SBI Growth

JULY 23, 2013

Sales Operations leaders have seen the power of Social Selling. The top of the funnel is filling with highly qualified prospects. Sales cycles that begin with an online referral are closing more rapidly. By participating, you will get our Social Selling Cheat Sheet to handle 2013’s Top Misconceptions of Social Selling.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity. by mid-year).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

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. After all, sales management is responsible for Sales Performance Management.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

The ROI Guy

JANUARY 8, 2013

Although I too am more optimistic about 2013 compared to last, there are clear and immediate challenges that deserve action regardless. 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples.

Proposal 71

Proposal Decision Maker Lead Rank Lead Scoring 71

Score More Sales

JULY 15, 2013

It is always exciting to hear about new sales tools to help shorten the sales cycle, qualify better, grow social connections, and sell more. 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. Add postage, and for less than $.75

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

Understanding the Sales Force

JUNE 11, 2014

where opportunities stall in your sales process, why they stall. length of sales cycle by salesperson and opportunity type. % Closing skills aren''t required when the earlier stages of the sales process are effectively executed. If it''s multiple issues affecting multiple salespeople, then training is a better way to go.

Data 241

Data Decision Maker Proposal Trends 241

Understanding the Sales Force

JANUARY 31, 2014

The inbound audience loves to engage in discussions, but not so much the CEO''s, Presidents and Sales VP''s who read these articles. The February Issue of Top Sales Magazine was published yesterday and it includes an article with my latest thinking about using the phone for prospecting. Sales Messaging - How to Get It Right.

Hiring 193

Hiring Hubspot Inbound Webinar Metrics 193

Understanding the Sales Force

JUNE 20, 2014

The Buyer Journey Instead of Sales Process Understanding the buyer journey is fine, but without a milestone-centric sales process, salespeople cannot confidently move forward the sales process. Customer-Centric/Customer-Focused Selling Of course salespeople must be more focused on the customer and prospect.

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing ACT 275

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.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

Score More Sales

JANUARY 31, 2014

Create email templates for various buyer types and stages of the sales cycle. When prospecting, do research in chunks of time rather than going back and forth with calling. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

Score More Sales

OCTOBER 21, 2013

Networks are important for sales professionals. You need to create a network that has clients, prospective clients, referral partners, other partners, past and present colleagues, and vendors. These connections will help you identify your right buyer and will be quicker sales cycles due to being warm or referred.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

Understanding the Sales Force

APRIL 21, 2014

Benchmarking can be useful when it comes to training your salespeople. If you have two regions that are performing similarly, selling the exact same products or services to the exact same types of customers, against the exact same competitors, you can benchmark the training. win rate.

Hiring 258

Hiring Groups Exact Face-to-face 258

SBI Growth

NOVEMBER 7, 2013

Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. How many actual opportunities by sales person is that? What/How do I train my sales people to generate more demand? How many appointments does each sales rep need to generate?

Quota 296

Quota Demand Generation Demand Generation Targets Negotiation 296

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. The real problem is that the CEO's, Presidents, Owners, Sales VP's, Sales Directors and Sales Managers to whom these veteran salespeople report are simply afraid of them.

Face-to-face 208

Face-to-face Margin Coaching Proposal 208

Understanding the Sales Force

JANUARY 14, 2014

If a modern-day sales process is milestone-centric (key outcomes that must be achieved during a sales cycle), then a modern-day sales methodology must support those milestones. As sales processes go, the steps could be as simple as the following: Appointment. Sales Methodology and Sales Process are intertwined.

Sales Methodology 269

Sales Methodology Negotiation Proposal Analysis 269

Understanding the Sales Force

MARCH 4, 2013

The result is we end up giving many presentations to unqualified prospects. Only show how you do what you do to fully qualified prospects. Until they realize that a sales cycle consisting of nothing more than presenting, explaining, demoing, proposing, and chasing is inefficient and ineffective, they will not change.

Sales Qualified Lead 188

Sales Qualified Lead Journal Consultative Selling Proposal 188

Increase Sales

JANUARY 30, 2013

Years ago I heard a rather high priced sales consultant talk about finding the sales pain and figuratively having your ideal potential customer or prospect bleeding all over the place. Sales Training Coaching Tip: Impact is a true Achilles Heel for many salespeople. Share on Facebook.

Webinar Metrics 146

Webinar Metrics Small Business Small Business Facebook 146

Customer Centric Selling

JULY 29, 2013

Sales Training Article: How BMW Would Have Benefited from Social Selling. By John Kearney, Sales Benchmark Index (SBI) Sales Operations leaders have seen the power of Social Selling. The top of the funnel is filling with highly qualified prospects. Implementing a successful sales transformation.

Social Selling 45

Social Selling Top of Funnel Training Case Study 45

Understanding the Sales Force

JANUARY 28, 2013

On the other hand, veteran salespeople believe they know everything there is to know, everyone they need to know, and could probably lead the sales training class. The real problem is that the CEO's, Presidents, Owners, Sales VP's, Sales Directors and Sales Managers that these veteran salespeople report to are simply afraid of them.

Face-to-face 130

Face-to-face Margin Coaching Proposal 130

Customer Centric Selling

APRIL 12, 2013

Sales Training Article: How the Big Deal Review Will Rescue Your 2013 By Greg Alexander, Sales Benchmark Index (SBI) 41% of b2b sales organizations missed the Q1 revenue target. If you missed Q1, you need a monster Q2 to save 2013. We perform dozens each quarter directly with the prospects.

Training 45

Training Scale Quota B2B 45

Customer Centric Selling

JULY 3, 2013

Sales Training Article: Where''s All This Buying? 2013 has been a struggle. Studies show that buyers are anywhere from 50-80% through their buying cycles before contacting sellers. A survey by Sales Benchmark Index showed 52% of sales cycles driven by sellers result in no decision.

Training 45

Training Buying Cycle Hiring Vendor 45

Your Sales Management Guru

OCTOBER 1, 2013

Let’s make this interactive, I will start the list and then it is your job to add to it, let’s all work together to increase each other’s success during the last few months of 2013! These ideas can be designed for sales leaders or individual sales performers. 4) Hold a sales training session on Negotiating in October!

Sales Qualified Lead 97

Sales Qualified Lead Referrals Conference Negotiation 97

HeavyHitter Sales

APRIL 7, 2013

Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. Stalled Sales Cycles. At other accounts, prospective buyers weren’t experienced with purchasing products. 800 Pound Gorilla. 

Study 146

Study B2B Penetration Lead Rank 146

The ROI Guy

JANUARY 16, 2014

Examining their 2013 predictions, Gartner indicated IT spending would rise 4.2% When the dust settled on 2013, the IT spending growth was a mere 0.4%. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. for the year.

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

Customer Centric Selling

NOVEMBER 18, 2013

Sales Training Article: How to Survive the Late Release of Your New Quota. By Dan Perry, Sales Benchmark Index (SBI) Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. How many actual opportunities by sales person is that?

Quota 53

Quota Training Hiring Demand Generation 53

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. By John Kearney, Sales Benchmark Index (SBI) Image courtesy of FrameAngel at FreeDigitalPhotos.net As a Sales Operations leader, you have 3 major challenges heading into 2014. Cost of sales is decreasing as the sales team only engages with informed, prepared buyers.

Sales Tools 45

Sales Tools Tools Training Collateral 45

Customer Centric Selling

DECEMBER 26, 2013

Sales Training Article: 2014 Resolutions. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Danilo Rizzuti at FreeDigitalPhotos.net 2013 winds down, people think about prospects for the New Year. Use the term buying (rather than sales) cycle.

Collateral 55

Collateral Negotiation Proposal Vendor 55

Customer Centric Selling

DECEMBER 26, 2012

Sales Training Article: A Time for Honesty and Reflection By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company As another year comes to a close, many take the opportunity to review the events of the last 12 months before trying to anticipate what 2013 will bring.

Vendor 58

Vendor Face-to-face Buying Cycle Trends 58

The ROI Guy

APRIL 8, 2014

increase from 2013 spending levels (and a 0.1% Examining their 2013 predictions, Gartner indicated IT spending would grow 4.2% When the dust settled on 2013, the IT spending growth was a mere 0.4%. the Prospect has a pain worth addressing and a significant cost of “Do Nothing”, Why Change Now? – trillion in 2014, a 3.2%

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

The ROI Guy

NOVEMBER 10, 2014

Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. Why Change Now? – Why Your Solutions?

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Your Sales Management Guru

NOVEMBER 26, 2012

On my flight to Seattle I was pondering what this week’s blog might contain; it occurred to me that in reflecting on the past year and looking forward towards 2013 a quick summary of a few basic actions sales leadership must take to succeed would be of value. Step Three: Is your team trained? .: 4 Steps on how not to get fired.

Journal 77

Journal How To Sales Leadership Pipeline 77

The ROI Guy

APRIL 14, 2015

Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. Why Change Now? –

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

Jonathan Farrington

JULY 31, 2013

Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

MEDDIC

OCTOBER 19, 2021

I’m your host, Steve Benson, and we’re here to chat with the world’s top sales experts so that you can get their best sales tactics to level up your game. Welcome back to Outside Sales Talk today. So he’s definitely the right person to hear how to qualify prospects with the MEDDIC method here.

Sales Qualified Lead 52

Sales Qualified Lead Sales Methodology Forecasting Hiring 52

LeadFuze

AUGUST 5, 2021

We plan on doing the best sales blogs punchy, to the point, easy-to-implement tactics, drenched with useful visuals. 5 Best Sales Role Play Scenarios to Train Your New Hires. +24 24 Examples of Sales Follow Up Email Subject Line. 46 Best Sales Questions to Ask on a Sales Call. A Post Worth Your Time .

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98

Jonathan Farrington

MAY 29, 2013

Sales Funnel is conceptually divided into three distinct parts, or levels, which correspond to the three different types of selling work. The pre-requisite is that they have data that suggests a fit between their company’s products and the prospect’s needs – all of this type of work requires qualifying. The Sales 2.0

Top of Funnel 39

Top of Funnel Funnel Conference How To 39

The ROI Guy

APRIL 12, 2013

With such low adoption, it should not be a surprise that despite some good wins, your new value-focused sales tools might not be garnering the anticipated usage. So how do you achieve sales tool adoption in 2013? Is there a way to get sales to sell on value and leverage the tools to do so? Step 3: Where we are Going?

Sales Tools 68

Sales Tools Tools Incentives Incentive 68