Understanding the Sales Force

APRIL 3, 2014

Most of the sales bloggers don''t touch on rejection but when it does comes up, it''s usually in the context of fear, as in fear of rejection. But rejection isn''t that well understood by salespeople, their sales managers or sales even their sales VP''s. The increasing likelihood of a sale. No problem.

Face-to-face 215

Face-to-face Decision Maker Call-back Outbound 215

Smooth Sale

MARCH 17, 2022

It was not until ten years into my entrepreneurial journey that I received formal sales training. Unfortunately, as my career has developed with international speaking, consulting, and training, I still find that I am the only black woman in the room. Understand what is driving the buyers and the business change.

Scale 78

Scale Hiring Lead Rank Report 78

MJ Hoffman

APRIL 22, 2019

This helps them hone in on the most lucrative buyer personas and disqualify poor fits. When a buyer who’s six months away from renewing their contract falls in her lap, the rep thinks, “That’s not the DNA of my typical buyer; I’m not going to invest in the opportunity.”. If it were 2005, that would have been a great response.

Buyer Persona 69

Buyer Persona Hubspot Account Guarantee 69

Hubspot Sales

MAY 14, 2019

This helps them hone in on the most lucrative buyer personas and disqualify poor fits. When a buyer who's six months away from renewing their contract falls in their lap, the rep thinks, "That's not the DNA of my typical buyer; I'm not going to invest in the opportunity.". If it were 2005, that would have been a great response.

Quota 88

Quota Forecasting Buyer Persona Networking 88

Adaptive Business Services

JANUARY 31, 2018

I’m not even so sure how good of a salesperson I was but, inside of two years I was the sales manager. From then until 2005, just about my entire career was in management and ownership positions. Today we call this a Target Buyer Persona. I started my B2B selling career in 1977. Trial by fire.

Cold Calling 54

Cold Calling Buyer Persona Referrals Social Media 54

Sales Hacker Training

DECEMBER 8, 2020

The 6sense account engagement platform uncovers and analyzes buyer intent at scale, identifying prospects who are in market for your solution and providing salespeople like you with the insight to create highly relevant messaging, generate more opportunities, increase deal size, and get into opportunities before your confrontation.

Hiring 119

Hiring Top of Funnel Scale Banking 119

Sales Hacker

OCTOBER 7, 2021

The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130