Today, in this segment of the Women in Sales Leadership podcast, I’m talking with Ellen Kindley is a dynamic revenue operations leader at QASymphony specializing in sales process, data management & analytics, strategy, and sales tech. MORE
I was sitting in the conference room when the rep said; “Keenan, I need your help with a deal.” ” A common request, one I enjoy hearing. I love helping sales reps. However, it’s not just the desire to help that get’s me fired up, but also the questions reps ask. Salespeople ask some of the most motley of questions. It ceases to amaze me the types of challenges salespeople struggle with, or worse create themselves and are then forced to seek guidance in solving. MORE
I recently heard yet another excuse as to why a buyer didn’t buy. This one was a hoot – seller/buyer misalignment. Seriously? Because the seller didn’t close a sale (That was expected by the seller? In the mythical pipeline?) there was a relationship problem? MORE
Here’s how to start a conversation (and book a meeting) with almost any prospect in your database or CRM using the “Foot-in-the-Door” email. This simple, 5-step cold email technique works especially well for sales development reps who regularly email: CEOs. Marketing VPs. Industry influencers. HR directors. Elon Musk. Your favorite podcast host. Anyone else who’s inbox is a total magnet for “traditional” cold emails. Skeptical? MORE
Article Sales Strategy compelling event sales process MORE
You’ve got your goal for the day and you’re off and running, reaching out to prospects and trying to follow up the best you can. But are you guilty of the biggest mistake one can make? Are you following up by saying or writing things such as: “Did you see my last email?” ” “I’m just […]. Blog Prospecting prospect prospecting sales prospecting MORE
A friend of mine recently send me a link to an unbelievable YouTube video of a duet between world-renowned virtuoso cellist Tina Guo and blues guitarist Joe Bonamassa. It’s a performance of Bonamassa’s song “Woke Up Dreaming” and it will knock your socks off. MORE
Multifactorial complex customer retention issues challenge how teams think, work and collaborate, even the best teams. Consider the growing number of complex selling, technical and engineering environments, like those found within Industrial Internet of Things (IIoT) ecosystems. MORE
I’m on a productivity quest. To focus on the most important revenue activities each day, I need the right processes in place to ensure maximum efficiency. For me, it is an ongoing evolution in how I work. MORE
Sales Tips: Stop Clinging to Old Selling Approaches. By John Holland, Chief Content Officer, CustomerCentric Selling®. MORE
Sales stupidity is not a competitive, professional option. In fact, sales stupidity never was a viable professional or organizational option. Especially within today’s digitally-connected, globally competitive industrial Internet of Things ecosystem. MORE
Article Sales Strategy 2018 planning 2018 sales plan 2018 sales strategy plan revenue generation sales strategy MORE
Joining us for today’s show is Mike Dickerson, the Chief Executive Officer for ClickDimensions who knows how to make the number. Today’s topic is focused on demonstrating the corporate strategy’s competitive view. Mike and I leverage the How to Make. MORE
Twenty six page corners turned over! Without checking, that might be an all-time high, for my frequent readers you know that is how I judge the quality of the book I am reading—(how many page corners I turn over while reading any new book). MORE
Article Sales Strategy b2b sales custom sales process low margin deals sales leader sales process VP of Sales Why Your Deals are Bleeding Margin MORE
Working in any organizations does require saying yes. However all those yes responses may come with a potential hefty price tag. I just read of a noted TV commentary who is now saying yes to whatever the new boss wants. Part of this ongoing agreement is to “humanize” this particular individual. Yet at the previous organization, she was quite successful without any additional “humanizing” activities. MORE
Do you train salespeople just to sell better? If you answer yes, you are taking a very shortsighted view of the role of sales. Yes, sales should be proficient at practicing the detailed “movements” of the sales function, but it must be done with purpose. MORE
Just the words stir up fear and controversy. Are bots the evil empire that will take over the human race? Or are they a tremendously helpful tool that can remove the redundant, repetitive tasks that our sales and customer service teams are asked to do every day, day after day, whilst keeping them away […]. The post Bots – What Every Sales Leader Needs to Know – Now appeared first on Fill the Funnel. MORE
Welcome to Sales Training Month at SalesPOP! For all of August, our expert contributors will be focusing on the vital subject of Sales Training. . Statistics show that sales training is not nearly as effective as the goals set for it, or as it certainly should be. How important is sales training? MORE
When was the last time you did a deep dive to really determine why your customers choose to do business with you? We’d all like to think we have customers who are incredibly loyal to us because of how good we are, but is that really the case? When we have a customer agree […]. Blog leadership Professional Selling Skills leader sales leadership MORE
A topic many of my coaching clients ask me about is how to know if your prospecting process is working. The shortcut answer to the question is that I ask them what their sales are compared to the prospecting they do. Sounds simple, but the answer is far more complex and not easily answered despite […]. Blog Professional Selling Skills Prospecting prospect prospecting sales MORE
Image Copyright iStock Photos. They say that data is king and all this time I thought it was Elvis who was King. Who knew? Unfortunately, it all sounds a bit authoritarian so what if we just say that great data can provide us with great insights so that we can make better decisions? MORE
Departmental isolationism fosters a sale place in which legacy mindset hides out. For starters, that type of mindset impedes horizontal, cross-functional collaboration. Talented individuals are segmented and separated from working with each other. MORE
By Tibor Shanto – tibor.shanto@sellbetter.ca. Proactive Prospecting Summer – Part 7. Questions can be a powerful tool in prospecting, just as in other stages of the sale. MORE
Article Corporate Strategy Marketing Strategy Sales Strategy SBI for Private Equity farmer sales Hunter Farmer Model hunter sales make your number revenue growth sales strategy MORE
Article Sales Strategy MORE
You’ll listen better and be listened to if you practice these TIPS from Tony : Let others tell their own stories first. By letting them speak first, you save time. MORE
Did you know a few short words can totally change your life? It’s true. For example, the three words us humans long to hear, “I love you.” Even the more cynically-inclined words, “told you so” contain value. But whatever you do, avoid THESE three words at all cost: “that looks infected.” MORE
What is the difference between a sales manager that does poorly, one that does just okay, and one that really excels? Join sales expert and author Kevin F. Davis as he walks us through one major factor: a sales manager’s ability as a sales coach. What makes for a great coach? MORE
By Tibor Shanto – tibor.shanto@sellbetter.ca. I am not sure where it originated, but we have all heard the question/expression: “Do you want to be right – or do you want to be rich?” A question many managers have asked, and fewer reps have answered. MORE
When you know a prospect or customer has been on vacation because of their “out-of-office” message, plan to call them a few days after they return. This gives you an easy way to build rapport, because you can ask them about their vacation. And you’ll build your sales motivation and prospecting skills as well. Check […]. Blog Professional Selling Skills Prospecting Sales Motivation prospect prospecting sales motivation MORE
Sales trainers, you must keep one very important thing in mind—customers don’t attend your training, only salespeople attend. This seems like an obvious statement, but many sales trainers don’t act as if they understand this. It means all sales trainers are faced with a significant limitation. They can only influence what salespeople are going to say. They can’t influence how customers are going to respond. MORE
If you are not willing to be accountable for holding people accountable, then you will not have a culture of accountability. Your lack of accountability becomes their lack of accountability. If you are not client-focused , your people will follow your lead. If you don’t eat, sleep, and breath clients, neither will the people you need to take care of them. Your opinion about clients will become their opinion. MORE
Pipeliner
AUGUST 16, 2017
What is the difference between a sales manager that does poorly, one that does just okay, and one that really excels? Join sales expert and author Kevin F. Davis as he walks us through one major factor: a sales manager’s ability as a sales coach. What makes for a great coach?
Fill the Funnel
AUGUST 17, 2017
Just the words stir up fear and controversy. Are bots the evil empire that will take over the human race? Or are they a tremendously helpful tool that can remove the redundant, repetitive tasks that our sales and customer service teams are asked to do every day, day after day, whilst keeping them away […]. The post Bots – What Every Sales Leader Needs to Know – Now appeared first on Fill the Funnel.
Pipeliner
AUGUST 13, 2017
You’ll listen better and be listened to if you practice these TIPS from Tony : Let others tell their own stories first. By letting them speak first, you save time.
Understanding the Sales Force
AUGUST 16, 2017
Image Copyright iStock Photos. They say that data is king and all this time I thought it was Elvis who was King. Who knew? Unfortunately, it all sounds a bit authoritarian so what if we just say that great data can provide us with great insights so that we can make better decisions?
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A step-by-step guide for building a comprehensive training playbook for your sales team.
Fill the Funnel
AUGUST 14, 2017
Did you know a few short words can totally change your life? It’s true. For example, the three words us humans long to hear, “I love you.” Even the more cynically-inclined words, “told you so” contain value. But whatever you do, avoid THESE three words at all cost: “that looks infected.”
Increase Sales
AUGUST 15, 2017
Working in any organizations does require saying yes. However all those yes responses may come with a potential hefty price tag. I just read of a noted TV commentary who is now saying yes to whatever the new boss wants. Part of this ongoing agreement is to “humanize” this particular individual. Yet at the previous organization, she was quite successful without any additional “humanizing” activities.
Sales Benchmark Index
AUGUST 13, 2017
Article Corporate Strategy Marketing Strategy Sales Strategy SBI for Private Equity farmer sales Hunter Farmer Model hunter sales make your number revenue growth sales strategy
The Sales Hunter
AUGUST 18, 2017
When was the last time you did a deep dive to really determine why your customers choose to do business with you? We’d all like to think we have customers who are incredibly loyal to us because of how good we are, but is that really the case? When we have a customer agree […]. Blog leadership Professional Selling Skills leader sales leadership
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Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.
Pipeliner
AUGUST 14, 2017
Do you train salespeople just to sell better? If you answer yes, you are taking a very shortsighted view of the role of sales. Yes, sales should be proficient at practicing the detailed “movements” of the sales function, but it must be done with purpose.
Babette Ten Haken
AUGUST 16, 2017
Multifactorial complex customer retention issues challenge how teams think, work and collaborate, even the best teams. Consider the growing number of complex selling, technical and engineering environments, like those found within Industrial Internet of Things (IIoT) ecosystems.
DiscoverOrg Sales
AUGUST 16, 2017
Here’s how to start a conversation (and book a meeting) with almost any prospect in your database or CRM using the “Foot-in-the-Door” email. This simple, 5-step cold email technique works especially well for sales development reps who regularly email: CEOs. Marketing VPs. Industry influencers. HR directors. Elon Musk. Your favorite podcast host. Anyone else who’s inbox is a total magnet for “traditional” cold emails. Skeptical?
Sales Benchmark Index
AUGUST 17, 2017
Article Sales Strategy b2b sales custom sales process low margin deals sales leader sales process VP of Sales Why Your Deals are Bleeding Margin
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Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.
The Sales Hunter
AUGUST 16, 2017
A topic many of my coaching clients ask me about is how to know if your prospecting process is working. The shortcut answer to the question is that I ask them what their sales are compared to the prospecting they do. Sounds simple, but the answer is far more complex and not easily answered despite […]. Blog Professional Selling Skills Prospecting prospect prospecting sales
Babette Ten Haken
AUGUST 14, 2017
Sales stupidity is not a competitive, professional option. In fact, sales stupidity never was a viable professional or organizational option. Especially within today’s digitally-connected, globally competitive industrial Internet of Things ecosystem.
Igniting Sales Transformation
AUGUST 16, 2017
Today, in this segment of the Women in Sales Leadership podcast, I’m talking with Ellen Kindley is a dynamic revenue operations leader at QASymphony specializing in sales process, data management & analytics, strategy, and sales tech.
Sales Benchmark Index
AUGUST 18, 2017
Article Sales Strategy compelling event sales process
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Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.
The Sales Hunter
AUGUST 13, 2017
When you know a prospect or customer has been on vacation because of their “out-of-office” message, plan to call them a few days after they return. This gives you an easy way to build rapport, because you can ask them about their vacation. And you’ll build your sales motivation and prospecting skills as well. Check […]. Blog Professional Selling Skills Prospecting Sales Motivation prospect prospecting sales motivation
Pipeliner
AUGUST 16, 2017
Sales trainers, you must keep one very important thing in mind—customers don’t attend your training, only salespeople attend. This seems like an obvious statement, but many sales trainers don’t act as if they understand this. It means all sales trainers are faced with a significant limitation. They can only influence what salespeople are going to say. They can’t influence how customers are going to respond.
A Sales Guy
AUGUST 14, 2017
I was sitting in the conference room when the rep said; “Keenan, I need your help with a deal.” ” A common request, one I enjoy hearing. I love helping sales reps. However, it’s not just the desire to help that get’s me fired up, but also the questions reps ask. Salespeople ask some of the most motley of questions. It ceases to amaze me the types of challenges salespeople struggle with, or worse create themselves and are then forced to seek guidance in solving.
Igniting Sales Transformation
AUGUST 15, 2017
I’m on a productivity quest. To focus on the most important revenue activities each day, I need the right processes in place to ensure maximum efficiency. For me, it is an ongoing evolution in how I work.
Sales Benchmark Index
AUGUST 16, 2017
Article Sales Strategy 2018 planning 2018 sales plan 2018 sales strategy plan revenue generation sales strategy
The Sales Blog
AUGUST 16, 2017
If you are not willing to be accountable for holding people accountable, then you will not have a culture of accountability. Your lack of accountability becomes their lack of accountability. If you are not client-focused , your people will follow your lead. If you don’t eat, sleep, and breath clients, neither will the people you need to take care of them. Your opinion about clients will become their opinion.
Pipeliner
AUGUST 18, 2017
Twenty six page corners turned over! Without checking, that might be an all-time high, for my frequent readers you know that is how I judge the quality of the book I am reading—(how many page corners I turn over while reading any new book).
Customer Centric Selling
AUGUST 16, 2017
Sales Tips: Stop Clinging to Old Selling Approaches. By John Holland, Chief Content Officer, CustomerCentric Selling®.
The Pipeline
AUGUST 17, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca. Proactive Prospecting Summer – Part 7. Questions can be a powerful tool in prospecting, just as in other stages of the sale.
Sales Benchmark Index
AUGUST 14, 2017
Joining us for today’s show is Mike Dickerson, the Chief Executive Officer for ClickDimensions who knows how to make the number. Today’s topic is focused on demonstrating the corporate strategy’s competitive view. Mike and I leverage the How to Make.
Babette Ten Haken
AUGUST 17, 2017
Departmental isolationism fosters a sale place in which legacy mindset hides out. For starters, that type of mindset impedes horizontal, cross-functional collaboration. Talented individuals are segmented and separated from working with each other.
Pipeliner
AUGUST 15, 2017
A friend of mine recently send me a link to an unbelievable YouTube video of a duet between world-renowned virtuoso cellist Tina Guo and blues guitarist Joe Bonamassa. It’s a performance of Bonamassa’s song “Woke Up Dreaming” and it will knock your socks off.
Sharon Drew Morgan
AUGUST 14, 2017
I recently heard yet another excuse as to why a buyer didn’t buy. This one was a hoot – seller/buyer misalignment. Seriously? Because the seller didn’t close a sale (That was expected by the seller? In the mythical pipeline?) there was a relationship problem?
The Pipeline
AUGUST 14, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca. I am not sure where it originated, but we have all heard the question/expression: “Do you want to be right – or do you want to be rich?” A question many managers have asked, and fewer reps have answered.
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