Force Management: The Seller's Command Center

Joining Remotely: 7 Tips for Great Virtual Sales Conversations

Force Management: The Seller's Command Center

Remote and virtual selling is nothing new. For many of us, we are often moving opportunities forward via conference calls and video chats. However, in times of uncertainty, it is critically important that you are differentiating yourself as a trusted adviser, as someone who adds value in every conversation. Use this guide as a refresher checklist or an outline to share with your teams. Brushing up on your conversation skills is never a bad idea, even for veteran sellers and sales leaders.

Align Your Differentiation to Your Prospect's Needs

Force Management: The Seller's Command Center

We often write about the importance of discovery. Our facilitators frequently say that deals are won and lost in discovery. It's critical that you use this time in the sales process to uncover needs, and at the same time, align your differentiation to what the buyer needs.

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Don't Move Your Deal Forward Without These Three Things

Force Management: The Seller's Command Center

If you are trying to move a sales opportunity forward, there is no better way than to ensure you're linking a solution to an issue that's mission critical to an organization. Sales Messaging

Podcast: How to Use Metrics in Your Sales Conversation

Force Management: The Seller's Command Center

Metrics can be a tricky concept for salespeople, especially those who are new to our Command of the Message® methodology. Typically we find these sellers are using metrics in the wrong way in the sales conversation. Metrics are important, but they're not the whole story.

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

How to Hold to Your Committed Forecast

Force Management: The Seller's Command Center

One of the greatest aspects of my job is the ability to speak to sales leaders / CROs / VPs on a regular basis and learn what their sellers do well and where they need to improve.

Strategies to Increase Sales: Asking Bold Discovery Questions

Force Management: The Seller's Command Center

Discovery is the most important part of the sales process. This is where you lay the groundwork for all future interactions with the client and build a relationship that will provide value over the long term.

Why You’re Struggling With Metrics in the Sales Conversation

Force Management: The Seller's Command Center

We’ve done hundreds of deliveries around our Command of the Message® methodology and there’s one topic that frequently comes up in our initial facilitation, even when we do refresher sessions for experienced reps. People continually struggle with defining the metrics in a sales conversation.

When to Leave A Voicemail

Force Management: The Seller's Command Center

The role of the Sales Development Representative (SDR) has become more relevant today than any other time in the past.

You Secured the Meeting, Now What?

Force Management: The Seller's Command Center

There are several milestone achievements the SDR/BDR attains during the front end of the sales cycle. One is to successfully prospect, engage and finally qualify a potential prospect who will consider buying a solution to solve one, or many, of the problems they might have.

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

Podcast: Aligning with Your Buyer in Sales Conversations

Force Management: The Seller's Command Center

Effective discovery can make the difference between closing a great deal and consistently missing your quota. Uncovering business problems provides you, as a salesperson, the ability to effectively map your solutions to the customer's required capabilities.

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How to Ensure You're Audible-Ready in Your B2B Sales Conversations

Force Management: The Seller's Command Center

When you hear "audible-ready", the first thing you probably think of is football. Specifically, when a quarterback steps to the line and changes the play call to one that takes advantage of weak defense. In a matter of seconds, the quarterback analyzes the defense and changes the play.

BDRs/SDRs: How to Prepare for that First Call

Force Management: The Seller's Command Center

In the fast-paced world of sales development, you’re often confronted with hot inbound leads that need follow-up fast. According to research, your odds of qualifying a lead decrease by 21 times after the first five minutes.

Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Listen Time: 40 Minutes. Professional Development

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

Pushing Pause During the Pandemic

Connect2Sell

Here at People First Productivity Solutions, we're taking a break

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Sales may be about to get harder

Sales 2.0

I’m getting that feeling right now that I am living in a movie. Big events are happening so quickly it’s hard to keep up. One of the lessons I’ve learned is a crisis is not the time to get stuck. It’s time to take action…and to do so soon.

Sales Scrum #Podcast – Episode 5

The Pipeline

This Week’s Guest – Laurent Amar. We sat down with Laurent a little before the outbreak of COVID 19, but I think you’ll find his comments and insights useful in the current climate. Laurent Ama r is VP of Sales at CMiC, and a consummate solution seller and leader.

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How To Deal With Your Competition When In A Sales Meeting

MTD Sales Training

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up.

Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

The Market Is Uncertain, But Your Demand Gen Strategy Shouldn’t Be

Sales Benchmark Index

There is no doubt that life is going to look a little bit different coming out of the COVID-19 pandemic. We have seen medical professionals turn to telemedicine, elementary school students begin eLearning, and even fine dining restaurants start.

Build a prospecting team

Sales 2.0

The biggest challenge facing most sales people and small business owners is getting meetings with prospective clients. Cold prospecting techniques get harder-and-harder every day.

Retention is the New Growth – Why Customer Success Is Critical Today

Sales Benchmark Index

Going into 2020, Market Leaders were already counting on the majority of their revenue coming from their existing customer base. Most companies build their 2020 Revenue plans on an assumption of GDP growth, and this assumption has shifted. As my.

How a Sales Leader Manages a Remote Workforce

Sales Benchmark Index

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

A Discovery Question You Should Always Ask

The Pipeline

By Tibor Shanto. Discovery is a great opportunity to not only dig in with the buyer but also get to the “Real” of the sale. There is a discovery question you should always ask. More importantly, it is an opportunity to differentiate yourself based on how you sell, not your product.

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All That’s Changed Is Their Objectives

The Pipeline

By Tibor Shanto. “Starve your distractions, feed your focus.” ” — Daniel Goleman. I had to sit back and think hard about how to jump into the stream of pundit babble about COVID 19.

Reallocate Budget to Strengthen Your Marketing Strategy in Today’s Environment

Sales Benchmark Index

CMOs are in the people business. And that’s no different for B2B CMOs. Your customers, your decision-makers, your influencers—they’re all people. And like you, they’re all set with similar worries: How long will my business be disrupted? Which decisions can wait, and.

Empathy and EI: Soft Skills and Sales Results

Connect2Sell

These are the questions buyers ask themselves about sellers. These back-of-the-mind questions influence buyers’ decisions to meet with you and buy from you. emotional intelligence selling skills soft skills for sales professionals Soft Skills and Sales

3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

What Virtual Selling Means for Your ‘Field’ Sellers

Sales Benchmark Index

Your field sellers are certainly not strangers to phone or web meetings, but until we’re clear of CoVid-10, that’s ALL they can do to continue selling. Does that mean your entire sales organization just shifted to an inside sales model?

Sales Leaders Share How They Keep Their Salespeople Focused

Steven Rosen

Sales Leadership Roundtable Discussion. I really enjoyed a round table discussion that I facilitated a couple of weeks ago. I had 8 senior sales executives join me for an open discussion.

Why CEOs Are Standing Up a Revenue Operations Function

Sales Benchmark Index

With Q1 coming to an end, there is no doubt COVID-19 has changed how CEOs are viewing 2020. For many, forecasts have been drastically reduced, Reduction in Forces have been executed, and there is a feeling of uncertainty as to.

Normal Is Just Another Word For Yesterday

The Pipeline

By Tibor Shanto. You don’t need to look far today to see someone going off about the “new normal.” While it is easy to understand why people choose this lens, I find it a bit self-serving and potentially risky in the current environment.

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The Impact of Direct Dials on Sales Productivity

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.

4 Ways for CMOs to Partner With Customer Success to Execute a Stellar Retention Play

Sales Benchmark Index

It costs seven times more to attract new customers than it does to retain existing ones. Research also shows that a 5% increase in customer retention can generate up to 125% in profits. Given the current economic conditions, customer retention is.

No One To Call? B t

The Pipeline

By Tibor Shanto. The tremors just keep on coming and people keep trying to adjust to the daily change. I understand the initial shock of facing a canyon of empty towers; every one has gone home. Seeming like they took all your opportunities with them. Maybe, but I doubt it.

First Item On My To-Do List

The Pipeline

By Tibor Shanto. Done right to-do lists can be a great productivity tool, ensuring that you focused, not distracted. Done wrong, it can lead to long term issues. I talk a lot about habits, and how they make up 40% of your daily activities.

During a Crisis, CEOs Should Lead Internal Communications

Sales Benchmark Index

Market-leading CEOs work closely with their leadership teams to maintain strong and transparent communication with not only their customers but also their employees. Every employee is an ambassador of the brand, and without clear guidance and communication internally, external messages.

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Five Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.