Sales Hacker

DECEMBER 13, 2018

Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. So yes — there are few things more important to you as sales manager than to set goals. Skip right to the 6 steps to influence outcomes as a sales manager >>> Having Goals is NOT Enough to Break Through.

Sales Management 80

Sales Management Revenue Incentives Incentive 80

No More Cold Calling

SEPTEMBER 5, 2013

I’m not trying to be flippant, but let’s tell it like it is and stop complicating the sales process. The focus of most sales efforts is on part two—conducting a sales call, asking probing questions, proposing, presenting, and closing. Enterprise Sales Management Small Business' Think about it.

Referrals 227

Referrals Hiring Small Business Small Business 227

Sales Hacker

AUGUST 21, 2018

Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. So yes — there are few things more important to you as sales manager than to set goals. Skip right to the 6 steps to influence outcomes as a sales manager >>> Having Goals is NOT Enough to Break Through.

Sales Management 62

Sales Management Revenue Incentives Incentive 62

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. But if you want a straightforward idea of how to get started in sales, the steps here are enough to get you started and on your way. You need to make sales.

How To 100

How To eBook Face-to-face Proposal 100

SalesLatitude

OCTOBER 11, 2018

Their teams are taking time away from clients, proposals, RFPs, research, and maybe even their families if they are traveling. Sales management should set the standard for their teams. reading emails and proposals ? Otherwise, who’s to stop account managers and sales reps from walking out of the room at any time?

Meeting 73

Meeting Proposal Exercises Travel 73

Sell Integrity

SEPTEMBER 22, 2020

From a coaching and training point of view, sales leaders need to focus on these mindset issues and beliefs first , because once they are in alignment, it will unleash the person’s energy and achievement drive. Don’t Forget the Sales Managers. They can move on from the why to the how.

Face-to-face 82

Face-to-face Pivotal Gatekeeper Energy 82

Sales and Marketing Management

DECEMBER 14, 2020

What does it mean for B2B sales managers as they strategize for 2021? Is it necessary to train sales reps on new skills? What components of an existing sales process transfer well to virtual interactions? What should sales kickoffs look like? Role play virtual sales interactions.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

PandaDoc

MARCH 13, 2023

One solution to effectively speeding up your sales cycle is to optimize the sales processes within your company. There are tactics as well as automation tools — like proposal software or contract management software — that you can immediately apply to accelerate your sales cycle. What is a sales cycle?

Sales Cycle 52

Sales Cycle Decision Maker Proposal Case Study 52

Hubspot Sales

MAY 17, 2018

You have to complete these tasks because it’s part of getting the deal done -- but they also sap energy, create friction, and kill momentum. And, of course, sales is all about momentum. Thinking about automating your proposal and contract processes but not sure where to get started? What is an e-Contract? The good news?

Closing 94

Closing Decision Maker Proposal Scale 94

Braveheart Sales

DECEMBER 10, 2019

Send me a proposal so I can look it over.” The sales rep hears “This looks great. So, the rep doesn’t ask the logical question – one that might be slightly uncomfortable, such as “Does that mean if the proposal lays out what we just talked about, you are ready to go?”. Data compliments of Objective Management Group 2019.

Proposal 52

Proposal Top of Funnel Face-to-face Objections 52

Janek Performance Group

SEPTEMBER 12, 2022

The soul-crushing experience of telling your sales manager that the deal you were so confident would close is now a no-decision is a bitter pill for sales reps to swallow. As sales professionals, we rack our brains trying to figure out what we did wrong. We all think we are exceptional rather than average.

Call-back 62

Call-back Follow-up Sales Methodology Sales Qualified Lead 62

Anthony Iannarino

APRIL 18, 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. But if you want a straightforward idea of how to get started in sales, the steps here are enough to get you started and on your way. You need to make sales.

How To 76

How To eBook Face-to-face Proposal 76

Anthony Iannarino

APRIL 16, 2020

Find a deal that is in a later stage of the process, say, presentation and proposal, looking for one with no recent activity. Check to make sure they are going to do something before you spend all the time and energy necessary to provide a proposal with a low likelihood of capturing an opportunity. You need to make sales.

Sales Qualified Lead 88

Sales Qualified Lead How To eBook Proposal 88

DiscoverOrg Sales

SEPTEMBER 28, 2017

Note: Account Executives at some organizations also perform sales development; however, for our purposes here, we’re defining the role of AE as client service and acquisition, and the role of SDR as outbound prospecting. How can you challenge enthusiasm, channel energy, and constantly focus your sales team on the accounts that really matter?

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237

PandaDoc

APRIL 3, 2023

They can start making their first sales faster, and do so with more confidence. Free up time and mental space for sales reps Let your salespeople do what they do best: sell! Putting everything down in writing gives everyone clarity and peace of mind: Essentially, a sales playbook enables you to take the guesswork out of sales.

Buyer Persona 52

Buyer Persona How To Guidelines Top of Funnel 52

No More Cold Calling

MARCH 19, 2015

This doesn’t need to be a full-blown proposal, just a written version of what you discussed in the first meeting—a way to ensure all parties are on the same page. The nature of the task doesn’t matter as much as the simple fact they’re willing to invest time and energy into learning more about what you offer.

Vendor 120

Vendor Proposal Small Business Small Business 120

Showpad

OCTOBER 20, 2021

Here are six video-powered sales tactics (two for sales development reps, two for account executives, and two for sales managers). Sales Development Reps. During the pandemic, Sales Development Reps (SDRs) had a tougher time than most on the revenue team. Sales Managers. Simplify Complexity.

Video 59

Video Face-to-face Call-back Scale 59

Anthony Iannarino

NOVEMBER 13, 2019

Allowing your client to control the process is the same as agreeing to a request for a proposal, in which you have no say in what comes next or why even when your advice would produce a better result for your prospective client. No more pushy sales tactics. Learn how to sell without a sales manager. Get the Free eBook!

Guarantee 87

Guarantee eBook Cold Calling Lead Rank 87

Anthony Iannarino

NOVEMBER 21, 2019

If the contacts are not willing to put forth the effort to change their pricing or change their model, their lack of energy around some change initiative is an indication they are not yet compelled to change. They’ll even accept a proposal and pricing. No more pushy sales tactics. Learn how to sell without a sales manager.

How To 74

How To Lead Rank eBook Energy 74

Jeffrey Gitomer

AUGUST 14, 2012

The article I read proposed a remedy of “do less and you’ll avoid burnout.” It also recommended to avoid excessive workload, don’t be overly accommodating, avoid people who drain your energy, do not overwork yourself, and they threw in job disillusionment. In other words: You’ll still hate it, but you’ll hate it less.

Remedy 206

Remedy Cancellation Facebook Proposal 206

Braveheart Sales

JANUARY 22, 2021

If you want to keep salespeople on track to meet goals, there must be a solid discipline around pipeline management and a tight focus on qualifying. Poor qualifying wastes salespeople’s time and energy by causing them to focus on the wrong opportunities and not spend enough time finding the right ones.

Revenue 52

Revenue Cold Calling Proposal Discount 52

Hubspot Sales

DECEMBER 19, 2017

Your job title hasn’t changed -- you’re still a salesperson, sales manager, sales director, etc. -- but of course, everything else has. Sales tools are different; they’re basically the phone book and your business card. Framing skills. Challenger selling. Knowledge of Data Analysis. Product expertise.

Analysis 136

Analysis Scale Film Video 136

Sales Hacker

MAY 11, 2021

So why are you still in the dark about what happens in your sales process after your reps send a proposal? Discover Proposify, the proposal software that gives you control and insight into the most important stage of your sales process — the close. The unexpected skill you need to develop to be a manager [8:05].

Direct Mail 57

Direct Mail Hiring Account Based Marketing Proposal 57

Sales and Marketing Management

JUNE 1, 2018

Through the decades, the coaches, consultants and idea generators who help sales and marketing teams improve their performance have made storytelling a staple of their message. Why should customers or a person on the street care about the project you are proposing? How does it change the world or improve lives?

Marketing 226

Marketing Telemarketing Scale Education 226

Keith Rosen

DECEMBER 4, 2019

When salespeople resist business development activities, such as cold calling, or even asking for referrals, a typical response from many sales managers is to provide additional training, role-playing, a revised presentation, or more qualified prospects to call on as the solution to improving prospecting results and productivity.

Cold Calling 71

Cold Calling Prospecting Face-to-face Social Media 71

Sales and Marketing Management

DECEMBER 14, 2020

What does it mean for B2B sales managers as they strategize for 2021? Is it necessary to train sales reps on new skills? What components of an existing sales process transfer well to virtual interactions? What should sales kickoffs look like? Role play virtual sales interactions.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

Nutshell

JUNE 12, 2020

Promoting a sales manager internally is tricky, but hiring an outsider might be even trickier. Current sales reps can make great candidates for open positions within the company. Myths about promoting sales reps to managers. Great sales reps tend to be competitive , whether with themselves (e.g.

Hiring 98

Hiring Lead Rank Lead Scoring How To 98

Keith Rosen

JANUARY 19, 2013

Whether your a CEO, VP, sales manager or salesperson, I can say with great certainty after coaching and working with hundreds of thousands of managers and sellers over the years, the majority of them are adrenaline junkies. Like any drug, adrenaline has its rewards. However, it’s more dangerous than we realize.

Energy 127

Energy Referrals Follow-up Proposal 127

Pipeliner

JULY 14, 2018

All of these areas make it such that if a salesperson is willing to learn, and they’re willing to put in sufficient energy, they’re guaranteed success. Spend more time doing a good, clean sales job instead of trying to coordinate your technology and your team. Stop emailing proposals to clients. Avoid talking about yourself.

Proposal 40

Proposal Face-to-face Referrals Trends 40

SBI

MAY 22, 2012

Rationality requires a more focused analysis, and effective analysis requires both time and energy. Time and energy, along with patience and attention span, are limited resources and can be depleted quicker than a smartphone’s battery. It requires a lot more energy to envision something than it does to experience it.

Energy 122

Energy Call-back Buyer Scale 122

Pipeliner

DECEMBER 29, 2017

Opportunities are plentiful, and sales meetings around the world are pervaded by optimism. But how long does that focus and optimism last–that energy that comes so naturally at the beginning of the new year? If none, what action would we propose they take?

Pipeline 65

Pipeline Proposal Energy Opportunity 65

Showpad

JUNE 29, 2021

We heard this a lot from enablement teams and sales professionals since the pandemic. The energy on video only interactions is different, not necessarily lower or higher, just different. Assess your content landscape: how many places is sales content located? How many assets per location?

Face-to-face 59

Face-to-face Case Study Study Lead Gen 59

PandaDoc

NOVEMBER 15, 2021

Direct their competitive energy toward improving on last month’s sales goals or quarter’s outcomes – by directing their competitive energy toward their own numbers, you’ll reduce their resentment of their peers. Sales reps rarely prosper in an environment that lacks trust, and connectivity.

Hiring 52

Hiring Scale How To Incentives 52

Your Sales Management Guru

JULY 26, 2010

Leading indicators are sales actions that will lead to demonstrations and/or proposals. 4) Do you have third and fourth quarter sales contests planned? The contest could be based upon yearend sales by person or a team plan: where the entire sales team wins by exceeding the sales budget for the fourth quarter.

Decision Maker 64

Decision Maker Sports Sales Leadership System 64

Your Sales Management Guru

SEPTEMBER 19, 2011

While most eyes are on Washington DC and Wall Street to judge the health of the economy or to propose plans to that will “solve the problems”, everyone that reads this blog knows nothing happens unless a salesperson sells something! Acumen Management Group Ltd. What are ideas that I forgot? . .

Sales Leadership 69

Sales Leadership Compensation Proposal Vendor 69

Selling Energy

MARCH 13, 2019

My philosophy is when you send a proposal, you've got to follow up from the beginning. If you send a proposal by email, you should also send a text or leave a voicemail, something like “I just want to let you know I sent this proposal so you don’t miss it. I also recommend a multi-modal approach.

Follow-up 40

Follow-up Proposal Customer Sales Management 40

Costello

DECEMBER 20, 2018

Keep reading to find out why these sales and marketing teams chose the integrations they did. When HubSpot launched their CRM, their focus was building an experience that worked for salespeople, not sales managers. With Costello, sales reps are able to execute highly complex plays (or simple plays) intuitively and easily.”. “It

Hubspot 102

Hubspot Paid Content CRM Top of Funnel 102