Understanding the Sales Force

JANUARY 28, 2013

They are too set in their ways - nobody can get through to them. You'll never get them to find new business. They're holding us back - no question - but I can't do anything about it. The Sales Force evaluation process gets the ball rolling (as surprising as the results may be to some veteran salespeople).

Face-to-face 208

Face-to-face Margin Coaching Proposal 208

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. Featured Video: Dave Kurlan Explains How to Get a Prospect’s Attention.

Channels 187

Channels Face-to-face Video Hubspot 187

Anthony Cole Training

APRIL 11, 2014

So, to make sure you get this deal, you hand it off to the person that has demonstrated that they can get the job done and close this deal. The meeting with the prospect is at 1:00pm and so a meeting is scheduled from 10:00am to 11:00am on Friday. Can you really bench him and run the risk of not getting this deal?

Hiring 152

Hiring SME Margin Account 152

Anthony Cole Training

APRIL 18, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. getting sales decisions (4). open ended sales questions (11). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34).

Hiring 175

Hiring Ideal Customer Profile Webinar Metrics eBook 175

Partners in Excellence

NOVEMBER 26, 2018

If we aren’t doing enough prospecting, we won’t have enough qualified opportunities, and we are highly unlikely to make our numbers. ” For example, it may be as simple as number of weekly prospecting conversations and healthy pipeline metrics. Roughly 20 key performance metrics for sales person effectiveness.

Cost per Lead 79

Cost per Lead Lead Rank Lead Scoring Churn 79

Anthony Cole Training

FEBRUARY 14, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. getting sales decisions (4). open ended sales questions (11). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34).

Hiring 169

Hiring Ideal Customer Profile Webinar Metrics eBook 169

The Pipeline

FEBRUARY 3, 2012

One approach that intrepid leaders can look to is too shrink the size of territories, based on a number of factors driven by deal size, length of cycle, nature of the offering (new or mature), is the focus margin or market share, is there opportunity for organic growth, or strictly competitive account growth, and others.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Anthony Cole Training

APRIL 15, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. getting sales decisions (4). open ended sales questions (11). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34).

Hiring 174

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 174

LeadFuze

DECEMBER 31, 2021

There are times when it is appropriate, but for enterprise software sales its often a bad idea because you want your prospect or customer to think about what they would like in their system before making a decision on which one will best suit them. Sales reps often do not know what the sales process is or how to get a customer to sign on.

Closing 52

Closing Discount Banking Follow-up 52

Close.io

JANUARY 30, 2020

The more effort you put into understanding the prospect or their problems, the more they tend to persuade themselves to buy, moving you closer to product-market fit. So, always try to highlight features of your product that impact your prospects’ pain points. This means maximum results with fewer dead ends and less wasted effort.

Decision Maker 90

Decision Maker Face-to-face Negotiation Up-Sell 90

Sales Hacker Training

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Sam Jacobs: Before we get there, we want to thank our sponsors. Pavilion is the key to getting more out of your career. powered by Sounder.

Training 119

Training Scale Webinar Metrics Face-to-face 119

Understanding the Sales Force

JANUARY 28, 2013

They are too set in their ways - nobody can get through to them. You'll never get them to find new business. They're holding us back - no question - but I can't do anything about it. The Sales Force evaluation process , as surprising as the results may be to some veteran salespeople, gets the ball rolling.

Face-to-face 130

Face-to-face Margin Coaching Proposal 130

Anthony Cole Training

JULY 28, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. getting sales decisions (4). open ended sales questions (11). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34).

Hiring 136

Hiring Buying Cycle Ideal Customer Profile Margin 136

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like sales prospect research , sales outreach, and professional development. Featured Video: Dave Kurlan Explains How to Get a Prospect’s Attention.

Channels 100

Channels Video Hubspot Face-to-face 100

Tony Hughes

FEBRUARY 21, 2018

You could call 50 prospects and get nothing from it - just going through the motions. You get my point! We are all allotted the same cosmic clock, so why then do some optimize this time for better results? You can use Marketo lead scoring to see which prospect is hot based on rules. Time is the enemy in sales.

Top of Funnel 86

Top of Funnel Lead Rank Lead Scoring Distribution 86

Anthony Cole Training

FEBRUARY 24, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. getting sales decisions (4). open ended sales questions (11). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34).

Hiring 137

Hiring Ideal Customer Profile Sales Coaching Coaching 137

Anthony Cole Training

JULY 17, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. getting sales decisions (4). open ended sales questions (11). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34).

Hiring 120

Hiring Ideal Customer Profile Sales Qualified Lead Margin 120

The Pipeline

MARCH 2, 2012

Stored in Attitude , Business Acumen , Impact Questions , Interactive Selling , Negotiations , Price , Sales Strategy , Sales Success , execution. Price continues to be the boogie man for many sales people; soft economies just serve to compound and heighten the situation giving buyers an obvious lever in sales negotiations.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Sales Evangelist

MAY 14, 2019

He learned how to sell reading books and he started knocking on doors looking for a sales job. The prospects are 100 percent in control of the result. They get to decide whether they will write us a check or not. Sales hallway In his book Consistency Selling, Weldon introduces a concept he calls the sales hallway.

Face-to-face 60

Face-to-face Insurance Insurance How To 60

Sales Evangelist

APRIL 20, 2020

The results of the service? Are they trying to create a margin of time? Why does the customer buy that from you? The answers to these three main questions will help you define the profile of the sales people you want to hire. What type of organization do they work for? What are the exact products they are buying from you?

Hiring 52

Hiring Ideal Customer Profile Training How To 52

Anthony Cole Training

JUNE 2, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. getting sales decisions (4). open ended sales questions (11). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34).

Hiring 174

Hiring Ideal Customer Profile Webinar Metrics eBook 174

Pipeliner

AUGUST 15, 2018

You could call 50 prospects and get nothing from it – just going through the motions. If a Bear researches in the woods… You get my point! We are all allotted the same cosmic clock, so why then do some optimize this time for better results? You could research the perfect business case to high heaven!

Top of Funnel 64

Top of Funnel Distribution Call-back Lead Rank 64

The Pipeline

APRIL 8, 2011

We took two definitive steps to get the Iraqi people to willingly let us help them get their infrastructure up and stable. Similarly in the market world, you have to entice a clientele base by promoting heavily without really striving for a high profit margin. Gain Trust and Rapport. Similarly, never assume that you know best.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

Anthony Cole Training

JUNE 4, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. getting sales decisions (4). open ended sales questions (11). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34).

Hiring 136

Hiring Ideal Customer Profile Banking Sales Qualified Lead 136

Sales Hacker

JUNE 11, 2019

The Challenger Sale methodology originated in 2011, when a book authored by CEB’s Matthew Dixon categorized sales professionals into five classes: Relationship builders. The book claimed that challenger-type sellers are the most successful group, especially in the B2B enterprise market. What is a Sales Methodology? The Challenger Sale.

Sales Methodology 77

Sales Methodology Inbound Lead Rank Consultative Selling 77

Close.io

OCTOBER 1, 2018

While all sales manager undoubtedly need hands-on experience converting prospects into customers themselves, there are a wide range of other (equally important) sales manager skills you’ll need to command in order to excel in this role. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Paul Cherry's Top Sales Techniques

JANUARY 29, 2010

More Free Stuff | Email Us | Get Started Now! Get Newsletter. Published Books. Prospecting (9). Questions for Managers (21). Sales Questions (27). Paul Cherry Book. Fans of Paul Cherry’s Questions That Sell are singing its praises! Get Started Now! Category: Sales Questions.

Competition 69

Competition Pharmaceuticals Margin Distribution 69

Sales Hacker

AUGUST 4, 2020

Key lessons for getting your entrepreneurial venture off the ground [5:26]. How to get better at sales [21:37]. Now, before we get there, we want to thank our sponsor. This week on the Sales Hacker podcast, we speak with Matt Rizzetta , founder of North 6th Agency, which is a communications and PR firm based in New York City.

Outsourcing Services 105

Outsourcing Services Hiring Lead Rank How To 105

Sales Hacker

NOVEMBER 5, 2018

Before we dive into the topic, I have an important question for you. You’re also getting food poisoning. I have learned quite a bit about it. I also run a Consulting company, AltiSales , which has a Business Process Outsourcing component, think Accenture, but purely for SDRs. ” So let me start by setting the stage.

Outsourcing Services 75

Outsourcing Services Sales Outsourcing Lead Generation Hiring 75

Tony Hughes

FEBRUARY 22, 2018

When we treat social selling as the next big thing, as if it were a transactional cold call where we can achieve million dollar closing results with one or two calls, we take the sector backwards. Dave Brock says it the best ever: Prospecting is the New Prospecting ! It is dangerous to implement basic social selling techniques.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

InsideSales.com

OCTOBER 23, 2019

Get Social. Cold calling the CEO is difficult, but not impossible — if you know how to structure your pitch and how to get past gatekeepers. Is it easier to get a mid-level manager on the phone? RELATED: Four Tips On Selling To C-Level Executives. In this article: Engaging with C-Level Executives. Start at the Top. Absolutely.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

Sales Hacker

APRIL 21, 2020

Now, before we get into the conversation, we want to thank our sponsor. Leveraging the next generation of artificial intelligence, the platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect, every time, enabling personalization at scale that was previously unthinkable.

Face-to-face 67

Face-to-face Top of Funnel Call-back Cancellation 67

Paul Cherry's Top Sales Techniques

JULY 7, 2010

More Free Stuff | Email Us | Get Started Now! Get Newsletter. Published Books. Prospecting (9). Questions for Managers (21). Sales Questions (27). Paul Cherry Book. Fans of Paul Cherry’s Questions That Sell are singing its praises! Get Started Now! The Company. Paul Cherry.

Decision Maker 49

Decision Maker Webinar Metrics Pharmaceuticals How To 49

Xactly

AUGUST 30, 2018

To do so, they need to get to know their reps well, they must have visibility into performance and behavior data. Most people seem to think that when sales managers recruit top sales leaders and provide them with the right sales team management tools it will in turn translate to higher profit margins but that is not always the case.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

OnePageCRM

MARCH 8, 2017

But if you’re competing on the basis of having the lowest price, you’ll always be running on slim margins, putting pressure on the entire supply chain and putting your product (and your customers’ success) at risk. Let’s imagine some data from 100 potential customers: We can see that the price is elastic : lower prices result in more buyers.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Sales Hacker

MARCH 2, 2020

As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance. And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Books that made the cut: Are on my own bookshelf. Fanatical Prospecting.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Sales Hacker

FEBRUARY 8, 2021

There have probably been countless times you’ve sent out a proposal and the prospect is never to be heard from again. It’s happened to all of us, and it never gets less confusing and frustrating. Why your prospect hates your proposal. So why does this happen so often when it can result in immediate disqualification?

Proposal 111

Proposal Prospecting Vendor Follow-up 111