Partners in Excellence

NOVEMBER 2, 2023

Too often, I hear the lament, “I don’t have the time to coach!” As you might expect, the calendars are packed with meeting after meeting–on all sorts of things. ” Sometimes there’s a bit of a training agenda to these meetings. And they have less time to coach.

Coaching 104

Coaching Lead Rank Pipeline Data 104

MTD Sales Training

APRIL 19, 2020

That, of course, was written before the virus shutdown, but it shows that virtual meetings with clients and prospects were exponentially on the increase before it became the only methodology that we could use to reach prospects. So, what would be the best practices to adhere to when meeting up with a client virtually?

Meeting 156

Meeting Face-to-face How To Call-back 156

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. There, we looked at key indicators to assess before passing prospects to sales. Now, we’ll go further and explore strategies and best practices for improving prospect qualification. And, if so, is the prospect worth your time and effort?

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

criteria for success

MARCH 30, 2022

As a sales coach, you have an opportunity to give and receive support and grow as an individual. Use this outline to help you get good coaching training. The outline defines both roles of coach and “coachee.”. I believe that a peer-to-peer coaching model more positively impacts sales growth than a top-down management structure.

Coaching 95

Coaching Sales Coaching Training Journal 95

Sales and Marketing Management

NOVEMBER 15, 2018

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Telling people they’re not meeting expectations and inspiring them to turn things around isn’t easy. A manager I know puts major emphasis on coaching and team growth.

Coaching 257

Coaching Construction Pivotal Positioning 257

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. However, traditional coaching and training methods tend to fall flat because they take a one-size fits all approach that doesn’t fit the needs of each individual rep.

Sales Coaching 52

Sales Coaching Coaching Training Exercises 52

The Pipeline

FEBRUARY 6, 2018

If they exceed set targets, accountability equalled reward, not monetary, at times access to meetings others at my pay grade were not part of; conferences where one can shine and leave a lasting impression on prospects and peers, for some, it’s a better parking spot, figure it out. Walking To Run. Being The Example.

Coaching 247

Coaching Lead Rank Incentives Incentive 247

Steven Rosen

MARCH 12, 2024

They highlight the biological aspect of human connection and the release of bonding hormones during face-to-face meetings. By getting off Zoom and meeting clients in person, salespeople can read the room better and strengthen relationships.

Face-to-face 296

Face-to-face Video Decision Maker Loyalty 296

Anthony Cole Training

JULY 19, 2019

In this article, we discuss the "5 Keys to Sales Coaching", or the five critical steps you must know and execute in order to get the best effort and results out of your salespeople. Coaching salespeople is hard work and it helps to have a consistent and effective process to help keep you on course. These are the 5 Keys to Coaching!

Sales Coaching 132

Sales Coaching Coaching Ideal Customer Profile Construction 132

Partners in Excellence

MARCH 2, 2023

I wish I were smart enough to be the originator of this term, “Coaching is a language…” All credit goes to Aaron Evans for this term. Coaching is not something we do, it’s not a meeting we schedule with the people we are responsible for. High impact coaching permeates every conversation we have.

Coaching 62

Coaching Forecasting Conversion Meeting 62

Sales and Marketing Management

JANUARY 4, 2019

He told me that he was reaching and having brief conversations with some prospects but those conversations went nowhere. He said he was trying to be consultative, to elicit details and to drill down on prospect objections. But no matter what he said or did, he would hear, “I’m not interested,” and a click as the prospect hung up.

Consultative Selling 254

Consultative Selling Prospecting Cold Calling Face-to-face 254

Partners in Excellence

AUGUST 10, 2023

We (including me) spend a lot of time talking about the importance of coaching/developing our people. Unfortunately, high impact coaching is rarely done. If we “coach,” too often, it isn’t a collaborative discovery/learning process. Their own managers aren’t great role models, as coaches.

Coaching 62

Coaching Lead Rank Territories Face-to-face 62

Steven Rosen

JANUARY 9, 2024

Evaluating the skills needed for future success and providing ongoing coaching and training are essential for building a high-performing sales team. Prospecting for Top Talent As salespeople are encouraged to prospect for new business consistently, sales leaders should also be proactive in prospecting for top talent.

Sales Leadership 177

Sales Leadership Hiring Coaching Account 177

The Sales Hunter

FEBRUARY 13, 2018

Let’s cut to the chase and put it on the table with regards to prospecting. You want to up your game, but you’re stuck for any number of reasons when it comes to prospecting. In my role I get to meet with thousands of salespeople every year, whether it be in my coaching program, a […].

Prospecting 162

Prospecting Coaching Meeting Sales 162

Steven Rosen

MARCH 12, 2024

They address the reluctance of sales reps to return to face-to-face selling and the importance of embracing in-person meetings. Face-to-face meetings foster collaboration, creativity, and solutions co-creating with clients. Sales leaders need to address the belief systems of their salespeople regarding face-to-face meetings.

Face-to-face 156

Face-to-face Lead Rank Sales Leadership Benefit 156

Alice Heiman

FEBRUARY 12, 2020

Do you ever feel like most of your days are spent going to meeting s, assembling information for reports , a nd putting out fires? W hat if you had more time each day to spend coaching your salespeople to close business? So how m uch time did you spend coaching your salespeople to close business this week ? .

Sales Coaching 168

Sales Coaching Coaching Closing Trade Show 168

Hubspot Sales

SEPTEMBER 22, 2022

In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts. Sales Leaders' Primary Coaching Goals. Let's dive in. And finally, 37.8%

Sales Coaching 113

Sales Coaching Coaching Hiring Survey 113

Hubspot Sales

DECEMBER 1, 2020

The constant bouncing between video calls with prospects, customers, and teammates hour after hour means something is bound to fall through the cracks. Could the same be said of ending Zoom meetings and closing browser tabs? When talking to a prospect or client, the last thing you want to do is forget something important.

Sales Meeting 129

Sales Meeting Meeting Case Study Scale 129

Partners in Excellence

SEPTEMBER 8, 2020

Today, I had the honor of participating in a webcast on coaching, with Lori Richardson, Jason Jordan, and Mike Kunkle. “Cold calling and most prospecting doesn’t work anymore… ” Hmmmm, that’s interesting, then how do you and millions of other sales people find opportunities. Provide Coaching Or Feedback?

Coaching 117

Coaching Cold Calling Follow-up Pipeline 117

Janek Performance Group

JANUARY 19, 2022

If you’re new to the role of sales manager, you might not realize the power of providing coaching and skill development to your sales team. Many times, if an employee is repeatedly not meeting their quota, it’s tempting to just move on and find a replacement. Find Real-Deal Coaching Examples. Group Coaching Sessions.

Motivation 117

Motivation Sales Coaching Coaching Call-back 117

Hubspot Sales

APRIL 26, 2023

And even if you manage to convince a poor-fit prospect to buy, you're setting yourself up for an unhappy customer relationship and a potential hit to your reputation. To avoid the pitfalls of bad-fit prospects, look out for these seven signs you should give up on a deal. 7 Signs You Should Walk Away From a Prospect 1.

Prospecting 112

Prospecting Decision Maker Lead Rank Lead Scoring 112

The Sales Hunter

SEPTEMBER 24, 2019

We cannot forget that not all prospects are created equal. Some prospects are actually not prospects at all, they’re just suspects in disguise. Everybody in sales cannot find enough time to prospect. This allows you to keep a cleaner pipeline, so you’ll have more time to spend on your best prospects.

Sales Qualified Lead 190

Sales Qualified Lead Prospecting Decision Maker Pipeline 190

Hubspot Sales

SEPTEMBER 29, 2023

Every winning sales team has an excellent coach guiding them. According to a study from Second Nature Sales Coaching , 96% of respondents agree or strongly agree that effective sales coaching positively impacts sales reps’ performance. This is no different in sales. Pricing: Essential, Plus, and Ultimate tiers are offered.

Sales Coaching 85

Sales Coaching Software Software Coaching 85

Partners in Excellence

SEPTEMBER 17, 2020

One of the pieces of “insight” was to manage and coach by results versus micromanaging or counting activities. If your sales cycle is very short–a few meetings over a few days, that may not be a problem. Let’s look at some examples: Pipeline coverage is a critical indicator of our ability to meet our goals.

Coaching 97

Coaching Pipeline Sales Cycle Compensation 97

Steven Rosen

FEBRUARY 11, 2024

The episode highlights the importance of regular coaching, the role of belief systems in prioritizing learning, and the significance of skill mastery. “If Coaching plays a vital role in bridging the gap between knowledge and action, and managers should actively observe and guide sales reps’ behaviors and actions.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

DiscoverOrg Sales

MAY 27, 2016

Months beyond the vision phase, we are now in execution mode and fully committed to building a coaching culture — both for Customer Success and Sales — that instills the good habits needed to realize that vision. Coaching is absolutely clutch. Coaching at the Call Level. Just-in-time coaching, in other words.

Coaching 220

Coaching Webinar Metrics Forecasting Retention 220

Crunchbase

AUGUST 16, 2022

Add in an emphasis on skills improvement through ongoing coaching, and you’ll see how a sales coach can positively impact a company’s bottom line. A good coach knows how to communicate, motivate and personalize each sales associate’s training, so the sales team repeatedly delivers results. What is a sales coach?

Coaching 93

Coaching Sales Management Company Hiring 93

Mindtickle

NOVEMBER 16, 2022

The reality is, deal coaching is probably happening pretty regularly at your organization. Managers are meeting with their teams as a whole, and individually to discuss open opportunities in flight, how they are progressing and how they can help get them to closed-won. What is skill coaching?

Coaching 52

Coaching Sales Coaching Call-back Face-to-face 52

The Sales Hunter

OCTOBER 22, 2019

The prospect agrees to take your meeting, and they even agree to your demo call. The solution lies not in being more forceful with how you close, but rather, being more open with how you prospect. Your goal is to build on the customer’s ego in the prospecting phase and not when you’re trying to close the deal.

Buyer 160

Buyer Prospecting Sales Qualified Lead Face-to-face 160

criteria for success

JULY 15, 2021

As sales managers, we’ve all been told we need to coach our teams. But what value are you adding if you’re consistently coaching someone who’s not showing improvement? Is there any value to add through coaching? At CFS, we believe that to be an elite sales manager, you need to learn how to coach people where they are.

Coaching 98

Coaching Sales Management Pipeline Sales Qualified Lead 98

The Sales Heretic

MARCH 12, 2019

How would you like a prospecting opportunity that’s not only free, but includes a meal in the bargain? are constantly in need of speakers for their regular breakfast and lunch meetings. They’re occurring all around you, five days a week. Local service clubs (Lions, Rotary, Moose, Optimist, Kiwanis, Knights of Columbus, etc.)

Prospecting 169

Prospecting Meeting Opportunity Sales Coaching 169

Understanding the Sales Force

JUNE 12, 2023

Your prospects and customers use a similar process for choosing who to buy from. Things like collect five proposals, narrow the field to three, meet with the vendors, have them present, make a selection. Lyrics rarely impact my decisions (except Popsicle Toes ). Why is this important and what does this have to do with selling?

Prospecting 156

Prospecting Vendor Proposal Sales Process 156

SBI Growth

DECEMBER 1, 2012

Do you want to increase sales and meet your 2013 goals? During project meetings focus your thoughts on how to operationalize the personas. Sales reps find comfort with the persona when they don’t know what to expect from the prospect. Enable Sales Managers to Coach Reps on Personas. Hey, Sales Operations leaders.

Meeting 288

Meeting Ideal Customer Profile Buyer Persona Forecasting 288

No More Cold Calling

DECEMBER 7, 2023

In my experience, at least half the people you ask for referrals will introduce you to your ideal prospect. Referred prospects convert to clients a minimum 50 percent of the time (most salespeople tell me it’s closer to 70 percent). 10 people introduce you to your ideal prospect. No more than 20. 5 are a perfect fit.

Referrals 194

Referrals Scale Decision Maker Sales Qualified Lead 194

Partners in Excellence

JUNE 14, 2022

I was recently asked to review the “first meeting” presentation for a large technology organization. As a disclaimer, this organization’s presentation was no different than 100’s of these that I’ve seen from other organizations, or pitches that have been inflicted on me in first meetings with potential vendors.

Prospecting 80

Prospecting Face-to-face Buying Cycle Meeting 80

MTD Sales Training

JUNE 22, 2018

2) Study what great coaches do in sport. By analysing the mindset of great coaches, you pick up useful and applicable tips that can be utilised in the sales environment. Catch some YouTube videos, or read the blogs of successful coaches and identify those cross-over points that would work for you. Happy Selling! Sean McPheat.

Coaching 149

Coaching Sports Objections Up-Sell 149

SalesLoft

AUGUST 22, 2022

Done well, 1:1 sales coaching can make every seller a top performer. . But for many of the sales managers we talk with, the current state of coaching isn’t working. 60% of reps are more likely to leave their jobs when their manager is a poor coach. It’s Time to Modernize Your Sales Coaching. This is Salesloft Coaching.

Sales Coaching 97

Sales Coaching Coaching Scale Churn 97