Modern Sales Management

Tried and true sales and marketing strategies went out the door in 2020 when teams all over the world were forced to quickly adapt to remote environments, new technologies, and savvy customers. Now that the dust has somewhat settled, executives are focused on creating sophisticated sales and marketing systems that will best prepare their teams for what lies ahead. 

I talked with Dale Miller, Global Sales Director at OK International, about building a next-generation sales and marketing system on this episode of the Modern Sales Management podcast. 

With several decades of sales and sales management experience across various industries, Dale shares exceptional insights about what it takes to succeed in our current climate. More specifically, he explains his four-part sales and marketing strategy/framework that has a proven track record of growing market share and increasing sales revenue. 

We also discuss:

• How sales and marketing teams can best adapt to our new normal
• How customer engagement has changed over the past year and how to embrace the newest challenges 
• Why automated marketing should be a key part of your sales strategy in 2021 
• Tips on delivering value quickly and efficiently in your new and improved sales process
• The effect COVID-19 has had on sales teams, leaders, workloads, and closing rates
• Ways to keep your sales team focused on what matters most (the projects that move the needle)
• What a “true CRM” is and how you can use this tool to help your sales and marketing teams drive revenue
• How to both maximize and optimize your CRM to the best of its ability
• Why real time data is so important to your sales and marketing strategy
• How product education/content can help you gain loyal customers
• Why keeping your value proposition front and center throughout your customer’s journey is so key and how to do just that
• How to use your CRM to personalize leads and provide targeted messaging throughout your sales funnel
• Tips on building useful sales dashboards that highlight exactly what drives your business
• How to systematize a customer acquisition technology for your unique business/industry
• What the future holds for sales and marketing automation technology and how to harness its potential

Learn more about Dale’s four-pillar framework by connecting with him on LinkedIn. 

Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.

Companies everywhere found themselves ill-equipped to handle 2020’s barrage of pivots, curveballs, and pitfalls. Sales enablement, the discipline of providing real-time lead intelligence, more efficient processes, and shareable content to your sales team, became a major differentiator in many industries.

Arming your sales team with the proper tools and processes to face the uncertain future is what sales enablement is all about, but this strategy can be particularly difficult for startups. We talk about the challenges and opportunities of sales enablement for startups with Amy Looper, Founder of Relativity Consulting, in this episode of the Modern Sales Management podcast. 

Amy’s company specializes in sales advisory and enablement services for innovative technology companies. She feels that utilizing the right sales content, processes, and enablement tools will be the key to your company’s success in 2021. 

Our discussion also covers:

• How to focus on the right processes to make sales easier for your team
• Why sales managers in the tech space need to be liaisons between the sales and technology teams
• How to help your startup sales team overcome common barriers and pitfalls
• Tips on setting benchmarks and focusing on the right metrics to grow sales revenue
• How to seize the biggest opportunities in the startup world of sales
• Why startup buying and selling cycles can be so complex and how to cut through the noise on your path to success
• How to build a sales infrastructure that is designed to support your best possible outcomes
• Tips on sales team evaluation and development
• How to dial into your buyer and serve them continuously throughout the pre-sales and post-sales process
• How to determine if your startup is ready to hire a salesperson or team
• Sales forecasting tips and tricks
• How to test your client’s commitment to make sure you’re focusing on your ideal customer
• How to identify the benchmarks in your startup’s sales process that indicate it’s time to invest in sales leadership and development
• Why aligning your sales and marketing team should be a blue chip strategy for your company in 2021

Learn more about Amy’s company by visiting its website or connecting with her on LinkedIn. 

Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.

Managing a team of diverse individuals with unique strengths and varying amounts of sales experience can be overwhelming to even the most seasoned sales leaders. Especially this year, as sales teams adapted to remote selling techniques, embraced new technologies, and 40% of businesses missed their revenue targets, the role of a sales manager seems more difficult than ever before. 

Luckily, the future looks bright for adaptable and methodical sales managers in 2021 and beyond. We talk with Daisy Peña, Regional Manager at Twilio, about proven sales management strategies and best practices on this episode of the Modern Sales Management Podcast. 

With over 15 years of sales and sales management experience, Daisy shares valuable insights about what it takes to survive and thrive in today’s unpredictable sales environment. 

Our discussion also covers:

• What role mentorship plays in sales management
• Tips for sales reps who wish to move into sales management
• How to create sales management opportunities for sales reps with ambition and potential
• Why a background in customer service can benefit both sales managers and their teams
• How to stay open to feedback from your sales team and use their feedback to constantly improve
• Why allowing your sales team to take calculated risks on the right opportunities can be a game-changer
• How to leverage sales technology to get “in the door” virtually to your customers
• How to balance methodology and adaptability in today’s sales climate
• Why risk taking can benefit your team’s long term sales goals
• How to leverage the current trends in sales management to grow revenue
• Tips for teaching your sales team to think on their feet and make great mid-deal decisions 
• How role playing can cultivate sales success for sales teams and managers alike
• What questions to ask sales reps to keep them on track and engaged
• How to create a culture of salespeople who want to contribute to their company beyond just hitting their quota
• Tips on identifying and building future sales leaders
• How to avoid the most common missteps sales managers make when trying to motivate their staff
• Pointers on managing “up and down” and dividing your focus between these tasks appropriately

Connect with Daisy on LinkedIn or Twitter. 

Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.

Harnessing the power of social media has been a cornerstone of successful sales strategies within the past few years. Especially in 2020, when millions of road warriors were grounded overnight and forced to work remotely, knowing how to access and sell to prospects virtually is a necessity for modern sales teams. 

With nearly 700 million active users and lead conversion rates 3X higher than other major ad platforms (including Google Ads), LinkedIn offers tremendous opportunities for your sales team. However, like any technology, the true value of social selling on LinkedIn can only be realized through the right sales process, training, and methodology. 

I talk about maximizing LinkedIn’s sales power with Colleen McKenna, Founder & CEO of Intero Advisory, on this week’s episode of the Modern Sales Management Podcast.

Colleen’s unique method focuses on leveraging human connection and technology to reach your company’s recruiting, branding, and business development goals. 

Colleen and I also discuss:

• How to sell on LinkedIn without ruining relationships and losing connections
• LinkedIn as a sale tool vs. a form of social media
• Optimizing your LinkedIn profile to “show up” and be a great first impression for your prospects
• Why LinkedIn is a valuable TOF tool and how to leverage its power 
• Tips on establishing credibility on LinkedIn
• How to build an intentional sales network on LinkedIn
• How to fix the gaps in your LinkedIn network in order to connect with top clients
• Tips on setting up sales meetings via LinkedIn
• How to create a “surround sound” system of communication for your clients with LinkedIn being one of many different channels
• How to create a sales process using LinkedIn’s Sales Navigator
• Why a salesperson’s LinkedIn profile should be used as a marketing tool for your company and how to do just that
• How to jumpstart your network on LinkedIn
• Tips on creating a LinkedIn sales strategy and how to avoid the most common mistakes sales managers make
• Sales tips for former “road warriors” in 2020 and beyond
• What sales teams can expect in the future and how to best prepare for these changes

Connect with Colleen on LinkedIn and learn more about her company by visiting its website. 

Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.

Hitting a sales slump is a right of passage for every salesperson and team, and this year has been especially tough across various industries due to the uncertainty of Covid-19. It’s no surprise that 57% of sales reps are expected to miss their quota this year (Salesforce). 

Knowing how to increase sales revenue when it’s not where your company needs it to be is a tricky situation for executives and sales teams alike. Finding the exact areas to improve in your sales process can feel like searching for a needle in a haystack, but it doesn’t have to. 

“Student of Sales” Ryan Reisert shares his unique formula for sales process improvement on this episode of the Modern Sales Management Podcast. 

Ryan is well-known on LinkedIn and YouTube for his numbers-driven sales strategy he calls the “math of sales.” Ryan believes that your sales process can be broken down into smaller disparate pieces in order to create benchmarks for sales rep to improve and build upon. He encourages sales leaders to use simple math to solve their fundamental sales problems. 

This week’s conversation also covers:

• How to use a “bucketing system” to contact the leads that are most likely to close
• How to have more conversations with the right people in order to increase sales revenue
• Why optimizing your sales process is always important, even when your team is enjoying success
• How math can be used to make your sales process more efficient
• Why looking for quick wins always loses in the long run
• How to optimize sales activities to close deals faster
• How to remove waste from your sales funnel 
• Why a sales manager’s target message to his reps is so important when it comes to math of sales accuracy
• Tips on finding out who your best customer is and solving their pain points
• How to use your math of sales to create benchmarks for your sales reps to build upon
• Tips on looking for your customers in the right places and budgeting for this search
• Math of sales common pitfalls
• Why time is the biggest factor in creating sustainable sales revenue
• What role reverse engineering plays in your sales process and how to use this as an optimization strategy
• Why salespeople often give up on customers too quickly and how to avoid this
• How to adopt a “process before technology” approach in your sales strategy

Learn more about Ryan by checking out the books he has co-authored, Outbound Sales, No Fluff and The Math of Sales: Market Domination. You can also subscribe to his Patreon page for exclusive access to more of his content and ideas. 

Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.

According to LinkedIn’s State of Sales Report 2020, 97% of salespeople said that technology is either “important” or “very important” to their sales process. Meanwhile, the number of salespeople relying on sales intelligence tools has increased 54% in the past two years. 

These stats highlight the importance of your company’s sales tech stack, but with thousands of different options and integrations available at your fingertips, how do you choose the best CRM and sales technology for your company? 

That’s the question I asked Dan Cilley, CEO of Vendor Neutral, for this episode of the Modern Sales Management Podcast. 

Dan helps enterprises identify the right technology path to build sustainable growth in their specific industry. His company’s unique selection and integration process actually prioritizes technology as the last step in the equation of your company’s sales enablement strategy. 

During our conversation, Dan shares his framework for evaluating your company’s current needs and goals, while aligning that with your present-day sales technology initiatives, team, and budget. 

Dan and I also discuss:

• How to avoid the common problems companies often face when choosing a sales tech stack
• How to determine if a sales tech solution will address your company’s priorities
• Why relying on your peers for sales tech advice and reviews can backfire
• Why sales process evaluation is the first (and most important step) in choosing the right sales tech stack
• Tips on budgeting for sales technology
• Why engagement has the greatest impact on your sales process and how technology stacks can optimize your team’s engagement power
• How the sales tech landscape has changed in the past three years and its future outlook
• How to avoid getting overwhelmed while building your team’s sales tech stack
• What role executives play in sales technology selection, integration, and adoption
• What digital transformation means and how it is affecting sales technology
• How Covid-19 has affected the virtual seller and how to maximize the outlook for your company’s long-term benefit
• Tips on harnessing the advanced insight sales technology offers without overcomplicating the sales process for your salespeople
• Why the right sales technology pushes information in front of your sales team to facilitate opportunities (instead of pulling them away with distractions)
• How to avoid getting distracted with “shiny objects” when selecting the best sales tech stack for your company

Learn more about Dan’s company by visiting its website or connect with him on LinkedIn. 

Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com. 

Sales enablement is a term that has recently gained a lot of traction in the business world. While sales enablement has always existed, it is only in the past five years that a universally accepted term has been put forth to describe the processes, people, and technology that reduces friction in the sales process.

It seems everyone is in agreement that successful businesses should focus on sales enablement in order to close more deals and grow revenue, but when it comes to executing sales enablement strategies, there is a lot of confusion about the most impactful approaches. Therefore, many companies fall short. 

We talked about the challenges of sales enablement with Andrew Quinn, Vice President of Sales Productivity and Enablement at HubSpot, on this episode of the Modern Sales Management Podcast. 

Andrew shares that sales enablement is often viewed as a business department or a tech stack, when instead it should be treated as a discipline within your company (similar to annual planning or financial disciplines, for example). 

To build a strong sales enablement culture at your company, Andrew says you should pinpoint what the ideal outcomes are for your business and work backwards to identify the present-day roadblocks that prevent you from reaching those desired goals. Once those are apparent, sales enablement is making the most impactful changes with the least amount of effort.  

 Our discussion also covers:

• What role technology plays in sales enablement
• Tips on building a sales enablement culture at your company
• Why friction in your sales process can be an important starting point in your sales enablement strategy
• How to find the balance between the physicality of sales and the technical infrastructure behind your CRM to maximize sales revenue 
• What role trust plays in sales enablement
• Why sales enablement is change management at its core
• What the three main components of sales enablement are and how to equip your sales team with these tools
• Why companies struggle to create simple sales processes for their salespeople and how to overcome this hurdle
• How to perform due diligence on your CRM in order to prioritize success for your sales team
• How sales enablement has changed within the past 5 years and its future outlook
• What role senior leaders should play in sales enablement
• How to use a salesperson’s path of least resistance to optimize your sales process
• Why every department has a role in sales enablement and how to align your entire company with this strategy

Connect with Andrew on LinkedIn or email him at [email protected]. 

Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.

Companies of all types have been placing a heavy emphasis on inbound lead strategies for the past few years. While some may argue inbound is the key to sustainable sales success, others point to the lack of control of your pipeline.

Many sales leaders wonder if the inbound mentality is creating a culture of less-effective salespeople who can only close leads that are served to them on a silver platter. For the long-term success of your company and its salespeople, is outbound sales the real game changer? 

We discuss this loaded question with Skip Miller, President of M3 Learning and author of Outbounding: Win New Customers with Outbound Sales and End Your Dependence on Inbound Leads, on this episode of the Modern Sales Management Podcast. 

After the uncertainty Covid-19 has created, Skip says we can’t bank on always having low-hanging fruit ripe for your sales team to pick. He feels the most adaptable and successful sales teams have an outbound focus, which enables them to create, rather than seize, sales opportunities.  

We also discuss:

• How to create a high-performing outbound sales team
• Tips on accelerating the sales process without losing fundamental sales skills (i.e. prospecting, qualifying, etc.) 
• Why sales managers need to develop great messaging, sequences, and cadence and how to do just that
• How the inbound marketing revolution has negatively impacted the sales landscape and how outbound can improve it
• Why attitude is so important when it comes to sales conversations
• What sales managers often get wrong about outbound sales and how to avoid these pitfalls
• Tips on creating an outbounding culture
• Why having a vision and a mission can positively change your sales organization 
• Tips on selling to above the line buyers
• Why leading indicators (not trailing indicators) are the keys to sales success
• How to write sales emails that will be opened and read
• Why outbound sales is like investigative reporting
• Why salespeople need to stop offering to help prospects who never asked for help
• What the c-suite needs to know about outbound sales teams

Connect with Skip on LinkedIn and learn more about his company on his website, including the collection of books he’s authored on sales strategy and sales management. His newest book, Outbounding, was just released on Amazon today!

Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.

Sales enablement is a term that is gaining traction in the corporate world and its definition varies greatly depending on who you ask. 

To some, sales enablement means content management. To others, it means sales rep training or coaching. Some would venture even deeper into the concept of sales enablement and say it’s not a business strategy, but instead, a company vision.

What’s for sure is, regardless of how you may define sales enablement, employing this strategy in your business won’t happen without buy-in from your company’s c-suite. And depending on their definition/perception of sales enablement, this could be a tough hurdle for you to overcome as a sales manager.

We talk about the challenges of sales enablement with Andy Paul, Host of the Sales Enablement Podcast, on this episode of the Modern Sales Management Podcast.

Andy, recognized as one of the top sales minds in the world, has interviewed nearly 900 of the world’s most successful sales leaders for his podcast and has authored several books on sales and sales management. He shares exceptional insights into the issues sales leaders face today, especially when it comes to executing sales enablement initiatives. 

Our discussion with Andy also covers:

• Why c-suite executives need more interaction with the salespeople who serve their customers
• A broad definition of sales enablement and what it can look like within a company
• Tips on training your sales reps to have knowledge-based conversations with your customers
• What role business acumen plays in sales enablement
• Why sales processes should leave room for personal experimentation
• How to amplify a salesperson’s judgment to help them make better decisions
• Why general business knowledge is a powerful tool that most salespeople lack
• What role the c-suite can play in improving your sales team’s performance
• What “freedom within structure” means and how to use this strategy with your salespeople
• Why utilizing more disparate points of view can help strengthen your sales process
• Why sales management training is an undervalued opportunity that needs a lot more attention (and investment dollars) 
• How sales managers can encourage personal growth and experimentation within the sales process 
• Why hiring managers need to stop looking for attributes (hunters, closers, extroverts) and start looking for open-minded problem solvers
• Why sales hasn’t been modernized despite advances in data and technology and how we can change that
• Tips for a modern day sales manager to change the future of sales for the better

Learn more about Andy by connecting with him on LinkedIn or check out his Sales Enablement Podcast. For even more inspiration, visit Andy’s website for endless sales tips and resources, including the selection of books he’s authored. 

Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.

Most CEOs have a vision or value proposition that is the backbone of their company and corporate strategies. Quite frequently, however, that value proposition isn’t communicated to or followed by the sales team (and other important departments).

Value proposition misalignment and confusion can wreak havoc on your growth plan as departments market to the wrong customers, work towards different goals, and use the wrong tools and messaging to sell products and services that they don’t fully understand. 

We talk with Angela Rakis, Founder of Metis Sales Solutions, about bringing the c-suite and sales teams together to work towards a shared value proposition in our newest episode of the Modern Sales Management podcast. 

Angela has over 20 years of experience selling for companies like IBM and Xerox and now she consults with smaller companies to create sales plans, find customers, and grow sales. 

Angela and I also discuss:

• Why there is often a disconnect between operations and sales and how to avoid it
• Troubleshooting tips for companies with low sales revenue
• What are common roadblocks to value proposition adoption and how to overcome these challenges
• Pointers on getting executives and sales teams to work well together
• How to create a sales system that produces predictable revenue
• Why referrals are more important than ever 
• How to leverage your network to win target accounts through referrals
• Tips on creating a referral partner network to drive sales revenue
• How to create a sales playbook that will be adopted company-wide
• Why the sales playbook is not just for your sales department and how to get all hands on deck to help your sales team
• Why role-playing is a forgotten tool in sales and how to leverage this strategy to push your company’s value proposition
• Insights on how executives can attract and retain top talent
• How to align your KPIs with your CRM and sales playbook
• How sales is changing and how you can stay ahead of the curve in 2021 (and beyond)

Connect with Angela on LinkedIn and learn more about her company by visiting her website. 

Subscribe and listen to all episodes of the Modern Sales Management podcast on your favorite podcast app or by visiting ModernSalesManagement.com.