No More Cold Calling

APRIL 3, 2020

We see deals in our sales pipeline postponed or disappearing. Sales leaders: Lead generation must be your primary focus. What do businesses typically do when clients stop buying and the sales pipeline dries up? If You Freeze Up, So Does the Sales Pipeline. If You Freeze Up, So Does the Sales Pipeline.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

Steven Rosen

JUNE 20, 2019

Second line sales managers (SLM) don’t coach their FLMs on their coaching. The role of the frontline manager (FLM) is to recruit, develop, and retain top sales performers. By doing these basics well you will consistently crush your sales objectives. By doing these basics well you will consistently crush your sales objectives.

Coaching 334

Coaching Hiring Sales Coaching Social Media 334

No More Cold Calling

APRIL 30, 2020

I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

DiscoverOrg Sales

JUNE 13, 2018

“When I first started at DiscoverOrg two years ago, I joined a group of six other Sales Development Reps (SDRs). We were all green to the role and new to sales in general. Fast-forward two years later : I am the manager of Sales Development. Align sales and marketing to boost lead quality.

Lead Rank 276

Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

Partners in Excellence

MARCH 5, 2024

Preface : Gus Maikish is one of the first people I met when I started my selling career. He started a few years before me and was managing some significant banking accounts for IBM. It’s not an esoteric book on theories, it’s a pragmatic focus on the job and how to sell both to the customer and within your own company.

Banking 77

Banking Hiring Lead Rank Lead Scoring 77

No More Cold Calling

JANUARY 29, 2020

“You won’t get to second unless you take your foot off first.” Successful players must get out of their comfort zones and risk being tagged out in order to win the game. I’m not looking forward to stepping out of my sales comfort zone this year, but I must. What sales comfort zone is holding you back?

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

Salesmate

SEPTEMBER 18, 2020

It is enticing to play the role of a manager in a sales team. Along with your own quota, you even need to ensure that your sales team performs well and achieves its sales quota. The real key to building a winning sales team is effective sales management. Are you wondering how to manage a sales team effectively?

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

No More Cold Calling

FEBRUARY 28, 2019

Yes, you must make time. It will take more than two minutes to read this month’s posts from No More Cold Calling, but consider doing it anyway: Without Call-Backs, Your Lead Gen Is Dead in the Water. Every sales leader wants to know how to generate leads—not just any leads, but qualified leads. That’s a rhetorical question.

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

Vengreso

JANUARY 13, 2023

I’ll be the first to admit it! I’m not a book reader in general and prefer consuming content in short, small bites. In fact, I find books a little overwhelming at times. Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Hubspot Sales

MAY 3, 2021

First-hand experience is helpful when it comes to improving your sales performance. However, this first-hand experience is sometimes hard to come by, especially if you’re a member of a marginalized group underrepresented in your field. 5 Post-Pandemic Sales Strategies. What’s in the CARDS?

Scale 126

Scale Sales Enablement Face-to-face Margin 126

Pipeliner

OCTOBER 30, 2023

Coming to the final article in our series on sales ethics, let’s now cover its most practical aspect: sales ethics characteristics. The Critical Role of Character in a New Era of Sales explores this subject in depth. I highly recommend you read it. These words sum up a typical sales call, don’t they?

Exercises 64

Exercises Call-back eBook Lead Rank 64

Understanding the Sales Force

AUGUST 13, 2013

Understanding the Sales Force by Dave Kurlan Sales candidates, especially good ones, are exponentially more difficult to attract than they were just two years ago. True or False: Compensation isn''t that important to most salespeople. One of the reasons is compensation. True or False: Compensation is always relative.

Compensation 269

Compensation Commission Hiring Salary 269

Jeff Shore

DECEMBER 27, 2018

Mark Twain once said, “Those who do not read are no better off than those who cannot read.”. Have you been thinking that reading is a habit you should develop? Here are ten books to help you on that journey. ?1. The smartest sales thinker around today with his third book in three years, and arguably his best.

Outbound 105

Outbound Energy Objections Course 105

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

The Spiff Blog

OCTOBER 19, 2023

Believe it or not, the new year is right around the corner– and that means it’s time to plan your sales compensation strategy for 2024. But, in this era of constantly shifting market conditions, it can be difficult to know what changes will best set your sales organization on the path towards success. in 2020 to 52.9%

Compensation 83

Compensation Incentives Incentive Commission 83

The Pipeline

DECEMBER 8, 2014

Book Review - Amp Up Your Sales – Andy Paul. Many of you are no doubt familiar with Andy Paul, author of Zero-Time Selling ; well Andy is out with yet another great book just in time to kick your sales year off right, Amp Up Your Sales. It’s the big mystery of sales. 10% 50% 75%?”

Margin 257

Margin Maximizer Lead Rank Lead Scoring 257

Anne Miller

JULY 15, 2023

You are the sales manager of this tech firm. Here is how Chris Freeman, a sales manager who found himself in this situation, overcame these challenges– with the help of metaphors and analogies. The sales reps weren’t against the innovation. Side bar: When automobiles first came out, they weren’t called automobiles.

Up-Sell 117

Up-Sell Relationals Prospecting Energy 117

Jeff Shore

APRIL 10, 2018

You’ve begun your journey into the wonderful, scary, thrilling, ill-defined, mysterious world of sales. Don’t wait for others to tell you what those habits must be. In the world of sales, there are hunters and there are gatherers. We call those two types of salespeople prospectors and converters. Sales is a creative job.

Face-to-face 120

Face-to-face Energy Maximizer Consumer 120

Salesmate

JULY 28, 2020

Books help in expanding knowledge. The more you learn, the better you can perform when it comes to nurturing and converting sales deals. In sales, you need to keep learning to excel and surpass competitors. So, take the help of various sales books to enhance your knowledge and brush up your skills.

Lead Rank 103

Lead Rank Buyer Influencer Outbound 103

The Digital Sales Institute

OCTOBER 13, 2023

Free sales training can be a step in the right direction for those of you who may be new or newer to sales. Selling is changing rapidly and having a longer term career as a salesperson now depends on having a far wider of value added sales skills than even five years ago. What Is Free Sales Training?

Training 52

Training Webinar Metrics Channels Video 52

Janek Performance Group

JANUARY 11, 2022

With a new year, many people set resolutions. These often list things they can do to better themselves, such as joining a gym, reading more books, eating vegetables. For many salespeople, along with personal resolutions, it’s helpful to set new sales goals. First, select a long-term goal for the upcoming year.

Sales Goal 118

Sales Goal Lead Rank Lead Scoring Motivation 118

Increase Sales

MARCH 21, 2017

Years ago I read the following definition for sales by Zig Ziglar: “Sales is the transference of feelings.” Jeb Blount’s new book, S ales EQ , should be immediately ordered, read and committed to memory. Emotional intelligence is the missing key within most sales training programs.

Social Media 95

Social Media Facebook Quota Media 95

Zoominfo

APRIL 16, 2018

If you’re one of the few sales professionals who’s never heard of Keenan the Sales Guy, here’s a little introduction. Keenan is the self-described CEO/President and Chief Antagonist of A Sales Guy Inc. With more than 20 years of sales experience, Keenan has influenced, learned, and shaped the world of sales.

Journal 171

Journal Influencer Case Study Sports 171

Pipeliner

MAY 6, 2023

Nouriel Roubini has a fascinating bestselling book called MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. In this book, Roubini lays out 10 trends that seriously threaten our survival. This book got me thinking: are there mega-threats for our industry coming our way?

Industry 52

Industry Trends Face-to-face Video 52

No More Cold Calling

APRIL 15, 2014

Why not put the technology away and curl up with a real book every once in a while? Something special happens when we read a real, printed book. My first book— No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust — was published in hardcover by Warner Books eight years ago this month.

Cold Calling 209

Cold Calling eBook Small Business Small Business 209

No More Cold Calling

JUNE 9, 2019

Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. Successful sales professionals understand that technology is a must-have business tool. The Sales Technology Tipping Point. Big mistake!

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Anne Miller

OCTOBER 6, 2022

How do you attract people to a field (sales) that they think has a notoriously suspect reputation? How do you turn perceptions of sales as a “pushy,” “manipulative,” and “untrustworthy” endeavor into a respectable opportunity that could launch participants into a world of respectable and lucrative work? Selling Sales with Stories.

Face-to-face 118

Face-to-face Journal ACT Up-Sell 118

Shari Levitin

JANUARY 27, 2021

Once you decide, “I am a salesperson and these are the activities salespeople do every day``, you’ll reach new heights. As an example, last year I set a goal to run a half marathon. In 2008, Seinfeld was still pulling in $85 million per year. Seinfeld explains that to be a better comic, you must exercise discipline.

Sales Goal 118

Sales Goal Top of Funnel Social Media Exercises 118

Understanding the Sales Force

JULY 2, 2014

Understanding the Sales Force by Dave Kurlan Yesterday, I read an article that was very consistent with what I was complaining about last week when I wrote The One Thing Missing From the New Way of Selling. I have tremendous respect for the article''s author, Mark Roberge , who has built a great sales force over at Hubspot.

Airlines 196

Airlines Hubspot Inbound Top of Funnel 196

Alice Heiman

MAY 8, 2019

Setting your number and creating your sales strategy is only the first step. There are two things you must do: develop yourself and develop your team. Develop Yourself It starts with you, your mindset, and your plan to develop yourself as a sales leader. What are the thoughts about your sales team?

Hiring 125

Hiring Insurance Insurance Positioning 125

Salesmate

NOVEMBER 30, 2020

Sales rep – Hello, I am Kelam, calling from Ace Interno; we are a B2B portal, holding six years of………. This is what happens when sales conversations commence with a boring introduction. People repel to uninteresting sales conversations; they find interruptive, infuriating, and a waste a time. How to do that?

Conversion 114

Conversion Face-to-face How To Commence 114

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. Today, we do the same for sales reps. 2. Sales Hacker.

Channels 187

Channels Face-to-face Video Hubspot 187

Hubspot Sales

JANUARY 21, 2021

Many salespeople don't plan on going into sales. They're entrepreneurs, and sales is a great way to learn the ins and outs of business. To help you prepare for your eventual takeover of the business world, we've compiled a list of the 30 best books on entrepreneurs. The 30 Best Entrepreneur Books.

Outsourcing Services 133

Outsourcing Services Face-to-face Social Media Motivation 133

InsideSales.com

JULY 13, 2020

Looking for the best sales books? Whether you’re looking to improve your sales pitch, learn the secrets of closing, or learn how to influence people, read on for some of the must-reads for any inside sales rep. The Little Red Book Of Selling – Jeffrey Gitomer.

Ideal Customer Profile 58

Ideal Customer Profile Inside Sales Sales Influencer 58

No More Cold Calling

DECEMBER 19, 2013

When I attended this year’s Dreamforce conference , I heard numerous speakers and presenters echo the same valuable message I’ve been stressing for years—the importance of following up. Mark Hunter and Andy Paul revealed that 40 to 80 percent of sales leads are never followed up on. Read “ My Data Is Better Than Your Data.”).

Follow-up 237

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

Jeff Shore

JULY 17, 2018

You’ve begun your journey into the wonderful, scary, thrilling, ill-defined, mysterious world of sales. Don’t wait for others to tell you what those habits must be. In the world of sales, there are hunters and there are gatherers. We call those two types of salespeople prospectors and converters. Read the blogs.

Strategy 88

Strategy Face-to-face Energy Maximizer 88

Hubspot Sales

OCTOBER 23, 2017

In other words, you can rely solely on first-hand experiences to gain sales knowledge -- but it might be painful. To dramatically cut down on your learning curve, pick up some sales books. Picking a book can be tough, as there are thousands to choose from. Enter: This reading list. The Challenger Sale.

Lead Rank 112

Lead Rank Lead Scoring Referrals Influencer 112