Understanding the Sales Force

APRIL 14, 2014

But they are relatively small areas and most B2B sellers will NEVER, EVER find themselves in that situation. Despite leading a company that essentially helps companies market via an ability to push, pull and track content engagement, Cliff sides with those of us helping traditional B2B companies sell their products and services.

Top of Funnel 252

Top of Funnel Inside Sales Conference Webinar Metrics 252

Understanding the Sales Force

MARCH 30, 2015

On March 8, this article on the Hubspot Sales Blog reported that one million B2B sales jobs will be lost. Image Copyright: / 123RF Stock Photo. Are you, or any of your salespeople at risk? The article talked about four archetypes of salespeople and the two types at greatest risk.

Hubspot 120

Hubspot Social Selling Sales Tools Report 120

Understanding the Sales Force

APRIL 29, 2013

Here at Understanding the Sales Force we discuss mostly B2B relationships which are far more complex than B2C relationships. Most of the books that are written about great customer experiences only cite best practices by large, well-known B2C companies like Amazon, Apple, Starbucks, and Zappos.

Account 189

Account B2C Study B2B 189

Understanding the Sales Force

MAY 30, 2013

It certainly doesn''t apply to a complex B2B sale! In the fifth step of the prospecting call he says that if the prospect sounds interested you should skip the script and jump right to the close. Isn''t this a prospecting call? He makes it sound more like telemarketing than prospecting for appointments or meetings.

Prospecting 242

Prospecting Telemarketing Sales Qualified Lead Cold Calling 242

Understanding the Sales Force

AUGUST 18, 2015

The second page of the Google search results was even worse, including proclamations that B2B selling is dead and that field sales is dead. And the rest were written by marketers who might sell a lot more of their services if they can convince you that sales process is dead. Don't get me wrong. But the key word here is tools.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

Understanding the Sales Force

NOVEMBER 29, 2017

And what if these visuals could demonstrate that B2B salespeople create and send more than 16,000 inappropriately timed proposals each day? Could anything be more fascinating than a visual or infographic depicting how effective your sales force is at various aspects of selling? More on that data shortly, but first, read this.

Proposal 172

Proposal B2B Sales Leadership Exact 172

Understanding the Sales Force

APRIL 27, 2020

We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working.

Revenue 414

Revenue Tools Sales Strategy 414

Understanding the Sales Force

APRIL 4, 2024

On-Boarding Inc Magazine Gets it Wrong on Consultative Selling Top 10 Mistakes Salespeople Make on the Phone (Funny Read) The Comprehensive 90 Day Orientation for New Salespeople Taking Your Prospecting to the Next Level How to Get New Salespeople to Take Off Like a Rocket Ship Channel Sales Top 10 Mistakes Salespeople Make on the Phone (Funny Read) (..)

Hiring 151

Hiring Sales Leadership Sales Forecasts Forecasting 151

Understanding the Sales Force

OCTOBER 2, 2017

Image Copyright iStock Photos. I just returned from the local car dealer. Have you ever noticed how happy people are when they are buying things? What about you? How did you feel the last time you took delivery of your new car? Was it the new car smell? The finish? The wheels?

Sports 149

Sports Customer Buyer B2C 149

Understanding the Sales Force

SEPTEMBER 26, 2013

Even if they were in hiding, everyone must have heard by now that a typical B2B sale requires a customer-centric consultative approach. For example, why do salespeople still sell transactionally when presenting/demoing, quoting/proposing and closing yields a 10-20% conversion ratio? Everyone knows that doesn''t work anymore.

Follow-up 224

Follow-up Lead Rank Sales Qualified Lead Leads 224