Sales and Marketing Management

APRIL 13, 2020

Author: Andres Lares, Shapiro Negotiations Institute There is a small truism about connecting with people that anyone in sales can tell you, and they learned it early in their careers. In sales and negotiations, the uncertainty and fear spread by COVID-19 has created unanticipated obstacles and challenges. Provide a focused agenda.

Face-to-face 393

Face-to-face How To Negotiation Lead Rank 393

HeavyHitter Sales

SEPTEMBER 9, 2017

  When I was a vice president of sales, one of my key responsibilities was to ensure that our sales kickoff was a complete success.   After keynoting hundreds of sales kickoffs and sales meetings, I’ve created a Sales Kickoff Meeting Planning Guide to help you conduct the perfect annual sales meeting.

Meeting 68

Meeting Oracle Decision Maker Conference 68

Close

SEPTEMBER 15, 2022

The purpose of sales meetings is to motivate and equip your team to do their best work. Learn how to prepare, structure, and run an effective sales meeting.

Sales Meeting 52

Sales Meeting Meeting How To Motivation 52

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Autoklose

APRIL 8, 2024

Closing sales is a joint effort that takes time, particularly in the B2B industry. And while it’s the sales rep who actually seals the deal and receives all the accolades, the truth is that the successful outcome heavily depends on the early stages of the process. Table of Contents What Is a Discovery Meeting?

Meeting 98

Meeting Objections Research Face-to-face 98

HeavyHitter Sales

SEPTEMBER 2, 2016

    When I was a vice president of sales, one of my key responsibilities was to ensure that our annual sales kickoff meeting was a complete success.   Today, I have keynoted and conducted sales training breakout sessions at hundreds of sales meetings and annual sales kickoffs. . 

Meeting 68

Meeting Conference Sales Meeting Competition 68

HeavyHitter Sales

SEPTEMBER 2, 2016

    When I was a vice president of sales, one of my key responsibilities was to ensure that our annual sales kickoff meeting was a complete success.   Today, I have keynoted and conducted sales training breakout sessions at hundreds of sales meetings and annual sales kickoffs. . 

Meeting 60

Meeting Conference Sales Meeting Competition 60

HeavyHitter Sales

OCTOBER 14, 2014

When I was a vice president of sales, one of my key responsibilities was to ensure that our annual sales kickoff meeting was a complete success. I wanted everyone to leave the meeting trained on our new products, well-versed about the competition, and most importantly, re-energized to get back into the field to sell. 

Meeting 84

Meeting Conference Sales Meeting Competition 84

HeavyHitter Sales

SEPTEMBER 21, 2015

When I was a vice president of sales, one of my key responsibilities was to ensure that our annual sales kickoff meeting was a complete success. I wanted everyone to leave the meeting trained on our new products, well-versed about the competition, and most importantly, re-energized to get back into the field to sell. 

Meeting 60

Meeting Conference Sales Meeting Competition 60

The Brooks Group

JUNE 21, 2018

Sales meetings get a bad rap. That’s where a well-crafted sales meeting agenda steps in. An organized agenda will keep your team on track and engaged, and help you avoid the tangents and distractions that can derail an otherwise productive meeting. Key Items to Include on Your Sales Meeting Agenda: 1.

Sales Meeting 40

Sales Meeting Meeting Trade Show Guidelines 40

The Brooks Group

JUNE 21, 2017

Sales meetings get a bad rap. That’s where a well-crafted sales meeting agenda steps in. An organized agenda will keep your team on track and engaged, and help you avoid the tangents and distractions that can derail an otherwise productive meeting. Key Items to Include on Your Sales Meeting Agenda: 1.

Sales Meeting 49

Sales Meeting Meeting Trade Show Guidelines 49

Sales and Marketing Management

JANUARY 6, 2020

Author: Colleen Honan and Liz Pulice As we head into 2020, many organizations are preparing for their sales kickoff meetings. These meetings are usually the one time of the year when companies can assemble their entire sales organization and get the team energized, engaged and prepared for the year ahead. .

Meeting 177

Meeting Retention Sales Enablement Guidelines 177

Sales Hacker

APRIL 4, 2024

Now is a better time than ever for your sales team to align their goals, motivations, and strategies for the upcoming year (and beyond). With a sales kickoff (SKO). As powerful as these meetings can be, they often lack direction or fall victim to several other SKO mistakes many organizations make. Sure, inspiration is a must.

Webinar Metrics 90

Webinar Metrics Analysis Motivation Follow-up 90

MTD Sales Training

JANUARY 28, 2019

Meetings with your salespeople can often be seen as a grind, or a necessity, rather than something to be looked forward to. For many sales managers, they can turn into long, boring sessions that people can’t wait to get out of. – one or more salespeople dominate the meeting. – when there is no or little agenda.

Sales Meeting 181

Sales Meeting Meeting Sales Management Skype 181

Steven Rosen

NOVEMBER 7, 2023

Then You Need a Sales Execution Plan! As we dive into a new year, fresh with possibilities and opportunities, one critical element separates top-tier sales and marketing executives from the pack: a laser-focused execution plan. But let me ask you, “do you have a detailed sales execution plan to turn those strategies into reality?”

eBook 156

eBook Strategy Account Sales 156

Sales and Marketing Management

JANUARY 12, 2018

Author: Jim Ninivaggi Many companies have their annual sales kickoff (SKO) meetings approaching. Here are six secrets to make your meetings a hit and not a miss. It’s easy and tempting to simply repeat the general format and agenda of past meetings. Secret 3: Set the agenda early. launching a new product).

Retention 243

Retention Motivation Groups Construction 243

SBI Growth

MAY 11, 2022

When it comes to supporting the CEO’s growth agenda, the level of sales talent is the primary differentiator for market-leading organizations. According to our internal SBI benchmarking, most business-to-business sales organizations exited December of 2021 with a startling 10–15% open sales headcount.

Lead Rank 177

Lead Rank Lead Scoring Hiring Leads 177

Jeffrey Gitomer

MARCH 19, 2019

Sales games are no different than sports games. You win more sales when you sell them at home. How many of your prospects, who you want to become customers, get an invitation to play the championship game (the sale) at your ball park? Write out exactly what you want to take place in the meeting. Have a Wall of Fame.

Sports 250

Sports Scale Proposal Call-back 250

Sales and Marketing Management

OCTOBER 1, 2020

When setting a client meeting, always propose to have a face-to-face virtual meeting first. When communicating with clients over video, be sure to treat your preparation as you would a typical meeting. Proper sales materials will make the difference between a good and great sales call. . Meeting Etiquette .

Webinar Metrics 177

Webinar Metrics Strategy Face-to-face Skype 177

Hubspot Sales

MARCH 11, 2024

For the last six years, I’ve been an avid user and champion of using async video in my day-to-day as a seller — well before joining Loom to lead its Sales and Customer Success teams. I’ve seen the benefit of async video messages to close deals and build prospect relationships as both a quota-carrying seller and a sales team leader.

Quota 105

Quota Video Revenue Call-back 105

Zoominfo

OCTOBER 30, 2018

Modern sales reps rely on a variety of tools and technologies to conduct their work—including email, social media, video chat tools and more. As a result, the traditional in-person sales meeting has become far less common than it once was. The Benefits of Face-to-Face Interaction in Sales. Let’s get into it!

Face-to-face 225

Face-to-face Sales Process Skype B2B 225

Hubspot Sales

DECEMBER 1, 2020

Could the same be said of ending Zoom meetings and closing browser tabs? For remote sales teams, easy-to-use technologies provide more ways than ever to capture and memorialize prospect and customer sentiments for continued reference throughout the buyer’s journey. Meeting Agenda. Goals and Objectives. Attachments.

Sales Meeting 129

Sales Meeting Meeting Case Study Scale 129

Janek Performance Group

OCTOBER 26, 2022

Most sales reps groan, “Here we go again” at the thought of another sales meeting. Another sales meeting? How much has changed since our last meeting?” Yet again, another hour that will be lost forever once the sales meeting finally concludes. Cost of a Bad Sales Meetings.

Sales Meeting 62

Sales Meeting Meeting Maximizer Sales 62

Zoominfo

MAY 20, 2019

If you’ve worked in business for any length of time, you’ve attended two very different types of meetings. First, there are effective business meetings, where employees share necessary information, collaborate efficiently, and develop next steps to solve their shared problems. Executives consider more than 67% of meetings a failure.

Meeting 221

Meeting Distribution Follow-up Objections 221

Smooth Sale

MARCH 30, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Can You Use A Practical Guide To Organizing Team Meetings Team meetings provide the platform for employees to feel heard and recognized while relaying necessary information regarding your business operations. There are specific roles you can delegate to various employees.

Meeting 78

Meeting Distribution Maximizer Loyalty 78

The Pipeline

MAY 5, 2014

As selling and sales approaches evolve and we adopt new practices, we also tend to forget give up or move past practices that when used, still facilitate sales, foster relationships, and help us succeed. I’d like to present three that you can weave back in to your routine and step up your sales.

Decision Maker 267

Decision Maker Distribution Call-back Referrals 267

The Center for Sales Strategy

OCTOBER 16, 2023

One of the most important, and often most fun, parts of the sales process is discovery meetings. These are often referred to as “needs analysis meetings,” and their main goal is to uncover the desired business results of the prospect or client. The success of these meetings lies in both the setup and the execution.

Meeting 82

Meeting Objections Analysis Prospecting 82

SBI Growth

MAY 12, 2014

Off-site meetings happen often in a sales force. There typically is a robust agenda that covers numerous topics. Agendas are jam packed with issues. Sales Leader Director of Sales Resources Sales Strategies strategic planning sales planning' Those could be a review of the YTD numbers.

Meeting 281

Meeting Hotels Conference How To 281

The Pipeline

NOVEMBER 19, 2020

What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. Unsuspecting prospects thinking they are meeting with an SME, are commonly probed for pain and fit. Almost all executives point to one kind of sales meeting they hate most.

Lead Rank 398

Lead Rank Lead Scoring Margin SME 398

Hubspot Sales

DECEMBER 14, 2020

As a sales leader for a large, nation-wide business, you know that all members of your team don’t often interact with each other, or even know who their coworkers are. National sales meetings solve this issue, as they unify your sales team by gathering them all in one place, once a year. Identify Objectives.

Sales Meeting 134

Sales Meeting Meeting Motivation Objections 134

Zoominfo

OCTOBER 30, 2018

Modern sales reps rely on a variety of tools and technologies to conduct their work—including email, social media, video chat tools and more. As a result, the traditional in-person sales meeting has become far less common than it once was. The close rate for in-person meetings is 40% ( source ). Let’s get into it!

Face-to-face 130

Face-to-face Sales Process Skype B2B 130

Janek Performance Group

APRIL 15, 2024

In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. By stressing long-term relationships over short-term sales, sellers should form partnerships and work with buyers to achieve the best outcomes. After all, it’s a negotiation, not a fire sale.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

Sales Evangelist

APRIL 10, 2024

Do you have full control over your sales meeting? Tune into this episode of "The Sales Evangelist Podcast," where host Donald Kelly dives deep into mastering client interactions. Take advantage of these critical strategies that can accelerate your sales success! This is to consider the meeting effective.

Meeting 40

Meeting Hubspot LinkedIn Face-to-face 40

Sales Hacker

FEBRUARY 6, 2020

In Sales, there are many areas where sales reps truly have control over the impact they make on a prospect to maximize their chances of winning the deal. One of these facets is being ultra prepared for customer meetings. . The Importance of the Meeting. The meeting is your chance for a live “at bat” with the customer.

Meeting 108

Meeting Ideal Customer Profile Customer Conference 108

Hubspot Sales

MAY 24, 2023

You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process. The sales process usually involves meeting the client, understanding their needs, scoping the project, and sending the quote. Bring an agenda.

Closing 102

Closing Proposal Call-back Vendor 102

Gong.io

JULY 22, 2022

You might win your next sales call before it even starts. No, it isn’t a new “sales hack”. Yes, I’m talking about sales call planning. Here’s what I mean: You’re not just making a sale, you’re building a relationship, one that you hope lasts a long time. Sales Call Planning Tip #1: Review account history.

Decision Maker 118

Decision Maker Hiring How To Buyer 118

Zoominfo

OCTOBER 22, 2019

While it’s great to see a motivated sales team working hard day in and day out, it’s important for them to take a step back and regroup every once in a while. Sales professionals thrive when given the opportunity to learn, develop new skills, and interact with one another. How to Create a Great Sales Kickoff.

How To 182

How To Follow-up Scale Up-Sell 182