Understanding the Sales Force

AUGUST 9, 2016

It was just last month that I wrote this hugely popular article about the tech buyer who hated salespeople. In the first paragraph I mentioned that I had a crazy case of poison ivy. At about the one-week point, I started searching Google to find anything that might help ease the itching and discomfort. As you might guess, the remedies I found included some very crazy things that common sense would tell you to stay away from.

Hiring 156

Hiring Remedy Insurance Insurance 156

The Sales Hunter

AUGUST 9, 2016

A sales leader is one who helps their customers see and achieve things they didn’t think were possible. If your customer doesn’t see you as a sales leader, don’t go thinking you’re not about to be replaced. Remember it’s not what you sell; it’s how you help the customer that makes the difference. Here’s my list of 10 […].

Customer 150

Customer Sales Selling Skills Sales Leadership 150

Steven Rosen

AUGUST 9, 2016

Many companies are going through their annual planning process. As the business unit head, you and your team have put in hundreds of hours building your marketing plans , analyzing trends, developing key tactics and building and revising slide decks. The team responds and builds a bottom-up forecast and a tactic by tactic business plan. You have dry run after dry run.

Strategy 159

Strategy Call-back Objections Forecasting 159

SBI Growth

AUGUST 9, 2016

Is your organization properly utilizing your ideal customer profile? It’s not enough to just have one. It should also be quantitatively defined, documented, and leveraged to prioritize your sales and marketing efforts.

Ideal Customer Profile 139

Ideal Customer Profile Data Marketing How To 139

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Steven Rosen

AUGUST 9, 2016

Many companies are going through their annual planning process. As the business unit head, you and your team have put in hundreds of hours building your marketing plans , analyzing trends, developing key tactics and building and revising slide decks. The team responds and builds a bottom-up forecast and a tactic by tactic business plan. You have dry run after dry run.

Strategy 146

Strategy Call-back Objections Forecasting 146

MTD Sales Training

AUGUST 9, 2016

I came across three interesting quotes while doing research the other day, and they all give an insight into the future of sales. See what you think when you read these: “The modern consumer is digitally-driven, socially-connected and mobile-empowered. Sales reps will need to adapt or be replaced” – Jill Rowley, Evangelist for Social Selling. “Your lead-generation methods need to be assessed.

Negotiation 120

Negotiation Lead Generation Buyer Inside Sales 120

Anthony Cole Training

AUGUST 9, 2016

I’ve been working on this post for a week; for some reason, it took a little while to pull it all together.

Sales 120

Sales Sales Talent 120

Engage Selling

AUGUST 9, 2016

They’re hitting and exceeding their targets with no signs of slowing down. Should you even bother to coach your top sales performers? I’ve been working with executives for the last few years on sales coaching practices.

Coaching 83

Coaching Sales Coaching Loyalty Quota 83

Increase Sales

AUGUST 9, 2016

Losing sales is many times more of an attitude, a desire than insufficient sales skills. As the old expression goes hungry people hunt. No Hunger to Increase Sales. Top sales performers are hungry. In real estate the hunger seems to be more for listing than for selling. From my recent experience along with research regarding real estate sales, this last reason for losing sales is probably the most evident.

Real Estate 75

Real Estate Direct Mail Commission Lead Rank 75

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Sales

A Sales Guy

AUGUST 9, 2016

Hustle and grit are thrown around a lot in the sales world but what does it really mean? I know personally, it’s a trait I look for when hiring sales people. Sales requires a little extra tenacity and hustle than many other jobs. Salespeople are constantly being told NO! We’re confronted with gatekeepers, non-believers, objections, competitors, and more.

Meeting 64

Meeting Hiring Gatekeeper Energy 64

Sales Training Connection

AUGUST 9, 2016

Seling with Clinical Data. Physicians – and other prescribers – report that clinical data is increasingly important in making decisions. So, as one “moves to the other side of the table,” selling with clinical is not a “nice to learn” but instead one of those “must dos.”. Sometimes clinical data is not available. But even when it is, too many salespeople do not optimize its use during interactions with medical staff.

Data 58

Data Study Fashion Call-back 58

SalesLoft

AUGUST 9, 2016

As the name implies, Inbound Sales Development is on the opposite side of the sales prospecting gamut from Outbound Sales Development. Whether it be downloading a piece of content, signing up for a free trial, or calling into the sales line to learn more, inbound prospects are typically considered “warmer” leads, having expressed interest on their end in your company or product, rather than leads reached through cold sales activities.

Ideal Customer Profile 52

Ideal Customer Profile Inbound Decision Maker Sales Qualified Lead 52

Partners in Excellence

AUGUST 9, 2016

Hopefully, any person in a sales role knows the importance of value–whatever you choose to call it, a value proposition, value creation/co-creation, value articulation, value delivery, value realization. Hopefully, anyone who has been in sales more than 5 minutes knows we have to provide differentiated value to even hope to compete, let alone win.

Survey 48

Survey Face-to-face Discount ACT 48

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

The ROI Guy

AUGUST 9, 2016

Financial justification remains a requirement, this according to research by IDC’s Business Value Consulting Group, with a whopping 95% of decision makers requiring proof of business value outcomes prior to considering and approving a purchase. Budgets are tight and buyers are risk averse, demanding diligence and assurances that proposed investments deliver a tangible bottom-line impact, positive returns and a quick payback.

Lead Rank 45

Lead Rank Decision Maker ROI Vendor 45

Sales Excellence

AUGUST 9, 2016

Tampa, FL, USA –August 8, 2016 –Sales Excellence International, a premier global sales training and consulting organization, today began accepting registration for open-enrollment virtual workshops. The virtual workshop format was created in response to demand for high-impact training without the travel costs of bringing distributed sales teams to a singular location.

Training 20

Training Face-to-face Travel Conference 20