The Funnel

Welcome to The Funnel a sales podcast focused on topics like sales process, sales management, coaching, development, inbound lead engagement, sales and marketing alignment and anything that revolves around the relevant aspects of selling managing and leading a high performance sales team.

Episode 205: Sales Ride Along Success.

A few episodes ago we discussed the 5 sales meetings every sales manager needs to master. Today we cover the sales ride along. The sales ride along is the perfect place to pre-plan the call, discuss the objectives, and effectively coach your sales rep.

Episode 204: 5 Best Sales Coaching Practices.

Last episode we discussed about sales coaching and moving the needle, today we talk about the best practices to use when sales coaching. This episode is intended to help you get properly set up for your sales coaching session. While each sales coaching session can take on a different look or feel depending on your company, structurally they are very similar.

Episode 203: Sales Coaching Moving The Needle.

A few episodes ago we discussed the 5 sales meetings every manager needs to master. Today we cover the sales coaching meeting. The cold hard facts surrounding it, the primary responsibility of the sales coach, and the skills needed to successfully execute a sales coaching plan. If you have any further questions about sales coaching sign up for a free 30 minute consultation!

Episode 202: Sales Forecast Meeting.

A few episodes ago we discussed the 5 sales meetings every sales manager needs to master. Today we cover the sales forecast meeting. The sales forecast meeting is designed to help you and your sales team forecast the quota for the quarter using data. In this episode, learn the basics of the sales forecast meeting, the data required to analyze it, and how to get your team there.

Episode 201: The Sales Pipeline Meeting.

In our last episode we talked about the 5 sales meetings every sales manager needs to master. Today we give an in depth explanation of the sales pipeline meeting. The sales pipeline meeting is a discussion of all prospects, at all stages, of your sales cycle. Learn it’s definition, how data plays an important role, what the pipeline review is, and what the outcome should be.

Episode 200: 5 Sales Meetings Every Manager Needs to Master.

You primary role as a sales manager is to be able to communicate to your sales reps in the most efficient and effective way possible. The best way to do this is is through proper use of the different types of sales meetings. Because not all sales meetings are created equal. Today we introduce the five most important types of sales meetings you should master.

Episode 199: Why Weekly Sales Meetings Suck.

It’s no secret that a vast majority of teams are having lousy weekly sales meetings every week. Unfortunately, they’ve changed to where it’s more for the benefit of the managers and ownership to feel good about themselves. With less focus about driving opportunities and making your sales reps better and selling your stuff. But I think it’s time we turn that around.

Episode 197: The OMG Sales Candidate Assessment (Part 1)

In the 6 step sales hiring process we discussed the importance of using a sales candidate assessment. Here at Alignment Group we firmly believe that the Objective Management Groups sales candidate assessment, created by Dave Kurlan, is the best tool for the job. In this episode of The Funnel we discuss exactly what the sales candidate assessment entails, how to gauge it’s effectiveness, and how you should be using it.

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