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SEPTEMBER 5, 2013

Top sellers and sales leaders have always appreciated predictability such as specific dates on the calendar for annual planning, quarterly planning, coaching sessions, and reviews. We will have more on coaching in a future post. How can sales grow based on these ideas? Don’t cancel them.

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

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APRIL 11, 2014

She talked about the need for more regular coaching by managers to reps. Coaching should be scheduled, not just reacted to when something goes wrong or a rep is heard saying the wrong things. Coaching should be done more in sales teams and sales reps should expect that time to think, assess, and grow.

Inside Sales 209

Inside Sales Webinar Metrics Social Selling Conference 209

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JUNE 30, 2014

Train and coach frontline sales leaders. Studies show this is the best place to invest in training with follow-up coaching for reinforcement. Do you have a well thought out process? Conduct assessments to find reps consistent to what it takes to succeed in sales at your company. Assess everyone through metrics and conversations.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

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JUNE 30, 2013

I’ll let Dave tell it in his own words – he shared this with me last week: While working on my prospecting today, I decided to take advantage of a training perk my company offers and signed up for a 30 minute 1 on 1 with our sales coach, Lori Richardson. . You might be surprised what you find……. You will too. Thanks, Dave!

Lead Rank 195

Lead Rank Lead Scoring Sales Qualified Lead Sales Coaching 195

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JULY 23, 2013

Training with reinforcement, such as follow-up coaching, yields more revenue to your company in the form of better trained sellers, more client retention, and longer employee tenure. Studies vary with increases in success with coaching to be up to an 88% increase in revenues. Quota Attainment is Declining.

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

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AUGUST 30, 2012

Mike, known as the New Sales Coach, is one of the friendliest and most helpful pros I know in our field of training and coaching so it’s no wonder that his book would be so enjoyable to read. Until I read his book, I didn’t know how he had replicated success over and over for different organizations. But there is hope.

Prospecting 173

Prospecting Hiring Sports Cold Calling 173

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OCTOBER 29, 2014

I’d met with my contact who loved the results of our program for them and he’d coached me with an overview of the company and all the players in hopes that we could roll it out nationally. My “internal coach” did not make eye contact. I sensed a problem, but continued.

Ideal Customer Profile 214

Ideal Customer Profile Twitter Inside Sales Sales 214

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FEBRUARY 2, 2015

The TV ratings are huge, but in addition there were thousands and thousands of pieces of content about the players, coaches, and fans. Not until the human players played, and the human coaches called plays that the result was on the field with the New England Patriots winning at the very end. 2) Predictions are Just Predictions.

Prospecting 120

Prospecting Lead Rank Lead Scoring Ideal Customer Profile 120

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JUNE 18, 2012

I would talk about how all pros have coaches, and explain some of the various coaches each pro from the most recent US Open. Use power words. When possible, in e-mail messages, tweets, and voice mail messages, replace one word for another more powerful word.

Customer 225

Customer Proposal Buyer Coaching 225

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SEPTEMBER 3, 2012

Just like professional sports, there are jobs on the line for sales leaders (coaches) and individual contributors (players) if they don’t hit promised and forecasted numbers. The idea of working with a sales coach, for example, is one way to get new eyes on a set of old data and often can help move deals forward.

Sports 208

Sports B2B Distribution Commission 208

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JULY 17, 2013

Video for sales training and coaching is a given. Anthony Iannarino – B2B sales coach and consultant, The Sales Coach Blog. This is the idea that video is the next best thing to being in person, so should be incorporated more into interaction with prospects and clients. Sales managers should hire learners, not students.

Hiring 192

Hiring B2B Video Lead Rank 192

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AUGUST 30, 2012

Mike, known as the New Sales Coach, is one of the friendliest and most helpful pros I know in our field of training and coaching so it’s no wonder that his book would be so enjoyable to read. Until I read his book, I didn’t know how he had replicated success over and over for different organizations. But there is hope.

Prospecting 146

Prospecting Hiring Sports Cold Calling 146

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OCTOBER 28, 2013

I got into a $500K deal once simply by talking with a sales rep from the prospective company who became my internal coach there and guided me through their crazy internal politics. I have also been a coach to other vendors at companies I was in a sales role with.

Inside Sales 201

Inside Sales Call-back Lead Rank Lead Scoring 201

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FEBRUARY 28, 2014

I was at one of my clients’ offices this week, Granite LLC , coaching sales team members and meeting with sales leaders – and heard about the massive undertaking that will be happening on Monday. Salespeople love a great sales pitch. I heard one, couldn’t resist seeing if I could be involved, and offered to participate too.

Ideal Customer Profile 325

Ideal Customer Profile Lead Rank Lead Scoring Fashion 325

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SEPTEMBER 5, 2012

Mentorship is different from coaching – we’ll be talking more about that in an upcoming post. Most mentors say they get more out of a relationship like this than they feel they put into it. Find ways to be of value. Whenever I can re-tweet something or recommend someone I see as a mentor, I am quick to do it.

How To 284

How To B2B Intent Inside Sales 284

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JANUARY 29, 2015

I have been coaching and training women in inside and outside sales for over 20 years. The other point brought up is that sales reps are all men. It says, “People all too often believe that sales is a 100% male profession.” ” OK, WHO says or believes that? You can’t tell me otherwise – salespeople ROCK.

Webinar Metrics 120

Webinar Metrics Ideal Customer Profile Hubspot Buyer 120

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MAY 31, 2012

Many aspects of planning and creating an environment for sales accomplishment come from non-judgmental, regularly scheduled sales coaching. Studies from several training research organizations show that when coaching follows training, on an ongoing basis, bigger gains happen. It is very simple.

Sales Coaching 200

Sales Coaching Coaching Lead Rank Retention 200

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OCTOBER 2, 2012

My co-presenter, sales coach Lynn Hidy from B2B Camp last week added 10 tips, author Robert Terson , Alan from Sales HeartBeat , and business writer M. Sharon Baker each offered one, and business coach Carolyn Coradeschi sent 10 more. Based on great input, here are 25 MORE ideas to add to the 50 Ideas posted yesterday.

Ideal Customer Profile 195

Ideal Customer Profile Revenue Buyer Persona ACT 195

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JUNE 29, 2012

Sales leadership is a role much like the coach or manager of a professional sports team. They onboarded new reps efficiently and effectively, offering them regular coaching on process, skills, and knowledge once their initial training was over. Sales Benchmark Index says that the average tenure of a Chief Sales Officer is 19 months.

Pipeline 183

Pipeline Hiring Lead Rank Lead Scoring 183

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APRIL 3, 2013

This is basic information and, unfortunately, our team runs into these issues nearly every day as we coach and train front line sales professionals. Three pet peeves of mine, and perhaps yours, have inflicted the world of communication in selling: Spelling errors. Grammatical errors. Incorrect word choices and improper word usage.

Face-to-face 238

Face-to-face Social Media Travel Outbound 238

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NOVEMBER 1, 2012

Athletes have practices and work with coaches every day, often in the off-season, to focus on the task at hand, which is for them hitting the ball, or shooting the puck, or connecting on passes. Craft a “60 Day Focus Plan” This plan helps you or your team stay on point with what needs to be done, namely revenue generation.

Outbound 216

Outbound Influencer Revenue Lead Management 216

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OCTOBER 19, 2012

As a seller and someone who trains and coaching sellers, I’ve always liked LinkedIn and was an early adopter. LinkedIn is the darling of the B2B selling world right now, for a number of reasons. In fact, this month marks my 9th year as a LinkedIn member – October, 2003.

LinkedIn 211

LinkedIn Resources Networking Hubspot 211

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JUNE 9, 2014

I was on the road last week coaching sales reps and one of the reps I talked to said to me, “C’mon, you gotta be a little crazy to do what we do all day, every day.” ” He’s right. Selling is hard, but selling is also art and science.

Ideal Customer Profile 204

Ideal Customer Profile Sports Twitter Inside Sales 204

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SEPTEMBER 27, 2013

Are sales reps and account managers coached on effective listening skills so that prospects and customers really feel heard? Here are 4 areas to think about in ease of doing business: In things as simple as how you can be reached, do you give people options like phone, email, or LinkedIn?

Retention 254

Retention Company Customer Lead Rank 254

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AUGUST 27, 2012

Strategize with your own coach, manager, or team on what might move things forward and on what you must not do. Sometimes your main contact won’t tell you everything, and sometimes they just don’t know everything. By getting a different internal perspective it can add to your understanding of the scenario.

B2B 213

B2B Top of Funnel Closing Proposal 213

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MAY 20, 2013

This idea has impacted me and hundreds of individual contributors making calls from that day forward whom I’ve had the pleasure to train and coach. I don’t even know where it came from. It is about the idea of building trust. Some sellers call and call and don’t leave voice mail.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

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OCTOBER 6, 2014

A couple of years ago, a sales manager I was coaching had labeled one of the sales reps on his team as “incapable of closing a deal”. On the other hand it is fun to put people in boxes and it seems easier if we can just group and label everyone. Isn’t that more efficient? But It Does Not Work.

Opportunity 194

Opportunity Lead Rank Lead Scoring Ideal Customer Profile 194

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JULY 6, 2012

They work with a coach to correct their swing or their throw, or their shot. Even athletes miss some balls – sometimes lots of balls – or they miss the net and the game is lost. What do great, professional athletes do? They shake it off, and start fresh for the next game. They play harder. They can’t afford to.

How To 208

How To Sports B2B Study 208

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NOVEMBER 6, 2012

” He also said that his coach, Bill Belichik expects everyone to do their part on the practice field. You can’t disregard the similarities of high-stakes, professional sales and players on athletic teams. Brady said, “You have to be ready – everyone is counting on you. On success, Brady says -.

Outbound 208

Outbound Influencer Sales Leadership Lead Management 208

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OCTOBER 20, 2014

If you are a sales leader, do you know everything there is to know about inspiring others, communicating well, leading, and coaching? Gain Skills: What do you need to learn to do your job better or to close more business? Set a plan to learn a specific skill or skill set by a certain date.

Ideal Customer Profile 209

Ideal Customer Profile Lead Rank Lead Scoring Sales Methodology 209

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OCTOBER 4, 2013

For purposes of this discussion, sales enablement is developing strategy, creating assets, reporting, training, measurement, analysis, coaching, cross-functional involvement, and on-boarding. But who was ever charged with a focus on growing sales, other than the sales leader?

Sales Enablement 219

Sales Enablement Hiring Survey Lead Rank 219

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DECEMBER 17, 2012

If you have an internal coach or inside information, still lead with the fact that it is extremely likely your service will do x, y, and z for them. Never convey that you know your service will help – use “it seems like” or “it’s possible that….” Remove many of the “I’s” and “we’s” to focus more on the “you’s” and “your”.

Outbound 179

Outbound Lead Rank Lead Scoring Outside Sales 179

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AUGUST 10, 2012

Hard work, great focus on detail, and coaching with Bob Kersee. She had competed in 2004, winning Silver, and 2008, also winning Silver. While she was appreciative to be able to medal, she was not done until she reached her goal of the Gold medal. How did she do it? Felix is the only woman to run under 22 seconds in the world.

Sports 201

Sports Territories Outbound Engineering 201

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JULY 8, 2013

I am a sales success coach and trainer – what I will do is help you break down the barriers that you may not be aware of within your working environment that may hurt your success. Note: I am not a therapist or doctor so won’t speak to that).

Inside Sales 218

Inside Sales Lead Rank Lead Scoring Distribution 218

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DECEMBER 17, 2013

On the other hand, if you don’t pick up the phone and call administrative assistants, and internal coaches at prospective companies, and c-level contacts, you WON’T. I promise you that if you have a valuable offering and you ARE out there engaging with probable prospective buyers, you will find interest every day or almost every day.

Inside Sales 203

Inside Sales Lead Rank Lead Scoring Buyer 203

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FEBRUARY 25, 2013

If you don’t have someone close to you to help with this, hire a coach. One tip is to find people close to you in business who will listen to your voice mail message or read your e-mail message and offer you feedback on whether they see value in your messaging.

Inside Sales 227

Inside Sales Lead Rank Lead Scoring Hiring 227

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SEPTEMBER 16, 2013

Talking through the differences can be helpful – you might want a coach to help with that. You have a great sales career and no travel (or very little in some cases). You have a Monday through Friday position and a lot less variables up in the air.

Inside Sales 182

Inside Sales Face-to-face Travel Outside Sales 182