Understanding the Sales Force

JUNE 30, 2014

Understanding the Sales Force by Dave Kurlan. When a great salesperson is recommended by Objective Management Group''s (OMG) Sales Candidate Assessment, and this star has a great track record, and great references, should we expect this person to succeed? Most executives do.

Sales Cycle 217

Sales Cycle Distribution Territories Up-Sell 217

MTD Sales Training

MAY 15, 2020

We’re all looking for the silver bullet technique when it comes to increasing our sales but we can also learn a great deal from those salespeople who make the most mistakes! ” Here’s 18 sales mistakes that poor salespeople make. Sales Mistakes To Avoid. Lack of sales preparation. or even worse.

Face-to-face 156

Face-to-face Buyer Up-Sell Follow-up 156

Sales Hacker

JUNE 7, 2022

So how are sales and revenue leaders at high-growth startups solving these challenges? So how are sales and revenue leaders at high-growth startups solving these challenges? Successful hiring managers consistently do three things: Lead with (real) insight into their team. Grown their sales teams by 80% – 400%.

Hiring 72

Hiring Revenue Lead Rank Lead Scoring 72

Hubspot Sales

JULY 12, 2021

Almost all tech salespeople were selling from home this past year, and several will continue to do so throughout 2021. Many sales professionals have come to appreciate the ability to connect with customers and partners remotely — whether that be online or over the phone. Create a community that’s "digitally on-call.".

Energy 122

Energy Social Media Face-to-face Call-back 122

Close.io

MARCH 17, 2020

You're realizing for the first time that working from home isn't what you thought it would be, and your numbers are down. There’s no stress quite like sales stress because there’s no career quite like a sales career. Sales is already a high-pressure, results-driven career. Stress management 101.

Quota 126

Quota Cold Calling Exercises Face-to-face 126

Openview

DECEMBER 4, 2018

I talk to many startups these days who aren’t keen on hiring remote salespeople. The main pushback I see as someone who helps businesses build sales teams is “collaboration and culture.” I’ve seen this with many of my clients, especially in places like New York City which are ultra-competitive right now.

Hiring 111

Hiring Hoovers Study Face-to-face 111

Alice Heiman

APRIL 18, 2018

You know how on an airplane the flight attendants tell you to secure your own oxygen mask before you help another? Once you’ve begun to develop yourself as a sales leader, you’re more able to help your sales team develop and reach their goals. You may lose good salespeople and worse, the low performers might stay.

How To 93

How To Penetration Groups Account 93

LeadFuze

DECEMBER 31, 2021

12 Inspiring Sales Contests to Motivate Your Employees. The first step to creating a good sales contest is deciding on the prize. It should be something that will really motivate your employees, like an all-expenses-paid trip or cash. Here are sales contest Ideas for Motivating Employees. The poker game.

Motivation 52

Motivation Incentives Incentive Top of Funnel 52

Jeffrey Gitomer

APRIL 21, 2011

Here Are The Dumbest Questions Salespeople Ask — And Why They’re Dumb. Tweet Share Sales Truth: Salespeople become known by the questions they ask. Knowing this truth, you’d think all salespeople would ask smart questions. Pre-call research should tell you that. This is a 100% price driven sale.

Hiring 335

Hiring Social Media Loyalty Commission 335

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 105

Sales Management Hiring Top of Funnel Funnel 105

Hubspot Sales

SEPTEMBER 5, 2018

In sales, those words are a white flag. After all, you’re in sales for a reason -- and it’s not because you give up easily. After all, you’re in sales for a reason -- and it’s not because you give up easily. You’d be surprised how often a prospect will tell you they’ve chosen another vendor before actually signing a contract.

Vendor 81

Vendor Discount Follow-up Motivation 81

Vengreso

MARCH 22, 2022

The success of your business depends on the success of your sales hiring process. The best companies always look for top talent and understand how hiring salespeople impacts their revenue growth. But, you need to focus on the perfect hiring profile and teach your sales managers how to nail it from the beginning. .

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

The success of your business depends on the success of your sales hiring process. The best companies always look for top talent and understand how hiring salespeople impacts their revenue growth. But, you need to focus on the perfect hiring profile and teach your sales managers how to nail it from the beginning. .

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Pipeliner

JULY 2, 2022

Today’s sales scenario is, to say the least, baffling. We have more books on sales than ever, along with unheard-of numbers of sales seminars and an amazing amount of sales training. Yet sales closing rates remain stagnant—80 percent of salespeople fail, and salespeople only last 18 months on a given job.

Hiring 97

Hiring Lead Rank CRM Education 97

Jeffrey Gitomer

AUGUST 17, 2011

First of all, he or she will most likely decide in five minutes or less if you are someone he wants to do business with. You probably believe you have the best product or service in the market – now tell me your business card is the BEST you have ever seen. Salespeople are looking to differentiate themselves. Do you get it?

Hiring 294

Hiring Training Social Media Loyalty 294

Pipeliner

JANUARY 26, 2021

Pipeliner CRM, with its constantly innovated and evolving new features, greatly assists salespeople, sales managers , and other roles in the company as they make their way into the future. Pipeliner is like no other CRM tool in the world. When it comes to sales, I’ve always used the analogy of a hammer and a nail.

Pipeline 72

Pipeline Transportation CRM Quota 72

Hubspot Sales

AUGUST 21, 2023

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. If you're in a hurry, skip to the script , or download free sales call templates.) If you've never spoken to these contacts before, your outreach would be considered a cold call. So, what does a typical cold call look like in sales?

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion, you should understand the most difficult aspects of the transition.

Sales Management 111

Sales Management Hiring Promotion Coaching 111

Pipeliner

MARCH 29, 2021

This ebook is designed to show you how Pipeliner CRM, with its constantly innovated and evolving new features, assists salespeople, sales managers and other roles in the company as they make their way into the future. Pipeliner is like no other CRM tool in the world. With the Automatizer, some activities can be automated.

Analytics 69

Analytics Pipeline CRM Data 69

LeadFuze

JULY 13, 2021

Worrying about how to handle sales rejection? For now, let’s first talk about what sales rejection is. . What is a Sales Rejection? No matter how thick your skin is, if you’re not prepared for the inevitability of sales rejection, then it will be hard to overcome. Sales professionals eat rejection every day!

How To 98

How To Top of Funnel Decision Maker Face-to-face 98

Sales Hacker Training

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Subscribe to the Sales Hacker Podcast. Sam’s Corner [28:12]. And finally, Blueboard – “Cash rewards feel like a slap in the face.”

Training 119

Training Scale Webinar Metrics Face-to-face 119

PandaDoc

AUGUST 9, 2023

Most mistakes people make on their LinkedIn profiles stem from them treating the platform too much like other (non-professional) social networks. LinkedIn is like the Facebook of the professional world. On the professional networking platform, you can have a virtual space (much like a website) to host your personal brand.

Ideal Customer Profile 83

Ideal Customer Profile LinkedIn Top of Funnel Networking 83

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. Today, we do the same for sales reps. 2. Sales Hacker.

Channels 187

Channels Face-to-face Video Hubspot 187

Zoominfo

OCTOBER 27, 2021

When deal cycles shrink, account executives can meet with more prospects, generate more leads for account managers, and ultimately, close more sales. But it’s not easy to shorten cycle times without compromising on the sales experience or overlooking your prospects’ needs. ’” 4.

Closing 100

Closing Lead Rank Lead Scoring Sales Qualified Lead 100

Sell Integrity

APRIL 5, 2021

As the economy picks up steam, organizations are seeing the next 12 to 24 months as a unique opportunity to capture increased market share and margin growth. This begs the question: Does your team have the confidence and skill to take advantage of these complex sales opportunities? 3 Keys to Success in Complex Sales.

Up-Sell 64

Up-Sell Account Margin Influencer 64

Hubspot Sales

AUGUST 25, 2022

As anyone in sales knows, there is nothing worse than a sales slump. Experiencing a sales slump can make you question your ability, or worse, your entire career. Experiencing a sales slump can make you question your ability, or worse, your entire career. But those deals don’t tell the whole story. Shift your focus.

Cold Calling 110

Cold Calling Hiring Face-to-face Call-back 110

Hubspot Sales

JANUARY 31, 2018

I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. Buyers have changed, and top salespeople have to change with them. Cold calling.

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

Anthony Cole Training

MAY 20, 2015

A guest blog by Dave Kulran, President and founder of Objective Management Group, with an introduction by Tony Cole, President of Anthony Cole Training Group. One thing I’ve witnessed, discussed or heard for all of these years is the issue about talent. Will You Be Able to Recruit Good Salespeople in 2015? By Dave Kurlan.

Hiring 120

Hiring Groups Licensing Pipeline 120

Marc Wayshak

MAY 25, 2022

Do you manage a sales team or an organization that has a sales team? If so, you might often find yourself thinking, “I feel like with just a couple of small tweaks, we could be making so many more sales…”. Simply put, small tweaks have an outsized impact in sales. Scalable offering. Career progression.

Hiring 62

Hiring Sales Management Training Lead Gen 62

The Digital Sales Institute

MAY 11, 2023

Selling skills for new salespeople usually have some differentiators from the sales skills that a more experienced salesperson has due to learning about the sales process and understanding all the steps in the sale alongside product knowledge. So, product knowledge is at the core of any successful sales conversation.

Selling Skills 52

Selling Skills Face-to-face Lead Rank Buyer 52

Keith Rosen

NOVEMBER 25, 2013

To self-assess your coaching acumen, it’s essential for every manager to look in the mirror and be honest about where you stand in your evolutionary journey to becoming a world class coach. Use these 12 questions to help determine how effective your coaching really is. Talk about an oxymoron!

Coaching 130

Coaching Intent Sales Coaching Call-back 130

Sales Hacker Training

JANUARY 31, 2021

But if you need to send one sales follow up email after the next, you’re like the rest of us. Sales Follow-Up Email Templates. Follow-up sales email after a meeting. Follow-up sales email after a meeting. This sales followup email is to be practical, respectful and to the point. Offer something of value.

Follow-up 128

Follow-up Scale Lead Rank Lead Scoring 128

LeadFuze

JUNE 16, 2021

A tough sell is a sales situation where the customer is either not in a position to purchase, or has doubts about making a decision. They are feeling too much pressure from other things going on in their lives and don’t want to make any decisions. How many calls would you make to reach an unreachable lead?

Negotiation 98

Negotiation Sales Qualified Lead Ideal Customer Profile Call-back 98

Sales Hacker

APRIL 11, 2019

Do all the research you want… Implement all the bright-shiny strategies you can think of to get sales reps excited about their roles and success…. And more than likely, they’ll still fall short of reaching their goals. Clearly, new strategies alone aren’t enough to motivate a sales team. So what’s the missing link?

Motivation 85

Motivation Compensation Lead Rank Lead Scoring 85

Crunchbase

MAY 14, 2020

Maybe you’ve just landed your first sales job (In this economy? or maybe you’ve been in sales for years and are looking for a little inspiration. Either way, this list of top sales leaders can help you find the people who might just change the way you do your job. . Head of partnerships at Sales Hacker. Godard Abel.

Top of Funnel 132

Top of Funnel Scale Twitter LinkedIn 132

Hubspot Sales

JUNE 8, 2020

It's never been more difficult to be a B2B sales rep. You have to manage heightened expectations, battle against a multitude of competitors and make sure you have time to meet the needs of everyone in your pipeline. The happier you are, the more likely your customers will stay and refer a friend. Challenge 1: Not Being Pushy.

B2B 85

B2B Ideal Customer Profile Top of Funnel Prospecting 85

Hubspot Sales

APRIL 1, 2019

What makes a good sales presentation? An effective presentation tells a compelling story, highlights your value proposition, and aligns with your audience's needs and desires. Hate the thought of doing sales presentations ? But the best reps have sales presentations down pat, even if it’s not their favorite activity.

Closing 143

Closing ROI Call-back Buyer 143