Openview

JANUARY 18, 2018

Every sales manager wants their team to close bigger deals. How much would revenue go up if your entire team was closing deals like your best sales rep? What if every rep was prospecting as well as the rep generating the most leads? A great sales team starts with a manager who’s also a great coach.

Lead Rank 104

Lead Rank Lead Scoring Coaching B2B 104

Mr. Inside Sales

JULY 14, 2019

Few experiences in business can match the excitement of a big sale. But the thrill of the close is always preceded by mundane activities such as training, prospecting and preparation. What keeps top sales professionals motivated? If you’re a sales manager or business owner, send this to your team members.

Face-to-face 121

Face-to-face Gatekeeper Decision Maker B2C 121

Mr. Inside Sales

SEPTEMBER 15, 2019

Legendary basketball player and coach John Wooden said something years ago that I have adopted as a life philosophy: “Do not let what you cannot do interfere with what you can do.”. Living by this philosophy has enabled me to accomplish much in my life, and it was the spring board to transitioning to top performance in sales.

Face-to-face 140

Face-to-face Sales Qualified Lead Inside Sales Gatekeeper 140

Sales and Marketing Management

SEPTEMBER 4, 2018

Often, the differentiator may come down to the sales rep, whose product knowledge, experience and ability to solve the customer’s problem end up being the deciding factor in turning a prospect into a customer. Are they coachable, and do they implement the coaching? It’s not enough to hire the appropriate sales profile.

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

LevelEleven

JULY 25, 2019

The only way to perfect your sales pitch , is for reps to practice and managers to offer consistent sales coaching. More than 40 percent of salespeople say prospecting is the most challenging part of the sales process but it doesn’t have to be. The Gatekeeper. The Objector. The Demo Pusher.

Gatekeeper 54

Gatekeeper Negotiation Decision Maker Call-back 54

Sales Hacker

AUGUST 28, 2019

Sales coaching typically looks one of two ways… Micromanaging the rep’s every step. But coaching salespeople into sales champions doesn’t happen in the extremes. And lucky for you, too much and never aren’t your only options when it comes to sales coaching. And this is a lot like coaching our teams.

Coaching 68

Coaching Guidelines Call-back Sales Coaching 68

Hubspot Sales

AUGUST 10, 2020

To work in sales, excellent communication skills are a must. It means being comfortable communicating with your prospects, customers, and peers in a variety of scenarios. Top-performing sales pros are constantly looking for ways to gain additional knowledge and perspective to better serve their customers. Prospecting.

Ideal Customer Profile 142

Ideal Customer Profile Face-to-face Gatekeeper Negotiation 142

Hubspot Sales

MARCH 4, 2019

If you want to develop a more effective salesperson, start with how your organization coaches and trains them. The Problem With Mini-Me's: Coaching Lessons From an Atypical Career. A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching.

Hiring 103

Hiring Training Hubspot How To 103

No More Cold Calling

MAY 24, 2011

Many business professionals like you have asked me to coach them one-on-one. They love referrals, and can’t figure out what sales training to implement. I will be your Outsourced Sales Manager and will work with you on the following: Create your company sales plan. Develop your proprietary Sales Process.

Cold Calling 212

Cold Calling Outsourcing Services Hiring Top of Funnel 212

ExecVision

JUNE 13, 2019

Optionally, if you have conversation intelligence software, request coaching on the call. To further illustrate what call dispositions might look like, here are three examples from organizations with different sales motions: Outbound Prospecting (Cold Calling). Gatekeeper. Connected – Gatekeeper or Future Follow Up.

Report 40

Report Sales Qualified Lead Gatekeeper Outbound 40

Anthony Cole Training

APRIL 15, 2011

building sales relationships (7). Business Coaching (3). close more sales (21). coaching (25). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). open ended sales questions (11).

Hiring 174

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 174

Sales Training Connection

OCTOBER 13, 2016

Sales training. Here’s the conundrum … You have a 250 person sales team. You are a new, first time Sales Training Director. You replaced a sales manager who did no sales training for a long time. The VP of Sales now feels that sales training is definitely needed and it needs to be done in short order.

Training 50

Training Gatekeeper Hiring Vendor 50

Bernadette McClelland

JANUARY 15, 2017

Prospects and customers either answered the phone (or pager) or their PA did. Besides many today have their own gatekeepers. I remember when I first started out in sales some thirty years ago we had a small department of two women whose role was telemarketing. Contact was relatively simple. But the drawer is empty today.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Braveheart Sales

MARCH 30, 2021

With all the electronic and human gatekeepers in their way, salespeople need to be experts at navigating the maze. It may even be possible to just pick up the phone and reach these prospects. Reaching the decision-maker isn’t a required step in your sales process. Here are three reasons why. That is easier said than done.

Decision Maker 52

Decision Maker Gatekeeper Call-back Groups 52

Braveheart Sales

MARCH 30, 2021

With all the electronic and human gatekeepers in their way, salespeople need to be experts at navigating the maze. It may even be possible to just pick up the phone and reach these prospects. Reaching the decision-maker isn’t a required step in your sales process. Here are three reasons why. That is easier said than done.

Decision Maker 52

Decision Maker Gatekeeper Call-back Groups 52

Keith Rosen

MAY 28, 2009

Lately, I’ve been getting a high volume of calls from sales managers and their salespeople struggling to meet their sales goals. You’re wondering where you’re going to find your next prospect. ” “Great, another gatekeeper,” you mutter to yourself. You find some people to call.

Cold Calling 48

Cold Calling Prospecting Gatekeeper Strategy 48

Salesmate

JULY 28, 2020

If you want to create a successful future in sales then learn more about each law by reading the book – 21.5 Get this sales book on Amazon . Persuading the prospects to spend their precious dollars in your product/service is surely a challenging task. Get this sales book on Amazon . Fanatical Prospecting.

Lead Rank 103

Lead Rank Buyer Outbound Influencer 103

Paul Cherry's Top Sales Techniques

AUGUST 16, 2016

At PBR we interviewed 400 highly-experienced business-to-business sales professionals. With their contributions, we’ve identified eight qualities you need to identify when coaching a current sales rep or hiring a new candidate, to achieve maximum sales results: 1.

Hiring 40

Hiring Gatekeeper Coaching Industry 40

Hubspot Sales

MARCH 11, 2019

We've talked about the stereotypical salesperson and how to coach non-traditional personas to complement your team. Alongside coaching, we're focusing on hiring and how employing the same kind of person limits your team, dissuades your prospects, and hurts your business. Who wouldn't want a sales team like that?

Hiring 93

Hiring Ideal Customer Profile Customer Hubspot 93

ExecVision

APRIL 25, 2018

Reps should be manually cleaning up the lists they pull from databases and researching the account/prospect prior to the call. ConnectAndSell will get you past gatekeepers and phone trees, but if you skip pre-call research you’ll find yourself faltering in those crucial first seconds. Preparation , training, and coaching are essential.

Ideal Customer Profile 40

Ideal Customer Profile InsideView Cold Calling Maximizer 40

Klozers

JUNE 10, 2014

If you were to ask members of the public to describe sales people the adjectives they use are often less than complimentary. After nearly 30 years in sales, selling, managing, coaching, training and consulting, I can honestly say the majority of sales people are nothing like that. Sales Management'

Gatekeeper 50

Gatekeeper Cold Calling Buyer Discount 50

Partners in Excellence

SEPTEMBER 2, 2014

In an outstanding post, Why Sales People Need To Create Value, Not Just Communicate, Bob Apollo cites a data point from Forrester: “Prospects say only 1 in 8 conversations with sales people are useful!” of the conversations customers are having with sales people are a waste of time! No related posts.

Customer 98

Customer Call-back Gatekeeper Up-Sell 98

Sales Hacker

APRIL 19, 2018

I work with many salespeople across multiple industries every month in my role of mentoring and data driven sales coaching. But here are 12 common drivers of poor sales performance I see in salespeople that make them worthy of being fired. There are two risks that I am managing…”. 2) Failing to Have a Strategy.

Ideal Customer Profile 85

Ideal Customer Profile Forecasting CRM Sales Qualified Lead 85

Sales Hacker

NOVEMBER 22, 2017

In sales, sellers who cite convoluted reasons to explain poor performance, rather than proactively doing something about it often remain — unsurprisingly — at the bottom of the success ladder. There certainly are a lot of things in sales that make life a tad more difficult. Yes, prospects can be frustratingly unresponsive.

Ideal Customer Profile 86

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 86

Sales Training Advice

AUGUST 17, 2012

Get a coach or accountability partner. Unfortunately, when we get bogged down in a sales slump, the first thing we do is blame someone else: the economy, our company, our service, bad territory, etc. He contacted us because he was looking to improve his performance via one-on-one sales coaching. Change your attitude.

Quota 49

Quota Gatekeeper Coaching Cold Calling 49

Klozers

JUNE 10, 2014

. You can use our LIGHTHEARTED guide to test your own B2B Sales Knowledge and that of your sales colleagues. 1) Cold Calling  a telephone call Sales People dont want to make, to a prospect who doesnt want to receive it. 5) Beliefs  all sales beliefs are facts until you ask for evidence.

B2B 51

B2B Hiring Top of Funnel Social Media 51

ExecVision

DECEMBER 11, 2018

80% of new reps fail and 40% of veteran reps will stop prospecting due to dial dread, according to The Psychology of Sales Call Reluctance. What is Dial Dread AKA Sales Call Reluctance? Every rep has their preferred daily schedule of when they’ll research, prospect, dial, etc. Dial dread. Somebody to Lean On.

Call-back 40

Call-back Cold Calling Gatekeeper Follow-up 40

Tenbound

JANUARY 3, 2024

Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline By Marylou Tyler & Jeremey Donovan Part 1: TARGET Chapter 1: Internalizing Your Competitive Position Conduct a Six-Factor analysis of your strengths, weaknesses, opportunities, and threats. sales leaders) 2- Gatekeepers: (e.g.,

Prospecting 49

Prospecting Outsourcing Services Top of Funnel Sales Qualified Lead 49

SBI

OCTOBER 30, 2018

She spent thirty years in sales and marketing. She started her career in sales prospecting technology space and has a lot of background as an analyst. Those are typically Sales Enablement types of solutions. Our landscape looks at all sales technology and that includes, believe it or not, forty-three categories.

Sales Enablement 139

Sales Enablement Top of Funnel Vendor Ideal Customer Profile 139

Sales Hacker Training

NOVEMBER 6, 2019

Find a new sales manager or someone with a few years experience successfully selling. Make sure everyone is in the same boat — new to sales, and maybe even selling in a similar context. Interview potential employers to find one that will give you two things: 1) An excellent, and engaged sales manager. Stay hungry!

Hiring 79

Hiring Demand Generation Agencies Up-Sell Hubspot 79

Sales Hacker

MARCH 2, 2020

Mastering the Complex Sale. Sales Development and Prospecting. The Sales Development Playbook. Outbound Sales, No Fluff. Fanatical Prospecting. Combo Prospecting. High-Profit Prospecting. Predictable Prospecting. Sales Differentiation. Sales Engagement. Sales Engagement.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

OnePageCRM

FEBRUARY 6, 2017

Ongoing coaching is a powerful driver of sales success. Teams that use coaching see 161% more sales. Not just in sales of course, but any team. Mark Roberge, senior lecturer in the Harvard Business School and author of The Sales Acceleration Formula, ran an experiment while running sales at HubSpot.

Hiring 52

Hiring Lead Rank Lead Scoring Sales Qualified Lead 52

The Spiff Blog

SEPTEMBER 9, 2022

This is a huge missed opportunity— especially since these insights can vastly improve your sales process, identify gaps, and prevent other reps from making the same mistakes. And we learn a lot more from that in how we can incorporate it into our sales process,” says Angela Donato, Mid-market Sales Manager at Spiff.

ROI 83

ROI How To Face-to-face Commission 83

Chorus.ai

NOVEMBER 24, 2020

Cold calling is defined as any unsolicited sales call. After rigorous prospecting to determine the companies (and decision-makers/gatekeepers) to approach, your sales reps will pick up the phone. Effective prospecting is key to successfully scheduling meetings through cold calling. Subscribe to The Weekly Briefing.

Cold Calling 62

Cold Calling Meeting Gatekeeper Decision Maker 62

Mr. Inside Sales

MAY 8, 2022

As I thought about the teams currently in mini-camps, I thought about the coaching staffs. I thought about all the professional athletes who are still being coached, day in and day out, by coaches. I mean, why do they still need coaches? And that led me to think about sales teams and individual producers.

Face-to-face 31

Face-to-face Film Inside Sales Gatekeeper 31

Sales Hacker

SEPTEMBER 4, 2020

When I ask prospects what tools they use for cold outreach , I get the same answer over and over — cold calling and cold emailing. These two channels have been used for decades, but that means prospects have developed strategies to avoid being disturbed by pushy salespeople. Cold outreach and prospecting are marketing activities.

Quota 110

Quota Meeting Cold Calling Channels 110

Sales Hacker

AUGUST 26, 2022

This is data that reflects all the actions your sales team takes when interacting with prospects. Activity data provides granular details that surface frictions in your sales process. Or is there a need to touch base with the prospect with a creative offer? This is all fairly obvious. Are we going to hit our number?

Revenue 83

Revenue Data Pivotal Lead Rank 83