Steven Rosen

FEBRUARY 22, 2022

Sales is a team sport and like in any sport, a sales team without a great coach is a team that will never win, regardless of the talent and skill of its individual members. Effective sales coaching is about helping your salespeople get better at what they do. Who, exactly, seeks out a coach?

Sales Coaching 177

Sales Coaching Coaching Sports Motivation 177

Janek Performance Group

NOVEMBER 15, 2023

For football, basketball, and sales teams, superstars will always be in high demand. For sales leaders, the challenge is twofold: finding top sales talent and coaching high performers to expand their capabilities. The Definition of a Sales Superstar By definition, superstars are rare. This is the wrong question.

Coaching 62

Coaching Hiring Strategy Construction 62

MTD Sales Training

JULY 17, 2017

If ever there was a key skill that you need to study and improve upon it’s asking the right sales questions. So now you can construct some questions around this: How many faxes does your company send in an average month? Construct your questions in this way and it will really help you. I hope you get the picture?

Construction 181

Construction Engineering Software Software 181

BuzzBoard

MARCH 13, 2024

Accurate profiles not only streamline the sales process but also assist in effectively comprehending and delivering to your target audience. Knowledge of this information can be instrumental in improving the timing and relevance of your sales outreach – it’s about being proactive, not reactive.

Ideal Customer Profile 52

Ideal Customer Profile Small Business Small Business Buyer Persona 52

Outside Sales Talk

NOVEMBER 9, 2022

Paul Reilly is a speaker, sales trainer, and author of the book Selling Through Tough Times: Grow Your Profits and Mental Resilience Through Any Downturn. He is also the host of The Q and A Sales Podcast. . Paul’s first sales job was in high school selling car washes. More From the Guest. Linkedin: [link] . .

Outside Sales 52

Outside Sales Face-to-face Construction Lead Rank 52

Zoominfo

APRIL 6, 2021

Marketers and sales reps can automate email campaigns, sales plays, meetings, and much more. When it comes to winning more business, arming marketing and sales teams with data and insights about their target markets is the ultimate competitive advantage. How to use Workflows in 3 easy steps 1.

Ideal Customer Profile 130

Ideal Customer Profile Data Hiring Construction 130

Janek Performance Group

MARCH 12, 2024

Sales executives and sales managers would agree that their sales teams need ongoing training, coaching and support to get to the top of the game and stay there. In a fiercely-competitive market, your sales reps should challenge themselves to learn more, achieve greater results and embrace new strategies.

Outsourcing Services 62

Outsourcing Services Training Hiring Workbooks 62

The Pipeline

MAY 13, 2013

Two things happened this past week or 10 days that led to this week’s Sales eXchange being a bit different than the usual, and isn’t that what we always strive to be in sales. First is the fact that this is the 200th Sales eXchange post, and while I had given it much thought, someone asked if I will be marking the fact in any way.

Construction 267

Construction Software Software Sales Leadership 267

Hubspot Sales

NOVEMBER 24, 2020

It might require some insight, expertise, and materials beyond a conventional sales org's reach. A deal desk is essentially a sales-supporting brain trust. Again, you might include stakeholders from departments like sales, legal, product, and finance. A well-constructed, active deal desk can be a major asset to your sales org.

Closing 135

Closing Discount Construction Negotiation 135

Understanding the Sales Force

JULY 10, 2023

And next year, after construction to the property will require a reinstall, I will call one of their competitors. I used to be able to simply go online and schedule a technician and now they have me jumping through hoops just to get someone here. Lesson: When you have legit competition and you suck, nobody is coming back.

Customer 156

Customer Wireless Customer Service Call-back 156

MTD Sales Training

DECEMBER 7, 2017

Here are 33 tips and techniques that I believe will help every salesperson to improve their overall sales figures and create more motivation and drive. If you get a sale, learn what went right so you can repeat it and improve it. If you lose a sale, learn what you can do differently, so you can improve it.

Buying Cycle 169

Buying Cycle Cold Calling Call-back Follow-up 169

Janek Performance Group

APRIL 21, 2023

Products and solutions have become more complex, buyers better informed, and this convergence has created a demand for highly skilled sales professionals, not just sales reps who know how to overcome objections and learned a few rebuttals. That definition could be included as part of the job description for a sales professional.

Construction 62

Construction Discount Distribution Sales 62

Zoominfo

MAY 17, 2018

Are your sales forecasts tied to reality? Is sales forecast accuracy more of a pipedream within your sales organization? Does the speed of your sales pipeline resemble molasses? In fact, less than half of all forecasted sales opportunities actually result in a sales win. Ditch the weighted sales pipeline.

Sales Forecasts 232

Sales Forecasts Forecasting Pipeline Scale 232

Janek Performance Group

APRIL 21, 2023

Products and solutions have become more complex, buyers better informed, and this convergence has created a demand for highly skilled sales professionals, not just sales reps who know how to overcome objections and learned a few rebuttals. That definition could be included as part of the job description for a sales professional.

Construction 62

Construction Discount Distribution Sales Management 62

Understanding the Sales Force

JULY 22, 2014

Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with! With all of that information about their past, how can you possibly gauge potential when hiring for your sales force? It''s all about potential. Findings Related to Potential.

Hiring 236

Hiring Decision Maker Construction Incentives 236

Hubspot Sales

AUGUST 24, 2020

The landscape of sales has shifted radically over the past decade or so. While phone calls, meetings, and other familiar sales staples still have a place in the field, digital sales tactics — techniques conducted through virtual channels — have emerged and started taking up some serious space. Leverage social media.

Social Media 124

Social Media Webinar Metrics Case Study How To 124

Understanding the Sales Force

JUNE 17, 2013

Understanding the Sales Force by Dave Kurlan A recent article in Columbus Business First discussed background checks and use of personality tests. Notice that they didn''t say that personality is the best insight into whether a person will succeed in sales. You also need a best-practices, sales recruiting process. Never will be.

Hiring 228

Hiring Construction Exact Groups 228

Product Management University

JULY 18, 2023

Does your product positioning need to be different than your sales narratives? The short and simple answer is no, but it’s highly dependent on how your product positioning is constructed. Here’s what I can tell you now that I train product marketing managers and sales/pre-salespeople.

Positioning 52

Positioning Construction Buyer Conversion 52

Apptivo

DECEMBER 25, 2022

How to nurture sales lead to conversion? The third and most crucial point is that warm leads have already done some research on the company and take relatively less time to respond favorably to sales efforts than cold leads, who need more time to be guided through the purchase process. How to nurture sales leads to conversion?

Sales Qualified Lead 98

Sales Qualified Lead Lead Rank Lead Scoring Conversion 98

Hubspot Sales

MAY 9, 2022

Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. Sales is an inherently competitive field. Let's dive in.

Lead Rank 98

Lead Rank Sales Qualified Lead Lead Scoring Leads 98

Hubspot Sales

FEBRUARY 2, 2021

And while their intentions are probably good, their behavior reads more as desperate and invasive than noble and constructive. The same principle applies to B2B sales. Sometimes, reps can be exceedingly helpful and friendly, and while that might be perfectly pleasant in theory, it can undermine their sales in practice.

Construction 134

Construction Objections Conversion B2B 134

Sales Management Plus -- SMP

DECEMBER 12, 2022

As the owner or operator of a wholesale distribution business, you’re always looking for new and innovative ways to increase sales and grow your business. By tailoring your marketing message specifically to these groups of people, you can more effectively reach your target audience and increase sales.

Marketing 52

Marketing Distribution Automotive Segment 52

Awarathon

SEPTEMBER 15, 2023

The same may be stated for a sales coach who employs effective coaching for sales approaches. Their guidance, support, knowledge, and approval support salespeople through each stage of the sales process. What does sales coaching entail and how does it work?

Coaching 52

Coaching Webinar Metrics Decision Maker Sales Coaching 52

Autoklose

FEBRUARY 26, 2024

Sales is challenging. Having proven rules to follow adds to predictability, which is of paramount importance to every high-performance sales development team. We’ve analyzed all that data and come up with these 10 tips for building and managing a high-performance sales development team. Table of Content 1. Scale Carefully 3.

Hiring 98

Hiring Top of Funnel Scale Campaigns 98

Zoominfo

JUNE 9, 2022

He didn’t want the client thinking that he was both the CEO and the frontline sales rep. Avail​​able wherever you listen to podcasts: Apple | Spotify | Website SAM BALTER Before ZoomInfo, what was your first experience in sales? What was your first real sales job? What was your first real sales job? It existed then.

Construction 130

Construction Up-Sell Exact Objections 130

Zoominfo

MARCH 4, 2021

Identify the decision makers and stakeholders of target accounts – Finding contacts who make the purchasing decisions can expedite the sales process. Build a lead nurture campaign – Not every lead that shows up on your radar will engage with your sales and marketing teams.

Lead Generation 100

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 100

Pipeliner

OCTOBER 18, 2023

Continuing our series on sales ethics, we now pose the question: when dealing with sales ethics—or ethics in any field, for that matter—should we operate on values or principles? One kind of preference, such as constructing a building or putting together a business, can extend over years. A sale will rarely take years.

Lead Rank 64

Lead Rank Lead Scoring Nonprofit Influencer 64

Partners in Excellence

MARCH 22, 2024

Why I’m Interested in Selling: An MBA finance professor of mine stood on the first day of class and said, “for any taking finance courses as a way to avoid selling I have news for you, every job is a sales job – get used to it.” I’d been in sales. I went back for an MBA to get away from sales. He was right.

Call-back 77

Call-back Construction Up-Sell Research 77

Pipeliner

DECEMBER 31, 2019

When erecting a building, between the vision and actual construction comes the architectural design, and the detailed plans. A building cannot be constructed unless the contractors know exactly what to do. The same is true for building a business or a sales team. Where does that begin? The Core Problem.

Scale 90

Scale Construction Real Estate Hiring 90

Mindtickle

OCTOBER 18, 2023

Find what you need, fast Copilot’s AI Search When searches require exact spelling or phrasing, it can become frustrating and a waste of time sifting through irrelevant search results. Reinforce those sales methodologies at scale to ensure your teams are executing deals consistently. Schedule a demo.

Scale 52

Scale Microsoft Collateral Face-to-face 52

Sales Hacker

MARCH 12, 2023

In sales, it’s only natural that we’re using email to set up calls, demos, and appointments. In fact, you could argue that the call to action is the metric for success in a sales email. Because a sales email is only completely successful if the prospect actually does what you asked them to do in the call to action. Sound good?

Examples 105

Examples Prospecting Decision Maker Call-back 105

PandaDoc

MARCH 1, 2023

If you’re a company that focuses on B2B sales, you’ll need to get closely familiar with the enterprise sales process for your business development. We’re going to cover all the ins and outs of enterprise sales in detail. What is enterprise sales? First, let’s look at a definition for enterprise sales.

Enterprise 52

Enterprise Enterprise Sales Process Closing 52

Distribution Pricing Journal

AUGUST 23, 2023

It’s a popular technique in the distribution industry, used to provide added value to the customers and boost sales volume. Customers save time and you increase your sales. Some distributors work with auto repair chains on bundled promotions to foster sales all the way down to the driver.

Lead Rank 52

Lead Rank Lead Scoring Automotive Distribution 52

Allego

JUNE 20, 2019

Yet when it comes to preparing sales reps for customer objections, that’s exactly what many managers tacitly say: “I know we didn’t practice responses, so just be confident and get ready to think on your feet. Use sales learning and readiness tools to record their responses—word for word and gesture for gesture. Probably not.

Objections 88

Objections Coaching Exercises Construction 88

criteria for success

MAY 24, 2022

Looking for sales training ideas to implement during your next team meeting? When you read “sales training ,” you probably think of an offsite retreat. This type of sales training does have its time and place as it provides an opportunity for breakthroughs, and the shared experience helps foster a healthy team culture.

Meeting 97

Meeting Training Face-to-face Objections 97

Sales Training Connection

JANUARY 15, 2014

The professors constructed six persuasive scenarios and had hundreds of undergraduates read the scenarios and play the buyers role. But the study was about B2C sales. Because of the type of sale and the buyers, the study construct does raise some flags about its applicability to B2B selling. ©2014 Sales Momentum ®.

B2B 117

B2B Construction B2C Study 117

Highspot

OCTOBER 21, 2022

Sales is the engine that powers your company. But what’s powering your sales? By now it’s universally known that sales and sales team practices have undergone a tectonic shift in recent years. And, even more alarmingly, buyer needs and behaviors seem to be moving way ahead of the sales learning curve.

Sales Enablement 75

Sales Enablement Top of Funnel Scale Face-to-face 75