manager for suggestions. Help others.

Sales Management 111

Sales Management Management Leadership Sales 111

PandaDoc

SEPTEMBER 2, 2020

.” As a modern digital magazine, Sales POP! Our content is aimed at empowering sales leaders, sales management, sales professionals and entrepreneurs to achieve new heights of success. Because every sale starts with a connection. Sales Management Blog. Sales Gravy. Connect2Sell.

Sales Management 98

Sales Management Management Sales Publishing 98

Mike Kunkle

AUGUST 19, 2024

Furthermore, the Sales Coaching System is a subset of the Sales Management System. Role-specific criteria also play a part, as technical sales roles may require specific industry knowledge and technical skills assessments, whereas generalist roles might focus more on communication and relationship-building capabilities.

Sales 269

Sales Sales Training Onboarding Sales Management 269

Nutshell

MAY 16, 2019

Do you dream of leaving your sales associate desk behind and stepping up to a sales management position? The arrangements may vary from company to company, but in general, most sales professionals would jump at the chance to assume a leadership role. Are you Sure You Want to Become a Sales Manager?

Sales Management 96

Sales Management Management Leadership Sales 96

Hubspot Sales

JUNE 16, 2022

The role of a sales team is to sell. The sales manager is responsible for creating, advancing, and managing the people, processes, and systems for their team to be successful. While this job routinely requires setting goals for the team, sales managers must set goals for themselves as well.

Sales Management 98

Sales Management Management Sales Construction 98

Mike Kunkle

MAY 30, 2023

It’s organizational behavioral change management, for sure, and requires both smart and hard work. The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. Use John Kotter’s change management advice and “Build a Guiding Coalition.”

Decision-making 311

Decision-making Sales Training Sales Sales Management 311

The Center for Sales Strategy

SEPTEMBER 23, 2020

You’ve heard the complaints from your sales team about using a Customer Relationship Management (CRM) system. And, chances are if you’ve considered implementing a sales enablement tool like a CRM into your strategic plan to drive revenue, you’ve read a lot of articles that discuss the various reasons why most sales CRM systems fail.

CRM 89

CRM Sales Management Management Sales 89

The Center for Sales Strategy

DECEMBER 30, 2021

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. As we get closer to the New Year, we're taking some time to reflect on 2021 and the success we've seen our clients achieve.

Sales Leadership 115

Sales Leadership Leadership Publishing Sales 115

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. In this post, we’ll share some of our favorite resources for sales managers. Here are some of our favorites.

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

Mike Kunkle

FEBRUARY 27, 2023

Once you arrive, then you can lead and manage your practice. Organization Effectiveness, Organization Behavior, Business Process Management, Six or Lean Sigma, Total Quality Management, and Change Management. Managers are “super-sellers” and coaching is nonexistent.

Sales 57

Sales Onboarding Publishing Transportation 57

Hubspot Sales

JANUARY 11, 2021

If you're looking for another article about why your sales team should only hire ESFJs, you've come to the wrong place. While it's true that not everyone is a perfect fit for the sales profession, most people just need the right motivation and management to thrive. ESTPs require a fun but firm manager.

Management 138

Management Decision-making Sales Management Publishing 138

Mike Kunkle

AUGUST 8, 2023

Barrier 4: Resistance to Change (And Lack of Change Management) It’s human nature to resist change, and this resistance can be a formidable barrier to growth. So can the absence of purposeful change leadership and management. Have your sales managers assess the sellers on their teams.

Sales 221

Sales Prioritization Innovation Sales Training 221

Customer Think

JANUARY 10, 2022

This article was first published in the latest edition (issue 8.1 - January 2022) of the International Journal of Sales Transformation. To learn more about this excellent publication, follow the link at the bottom of this article.Successful sales.

Sales Management 75

Sales Management Publishing Management Sales 75

Nutshell

APRIL 7, 2025

Zoom meetings can be an essential part of any teams sales, customer onboarding or ongoing account management processes. For more information about setting up Zoom AI transcriptions and summarizations, read our support article here. How can I access this feature? What else is new?

Meetings 103

Meetings Onboarding Account Management Business Planning 103

Sales Readiness Group

MAY 15, 2023

As a sales manager, you want your sales team to be motivated and work toward achieving business goals. While there’s no one-size-fits-all approach, understanding the six common factors that motivate salespeople can help you increase your sales team's motivation to achieve sales goals.

Sales 133

Sales Sales Management Management Sales Leadership 133

SBI Growth

FEBRUARY 28, 2017

Did you know that with the right coaching that 15% of you ‘C’ turn out to be your best ‘A’ players? Coaching them is extremely important. The first step is to find out how many ‘C’ Players you have on your team. .

Sales Management 108

Sales Management Management Sales Sales Training 108

SalesPop

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. In his 2014 book Zero to One , Peter Thiel wrote, “In the 1990s, the focus was on the product, and not on sales. This is also true of account management. If your product requires advertising or salespeople to sell it, it’s not good enough.

Account Management 98

Account Management Management B2B Advertising 98

Customer Think

SEPTEMBER 11, 2023

A version of article was first published in the September 2023 edition of the International Journal of Sales Transformation. For many successful and ambitious salespeople, their first move into sales management is perhaps the defining moment in their career. Some will succeed. Some will fail.

Sales Management 52

Sales Management Management Publishing Sales 52

SalesPop

MAY 21, 2021

Through the articles in this series, we’ve now covered all aspects of account management, and its related features within Pipeliner CRM. Let’s now take an overview of the subject and pull all the pieces together, and see how Pipeliner powerfully supports account management. Back End Administration. User Roles, Units and APIs.

Account Management 98

Account Management CRM Management Account Planning 98

Mike Kunkle

AUGUST 30, 2023

Enablement professionals don’t market, they don’t sell, and we don’t directly manage front-line sellers nor sales managers. Some might question the efficacy of these enablement professionals, even though they can’t personally direct the course of the front-line sellers and their managers.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

SalesPop

JUNE 10, 2021

In the end, this seamlessness results in the symbiosis between humans and machines, as we discussed in the last article. The post Seamless Account Management appeared first on SalesPOP! These elements include collecting data correctly, and data modeling through analytics to accurately measure your business outcomes for the future.

Account Management 97

Account Management Management Decision-making CRM 97

RAIN Group

AUGUST 7, 2024

Sales enablement isn't just a nice-to-have—it's a strategic imperative for driving sales success in today's dynamic business environment. Yet, many organizations struggle to implement and sustain effective sales enablement initiatives. We'll discuss:

Management 82

Management Sales Organization Sales Management 82

SalesPop

MARCH 12, 2021

We explored the vital importance of account management in our previous article on account management —the idea being that obtaining new accounts is far more costly than maintaining and expanding existing accounts. This accomplishment has always been applied to customer satisfaction and account management. Account Matrix.

Account Management 98

Account Management Innovation Management CRM 98

Hubspot Sales

MAY 9, 2022

Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. That's why we put together a list of some key tips aspiring sales leaders can refer to as they find their footing as managers. Let's dive in. Get to know your team.

Management 116

Management Construction Sales Sales Leadership 116

SalesPop

APRIL 9, 2021

The next aspect of account management we need to consider–one that is vitally important–is application integration. Integration Tied Into Account Management. Let’s take a look at how application integration affects account management. Otherwise, account management isn’t really possible. How It’s Accomplished.

Account Management 97

Account Management Management Digital Transformation Banking 97

Hubspot Sales

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. In this article, I’ll share more about cold calling and show you what a typical cold call looks like — plus what I consider to be the best cold call script ever. Search “General manager” with the “Hospitality” filter.

Value Proposition 111

Value Proposition Decision-making Software Software 111

Mike Kunkle

NOVEMBER 26, 2022

Organization Effectiveness, Organization Behavior, Business Process Management, Six or Lean Sigma, Total Quality Management, and Change Management. This is about leading and managing your function to deliver results while you grow your prowess and expertise in the world of performance improvement. SPARXiQ Blog: [link].

Sales 233

Sales Leadership Transportation Sales Training 233

Customer Think

AUGUST 2, 2021

“If I Had a Lever Long Enough…” — Archimedes A question that often comes up from sales leaders during workshops or advisory services is: “What’s the most effective lever for me to improve my organization’s performance?” ” Not me.

Sales Management 98

Sales Management Management Sales Organization 98

Apptivo

JUNE 22, 2023

Why is it important in sales management? CRM Functions to Speed Up the Sales Process 5. Footnotes In today’s fast-paced business environment, effective sales management involves more than just charm and persuasion. CRM stands for Customer Relationship Management. What is a CRM? What is a CRM?

CRM 52

CRM Sales Management Management Software 52

Nutshell

FEBRUARY 28, 2025

Built directly into your Nutshell CRM, Nutshell Quotes makes it easy to create, send, track, and manage sales quotes without ever switching apps. That means you can respond to opportunities in a flash and keep all your sales activity in one place. Ready to accelerate your sales cycle with a quick and seamless quote process?

CRM 78

CRM Management Software Software 78

Mike Kunkle

NOVEMBER 21, 2023

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. The reason you’d do this is because there is rarely one right answer, or one performance lever to pull, that will deliver the maximum performance improvement with a sales force.

Acquisition 130

Acquisition Sales Decision-making Account Management 130

QYMATIX

NOVEMBER 18, 2024

Every successful managing director or sales manager of a component manufacturer or specialized wholesaler should know how valuable their customers are. This article uncovers the deeper meaning and challenges of CLV. Every company is made up of countless logical decisions.

Profitability 52

Profitability Decision-making Manufacturing Software 52

SalesPop

APRIL 30, 2021

It has prioritized lead and opportunity management over account management. Guided by both the industry and the CRM solutions they were using, businesses and organizations never really dug into real account management. A vital key to strategic account management is creating value for the customer. Need from CRM.

Account Management 80

Account Management Management Value Proposition CRM 80

Showpad

MAY 7, 2020

You may already have a sales enablement program, initiative or function at your organization. If your enablement initiative drives sales results as expected, you don’t need to read this article. Yes, sales enablement, sales ops and sales management are three different things: apples, oranges and pears, if you will.

Sales 134

Sales CRM Sales Management Digitalization 134

Hubspot Sales

AUGUST 25, 2018

A quick Google search or skim through your favorite sales blogs will show article upon article about how to hire the perfect reps, increase customer retention, and write the perfect sales job description -- for good reason. Those who spent four or more hours on sales work rated their job satisfaction at a 3.8

Sales 111

Sales Acquisition Account Planning Sales Management 111

Mike Kunkle

AUGUST 8, 2023

Barrier 4: Resistance to Change (And Lack of Change Management) It’s human nature to resist change, and this resistance can be a formidable barrier to growth. So can the absence of purposeful change leadership and management. Have your sales managers assess the sellers on their teams.

Sales 130

Sales Prioritization Innovation Sales Training 130