No More Cold Calling

JULY 29, 2021

Are salespeople asking the right questions to identify prospects’ problems and propose thoughtful solutions? Don’t even think about training your sales team on closing the deal. Bypass the gatekeeper and score meetings with decision-makers every time. How are sales reps qualifying their leads? Save your money.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

MTD Sales Training

JULY 12, 2017

Now you have one additional “contact with a decision-maker ” in your database. Once you set an appointment with that contact, you now have an additional “appointment set” in your funnel, but you also have one less decision-maker for which you have not set an appointment. However, you also have one less cold lead.

Pipeline 154

Pipeline Decision Maker Proposal Top of Funnel 154

Customer Centric Selling

JANUARY 2, 2013

Sales Training Article: Proposals - Activity or Progress? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company As sellers become competent they start to recognize the difference between sales activity and progress. The timeframe the buying committee wants to make a decision.

Proposal 65

Proposal Training Decision Maker Forecasting 65

Zoominfo

MAY 25, 2021

“These [systems] make direct sales and direct marketing more efficient by automating highly repetitive support tasks … and by reducing the time salespeople spend on non-selling tasks, like scheduling sales calls, compiling sales reports , generating proposals and bids, and entering orders,” the article proclaimed. A Lack of Training.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

Zoominfo

OCTOBER 28, 2021

Once you start selling into the enterprise world, you’re greeted with more complex processes, more decision-makers, and slower-churning gears. You can run into dozens of decision-makers and influencers on a buying committee, grapple with increased demo demands, and face requests from various departments.

Enterprise 130

Enterprise Enterprise Decision Maker Churn 130

Customer Centric Selling

AUGUST 20, 2014

Why Rush to Issue Proposals? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In my experience, most proposals are issued prematurely. Sellers view issuing proposals as a step toward the ultimate goal of obtaining orders. Proposals amount to asking for the business.

Proposal 65

Proposal Decision Maker Forecasting Buyer 65

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. The trick is knowing what training program and techniques to use. In this guide, we’ll dive deep into sales training and give you the information you need to choose an impactful course for your team, including: What is sales training?

Training 92

Training Lead Rank Hiring Course 92

MTD Sales Training

JANUARY 21, 2019

Decision-makers will only want to talk to you if there’s a problem with their current situation, or opportunities for growth or changes in the future. Is it another meeting to discuss with a mother decision-maker? Is it further meetings to flesh out the proposal and ensure the next steps are taken? Happy Selling!

Meeting 161

Meeting Decision Maker Proposal Up-Sell 161

MTD Sales Training

JUNE 8, 2012

You have little or no fresh leads, no appointments, and no proposals in the mix, nothing. By sales items, I am referring to sales calls, contacts, appointments, proposal, sales, etc. Now you have one additional “contact with a decision maker (DM)” in your database. Replace that proposal. What happened?

Pipeline 287

Pipeline Proposal Top of Funnel Decision Maker 287

Customer Centric Selling

FEBRUARY 18, 2015

Sales Tips: 4 Qualifications for Earning Senior Decision Maker Face Time. Here’s a question: Is the value proposition we want to deliver to our customer’s Senior Decision Makers (SDMs), e.g., buyers at the C-level, different than the one we would deliver to other lower-level managers? The answer, emphatically, is yes!

Decision Maker 40

Decision Maker Face-to-face Webinar Metrics Segment 40

Understanding the Sales Force

NOVEMBER 3, 2014

While that''s the case with technology, it doesn''t vary too much from that in non technology sales where most people believe that sales success boils down to one of two things; either a critical mass of meetings, or a proposal or quote. I''m sure I''ve missed a few but you get the gist.

Sales Methodology 214

Sales Methodology Inbound Decision Maker Consultative Selling 214

BuzzBoard

MARCH 28, 2024

Next comes the presentation and proposal stage, where agencies must effectively convey their capabilities, strategies, and how they align with the client’s specific needs. Make sure your presentation, whether it’s a focused meeting, a well-planned webinar or a professionally-produced proposal, centers on your client’s needs.

Webinar Metrics 98

Webinar Metrics Case Study Comparison Small Business 98

Sales Hacker

SEPTEMBER 14, 2020

Requests for proposals are a mixed blessing. The purpose of a request for proposal (RFP) is to solicit detailed information through a controlled competitive process usually controlled by the procurement department. Will the company allow you access to the decision-makers and key staff? What Is an RFP? Review it carefully.

Proposal 92

Proposal Government Vendor Hiring 92

Mr. Inside Sales

OCTOBER 25, 2019

Is it something like: “I’m just calling to follow up on our proposal….”. I know you were meeting with your boss about our proposal, and I know you were recommending this to him. How do you open your 2 nd or 3 rd. call to prospects whom you’ve already pitched? I’m just calling to see what you thought about our bid?”. Upcoming Schedule.

Follow-up 120

Follow-up Closing Face-to-face Call-back 120

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. What are decision makers biased toward or against? What are their styles?

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Score More Sales

FEBRUARY 20, 2013

I had the pleasure to sit down with Emotional Intelligence (Ei) Sales Expert Colleen Stanley recently and we talked about how sales training – sales skills – can fail because our reps were not aware of their emotional awareness. Not talking to the decision maker (s) – assertiveness and problem solving.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

Customer Centric Selling

OCTOBER 21, 2015

Sales Tips: Bad Assumption #5 - Proposals Sell. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Of all the closing techniques I’m aware of, the least effective is issuing proposals to non-decision makers who will then distribute it to members of the buying committee.

Proposal 40

Proposal Decision Maker Distribution Buyer 40

Alice Heiman

JUNE 12, 2019

He felt that his salespeople had adequate training in the product and were able to clearly articulate the value proposition, so he couldn’t understand the low close ratio. They were perplexed at why they weren’t getting a response after sending the requested proposals. They are the key decision makers who can make or break the sale.

Lead Rank 117

Lead Rank Lead Scoring Decision Maker Leads 117

MTD Sales Training

JULY 10, 2017

Is it to qualify the prospect for a proposal? Is it to identify the real decision maker? MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post 5 Steps To Follow When You’ve Done No Sales Meeting Preparation appeared first on MTD Sales Training. What do you want to get out of this meeting?

Sales Meeting 169

Sales Meeting Meeting Decision Maker ACT 169

Zoominfo

MAY 25, 2021

“These [systems] make direct sales and direct marketing more efficient by automating highly repetitive support tasks … and by reducing the time salespeople spend on non-selling tasks, like scheduling sales calls, compiling sales reports , generating proposals and bids, and entering orders,” the article proclaimed.

Marketing 130

Marketing Decision Maker Telecommunications Lead Rank 130

Sales and Marketing Management

FEBRUARY 13, 2020

C-Suite decision makers are under pressure to maintain a short-term focus on achieving the next quarter’s business targets. With so many powerful influences weighing on the customer’s psyche, modern professionals need sales training that empowers them to enter the sales dialogue with an equally strong set of influential tools.

Influencer 262

Influencer Journal Lead Rank Decision Maker 262

SalesProInsider

FEBRUARY 2, 2022

I recently had a referral and was pleasantly surprised that one of the key decision-makers was somebody I’ve worked with in the past. As we continued through the sales process, it became obvious that they primarily wanted a proposal from me for comparison to show their Board of Directors. Meaning what?

Benefit 126

Benefit Hiring Sales Qualified Lead Proposal 126

Anthony Iannarino

MAY 19, 2020

Too many salespeople communicate as if their clients were purchasing agents, not decision-makers. The purchasing agent might be interested in a conversation that sounds like the questions on a request for proposal. Decision-makers in complex B2B sales don’t find these conversations compelling, nor do they find them valuable.

Decision Maker 121

Decision Maker Conversion Vendor B2B 121

LeadFuze

NOVEMBER 30, 2021

Have you noticed that more of your deals are getting stuck in the proposal stage? Here are three ways that we can use to keep them on track with their deals: 1) Provide coaching training in closing skills, 2) Improve resource availability for reps at the bottom of the funnel (e.g., First, the how.

Top of Funnel 52

Top of Funnel Closing Strategy Proposal 52

Hubspot Sales

OCTOBER 14, 2019

Skip straight to the real decision makers. Most businesses put their buyers and purchasing managers on the frontlines of buying situations — but they’re not actually qualified to make any buying decisions. That’s why the most successful B2B salespeople skip right over those folks, and straight to the real decision-makers.

B2B 133

B2B Sales Qualified Lead Closing Face-to-face 133

Highspot

DECEMBER 5, 2023

Effective sales onboarding and training: New team members can hit the ground running with a clear sales process. Identify each stage a decision-maker goes through in the sales funnel, from awareness to consideration and decision, and tailor your sales steps accordingly. Sales Process vs.

Sales Process 52

Sales Process Top of Funnel Ideal Customer Profile Real Estate 52

Understanding the Sales Force

APRIL 17, 2013

It led to a significant number of comments with one of them being this question: "Dave, in your opinion, with all the training that is available and has been delivered to sales people over the years, how come sales people still fail at executing an effective approach to qualifying a prospect. Forget what we want to call the approach.

Decision Maker 269

Decision Maker Consultative Selling Buying Cycle Proposal 269

MTD Sales Training

NOVEMBER 7, 2011

Now you have one additional “contact with a decision maker (DM)” in your database. When you meet with that DM and do a sales interaction and make a proposal, you now are left with one less “appointment”. If you close the sale, then your number of “active proposals” just went down. MTD Sales Training. The Averages.

Pipeline 218

Pipeline Decision Maker Top of Funnel Proposal 218

MTD Sales Training

JANUARY 20, 2017

Therefore it is very important to gauge right up front just what the prospect’s financial limitations are so when it comes to producing a proposal or sales presentation, you can design it around these constraints. This is different to the decision-maker. MTD Sales Training | Sales Blog | Image courtesy of Dollarphotoclub.

Prospecting 120

Prospecting Decision Maker Face-to-face Case Study 120

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. The training program, called "Professional Selling Skills," took a then-new consultative approach to sales.

Sales Process 137

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 137

MTD Sales Training

JULY 26, 2016

One way is to present a beneficial situation from another customer’s viewpoint and then ask the decision-maker if that appeals to them. Imagine setting out your proposal or presentation and after going through loads of information and then finding out the prospect has other needs and you’ve just wasted yours and their time!

Examples 120

Examples Prospecting Decision Maker Buying Cycle 120

Mr. Inside Sales

MARCH 20, 2020

I have no updates on your proposal because our offices are closed, and we are all working remotely. ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Get Access Today.

Face-to-face 157

Face-to-face Call-back Objections Gatekeeper 157

Janek Performance Group

APRIL 10, 2024

Identifying decision makers and influencers within the prospect’s organization is key. These are the people with the power to greenlight purchasing decisions. And from first discussions to proposals, it dropped from 45 to 40%. Provide ongoing training and coaching to sales reps on effective qualification techniques.

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

Customer Centric Selling

JULY 24, 2013

Sales Training Article: Asking for the Business. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Sellers get excited when they submit proposals. In my experience working with sales organizations, the vast majority of proposals are sent prematurely.

Training 45

Training Proposal Decision Maker Face-to-face 45

Gong.io

JULY 7, 2022

Define decision-makers . It’s unlikely (though not implausible) that your prospect is the only decision-maker involved in the process. If that’s not the case, you’ll need to find out who else is involved in decision-making and what the process looks like. . What’s the timeline for a decision? Image Source ).

Decision Maker 118

Decision Maker System Sales Methodology ACT 118

Highspot

SEPTEMBER 28, 2023

The Sandler Sales Training Method, or Sandler Selling System, offers a consultative way to build strong customer connections and demonstrate tangible value. Developed by David Sandler in 1967, this sales model has withstood the test of time and continues to be a go-to training program for many sales reps and organizations.

Sales Methodology 52

Sales Methodology Lead Rank Sales Qualified Lead Top of Funnel 52

Understanding the Sales Force

JANUARY 22, 2014

Do Technical Salespeople Need Sales Training? Getting a Sales Organization to Buy-In to Sales Training. While getting to the decision maker is a measure of effectiveness, the spending ability, timeline, incumbent vendor and internal politics are not a measure of their effectiveness.

Proposal 234

Proposal Sports Sales Qualified Lead Scale 234