Steven Rosen

APRIL 20, 2024

Scrimmaging, rather than role-playing, before important meetings or presentations can improve performance and ensure team members’ alignment. In this Sales Leadership Awakening podcast, Gerilyn Horan , Hilton’s VP of Group Sales, shares strategies to become the best place to work In the world.

Lead Rank 177

Lead Rank Lead Scoring How To Retention 177

SBI Growth

DECEMBER 1, 2021

While the current macroeconomic environment presents growth leaders with considerable opportunity, CEOs will benefit from showing commitment to the shortlist of growth initiatives that matter most to their annual plans as opposed to shifting gears with the market.

Benefit 334

Benefit Resources Research Opportunity 334

The Center for Sales Strategy

APRIL 18, 2024

To close more opportunities, it's critical that we limit or completely remove as many objections during the presentation as possible. We're tackling a crucial aspect of sales that's as important as your morning coffee: sealing more deals. One way to do that is to remove the surprises.

Proposal 97

Proposal Closing Strategy Objections 97

The Center for Sales Strategy

APRIL 10, 2024

For many, remote and hybrid models are becoming the norm, which means leaders must adapt their recruitment strategies to meet the unique challenges and opportunities these environments present. In the “old days” (5 years ago), hiring a new employee meant meeting them in person, shaking their hand, and conducting a live interview.

Meeting 112

Meeting Strategy Opportunity 112

Anthony Cole Training

JUNE 9, 2022

In the profession of selling there is a response or an answer we are often confronted with that causes great distress, delays in decision-making, or loss of opportunities. There are three major areas that "think it over" typically appear- the initial phone call, the first appointment, and the presentation.

Opportunity 258

Opportunity Sales 258

The Pipeline

NOVEMBER 16, 2020

Provide necessary linkage between enabling today’s opportunities and opening avenues to the markets of tomorrow. Currently working with many clients in the Financial Services and promoting CardLess and Card Not Present and ContactLess ATM services.

Promotion 369

Promotion System Sales Opportunity 369

Smooth Sale

APRIL 23, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How To Attract Investors to Your Business Excitement is yours as you announce your business; you’re excited about the future, and now you’re thinking, “Maybe it’s time to bring in the investors.” Getting investors on board is like turbo-charging your business. Need a stellar new hire?

How To 119

How To Hiring Networking Infusion 119

Sales and Marketing Management

NOVEMBER 11, 2020

Author: Jen Smith, VP Marketing, MarketingProfs In the “Before Times” – way before the start of the COVID-19 pandemic – virtual events were often seen as lesser-than to in-person, bigger-budget events. They were viewed as less compelling, less useful and, certainly, less fun. Organizers and speakers are reinventing virtual events. More useful.

Demand Generation Agencies 358

Demand Generation Agencies Face-to-face Lead Rank Conference 358

Partners in Excellence

APRIL 24, 2024

We present our price, the customer’s moral obligation is to object to the price. We present our price, the customer’s moral obligation is to object to the price. They are buying to solve a problem or address an opportunity. I presented the proposal, the expected results, and the price for doing the work.

Discount 77

Discount Proposal Objections Positioning 77

Steven Rosen

APRIL 10, 2024

Listening helps, and making notes is integral to a good process.” – Steven Rosen Key Takeaways: Making a bad hire can have significant costs, including opportunity costs, training expenses, and lost sales to competitors. They emphasize the importance of creating an ideal hiring profile with hard and soft skills and non-negotiables.

Hiring 296

Hiring Strategy Negotiation Ideal Customer Profile 296

Understanding the Sales Force

MARCH 16, 2020

One sales expert who reached out to me last week was worried that when we are focusing on the Value Selling Competency, uninformed salespeople interpret that as an invitation to present the company's value proposition. They see it as an opportunity to show and tell and talk about capabilities. He's right.

Industry 339

Industry Opportunity Company Consultative Selling 339

Steven Rosen

MARCH 25, 2024

The Glaring Gaps in Dashboard Coaching Dashboard coaching can provide a comforting illusion of control and insight, presenting managers with a neatly packaged narrative of sales success or failure. It’s time for sales managers to unchain themselves from their desks and enter the visceral world where sales are won and lost: the field.

Coaching 156

Coaching Pivotal Lead Rank Report 156

Force Management

OCTOBER 5, 2023

The past year, marked by economic downturns and shifting market dynamics, may have presented new challenges for your sales team. Those challenges can be opportunities for your team to learn and strengthen your approach in the coming year.

Face-to-face 136

Face-to-face How To Opportunity Sales 136

SocialSellinator

MARCH 18, 2024

As we step into 2024, the realm of SEO continues to evolve, presenting businesses with new challenges and opportunities. Introduction to SEO in 2024 In today's digital landscape, search engine optimization (SEO) remains a fundamental aspect of any successful online presence.

Strategy 94

Strategy Engineering Competition Opportunity 94

Mr. Inside Sales

JUNE 8, 2023

At home, there are endless opportunities to be of service—even if it’s not my chore or my day to do something. I don’t mean you should do others’ chores for them; however, if you have an opportunity to lighten someone else’s burden one day, go ahead and do it. Looking for ways to be of service in other areas of life pays off as well.

Face-to-face 208

Face-to-face Gatekeeper Decision Maker Licensing 208

The Sales Heretic

DECEMBER 10, 2019

If you’re in sales—and that’s nearly everyone in the company—you need to make presentations. Whether it’s a one-on-one to a prospective client, or a keynote speech at a conference, delivering a great presentation is vital to your success. Here are 14 tips for presenting more effectively.

Conference 220

Conference Prospecting Opportunity Company 220

Anne Miller

MARCH 13, 2024

Missed Opportunity “I attended a network meeting this week and each person had 30 seconds to introduce themselves and their business. And at networking events, that is a big missed opportunity. The good news is you’re at a networking event with the potential to meet key players at your target companies. How do you stand out?

Lead Rank 118

Lead Rank Networking Face-to-face Follow-up 118

Sales and Marketing Management

NOVEMBER 9, 2020

A deck is a common tactic to overview the discussion and personalize slides to the buyer, but this method hasn’t proven to be the most effective for closed-won opportunities. Neither demo nor deck is an opportunity to “do what we’ve always done.” Here’s how the sales team should handle calls now that the C-suite is actively involved.

Buyer 334

Buyer Strategy Buyer Persona ROI 334

Partners in Excellence

MARCH 18, 2024

” That is, we present all the capabilities of our products and solutions, the “how” of achieving a goal or solving the problem. These things have nothing to do with “How to solve the problem/opportunity?” We have become masters at describing our “how.” At this point, Who also comes into play.

Face-to-face 114

Face-to-face Opportunity Customer Closing 114

Partners in Excellence

MARCH 25, 2024

We focus on the things important to us, presenting our solutions and getting the buyer to choose us. They have to identify the issues around the problem or opportunity. They have to identify the issues around the problem or opportunity. Instead, we focus on what we care about–presenting our products and solutions.

Customer 100

Customer Buying Cycle Buyer Sales Cycle 100

Sales Hacker

APRIL 4, 2024

Lack of credibility When selecting speakers or presenters for your SKO, they must be credible. Lack of credibility When selecting speakers or presenters for your SKO, they must be credible. Now is a better time than ever for your sales team to align their goals, motivations, and strategies for the upcoming year (and beyond).

Webinar Metrics 90

Webinar Metrics Analysis Motivation Follow-up 90

Partners in Excellence

APRIL 18, 2024

It reported win rates declining from 2022 to 2024 from 23% to 19%, with win rates for deals with ACV over $100K declining from 18% to 16%. The data, by itself, is stunning. But the conversation related to the post was even more shocking, from too many perspectives. First, there appeared to be no “shock and awe” about these data points.

Lead Rank 107

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Gen 107

The Pipeline

DECEMBER 15, 2020

As we head into 2021 there are a number of challenges and more opportunities for professional sellers. While the ability to adapt and evolve is key in times like we are presented these days. By Tibor Shanto. And so is the need and ability to apply the fundamentals, albeit with a new twist. Take control of your success.

Opportunity 246

Opportunity How To Pipeline Video 246

Salesfolks

APRIL 17, 2024

AI presents an opportunity to redefine the sales role, allowing salespeople to focus on what they do best: being strategic consultants to their clients and prospects.

Sales 52

Sales Opportunity Prospecting 52

Julie Hanson

JANUARY 15, 2024

Every time I read an article about virtual presentation mistakes, I roll my eyes. But those are the same mistakes sellers make with in-person presentations. What is rarely discussed are those surprising virtual presentation fails exclusive to presenting in an online world. It’s why you are on camera – to be seen!

Face-to-face 77

Face-to-face Energy SAP Video 77

Sales Gravy

SEPTEMBER 25, 2023

Sales Presentation Skills That Get You To "Yes" Faster In this episode of the Sales Gravy Podcast, Jeb Blount talks to renowned sales experts Richard Fenton and Andrea Waltz about their “Go For No” approach to embracing rejection in sales. The fear of failure and rejection can sabotage sales presentations and affect performance.

Intent 86

Intent Lead Rank Lead Scoring Data 86

Partners in Excellence

APRIL 2, 2024

We know what questions we need the customer to answer to qualify the deal, we know how to present the capabilities of our products, how to handle objections, how to move to close. More often, it’s around solving a problem, addressing an opportunity, driving a change. For example, as sellers, our focus is on closing a deal.

Customer 111

Customer Maximizer Closing Objections 111

Smooth Sale

MARCH 18, 2024

Photo by wal_172619 via Pixabay Attract the Right Job or Clientele: The Funding Opportunities Your Business Is Missing Out On It is damaging to a business to not take advantage of funding opportunities as appropriate. What kind of funding opportunities is your business potentially missing out on, and why?

Opportunity 110

Opportunity Government Lead Rank Hiring 110

Partners in Excellence

FEBRUARY 17, 2024

So much opportunity is lost, both for sellers and customers, because of diagnostic problems. Both represent huge opportunities for all of us. Missed diagnoses represent a monstrous opportunity to create value with our customers. Too often, they fail to recognize the opportunity to change.

Face-to-face 107

Face-to-face Opportunity Education Customer 107

Partners in Excellence

APRIL 5, 2024

The field of sales provides constant opportunities to learn — about new products, industries, and human behaviors — and many find this aspect of sales to be particularly rewarding. For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” I will probably cap this at about 100 stories.

Analysis 113

Analysis Motivation Education Influencer 113

The Center for Sales Strategy

OCTOBER 26, 2023

Discovery meetings are a vital tool for uncovering new business opportunities. In these conversations, sales managers and sellers have a unique chance to learn about potential clients, understand their challenges, and present solutions tailored to their needs.

Meeting 85

Meeting Sales Management Competition Conversion 85

BuzzBoard

OCTOBER 31, 2023

Real-time Assistance at Presentations Picture this: a sales representative in the spotlight, presenting a product or service to a discerning audience. Real-time Assistance at Presentations Picture this: a sales representative in the spotlight, presenting a product or service to a discerning audience.

Sales Operations 97

Sales Operations SalesForce Forecasting Analysis 97

Janek Performance Group

MARCH 12, 2024

To limit interruptions during remote meetings as much as possible, keep team members engaged by: Encouraging a routine check of at-home equipment prior to joining the meeting, including preparing any presentation materials that will be shared. Requiring each participant to have their video on during the virtual meeting.

Sales Meeting 118

Sales Meeting Meeting How To Face-to-face 118

The Center for Sales Strategy

DECEMBER 20, 2022

Although dealing with the aftermath of the pandemic, economic challenges, and technological changes, 2023 still presents significant growth opportunities for organizations. Below are predictions from our team of experts to help sales organizations remain agile and seize opportunities in 2023.

Opportunity 115

Opportunity Trends Sales 115

SocialSellinator

FEBRUARY 25, 2024

With billions of active users across various platforms, social media presents unparalleled opportunities for brand visibility, customer engagement, and ultimately, business growth. However, navigating the dynamic realm of social media requires a strategic approach and a deep understanding of audience dynamics.

Social Media 68

Social Media Media Strategy Competition 68