No More Cold Calling

DECEMBER 7, 2023

How asking for referrals will drive your revenue in 2024 How many people should you ask for referrals to get five new clients? In my experience, at least half the people you ask for referrals will introduce you to your ideal prospect. 10 people introduce you to your ideal prospect. You book five new clients.

Referrals 194

Referrals Scale Decision Maker Sales Qualified Lead 194

Bernadette McClelland

JANUARY 14, 2024

The Importance of Evidence Just as in a criminal case, evidence provides the facts as to whether someone is guilty or not, or whether something is true or not. And when you focus on that and find those examples, you can then make better informed decisions. That evidence is proof you’ve already done it and can do it again.

Hiring 195

Hiring Face-to-face LinkedIn Guarantee 195

Steven Rosen

DECEMBER 5, 2022

Even if you have exceeded your sales numbers this year, chances are your sales team is still not performing at peak levels. Coaching is the number one sales management activity that drives sales performance. Imagine if you were a master sales coach and all the sales managers in your company were master sales coaches.

Coaching 194

Coaching Sales Coaching eBook Account 194

Understanding the Sales Force

JUNE 27, 2023

As my regular readers know, my son is a baseball player – a rising college senior (as of the summer of 2023) – and I still coach him in the batting cage when he’s home for the summer. I started coaching him when he was old enough to hold a wiffle bat.

Hiring 156

Hiring Consultative Selling Coaching Report 156

Partners in Excellence

OCTOBER 12, 2023

Pretty soon, people stop trying, they know the manager is going to take over the most critical deals, so they just don’t bother any more. And then there is everything else, people don’t raise their performance, they aren’t getting the coaching to improve, and they don’t understand why they should bother.

Maximizer 120

Maximizer Coaching Sales Management Closing 120

Bernadette McClelland

DECEMBER 30, 2023

So whilst I wait for my flight back from Australia and New Zealand, to my new ‘home’ in the USA I reflected on the following 5 ways I feel will help me 10x my business and help you 10x yours, as well. Conversations that perhaps for some reason you were never able to have when you were younger. What are your values?

Face-to-face 195

Face-to-face Hiring Energy Call-back 195

Bernadette McClelland

FEBRUARY 7, 2020

It couldn’t just be the fact that this family has AMAZING musical genes when it comes to harmony! So, when you feel shivers go down your spine, the amygdala is activated’. And it’s not just about harmonizing Acappella, dragging out SingStar, hitting it with Karaoke or going duo with our long-time favourite – the air guitar!

Coaching 329

Coaching Conference Facebook Sales Cycle 329

Sales 2.0

JULY 8, 2022

Here’s the framework: Are you contacting the right people? Here’s the framework: Are you contacting the right people? Do you know how you help? Does the person you are contacting trust you? Are you contacting the right people? Each one of these people could be a great starting point for you.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

The Pipeline

MAY 14, 2019

You hear it said a lot in different fields of endeavour, “their numbers” or “his numbers” suck. Told in the abstract about a ballplayer you can understand what they mean. However, when a manager tells their rep, “your numbers suck,” it has an immediate and lasting detrimental impact. By Tibor Shanto. Relatively Speaking.

Sage 313

Sage Quota Coaching Proposal 313

Steven Rosen

OCTOBER 2, 2020

Awesome Virtual Coaching Creates Master Virtual Sellers. The two critical activities are selling and coaching. . Virtual selling is more challenging as you lose the value of proximity and the ability to read the buyer’s body language. . How can you help your salespeople excel at virtual selling? Virtual Coaching.

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

Steven Rosen

JANUARY 15, 2024

He also talks about transitioning to a strategic selling approach, highlighting the importance of coaching, leadership development, reflection, and setting expectations for coaching time to optimize sales team performance and prioritize high-value activities. Equipping leaders to coach and support their teams is crucial for success.

Video 156

Video Coaching Sales Qualified Lead Trends 156

Mr. Inside Sales

JUNE 25, 2022

I have listened to thousands of sales calls over the years, and I spend the majority of my coaching and training hours listening to sales calls even today. Please tell prospect’s first name , that John Davis is holding, please.”. #2: Ask: “While I have you on the phone, what’s on your white board that you’ll be needing soon?”.

Gatekeeper 156

Gatekeeper Face-to-face Decision Maker Licensing 156

Bernadette McClelland

NOVEMBER 13, 2022

It’s time to let the cat out of the bag or as my husband would say, release the genie out of the bottle… I am like so many of you out there – I want to make an impact and I’m ready for another professional growth spurt. It’s kind of like… ‘ Go Big or Go Home !’ not giving them anything at all.

Ideal Customer Profile 195

Ideal Customer Profile Decision Maker Enterprise Enterprise 195

The Pipeline

SEPTEMBER 2, 2020

And unlike other elements of sales success, you will indeed have to have done it to train and lead it. Where Is You Process. Some developed internally, some just use whatever is in the mix when their CRM shows up, but they have one. You can throw all the charm and good looks at it while giving it the old school try.

System 316

System Prospecting Quota Decision Maker 316

The Pipeline

AUGUST 24, 2020

Many will tell you that their data has pinpointed the best day and time to make prospecting calls. Or if Eve would have wanted to wait for just the right day to spring change on Adam? So it is down to you. Meaning you will need to adopt a dynamic prospecting process, the skills to execute it. Stormy Monday.

Call-back 290

Call-back Pipeline Face-to-face Video 290

No More Cold Calling

JUNE 10, 2021

Would you be willing to be a referral to this company?” Then I asked the question I still ask every single client today: Have you asked every one of your clients for a referral ? My next question was key: Do you have a referral methodology, a system with a written strategy, metrics, skill-building, and accountability for results?

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

Sales and Marketing Management

MARCH 3, 2021

Smart employers are beginning to recognize the benefits of using Certified Professional Recovery Coaches (CPRC). Smart employers are beginning to recognize the benefits of using Certified Professional Recovery Coaches (CPRC). Author: Beth Siegert What are the effects on the health and well-being of our work force during the pandemic?

Coaching 317

Coaching Cost Per Click Insurance Insurance 317

No More Cold Calling

JULY 27, 2023

She finally asked her team: “Did you ever close business over email?” Well, that was a splash of cold water, and you can guess the answer. He went, and as you might have guessed, he closed the business. Research shows that you must get people to start liking you within the first few seconds of your relationship.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

Partners in Excellence

MARCH 20, 2024

I get frustrated telling ChatGPT, “Give me something I don’t already know, give me something that’s novel and innovative!” Our feeds are filled with hacks, prompts, “cheat sheets” offering things like, “What are key decision maker roles for this… ? What are qualifying questions… ?

Ideal Customer Profile 114

Ideal Customer Profile Revelation Decision Maker Face-to-face 114

No More Cold Calling

SEPTEMBER 6, 2018

Let me know if you have a connection to him.). We learned that the restaurant had been in that location for 20 years, but the waiter proudly told us it had just been sold to the employees. Even the message in my fortune cookie—“Book lovers never go to bed alone”—just felt right. What are you doing?” That’s culture.

Referrals 320

Referrals Ideal Customer Profile Banking Lead Generation 320

Shari Levitin

AUGUST 23, 2023

Just as too much taco sauce causes indigestion, too much information causes indecision. Managers: Declutter Your Sales Training Approach According to neuroscientist Daniel Levitin: “Our phones and computers are just like our junk drawers, but thousands of times more disorganized. Do you overload with excessive teaching?

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

Keith Rosen

AUGUST 26, 2020

Ever wonder why people are resistant to coaching? Do you feel like people are telling you what they think you want to hear? The fact is, your people are scared of you; and coaching. And the most effective way to do so is through consistent and effective coaching. I hope you accept my apology.

Account 156

Account Intent Coaching Remedy 156

Sales and Marketing Management

MARCH 30, 2020

Author: Andres Lares The phrase “leaving money on the table” is an idiom that means not getting as much money as you could from a transaction. If a goal of your sales team is to make better deals, faster and at better margins, then you must read (and follow) these five tips: . and then delve into: “What is important for you?”

Negotiation 279

Negotiation Margin Proposal Maximizer 279

No More Cold Calling

DECEMBER 10, 2020

Remember when your parents told you to turn down that loud, obnoxious music? Actually, they yelled, because otherwise you wouldn’t have heard them. I started to write a research-based post about managing a multi-generational workforce, but if you know me, you won’t be surprised I found most of the research boring.

Face-to-face 421

Face-to-face Motivation Hiring Guidelines 421

Sales and Marketing Management

NOVEMBER 15, 2018

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Telling people they’re not meeting expectations and inspiring them to turn things around isn’t easy. It’s all about dialing down “telling” and ramping up “showing.”.

Coaching 257

Coaching Construction Pivotal Positioning 257

Hubspot Sales

MARCH 4, 2024

Create a sales process you enjoy buying from. Bryan Huber , Head of Sales at Völur , stressed that sales leaders essentially apply the Golden rule when constructing a sales process — sell to others the way you would want to be sold to. Effective leadership starts with caring about (and showing you care about) your people.

Lead Rank 103

Lead Rank Construction Hubspot Lead Scoring 103

Allego

APRIL 16, 2024

The results you get from genAI are only as good as the information you put into it. The challenge is when you use this type of tool, it acts like a human and it’s very confident in its result.” You must humanize your communication. Sam, can you share a bit about what you do? Sam Richter: Certainly.

Hiring 62

Hiring Scale Proposal Analysis 62

Women Sales Pros

AUGUST 22, 2018

If you are a sales manager, you probably received some solid training, read lots of books,and learned from experts in the field through seminars, webinars and blog posts.And all along the way, you learned that your primary job as a sales manager is to develop and coach your team. Are you managing and measuring value?

Sales Management 192

Sales Management Hiring How To Coaching 192

Allego

MARCH 28, 2024

You didn’t know it, but it is. And we can help you.’” Your team’s success also depends on you, the sales director. Are you motivating your sellers? Do you provide personalized coaching ? Do you allow peer-to-peer coaching ? Are you staying on top of new sales techniques?

Strategy 62

Strategy Top of Funnel Lead Rank Lead Scoring 62

Hubspot Sales

APRIL 15, 2024

It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible. When you focus on the relationship instead, you gain valuable information about the individual's preferences, pain points, values, and goals.

Hiring 111

Hiring Face-to-face Sales Qualified Lead Lead Rank 111

Babette Ten Haken

OCTOBER 8, 2020

When you use shifting story narratives to persuade, justify or invite people to join your story, the effect is just the opposite. Instead of saying yes, they can become skeptical: of you, your solution and even your organization. And considering that, overall, trust is at a premium these days, what stories are you telling?

Campaigns 149

Campaigns Conversion Coaching Relationals 149

Mindtickle

APRIL 23, 2024

When it comes to sales management training, you may have questions like: What is it? How can you build a more effective program? Sales coaching According to research from the Sales Management Association, companies that provide effective sales coaching can see a 16.7% This approach simply doesn’t work. revenue increase.

Sales Management 52

Sales Management Training Hiring How To 52

BrainShark

JANUARY 31, 2024

It shows the direct result of your sales training efforts is more money in the door in the form of more pipeline, opportunities, and closed deals — and all you have to do is plug your CRM into Scorecards and let the data do the work for you. Coaching might be more effective than courses in increasing close rates.

Pipeline 62

Pipeline CRM Training ROI 62

criteria for success

OCTOBER 20, 2022

As a sales manager, how do you improve your team’s performance? If you want to make a real difference in sales performance, the key for many salespeople is coaching. If you want to make a real difference in sales performance, the key for many salespeople is coaching. Increase commissions? Address poor performance?

Consultative Selling 96

Consultative Selling Exercises Selling Skills Face-to-face 96

Partners in Excellence

MARCH 1, 2024

Hold your noses as you read… ) The thousands of outreaches inflicted on all of us, “Let me tell you about how great we are and all the impressive brands that have bought from us… ” Add to those, thousands more, “Let me tell you about our products and how great they are, when can we schedule a demo?”

Ideal Customer Profile 73

Ideal Customer Profile Face-to-face Social Media Up-Sell 73

Allego

MAY 17, 2023

To do that, sales leaders themselves need training and they must have modern revenue enablement tools that allow them to provide continuous learning, easily coach their sales reps, and uncover sellers’ full capabilities. You can take steps now to get relief and set your sales reps on a path toward growth. The two are very different.

Positioning 113

Positioning Hiring Strategy Scale 113

Partners in Excellence

AUGUST 17, 2020

Both managers and the people they coach often have the wrong impression of coaching. As people looking for coaching, too often we go to someone asking, “What should I be doing? ” Great coaches behave differently. ” Great coaches behave differently. Why did you do this? Should I do this?

Coaching 106

Coaching Face-to-face Intent Relationals 106