Sales and Marketing Management

OCTOBER 21, 2019

Salespeople, as a profession, are certainly not immune. From manual CRM updates, to uninspired training programs or hard-to-find content, the more roadblocks to seamless sales, the more staff becomes demoralized. But this isn’t just a problem for salespeople in their day-to-day. That, in turn, leads to greater sales rep churn.

Top of Funnel 136

Top of Funnel Hiring Commission SAP 136

Pipeliner

AUGUST 8, 2022

For example, if someone is from Dublin, you could talk about your recent trip there or a great pub that you visited. But writing a template, changing the person’s name and company, and then sending it off doesn’t really work these days, and it just creates lazy salespeople. What is personalized prospecting?

Prospecting 92

Prospecting Ideal Customer Profile Sports Social Media 92

No More Cold Calling

DECEMBER 30, 2014

Here’s what you might have missed from No More Cold Calling this month. But before we move on, let’s take the time to think about what we’ve learned this year. When you receive referral introductions from people your prospects know and trust, their gatekeepers will happily patch you through. Learn more.) [Top Learn more.)

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

MTD Sales Training

APRIL 30, 2018

What strikes me as strange and rather puzzling is a piece of research I read this week that said less than 10% of salespeople actually follow up a prospect more than once after they have sent a proposal. Is it worth learning? I had to read that twice before it sunk in. What causes it? Lack of time? Carelessness? Happy Selling!

Follow-up 163

Follow-up Prospecting Call-back Proposal 163

Increase Sales

JULY 26, 2017

Clueless or lazy salespeople now drown people with emails to postings with sales pitches. These salespeople and probably some are marketing people spray these sales pitches all over the place through social selling and then pray something will eventually stick. Salespeople have been doing this for years.

Social Selling 145

Social Selling Direct Mail Retention Facebook 145

No More Cold Calling

JANUARY 29, 2020

For me, it’s learning new technology. Sure, I can learn it, but it’s not in my sales comfort zone, and it’s not exciting for me. Also, here’s what you might have missed from No More Cold Calling this month: Learn How to Get the Gatekeeper on Your Side. Read “ Learn How to Get the Gatekeeper on Your Side.”).

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

No More Cold Calling

DECEMBER 4, 2014

Yet salespeople tend to make a lot of assumptions. Assuming is dangerous because it makes us lazy about increasing sales pipelines. And assuming is a trap that salespeople fall into all the time—usually to find out their assumptions were all wrong. And they want to learn more about how you can help grow their businesses.

Sales Qualified Lead 275

Sales Qualified Lead Ideal Customer Profile Referrals Small Business 275

Pipeliner

JANUARY 5, 2021

Since it’s a sales tool, should you try and contact all the salespeople and talk about how great Pipeliner is when they use it? No, we’ve already learned that this doesn’t work—you have to go to the top. That means you don’t waste your time with technical personnel, marketing, or salespeople. Don’t Be Lazy. Ambassadors.

Sales Qualified Lead 98

Sales Qualified Lead Leads Marketing Qualified Lead Referrals 98

No More Cold Calling

JULY 20, 2017

It requires personal connections—referral introductions from current clients. Despite what you’ll often hear from technology gurus about lead generation tools, sales success isn’t determined by who has the best technology; it’s determined by who has the best relationships. Prospects expect to hear from your team when they’re referred.

Account 285

Account Referrals Lead Generation Cold Calling 285

Score More Sales

SEPTEMBER 3, 2013

We get calls from companies every week who want us to evaluate or use their sales tool. In some manner it helps salespeople because of something – like mining data, or tracking sales opportunities, or helping sales teams with Gamification, or CRM – all things that I write about and consult with midmarket companies about.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

Understanding the Sales Force

FEBRUARY 28, 2014

It includes an article from me and several other noteworthy sales writers. Here are the 10 most common reasons why salespeople, sales managers, Sales Directors and CEO’s suffer from this: They lack a formal, staged, criteria-based pipeline. Salespeople have the power to suggest the likelihood of closing. Download it here.

Forecasting 188

Forecasting Pipeline Sales Forecasts Webinar Metrics 188

Pipeliner

OCTOBER 8, 2019

The traditional technological approach of only enabling executives by providing analysis of salespeople—a very top-down approach—has not produced good results. It perhaps worked for a short time, but salespeople became tired of being “driven”, and we’ve seen in the last decade an amazing rate of turnover in sales positions.

Sales Enablement 72

Sales Enablement Lead Rank Lead Scoring Pipeline 72

No More Cold Calling

DECEMBER 15, 2016

While adults are forgetting how to solve problems without machines, kids aren’t learning how to do it in the first place. The more we rely on technology to think for us, the easier it is for us to get lazy, error-prone, neglectful, and maybe even a little stupid. Are Salespeople Forgetting How to Sell?

Sales Automation 120

Sales Automation Referrals Decision Maker Cold Calling 120

Score More Sales

NOVEMBER 5, 2014

Within ONE day of connecting with someone I’m not sure of, I can learn if I made a mistake in having made that connection. Learn about ME first before you dump your product information on the table. Your prospective buyers are getting dozens and dozens of contacts from bad sales reps every day. One More Tip.

LinkedIn 229

LinkedIn Ideal Customer Profile Twitter Inside Sales 229

Pipeliner

MARCH 5, 2022

It was also perpetuated through some salespeople who didn’t exactly demonstrate honestly and morality, such as the notorious “used car salesman.”. This transparency also brings into play a positive factor: sales has become a real opportunity for those who have decided to become salespeople, and who indeed have honest motives.

Positioning 91

Positioning Hiring Scale Film 91

Jeff Shore

JANUARY 10, 2019

Salespeople influence decision-making when they deeply understand the customer’s issues and can identify a solution to their problems. You cannot talk and learn at the same time. And then…they never hear from you again. Please, salespeople everywhere, if you are guilty of the behaviors listed above, STOP THE CRAZY-MAKING!

ACT 104

ACT Buyer Follow-up Influencer 104

Increase Sales

JUNE 9, 2016

My salespeople are not motivated to sell. My salespeople are lazy. Finally, possibly you as the executive leader are creating barriers to the intrinsic motivation of your salespeople. Sustainable motivation must come from within. Why in the world did I hire this salesperson?

Motivation 70

Motivation Hiring Territories Compensation 70

Understanding the Sales Force

FEBRUARY 28, 2014

It includes an article from me and several other noteworthy sales writers. Here are the 10 most common reasons why salespeople, sales managers, Sales Directors and CEO’s suffer from this: They lack a formal, staged, criteria-based pipeline. Salespeople have the power to suggest the likelihood of closing. Download it here.

Forecasting 120

Forecasting Sales Forecasts Webinar Metrics Pipeline 120

Allego

JANUARY 28, 2021

If I’ve done that I can do the other because I have the ability to learn. But this adaptability, resiliency, and an “aptitude and attitude for learning,” as Stanley puts it, is part of a much larger philosophy that she emphasizes throughout her professional practice: . “I have mastered the classroom training. They’re not.”.

Hiring 77

Hiring How To Face-to-face Pivotal 77

Sales Evangelist

NOVEMBER 26, 2019

He was a lazy student in high school but he had a passion for playing baseball. He was sent to Brazil, learned a foreign language, and lived in a big city. At the end of his first year in sales, he was in the top 10% of salespeople in the company. In Sales, the more you learn the process, the more effective you become.

Face-to-face 98

Face-to-face Call-back Up-Sell Construction 98

Gong.io

DECEMBER 9, 2019

Here are the key takeaways and highlights from that episode. And so, bringing that back from the field as a recognition that marketing content, messaging, and sales conversations were too company- and product-centric. I’m not going to even blame salespeople. The Customer is the Hero. But they live in their own story.

Intent 106

Intent Revenue Call-back Data 106

criteria for success

OCTOBER 28, 2021

For this week's blog post, I sat down with our CEO and Founder, Charles Bernard, to discuss why old school hunting in sales outreach doesn't work in today's market, and what new school outreach asks of salespeople and leaders. Read on to learn more! Especially with COVID, a lot more people are working from home.

Hiring 98

Hiring Banking Call-back Trends 98

Hubspot Sales

JANUARY 6, 2021

You know how the typical prospect goes from an email address in your CRM to a paying customer. You've trained your salespeople on the key actions required to move prospects from stage to stage. First, are your salespeople getting enough leads to hit their goal? You've established the various stages of your sales process.

Sales Process 137

Sales Process How To Hubspot Hiring 137

Marc Wayshak

JANUARY 6, 2021

Salespeople often want me to answer their burning questions about specific selling situations. The reality is, though, that salespeople would be much better served if they focused on mastering the basic principles of selling rather than case-by-case troubleshooting of these types of specific challenges. But you know what?

Follow-up 102

Follow-up Education Up-Sell Call-back 102

No More Cold Calling

DECEMBER 19, 2013

Although I’ve witnessed this brand of laziness first-hand, I was still shocked that salespeople could pass up so many opportunities to sell. Successful salespeople regularly follow up with every important contact —including leads, prospects, clients (current and former), and Referral Sources. My Data Is Better Than Your Data.

Follow-up 237

Follow-up Face-to-face Referrals Social Media 237

CloserIQ

APRIL 2, 2019

Salespeople have a bad reputation. Reading from a Script. In truth, my sales career started off reading from a script. What’s more, people who read from scripts tend to display a total lack of creativity. They can’t adapt their pitch because they’ve never learned how. Are they salespeople, or are they just readers?

Company 100

Company Scale Guidelines Call-back 100

LeadFuze

DECEMBER 1, 2021

They need to be more realistic about what they’re going to get from a company. The Millennial generation is known for their strong social skills, and many of them work as salespeople. Salespeople who are Millennials seem to have a leg up. Some people think that millennials are lazy or don’t work hard.

Hiring 52

Hiring Social Media Banking Hubspot 52

Pipeliner

FEBRUARY 1, 2018

Sales meetings often expose lazy or short-term mindsets and, sadly, waste most of the participant’s time. We should always be asking the right questions of salespeople at the beginning of the quarter, and help them identify and execute the right actions that create progression. I’ll start with a confession. Download a free trial now.

Sales Meeting 84

Sales Meeting Meeting Forecasting Case Study 84

No More Cold Calling

APRIL 10, 2014

Is Technology Making You Lazy? I can set up my Twitter streams to automatically retweet posts from some of my favorite people, so that I’m building a community without ever participating in that community. . People still buy from people. Visit www.partnersinexcellenceblog.com to learn more. But is it better?

Webinar Metrics 209

Webinar Metrics Small Business Small Business Buying Cycle 209

SBI

OCTOBER 30, 2013

They look for reasons to run away—or to avoid salespeople in the first place. Listening is an act of learning. What’s earned salespeople a bad name is that they listen with their head and not their heart. And those are three qualities that will differentiate you from your competitors. Every conversation has to count.

Prospecting 139

Prospecting Proposal Decision Maker Case Study 139

Hubspot Sales

MARCH 8, 2019

Being a group of six, we needed a large vehicle to get us from downtown to the airport. It was a text from Leo saying that he was in the black Suburban parked in front of the hotel. Sales professionalism includes the etiquette, characteristics, and mannerisms that are expected of salespeople. No problem. Competence.

Hotels 106

Hotels Social Media Call-back Up-Sell 106

ExecVision

JULY 8, 2018

This guest post original appeared in a newsletter from Andy Paul from The Sales House and the Accelerate! It’s a widely accepted belief that salespeople don’t invest enough of their own time and energy in improving their skills, increasing their capabilities and otherwise elevating their overall competence. What do you do, sir?”–John

Call-back 40

Call-back Education Incentives Incentive 40

Janek Performance Group

JUNE 7, 2022

In fact, amidst the pandemic, employers were faced with candidates who had no problem walking away from great job opportunities and even signed offer letters. Modern salespeople want to work for a company with an attractive work culture and company values. Don’t be lazy with your job description. Create a Killer Job Description.

Sales Talent 62

Sales Talent Competition Hiring Marketing 62

Sales Evangelist

JUNE 2, 2020

Three Things I Learn From Jordan's Last Dance To Dominate Sales Donald Kelly’s knowledge has come from a variety of sources -- books, podcasts, training, sales seminars, documentaries, and more recently, the docuseries, Michael Jordan’s Last Dance. These are the people you want to learn from them and emulate.

Ideal Customer Profile 75

Ideal Customer Profile Policies Travel LinkedIn 75

Sales Hacker

MARCH 15, 2021

How many times has someone reached out to you on LinkedIn because they want something from you that will only benefit themselves? Differentiating a solicitor from a salesperson. If you have 100 people in the room, chances are at least three of these people will buy from you. Salespeople are not vendors or solicitors.

Face-to-face 108

Face-to-face Ideal Customer Profile Lead Rank Lead Scoring 108

The Pipeline

AUGUST 2, 2013

JF: Today’s inside sales organizations are growing rapidly – for every 15 inside salespeople being hired, only one field person is being hired. As a coach you must detach yourself from your own pressures and focus on the person you are coaching. Is that lazy management, or just lack of knowing where else to look? Be observant.

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Sales Evangelist

MAY 19, 2020

How Do I Stand Out From The Competition? Are there still ways salespeople can stand out from the competition? If you want to stand out from your competition, be consistent and persistent. Many salespeople think the only way you can get in touch with a prospect is through phone calls and emails. If so, how?

Competition 52

Competition Ideal Customer Profile Face-to-face Call-back 52