The Center for Sales Strategy

OCTOBER 26, 2023

In these conversations, sales managers and sellers have a unique chance to learn about potential clients, understand their challenges, and present solutions tailored to their needs. This article explores best practices for conducting productive discovery meetings.

Meetings 90

Meetings Sales Management Management Sales 90

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

Mike Kunkle

MAY 30, 2023

Be as cunning as the serpent yet as gentle as the dove.” ~ Adapted from Matthew 10:16 (in the Bible) An example: If you don’t have top-down support to hold front-line sales managers accountable to reinforce the qualification methodology you’ve implemented, and you don’t see a performance lift from the effort, you know why.

Decision-making 311

Decision-making Sales Training Sales Sales Management 311

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation.

Sales Management 116

Sales Management Management Energy and Utilities Emotional Intelligence 116

Mike Kunkle

AUGUST 19, 2024

Furthermore, the Sales Coaching System is a subset of the Sales Management System. It should go without saying (but I’ll say it anyway) that front-line sales managers should always know what is being trained and be prepared to support it. Sales Management System [Click the image to view a larger version.]

Sales 269

Sales Sales Training Onboarding Sales Management 269

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

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

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 if you can mentor someone on the Sales team.

Sales Management 111

Sales Management Management Leadership Sales 111

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

The Center for Sales Strategy

SEPTEMBER 23, 2020

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. As a sales manager, what can you do to ensure your sales reps use a CRM to its full potential?

CRM 89

CRM Sales Management Management Sales 89

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

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

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

Mike Kunkle

FEBRUARY 27, 2023

It will be interesting, though, since there is no common language or approach for methodology, little attention paid to sales process, and front-line sales managers operate more like individual fiefdoms than a unified sales management team. Where you start and how you go about things, however, will certainly vary.

Sales 57

Sales Onboarding Publishing Transportation 57

Mike Kunkle

AUGUST 8, 2023

One of the most effective ways to do this, is to: Document the mindsets and sales competencies that are required for success in each role. Have your sales managers assess the sellers on their teams. This allows managers and reps to sync up, and discuss where they are aligned, and where they have perceptual differences.

Sales 221

Sales Prioritization Innovation Sales Training 221

KAM With Passion

NOVEMBER 11, 2020

For the first KAM WITH PASSION Seen on the Web selection, I have chosen posts of three of my favorite sales practitioners and bloggers. Each of the three, always writes thoughts-provoking articles. The themes covered in these 3 posts touch on some fundamental aspects of complex sales. You will see it is not that bad.

B2B 130

B2B Sales Management Sales Management 130

Hubspot Sales

FEBRUARY 21, 2018

But the real question is: Can you afford not to read sales blogs? Whether you’re a rep, a sales manager, or an executive, your ability to reach your goals grows exponentially when you incorporate others’ wisdom, experiences, and strategies. Must-read post: How to Build the Right Sales Playbook for Your Team.

Sales 145

Sales Sales Management B2B Leadership 145

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

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. I send them articles, blogs, handouts, white papers, etc.,

Value Proposition 111

Value Proposition Decision-making Software Software 111

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. By collaborating and aligning with sales leaders, managers, and the sellers themselves, we can study best practices and act as catalysts for change.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

QYMATIX

MARCH 25, 2025

Sales managers define this situation as churn or customer attrition. Managing and reducing customer churn is one of the most important, yet sometimes overlooked job of the sales leader. Managing and reducing customer churn is one of the most important, yet sometimes overlooked job of the sales leader.

B2B 52

B2B e-Learning Manufacturing Telecommunications 52

Mike Kunkle

NOVEMBER 23, 2023

[Click the image to see a larger version] A successful sales enablement program can help sales reps improve their sales skills, close more deals, and achieve their goals, and can engage, enable, and empower front-line sales managers to support them.

Sales 130

Sales Finance Profitability Decision-making 130

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. You know the answer to that.

Acquisition 130

Acquisition Sales Decision-making Account Management 130

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. Why is it important in sales management? What is a CRM? Functionalities of CRM 4.

CRM 52

CRM Sales Management Management Sales 52

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. What Can Sales Managers Do About Sales Retention? Hire more experienced reps.

Sales 111

Sales Acquisition Account Planning Sales Management 111

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

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

Hubspot Sales

FEBRUARY 13, 2025

In this article, Ive deep-dived into the MEDDPICC sales methodology, from what it is and how you can use it, to top tips from seasoned sales pros who use MEDDPICC and describe it as transformational. By the time Id finished this article, I was already bringing the MEDDPICC sales methodology into my own business.

Decision-making 52

Decision-making Sales eCommerce B2B 52

Mike Kunkle

NOVEMBER 26, 2022

Reps don’t report to you and front-line sales managers don’t either. So you must be in direct alignment with the C-suite, your cross-functional collaborators, and, of course, the senior sales leader(s) to whom you (likely) report or at a minimum, whom you serve. LinkedIn Articles: [link]. Twitter: [link].

Sales 233

Sales Leadership Transportation Sales Training 233

Hubspot Sales

MAY 19, 2018

If you’re selling to a large company with many sections, directors, and managers, look for the sections related to your product. For example, if you’re selling a sales-related product -- like a sales management platform -- you should contact a sales manager or director. Here’s how.

Sales 112

Sales Decision-making Media Sales Management 112

Mike Kunkle

MAY 30, 2023

Be as cunning as the serpent yet as gentle as the dove.” ~ Adapted from Matthew 10:16 (in the Bible) An example: If you don’t have top-down support to hold front-line sales managers accountable to reinforce the qualification methodology you’ve implemented, and you don’t see a performance lift from the effort, you know why.

Decision-making 130

Decision-making Sales Training Sales Sales Management 130

Hubspot Sales

APRIL 23, 2021

Tools help you start, sell, market, and manage your business so you can find customers, bring in sales, manage day-to-day tasks. Point of sale tools make it simple for customers to buy online or in-person, and marketing tools help you manage email marketing, Google Shopping campaigns, and Facebook ads.

Small Business 126

Small Business Finance Banking eCommerce 126

Hubspot Sales

JUNE 6, 2018

It’s a formula stating that 80% of sales are made by 20% of sales reps, and it sometimes seems as immutable as a law of physics. Sales managers and business leaders try to move the ratio with training, but up to 87% of training content is forgotten within a few weeks. Coaching is no solution either.

Artificial Intelligence 111

Artificial Intelligence Sales Negotiation Communication 111

Mike Kunkle

MAY 11, 2022

In my experience, the potential for improvement in most sales organizations is significant. Will an approach limited to sales force effectiveness (SFE) maximize that potential? That depends on a variety of factors, which I will share in this article. Sales Manager Enablement. The Sales Management System.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Account Manager Tips

JULY 13, 2022

The researchers conducted 35 interviews between sales people, sales managers and buying decision makers following failed key account sales proposals. They identified three drivers of sales failure: Lack of adaptability. Read this article to learn how. + Lots of useful templates too. Pipeline dry?

Key Account Management 130

Key Account Management Sales Account Management B2B 130

ACT

FEBRUARY 20, 2025

When implemented properly, sales negotiation strategies dont just help drive more conversions. But how do you master these sales negotiation tactics ? In this article, well take a closer look at must-have sales negotiation skills and strategies for small businesses. Dont be disheartened if youre not one of them.

Negotiation 52

Negotiation Small Business Profitability Sales 52