Understanding the Sales Force

JANUARY 9, 2024

Back in August, I wrote an article about Dinger’s torn ACL and how the Veterinarian went about her sales process to strongly recommend (sell us) the most expensive surgery. We brought Dinger back to the Vet to confirm our fear, and today’s article discusses a topic I don’t often write about, repeat business.

Proposal 156

Proposal Call-back Account Conversion 156

Steven Rosen

APRIL 6, 2024

Thinking through what you want to say and how you want to say it can lead to better outcomes. However, mastering the art of having these conversations is essential for effective sales leadership. They highlight vital emotional intelligence skills essential for navigating these dialogues effectively.

Conversion 120

Conversion Construction Sales Leadership Intent 120

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. And so if you’re not developing your team’s resiliency skills, you’re going to fall behind.” “The world is moving faster.

Sales Leadership 177

Sales Leadership Hiring Coaching Account 177

The Pipeline

AUGUST 24, 2020

I have a lot of empathy for pundits in a subjective undefined area of practice, like prospecting for example. Many will tell you that their data has pinpointed the best day and time to make prospecting calls. This question is as old as time, imagine if the Serpent had speculated as to the best day to call on Eve?

Call-back 290

Call-back Pipeline Face-to-face Video 290

The Pipeline

JUNE 29, 2021

I have always said that ‘demo’ is a four-letter word, as bad as any. Not the act of doing ‘a demo’, but more about timing and the purpose for one. All the people that came before you have taught buyers some bad habits. As always, you have a choice. The time for a demo is way at the end of the process, not near the start.

Harvest 352

Harvest ACT Buyer Objections 352

Steven Rosen

JANUARY 28, 2024

In this 4:11 video, we learn how sales leaders must cultivate essential soft skills like emotional management, empathy, and assertiveness to foster trust, enhance execution, and address mental health challenges to consistently improve team performance. Let’s dive in and explore these essential skills in detail.

Video 156

Video Sales Leadership Hiring Face-to-face 156

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. And so if you’re not developing your team’s resiliency skills, you’re going to fall behind.” “The world is moving faster.

Hiring 156

Hiring Sales Leadership Coaching Sales Goal 156

The Pipeline

JULY 6, 2021

Sales like life is cyclical in many ways, some cycles help others may present headwinds. But one thing cycles have in common is their repeating nature and their predictability. Many salespeople habitually go along “with the flow”, when experience clearly shows, they don’t need to. By Tibor Shanto. Cyclical Thinking.

Buying Cycle 282

Buying Cycle Pipeline Buyer Quota 282

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. And so if you’re not developing your team’s resiliency skills, you’re going to fall behind.” “The world is moving faster.

Hiring 156

Hiring Sales Leadership Coaching Sales Goal 156

Steven Rosen

JANUARY 13, 2024

In this 4:11 video, we learn how sales leaders must cultivate essential soft skills like emotional management, empathy, and assertiveness to foster trust, enhance execution, and address mental health challenges to consistently improve team performance. Let’s dive in and explore these essential skills in detail.

Video 156

Video Sales Leadership Hiring Face-to-face 156

The Pipeline

MAY 13, 2020

We are all familiar with the concept of buyer’s remorse. Some sellers cope with this challenge better than others, many are about to experience their own form of regrets, namely Sellers’ Remorse. Some sellers cope with this challenge better than others, many are about to experience their own form of regrets, namely Sellers’ Remorse.

Outsourcing Services 279

Outsourcing Services Real Estate Ideal Customer Profile Objections 279

The Pipeline

OCTOBER 4, 2021

Specifically, how we use positive data in prospecting and Discovery, in this case the latter. Specifically, how we use positive data in prospecting and Discovery, in this case the latter. Data is great, but it is best when used to open structure discussion where the prospect learns in the process. Weak Use Of Data.

Data 368

Data Objections ACT Lead Rank 368

Sales Hacker

APRIL 4, 2024

Now is a better time than ever for your sales team to align their goals, motivations, and strategies for the upcoming year (and beyond). As powerful as these meetings can be, they often lack direction or fall victim to several other SKO mistakes many organizations make. And one of the best ways to do this? With a sales kickoff (SKO).

Webinar Metrics 90

Webinar Metrics Analysis Motivation Follow-up 90

Partners in Excellence

FEBRUARY 27, 2024

“AI does not answer questions… ”* Some of you are saying, “Dave, you are crazy, I go to ChatGPT, Gemini, Bard everyday and pose questions. .” AI shares information and knowledge in ways that have been unimaginable. It reduces what may have taken hours or even days to seconds.

Face-to-face 116

Face-to-face Journal Research Tools 116

Partners in Excellence

NOVEMBER 29, 2023

I’ve noticed a huge gap in how we equip and train our sellers, how we help them engage our customers in high impact conversations that focus on them and their problems, not pitching our projects. This gap became bigger with Challenger, as we equipped our people to provide “Insights.”

Analysis 113

Analysis Conversion Training Examples 113

Partners in Excellence

APRIL 25, 2024

We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? How do we shift that in our favor?” ” We cannot focus exclusively on Top of Funnel. The company with the 20% win rate will have to prospect 2500 opportunities to keep the pipeline filled.

Top of Funnel 77

Top of Funnel Funnel Sales Qualified Lead Leads 77

Adaptive Business Services

APRIL 24, 2024

While I have spent most of my adult life hiring and training salespeople, it has been two years since my last new hire and that was for a client. I left my last management job in 2005 and have been blissfully semi-retired since that time. Well, here I go again and once again for a client. I rank them yes, maybe, no.

Hiring 71

Hiring CRM Data Referrals 71

Partners in Excellence

DECEMBER 12, 2023

Too often, when going to college, I discovered that studying, reading books, and writing thoughtful analysis really interfered with my education. It cut into my time socializing, drinking beer, partying and sports. College would have been fantastic if it weren’t for all those books and reports we had to write.

Analysis 101

Analysis Study Education Sports 101

Janek Performance Group

MARCH 12, 2024

While the industry was already shifting toward normalizing a remote-friendly environment, stay-at-home orders and limited in-person capacities have forced people to adapt to having virtual sales meetings and learning how to sell virtually at a quicker rate. Certain agenda items may call for greater in-depth analysis than others.

Sales Meeting 118

Sales Meeting Meeting How To Face-to-face 118

Partners in Excellence

JANUARY 25, 2024

I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. First, every month, Lahat Tzvi and I have a conversation. We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling.

Competition 107

Competition Customer Buying Cycle Vendor 107

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But there are many things, both necessary and unnecessary, that distract from that time. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling.

CRM 129

CRM Proposal Maximizer Up-Sell 129

Partners in Excellence

MARCH 13, 2024

We were at Endicott, New York, where most of entry sales training was conducted. Through our first year, every few months we’d see each other in Endicott at another class. We lost track of each other–John ended up going to senior executive levels in IBM, eventually was the General Manager of IBM Global Finance.

Face-to-face 107

Face-to-face Up-Sell Revenue Training 107

Partners in Excellence

MARCH 7, 2024

Sometimes, “we” have mis-conceived notions about selling, thinking that only those in some sort of formal sales role sells. And some of the very best have never had a selling title. I do believe that in many ways I am in a rare position. Preface : Surprise!! Marketers sell! At least Carlos Hidalgo sells.

Up-Sell 108

Up-Sell Intent Call-back Positioning 108

Hubspot Sales

DECEMBER 11, 2023

There have been many benefits to this change — there are no geographic restrictions for who you hire and no need to pay for travel. There have been many benefits to this change — there are no geographic restrictions for who you hire and no need to pay for travel. Virtual training has often become the default.

Training 95

Training Hubspot Hiring Call-back 95

Janek Performance Group

APRIL 18, 2024

Here are three essentials: Project confidence Generate warmth Exhibit enthusiasm Confidence comes from knowing who we are, what we’re doing, and where we’re going. But for salespeople, it’s something we must project. This starts with knowing to whom we are speaking and the purpose. You have seconds to get to your purpose.

Training 62

Training Outbound Inbound Benefit 62

Hubspot Sales

JANUARY 22, 2024

A significant portion of the B2B prospecting calls you make will end up going to voicemail — making the sales voicemail techniques you leverage and how well you can execute them absolutely crucial to your sales efforts. Go in with the right expectations. This technique also makes it easier to leave a unique voicemail each time.

Closing 112

Closing Leads Marketing Qualified Lead Call-back 112

Partners in Excellence

MARCH 26, 2024

But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully. You could feel the positive energy, and I realized the impact sales can have across a company – I was hooked.

Hiring 95

Hiring Lead Rank B2C Conference 95

Partners in Excellence

JANUARY 12, 2024

Confession time. After all, we have to send 1000s of emails a day, we have to make 100s of calls, we have to spend hours doing outreach in LinkedIn and other channels. And when we finally do reach someone, they don’t want to talk to us. How could I sell more, with much less work?

Face-to-face 106

Face-to-face Commission Up-Sell Discount 106

Partners in Excellence

FEBRUARY 2, 2024

As I look at how too many sellers are using Generative AI, I wonder if we are using it to its full potential? Or are we misusing them, tragically? Before I dive into this discussion, I do recognize we are in the very early stages of learning how to exploit these tools for greatest value.

Engineering 107

Engineering Ideal Customer Profile Lead Rank Airlines 107

Janek Performance Group

APRIL 15, 2024

In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. However, while both sides have their wants, and one side’s needs should not supersede the other’s, it is still essential that sellers control the tone, tenor, and timing of the negotiation.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

Partners in Excellence

MARCH 1, 2024

We tend to spend the bulk of our time responding to people who are looking to buy. They have gone through the work of defining the problem, defining what they want to achieve, getting funding, identifying the risks, looking for solutions… And then they talk to us. Alternatively, they actually reach out, asking to talk.

Trade Show 77

Trade Show Conference Segment Groups 77

SalesProInsider

NOVEMBER 8, 2023

​ Spoiler alert: In this article, I’m going to focus on a topic that many people consider boring. I encourage you to keep reading and not look away because what I’m discussing today is one of the key ways to increase the probability of success in your sales conversations. We need to prepare twice.

Conversion 93

Conversion Objections Video Google 93

Allego

APRIL 16, 2024

Generative AI “tools are amazing, but they don’t have the experience we have. A great salesperson knows how to ask the question that their customer or prospect doesn’t even know ought to be asked. Let’s discuss generative AI and how it has transformed the world and selling.

Hiring 62

Hiring Scale Proposal Analysis 62

Partners in Excellence

DECEMBER 21, 2023

Just finished a fascinating discussion with my good friend, Charles Green , and my new friend, Miles Veth. As our conversations often go, we were talking about the state of selling and how we improve. We, everyone, face worlds of accelerating turbulence, disruption, risk, and uncertainty.

Customer 112

Customer Face-to-face Buying Cycle Loyalty 112

SalesProInsider

AUGUST 18, 2023

This tip is about what we should do instead, which I call the Stop, Drop, and Roll. Drop – Drop our assumptions, our agenda, our emotion, and our ego as we listen. Here’s how a Stop, Drop, and Roll sounds. For example, “I appreciate you sharing that you see time constraints for getting started.” That’s it.

Opportunity 112

Opportunity Intent Objections Face-to-face 112

Nutshell

APRIL 3, 2024

Then, you must master learning how to conduct an SEO website audit! Keep reading to learn how to audit the SEO of your website and identify opportunities to improve your rankings and traffic! How to conduct an SEO website audit 1. Discuss your audit goals with stakeholders 4. Determine the purpose of the audit 2.

How To 71

How To Google Analytics Lead Rank Lead Scoring 71

Sales Hacker

DECEMBER 21, 2023

Over the past year at Stytch, we saw a meaningful acceleration in paid customers and revenue. Here’s how Stytch’s SE team unblocked revenue hurdles across our go-to market at Stytch and how this team could be a secret weapon for your revenue teams. Here are the areas of greatest impact SEs have made at Stytch: 1.

Engineering 97

Engineering Face-to-face Scale Proposal 97