Partners in Excellence

NOVEMBER 3, 2020

We measure a lot of stuff in sales. We have all sorts of pipeline metrics, activity metrics, prospecting metrics, account, territory, retention, renewal, mix, margin, and endless other metrics. 85% of managers I pose this scenario to, roll their eyes. ” They say, “They have to prospect more!!!

Churn 111

Churn Marketing Qualified Lead Territories Pipeline 111

The Pipeline

AUGUST 14, 2013

I see this in all aspects of sales, those who just make ten calls to ten sequential names on a list, and call it prospecting; versus those who initiate contact and engagement with ten 10 prequalified, researched, planned and targeted viable potential buyers, using all the tools available to them, from traditional to social and everything between.

Scale 293

Scale Forecasting Call-back Account 293

The Pipeline

FEBRUARY 3, 2012

One approach that intrepid leaders can look to is too shrink the size of territories, based on a number of factors driven by deal size, length of cycle, nature of the offering (new or mature), is the focus margin or market share, is there opportunity for organic growth, or strictly competitive account growth, and others. Prospecting.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

The Sales Hunter

DECEMBER 9, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Check out the articles and begin closing more sales at a higher margin. Copyright 2011, Mark Hunter “The Sales Hunter.”

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

Pipeline

MAY 30, 2023

Sales support: support is a broad category that includes training, workflows, escalation, feedback, and tactical support (e.g., your customer wants to modify the terms and conditions of your deal, and you need management guidance/approval). set the budget early to disqualify poor candidates), set general and specific sales goals (i.e.,

Sales Enablement 52

Sales Enablement Top of Funnel Outsourcing Services Sales Qualified Lead 52

Igniting Sales Transformation

SEPTEMBER 5, 2018

For those women just starting out in sales or for those women who’ve not considered a career in selling, I started off by asking Mandy how she got started in a career in sales. Other questions we tackled: Being a woman of color in sales – have there been specific challenges that you’ve faced? What about the opportunities?

Sales Leadership 86

Sales Leadership Microsoft Margin Face-to-face 86

Your Sales Management Guru

JANUARY 24, 2011

The Importance of Sales Management in a Recovering Economy. We have met with Sales Leaders from around the world, lead workshops, presented keynotes and developed new long term relationships with our client base. I have also noticed an uptick in my own prospects and business opportunities. Acumen Management Group Ltd.

Sales Management 65

Sales Management Hiring Compensation Margin 65

Partners in Excellence

SEPTEMBER 26, 2022

When our pipelines aren’t full, and our managers are harassing us, we cast a wider net. As a result, we fill our pipelines with marginal prospects–wishful thinking on our part, but people that have very low likelihood of ever needing our solutions. Consider focusing on disqualifying! And you’re skeptical!

Ideal Customer Profile 68

Ideal Customer Profile BANT Pipeline Margin 68

Cincom Smart Selling

FEBRUARY 16, 2018

Today, corporate sales management is more focused on how best to enable a selling process that both serves the customer effectively and delivers more revenue and higher margins. The individual hiring decisions and talent appraisals for sales-position candidates are being made at the local level by local managers.

Hiring 48

Hiring Margin Proposal Penetration 48

Anthony Cole Training

JANUARY 14, 2015

I just read the following blog post by Dave Kurlan and I immediately asked for his permission to repost it here. He started blogging when blogging wasn''t cool. I''ve read Dave''s blog post over the years and this may be his best ever; if not, then certainly in the top ten. Would you like to start blogging?

Face-to-face 120

Face-to-face Twitter Social Selling Hiring 120

Hubspot Sales

AUGUST 23, 2022

In a HelloSign study of 1000+ small and medium businesses , leaders were split when asked which areas of the sales cycle were the top priority for improvement in 2022. Prospecting 34.75%. Pitching to prospects 35.50%. Following up cold prospects 33.25%. Sales Demo Tools. Product demos 33.50%. Similarly, reply.io

Data 86

Data Lead Rank Hubspot Top of Funnel 86

Jeffrey Gitomer

APRIL 21, 2011

It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. And maybe the prospect feels that’s none of your business. This is a 100% price driven sale. Low margin. Good start.

Hiring 335

Hiring Social Media Loyalty Commission 335

Your Sales Management Guru

JUNE 9, 2013

In this blog I wanted to give you some specific tactics to deploy immediately to assist you during the typical summer slow times, while I always consider that an excuse, there are proven sales leadership actions you can take now that will make a difference in your cash flow this summer. Sixth, manage the process.

Quota 104

Quota Microsoft Margin Hotels 104

The Pipeline

MARCH 2, 2012

As with all things worth doing in sales, there is some work involved, despite what some soothsayers will tell you, there is no silver bullet in sales. Much easier to show value to a customer than to a prospect. As a sales person you should be able to take what you know from existing clients, and apply them to new prospects.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. 1. Jeb Blount (Sales Gravy). The SalesPOP!

Channels 187

Channels Face-to-face Video Hubspot 187

Your Sales Management Guru

OCTOBER 20, 2014

If you are unfamiliar with this concept essentially the client generates a list of all their customers showing total combined revenues and margin over a recent 3 or 5 year period. This exercise can be valuable for many reasons that impact sales, marketing and operations. Blog: www.YourSalesManagementGuru.com.

Demographics 84

Demographics Analysis Margin System 84

Pointclear

JUNE 4, 2013

You can read more from Jonathan over at his award winning blog The JF Blogit , which attracts thousands of visitors every day, and of course you will constantly find fresh resources on Top Sales World. Jonathan is Senior Partner for Jonathan Farrington Associates and CEO of Top Sales World, based in Paris and London.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

SBI

OCTOBER 10, 2019

And have you made that strategy easy for your salespeople to learn, and for sales managers to coach? Define your customer segments, value proposition, and sales strategy. Train your sales managers and make sure that they can coach well. GEORGE: Over the last decade, vendors released hundreds of sales tools.

Competition 99

Competition Hiring How To Sales Enablement 99

Anthony Cole Training

FEBRUARY 14, 2012

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 169

Hiring Ideal Customer Profile Webinar Metrics eBook 169

Anthony Iannarino

JULY 11, 2019

When you miss your sales forecast or goal, there is almost always a deal or two (or three) that pushed, prospects that didn’t sign the contract by the end of the quarter. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. Every Commitment Pushed. Meetings get pushed. Forecasting Deals.

Forecasting 92

Forecasting Proposal Sales Forecasts Cancellation 92

Anthony Cole Training

DECEMBER 13, 2011

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Coaching 168

Coaching Hiring Ideal Customer Profile Webinar Metrics 168

Vengreso

NOVEMBER 16, 2022

The key to improving sales productivity is identifying where you can streamline processes and reduce time spent on low-priority tasks to have more time for essential activities like lead generation and sales funnel development. Take writing cold emails or sales messages for sales prospecting as an example.

Outsourcing Services 59

Outsourcing Services Top of Funnel Ideal Customer Profile Hiring 59

Anthony Cole Training

APRIL 15, 2011

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 174

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 174

Corporate Visions

JULY 2, 2020

The second wave of sales enablement, moving up and to the right, is what we call the Territory Planning wave. Programs in this wave are based on the sales managers’ decisions about what their teams and territories need to make quota. The Second Wave: Territory Plans.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

Anthony Cole Training

APRIL 18, 2011

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 175

Hiring Ideal Customer Profile Webinar Metrics eBook 175

Anthony Cole Training

JULY 28, 2010

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 136

Hiring Buying Cycle Ideal Customer Profile Margin 136

The Pipeline

APRIL 8, 2011

Similarly in the market world, you have to entice a clientele base by promoting heavily without really striving for a high profit margin. Promote sales, throw out freebies, offer free shipping for certain orders. A Random Walk Up Sales Street. Prospecting. Random Walk Down Sales Street. Sales Bloggers Union.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

Sales Hacker

JULY 15, 2021

Imagine this: you have a thoroughly vetted list of prospects. The prospects soak up everything your marketing team has to say. When marketing hands over the leads to the sales team , they have a field day and close most of them because they are highly qualified. If your ads don’t resonate with prospects, you must improve them.

Account Based Marketing 107

Account Based Marketing Top of Funnel ROI Cost Per Click 107

Anthony Cole Training

FEBRUARY 24, 2012

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 137

Hiring Ideal Customer Profile Sales Coaching Coaching 137

Your Sales Management Guru

MARCH 19, 2012

Sales Leadership and Management in a Recovering Economy. More importantly what are you doing to lead and manage your organization and prepare of better times? In today’s economic times, the companies most likely to thrive are those that invest time in scrutinizing their strategic sales-management plans.

Sales Leadership 70

Sales Leadership Cost per Lead Face-to-face Margin 70

Braveheart Sales

MAY 4, 2021

If you want a surefire way to kill your margins, then go ahead and hire the wrong salesperson, and let them waste your leads, frustrate everyone on the team and drive you nuts, while asking for discounts at every opportunity. They feel like having a warm body is better than no body. It’s not true. You’ve Weathered the Pandemic Storm.

Hiring 52

Hiring Margin Discount Sales Qualified Lead 52

Tony Hughes

FEBRUARY 21, 2018

You could call 50 prospects and get nothing from it - just going through the motions. You can use Predictive Intelligence to suss out whom you should prospect next with your auto-dialer featuring local presence (area codes for the area) and optimal time of day. WIGS (Wildly Important Goals). Sad state of affairs!

Top of Funnel 86

Top of Funnel Lead Rank Lead Scoring Distribution 86

Apptivo

JULY 11, 2023

Accurate sales predictions, like cracking open a cookie to uncover a secret message, reveal the road to setting attainable targets, making educated budgeting decisions, finding promising prospects, and, eventually, maximizing income.

Sales Forecasts 40

Sales Forecasts Forecasting Trends Top of Funnel 40

No More Cold Calling

JULY 2, 2015

Your profit margins will be squeezed. Likewise, in most sales organizations, reps don’t get to say no to business. But with the right prospecting strategy, sales leaders can help their teams get only Ideal Clients into the sales pipeline. No other sales or marketing strategy comes close to these results.

Referrals 120

Referrals Ideal Customer Profile Engineering Energy 120

Anthony Iannarino

OCTOBER 20, 2019

When you work in an industry that is—or is being—commoditized, having a lot of competition means lower prices and thinner margins. In some large number of the 4,100+ blog posts I have written, I have referred to this idea as “ chops ,” “ business acumen ,” and “ situational knowledge.” Learn how to sell without a sales manager.

Competition 57

Competition Lead Rank eBook Lead Scoring 57

SBI

MARCH 25, 2014

Michael is the Executive Editor of Rapid Learning Institute and thought leader for the Top Sales Dog blog. He is a nationally recognized authority on selling and has written hundreds of articles and training programs for sales reps and sales managers. Connect with Michael via Twitter @TopSalesDog.

Research 134

Research Buyer Scale Hiring 134

Pipeliner

FEBRUARY 26, 2018

I’m actually quite receptive to sales calls—but with one caveat, as you’ll see. If you do call me or call on me, you might end up as market research or in a blog post, be it good, bad or ugly. It was for a product I was only marginally interested in learning about, for the use of one of my clients. Showing up late is rude.

Margin 53

Margin Social Media Call-back Up-Sell 53