Thu.Aug 20, 2015

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[Note to the Sales Manager] Why Your Sales Reps Can’t Close

No More Cold Calling

Think your team has a “closing” problem? Think again. How often have you heard leaders say, “My salespeople can’t close”? If you’re a sales manager, you’ve probably even said it. But failing to close is never the real problem. Never. That’s just the symptom. The problem is that sales reps neglect important activities during early stages of the sales process.

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Experiment and Extend

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Every human being has an X chromosome, and in sales people that X will stand for one of two characteristics. In some it denotes those spend their time and energy making excuses as to why they are not succeeding. In others it is all about how they execute and drive their own success and by extension the success of their customers.

Hiring 235
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Relying on Social Media to Prospect? Does this Fantasy Derail Salespeople?

The Sales Hunter

Recently I received from a salesperson an email saying he wasn’t having any luck prospecting. He wanted me to reach out and tell his boss that prospecting doesn’t work. The salesperson took a sales job knowing it would require prospecting. He explained further that he knew the process they were using wasn’t going to work, and the […].

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The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

Pointclear

In part one , I provided insight into the why and what of a lead-to-revenue assessment. I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. If you paused but just aren’t sure where to start, the following will provide some tips on how to move forward.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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The Sales Fact Finding Problem of Symptom Solving

Increase Sales

How many times in the sales fact finding do salespeople look to solve symptoms instead of the real problems? Probably more often than many will admit. For example, small business owners come to me and other sales coaches because they have a sales problem. Unfortunately, the inability to increase sales is a shadow or a symptom of another problem usually people (executive leadership) or poor process such as customer service.

More Trending

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Are You Selling Yourself Short?

Engage Selling

I’ve been involved in a number of interviews recently, I’m helping a client hire a new sales director. Here is what captures my attention and ensures the candidate makes it through to the next round. 1. They are prepared. They have researched the position, company and even my business to formulate smart questions. Nothing starts an […].

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Happiness: The Science Behind Your Smile – Daniel Nettle

Hyper-Connected Selling

This article was originally published a few years ago at the RockStar Success Library. And who doesn’t want to be happy? It makes sense that if the world’s philosophies and religions have been examining happiness for the past few millennia, it’s fair game for the psychologists and neuroscientists to take a whack at it. It seems a little ironic to take a “scientific” look at happiness, considering how subjective the idea of happiness really is, but Daniel Nettle does a great job looking at

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Why You Should Convert Marketing Reps To Sales Development Reps

SalesLoft

There is a gap between marketing and sales. And sales development is elbowing it’s way into the middle. Sales development is the perfect bridge between the two, yet many companies are dragging their feet when it comes to investing in an SDR team. But there’s a way to use what you already have to create your own SDR team. The solution is simple: convert marketing reps into sales development reps.

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BANT for the Sales Team

Sales Result

The use of BANT in the sales department, is different than “ BANT for lead generation. ” If you are not familiar with BANT, please refer to “ Intro to BANT ” for a refresher. The sales department has the responsibility of qualifying leads in all four qualifications: Budget, Authority, Need, and Time. The more effective they are at this, the more effective they will be in qualifying their opportunities.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Building an Environment of Accountability

The Brooks Group

You can hope that every member of your team feels a sense of accountability and responsibility for their work, but “Hope is Not a Strategy” and ultimately, humans will always make their own choices. Because accountability is personal and isn’t something that can be forced, building an environment of accountability in your sales team is essentially beyond your control.

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Strategies for Selling Outside the Comfort Zone

BrainShark