Understanding the Sales Force

JANUARY 22, 2024

One minute ago everything was perfect and then, all of a sudden, reality sets in and you’ve traveled an hour out of your way. That exact same thing happens to salespeople on their sales calls. Last week, I had a conversation like that. What did you miss? I mean, they are so in love with you.

Closing 212

Closing Proposal Discount Decision Maker 212

Sales and Marketing Management

NOVEMBER 16, 2020

First, marketing teams only receive this information second-hand – through sales, product management, etc. And it is why I encourage marketers to have regular “voice of the market” conversations. Instead, it’s a conversation with people outside the immediate bubble of the organization. Keep it conversational. Don’t sell.

Conversion 177

Conversion Marketing Customer Trade Show 177

Sales and Marketing Management

FEBRUARY 15, 2019

In his book, “Conversation Marketing: How to Be Relevant and Engage Your Customer by Speaking Human,” Lund explores key principles that are critical for driving the more evolved conversation marketing approach, which can help companies amplify results on multiple fronts. Are they adding to the conversation? Are people engaged?

Conversion 136

Conversion Marketing Airlines Face-to-face 136

Engage Selling

JANUARY 10, 2019

Are you a sales road warrior? Every week I’m asked about travel tips, recommended hotels, airlines, and locations. And so, rather than keep my conversations private this year, I’ve decided to write short blog posts designed to help road warriors … Read More »

Travel 67

Travel Airlines Hotels Conversion 67

Sales Hacker

JUNE 7, 2021

But what are these insights that will transform the conversations salespeople have? Sales customer insights. Market insights: Topical themes and drivers that can open conversations. This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales. and capture them.

Conversion 109

Conversion Ideal Customer Profile Customer Face-to-face 109

SalesProInsider

JUNE 21, 2023

Yet, while they were forced, there seemed to be a “magic” to these virtual sales meetings because we no longer had to travel, only had to focus on our appearance from the waist up, and could work with anyone anywhere! The Problem with Virtual Sales Meetings It’s not all upside though. That’s why virtual meetings stuck.

Conversion 71

Conversion Prospecting Travel Meeting 71

SalesProInsider

JULY 22, 2020

In this episode of Virtual Selling Concrete Results, I’m covering a very important topic in our sales conversations: the information exchange that needs to happen. How Do Virtual Conversations Make the Information Exchange Easier ? How Do Virtual Conversations Make the Information Exchange Different ? JULY 16 @ 10:00 a.m.

Conversion 119

Conversion Strategy Travel Energy 119

John Barrows

DECEMBER 12, 2018

One of my most popular LinkedIn posts of 2018 was my rant about travel and 13 tips to make air travel better for everyone. So here they are, my 13 tips for air travel as we prep for the busiest travel time of the year: 1. A common theme in airline travel is not being aware of your surroundings. Get out of the way.

Travel 112

Travel Airlines Follow-up Engineering 112

Close.io

MAY 16, 2018

Here's the recording of today's webinar how top sales reps use conversational selling to close more deals, with Drift, Chorus.ai The theme of today's webinar is that sales is changing. While Steli couldn't make it to join us today due to a change in travel plans, Nick Persico from our sales team here at Close.io

Conversion 126

Conversion Closing Webinar Metrics Sales Qualified Lead 126

Chorus.ai

DECEMBER 18, 2020

I’ve been working at high-growth B2B companies for over 20 years, and for as long as I can remember, companies have been using call recordings to help train sales reps. At first glance, Conversation Intelligence sounds like it’s just a fancier version of call recording. But nothing could be further from the truth.

Conversion 118

Conversion Churn Face-to-face Segment 118

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. They estimate total air travel could drop between 19% and 36% permanently due to changes in business travel.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Partners in Excellence

OCTOBER 6, 2022

Recently, I had the privilege to have lunch with two close friends–and great thinkers on Sales Enablement, Sheevaun Thatcher and Kelly Griffith (Kelly and I actually had a few chuckles around how I pronounce things so incorrectly, but she’s Australian… ). Let me go back to my global travels. We make a lot of mistakes.

Conversion 87

Conversion Customer How To ROI 87

Sales 2.0

APRIL 8, 2024

I was asked a great question during a recent conversation with a founder: When should you take a spearfishing approach to finding new customers and when should you use a shotgun? It depends on what you’re hunting. Large vs small How important is a particular company to you? What is the payoff for landing this account?

Travel 195

Travel Account Campaigns Meeting 195

Bernadette McClelland

JANUARY 5, 2023

Freedom comes from travelling light. Your travelling light could be doing something you really want to do with zero guilt or giving yourself unadulterated permission to do something you feel others want you to do, instead. So what are the learnings I’ve learned from 2022 that I can share with you? You will love it!

Travel 221

Travel Networking Exercises Buyer 221

John Barrows

DECEMBER 12, 2018

One of my most popular LinkedIn posts of 2018 was my rant about travel and 13 tips to make air travel better for everyone. So here they are, my 13 tips for air travel as we prep for the busiest travel time of the year: 1. A common theme in airline travel is not being aware of your surroundings. Get out of the way.

Travel 70

Travel Airlines Follow-up Engineering 70

SalesFuel

APRIL 11, 2024

Zoom became a lifeline for millions working from home and a savior of reps competing for a remote sales closing. Since the pandemic, standard practices in health and safety, travel and tourism, and business-office work models have transformed. And for sales professionals, a new, robust communication channel has been launched.

Closing 115

Closing Face-to-face Tourism Hiring 115

Vengreso

JANUARY 13, 2023

Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. In fact, I find books a little overwhelming at times.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Understanding the Sales Force

MARCH 13, 2024

Personally, I substitute Baseball for the middle topic because college baseball is in full swing and we’re traveling to watch our son, in his senior year, play college baseball. In the first column it shows that only 42% of the bottom half of all salespeople are commitment to their sales success. But there’s a problem.

Decision Maker 170

Decision Maker Proposal Distribution Territories 170

Sales Training Connection

NOVEMBER 19, 2014

Sales Success-Sales Failure. Or, in other words, failure and success seem to be traveling companions. This success-failure tale is a story that also has a long history in Sales. Some sales reps avoid failure by only selling the “tried and true.” Part of the answer is how these sales managers manage failure.

Travel 109

Travel Cancellation Commission Conference 109

Vengreso

JUNE 12, 2023

Some sales leaders immediately disregard the principles, claiming it is just another buzzword. Others are caught in the constant grind of achieving quota and cannot fathom trying to implement a new sales plan. They engage less frequently with sellers and when they do, it is much later in the sales cycle.

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

No More Cold Calling

JUNE 4, 2020

The sales world just lost one of its wisest women, and I’ve just lost one of my best friends. I knew Barb as a fellow member of Women Sales Pros. I knew she shared my love of travel, and because she was unmarried, she could make her own decision without checking with anyone. I’d always wanted to visit St. Petersburg, Russia.

Travel 309

Travel eBook Call-back Cold Calling 309

Sales and Marketing Management

FEBRUARY 9, 2020

Author: TIM HOULIHAN Sales reps and rewards go hand in hand. This came to light in a recent conversation with Jana Gallus from UCLA’s Anderson School of Management at a Behavioral Science workshop in Philadelphia. When sales managers use rewards, they send signals to their teams and organizations. What rewards can signal.

Sales Management 259

Sales Management Loyalty Compensation Social Media 259

SalesProInsider

APRIL 30, 2024

You see, each of those questions can be a powerful STARTER to a fuller sales conversation…if you guide the conversation in that direction. That’s why the initial questions in any conversation, especially in a prospective client conversation, need to be SMART! Instead talk smart. Or rather, “ask smart.”

Sports 62

Sports Conversion Networking Travel 62

Alice Heiman

FEBRUARY 22, 2022

Podcasts are a convenient way to stay up to date on current industry trends, learn new things, and of course, they can be entertaining (not all of the podcasts I like are sales-related!). . But there are hundreds if not thousands of sales and business podcasts out there. Sales Enablement Podcast hosted by Andy Paul. What’s Next!

Scale 150

Scale Outside Sales B2B Influencer 150

No More Cold Calling

SEPTEMBER 27, 2018

If not, what does that say about the state of sales ethics? The facilitator asked a provocative question: How many of you would tell your children to pursue a sales career? A surprising response, since the participants were all tenured and successful sales leaders. (My All talk, no sales ethics. Ethics in Sales.

Face-to-face 313

Face-to-face Cold Calling Social Media Travel 313

Understanding the Sales Force

MARCH 13, 2024

Personally, I substitute Baseball for the middle topic because college baseball is in full swing and we’ve been traveling to watch our son, a college senior, play college baseball. At Kurlan, we role-play each scenario in order to demonstrate what good conversations sounds like. But there’s a problem.

Decision Maker 193

Decision Maker Data Hiring Proposal 193

Sales Gravy

JANUARY 1, 2024

Sales professionals are constantly seeking new strategies to enhance their performance and edge out the competition. Interestingly, one crucial aspect that often gets overlooked is physical sales fitness. Sales is a demanding profession that requires both mental and physical stamina.

Energy 74

Energy Face-to-face Exercises Travel 74

Bernadette McClelland

DECEMBER 30, 2023

Family Visits: A Return to My Roots Having visited my Mum in NZ, I realised there is something incredibly grounding about returning to your roots and having the deeper conversations. Conversations that perhaps for some reason you were never able to have when you were younger. Now on Amazon!

Face-to-face 195

Face-to-face Hiring Energy Call-back 195

Smooth Sale

NOVEMBER 11, 2022

For traveling employees, this can be a challenge. There are many distractions when traveling, and staying focused on work tasks can be difficult. Encouragement and understanding the perspective of the employee traveling on your behalf will help enormously from them to continue. Encourage Regular Communications. Use technology.

Travel 78

Travel How To Hiring Promotion 78

Janek Performance Group

MARCH 12, 2024

Virtual sales meetings are becoming increasingly common as teams transition to working from home and offices are spread out in different cities. In the past, a virtual sales meeting, whether by video or phone call, was generally not given the same consideration as an in-person meeting.

Sales Meeting 118

Sales Meeting Meeting How To Face-to-face 118

Chorus.ai

MARCH 26, 2019

As a marketer I've travelled a fair bit — about 16 countries and 30 states in the US, if my count is right. In such moments, the only people I really feel for are sales professionals. Because as a sales person: You travel much more frequently. Because as a sales person: You travel much more frequently.

Conversion 48

Conversion Travel Call-back Hotels 48

Pipeliner

MARCH 8, 2019

Ask a top sales producer about keys to success, and they’ll share insights like “prioritize your work,” “maintain a good opportunity pipeline,” and “serve the customer.”. Curiously, one that never gets mentioned is “I conform to the sales process.” Inside that circle, the phrase, Repeat sales and referrals. Well stated.

Travel 71

Travel Sales Process Hiring Guidelines 71

Smooth Sale

AUGUST 2, 2023

I am ready for a new adventure and will be traveling abroad to Oslo, taking a small ship cruise around Iceland, and ending the trip with a visit to Copenhagen. The wait was worthwhile; moreover, the main commonality upfront was our love of travel. NOTE: After today, new blog content will publish by the beginning of September.

Travel 78

Travel Hiring Analytics Benefit 78

criteria for success

DECEMBER 6, 2022

Welcome back to Let's Talk Sales ! Natasha is the founder of The Well-Traveled Palate , helping entrepreneurs with creative services accelerate their marketing, sales, and overall growth so they can have more freedom and time for what truly matters. We hope you enjoy this fantastic conversation! …And so much more!

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Travel Social Media Twitter LinkedIn 98

Anne Miller

MAY 29, 2019

As the conversation dies down, Stand and segue back with one of their comments or the conclusion of their discussion to your PPT. So, if you want to make sure you and your clients are really in sync, use this simple technique to turn presentation performances into meaningful conversations and get the results you want. Anne Miller.

Conversion 61

Conversion Face-to-face Travel Groups 61

Sales and Marketing Management

JULY 24, 2020

Perhaps especially while the COVID-19 pandemic has placed a temporary hold on popular incentives among this demographic like travel, sales leaders can improve their incentives programs for younger employees by embedding a sense of purpose into their sales outreach. . Boost Sales Enablement with a Meaningful Prospecting Gift.

Incentives 227

Incentives Incentive Motivation Demographics 227

No More Cold Calling

JUNE 8, 2017

I made the sale. So, I asked many questions to assess how often they traveled, and if travel was for business or with family. It’s the job of account-based sales reps to make it easy for their prospects to buy, by making the intangible seem tangible. Rethink Your Account-Based Sales Pitch. It was a done deal.

Account 201

Account Travel Cold Calling Buyer 201