Selling Energy

DECEMBER 27, 2019

Creating and maintaining an Objections Archive™ is just as important as creating and maintaining a Success Story Archive™. Every sales manager should encourage their people to embrace both of these tools. These are indispensable items to have at your disposal when you’re discussing potential solutions with a prospect.

Objections 53

Objections Tools Sales Management Prospecting 53

BrainShark

MARCH 10, 2024

Pipeline coverage is a ratio used by sales managers to measure how much pipeline they have, compared to how much quota they need to close. How to use Pipeline Coverage as a sales manager The most productive use is to identify where reps should be focusing their energy. This produces a really bad month or quarter.

Pipeline 62

Pipeline Top of Funnel Forecasting Quota 62

Pipeliner

MARCH 26, 2018

What if you could boost the retention rates of your star performers, increase overall sales productivity, heighten levels of customer satisfaction and loyalty, grow top line revenue AND improve bottom line profit margins? Or you’re focused, exclusively, on managing sales and you’re leaving out a crucial part of your job.

Sales Management 69

Sales Management Loyalty Retention Lead Rank 69

Selling Energy

MARCH 8, 2019

Keeping an Objections Archive™ is just as important as keeping a Story Archive™. Every sales manager should encourage their respective sales forces to generate both. These are indispensable items to have at your disposal when you’re discussing solutions with a prospect.

Objections 40

Objections Sales Management Prospecting Sales 40

Your Sales Management Guru

JUNE 23, 2014

for the first time sales manager, chapter 24. For the first time Sales Manager, there are 56 additional chapters in this book. Compensation is linked to corporate objectives. Define specific objectives for everyone in the organization. Provide recognition to employees who exceed those objectives. .

Sales Management 82

Sales Management Scale Energy Objections 82

Selling Energy

MAY 30, 2018

Keeping an Objections Archive™ is just as important as keeping a story archive. Every sales manager should encourage their respective sales forces to generate them. These are indispensable items to have at your disposal when you’re discussing solutions with a prospect.

Objections 40

Objections Sales Management Prospecting Sales 40

Keith Rosen

APRIL 17, 2019

Unfortunately, when managers collapse closing with coaching, the results can be catastrophic. To make matters worse, if you’re a sales manager who used to be a salesperson, it’s in your DNA to ask rapid-?re Isn’t My Experience and Top Sales Performance Why I got Promoted? There’s no such thing as CLOACHING!

Coaching 117

Coaching Sales Management Intent Report 117

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities.

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Sales and Marketing Management

FEBRUARY 25, 2021

Author: Robert Workman As a trainer, especially a trainer of salespeople and sales managers, you bust your butt to do a great job. I’ve been one of those prima donnas and hot dogs for four decades – salesman and sales manager. 1 in Sales and Sales Management? You’re halfway missing the boat.

Training 194

Training Hiring Webinar Metrics Sales Qualified Lead 194

Sell Integrity

DECEMBER 15, 2020

Effective sales coaching yields results, and sales leaders intuitively seem to understand this. Why isn’t everyone putting their energy and attention behind something they know will deliver results? In the world of sales, coaching is seen as critical for driving growth and developing excellence within sales teams.

Coaching 88

Coaching Sales Coaching Survey Motivation 88

Partners in Excellence

NOVEMBER 30, 2020

I admire their ability to think with the end in mind, not just reacting or responding to the next provocation, but having an end objective. They harness their energy for achieving their overall goal. They conserved their energy, picking and choosing their battles. Super-Heroes as leaders and managers can be inspirational.

Energy 90

Energy Intent Exact Sales Leadership 90

SBI Growth

NOVEMBER 25, 2013

Download our Sales Rep Promotability Scale. It will allow you to: Objectively evaluate your team. And you don’t waste any valuable energy ‘talking them up’ with the boss. You must attend multiple sales meetings. If you just listen to your sales manager, the critical interactions will be missed.

Promotion 297

Promotion Construction Hiring Scale 297

Allego

JUNE 2, 2021

In physics, escape velocity refers to the minimum speed needed for a free, non-propelled object to escape the gravitational influence of a massive body. Escape velocity depends on how far the object has already traveled, considering that, without new acceleration, it will slow down as it travels.

Lead Rank 126

Lead Rank Banking Distribution Travel 126

Sales and Marketing Management

NOVEMBER 15, 2018

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. As a sales manager, see whether this sounds familiar: You sit down with an underperforming salesperson and open with a statement like, “You’re not hitting your numbers.”

Coaching 257

Coaching Construction Pivotal Positioning 257

Steven Rosen

JANUARY 26, 2014

Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question “how do I motivate and engage my sales force?” Many sales managers ask me how to ensure that they have a highly motivated and engaged team. I usually ask them “WHY”?

Motivation 288

Motivation Incentives Incentive Commission 288

Understanding the Sales Force

MARCH 4, 2013

Darwinian Sales Culture. There is Energy and Esprit de Corps! Or compare with my 10 Kurlan Sales Management Competencies. By the way, I'll be leading our top-rated Sales Leadership Intensive in Boston, May 14-15, 2013, and we'll be doing justice to all six of my competencies. United Against a Common Enemy.

Sales Leadership 220

Sales Leadership Energy Coaching Study 220

Selling Energy

MARCH 18, 2020

Sales managers should always be asking their people for stories so their Success Story Archive™ becomes a living document. They should be quizzing their people to make sure that they have read all of them, because when they're out in the field they’ll need to remember them.

Sales Management 52

Sales Management Sales Objections 52

Mr. Inside Sales

SEPTEMBER 2, 2017

Now think about all the time and energy you spend trying to close a lead that is never going to buy anyway. Think about it: 80% of sales reps are desperate to “fill their pipelines,” and will send out just about anybody with the pulse just so they have someone to pitch later on.

Closing 130

Closing Sales Qualified Lead How To Decision Maker 130

Allego

MARCH 30, 2023

Add to that the management and administrative tasks that go with every sale, and even top performers may end up exhausted and frustrated. They need help improving their productivity —to maximize sales results while reducing the cost, energy, and time spent on each deal. Sales training is one solution.

Training 62

Training Face-to-face Exercises Maximizer 62

SalesFuel

APRIL 3, 2024

Specifically, being resilient helps sellers: Handle rejection Overcome objections and other obstacles (such as economic conditions) Stay motivated Thankfully, this is a skill that you can develop and grow over time. Expecting to always win takes the vital energy you need to get back up and try again.”

Hiring 40

Hiring Face-to-face Territories Motivation 40

criteria for success

NOVEMBER 10, 2021

Whether it's to win a project or to fund a new opportunity, sales negotiation is a key component of the sales process. But as salespeople, we tend to struggle when handling prospect or client objections. That's why I’ve put together the following five-step acronym to help you and your team through the sales negotiation process.

Negotiation 98

Negotiation How To Decision Maker Energy 98

Smooth Sale

SEPTEMBER 29, 2023

Our objective is to make career fulfillment a reality & leverage the inevitable stress that comes along the way.’ Alicia’s career journey led her to desire a comprehensive understanding of pursuing career fulfillment and effectively managing and leveraging the inevitable stress of a demanding career.

Outsourcing Services 98

Outsourcing Services Strategy Small Business Small Business 98

BuzzBoard

DECEMBER 13, 2023

By implementing AI-powered analytics and assistive technology, sales leaders can easily monitor team performance. This AI sales management solution integrates with your salestech stack and scans your team’s activity data. Take Atrium for example.

Scale 105

Scale Maximizer Remedy Analytics 105

Increase Sales

JUNE 24, 2014

In the real world, those with this sales leadership temperament related “primarily in terms of established system and order, (e.g., ” The goal is order and consequently their energies are “focused on making things fit into the established system or order.” rules, the law).” Share on Facebook.

Sales Leadership 127

Sales Leadership System Retention Energy 127

MTD Sales Training

OCTOBER 28, 2015

Your sales manager will tell you many times that you need to make all your calls and get as many appointments as possible. It’s best not to skip this important meal, as most researchers tell us that you release energy slowly during the morning when you have a quality meal. You don’t really need to be told all this.

Face-to-face 145

Face-to-face Energy Call-back Travel 145

The Pipeline

MARCH 8, 2013

Instead they need to be taking the time, energy and resources and deal with things that they can actually change and impact. Agree on the objective, a measurable objective, a revenue number, a pipeline coverage number, a number of meetings per week, or the like.

Face-to-face 300

Face-to-face Account Energy Groups 300

Jeffrey Gitomer

JANUARY 24, 2012

SHORT FUSE: Loose temper that creates negative energy and blocks creative thought. Converting the negative energy of stress to a positive energy is the correct philosophy. Your mind has thoughts, and they either show up as stress, and worry, or you harness the same energy and convert the thoughts into resolve. Click here.

Hiring 183

Hiring Social Media Energy Loyalty 183

Sell Integrity

MARCH 18, 2021

Effective sales recruiting strategies start with a well-defined Sales Success Profile based on objective performance criteria. As a sales manager, it’s pretty frustrating when you spend a significant amount of time and energy coaching and developing someone only to discover in the end that, well, it’s not you, it’s them.

Lead Rank 118

Lead Rank Lead Scoring Hiring Strategy 118

Hubspot Sales

MAY 21, 2021

It’s one of the most important components of sustained sales success over time. As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do) and their motivation (how repeatedly or passionately they do it). Figure out where the issue lies.

Motivation 136

Motivation Strategy How To Hiring 136

Jeffrey Gitomer

OCTOBER 28, 2011

I had new attitude lessons and new sales ideas, and if you can imagine a daily sales lesson lasting four hours, I was ON FIRE! Why would I waste that energy on having lunch with co-workers? I wanted to channel that energy, harness that energy, and direct it toward a sales prospect. Get Sales Blog Updates.

Hiring 181

Hiring Social Media Loyalty Energy 181

Sales and Marketing Management

MARCH 8, 2019

The event was a culmination of thorough planning and conscious decisions about the learning objectives, content, fun and logistics. This is different for every company, of course and likely driven by the preceding year’s success, prospects for the new year and the tone that sales management wants to set.

InsideView 223

InsideView Scale Exercises Call-back 223

BrainShark

AUGUST 16, 2022

For our SKO event this year, we used Brainshark presentations to survey reps about their preferences and to send an expectation document beforehand to get everyone aligned on objectives. You should set objectives for your SKO, but keep in mind that following through on any training or upskilling objectives require post-work.

Sales Enablement 62

Sales Enablement Tools How To Follow-up 62

SBI Growth

SEPTEMBER 2, 2013

No call objectives are stated or achieved. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Many sales processes are devoid of an adoption and reinforcement plan. You spend all your energy upstream of the training event. Then they all went home.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

Bigtincan

NOVEMBER 18, 2021

Sales managers should have an easy way to follow-up on sales knowledge and a way to give reps personalized feedback on their live performance before they start taking real sales calls. For example, a rep may take a product training on handling objections in March.

Software 59

Software Software Retention Call-back 59

LeadFuze

AUGUST 12, 2021

Instead look for things like: 1 Energy level (they’ll make introductions a lot). And the quality of character that underpins all of this hard labor, all of these large-scale endeavors, is the high level of energy. The distinction is in the level of energy. Some of us simply have an abundance of energy to expend.

Hiring 52

Hiring Top of Funnel Energy Ideal Customer Profile 52

Anthony Iannarino

APRIL 17, 2020

Call Your Prospects : Let’s leave aside ideas like prospecting sequences and anything that would require you to spend a lot of time and energy before you can get started. Overcome any Objections : When you ask people for a meeting, many of them will say no, giving you objections to giving you their time. You need to make sales.

How To 100

How To eBook Face-to-face Proposal 100

Hubspot Sales

JANUARY 11, 2021

Because ESTPs think logically, they may have a difficult time capitalizing on the whims and handling the objections of prospects who are emotional buyers. They're also truth-seekers, and they are not uncomfortable with getting pushy to make a sale as long as it makes logical sense for the prospect. ESTP (The Explorer).

Hiring 132

Hiring Motivation Energy Groups 132