The Pipeline

MARCH 12, 2021

Usually, those that will do what Sales Disablement and sales leadership can’t get their people to do. ” The first two gave the expected double down, focus on the cream, and all that jazz. Once you let the 80/20 establish a beachhead in our sales organization, it’ll take over, like cancer. Silence, no takers.

Data 386

Data Sales Leadership Quota Sports 386

Sales and Marketing Management

FEBRUARY 11, 2021

It’s not as easy as you might think; in fact, you may be surprised by some of the decisions we made in the months after the shutdowns were lifted. We tend to think of inside sales reps as being reasonably autonomous. They think less and less about their role within the company and more about their own situation.

Inside Sales 348

Inside Sales Revenue Lead Rank How To 348

No More Cold Calling

APRIL 18, 2019

So, how do we translate that consumer smile to our business lives? How do we welcome our clients and ensure they have a stellar experience? My favorite quote from the presentation: “We need to get to the future before our customers do and welcome them when they arrive.”. We have people and process problems.

Airlines 332

Airlines Customer Referrals SalesForce 332

The Pipeline

NOVEMBER 20, 2020

If more people said yes, you would look at things differently. My concern is the number of people who quickly allow a common, expectable objection; especially when we interrupt someone. . My concern is the number of people who quickly allow a common, expectable objection; especially when we interrupt someone. .

Objections 262

Objections Call-back Face-to-face Margin 262

Sales and Marketing Management

OCTOBER 14, 2020

So what can we expect going forward? The trick is finding your balance between accommodating people, addressing safety concerns and keeping a company’s productivity on track. . The trick is finding your balance between accommodating people, addressing safety concerns and keeping a company’s productivity on track. .

Face-to-face 218

Face-to-face Policies Call-back Incentives 218

Sales and Marketing Management

MARCH 7, 2018

We work with high-level executives and help them understand what they need to know for themselves, but also for their teams and their customers. We basically put everybody within their ecosystem on a learning journey so they can transform themselves. The third part is our consumer product, Zeitguide. SMM: How does it work?

Face-to-face 252

Face-to-face Trends Call-back Advertising 252

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. While managers are expected to uplift those around them, it’s important to take a step back and know when to get a helping hand. Transitioning into a leadership role requires a whole new set of skills and strategies.

Hiring 98

Hiring Sales Management Lead Rank Hubspot 98

Sales and Marketing Management

AUGUST 20, 2020

Author: Paul Nlolan As employers look to reopen and bring team members back to the office, if only on a part-time basis, it’s important to realize they cannot think of it as “business as usual,” says Mike Veny, who consults with companies on promoting mental health wellness. People have no assurance of what the future months hold.

Scale 177

Scale Education Promotion Groups 177

Sales and Marketing Management

OCTOBER 12, 2020

COVID-19 swept me and our company’s 50 salespeople into uncharted waters. The hive-like atmosphere of our sales offices was replaced by Zoom calls. . And expect that revenue will tilt for a while toward growth from existing customers rather than new logos because, in times of uncertainty, buyers tend to go to the vendors they know.

Face-to-face 317

Face-to-face Lead Rank Vendor Guidelines 317

No More Cold Calling

MAY 17, 2019

Think “used-car” salesman.) We think that asking for business could be interpreted as a sign of weakness. When you really stop and think about it, you’ll realize that you’ve got referrals all wrong. Asking for referrals feels riskier than cold calling. I wasn’t surprised. It’s what I always hear. And so most salespeople don’t.

Referrals 327

Referrals Scale How To Cold Calling 327

No More Cold Calling

JANUARY 14, 2021

Are you tired of talking to people without any decision-making power? Register for Back in The Black Sales TV—first episode on January 19. The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. Actually, it’s more like Talk Radio, but on video. A waste of your time.

Gatekeeper 265

Gatekeeper Referrals Cold Calling Telemarketing 265

No More Cold Calling

MAY 3, 2018

Our prospects still need us just as much as they did before, but their needs have changed. What they do need is our expertise, industry experience, and insights about what does and doesn’t work. In B2B sales, customers buy more than just our products and services. That’s not selling. That’s order-taking. They don’t.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

Mereo

FEBRUARY 28, 2024

Read our condensed conversation below. But if you have really strong goal clarity — and I mean really good goal clarity where people know goal No. But if you have really strong goal clarity — and I mean really good goal clarity where people know goal No. How do you define culture in the terms of businesses and selling?

Lead Rank 77

Lead Rank Motivation Lead Scoring Groups 77

Partners in Excellence

NOVEMBER 2, 2023

As you might expect, the calendars are packed with meeting after meeting–on all sorts of things. Endless forecast and pipeline discussions–usually between managers and not with people. And every once in a while, they see a customer with their sales people. ” I ask to look at their calendars.

Coaching 105

Coaching Lead Rank Pipeline Data 105

Partners in Excellence

SEPTEMBER 20, 2023

But they were very strict, before we did anything else, we had to complete our homework. I would think about what it was I wanted to accomplish, what points of view others might have and what they might want to accomplish. In internal meetings, I would get called out, or people that had prepared would get more accomplished than I did.

Ideal Customer Profile 81

Ideal Customer Profile SAP Meeting Microsoft 81

Shari Levitin

JUNE 30, 2021

Since the Covid-19 pandemic, people everywhere have learned to swap the physical world for the virtual world in a matter of months. Customer expectations have shifted. Some call this “Comparative Expectations,” or “The Amazon Effect.” Think about it. I’ll bet you have, too. But, it’s not business as usual. On its way….

Prospecting 149

Prospecting B2C Travel Face-to-face 149

Smooth Sale

SEPTEMBER 21, 2023

A familiar theme is recognizing that there are two sides to most situations, and we must stop, look, and listen for possibilities for changing our habits. But a small percentage of the time, unusual opportunities present themselves that typically deserve an immediate ‘Yes! Verify the expectations of you and your delivery.

Hiring 117

Hiring Lead Rank Lead Scoring Guidelines 117

No More Cold Calling

DECEMBER 30, 2021

The most valuable business relationships that salespeople have are those with our clients—the people who know our value, give us repeat business, and provide us with referrals to other great clients. I’ll post more updates on LinkedIn and will ask you to comment and tag people you know. I admit those were excuses.

Referrals 194

Referrals Small Business Small Business Cold Calling 194

The Pipeline

NOVEMBER 26, 2019

That desire to provide “an in-room experience” took hold and was further propagated by people who sold us voicemail. Salespeople bought this line of thinking, projected it on to voicemail a mistake they continue to make. Believing that voicemail helps them move the call towards what a percipient may expect in a live call.

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

MTD Sales Training

JANUARY 10, 2019

He recognised us and got us into conversation about our holiday. Instead, he asked me a question that I wasn’t expecting, and it made me think about how value is added and anticipated when we are discussing with a prospect we are in front of. What might they be thinking and feeling? Well, that’s the character I am!

Prospecting 163

Prospecting How To Exact Up-Sell 163

Keith Rosen

AUGUST 26, 2020

Ever wonder why people are resistant to coaching? Do you feel like people are telling you what they think you want to hear? The fact is, your people are scared of you; and coaching. We want to support our team the best way we can. But what happens when you sense that some people just don’t want to be coached?

Account 156

Account Intent Coaching Remedy 156

No More Cold Calling

JUNE 23, 2019

When sales teams know how to ask for referrals, they don’t have to worry about identifying decision-makers, bypassing gatekeepers, or proving themselves trustworthy. When sales teams know how to ask for referrals, they don’t have to worry about identifying decision-makers, bypassing gatekeepers, or proving themselves trustworthy.

Referrals 297

Referrals Scale How To Lead Rank 297

The Sales Hunter

JANUARY 18, 2019

What do people think of when they see your name? The company or who we work for might change, but our personal name will always remain the same. Probably when you hear the word Nordstrom, you can’t help but smile and think great service. They put others ahead of themselves. What company do you work for?

Lead Rank 181

Lead Rank Lead Scoring Scale Social Media 181

Partners in Excellence

JANUARY 11, 2023

Sellers of all types are foaming at the mouth about how we leverage this tool to expand our outreach. Think of the power available to buyers in leveraging these tools to help them think about their buying process. I actually tried leveraging this tool for a buying decision we are looking at within our own company.

Buyer 88

Buyer Vendor Face-to-face Buying Cycle 88

Partners in Excellence

AUGUST 10, 2023

We (including me) spend a lot of time talking about the importance of coaching/developing our people. One of the reasons, front line managers are probably so bad at this, is they probably don’t get a whole lot of high impact coaching themselves. Unfortunately, high impact coaching is rarely done.

Coaching 62

Coaching Lead Rank Territories Face-to-face 62

Crunchbase

JUNE 24, 2021

If you don’t think this buying behavior is coming to your B2B sales cycle, think again. They started to expect all B2C buying experiences to be as seamless as the tech giants and then they began to expect the same of the B2B buying experience as well. This article is part of the Crunchbase Community Contributor Series.

Buyer 122

Buyer B2C Gatekeeper B2B 122

Janek Performance Group

DECEMBER 12, 2023

Recently, a CEO said, “We are closing 50% of our opportunities. Our challenge is generating enough opportunities.” More and more people are involved in decisions. We lock our doors, close our windows, and ensure everything is secure. Embracing change and revisiting approaches could be pivotal.

Decision Maker 62

Decision Maker Face-to-face Pivotal Call-back 62

Partners in Excellence

AUGUST 3, 2020

We are used to setting quotas and measuring our progress against those quotas. But our measurement systems are getting increasingly complex. ” Particularly, when many people contribute and we need to credit different people. If multiple people contribute to a sales effort, we can give credit to the whole team.

Compensation 147

Compensation Pipeline Penetration Quota 147

Partners in Excellence

NOVEMBER 14, 2022

First the pandemic, we and our customers had to discover new ways of working, engaging and moving forward. Lead times became very long, the ability to satisfy our customers’ needs were challenged. Even dramatic reductions in numbers of sales people. Yet we are still expected to accomplish our goals.

Outsourcing Services 123

Outsourcing Services Ideal Customer Profile Hiring Face-to-face 123

Hubspot Sales

DECEMBER 5, 2023

With that summary, let's take a look at the 4 big things sales pros need to know about what to expect in The Age of the AI-Powered Buyer. Not only that, but our Consumer Trends Report shows that when doing research on a brand or product, 71% of consumers prefer to gather information themselves rather than speaking to a human.

Buyer 106

Buyer Data Survey Sales Cycle 106

Partners in Excellence

JULY 27, 2020

” As one looks at consistently high performing organizations, we see fanatic alignment—usually starting with a highly aligned culture, values, and leadership that models the expected behaviors. ” This faux alignment is particularly dysfunctional because it not owned and internalized by most of the people.

System 98

System Maximizer ACT Marketing 98

SalesLoft

APRIL 25, 2024

If revenue pros are thinking it, we’re saying it. In Episode 3 in our RevTalks series, you’ll hear the experts define the sales engineering role in their own words, how they think AI will change sales engineering in the future, and what it takes to be a world class pre-sales professional. We’re helping buyers buy.

Engineering 52

Engineering Industry Face-to-face Education 52

Partners in Excellence

JUNE 26, 2022

Sadly, too few sales people even understand this, competing on cost and price, leaving the customer to determine the business case and the ROI of implementing a solution themselves. Again, too few sales people understand this, failing to help the customer feel good/confident about the decision.

ROI 100

ROI Channels Customer Groups 100

Selling Essentials RapidLearning Center

DECEMBER 13, 2023

In the second group, participants were told to set interim deadlines for themselves. Which group do you think performed best? Degrees of success As you might expect, the participants who were left on their own did the worst. Internal bias The reason, according to the research, is because of our biases about ourselves.

Account 52

Account Groups Exercises Video 52

Julie Hanson

FEBRUARY 16, 2021

She is also the author of two books, Talk Sporty to Me: Thinking Outside the Box Scores and Game Time: Learn to Talk Sports in 5 Minutes a Day for Business. Key Takeaways: The truth about connecting with your audience: “I recognize that people are hung up on scripting and camera presence because they think it’s inauthentic.

Sports 77

Sports Customer Video Report 77

Allego

MARCH 12, 2024

During our conversation, Episode 62 of The Adapter’s Advantage podcast , we delved into the complexities and nuances of the current B2B sales environment. Watch the video to hear our conversation or continue reading to see the highlights. She sat down with me recently to discuss them and how we can transform this dynamic.

Top of Funnel 118

Top of Funnel Lead Rank Pivotal B2B 118

Partners in Excellence

FEBRUARY 17, 2023

In listening to their weekly webcast, for a few moments, Brent was whining about the issue of “Why do we think our customers know what they are doing?” Let me be clear, our customers know their business, their work, workflows and how they get things done. Yet, we expect our customers to be experts at doing this.

Customer 75

Customer Face-to-face Data Opportunity 75