Sales Gravy

DECEMBER 16, 2021

Matthew McConaughey, Greenlights The number one reason for failure in sales is an empty pipeline. A few weeks back, my 24-year-old son was delivering a telephone prospecting workshop to a group of sales development reps (SDRs) who were all about his age. The young SRD shot back, “Well, nobody answers the phone anymore.”

Prospecting 111

Prospecting Decision Maker Call-back Social Media 111

Partners in Excellence

MARCH 4, 2024

I originally met him about 10 years ago, when he led the sales effort for a specialized product line for his company. I took that job in 1997, and I’ve been working in sales ever since. Though sales, I have traveled much of the world, experienced different cultures, learnt so much, and have come in contact with wonderful people.

Cold Calling 73

Cold Calling Travel Call-back Up-Sell 73

Rob Jolles

APRIL 5, 2024

I’ve never been a fan of reality shows, or as I call them, “bad actors acting badly,” but oddly enough, I’ve always been a fan of the first one ever produced. I’m talking about the social experiment that is called, “Survivor.” Although some seasons are better than others, my allegiance has never waivered. There is no avoiding it.

Call-back 52

Call-back Hiring Guarantee Proposal 52

Shari Levitin

MAY 12, 2022

A few months back, I read a post on LinkedIn from Ashlynn White and couldn’t resist changing the context to a sales conversation to show an example of how to overcome price objections. Customer : How much will it cost to do virtual training for our team in for our sales kick-off meeting? That’s way too expensive. CURRICULUM?

Objections 117

Objections Examples Hiring Call-back 117

No More Cold Calling

SEPTEMBER 13, 2018

It takes commitment to a referral sales strategy. It’s a discipline that requires metrics, building skills, integrating referrals into their sales process, providing reinforcement and coaching, and ensuring accountability. Without these components, there’s no chance a referral sales strategy will gain traction. Everyone loses.

Negotiation 219

Negotiation Strategy Salary Referrals 219

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

Women Sales Pros

JULY 19, 2019

5 Things You Need To Know Have you ever had that sales call? That sales call that goes so well. You shake hands, leave the call, then nothing. You shake hands, leave the call, then nothing. You call back to sign the deal and no answer. The client is great, and the conversation flows.

Follow-up 130

Follow-up Call-back Energy Sales Cycle 130

Anthony Cole Training

AUGUST 25, 2017

Yes, I wish I could go back and get back some of that time again when she thought I was more of a superhero than today when at times she thinks I can be a super dork. The same thing happens with salespeople…and with prospects…when sales stories are told. So, think about that next time you go on a sales call.

Transportation 126

Transportation Call-back Sales Coaching Up-Sell 126

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. Start a free trial 3.

Training 98

Training Hiring Construction Case Study 98

No More Cold Calling

JUNE 9, 2019

Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. Successful sales professionals understand that technology is a must-have business tool. Technology has an important role to play in sales, but it’s a supporting role.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

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

Shari Levitin

JANUARY 20, 2020

But the clock never stops, and Sales Kick-Off Season is quickly approaching. What if you could close the gap between good performers and GREAT performers and create lasting sales results, all while enhancing your culture with a new type of training that complements every other sales training they’ve ever experienced?

Sales Process 91

Sales Process Call-back Groups Competition 91

Babette Ten Haken

JUNE 23, 2020

Similarly, do you spiel the sales blah-blah-blah long enough to close a contract? Without any real intention of walking your story to create post-sale continuity to retain clients? Contact me and set up a complementary 15-minute discovery call. The never-ending story. Let’s get you to where you need to go. Is that person you?

Networking 141

Networking Call-back Intent Coaching 141

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

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

No More Cold Calling

JUNE 6, 2019

Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. Successful sales professionals understand that technology is a must-have business tool. Technology has an important role to play in sales, but it’s a supporting role.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

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

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

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. And, because of these problems, there are challenges in the predictability of future sales. Workshop.' is a question.

Sales Forecasts 190

Sales Forecasts Forecasting Margin Incentives 190

Autoklose

MARCH 11, 2024

Prospecting is a high-stakes game, so many sales reps make the mistake of being too pushy in an attempt to quickly convert leads into sales. Don’t request anything from them, including an invitation to show up to your demo or a phone call. This is called the Reciprocity Principle, and it’s a powerful psychological mechanism.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Leads 98

Julie Hanson

FEBRUARY 1, 2021

Reading body language on video calls is like learning another language! Typically with reference to a salesperson or business professional) a bored, disinterested, or unhappy expression attributed to or unconsciously adopted by a person attempting to be professional during business meetings, video calls, etc.

Video 121

Video Face-to-face Call-back Guarantee 121

Julie Hanson

DECEMBER 20, 2020

Your virtual first impression can make or break your sale. In the first few seconds of a video call, prospective customers quickly make decisions about you and your company and how (or whether) they’re going to listen to you. Here is an easy 7 Minute Sales Warm-up. Click here for some improv tips you can use in sales.).

ACT 168

ACT Video Film Call-back 168

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

Julie Hanson

FEBRUARY 8, 2021

Now feeling awkward and uncertain, you either race or slog through the video call detached from your audience and your message – completely missing the mark (and the sale). A green room is an area where actors, television guests, or other performers wait until they are called to appear on set. Did you practice enough? –

Energy 112

Energy Video Call-back Intent 112

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

The Pipeline

SEPTEMBER 14, 2012

Five minutes here, five minutes there, and if you claw those back you can gain an hour of selling time by the end of the week. You got the data as you are supposed to, you call, and it unfolds in the usual way: You: Hi, how you doing? Don’t forget to Join us in Houston, October 18 for the Proactive Prospecting Workshop!

Lead Rank 244

Lead Rank Lead Scoring Call-back Face-to-face 244

SalesProInsider

JANUARY 14, 2021

Well, there many people who talk about “selling to the gap” in a sales conversation. Now I haven’t heard back.”. How Do You Fill the Gap and Make the Sale? We find that about 90% of the people in our workshops haven’t addressed that gap of the Risks and Rewards for the prospect’s current situation.

Motivation 93

Motivation Prospecting Call-back Benefit 93

Julie Hanson

JANUARY 4, 2021

Lighting can make or break your Zoom call! Avoid shadows and backlighting, which happens when you have your back to a window or other light source. Here’s a quick and easy way to find the best lighting for your Zoom call. Your best lighting spot for your video call. . Too dark and you look like you’re in a hostage video.

Face-to-face 93

Face-to-face How To Video Call-back 93

Product Management University

MARCH 23, 2023

If you’re a pre-sales solution consultant or sales engineer, falling into the trap of telling vs selling can happen before you even know it, even though your intentions are always on the mark to start the demo. The telling demos are more like an introductory training class on the product versus a sales presentation.

Engineering 97

Engineering Sales Cycle Buyer Up-Sell 97

Rob Jolles

OCTOBER 6, 2023

When I wrote the book, How to Run Seminars & Workshop , I wrote extensively about this topic laying out a series of solutions, but years later, I realized I left one final move out. Someone has attended a workshop you’ve been leading, and that person has been extremely difficult to work with. Let me set the stage for you.

Intent 52

Intent Energy Course Call-back 52

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

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. Influence & Co.’s

Referrals 177

Referrals Company Scale Case Study 177

SBI Growth

NOVEMBER 26, 2012

In 2012 our consultants attended 438 live sales calls. Two weeks ago, we participated in the worst sales call of the year. The story begins with the EVP of Sales of a large technology company. The purpose of the engagement was to understand why The Challenger Sale was not working. He hired our firm.

Real Estate 323

Real Estate Hiring Banking Ideal Customer Profile 323

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

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

Highspot

FEBRUARY 2, 2024

Not only do you need a unified sales enablement platform to equip, train, and coach your sales reps on making effective use of this content—you also need to consciously structure your site to be intuitive and aligned with your business objectives. Surface key sales processes, methodologies, and channels Where is our market opportunity?

Sales Enablement 52

Sales Enablement Infusion Intent Government 52

John Barrows

SEPTEMBER 6, 2018

I’m re-sharing this post from last year because I really want to highlight that Sales, when done right, is the best profession in the world. Unfortunately, I’m starting to see a lot of old school bad sales (think Glenngary Glen Ross) come back into the mix today and it’s concerning me. When done wrong, it’s the worst.

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Exercises Call-back Distribution SalesForce 127