Allego

JULY 9, 2020

Sales productivity has never been more important, yet sales teams today face tougher obstacles than ever as the current crisis makes most in-person interactions impossible. Almost 90 percent of sales have moved to a remote model since the pandemic began, according to McKinsey. Managing Virtual Teams in a Changing World.

Hiring 159

Hiring Training Scale Sales Enablement 159

Partners in Excellence

FEBRUARY 3, 2012

Sales management is one of the toughest jobs around—particularly that of the first line sales manager. Fundamentally, our job is to maximize the performance of our sales teams–both tactically and strategically. I read a post, How the VP of Sales can Inspire their Sales Team with 4 Simple Habits.

Maximizer 91

Maximizer Sales Management Buying Cycle Sales 91

Membrain

OCTOBER 17, 2021

We struggle to get in front of customers, to find opportunities, to nurture them through the buying cycle, and, ultimately, to win. Yet, the majority of those complex buying opportunities end in “No Decision Made.”.

Buying Cycle 136

Buying Cycle Customer Opportunity Sales Management 136

Allego

MAY 17, 2023

As the pressure for sales teams to succeed increases, so too does the need for sales leaders to develop their sellers’ skills and potential. First, many sales leaders rely on an outdated sales leadership approach. In fact, 76% of sales leaders have too many demands on their time, Brandon Hall Group research shows.

Positioning 113

Positioning Hiring Strategy Scale 113

SBI Growth

OCTOBER 4, 2013

This blog addresses how sales reps can ensure their quota is realistic and attainable. Many sales reps are forced to accept a quota that is neither. Over 65% of Sales Goals are driven by Executive and Corporate expectations. If their projections are unrealistic, so are the sales reps’ quotas. Bottom-Up Quota Setting.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Understanding the Sales Force

APRIL 15, 2013

Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. OMG identifies weaknesses on its Sales Candidate Assessments that predict why someone who has all the greatest personality traits could be expected to fail. I guarantee that 74% of them will suck at sales too!

Research 291

Research Insurance Insurance Face-to-face 291

Anthony Cole Training

JUNE 11, 2013

Over the years, I have found some very common responses to our sales and sales management training programs. Our standard operating procedure of beginning our work with a client is to evaluate their sales organization. But the people we''re working with, sales people, are in the same exact business – SELLING.

Buying Cycle 191

Buying Cycle Education Objections Insurance 191

Hubspot Sales

DECEMBER 16, 2020

From the sales floor to the makeshift home office set up, salespeople of all kinds in all industries have faced a myriad of challenges and roadblocks this year. Mintis Hankerson is a Senior Sales Manager at HubSpot. For Mintis, 2020 has been all about balancing empathy with sales achievement.

Real Estate 134

Real Estate Face-to-face Forecasting Hubspot 134

Sales and Marketing Management

MARCH 8, 2020

There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI AI is the future of all sales, but it hasn’t gone from 0-1 yet in the B2B space,” says George Kocher, CEO of Brand North, a digital marketing and growth consultant. CRM will become more predictive.?AI

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

Zoominfo

SEPTEMBER 10, 2020

You might not think that automatic sales dialers have that much to offer you. What Is A Sales Dialer? A sales dialer is pretty much what it sounds like: technology that automatically dials numbers for salespeople. You’re a sales representative. Here’s where the sales dialer comes in. You have hundreds.

Closing 130

Closing Call-back How To Outbound 130

SBI

JUNE 28, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Hiring 86

Hiring Lead Rank Lead Scoring Scale 86

Gong.io

SEPTEMBER 3, 2020

No one said sales was fair. Because the questions sales leaders had all-but-written-off as impossible to answer. And some sales leaders (1000 of them, give or take) are already getting ahead. That spells the end of improvised sales processes. That means turning your teams into a sales powerhouse. . It’s in Gong.

Buying Cycle 143

Buying Cycle Competition Follow-up Sales 143

Understanding the Sales Force

FEBRUARY 19, 2013

Understanding the Sales Force by Dave Kurlan The single question that salespeople ask more than any other is, "When I'm with purchasing, they don't seem to have a compelling reason to buy and don't care about our value add. Why are their sales managers, VP's, Presidents and CEO's content to allow the bus rides to continue?

Transportation 247

Transportation Buying Cycle Decision Maker Comparison 247

The Sales Hunter

JULY 30, 2019

Here’s a simple fact: you can’t close a sale until you have someone to sell to. Yes, I know that is the exact opposite of what many sales managers say. You won’t know if your process works unless you’ve executed it for a period of time that is twice the length of your average buying cycle.

Prospecting 210

Prospecting Sales Qualified Lead Social Media Lead Rank 210

The Pipeline

JUNE 30, 2016

In sales, we must continue to touch-base or follow-up as it’s also known to stay in the game of sales. You sales rep couldn’t touch base either in the right manner or failed to follow-up enough. . An effective follow-up strategy gets a sales deal out of the black hole and back on into the light (the sales process).

Follow-up 189

Follow-up ACT Up-Sell Sales Qualified Lead 189

Partners in Excellence

MAY 27, 2020

The deals may be positioned in sales stages, with subtotals for the total value of the deals in each stage, and the total value of the deals in the pipeline. Then each manager reviews the pipeline. ” The sales person or manager gives an update about the deal, usually talking about what has happened.

Pipeline 101

Pipeline Buying Cycle Face-to-face Sales Cycle 101

Understanding the Sales Force

JANUARY 22, 2012

Understanding the Sales Force by Dave Kurlan If you have been reading my Blog for a while you know that there is more to selling than just utilizing skills to execute the sales process, sales model, and sales methodology. Non Supportive Buy Cycle (causes them to empathize with stalls, put-offs and objections).

Buying Cycle 192

Buying Cycle Sales Methodology Incentives Incentive 192

SalesLoft

OCTOBER 5, 2022

Every sales team has that legendary sales rep. Don’t worry, there is plenty of truth behind the need for a sales engagement platform. What is a Sales Engagement Platform? What is a Sales Engagement Platform? How is Sales Engagement Software Different from Sales Enablement? Learn more.

Lead Rank 52

Lead Rank Lead Scoring Buying Cycle Forecasting 52

SBI Growth

OCTOBER 29, 2012

This post will help you test a redesigned sales compensation plan to ensure cultural fit. Plus, you’ll find advice on compatibility with other sales effectiveness drivers. Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. HR even brought in an expert compensation firm. What can be done?

Compensation 253

Compensation Hiring Incentives Incentive 253

SalesLoft

JANUARY 8, 2020

Have you critiqued your sales process lately? According to Craig Rosenberg, co-founder and chief analyst at TOPO, “of best-in-class sales organizations, two-thirds had well-defined sales processes.”. Consider that almost half the organizations surveyed in that study were not doing the sales process well.

Sales Process 52

Sales Process Report Buying Cycle Scale 52

Anthony Cole Training

JULY 28, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 136

Hiring Buying Cycle Ideal Customer Profile Margin 136

Understanding the Sales Force

APRIL 17, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. This is known throughout the selling universe but sales people still suck at this. Non-Supportive Buy Cycle (the way that salespeople buy things doesn''t support ideal sales outcomes). How come?".

Decision Maker 268

Decision Maker Consultative Selling Buying Cycle Proposal 268

Pipeliner

DECEMBER 13, 2022

Sales is a function that has always been associated with low efficiency. Some standard workplace automation tools include: Lead generation software: This software allows sales agents to manage leads easily by automating tasks such as data entry and email communication with potential customers. A McKinsey and Co.

Sales Cycle 52

Sales Cycle Outsourcing Services Lead Generation Scale 52

Partners in Excellence

JULY 18, 2019

The reason I want you to walk through this is to help you think about what I think is the biggest challenge facing sales leaders in maximizing the performance of their organizations: Talent. As regular readers know, each sales person we hire is a multimillion dollar investment. The sales person’s territory is open for 3 months.

Hiring 76

Hiring Territories Buying Cycle Sales 76

Mindtickle

MAY 21, 2021

It might not come as a surprise that 57% of sales reps are expected to miss their quotas in 2021. Sellers often can’t explain why deals don’t work out, leaving your sales managers in the dark. Conversation intelligence solutions offer invaluable support to sales managers. Pre-qualification call.

Coaching 104

Coaching Conversion Sales Coaching Lead Rank 104

SBI Growth

SEPTEMBER 2, 2012

Sales Operations Leaders aren’t making data meaningful today. In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses: Conducted internal win/loss debrief on large opportunities. The objective of the interview is to map a customer buying process.

Data 267

Data Analysis Sales Operations Buying Cycle 267

Score More Sales

NOVEMBER 14, 2014

Many sales reps and sales managers commented and shared about the previous post on How Salespeople Goof Up on LinkedIn so we were compelled to share more ideas to help sellers do better. First, I wanted to share that our blog is up for an AWARD – as one of the top Sales Blogs at Top Sales World.

LinkedIn 247

LinkedIn Referrals Buying Cycle Up-Sell 247

SalesLoft

NOVEMBER 17, 2020

Today’s top-performing sales reps use data, intelligence, and productivity tools 30% more than average performers. Whether you need to gain visibility into pipeline activity, manage deals, or decrease rep ramp time, Sales Engagement tools can help you improve efficiency, leading to sustained growth and profitability.

Top of Funnel 105

Top of Funnel Lead Rank Lead Scoring Buyer Persona 105

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. Sales Productivity Tools. HubSpot Sales Platform. Gamifier makes sales performance fun.

Tools 108

Tools Closing Territories Hubspot 108

Partners in Excellence

NOVEMBER 24, 2014

I worry, sometimes, that we take the process of hiring, onboarding, coaching, developing and managing the performance of sales people too casually. Too often, managers tend to treat sales people as commodities. The average tenure of a sales manager is 19 months. 58% of reps make quota (CSO Insights).

Hiring 112

Hiring Churn Buying Cycle Quota 112

Customer Centric Selling

FEBRUARY 15, 2017

Sales Tips: Quantity vs. Quality and Making Sales Numbers. At the start of my sales career my manager set targets for me for how many calls per week to make, how many proposals per month to issue, the number of cold prospecting calls that should be made each week, etc. As a sales manager I noticed something curious….

Pipeline 64

Pipeline Buying Cycle Quota Call-back 64

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Avoid Death by Presentation By John Holland, Chief Content Officer, CustomerCentric Selling®. Buyers despise "spray and pray" sales calls. Reciting a list of features to buyers who don't fully understand them, nor know if they're needed is a barbaric way to try to start buying cycles at any level.

Buying Cycle 80

Buying Cycle Buyer Sales Sales Forecasts 80

Hubspot Sales

JUNE 17, 2020

According to LinkedIn’s 2020 State of Sales Report , buyers are becoming increasingly less responsive, with 44% of salespeople reporting a decrease in responsiveness to outreach. This research also indicates sales cycles are increasing, with 44% of salespeople saying their customers buying cycles have increased.

Report 113

Report Microsoft Hubspot Data 113

Allego

JUNE 28, 2022

Today’s sales managers face tremendous pressure to achieve ambitious targets. Now more than ever, you need to up your game to increase sales performance. But choosing which sales metrics to measure can be tough. 6 Sales Performance Metrics to Track. Sales Lead Quality. Sales Call Quality.

Ideal Customer Profile 62

Ideal Customer Profile How To Top of Funnel Lead Rank 62

SalesforLife

APRIL 13, 2018

Who is the “right” sales talent in today’s business environment? The modern buyer is drastically different and the buying cycle has changed significantly as well. As buyer expectations and demands shift, sales professionals must master new sales methodologies such as social selling and digital selling in order to keep up.

Sales Talent 69

Sales Talent Buyer Buying Cycle Sales Methodology 69

Jonathan Farrington

JUNE 10, 2013

Recently, I made the point that the role of sales management – dare I say “sales leadership” – is now pivotal in the success of every organization and yet, it is becoming clear that around 80% of managers are unqualified to fulfil the role that is being asked of them. Needs to win battles (Individual sales).

Sales Management 47

Sales Management Promotion Influencer Sales Leadership 47

Partners in Excellence

NOVEMBER 2, 2020

“All sales problems are pipeline problems, and all pipeline problems are prospecting problems…… ” I was having a conversation with a really smart person. But I’m uncomfortable with this, I wish diagnosing sales performance issues could be that easy. We carefully looked at our sales cycles.

Pipeline 85

Pipeline Ideal Customer Profile Top of Funnel Hiring 85