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. Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Pointclear

JULY 20, 2015

I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. Of course she didn’t totally back down.

Sales Qualified Lead 100

Sales Qualified Lead Leads Marketing Qualified Lead Territories 100

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

Sales Hacker

FEBRUARY 17, 2022

The old way of doing business doesn’t work in the new normal, with buyers taking longer to make decisions, sales meetings happening mostly virtually, and the line between inside sellers and field sellers blurring. With it, the company could convert call recordings into phonetic text files, which could then be queried by keywords.

Top of Funnel 89

Top of Funnel Lead Rank Lead Scoring Forecasting 89

Hubspot Sales

DECEMBER 21, 2018

Here are three ideas as to how you can use leadership for sales motivation: Your boss will do your calls. Try a sales contest where the prize or a mid-way bonus is … you! You will work for the leading rep for a few hours doing whatever they direct you to -- calls, demos, presentations, etc. Bring in clients.

Motivation 106

Motivation Face-to-face Coaching Education 106

Gong.io

JUNE 11, 2021

Don’t assume your sales team are professional ICP builders. Scripts: Email + Call + Demo. Instead consider including best-in-class examples of calls ( recorded calls , that is) AND customers’ stories (on sales sheets, live on your site, and shared in recorded calls). Sales process documentation.

Sales Enablement 103

Sales Enablement Ideal Customer Profile Strategy Call-back 103

Allego

MAY 13, 2021

Instead of shrugging our shoulders, however, we can access Google or reference a YouTube video on the topic in question, and it comes back to us—so we can help our kids. Typically, they don’t see any further systematic training until the next national sales meeting (NSM) , which may occur in six months or a year.

Guarantee 126

Guarantee Hiring Exercises Video 126

Allego

FEBRUARY 13, 2020

One of the challenges any leader has is making sure that people are fully versed in the products and in their stories, so that they’re confident when they face off against clients at the point of sale. In my space, we did that through national sales meetings where we brought people in once a year.

Face-to-face 115

Face-to-face Channels How To Collateral 115

The Pipeline

OCTOBER 7, 2011

The rest was easy, I just watched who was hanging around the rest of the week, and who was “out there” Sure enough, the reps who were at the top of the leader board were usually out during the day, and when they were in, they were doing things, looking like they were in a hurry to get back “out there” again.

Pipeline 210

Pipeline Top of Funnel Cold Calling Territories 210

The Pipeline

MARCH 18, 2011

We’ve become a generation of retarded under-performing sales semi-professionals. Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Trading one Mickey Mouse sales idea for the next. And that’s holding us back and making us losers. A Random Walk Up Sales Street. Cold calling.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Jeffrey Gitomer

MAY 9, 2011

Let’s be kind and call it “sales underachievement.” ” Misperceptions that lead to sour grapes: I think my prices are too high, or my territory is bad. When you have the pressure to sell, the prospect senses it, and backs off. Dont let your next sales meeting suck! Don’t get mad.

Hiring 306

Hiring Social Media Cancellation Loyalty 306

The Pipeline

SEPTEMBER 9, 2011

. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. Think back to the first go around of the internet, yes some jumped on early, but most small to medium businesses lagged.

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Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

OCTOBER 10, 2011

As a result many reps have developed the habit of having a next step strategy ( or two ) going into any sales meeting. They go through the meeting, executing their plan, and moving towards their next step or advance. A Random Walk Up Sales Street. Cold calling. EDGE Sales Process. Sales Management.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

John Barrows

SEPTEMBER 9, 2019

To shadow me and see me in the sales meeting as well. They wanted to look at the sales effectiveness, how I was engaging the buyer more than the EQ scale, but at the end of the day, people couldn’t replicate my success because they didn’t have the BQ. I was super detailed and organized, had my call list ready to go.

Hiring 80

Hiring Quota Territories Scale 80

The Pipeline

AUGUST 10, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Interview , Lead Management , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Success , Video , execution. A few weeks back, I was working with the folks at NetProspex to come up with a way to help clients improve their sales success.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

The Pipeline

AUGUST 5, 2011

It allows you to make contact notes, set reminders to follow up, and track phone calls and meetings. Everything can sync back to your calendar and/or email to help keep you organized. Because Soonr operates in the cloud, any changes made from your mobile device are automatically saved and synced back to your desktop.

Pipeline 275

Pipeline Hiring Travel Twitter 275

The Pipeline

APRIL 27, 2011

As with many things in sales, it is not always about what you do, but why you do things, what your objective should be and how to properly execute to create the right balance and get a good number of calls back. A Random Walk Up Sales Street. Cold calling. EDGE Sales Process. Sales Management.

Pipeline 223

Pipeline Cold Calling Compensation Hiring 223

The Pipeline

APRIL 1, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Cold calling , Communication , Guest Post , Productivity , Prospecting , Sales Strategy , Sales Technique , Voice mail , execution. It appears the running average today is that somewhere between 75 & 90 percent of calls end up going to voicemail.

Pipeline 223

Pipeline Twitter Call-back Cold Calling 223

The Pipeline

JANUARY 11, 2012

Here we are at the start of a new year, fresh faces, prospects and places to engage, and with what most would lead you to believe, a blank slate, ready to conquer sales all over again. A Random Walk Up Sales Street. Cold calling. EDGE Sales Process. Sales Management. Sales Meetings. Sales Process.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

The Pipeline

JANUARY 27, 2012

Stored in Attitude , Budget , Communication , EDGE Sales Process , Gap Selling , Interactive Selling , Listening , Negotiations , Objection Handling , Price , Questions , Sales Strategy , Sell Better , qualifying. A Random Walk Up Sales Street. Cold calling. EDGE Sales Process. Sales Management. Sales Tool.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

The Pipeline

FEBRUARY 24, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Impact Questions , Interactive Selling , Metrics , Next Steps , Proactive , Sales Cycle , Sales Process , Sales Strategy , Sales Success , execution. A Random Walk Up Sales Street. Cold calling. EDGE Sales Process. Sales Management.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

OCTOBER 3, 2011

I recently called them to complain about consistent outages and slow service, something others in my area have also complained about. Throughout the call their rep kept apologising, I don’t know why, being sorry won’t resolve the issue, and I doubt that she personally came to my house and disconnected or throttled the service.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

The Pipeline

FEBRUARY 6, 2012

Sales people seem to have heightened need to answer, or more accurately, provide a response, any response. However, when you step back, not having an answer on the tip of your tongue, is not the worst prospect for a sales rep. My experience is that more sales are lost by answering too fast, than by answering very slowly.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

MAY 12, 2011

2) The test environment was so different to their production environment half of all application go lives were backed out of after application issues when they moved into production. I wrote back, “On your very last example, you suggested questions that you could have asked – good job. A Random Walk Up Sales Street. Sales Tool.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

The Pipeline

OCTOBER 5, 2011

The Pipeline Renbor Sales Solutions Inc.s Is Cold Calling Dead? Stored in Cold calling , Planning , Proactive , Proactivity , Prospecting , Sales Strategy , Sales Success , Success , Video , execution. I suspect that cold calling, like other sales techniques continues to evolve, right along with other methods.

Cold Calling 201

Cold Calling Pipeline Twitter Call-back 201

The Pipeline

APRIL 29, 2011

I’m going to debunk the myth that sheer activity is the ONLY thing that matters along with two other myths that hold you back from getting more clients. 3 Sales Lead Generation Myths That Will Hold You Back From Closing More Sales. Myth #1 Sheer Activity is the Only Thing That Matters in Sales. Myth #2 Sales 2.0

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

Showpad

JANUARY 8, 2021

.” In this sales enablement strategy, rookie reps spend the first portion of the plan learning the ins and outs of company tools, processes and priorities, particularly in the areas described above. The second phase is about accruing hands-on experience by being part of sales calls (at steadily increasing levels of involvement).

Hiring 52

Hiring Training Sales Enablement Case Study 52

Allego

APRIL 21, 2022

After more than two years of the COVID-19 pandemic, many companies are welcoming employees and guests back to their offices. The global sales training team tapped sellers’ love for competition and created a contest asking their reps to explain the problems they face and how they solve them in their territory.

Hiring 71

Hiring Video Distribution Buyer 71

The Pipeline

JULY 15, 2011

Once the game is over, the king and the pawn go back in the same box.”. Architect Barry Thalden, hotel and casino designer and one of my dearest friends for the past 50 years, tells of presenting a proposal to Donald Trump: “I managed to arrange a meeting with Donald Trump. " A Christmas Song. A Random Walk Up Sales Street.

Pipeline 242

Pipeline Hotels Cold Calling Compensation 242

The Pipeline

OCTOBER 17, 2011

While it is true that it would not the sales managers best use of time to screen hundreds of resumes, it is also true that the cost of having the wrong sales person on board, the resulting vacancy in the territory, and the cost of hiring a replacement is not small either. A Random Walk Up Sales Street. Cold calling.

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Pipeline Hiring Exercises Twitter 220

The Pipeline

MARCH 5, 2012

The opposite is also true when the pattern unfolding is that of a sale you are not likely to win, then you need adjust, even deviate from the process to ensure that you can get things back on track. A Random Walk Up Sales Street. Cold calling. EDGE Sales Process. Sales Management. Sales Meetings.

Sales Process 238

Sales Process Pipeline Hiring Top of Funnel 238

Sales Hacker

OCTOBER 5, 2018

I joined the ranks of Prime Point Media in 2006 selling national accounts, and by 2008 I had built the entire Midwest territory. A company called Dukky recruited me out of that job and is where I sold my first SaaS platform. RELATED: Here’s How to Hire a VP of Sales That Will Last Longer Than 19 Months. So how did I do it?

Hiring 69

Hiring How To Lead Rank Lead Scoring 69

The Pipeline

JANUARY 16, 2012

I remember meeting with a sales VP a few years back, nice guy, I still do some work for him. John: No no, my people have to go out find leads and prospect, in fact, I wish they would do more; but they work trade shows, networking, cold calls. A Random Walk Up Sales Street. Cold calling. EDGE Sales Process.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

Grant Cardone

DECEMBER 26, 2018

People who believe they have “enough” are usually the same people who have what I call a “shortage mindset”, which believes there aren’t infinite resources available. That’s how I like it and I’ll send it back if it’s not how I want it. This is what I call my beast mode clock: 05:00 – 05:45 – Kids. 09:00 – 09:30 – Sales Meeting.

Health Care 120

Health Care Scale Transportation Call-back 120

Sales Training Connection

NOVEMBER 30, 2012

Crafting a sales strategy is a key to success – especially when selling into major accounts. While front-line sales managers agree, we often hear comments like, “I don’t have the time” and “My territory is spread out and I don’t see my people face-to-face”. How did the last call go? What do you need to know?

Strategy 96

Strategy Face-to-face Coaching Call-back 96

The Pipeline

JULY 4, 2011

The Pipeline Renbor Sales Solutions Inc.s 3 Ways To Reduce Friction In A Cold Call – Sales eXchange – 104. Stored in Attitude , Cold calling , Proactive , Prospecting , Sales eXchange , execution. Go ahead, do it, its good for you and your sales! 1. Know whom you are calling! March 2008.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

Marc Wayshak

NOVEMBER 18, 2020

The most important thing to remember when it comes to fearing rejection in sales is that your prospects can’t actually hurt you physically. Most of the time, they’re just a voice on the phone (or words in an email, or a face on a video call). No one is going to kill you for trespassing if you make an unsolicited phone call.

Face-to-face 62

Face-to-face Customer Service Up-Sell Call-back 62