The Pipeline

FEBRUARY 11, 2013

Back in the 80′s or maybe even earlier, the purveyors of Consultative Selling, put a lot of emphasis on Open Ended Questions, for all the right reasons. It took some effort and focus to get sales people to adopt this style of interaction, especially after years of pitching and doing things the traditional (old) way.

Call-back 313

Call-back Face-to-face Cold Calling Consultative Selling 313

Sales and Marketing Management

OCTOBER 9, 2020

Author: Matt Kamp For B2B sales teams, referrals are worth their weight in gold. When customers or other companies refer people to you, your company is viewed as more trustworthy in front of those leads, and because of that trust, you can expect a faster – and more successful – sales cycle. That’s a huge jump.

Referrals 177

Referrals Company Scale Case Study 177

Sales and Marketing Management

JUNE 4, 2017

Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. This means sales teams need more than a website to gather product and pricing information. Here are some tips for communicating effectively with sales teams. Create a plan.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Bernadette McClelland

JANUARY 20, 2018

It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. 4. Make your key objective to help the customer, not to close a sale. 4. People management. And the basics of selling are….? salespeople today don’t execute on the basics.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. Why sales training is important. The different types of sales training programs. The 15 best sales training programs.

Training 92

Training Lead Rank Hiring Course 92

Corporate Visions

JULY 23, 2020

We call this online “mission” activity Fluency Coaching—ensuring your reps demonstrate an acceptable level of fluency on the topic. Fuzzy Coaching – When groups come back to present, the facilitator has to try to give each person actionable feedback and coaching. Situational Sales Enablement with Fluency Coaching.

Coaching 119

Coaching Scale Sales Enablement Exercises 119

Janek Performance Group

DECEMBER 20, 2021

If you are a new sales manager, building trust with your sales team is your first challenge. Without trust, progress will be slowed and time is a luxury few new sales managers have. In this article we will outline the key elements of trust and how a new sales leader can build trust within their new sales team.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

The Pipeline

MARCH 13, 2012

Some outlets have picked up some of my writing, while others have done a full-blown feature on myself and Renbor Sales Solutions. Canadian Business Journal, the leading Canadian B2B publication has done a feature on the work Renbor does along with some of the views I take on sales. What’s in Your Pipeline? Tibor Shanto.

Media 227

Media Journal Sales Cycle Call-back 227

Anthony Cole Training

JANUARY 13, 2014

Yes, the title, "Improve Sales Forecasting to Improve Sales Performance?" It remains a question despite the millions of dollars spent on CRM, sales force automation, training and hype. I read the white paper, and it clearly identified common problems with CRM tools such as SalesForce.com, ACT and other pipeline management tools.

Sales Forecasts 189

Sales Forecasts Forecasting Margin Incentives 189

SBI Growth

JANUARY 24, 2014

Chances are you have just returned from your annual Sales Kickoff (SKO). SKO’s are great to re-energize and learn about sales direction for the upcoming year. But what about that sales training you received? Companies invest a lot of money and resources in sales training. Four Steps to Monetize Sales Training.

Sales Qualified Lead 299

Sales Qualified Lead Compensation Call-back Tools 299

The Pipeline

SEPTEMBER 25, 2013

On Monday, in the first post of this series , we defined “cold calling”, and looked at overlooked real opportunities for sales and revenues one misses when not including cold calling in their biz dev routine. The rule being that cold calling is a key and necessary (evil) part of successful B2B selling. On to number two!

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

Sales and Marketing Management

AUGUST 20, 2020

The story also lays bare a primary concern of executives, HR professionals and mid-level managers as they continue to monitor the mental health of their workers, most of whom have been working from home since mid-March. The Society for Human Resource Management (SHRM) surveyed more than 1,000 U.S. Managing virtually.

Journal 136

Journal Education Lead Rank Lead Scoring 136

Product Management University

JUNE 8, 2023

Quantifying customer value can turn the “what have you done for me lately ” question into a productive conversation that results in higher renewal rates and higher sales of add-on products/services. If you’re a customer success manager, it’s a familiar scenario. The time for renewal is fast approaching on one or more accounts.

Lead Rank 52

Lead Rank Lead Scoring Customer Benefit 52

Mindtickle

JULY 10, 2020

Leaders in sales enablement and marketing have a big role to play here, aligning all remote team members on messaging, sales processes and requirements. For example, a CEO’s concerns will be different than that of an HR manager. Sales processes they go through. Field requirements for collateral. Common buyer objections.

Collateral 71

Collateral Face-to-face Sales Enablement Objections 71

Anne Miller

OCTOBER 6, 2022

How do you attract people to a field (sales) that they think has a notoriously suspect reputation? How do you turn perceptions of sales as a “pushy,” “manipulative,” and “untrustworthy” endeavor into a respectable opportunity that could launch participants into a world of respectable and lucrative work? Selling Sales with Stories.

Face-to-face 118

Face-to-face Journal ACT Up-Sell 118

The Center for Sales Strategy

MAY 22, 2018

Sales managers, let’s be honest… it’s hard to watch a salesperson that seems to be flailing in shallow water when they are on a prospect or client call. However, if you take a step back, you realize they are probably going to find their feet and be able to stand up and be fine.

Sales Management 56

Sales Management Call-back Sales Strategy 56

Vengreso

JUNE 2, 2023

Dreamforce 2023 in San Francisco, CA at the Moscone Center is back, and it’s bigger than ever. I have a bit of history with Dreamforce, and it started back in 2015 when I attended the event in person as a customer of Salesforce. Fast forward again one more year, in early 2018 I received a phone call. It was Salesforce.com.

SalesForce 59

SalesForce Hotels Conference Call-back 59

Allego

FEBRUARY 11, 2020

Shelly King, Manager, Sales Force Development, CooperVision, faced a challenge. Her team supports a multi-generational sales force, dispersed across the U.S. As her team began planning the company’s annual sales conference, King knew they needed to rethink the meeting to prepare reps better. The group includes 200 U.S.

Conference 83

Conference Lead Rank Face-to-face Groups 83

SBI

MARCH 8, 2018

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? This week I interview Chris Tratar , VP of Product of SAVO.

Government 139

Government Sales Methodology Sales Enablement ROI 139

SalesLoft

MARCH 6, 2018

The Atlanta forecast calls for a 100% chance of Rainmaker this week, officially starting with Monday’s Welcome Reception at 6:00 p.m. – when bestselling author Mitch Albom takes the stage to close out our fourth installment of what has become the world’s leading conference for sales professionals. Sales Leadership & Strategy.

Conference 52

Conference Engineering SalesForce Sales Operations 52

Rob Jolles

JUNE 2, 2023

I was with a colleague of mine who came to watch me put on a workshop, and I had specifically asked for him to not to say anything about my workshop, or the audience, until we were clear of the building. The same senior manager who hired me. We spoke for about 30 minutes about sales processes and training for success.

Hiring 52

Hiring Conversion Exact Call-back 52

Chorus.ai

MAY 19, 2020

On today’s Daily Briefing, Jim Benton was joined by Glenn Clark , Senior Director of Sales Enablement at Smartsheet. They discussed the unique challenges of sales enablement in our new normal, and how sales enablement is more essential than ever to gear managers up for remote coaching, onboarding, and deal management.

Hiring 62

Hiring Infusion Face-to-face Scale 62

Sales and Marketing Management

OCTOBER 15, 2020

Managers face challenges keeping employees engaged, informed and accomplishing objectives. Nearly 47% of workers cited social interaction with coworkers as their main reason for going back into the workplace. The pandemic has forced managers to make a more intentional effort to keep workers connected with each other. of the U.S.

Incentives 227

Incentives Incentive Face-to-face Survey 227

Sales Hacker

MARCH 1, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. The B2B playbook is changing. A chance to tour (and maybe even race on?)

Media 71

Media Company Distribution How To 71

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. Even the best computers still can’t beat the transformative power of human intelligence.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Sales Hacker

JULY 17, 2020

Are you one of the millions of salespeople still searching for ways to overcome your phone fears and finally get over your call reluctance? So, let’s dive into this fear, peel back the layers, and find out how you can overcome call reluctance. The Origins of Call Reluctance. Dave calls it the “ Need for Approval.”

Decision Maker 120

Decision Maker How To Call-back Cold Calling 120

Allego

APRIL 16, 2024

Generative AI has changed the game in sales. Increasingly, sales teams use it to personalize content, enhance sales training , improve onboarding, conduct competitive analysis, streamline sales communication, and more. And I think it’s going to change the game in sales. Sam Richter: Certainly.

Hiring 62

Hiring Scale Proposal Analysis 62

SalesLatitude

DECEMBER 27, 2018

The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. Client and team meetings, account and territory planning, financial and administrative work, management requests, and sales rep coaching are just a few of the sales manager’s responsibilities.

Sales Management 98

Sales Management Forecasting Sales Cycle Coaching 98

Mindtickle

JULY 10, 2020

Leaders in sales enablement and marketing have a big role to play here, aligning all remote team members on messaging, sales processes and requirements. For example, a CEO’s concerns will be different than that of an HR manager. Sales processes they go through. Field requirements for collateral. Common buyer objections.

Collateral 52

Collateral Face-to-face Sales Enablement Objections 52

Smart Calling

MARCH 22, 2018

I’m not trying to make you feel bad, but my experience is that many sales reps have no clue where they are in the sales process with a majority of the people they are following up with. The more you call to “just check in,” the more the image of the “stalker salesperson” is solidified in their mind.

Follow-up 91

Follow-up Closing Prospecting How To 91

Babette Ten Haken

MAY 12, 2020

The people you call on, even when there is nothing to buy, or sell, or fix or design or manage. When they realized their professional value involves more than sales scripts, tactical to-do lists, and algorithms. Also, just who are your own essential colleagues and clients? Why do you trust these folks? One millimeter at a time.

Lead Rank 92

Lead Rank Lead Scoring Resources Call-back 92

Partners in Excellence

MAY 3, 2022

A sales people and leaders, we are fortunate to have more data than we have ever had access to in the past–and some of it is actually useful and informative. When I meet with managers, I ask them, “What data do you use to monitor performance? .” Readers of the blog, also, know that I’m a huge fan of data.

Data 90

Data Report Quota Pipeline 90

Anthony Cole Training

SEPTEMBER 15, 2014

I hate calling people “assets” or “human capital”. But, when potential financial backers ask her, she tells them it means “Assets Under Management”. That got me thinking about sales managers and their assets – people. As a sales VP or manager, people are your only asset. But, is it performing as expected?

Hiring 160

Hiring Maximizer eBook Call-back 160

criteria for success

MARCH 18, 2020

Keeping a remote sales force motivated doesn’t have to be hard. Here are 6 tips to keeping your remote sales force motivated to perform at peak levels. Tip #1 for keeping a remote sales force motivated – hire the right salespeople. You could ask the entire group on the call sing a song to the new person.

Motivation 80

Motivation Hiring Conference Policies 80

Anthony Cole Training

MARCH 10, 2014

Over the last 5 years, when conducting keynote sessions or workshops, presidents and senior sales executives overwhelmingly want to know – How do I motivate my sales people and keep them motivated? I’ve read many, many business books, management books and self-help books. It was my goal.

Motivation 208

Motivation Insurance Insurance Coaching 208

Anthony Cole Training

JANUARY 30, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. driving sales (6).

Sales Management 159

Sales Management Hiring Ideal Customer Profile Call-back 159

Rob Jolles

JUNE 2, 2023

I was with a colleague of mine who came to watch me put on a workshop, and I had specifically asked for him to not to say anything about my workshop, or the audience, until we were clear of the building. The same senior manager who hired me. We spoke for about 30 minutes about sales processes and training for success.

Hiring 52

Hiring Conversion Exact Call-back 52