Sales Management : Sales Lead Management Association

I remember as a sales executive dreading going into our board meetings to present the quarterly forecast because I knew that the numbers I was presenting were not rock solid…

‘How to Turn Around Failing Sales’ - Ebook

Author and publisher James Obermayer discusses 56 reasons companies fail to reach sales forecasts and what to do about them.

Grow Your Sales Funnel and Take Advantage of Buyer Intent

If you better understand the B2B buyer and prepare for the new buying journey, you will be much more effective in finding and closing business.

"Dear John, It's Not You... It's Your Product" -Your Customer

Biggest Blunders (11) Salespeople Make in Presentations

Like Hollywood actors, sales professionals put themselves and their companies on the line with every word, taking a risk in the hope of a favorable outcome. Just like actors, even the best, most experienced sales professional benefits from script review, rehearsal, and coaching.

Do the Salespeople Know How to Follow-up a Sales Lead?

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Sales Lead Follow-up is the curse that chases every salesperson and sales manager. Dan McDade takes a different look at the irascible issue. Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one.

5 Tips When You Have 5 Minutes with a Prospect

If you are on the phone, a webinar, or in person, and you have a few minutes with the executive, what do you say to keep on track and be professional? Here is an invaluable framework. Adapt it to your situation, and boost your confidence and credibility.

Hiring and Training a World-Class Inside Sales Team

Employing and keeping top-performing sales reps is daunting. They are difficult to find, and even harder to keep. To discover what makes talented sales reps tick, your company has to get inside the mind of talent. How do you create a positive selling environment? What can you do to make them sale more, faster? Are sales reps right for the job? You want to keep the top performers on your team, rather than your competitors. To make your inside sales talent thrive, you will need to master: