Sales Training Connection

DECEMBER 13, 2013

Inside Sales. When it comes to inside sales, put aside old visions of airplane hanger-size room filled with lots of salespeople making lots of sales calls using finely polished scripts. These rooms may still be around but inside sales has undergone a dramatic shift in the last several years. Training Design.

Inside Sales 118

Inside Sales Training Scale Outside Sales 118

Sales Training Connection

OCTOBER 30, 2013

So let’s not make the problem worse by spending the sales time available pursuing bad business. One-way to avoid this problem is to “up” the importance of getting better at lead qualification. Getting lead qualification right requires a laser like focus on two issues – funding and fit.

Lead Qualification 112

Lead Qualification Scale Lead Rank Lead Scoring 112

Sales Training Connection

NOVEMBER 20, 2013

Business problems are complex – and so is crafting and executing effective sales solutions to solve them. In a transactional sales market there may be one best solution – that is not the case in major accounts. This is a critical and frequent mistake made by sales reps. ©2013 Sales Momentum, LLC.

Account 116

Account Scale Lead Qualification Training 116

Sales Training Connection

DECEMBER 9, 2013

Identifying Sales Leads. For these types of projects, mining every possible asset for identifying and qualifying leads has significant revenue and profit payoff. In most cases, references turn into a meeting that is positive or a sale that is highly successful. In too many situations this training never occurs.

Sales Qualified Lead 112

Sales Qualified Lead Leads Marketing Qualified Lead B2B 112

Pointclear

AUGUST 21, 2013

More musings on the premature death knell for outbound sales. Among the many arguments used to relegate cold calling to the duckpins of history is that educated buyers have access to more information than ever and that 70 percent of the buying process is completed before a sales rep needs to get involved in a sale.

Cold Calling 221

Cold Calling Sales Qualified Lead Outbound Direct Mail 221

The Sales Association

FEBRUARY 28, 2011

Sharing best practices in sales and sales management www.salesassociation.org. by Bill Barr I keep hearing that some sales organizations expect their marketing department to “qualify” their leads with Budget, Authority, Need and Timeframe ( BANT ). That’s not what professional sales people do.

Sales Qualified Lead 22

Sales Qualified Lead Hiring Trade Show Lead Qualification 22

Score More Sales

SEPTEMBER 22, 2013

There are usually a few events each year where this happens and in this case, it was Boston this week for the American Association of Inside Sales Professionals ( AA-ISP ). “A sales team with an Inside Sales Specialist model closes business 7 points higher than a team without specialists” – Ken Krogue, InsideSales.com.

Inside Sales 217

Inside Sales Lead Rank InsideView Lead Scoring 217