Tell me where the opportunity is

The Ultimate Sales Executive Resource

In yesterday’s entry, I mentioned that assigning win probabilities coupled with a sales process is counterintuitive at the individual salesperson’s level of responsibility. You can look at it as a very abstract, somewhat awkward way for the sales person to declare where the deal is.

Do not Deprive Yourself of Valuable Insight

The Ultimate Sales Executive Resource

Companies usually describe their sales process, if they even have one, by a sequence of sales stages describing key activities that are to be carried out by the sales person in the respective phase. I am not going to repeat my opinion on the pitfalls such a concept - focusing on the activities from the sales person’s perspective- can have in understanding where opportunities really are in the sales cycle.

These Questions Had to Come Up

The Ultimate Sales Executive Resource

It is thus no surprise to me that after having given you an example how to derive a rudimentary forecast from the leaking sales funnel, questions like the following have arisen. You might ask yourself how many stages a sales funnel should have? As I have also very much insisted that the funnel stages should be defined by customer evidence of their buying cycle, you might wonder if your sales process defined by high level sales activities is no longer best practice.

Do Not Stumble Over Your Weighted Forecast

The Ultimate Sales Executive Resource

A frequently used method to factoring into the forecast the fact that not all deals a sales organization works on are going to be won, is to assign a win probability to each opportunity in your list. For one sales person forecast probability might express the likelihood that a deal will close at a certain time, for another member of the sales team it might mean the likelihood that the deal will close with the currently expected order amount.

Business Value Selling and Sales Turnover - Continuous Working for Change

The ROI Guy

Vendor analysis is so important that over 61% rate a vendor’s ability to deliver an ROI business case justification as an important differentiator or requirement in the selection process. The bottom line message for vendors – if you want your sales proposal to be a priority, it needs to be justified in quantifiable terms. In response, most sales forces have instituted initiatives to help align with a more demanding and frugal customer base.

Technology Sales & Marketing - Party Like its 1999?

The ROI Guy

Technology Sales & Marketing - Party Like its 1999? A Q&A with me on latest IT sales and marketing metrics, trends and best practices Is 2006 shaping up to be a good year for IT spending growth? in 2006, with annual growth in software sales leading the way at 7.0%. Annual growth in hardware sales and services are less, but still healthy at 6.0%. Do the latest increases in IT spending mean good things for IT Sales and Marketing executives?

Want to be an “A” student?

Sales 2.0

Back in 2006 I coined the term “Sales 2.0” (see the logo on this website). My concept of Sales 2.0 was, and is, “taking the sales profession to the next level”. In my opinion we’ve come a long way since 2006 but we still have a long way to go.

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Am I Cut Out for Sales Is the Million Dollar Question

Increase Sales

Good sales people are hard to find. With fewer jobs and the increase in free lancers (independent contractors), there are probably many people asking themselves this very question: Am I cut out for sales? Sales has always been a difficult position to fill. 2006 – #1.

A Conversation With Cory Bray: Developing Sales Enablement Methodologies

Costello

Cory Bray , coauthor of The Sales Enablement Playbook , Sales Development , and the recently released Triangle Selling. With a background in sales, finance, and operations, he’s crafted his experiences into a career in sales enablement. Sales managers are busy.

Sales Tech Game Changers: How to Drive Effective Relationship Management

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

3 New Sales Article Series, A Holiday Tradition and Future Blog #1000

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As we prepare for the holiday and year-end, I'm also preparing for this blog's 1,000th article. That's right; since 2006, I've posted nearly 1,000 articles. The next series contains all I've written on sales process.

Want Better Lead Generation? Get Marketing & Sales in Line

DiscoverOrg Sales

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. And more than ten years later, the definition of what sales enablement actually is has yet to be nailed down. Ask five different sales enablement leaders, and you’ll likely get five different responses. But many B2B firms can’t afford all the bells and whistles of a comprehensive sales enablement function.

Sales Incentives, Awards, Lead Follow Up and Sales Effectiveness

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Today I had the following email exchange: Subject: Question on Comp. Sales complains that the leads suck. We have the sales process dialed in and we are training on it now.

The One Proven Strategy to Move Your Sales Team Performance Bell Curve

Sales Hacker

As a sales manager, your success is determined by the success of your reps. In fact, the majority of today’s sales teams consist of average performers. This drastically affects your over sales team performance bell curve. Repeating for each role on your sales team.

[URGENT] You’ve Got ONE WEEK to Get This Book for 99 Cents

No More Cold Calling

Yes, April 14, 2006 was the official publication date. Now I have a process for obtaining referrals on purpose, using Joanne’s proven, simple, yet successful methods. We currently measure Days in Sales (DIS) as one of our Key Sales Indicators. SVP of sales and marketing.

Unique Selling Proposition: What It Is & How to Develop a Great One

Hubspot Sales

It's used in the early stages of the sales process (e.g., In sales, a USP should be used as a verbal tool -- the unique selling proposition is best used in conversation with a prospect. Salespeople are often hesitant to use hyperbole because they're fearful it'll be too sales-y.

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PODCAST 65. The Framework to Deliver Exceptional Customer Success w/ Kim Rose

Sales Hacker

This week on the Sales Hacker podcast, we speak with Kim Rose , VP of Customer Success at Buildium. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker Podcast. I didn’t know anything about technology and how it had changed from 1998 to 2006.

Creating Value with Social Selling

SalesLoft

When I first began evangelizing the concept of social selling in 2006, salespeople and their managers often gave me the side eye when I suggested that changes in buyer behavior meant sellers would need to evolve their sales approach and that social media would play an integral role in selling.

15 best cold calling books to take your sales team to new levels

Close.io

Most successful sales reps have a wealth of experience with cold calling. Occasionally though, you need to go back to the drawing board and find out the gaps in your selling process. We’ve already introduced you to amazing sales books. Best cold calling books with sales tactics.

PODCAST 58: Evolution of Scaling a Business and Shaping the Future of Modern Organization w/ Jake Dunlap

Sales Hacker

This week on the Sales Hacker podcast, we speak with Jake Dunlap, Founder and CEO of Skaled. Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. Why we need sales development.

Air National Guard Wins 3rd Annual Stevie® Award for Hiring and Recruiting Program of the Year

The Brooks Group

The Brooks Group remains among the sales professional's elite companies. The competition at this year's annual awards for sales and customer service once again featured some of America's top sales professionals and forward-thinking organizations. The Brooks Group and its IMPACT Selling® System were recognized as a finalist for Sales Process of the Year™ during the celebration hosted at Las Vegas' famed Caesar's Palace.

Air National Guard Wins 3rd Annual Stevie® Award for Hiring and Recruiting Program of the Year

The Brooks Group

The Brooks Group remains among the sales professional's elite companies. The competition at this year's annual awards for sales and customer service once again featured some of America's top sales professionals and forward-thinking organizations. The Brooks Group and its IMPACT Selling® System were recognized as a finalist for Sales Process of the Year™ during the celebration hosted at Las Vegas' famed Caesar's Palace.

PODCAST 58: Evolution of Scaling a Business and Shaping the Future of Modern Organization w/ Jake Dunlap

Sales Hacker

This week on the Sales Hacker podcast, we speak with Jake Dunlap , Founder and CEO of Skaled. Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. Why we need sales development.

PowerViews with Bob Thompson: Evolving from RPM 1.0 to RPM 2.0

Pointclear

Bob has three decades of experience in sales, technical support, consulting, research, and online community development. Sales Quotas & Optimistic Expectations for Quicker Economic Recovery. The Role of Revenue Performance Management in Marketing and Sales Alignment.

The Ultimate List of YouTube Channels for Sales Professionals

Zoominfo

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. 2. Sales Hacker.

Do You Know Where Your Best Practices Are?

Jonathan Farrington

It is consistent and skillful execution of best practices that creates the true differentiation and allows for sustained sales success. In the best scenario the best practices should be mapped to the sales process and customer buying cycle. Linda Richardson.

Guest Post: What the World of Selling Can Learn from Watching Netflix

Jonathan Farrington

So what can we in sales take from all of this? What do you think the circles in sales could be? To learn more about Richardson’s comprehensive sales training solutions, please email us today!

38 Most Dynamic Women in Sales (The 2019 Edition)

Sales Hacker

There are tons of roundup articles about top women sales leaders. Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. Then take a moment to celebrate all the amazing women in sales.

Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.

The ROI Guy

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. The End of Sales as we Know It? The Forgotten Sales Profess.

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Five Reasons You May Not Be Spending Enough on Content Marketing

The ROI Guy

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Sales teams are being engaged later and later in the sales cycle.