Score More Sales

MAY 29, 2013

I also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? Don’t be afraid to let them know that you feel they could be a great prospective client / customer. Find triggers that affect your prospects, and tie them into your messaging.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Zig Ziglar.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Understanding the Sales Force

MAY 5, 2014

Top 10 Indicators That You Have a Trustworthy Sales Prospect. 10 Sales Coaching Examples. Top 10 Kurlan Sales Articles of 2013. Top 15 Questions That Prospects Ask Themselves. Top 5 Success Factors for a Sales Training Initiative. Top 25 Prerequisites for Successful Sales Training and Sales Development.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. ” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. ” Sales Motivation Blog.

Account 204

Account Prospecting Guidelines Compensation 204

No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. The methodology is the same today, but of course the examples and nuances have changed. Fast forward to 2013. The year was 1996.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

SBI Growth

AUGUST 10, 2012

Trained the sales force and channel partners on the new product. This is very different than product training. Create Customer-centric demo decks and business case examples. For example, consider messaging on how to beat the status quo. Your sales team needs this from you to make your product launch in 2013 successful.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Clearly, if your team needs sales training, there's a lot of options out there. 5) Brian Tracy.

Channels 111

Channels Video Training Hiring 111

Understanding the Sales Force

AUGUST 27, 2013

and over the years I''ve used them all: Consulting, speaking, training, business adviser, author, coaching, etc. But a well chosen word or phrase at just the right time can be the difference between a resistant prospect and an intrigued one. The comfortable close where it isn''t obvious to your prospect that you are closing them.

Conversion 224

Conversion Conference Call-back Sales Cycle 224

SBI Growth

NOVEMBER 8, 2012

The clearest view of the future is the market view of a company’s prospects. The prospects represent the future. A change derived from a change in prospect behavior is invisible. A company’s information about prospects is limited. Customer service does not touch prospects at all. Who are the best prospects?

Customer Service 288

Customer Service Account Survey ACT 288

SBI Growth

FEBRUARY 6, 2013

The title is “ Make the Number in 2013 ” and he comes unglued: “The number. Before that I spent a small fortune on sales training. Six vendors are going to get 90% of the dollars in 2013. I showed him a couple of examples. Note: If you want to see an example of a Sales Productivity Benchmark, click here.

Banking 288

Banking Software Software Competition 288

SBI Growth

NOVEMBER 14, 2012

Go to your manger and get the training / coaching that you need and deserve. You’re at a point in the year where you are discussing 2013. Employ the old Give-Get strategy to negotiate more coaching, training and metric-based analytics. If you want to succeed, your 2013 strategy can’t simply be “Sell more,” or “Sell better.”

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

The Sales Hunter

AUGUST 12, 2013

An example might be an analysis or testing process. Having a POE that offers you more conversation with the customer is exactly what you want. Develop 2-3 different points of entry you might be able to use with a prospect. Copyright 2013, Mark Hunter “The Sales Hunter.” Test the idea and see what the results are.

Sales Process 229

Sales Process Consultative Selling Selling Skills Customer Service 229

SBI Growth

DECEMBER 22, 2013

People get disappointed with sales training events. They satisfy a box checking exercise around providing training. Of all the new capabilities leaders could drive, here were seven that stood out in 2013. In the graphic above, you see an example of how to plot the new capabilities. Hard projects are those you should do.

Scale 282

Scale Exercises Compensation Follow-up 282

The Sales Hunter

AUGUST 19, 2013

Let’s use an easy example. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Professional Selling Skills Prospecting Sales Development Training Sales Motivation sales goals sales motivation' Many of you are building your 2014 sales goals as you read this, and if you’re not, you need to start.

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

Score More Sales

NOVEMBER 25, 2013

For example, Sarah is planning a wedding and trying to also focus on hitting her quota for the year in the next four weeks. If you do create goals, create ones that can be measured, such as: Reach 3 c-level executives from potential prospect companies this week. Learn about the political landscape at _ (a prospect company of yours).

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

Score More Sales

NOVEMBER 1, 2013

You do this with the words you choose, the pace you go at, the follow-up, the examples you give, and others in their industry you have helped. Start with 25 prospective companies – or 50 or 100 if you can consistently follow up with this number of contacts. What do you think about the importance of trust? How do you demonstrate it?

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

Score More Sales

SEPTEMBER 27, 2013

Every day you can see examples of how big brands and small brands are blowing it when it comes to getting new customers and then retaining them. Are sales reps and account managers coached on effective listening skills so that prospects and customers really feel heard?

Retention 254

Retention Company Customer Lead Rank 254

Score More Sales

JANUARY 31, 2014

Micro improvements: self-improvement – finding ways to personally motivate yourself, for example. Macro improvements: overall process and methodology improvement – your whole team adopts a new process to streamline deal identification and qualification, for example. Lead by example. Micro Sales Productivity Tips.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

Understanding the Sales Force

SEPTEMBER 11, 2013

By the time training is over, they will rank in Google for a few dozen keywords in their market, have a few dozen followers on Twitter and have written a few dozen blog articles. HubSpot’s content marketing strategy allows the rep to establish online credibility before even getting on the phone with his or her first prospect."

Lead Rank 283

Lead Rank Lead Scoring Hiring Hubspot 283

Score More Sales

DECEMBER 23, 2013

Here’s an example: I enjoy my job helping companies with technology and have been rewarded handsomely for it. Last year I was able to buy the home I wanted which is on the train line into the office. What is it that you would like to attain and how would you like to be thought of? Write in the present tense. Your Most Important Plan.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

Understanding the Sales Force

MARCH 6, 2013

A seventy-four percenter, your "C" player said that he presented but the prospect rambled, complained about some problem with an explosion and some diamonds and seemed very distracted. She identified a problem - Lucy was blown sky high and is up their with her diamonds and the prospect needs to address the problem.

Proposal 278

Proposal Margin Follow-up Data 278

Score More Sales

SEPTEMBER 5, 2013

For example, one of the sales leaders I work with also prospects, nurtures, and closes sales. That ONE habit alone has given him ongoing referrals, new deals, and sets a great example for his reps in the office since actions speak so much louder than words. Are you a Disorganized Seller? Then he has his first cup of coffee.

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

Score More Sales

JULY 17, 2013

This is the idea that video is the next best thing to being in person, so should be incorporated more into interaction with prospects and clients. Video for sales training and coaching is a given. Gerhard gave a number of video examples and set the tone for more discussion during the day. Most surprising?

Hiring 192

Hiring B2B Video Lead Rank 192

Score More Sales

JUNE 24, 2013

Example: You sell business intelligence to executives in SMB and mid-sized companies. Find other sellers who work with those same companies in recruiting, training, technology, and leadership. To do this, first come up with a list of services that go on in many of your prospect and client companies that are outsourced.

Referrals 213

Referrals Outsourcing Services Inside Sales Lead Rank 213

Score More Sales

JULY 15, 2013

It amazes me that so many sellers do not consider regular mailed notes to SOME prospects as one part of a multifaceted strategy to win business. I have one main reason you should consider writing 3-4 sentence, hand written notes to prospects and clients. Example: I mailed a note to a client I had not done any work with for a while.

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

Score More Sales

DECEMBER 9, 2013

For example, retailers used to rush to greet customers with, “May I help you?” What is interesting to me is in how quickly a seller will move on if their prospective buyer gives them a NO. NO is a word that you come to appreciate as having many meanings when it comes to buyers and sellers. No Means Many Things in Sales.

Inside Sales 210

Inside Sales Lead Rank Lead Scoring Ideal Customer Profile 210

Score More Sales

DECEMBER 27, 2013

Example: Ridding Your Office of Paper in Favor of Digital Documents. or their prospecting conversion rates (how many decision makers do I need to talk to in order to set up a next meeting / demo / conversation)? Eventually you start to see real differences.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

SBI Growth

NOVEMBER 7, 2013

Last year you got your 2013 quota in mid-February. For example, you are still recovering from the slow first quarter start this year. What/How do I train my sales people to generate more demand? Weekly training sessions. For example: Social prospecting increases the percentage of decision maker’s appt.

Quota 296

Quota Demand Generation Targets Demand Generation Negotiation 296

Understanding the Sales Force

APRIL 3, 2014

Today, prospects are much less inclined to take a salesperson''s call, return a voicemail or an email message, engage in a conversation, schedule a call or meeting, share important information, return calls to salespeople towards the end of the sales process or make a decision. The revenue of the prospect company.

Face-to-face 215

Face-to-face Decision Maker Call-back Outbound 215

Score More Sales

OCTOBER 18, 2013

These include prospects, customers, former customers, vendors, partners, and referrers? How do you handle pre-prospects? These are the names from marketing who are potential prospects or people you find on an industry list. These items above are a basic minimum in 2013 (heading into 2014) for a seller.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

Score More Sales

NOVEMBER 11, 2013

One way you can be more successful in remote selling – that is, selling when you are not in front of your prospective buyer in person, is to have more impact with your messaging. Here is an example: Initial voice mail message: . It’s simple messaging that we remember. Do or Do not. There is no try. – Yoda.

Inside Sales 221

Inside Sales Lead Rank Lead Scoring Call-back 221

Score More Sales

JULY 27, 2013

No doubt you are busy in your sales career working to identify prospective customers, connect with them, nurture that relationship and ultimately help them to a buying decision potentially with your products and services. Have you made time to learn how to leverage LinkedIn and other social selling strategies to help you grow your visibility?

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

Score More Sales

NOVEMBER 20, 2013

For example, right now I am getting messages from a tool called Signals which shows me when someone is on our website, is opening an email I sent, or is clicking on a link within an email I sent. How great is it to know when a prospect company is looking again at an emailed proposal you sent two weeks prior? Check out Signals here ).

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

OCTOBER 21, 2013

You need to create a network that has clients, prospective clients, referral partners, other partners, past and present colleagues, and vendors. For example, if I sell cloud computing services worldwide, or throughout North America, chances are it is not a good use of my time to go to a local business networking event.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

Increase Sales

DECEMBER 17, 2016

Sales success is built upon understanding the emotional wants and needs of the sales prospect. Back in February of 2013, I wrote this: When sales people have the capacity to perceive and understand the feelings of others, this bodes well for their ability to build authentic relationships. Recognize and understand our own emotions.

Call-back 70

Call-back Facebook Sales Leadership Coaching 70

Understanding the Sales Force

APRIL 21, 2014

For example, members of both groups may have a particular finding as a strength, but only the top performers have a score in a certain range. Benchmarking can be useful when it comes to training your salespeople. Image credit: wavebreakmediamicro / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' win rate.

Hiring 258

Hiring Groups Exact Face-to-face 258

Understanding the Sales Force

JANUARY 28, 2013

On the other hand, veteran salespeople believe that they know everything and everyone and probably could lead the sales training class. Here are the top 10 things which I've heard about veteran salespeople in the past 27 years of sales development consulting and training: I don't want to upset the apple cart. Increase their income.

Face-to-face 208

Face-to-face Margin Coaching Proposal 208