Openview

SEPTEMBER 27, 2018

As a founder and former sales leader, I get asked all the time how I decided to step back from my sales role and add a layer between me and my sales reps. When I founded ion interactive, I just sort of organically moved into the sales role. I had a strong sales background, and who knew the product better than me?

Sales Leadership 89

Sales Leadership Leadership Sales Decision-making 89

Miller Heiman Group

FEBRUARY 13, 2020

The primary approach we recommend to exceed expectations and deepen those relationships is by delivering perspective to customers in the form of valuable insights and thought leadership , truly understanding a buyers’ business and personal problems and helping buyers reframe their thinking to solve them.

Sales Leadership 80

Sales Leadership Leadership Sales Sales Management 80

Miller Heiman Group

JUNE 25, 2020

They must simultaneously juggle three demanding tasks: finding new ways to attract buyers to their solution, improving their sellers’ performance and handling the demands of their organization. Here are 10 things that sales managers must be and do to recalibrate their work and emphasize the leadership aspects of their roles.

Leadership 90

Leadership Sales Management Sales Leadership Management 90

SBI Growth

NOVEMBER 14, 2024

In a research collaboration between SBI Growth and The Revenue Enablement Society, it was revealed that enablement functions are essential for organizations aiming to optimize their sales and revenue operations. Curious to dive deeper into these insights?

Organization 62

Organization Sales Sales Leadership Leadership 62

ProlifIQ

NOVEMBER 9, 2022

What Sellers need from Sales Leadership: If you want to be successful as a sales leader, it’s important that you set your team up for success by providing them with the resources they need to succeed. Process and Methodology: Your team needs a sales process that they can follow and repeat with each prospect.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Account Manager Tips

AUGUST 4, 2022

The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results It's the age-old issue facing sales organizations.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Force Management

NOVEMBER 16, 2023

How do you help your organization to evolve and grow? The organizations that come out on top will be the ones who embrace this new era with a strategic plan to hit the ground running. Economic indicators suggest that the sluggish economy is taking a positive turn.

Organization 92

Organization Sales Sales Leadership Leadership 92

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.

Leadership 82

Leadership Organization Marketing Sales Leadership 82

The Center for Sales Strategy

MAY 24, 2023

Sales leadership plays a crucial role in the success of any organization's sales efforts. As the driving force behind a sales team, sales leaders are responsible for setting targets, providing guidance, and motivating their team members to achieve their goals.

Sales Leadership 97

Sales Leadership Leadership Sales Organization 97

SBI Growth

JUNE 20, 2018

You require a change in sales leadership. Should you hire from within, specifically, from the existing sales team, or should you go outside the organization and hire from the market? What is the best path? The choice is tricky, you.

Organization 79

Organization Marketing Sales Leadership Leadership 79

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.

Sales Management 89

Sales Management Management Sales Leadership Leadership 89

Brooks Group

JUNE 13, 2024

Even the most cohesive organizations can experience sales team issues. Sales professionals (in general) tend to be confident, extraverted, and opinionated. Although some of these subjects might seem mundane to those who aren’t in a sales career , there are several topics sales professionals often have strong opinions about.

Energy and Utilities 111

Energy and Utilities Decision-making Sales Construction 111

Customer Think

JANUARY 30, 2024

In this blog, we showcase a recent Sales Leadership Awakening podcast episode where Steven Rosen and I interviewed Keith Rzucildo. He is Vice President of Sales at Miller Electric and a seasoned leader who has successfully navigated the complexities of gaining buy-in for a new vision within his organization.

Sales Leadership 52

Sales Leadership Leadership Organization Sales 52

SBI Growth

JANUARY 24, 2013

It is now a critical attribute of successful B2B sales and marketing organizations. Because Sales and Marketing organizations are adjusting to the new B2B buyer behavior. Stitch the sales and marketing organizations together by making data meaningful via a robust sales performance management system.

Organization 118

Organization Marketing Facilitation Leadership 118

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.

Virtual Selling 112

Virtual Selling Sales Leadership Leadership Sales Management 112

Showpad

FEBRUARY 16, 2024

Marketing may have research on the larger market context, but they must pair that with direct intel from buyer-seller conversations and sales leadership. Align your messaging directly to customer needs: Gain empathy for buyers’ pain points and the nuances of sales conversations. How to get sellers to buy your messaging.

Marketing 52

Marketing Sales Leadership Leadership Sales 52

Brooks Group

AUGUST 26, 2024

Data from our research report, Best Practices of High-Performing Sales Teams , shows that 95% of sales teams that meet or exceed revenue goals follow their sales process all or most of the time—but only 69% of underperforming teams do. And sales professionals are notoriously reluctant to adopt CRM tools.

CRM 73

CRM Sales Software Software 73

Sales Outcomes

APRIL 22, 2024

When organizations need to improve sales results, they often focus on enhancing salesperson skills and competencies rather than sales manager enablement. Here’s why sales manager enablement should be the priority: 1. Sales managers and leaders are typically recruited from within. Sales managers are stretched.

Prioritization 52

Prioritization Sales Management Management Sales 52

Hubspot Sales

JULY 13, 2023

6 Tips for Addressing AI Fears So, how does sales leadership address raised concerns and promote AI adoption across their revenue teams? Help your sales team understand the potential benefits of AI. Whenever you’re implementing AI technologies, be transparent and involve the sales team in the process.

Leadership 85

Leadership Sales Cybersecurity Internet 85

The Center for Sales Strategy

SEPTEMBER 7, 2021

Sales organizations have evolved over the years, and the old hierarchical structure just won’t do anymore. A successful sales organization structure allows you to maximize your profit. This article will help you get started.

Organization 75

Organization Profitability Sales Sales Leadership 75

SOAR Performance Group

JULY 20, 2022

At recent meetings of the Sales Leadership Community, Customer Success and Sales leaders discussed how to use Customer Success as a growth engine and growth accelerator in your organization. Customer […].

Customer Success 52

Customer Success Sales Leadership Leadership Meetings 52

Upland

OCTOBER 8, 2021

For even the best and most well-known brands, no reference means no sale. Few organizations are willing to believe you have done it before just because you say so. As a result, sales teams invent their own ways to get references and win deals, leaving teams overstretched. Proactively bringing references into the sales process.

B2B 195

B2B Sales Leadership Organization Customer Success 195

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.

Management 122

Management CRM Leadership Sales 122

SalesPop

MAY 4, 2021

Having ‘line of sight’ is the skill that will set you apart from every other sales leader. Some experts believe that a staggering 95% of employees in an organization are either unaware of or do not understand the strategy. This is a failure of leadership. What specifically should inside sales do differently?

Leadership 98

Leadership Sales Sales Leadership Sales Management 98

Janek Performance Group: Account Planning

APRIL 19, 2023

In an uncertain environment, sales organizations cannot consistently rely on new leads to drive business. It helps organizations recognize opportunities, improve customer satisfaction, boost customer retention, and provide a roadmap for continued success. Instead, they must maximize revenue from their existing accounts.

Account Planning 52

Account Planning Client Relationships Sales Leadership Leadership 52

Brooks Group

OCTOBER 13, 2023

When the sales team raises questions, the trainer should be able to share from real-world experience to coach on sales skills and best practices. Has Leadership Experience Being able to draw on a professional selling background will win the trust of an audience in a program.

Facilitation 98

Facilitation Sales Training Sales Decision-making 98

Force Management

MAY 30, 2024

Growing revenue requires your organization to be cross-functionally aligned on buyer value and solution differentiation before and after the sale. Fostering alignment between the traditional sales organizations and your CS team is one way today’s top B2B SaaS and Tech firms gain an advantage in a competitive marketplace.

Customer Success 87

Customer Success Leadership B2B Organization 87

Hubspot Sales

APRIL 22, 2021

They saw many of these challenges in their 25+ years combined experience in front office and back office sales leadership. Comp plans are inputted in minutes using the simple builder flow—once the CRM is integrated, the output is a dashboard that has multiple views for each user from sales leadership to finance departments.

Value Proposition 90

Value Proposition Finance Sales Leadership CRM 90

SBI

APRIL 10, 2012

Tweet To stimulate your ongoing and by now thoroughly ravenous appetite for more delectable sales leadership fare, the name hovering up in the article heading will surely set this particular table in fine culinary style. Without demonstrating a clear sense of leadership from the top (that’s you!) even they will begin to falter.

Sales Leadership 48

Sales Leadership Leadership Sales Meetings 48

Sales Outcomes

OCTOBER 4, 2022

To that end, changes in sales manager behavior must come first; however, front-line sales managers live in a hectic environment – pressures from leadership, their teams, and other functions such as marketing, sales operations, HR, etc. Organizations tend to focus training and transformation efforts on salespeople.

Account Planning 52

Account Planning Sales Sales Leadership Leadership 52

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.

Management 92

Management Stakeholders Facilitation Sales Leadership 92

Planview

JUNE 6, 2022

Our goal is not only to empower our customers to focus on the work that matters most, but also our own teams and there is no denying that when working within a sales organization, collaboration, focus, and communication is crucial to success. Today we are learning more about Dave Frechette, a Senior Vice President of Sales at Planview.

Leadership 98

Leadership Sales Sales Leadership Meetings 98

Hubspot Sales

OCTOBER 28, 2020

How has your sales leadership style changed this year? As companies are facing uncertainty with their ability to operate and sell their products, effective leadership may have a whole new set of requirements. It’s time to rewrite the sales leadership rulebook. Sales Leader Priorities for 2021.

Prioritization 103

Prioritization Leadership Sales Sales Leadership 103

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.

Leadership 131

Leadership Sales Sales Leadership Organization 131

Sales Outcomes

NOVEMBER 8, 2021

Once they have developed the standards and competencies to lead the sales team, you’ll be ready for salesperson training. Recipe for Sales Leaders to Set the Pace. Set sales leader standards – A minimum acceptable leadership & development standards to guide their teams. Ingredients.

Sales Leadership 52

Sales Leadership Leadership Sales Profitability 52

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. Thoughtful. Empathetic. Servant leader.

Leadership 111

Leadership Sales Sales Leadership Decision-making 111

Revenue Storm

JUNE 15, 2021

The sales venue has changed… a lot. In the pre-pandemic environment, selling and sales leadership were comfortable and relatively predictable. In other words, sales leaders simply embraced a technology fix and married it to skills that may not be appropriate or effective in the new reality.

Sales Training 78

Sales Training Sales Leadership Sales Leadership 78