Understanding the Sales Force

MARCH 25, 2024

There is a huge difference between the conditions for winning business with an existing customer that favors you, versus a potential customer who favors one of your competitors. ” Decision makers make decisions and will overrule those who are merely tasked to do a job and make recommendations. There is always a table for you!”

Decision Maker 182

Decision Maker Hotels Cancellation Travel 182

Bernadette McClelland

JANUARY 5, 2023

Well, those of you who know me, know I always look for a learning in anything – whether it be on the ladder I climb up or the snake I slide down, and to share those learnings with the people in my circles. We don’t want to do that! We know many left the workforce due to Covid, were laid off or retired.

Travel 221

Travel Networking Exercises Buyer 221

SalesFuel

MARCH 14, 2024

I know this because my brother, Gary, diligently researched our ancestry and even purchased a facsimile of our family crest. It ensures that your audience knows who you are, what you value, and why they should do business with you. Developing a solid foundation helps people know your unique characteristics.

Company 111

Company Real Estate Hiring How To 111

The Pipeline

JUNE 22, 2020

Sales organizations do ok with BUYERS, but are struggling to engage prospects. Know Who Is Listening. It’s the difference between haggling features in a showroom, versus getting mindshare with someone not thinking about buying a car. Look at how certain brands advertise versus others. B2B salespeople do that every day.

Buyer 272

Buyer Prospecting Advertising Advertising 272

Understanding the Sales Force

JANUARY 7, 2019

There is a huge difference between people's often uninformed opinions, versus what the facts might suggest. The stats show what sales managers are doing but those managers are largely uninformed. That's the problem with the statistics I'm going to share in this article.

Sales Management 224

Sales Management Report Groups Objections 224

No More Cold Calling

JULY 13, 2021

That’s an over-simplification, I know, but it’s the easiest way for people to understand the power of a referral introduction. Cold” means your prospect doesn’t know you and doesn’t expect to hear from you. Attempting to reach decision makers you don’t know on social media is just as pointless. They’re how deals get done.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Steven Rosen

JANUARY 14, 2024

” – Steven Rosen “Unbelievably talented sales leaders still fall into that trap of rescuing their salespeople versus developing their salespeople.” This happens for several reasons, even though these leaders know they shouldn’t be doing it. One reason is the desire to be the chief problem solver.

Revenue 156

Revenue Journal Coaching Sales Leadership 156

Smooth Sale

AUGUST 12, 2022

Attract the Right Job Or Clientele: Do You Prioritize Tasks Versus Projects? Some days require so much of us that the question becomes, do you prioritize tasks versus projects? Being accommodating to others is necessary but is not to overtake what we can and cannot do within a time limit. Keep Moving Forward!

Hiring 78

Hiring Loyalty Fashion Networking 78

The Center for Sales Strategy

JUNE 13, 2023

Good salespeople know that you can’t close a deal without the prospect feeling good about it. What is not as obvious is that what they feel has more to do with what they say than with what you tell them. And to do that, you have to actually listen to them. How much is too much talking versus too much listening?

Closing 76

Closing Study Conversion Sales 76

Bernadette McClelland

JULY 5, 2022

so when I do get something ‘parcel-like’ delivered, it’s exciting ??. We all know that at a logical level. BRUTAL URGENCY – Put enough value on your own time so that you create a sense of urgency around everything you do. I’m not a big on-line shopper ??

Guarantee 369

Guarantee Strategy Journal Lead Rank 369

Zoominfo

APRIL 20, 2022

But as B2B sales gets more competitive and complex, simply knowing who sourced a lead may no longer be good enough. Rouse comments, “Too often it’s about marketing versus sales rather than one revenue team. Marketers have spent years making sure they get credit for the leads generated by their hardworking teams.

Account Based Marketing 130

Account Based Marketing Marketing Lead Rank Top of Funnel 130

No More Cold Calling

JULY 27, 2023

Relationships do. Yet, when sales leaders tell these struggling reps to pick up the phone and have real conversations with prospects, they don’t do it. They know they need “something,” but do they really know what that is? It’s not technology versus humanity, and it’s not either/or. Not always.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

Product Management University

DECEMBER 5, 2023

Here’s a simple three-step approach for your product demos that will help you sell solutions versus products. Here’s your 3-step plan for selling business solutions versus products. How to Sell Solutions Versus Products in 3 Steps 1. First, it centers the demo around what your buyers do versus what the products do.

How To 52

How To Lead Rank Lead Scoring Sales Cycle 52

The Pipeline

NOVEMBER 12, 2019

He could talk about the selection process, “we need these three things, and they need to integrate to…” They may know why those three need to integrate but rarely can speak to the broader business drivers behind it. Not a knock, they don’t need to in order to do the best job they can. OK – Now How? ” Team Coverage.

Decision Maker 266

Decision Maker Buyer Lead Rank Groups 266

No More Cold Calling

MARCH 29, 2019

This post by Taice Perrotti, VP of Business Development at Spiro, reinforces what saleswomen do really well. Not only do we need to change these stereotypes, but we also need to recognize that many of the top performing salespeople are female. So I thought about the women in sales that I know, and what makes them so successful.

Referrals 312

Referrals Cold Calling Networking Call-back 312

Smooth Sale

APRIL 25, 2024

The truth is that it can often be tricky to do this effectively, but it’s well worth looking into to keep your finances moving in the right direction. Empower Business Finance and Growth Image Credit – CCO License Prepare First, you consider getting prepared to do all this, which can take time.

Licensing 93

Licensing Banking Hiring Course 93

Zoominfo

DECEMBER 17, 2020

What do you do when all your plans fall out from under your feet? It’s what humans do best and this year that effort took center stage. In lieu of events, what do sales leaders do to get that extra 5% of motivation out of their team in the last weeks of Q4? "My "My only rule is you don’t touch the gong.

Incentives 234

Incentives Incentive Travel Motivation 234

Product Management University

APRIL 25, 2023

The hard part is avoiding the trap of TELLING employers what the product (you) does versus SELLING its value. A value based resume is a non-traditional resume structure that emphasizes WHY employers should hire you, versus a traditional resume that emphasizes WHAT you’ve done. What is a Value Based Resume?

Hiring 97

Hiring Positioning Objections Examples 97

Steven Rosen

MAY 5, 2022

How are they doing that? Instead, these leaders have realized that even though hiring , developing, and training a team of top performers is still vital, how to do this effectively has changed for good. There are 3 differences between a team celebrating right now versus a team that has had dismal quarters. Format 1: Training.

Sales Leadership 156

Sales Leadership Hiring Groups Call-back 156

Pipeliner

DECEMBER 15, 2023

But in terms of 2024, I’m hanging my hat on this well-known classic – “No one cares how much you know until they know how much you care”. And we always designate commercial versus public sector accounts. But while these connections are helpful, how do they help us understand the traits and tendencies of our customers?

Ideal Customer Profile 59

Ideal Customer Profile Account Groups Course 59

Understanding the Sales Force

JUNE 12, 2023

Why is this important and what does this have to do with selling? The way a prospect chooses a vendor, partner, resource, supplier, or advisor is the same – exactly the same – as how you determine whether or not you love a song (demonstrated in the song, Play it Again ), versus a song you simply don’t mind listening to.

Prospecting 156

Prospecting Vendor Proposal Sales Process 156

Tenbound

NOVEMBER 17, 2023

Each of the departments has different goals, and they don’t look at the big picture to see the value of what they are doing at a high level to help build the company. We all know, if there are 2-3 leaders (CMO, CRO, RevOps,? ), there ends up being no leader. If you know of any others, please leave a comment.

Revenue 105

Revenue Top of Funnel Account Based Marketing Funnel 105

Steven Rosen

FEBRUARY 2, 2017

With highly sophisticated marketing processes, companies tend to do an excellent job building brand plans and marketing strategies. If you do a better job executing than your competitor, then you should take market share from them. Do you have a process to execute your strategies? Most companies try and do too much.

Face-to-face 326

Face-to-face Survey Sports Follow-up 326

No More Cold Calling

FEBRUARY 24, 2021

Existing clients are our best—and often most under-leveraged—source of referrals, because they: Know first-hand the value of our solutions. Trust us (or else they wouldn’t do business with us). How do I win the right to talk to them? Those with whom you and your team interact during the implementation process.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Hubspot Sales

FEBRUARY 12, 2024

Old-school salespeople often used aggressive and selfish tactics to win business and then disappeared like Sasquatch in the Canadian mountains, so savvy buyers knew they had to do due diligence to make sure they weren’t being scammed. Because it’s the right thing to do and in the 21st century — you are only as good as your public persona.

Hubspot 115

Hubspot Sales Process Buyer Churn 115

Marc Wayshak

FEBRUARY 8, 2024

Over my 20 years of experience as a sales trainer, I’ve observed a distinctive change in the way salespeople communicate when talking to personal contacts versus prospects or customers. Remember that there is no physical harm involved; it’s one of the safest things you can do. They can’t hurt you.

Follow-up 121

Follow-up Sales Meeting Meeting Real Estate 121

Alice Heiman

APRIL 11, 2023

A former ballet dancer, Wendy believes everything she knows in life and business she learned in ballet class. Her four steps are: The right list Great skills Strong process The right software What can your team add to improve their prospecting? Watch the podcast below or on our YouTube channel.

Lead Rank 125

Lead Rank Sales Qualified Lead Conversion Prospecting 125

Mr. Inside Sales

MARCH 1, 2019

Want to know a secret about objections ? There are really only two types: Real concerns that need to be addressed, and, once you do, you can then close on, and, Smokescreen objections hiding something else (like the real reason your prospect isn’t buying). And that never works. Unless you find out what is hiding behind it.).

Objections 195

Objections Inside Sales Closing Prospecting 195

Hubspot Sales

MAY 18, 2021

How do you win more consistently and more often? We asked the sales leaders questions about many different traits and habits and asked them to rate how good their top performers were at a skill versus how good the rest of their reps were at that same skill. Top performers know how to strike a balance between empathy and ego.

Lead Rank 117

Lead Rank Lead Scoring Hiring Data 117

Sales and Marketing Management

FEBRUARY 11, 2021

That's why, earlier this year, as the pandemic slowed down, we opened our doors and brought our reps back in-house as quickly as we could do so in a safe way. Make your onboarding experience as much about understanding the culture and getting to know the team as it is about your products and services. Provide perks for a job well done.

Inside Sales 348

Inside Sales Revenue Lead Rank How To 348

Steven Rosen

SEPTEMBER 25, 2021

Here is a more challenging question: How well are you doing when it comes to strategy execution ? Developing marketing plans is the sexy part of what you do. The fact remains that companies/business units that do a great job on both strategy and execution are crushing their sales numbers and will continue to do so.

Strategy 227

Strategy Objections System Meeting 227

Allego

APRIL 16, 2024

A great salesperson knows how to ask the question that their customer or prospect doesn’t even know ought to be asked. GPT can’t do that, at least not yet. Sam, can you share a bit about what you do? Do that for a couple of months, and you get a really powerful, trained system. Sam Richter: Certainly.

Hiring 62

Hiring Scale Proposal Analysis 62

Partners in Excellence

APRIL 5, 2023

They are intended to help us, make us more efficient, eliminate some of the work we have to do, Instead, I wonder if they are dumbing us down. We know the customer will have to do this in getting support from management, we struggle to connect how we help address the business problems/challenges impacting organization performance.

Face-to-face 102

Face-to-face Data Tools Conversion 102

Smooth Sale

APRIL 10, 2024

Learning new transferable skills is a confidence booster that reminds us that what we’re currently doing is not the end of our career. When we feel like we’re drowning in an unsupportive and even toxic environment, we should do our best to escape it. Of course, there’s only so much we can do for ourselves.

How To 102

How To Benefit Motivation Lead Rank 102

Smooth Sale

JANUARY 31, 2024

Photo by YingShen510 Attract the Right Job Or Clientele: Secure Being At the Heart of Business Success Executives in charge of large companies, entrepreneurs, plus everyone else in the business field do best when they can earn visibility and are at the heart of business success. Strategize the fix and test the revised approach.

Hiring 98

Hiring Lead Rank Networking Influencer 98

Pipeliner

NOVEMBER 18, 2022

Truthfully, though, such focused sessions do have their merit. However you choose to collaborate with your team, by all means do it. With temperature impacts on viruses and variants, how will the healthcare economy transition regarding cold versus warm weather seasons? Know all the changes.

Real Estate 97

Real Estate Government Face-to-face Transportation 97

Product Management University

FEBRUARY 21, 2024

Just like you, they know their own shortcomings and there’s a good chance they’ve been schooled on how to neutralize them with some clever positioning or avoidance tactics. That gives you the perfect opening to attack their strengths when you’re doing highly competitive demos, especially when their weaknesses aren’t show-stoppers.

Competition 52

Competition How To Positioning Exact 52