No More Cold Calling

JANUARY 2, 2014

As you’re planning for 2014, forget resolutions. Set manageable goals instead. The New Year’s resolution checklists are the same every year—mostly about eating healthier, losing weight, and managing our finances better. Instead I create manageable goals for myself and my team. Forget Shaking the Trees. Comment Here.

Referrals 240

Referrals Small Business Small Business Enterprise 240

Your Sales Management Guru

JANUARY 27, 2014

2014: How will you stand out in the marketplace? Embedded as one of the key components in the marketing segment was building a vertical market using Cloud solutions to increase sales velocity, one of the sub-elements was using Thought Leadership Marketing to help you stand out in the marketplace. Sales Management Consulting'

Lead Rank 72

Lead Rank Lead Scoring Microsoft Face-to-face 72

SBI Growth

JULY 22, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Make the sales job fun. Training your sales team how to social sell will immediately improve your sales pipeline.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Sales Training Connection

APRIL 4, 2014

Sales manager with a new sales team. As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. And, perhaps the most critical time for any sales manager is when first taking over a new sales team.

Sales Management 119

Sales Management Pivotal Coaching Sales Coaching 119

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 108

Sales Management Hiring Top of Funnel Funnel 108

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP. Reps that fail are re-trained.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Anthony Cole Training

OCTOBER 14, 2013

Many of my clients and prospects tell me that the 4th quarter is when they take time to discuss sales plans (goals) and business plans with their sales people. However, this is so important that I want to give you the opportunity to get help with this critical sales management function.

Negotiation 136

Negotiation Motivation Intent Sales 136

Anthony Cole Training

OCTOBER 14, 2013

Many of my clients and prospects tell me that the 4th quarter is when they take time to discuss sales plans (goals) and business plans with their sales people. However, this is so important that I want to give you the opportunity to get help with this critical sales management function.

Negotiation 120

Negotiation Motivation Intent Sales 120

The Sales Hunter

AUGUST 19, 2013

The truth is, though, that when you build your sales plans to make your goal, chances are pretty high that you will MISS your goal!! Many of you are building your 2014 sales goals as you read this, and if you’re not, you need to start. Copyright 2013, Mark Hunter “The Sales Hunter.” Aim higher!

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

No More Cold Calling

SEPTEMBER 18, 2014

You bet, and it’s critical to increasing B2B sales effectiveness. By sharing information, ideas, solutions, and even referrals with our clients and prospects, we become trusted resources. Message to Management]: 14 Things Top Sales Managers Do. Sales execs tell me they don’t have time to coach their teams.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. In this post I want to recommend three ideas to raise your game in 2014. Every sales manager is time starved. Lack of quality leads.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

SBI Growth

JULY 26, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Hank''s DLA experience: DLA hired engaged a consulting firm to help with sales rep onboarding. An initiative to align territories based on sales rep potential attracts A players. Failure here.

Hiring 267

Hiring How To Sales Qualified Lead Face-to-face 267

No More Cold Calling

AUGUST 14, 2019

As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. Prospects trust us. It’s changed how we prospect, but it hasn’t changed how deals get done. But I had to ask.).

Referrals 291

Referrals Cold Calling Survey Scale 291

SBI Growth

SEPTEMBER 2, 2013

Amazed, you watch him visit with the prospect. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. Many sales processes are devoid of an adoption and reinforcement plan. Creating tools.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

Understanding the Sales Force

JULY 8, 2014

Here are my top 5 examples of salespeople who are busy, but not very successful: They spend long hours researching companies and prospects, reach out on LinkedIn, send InMails, emails and make calls, but have few takers for meetings. Can they be trained to do things more effectively or, if necessary, in a completely different way?

Top of Funnel 251

Top of Funnel Proposal Coaching Networking 251

The Sales Hunter

MARCH 7, 2014

Hesitation to call customers and especially to call prospects. ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call. You think your sales manager is stupid. Unfortunately, “Sales Prevention Syndrome” exists in the minds of too many salespeople.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

SBI Growth

JUNE 30, 2013

Training organized in “sprints”. The sales manager owns the process and is paid on average ramp time. Training happens in the field, not in the class room. Call to Action: Prospects are taking meetings again. Your 2014 quota is going up. You are going to need to hire new sales reps.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

Your Sales Management Guru

APRIL 29, 2015

Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. They seem to come up with unique ideas to prospect, find ways to enhance client relationships and they close more effectively. Need more sales management resources?

Sales Management 40

Sales Management Hiring Conference Sales Leadership 40

Sales Training Connection

NOVEMBER 21, 2014

Develop soft sales skills, too. Crafting sales strategy. Check out any sales training program and you’re likely find some of these sales skills being taught. They are the fundamentals and they are critical to sales success. Yet, how often do the soft skills make the short list for sales coaching ?

Hiring 125

Hiring Face-to-face Lead Rank Study 125

SBI Growth

AUGUST 22, 2013

Sales can learn a lesson here. Sign up here to receive a copy of the Sales Job Tryout Toolkit. Read on and you''ll be ready to Make the Number in 2014. Here''s a 7-step overview of a tryout for a sales rep. (To Sales Manager - Scenario: Only 2 of 8 members of the sales team are making the number.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

Your Sales Management Guru

OCTOBER 1, 2013

4) Hold a sales training session on Negotiating in October! 5) Increase your relationship contacts; make sure your Executives are involved in a prospect meeting, lunch, breakfast or phone call with your prospects Executives. Acumen Management Group Ltd. 7) Rehearse key presentations.

Sales Qualified Lead 97

Sales Qualified Lead Referrals Conference Negotiation 97

Pointclear

JUNE 4, 2013

Since the economic downturn we recognize that companies have cut back on training for salespeople. I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training. As mentioned earlier, companies have drastically cut back on sales enablement and training.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

Hubspot Sales

APRIL 6, 2020

Developing a list of criteria and attributes for sales managers to screen for when interviewing candidates is essential to recruiting and retaining top talent. Sales Activities. This should span everything from the sales presentation to closing techniques. Prospect qualification. Sales presentation.

Webinar Metrics 118

Webinar Metrics Strategy Hiring Hubspot 118

Sales and Marketing Management

JUNE 1, 2018

I like numbers when I want to look at quantitative data from a sales manager role, but the power of storytelling is way underrated,” says Carter Young, director of sales training and operations at SaleScout Data Solutions, a B2B sales intelligence provider. and isn’t that our goal in sales?—?a

Marketing 226

Marketing Telemarketing Scale Education 226

Your Sales Management Guru

OCTOBER 27, 2014

Emotion has always been a major element in the sales environment, buyers today are more risk adverse, salespeople are more cautious and less self confident and worse the relationships between buyers and sellers are caught up in cost vs value. What are your action steps to reduce fear and finish off 2014? Create a sales theme.

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

Keith Rosen

JULY 30, 2020

Unfortunately, this is the message I’m hearing from senior leadership to their front line sales managers, as companies fearfully scramble to reinvent themselves. It was day two of delivering my sales leadership coach training course for the talented leaders at Microsoft in São Paulo, Brazil. January 28-29, 2014.

Coaching 157

Coaching Scale Call-back Collateral 157

SBI

APRIL 9, 2014

Apparently, providing sales organizations with a way to benefit from leverage is a great business model because they’ve been on a tear making it onto the Inc 500 list each year since. They’re also a 2014 SIIA Codie Winner. If you sell to IT organizations, you need this information. Can you get it yourself? Who makes the decision?

Webinar Metrics 139

Webinar Metrics Hiring Decision Maker Call-back 139

Increase Sales

JUNE 4, 2014

One of the big challenges that any salesperson faces is establishing credibility with a new prospect. If a prospect doesn’t know you or your company, that prospect must become convinced of three very important things: Making a change in suppliers is worth the hassle involved. Avoid the sales “stereotype.”

Vendor 135

Vendor Face-to-face Exact Competition 135

Your Sales Management Guru

DECEMBER 15, 2014

Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. Andy has put together 40 chapters of concise, practical and most important the right information that when implemented can drive your sales to the next level. Prospecting.

Top of Funnel 82

Top of Funnel Lead Rank Lead Scoring Maximizer 82

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. LinkedIn: Sales Solutions. Accelerate Sales Ramp Up. Avention ToolSkool.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Hubspot Sales

JANUARY 17, 2018

Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast. Sales Pipeline Radio. Make It Happen Mondays -- B2B Sales with John Barrows. The Sales Podcast. Hosts: Sales trainer Bryan Neale and author, speaker, and coach Bill Caskey. The Art of Charm. Sell or Die.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

Your Sales Management Guru

NOVEMBER 17, 2014

The concept of selling based on your buyer’s personality style has been around for a while, but I’m often surprised at how many sales professionals aren’t familiar with it. In presentations use brief, bottom-line visuals, ask open-ended questions designed to make the prospect talk and allow the director to lead.

Lead Rank 90

Lead Rank Lead Scoring Analytics Benefit 90

Your Sales Management Guru

AUGUST 5, 2014

This kind of smart work will help you target sell more effectively, reduce your wasted telephone prospecting time, increase your odds to develop new account relationships and open the doors to exceed your 2014-15 quotas. Acumen Management Group Ltd. for the first time sales manager. Sales Training'

Networking 84

Networking Jigsaw Cold Calling Ideal Customer Profile 84

Your Sales Management Guru

APRIL 6, 2015

Because of the technical aspect of the team’s offering, introducing a more mature person into the early stages allowed quicker credibility and better insights into the prospective client’s needs. This provided the sales manager a better platform for coaching, mentoring and monitoring opportunities in the pipeline.

Sales Process 40

Sales Process Benefit System Sales Management 40

No More Cold Calling

MAY 21, 2015

Not only does this strategy let sales leaders off the hook for coaching and training salespeople —which is their No. 1 job—but it also puts sales teams in the position to compete with each other, when they should be collaborating. Sales is no longer a lone ranger business. What are your other connections to this prospect?

Referrals 120

Referrals Sales Qualified Lead Hiring Ideal Customer Profile 120

Platinum Rules for Success

DECEMBER 26, 2018

Targeting explores the markets or groups you may target as prospective buyers. This includes the sales strategies and tactics you select for each target market. Without either, you are inhibited from learning enough about them to solve their problems and make a sale. At its lowest level, this is a sales pitch.

Loyalty 87

Loyalty Sales Cycle Lead Rank Lead Scoring 87

Your Sales Management Guru

APRIL 23, 2015

The salespeople are closing on topics i.e. price, instead of what the compelling reason is the prospect has for your product/service. First, as the sales leader there are some obvious actions to take place and some not so obvious. Third, it takes training. Need more sales management resources?

Forecasting 40

Forecasting Margin Top of Funnel Sales Management 40