Scott Burrows

JUNE 21, 2022

5 Steps to Spark Sales Motivation Motivation seems to be at an all-time low and, as a motivational sales speaker coming from a sales background, it’s concerning. Not just for me, but for organizations, sales trainers, sales managers, and sales team leaders.

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Spotio

JUNE 13, 2023

At the end of every month, sales managers may be asking themselves a single question: Why is my sales team falling short of their selling quota? Sales metrics might answer that question, but too often, sales managers look at metrics that are outside of their control. How many demos are they booking?

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Spotio

JULY 22, 2024

And while it might sound simple, it’s important to understand that sales appointment setting always centers around two goals: there’s the ultimate goal of closing a deal but also the short-term goal of getting the first serious “yes” from the prospect. Oftentimes this will create just enough interest to book an appointment with the prospect.

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Sales Prospecting Leads Sales process 98

The Brooks Group

AUGUST 24, 2010

The same is true in sales management. A sales manager who gives poor suggestions or old-school ideas will do more harm than good. As a manager of salespeople, what are you doing to ensure you're a good coach? In other words: What books are you reading? Responsive salespeople are.

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Evolve Your Success

JULY 17, 2024

Sam Cooper, the senior district Sales Manager for InMode, joins us to share his remarkable journey from copier sales to becoming a leading figure in the aesthetic medical sales industry.

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Medical sales Education Sales Medical 52

Storyvine

NOVEMBER 2, 2022

5x the number of appointments booked. One rep told us that a year ago he sent out 40 text-only emails in one month and he booked two appointments. A month later he was part of the Storyvine pilot, and he sent out 40 emails with personalized videos for each of the doctors, and he booked ten appointments. 100 doctors, 1 day.

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Medical Device Success

JULY 23, 2013

It is part of the science of selling and sales management. Is there a scientific component to the way your company addresses sales and sales management? It is surprising how many small to medium sized companies do not have any methodology to support their sales efforts. It is part of being methodical.

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The Brooks Group

NOVEMBER 14, 2018

Few jobs are more demanding than that of the sales manager. With just a few tools and techniques for managing your time better, you can stress less, get more done, and spend time on the high-gain activities that move you and your team forward. . Learn how to create a productive sales meeting agenda in this post.

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Medical Device Success

APRIL 12, 2020

Devon’s LinkedIn profile is here and her book is here. Devon’s LinkedIn profile is here and her book is here. Amy Webb – Author of best selling “The Signals are Talking” website link is here. Devon Powers – Prof. at Temple University and author of “On Trend: the business of forecasting the future”. Have a great week!

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Medical Sales Marketing Sales Management 100

CloserIQ

NOVEMBER 9, 2018

Check back every week to stay up to date on industry trends and advice on everything from sales and recruiting to tech and startup news. Top Sales Books for Enterprise Account Executives. 7 skills you’ll need to become a Sales Manager (Steli Efti of Close.io). Featured Article. ” Selling Strategies.

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Recruitment Sales Sales Management Prospecting 49

Storyvine

AUGUST 3, 2022

Salespeople have been using Storyvine to create personalized videos, and seeing dramatic results in the intimate world of pharma sales, from increased open rates, to one rep seeing a 5x increase in booked meetings vs. text-only emails, to a large pharma team producing more than 5,000 videos in a six month trial. It’s a must-have.

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Integrity Solutions

SEPTEMBER 22, 2020

Now they have to book an appointment, do a lot of planning on the front end, use technology and be more deliberate overall. From a coaching and training point of view, sales leaders need to focus on these mindset issues and beliefs first , because once they are in alignment, it will unleash the person’s energy and achievement drive.

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Healthcare Sales Sales Healthcare Healthcare 92

The Brooks Group

JULY 23, 2019

As one of the original 10 employees and the first sales manager and director, I’ve had the privilege of helping to build this culture from scratch. And this was perfect for me, a self-confessed goof -- and an obsessive sales manager. Giving compliments is a well-documented sales motivational tactic.

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The Brooks Group

JANUARY 5, 2017

Instead of scheduling your one-to-one meetings throughout the week, book them in chunks. At The Brooks Group, we follow the meeting system set up in Gino Wickman’s book Traction to keep meetings on point and highly productive. . NOTE: Our sales training tools are designed to make your life easier. Use them to your advantage.

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Quantified

OCTOBER 16, 2023

ChatGPT is a large language model (LLM) machine-learning chatbot that is trained using huge amounts of data from around the internet as well as from a variety of other sources, such as books and articles. Related: Sales Managing vs. Training vs. Coaching: What’s the Difference?

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Sales Training Sales Management B2B Sales 52

The Brooks Group

MAY 13, 2016

Define your sales management process. Unless you clearly articulate what “good” sales management looks like, it’s difficult to coach to it. In other words, the behavioral expectations you have of your managers needs to be defined and observed. Find a book about coaching. Demand accurate forecasting.

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Sales Sales Management Management Training 61

Quantified

AUGUST 28, 2023

You can make sure those points are fully resolved by identifying specific problems that plague your trainers or your sales employees. These are some of the most common problems sales managers see: 1. Prominent sales seminars couldn’t address the needs of employees with widely varied skills and degrees of experience.

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The Brooks Group

FEBRUARY 28, 2020

There was a time, not long ago, where sales managers extolled the virtues of the “elevator pitch” – a standard value proposition statement that could be delivered, presumably, in the time it took an elevator to traverse the height of a reasonably tall building. Here at The Brooks Group, we wrote the book on value selling – literally.

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Prospecting Sales Sales Management Training 52

Rep-Lite

MAY 10, 2024

Rep-Lite comprehends the demands of the medical sales industry, and through a scheduled conversation with one of our specialists, we can link you with top-tier, readily available talent tailored to your requirements. Book A Call And Revolutionize Your Medical Staffing & Recruitment Today! So what are you waiting for?

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Medical sales Sales Medical Medical sales reps 52

Integrity Solutions

APRIL 8, 2024

As we emphasize in our book Listen to Sell , sales success is more an issue of who you are and what you believe is possible than what you know. Shifting Sales Mindsets is Possible — And Essential In Listen to Sell one of the biggest takeaways for salespeople is this: The most significant variable in your sales success is you.

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Sales Training Product Knowledge Management 70

Quantified

NOVEMBER 3, 2022

Toward the middle of the 20th century, even Ivy league universities were offering sales courses, though modern counterparts focused more on entrepreneurship and business than pure sales. This leaves book writers, gurus, and companies as the primary sales strategies and tactics teachers.

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Training Sales Sales Management Management 52

Spotio

MAY 9, 2023

Instead, try to book a future appointment with the lead. Set appointments To succeed as a field sales representative, you have to make appointments with potential buyers. Prepare and deliver sales presentations Now that you have an appointment in the books, you can begin preparing your sales presentation.

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Sales Prospecting Sales Strategy Leads 52

Integrity Solutions

AUGUST 13, 2021

By adding Emotional and Social Intelligence to the coaching model, sales team coaches can discover amazing success. Focus on fostering a culture that supports Emotional and Social Intelligence, since emotional skills are critical to the relationship aspects of sales, service and other functions.

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Spotio

DECEMBER 9, 2022

Outside sales reps need to invest a lot of time reaching prospecting, setting appointments, and building trust. 3 Key B2B Outside Sales Roles Just like every player has a role in a football team, different people have different roles within an outside sales team.

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Sales Prospecting Sales territory Sales process 52

Integrity Solutions

APRIL 8, 2024

As we emphasize in our book Listen to Sell , sales success is more an issue of who you are and what you believe is possible than what you know. Shifting Sales Mindsets is Possible — And Essential In Listen to Sell one of the biggest takeaways for salespeople is this: The most significant variable in your sales success is you.

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Sales Training Product Knowledge Management 59

Spotio

FEBRUARY 27, 2023

What To Look For In Sales Tracking Software Before we check out the best sales tracking platforms to consider in 2023, let’s highlight what functionality to look for in a sales tracker. Sales pipeline visibility Sales tracking software should give sales teams a complete real-time view of their company’s pipeline.

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Integrity Solutions

MAY 1, 2023

As Daniel Goleman noted in his groundbreaking book , “Emotional Intelligence,” research shows that up to 90% of performance effectiveness is due to emotional savvy rather than technical knowledge or skills. Training should set the stage for further and ongoing coaching in these areas with the sales manager.

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The Brooks Group

JULY 31, 2018

Resist the urge to simply hand new employees a book of company guidelines and performance expectations. Instead, work with your sales reps to establish short-term goals and long-terms goals together, using two-way communication. NOTE: Our sales training tools are designed to make your life easier. Use them to your advantage.

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Sales Sales process Sales Management Training 56

The Brooks Group

JANUARY 30, 2020

Such inertia can have a chilling effect on the ability to reinforce new sales techniques – within a couple of weeks, all those lessons remain locked away in a binder on some shelf, and the old bad habits again start creeping in. If we can help you set your team up for consistent sales success, let’s start a conversation.

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Contrarian Sales Techniques

NOVEMBER 5, 2022

Types Of Sales Training There are basically four types of sales training: inside sales, field sales, service sales, and sales management. Instead of traveling to meet clients, inside sales reps work from an office using email, phone, or online.

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Training Sales Sales Management Management 52

Spotio

SEPTEMBER 9, 2024

That way Field Sales reps only spend time traveling to prospects who might actually buy. RevOps can also streamline data flow between Field Sales and Support. More sales. Plan Smart Territories: Pinpoint high-potential areas and focus your sales efforts in those locations. The result?

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Sales Sales process Prospecting Leads 52

The Brooks Group

FEBRUARY 15, 2016

In Roger Ailes’ book , “You Are the Message,” he recommends leaders are best served to act more as a thermostat , regulating the energy and intensity, versus a thermometer , reacting to the environment with transparency. The 10 Most Common Sales Management Mistakes. Where sales managers should spend most of their time.

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CloserIQ

JANUARY 7, 2019

It’s quite common for interviewers to ask about the last three books you read. Your answers don’t need to be business-related, but you shouldn’t struggle to identify three books. Sales managers want to hire professionals who conduct themselves gracefully at all times. Discover the best sales career opportunities.

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Sales Prospecting Sales process Sales presentations 85

Medical Sales Authority

DECEMBER 26, 2022

Sales Is Taught By Experience. No one really knows how to teach sales. Sales is messy and difficult to grasp from a textbook. It is helpful to read books, review the principles, and engage in role play exercises. But the biggest lessons will be learned by making sales calls. This is the world of sales.

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Sales Medical sales Training Prospecting 52

Spotio

AUGUST 1, 2023

Thankfully, pipeline reporting will give you all of the information you need to properly coach your reps, boost sales, and achieve more success for your company. In this article, we’ll explain what sales pipeline reports are, why they’re beneficial to field sales managers like yourself, what your reports should include, and more.

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Sales pipeline Sales Sales process Prospecting 52

The Brooks Group

JUNE 20, 2016

While a sales manager is there to guide their people, quality coaching will get your team discovering the most effective strategies themselves. In the fully-booked, do-more-with-less-time world that a sales leader lives in, there is no time for inefficiency. Conclusion.

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The Brooks Group

MARCH 17, 2017

Include a branded notepad or calendar, or for larger opportunities, include a relevant book. That’s how your prospect will feel when they get a handwritten letter from your sales rep. As a sales leader, it’s your responsibility to coach your salespeople through stalled deals in the most effective way.

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