The Center for Sales Strategy

SEPTEMBER 8, 2021

What big rocks should sales managers focus on? On this episode of the Sales Leadership Series, Scott Sutherland, VP/Market Manager of the Phoenix Market at Bonneville International, joins host Matt Sunshine to answers these questions and discuss sales and executive leadership tips.

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The Center for Sales Strategy

JANUARY 22, 2024

There is a fundamental yet often misconstrued aspect of sales leadership that gets a lot of airtime: the fine line between managing and coaching. At The Center for Sales Strategy, we understand the pivotal role that effective leadership plays in propelling sales teams toward success.

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Sandler Training

JULY 14, 2021

A big part of the sales leader’s job is to determine the measurable behaviors that will lead to success for a given salesperson, and to evaluate the numbers that connect to those behaviors. The post Sales Leadership Key: Create Personalized Learning Paths appeared first on Sandler Training.

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The Center for Sales Strategy

JUNE 19, 2024

Sales leadership is not just about driving numbers and closing deals; it's fundamentally about people management. The success of any sales team hinges on the ability of its leader to manage, motivate, and mentor their team effectively.

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Account Manager Tips

AUGUST 4, 2022

B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. Account Manager Tips · 1. Clash of the Generations: Managing the New Workplace Reality Why this book? Why Introverts Make Better Networkers.

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Force Management

NOVEMBER 10, 2021

In our recent webinar , Force Management President, John Kaplan, answered timely questions on sales leadership actions related to the “post-Covid” world and remote working strategies. Get more out of your team and cut through the noise of remote working challenges.

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The Center for Sales Strategy

MARCH 10, 2020

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The Center for Sales Strategy

SEPTEMBER 22, 2021

Straight from the Director of Sales at Zimmer Communications, Carrie Berkbuegler discusses sales leadership, sales performance tips, and answers a few questions that we all have. And how has sales management changed over the past few years? What are the big rocks that you’re focused on?

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Customer Think

AUGUST 1, 2024

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley delve deep into the crucial subject of emotional intelligence (EI) for sales leaders.

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Force Management

SEPTEMBER 5, 2024

Hosts John Kaplan and John McMahon speak to several specialized experts with deep practical knowledge on their topics, as well as sharing their own insights and experiences from their decades-long tenure as sales leaders.

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The Center for Sales Strategy

JULY 26, 2021

Promoting someone to a manager doesn't make them a leader. While managers have power, they too often lack the skills to use that power effectively. What you want is a strong sales leader, but how do you get there? That question is why we've written this guide to people management and leadership development.

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Hubspot Sales

OCTOBER 18, 2022

Any company's sales leadership needs to keep a pulse on how its salespeople are performing, both individually and on a broader organizational level — getting there often starts by understanding the degree of effort reps are putting in. That's where performance indicators known as sales productivity metrics come in. Calls Made.

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Sales Gravy

DECEMBER 4, 2023

On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. One of the critical roles of a sales manager is to coach rather than directly involve oneself in every sale.

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Force Management

SEPTEMBER 8, 2023

Last month, the Revenue Builders Podcast featured some hard-hitting tactical conversations about the journey to elite sales leadership and the decisions we make along the way. These conversations cover everything from calculating business value for a prospect to defining a repeatable sales process that enables rapid scaling.

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The SAMA Podcast

AUGUST 17, 2022

Join us and hear how Richard Santucci and David Hughes leveraged their combined 50 years of experience in B2B sales and sales leadership to build and lead a very successful, global Strategic Account Management program from scratch, then wrote a great book about it.

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Hubspot Sales

NOVEMBER 6, 2020

While there's no be-all-end-all playbook for effective sales leadership, there are some tricks and strategies you can employ early on to set yourself on the right track. That's why we asked some HubSpot managers to offer their perspective on how new sales leaders can get the most out of their first six months.

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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.

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Sales Gravy

NOVEMBER 1, 2022

On this episode of the Sales Gravy Podcast, Jeb Blount (People Follow You) sits down with Helen Fanucci author of the brand new book, Love Your Team, to discuss what sales leaders must do to retain talent build and stronger teams through human connection. Hiring the right salespeople is a huge challenge for sales leaders.

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Customer Think

MAY 13, 2024

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the impact of burnout on performance and productivity and offer strategies for leaders to create an environment that decreases burnout and stress.

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Brooks Group

OCTOBER 3, 2024

You’ve just been promoted to sales management. Here’s some helpful advice for new sales managers to help you thrive in your new role and turn those butterflies into fuel for success. What Is a Sales Manager Responsible For? This may involve directly managing some high-priority customers.

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Mike Kunkle

JULY 4, 2022

There’s another alignment and partnership opportunity that gets a lot less airplay yet has equal or greater potential to drive sales results: the alignment and partnership between Sales Enablement and Front-line Sales Managers (FLSMs). Sidebar: Recognize That Sales Enablement is Change Management.

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Hubspot Sales

MARCH 14, 2022

Sales orgs stand to gain a lot from incorporating project management principles into their operations. While sales project management is loosely defined and often overlooked, sales leadership should at least consider folding the core tenets behind it into their broader objectives and sales reps' day-to-days.

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The Center for Sales Strategy

JULY 20, 2022

One of the most difficult things in leadership, and in life, is to recognize and admit when we have made mistakes or might have done things differently.

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Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This shift requires not only a change in skills but also a fundamental shift in mindset.

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Sandler Training

FEBRUARY 12, 2021

The global sales space has been completely transformed over the last year with a virtual selling environment prevailing for almost all sales organizations. of participating sales managers and sales leadership report that their sales process has changed as a result of transitioning to remote commercial trading.

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Hubspot Sales

DECEMBER 8, 2020

Luckily, some major companies, like LinkedIn, have discovered a way to improve sales relationships, customer trust, and — ultimately — sales numbers. Recently, HubSpot sat down with Kwesi Graves , Regional Sales Manager at LinkedIn, to learn more about how he centers his team's sales approach completely around the ideal buyer.

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The Center for Sales Strategy

MAY 26, 2021

Kicking off the new season of the Improving Sales Performance series, John Henley, Managing Partner at The Center for Sales Strategy, gives viewers an overview and behind-the-scenes look at the creation of the IMPACT Sales Leadership System: why it was created, who it was created for, and how sales leaders can make an impact on their sales performance (..)

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Upland

OCTOBER 8, 2021

These shortcomings led us to build Altify Sales Reference Manager: a reference solution designed for the needs of B2B sales teams. Sales Reference Manager makes it easy for organizations of all sizes to request, manage, and nominate sales references to improve sales velocity and maximize relationships.

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Zendesk

OCTOBER 4, 2021

During the company’s all-hands meeting, you find out a sales manager role has opened up. As a seasoned sales rep, you naturally get excited—until you realize that you don’t know how to transition from a sales agent to a sales manager. What is a sales manager? What does a sales manager do?

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Force Management

DECEMBER 26, 2024

As we wrap up another year, it's time to reflect on the resources that have resonated most with our sales leadership community. From actionable strategies to insightful discussions, these pieces have provided valuable guidance to help leaders navigate the complexities of sales leadership.

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Hubspot Sales

APRIL 27, 2020

The sales field has a leadership gap in gender representation that is hard to deny. According to Gartner , though women account for 50% of the entry-level sales talent pool, only 30% of senior sales leadership, 23% of sales rep, and 15% of frontline sales manager roles are held by women.

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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.

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Hubspot Sales

DECEMBER 19, 2019

According to HubSpot Sales Director Dan Tyre, sales leadership styles have evolved greatly over the past decade. "A A lot has changed in the time I’ve been working with sales leaders. When I first started my career, sales leaders were very authoritative and activity-based. How to Improve Sales Leadership Skills.

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DemandFarm

OCTOBER 25, 2023

Efficient sales leadership becomes essential to navigate these challenges and remain competitive. Sales leaders not only set strategies and inspire teams to achieve results but also play a vital role beyond mere management. Different leadership styles intertwine with sales.

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Hubspot Sales

MAY 5, 2020

For many leaders, when we hear the term remote sales management, our blood pressure starts to rise. Sales teams are hard enough to manage already, let alone remotely.". Let’s explore some crucial components you can keep in mind when constructing your own sales enablement strategy. There is no need to fear.

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Hubspot Sales

FEBRUARY 21, 2018

Sales Benchmark Index. Inside Sales Experts Blog. Sales Source. The Sales Leader. Topline Leadership Blog. The Center for Sales Strategy Blog. As a busy sales professional intent on meeting your objectives, you might wonder if you can afford to consistently read sales blogs. Sales Hacker.

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Force Management

JULY 27, 2023

We recently hosted an Industry Leadership Panel where we talked to three growth-oriented business leaders about what top organizations are doing to drive success in the current market. There were a few questions we saw over and over again from the audience, so we wanted to take the time to provide some relevant resources around those topics.

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