Understanding the Sales Force

AUGUST 16, 2023

These 9 steps are pretty standard for a crew doing this type of installation. But what if they were salespeople and not a stone crew? If they were anything like the bottom 56% of all salespeople, who don’t effectively follow a sales process, they would begin with step 4 so that they could quickly get to steps 7-9.

Sales Process 227

Sales Process Decision Maker Proposal Follow-up 227

Steven Rosen

OCTOBER 2, 2020

Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . However, there are two fundamental activities that successful sales organizations have been able to continue doing despite COVID. The two critical activities are selling and coaching. . Virtual Selling.

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

Steven Rosen

JANUARY 18, 2021

How many times a day do you think that? How can you get any significant work done if all you are doing is attending virtual meetings and managing endless emails? Even though your customers and the selling environment have changed, you are still responsible for delivering sales results.

Face-to-face 379

Face-to-face Sports Energy Objections 379

Understanding the Sales Force

MAY 10, 2023

You know what to do when dry weather conditions aren’t favorable for growing trees, flowers, and shrubs. Instead of laying off salespeople, hire salespeople. Instead of discounting, get better at selling value. Only CFOs would see the addition of salespeople as an expense to be cut.

Revenue 156

Revenue Hiring Decision Maker Cancellation 156

Sales 2.0

MARCH 12, 2020

One of the lessons I’ve learned is a crisis is not the time to get stuck. It’s time to take action…and to do so soon. This includes your prospects. It’s time for business owners and sales leaders to take action to make sure you can sell effectively if we enter a downtown. Your top of funnel may dry up.

Top of Funnel 378

Top of Funnel Pipeline Follow-up Proposal 378

No More Cold Calling

MAY 25, 2023

How do B2B buyers tell one internet security company from another? Often you can’t tell them apart, because sellers have similar offerings and the same party line about what they do. There’s nothing unique and certainly no reason for B2B buyers to spend time hearing their pitches. One IT provider from another?

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

The Pipeline

AUGUST 27, 2019

Ask most salespeople what their time is worth, or if they value their time, and they respond in the affirmative. Not only do they seem to not worry about how they use time, but many also seem to go out of their way to waste it. I’ve started asking salespeople “What’s your time worth?”

Wireless 264

Wireless Discount Face-to-face Scale 264

Sales and Marketing Management

DECEMBER 1, 2020

businesses spend $15 billion a year training their sales employees. Despite this spending level, 68% of sales professionals are rated as moderate performers in the State of Sales, fourth edition, report from Salesforce. Have you noticed a consistent pattern of lost deals in your company? Not all sales managers fail.

Training 326

Training Hiring How To Coaching 326

Zoominfo

JANUARY 11, 2021

Whether it be something isn’t working as efficiently as it should, or you’re spending too much money on a simple solution. Maybe there’s a product out there that can automate most of the work you spend half your day working on. Ultimately, your sales and marketing strategies depend on it.

B2B 277

B2B Intent Signal Customer How To 277

Zoominfo

JANUARY 11, 2021

Whether it be something isn’t working as efficiently as it should, or you’re spending too much money on a simple solution. Maybe there’s a product out there that can automate most of the work you spend half your day working on. Ultimately, your sales and marketing strategies depend on it.

B2B 246

B2B Intent Signal Customer How To 246

Zoominfo

FEBRUARY 15, 2023

The results, published in ZoomInfo’s new Customer Impact Report, reveal how our platform helps customers solve some of today’s biggest business problems. GTM Plays Automated go-to-market plays that can rapidly scale your business. As a result of this shift, efficient, cost-effective prospecting has become vital.

Survey 130

Survey Prospecting Customer Face-to-face 130

Hubspot Sales

JANUARY 10, 2024

But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” Similarly, if a sales manager is only spending 30 minutes a month coaching each of their reps, it’s unreasonable to think that manager is going to improve rep performance. Spend more time on fewer deals.

Pipeline 96

Pipeline Opportunity Coaching Meeting 96

Adaptive Business Services

MAY 3, 2023

I’ve never been much of a big data guy. Nor have I ever required extensive reporting from my salespeople. I never spent my time building, crunching, and analyzing spreadsheets. The only numbers that I was ever interested in were … How much is in my/our pipeline? How much money do I have in my bank accounts?

CRM 122

CRM Banking Maximizer Data 122

Alice Heiman

FEBRUARY 12, 2020

Do you ever feel like most of your days are spent going to meeting s, assembling information for reports , a nd putting out fires? Do you w ish you had more time to focus on the things that will make the biggest impact? . W hat if you had more time each day to spend coaching your salespeople to close business?

Sales Coaching 168

Sales Coaching Coaching Closing Trade Show 168

Zoominfo

FEBRUARY 24, 2023

Whether by personal choice or managerial mandate, much of corporate America is returning to the office after more than two years of uncertainty and remote work. In October 2022, Solomon said 65% of Goldman Sachs’ workforce had returned to the office full-time. of the workforce. Hybrid arrangements also appear to favor on-premises work.

Policies 130

Policies Scale Face-to-face Data 130

Alice Heiman

AUGUST 19, 2020

It’s very easy for salespeople to waste time on activities that either redundant or that someone else should be doing. It’s also easy for CEOs and sales leaders to be unaware of how salespeople are wasting time – until the forecast is in and it’s too late. What is not selling time?

Ideal Customer Profile 143

Ideal Customer Profile Social Media Coaching Education 143

Hubspot Sales

MARCH 25, 2024

Are you ready for a shocking, next-level revelation that's going to turn your world upside down? 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1. How to Handle Them: Create urgency. Offer them an exclusive discount that's time-based or on a first-come, first-served basis.

Prospecting 98

Prospecting Cancellation How To Revelation 98

criteria for success

OCTOBER 20, 2022

As a sales manager, how do you improve your team’s performance? These tactics may improve salesperson productivity if they’re already doing the right things, but selling requires deliberate practice. If you want to make a real difference in sales performance, the key for many salespeople is coaching.

Consultative Selling 96

Consultative Selling Exercises Selling Skills Face-to-face 96

Hubspot Sales

FEBRUARY 5, 2024

Every time you use a selfish sales tactic, you’re destroying the trust between you and your buyer — but you’re not just hurting yourself. So many salespeople have done so many slimy things over the years that at this point, buyers now think of “sales” itself as a dirty word. Me : “Can you point me to your cheapest mattress?”

Commission 94

Commission Call-back Hotels Sales 94

Alice Heiman

JUNE 10, 2021

But how do we speed up the sales process so we see quicker results? Check Your Mindset! So much of the sales success in your organization revolves around the mindset of your sales team. So much of the sales success in your organization revolves around the mindset of your sales team.

Top of Funnel 129

Top of Funnel Decision Maker Sales Qualified Lead Sales Cycle 129

Allego

JANUARY 24, 2023

Most salespeople spend only a third of their time selling. While the exact number ranges between 27% and 36%, depending on the survey, the message is clear: Sales reps spend the bulk of their day on activities that don’t directly generate revenue for your company. How do you change that?

Webinar Metrics 117

Webinar Metrics Strategy Collateral Coaching 117

Alice Heiman

JUNE 17, 2021

With a complex sale, there are typically many people involved on both the buying and selling sides. As the CEO, Sales Manager, or another leader of the organization, your role in the complex sale process is three-fold: To clearly understand the complex sale and what makes it challenging. . Action #1: Hire Right . Action #2: Set Goals

Hiring 140

Hiring Quota Call-back Webinar Metrics 140

Gong.io

JANUARY 2, 2023

Many salespeople waste too much time on prospects with little to no chance of converting. How do you know if a potential customer is a good fit for your solution? How do you know if a potential customer is a good fit for your solution? Improves your close rates. Not necessarily.

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

Allego

JULY 29, 2021

Most recently, Cespedes published a new book—his sixth—entitled Sales Management That Works: How to Sell in a World That Never Stops Changing. . The combination of Cespedes’ academic experience and his knowledge of real-world selling makes him one of the foremost authorities on the topics of sales and sales management.

Strategy 152

Strategy Top of Funnel Lead Rank Hiring 152

criteria for success

SEPTEMBER 30, 2022

Our Sales PlayBook philosophy provides the seller with a context for selling. The simplest way to explain this is to say that our Sales PlayBook provides both the “why” and the “how” for selling in your organization. The reason why salespeople sell is critical. But, it’s not just another “how-to” manual.

ACT 98

ACT Lead Rank Lead Scoring Motivation 98

Gong.io

FEBRUARY 14, 2022

The best salespeople do everything in their power to create an unfair advantage. Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. John has been selling for 20+ years. He’s been in pretty much every sales role over those 2+ decades.

Examples 121

Examples Strategy Hiring Cold Calling 121

Sales Hacker

MARCH 23, 2023

Because your prospect is uncertain. Which means your sales conversation will either inspire in them the certainty to say yes — or it will reinforce their uncertainty, and they will say no. As a seller, your success rests in your attitude: your complete conviction that your solution is the best in the world for your customer.

Closing 98

Closing Harvest Top of Funnel Lead Rank 98

Alice Heiman

MAY 10, 2022

Having a sales goal is important, but a sales strategy doesn’t start with the number of sales you need to hit your goal. Set yourself up for #success by answering these 6 questions to ensure you hit your sales #goals! Simply giving salespeople a larger quota and telling them to sell doesn’t work. Click to tweet.

Strategy 140

Strategy Buyer Persona Lead Rank Lead Scoring 140

Sell Integrity

MAY 25, 2021

To ramp up sales performance and strengthen your sales pipeline, you have to develop your salespeople’s confidence; inspire them to be more proactive; improve their ability to build trust and rapport in an increasingly digital world; and equip them to engage in buyer-centric, results-driven conversations.

Call-back 113

Call-back Comparison Margin Pivotal 113

Anthony Iannarino

JULY 30, 2020

There is a certain variety of sales experts who write as if salespeople, sales managers, and sales leaders are all from central casting for movies like Glengarry Glenn Ross or Boiler Room , movies that define the sales stereotype of self-oriented, manipulative, and high-pressure sales. Salespeople Don’t Suck.

eBook 112

eBook Up-Sell B2B Proposal 112

Anthony Iannarino

AUGUST 3, 2020

Two things benefit you tremendously when you start selling, even though they don’t feel very much like something positive and beneficial to your development. The first is selling a commodity, especially when you have little to no differentiation outside of your ability to sell.

Lead Rank 122

Lead Rank Lead Scoring Leads Marketing Qualified Lead 122

Janek Performance Group

NOVEMBER 10, 2021

Do you know the difference between an amateur and a professional? And, as a manager of salespeople, to create high-performing sales teams you need to establish clear sales competencies. And, as a manager of salespeople, to create high-performing sales teams you need to establish clear sales competencies.

Sports 118

Sports Training Groups Sales 118

Keith Rosen

OCTOBER 19, 2020

Companies spend so much time trying to outsell, outwit and out price their competition without realizing who their greatest competitor truly is. I’m certainly not disputing the fact that there are other companies selling similar products that you are. He had a hard time managing and motivating his team.

Competition 161

Competition How To Negotiation Energy 161

Alice Heiman

MARCH 7, 2023

If a referral closes up to 70% of the time, why are we spending most of our effort on strategies that close less than 1% of the time?! At that time, digital marketing efforts were focused primarily on building websites and email marketing campaigns. Good salespeople don’t sit back and wait.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

Hubspot Sales

NOVEMBER 9, 2020

After threatening and terrorizing a group of salesmen (no women allowed in this boiler room), Blake gets to his point – salespeople should "ABC": Always Be Closing. Though closing was a major focus for salespeople long before the release of this film, "Always Be Closing" was a catchy hook reps could hold onto. What’s a sales rep to do?

Closing 144

Closing Decision Maker Top of Funnel Scale 144

Sales Hacker

DECEMBER 14, 2022

One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If Lectures to salespeople fail to produce empowered and educated salespeople who are better able to close sales. Then the pandemic came.

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Sales Hacker

MAY 23, 2023

There are many different types of people you come across in your sales career. This makes selling to founders a bit more nuanced than other personas. Shortly after that, I co-founded The Quota , a newsletter for salespeople. Admittedly, it’s easier to sell to the founder of a target company as a founder yourself.

Decision Maker 92

Decision Maker ROI Sales Qualified Lead Lead Rank 92