Understanding the Sales Force

AUGUST 2, 2012

Let's take mobile apps for example. Compare the two examples above and you'll see both the answer and the obstacle. c) Copyright 2012 Dave Kurlan Understanding the Sales Force by Dave Kurlan It's not really the price as much as it's the context of that price. 99 and even free, it's expensive - by comparison.

Comparison 169

Comparison Closing Retention Examples 169

Sales and Marketing Management

JUNE 27, 2019

In 2012, Sucharita Mulpuru, a Forrester analyst, said Amazon’s conversion to sales of on-site recommendations could be as high as 60% - and these algorithms have only become more sophisticated over the past seven years. and better understand the customer decision journey.

Marketing 274

Marketing Lead Rank Lead Scoring Analytics 274

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. It may take work each time, but it will pay dividends every time, both by helping you close more of the right buyers, but also in eliminating price shoppers. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Selling Essentials RapidLearning Center

AUGUST 15, 2023

‘Illusion of transparency’ That’s just one example of what psychologists call “the illusion of transparency.” To see how, let’s go back to our example with Jim and see how this message went awry. Close the loop Ask people to feed back to you what you told them. So why didn’t you realize it at the time? Leonardi P.,

Guidelines 98

Guidelines Negotiation Report Journal 98

SBI Growth

JANUARY 15, 2013

First, stop using your reps estimates of what will close when. Of all the opportunities put in your pipeline during 2012, how many actually closed? Here are the recommended steps you should take to improve your CRM forecast accuracy: Using all of your 2012 CRM data, segment by Buyer Personas. How many got to proposal?

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

The Sales Hunter

FEBRUARY 13, 2012

Feb 13, 2012. They write a lot of proposals, but have low closing ratios. Phase 2: Closed-Ended Questions (Sales Amateur). Example — “Are you happy with your current vendor…” Phase 3: Manipulative Questions (Sales Amateur). Example — “How long have you been thinking of doing this?

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

SEPTEMBER 27, 2012

We’ve all experienced at one time or another a sales presentation we believe is going well, only to have the customer go into a big stall mode just as you try and close. The way to do that is by providing the customer with trial close questions along the way. Copyright 2012, Mark Hunter “The Sales Hunter.”

Customer 172

Customer Closing Motivation Exact 172

The Sales Hunter

OCTOBER 22, 2012

For example, when you do talk price, you have to be able to do it with a firm, solid voice. One of the best ways to show strength on the phone is to go right from stating your price to using the “assumptive closing” technique to get the sale. Assumptive close goes like this: “Let’s go ahead and write up the order now.”

Face-to-face 210

Face-to-face Customer Service Closing Motivation 210

Score More Sales

APRIL 15, 2013

Example of a question that is not powerful: “How are you today?” ” Example of a question that is more powerful: “Compared to this day last year, how are things going?” Tom had all the answers, and if he could just get in front of more people, he figured he could close tons more business.

Inside Sales 205

Inside Sales Outbound Buyer B2B 205

Understanding the Sales Force

JANUARY 7, 2013

And if their critical ratios for closing have changed in the past 12 months, that must also be factored into your new pipeline requirements. Suppose for example that you currently have your salespeople reporting the # of new conversations, # of new meetings scheduled and # of qualified opportunities. c) Copyright 2012 Dave Kurlan

Sales Qualified Lead 186

Sales Qualified Lead Leads Marketing Qualified Lead Forecasting 186

Score More Sales

JUNE 3, 2013

You can use the power of internal leverage and let prospects know that in addition to talking with them in IT, you are also calling on the COO and CFO, for example. Close More Deals. This is one of the TOP issues I see when meeting with an inside sales team or with individual sellers. Increase Opportunities. Expand Your Pipeline.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

Score More Sales

FEBRUARY 7, 2013

For example, set prospecting time right into your calendar so you and those around you can know clearly what you are working on. An example is the CRM holdouts – smaller mid-market companies who have not put their valuable data into one repository where the most amazing reports and data can be gleaned from.

CRM 238

CRM Outbound Tools Study 238

Understanding the Sales Force

JUNE 20, 2012

In today's article we discuss five examples of what salespeople must do to sell more effectively. Here's an example. The reality is, until about 50 questions have been asked, a salesperson isn't close! Perhaps these examples can get you thinking of some of the areas in which selling skills have tremendous room for improvement.

Consultative Selling 231

Consultative Selling Call-back Proposal Follow-up 231

Score More Sales

MAY 27, 2013

An example would be a sales rep in telecommunications understanding where their telecom and data prospects (and customers) spend time online – so they can see and hear them talking about what’s new with employees bringing devices from home and how that might factor into data issues at their clients’ corporate offices.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

The Sales Hunter

JULY 12, 2012

One of the best examples I’ve found when trying to see the difference between product features and customer benefits is to think of it in terms of music. Copyright 2012, Mark Hunter “The Sales Hunter.” I buy it based on the benefit I’m going to receive from listening to it. ” Sales Motivation Blog.

Benefit 181

Benefit Motivation Closing Buyer 181

SBI Growth

JANUARY 20, 2013

As the books are closed on 2012, you can reflect on your performance. For example did you: Reach your New Customer acquisition targets? For example, you may have dominated your number, but perhaps your number was low. Win Rates by Channel: Do you close more sales on the phone than your competition?

Hiring 306

Hiring Margin Quota Inbound 306

The Sales Hunter

DECEMBER 23, 2011

An example I like to use in training programs is comparing two similar items — one being offered on eBay and the other by a store you’ve been buying from for years. I like to share this example as a way of getting salespeople to realize the importance they play in the sale process. Archives Select Month March 2012.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

Pointclear

JANUARY 15, 2013

However, if you look closely at each element on the list below, I believe you will be able to tell which companies are likely to be true partners and which will end up being vendors. For example, our staff averages 42.7 For example, in 2012 91% of our revenue was from existing clients—and we will grow about 20% this year.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Score More Sales

NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. Close More Deals. You can accelerate business transformation by 23%.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

JANUARY 4, 2013

These examples stand out because if you do some of these things above, you will work toward finding and closing qualified sales opportunities. If you are in outside sales, the number of targeted events you attend (events where your customers and prospects are). So, what are your activity goals for you or your group?

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

The Sales Hunter

APRIL 6, 2012

List by type and percentage (Examples: referral, website, cold-calling, marketing, etc.). What percentage of each type of lead do you ultimately close? How many sales calls does it take to close each sale? How long does it take to close a sale from the time the lead first develops? ” Sales Motivation Blog.

Prospecting 190

Prospecting Cold Calling Referrals Intent 190

Understanding the Sales Force

NOVEMBER 15, 2012

These symptoms are examples of some of the hidden weaknesses that Objective Management Group identifies as reasons why salespeople don't perform as well as you need them too. These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills.

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

The Sales Hunter

APRIL 10, 2012

Let me give you an example that seems subtle on the surface, but is profound. ” Granted, this is an extreme example. Copyright 2012, Mark Hunter “The Sales Hunter.” One word can make all the difference. Not long ago, I was doing some consulting work for a pharmaceutical company.

Pharmaceuticals 211

Pharmaceuticals Face-to-face Follow-up Motivation 211

The Sales Hunter

FEBRUARY 3, 2012

Feb 03, 2012. For some industries, especially those involving production employees or a lot of staff, the best time might very well be after 4:15 PM when production has wound down and the day is moving to a close. Copyright 2012, Mark Hunter “The Sales Hunter.” Archives Select Month March 2012. February 2012.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

Understanding the Sales Force

JULY 10, 2012

If you would like to establish new accounts and generate a significant increase in revenue, there are several things you can do: You can hire hunters - salespeople who will find and close those new accounts. For example, I was featured on the cover of the July Issue of Top Sales Associates Magazine and was interviewed by Linda Richardson.

Telemarketing 201

Telemarketing Hiring Outbound Inbound 201

Understanding the Sales Force

JANUARY 7, 2013

And if any of your salespeople's critical ratios for closing have changed in the past 12 months, those new percentages also must be factored into your new pipeline requirements. Suppose for example that you currently have your salespeople report the number of new conversations, new scheduled meetings and qualified opportunities.

Sales Qualified Lead 191

Sales Qualified Lead Leads Marketing Qualified Lead Cold Calling 191

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. Close More Deals. Having been to last year’s event, I found this year’s Summit in Nashville, with more than 3,000 attendees to be meatier, yet easier to digest. Increase Opportunities.

Company 208

Company Film Study Lead Rank 208

HeavyHitter Sales

FEBRUARY 22, 2012

Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! February 2012. January 2012. « Closing Techniques Using Sales Linguistics | Main. February 22, 2012. February 2012. Heavy Hitter Sales Blog. Recent Posts.

Penetration 112

Penetration Competition Examples Study 112

Jeffrey Gitomer

NOVEMBER 1, 2011

Probably the best example of change I can offer you comes from a column I wrote several years ago about the “Benjamin Franklin close.” Basically what the column says is rather than use an old, time-worn manipulative sales close on the customer, try using it on yourself before you go into the sale as a means of preparation.

Hiring 221

Hiring Social Media Loyalty Referrals 221

Score More Sales

NOVEMBER 26, 2012

If you’re bogged down by lack of closed business, upcoming holidays, relatives, and distractions like Cyber Monday, you might want to listen to the interview since it is audio and easy to listen to. Working hard in sales but not accomplishing enough? The “science” aspect of selling will help you grow sales by 10-30% or more.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

The Sales Hunter

APRIL 27, 2012

For example, many salespeople feel compelled to close a couple more sales before the end of the quarter. We’ve all been there, and unfortunately, the end result is a high probability of making last minute concessions to close the deal. Copyright 2012, Mark Hunter “The Sales Hunter.”

Proposal 156

Proposal Discount Maximizer Closing 156

Understanding the Sales Force

JULY 26, 2012

Yesterday, when I asked if he had rectified the problem, he said he hadn't so I asked for an example of a follow-up call he needed to make but didn't. For months, Arturo has been sabotaging his closing efforts and for the first time, finally understands why his failure to follow-up has been occurring. c) Copyright 2012 Dave Kurlan

Follow-up 243

Follow-up Face-to-face Sales Cycle Up-Sell 243

The Sales Hunter

JUNE 4, 2012

The continuation of the argument is if we can close the sale at little or no profit with this customer just once, we’ll then be able to get more business from them later and at a higher price. Discounting your price to close a sale is not a sales strategy and it isn’t a marketing strategy. The tank is currently ½ full.

Discount 187

Discount Motivation Closing Up-Sell 187

The Pipeline

FEBRUARY 21, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Here is an example: I wanna go to the Proactive Prospecting Workshop in #Toronto [link] #ppmark by @you #contest #toronto. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Compensation 220

Sales Hacker

JANUARY 20, 2021

What if I told you there was a little-known strategy to close huge deals with large companies you never thought you’d have a chance with? There are three things you need to understand in order to close a sale with an organization going through a merger — capitalized acquisition funds, chaos opportunities, and timing.

Opportunity 111

Opportunity Hiring System Fashion 111

SBI Growth

OCTOBER 14, 2012

As a Sales leader you may be too close to the problem. An Example of Reframing the Problem: We were in discussions with a $75 MM software organization. They were missing the number in 2012 and he believed sales training was the answer. Outside reps were working deals that had little chance of closing. That cannot happen.

Hiring 292

Hiring Sales Qualified Lead Lead Generation Revenue 292

Score More Sales

MAY 29, 2013

Example: One of their Board members is also with a company that is a client of yours. Close More Deals. This can be a very quick two step process to connecting to people, rather than long research times and long time crafting emails. Reference a common point between you and your buyer, or your company and their company.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272