Igniting Sales Transformation

DECEMBER 1, 2019

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Bernadette McClelland

JANUARY 3, 2017

In sales we are encouraged to persuade our prospect to move forward to an outcome. Even in Joseph Campbell’s famed ‘The Hero’s Journey’ , you will find Aristotle’s three components that continue to keep us engaged and ready to take action, but I believe in the world of sales, Aristotle might have added a fourth component to close the loop.

Revelation 247

Revelation How To Sales Leadership Conversion 247

Increase Sales

JUNE 8, 2012

Some of the larger accounting to sales training coaching firms conduct extensive behavior research into what makes top sales performers. One reads the “old way of selling is out” to “sales is even more difficult today than ever before” or “it’s a whole new world when it comes to selling.”

Decision Maker 169

Decision Maker Ideal Customer Profile Revelation Coaching 169

Partners in Excellence

MARCH 30, 2022

It’s someone else’s job to figure that out–they complain to managers, sales enablement, or point their fingers at the customer, saying it’s the customer’s problem. Or they manage to the numbers, but fail to work with their people in diagnosing and coaching them to higher levels of performance/effectiveness.

Hiring 96

Hiring Revelation Compensation Up-Sell 96

Partners in Excellence

OCTOBER 4, 2023

I think, “Why do we revel in achieving our quotas and scaling goals, when we could be doing so much more?” How should we be coaching them? This would probably require a greater investment in both marketing and sales. I’m constantly amazed as I look at performance of organizations.

Opportunity 109

Opportunity Scale Revelation Quota 109

Anthony Cole Training

SEPTEMBER 4, 2013

Sales people have to prospect! I know this is not a great revelation, and you are probably wondering why I would even add this to the list of truths about sales people. I''m confused because it appears that today''s sales people either don''t prospect, don''t generate their own leads, or don''t do either one very well.

Hiring 204

Hiring Prospecting Cold Calling Revelation 204

Partners in Excellence

JANUARY 19, 2022

Since sales people aren’t as helpful as they could be, they look for information and to learn through other channels. We revel in this, marketing is busy building content and methods to engage customers in their digital buying efforts. Some say all of this will displace sales people.

Revelation 78

Revelation Customer Channels Discount 78

Braveheart Sales

NOVEMBER 12, 2020

While I was watching ESPN’s College Game Day, I heard Chris “The Bear” Fallica, who is a research producer and sports betting analyst for ESPN, make an observation about betting odds that was a revelation to me. Making Sales Wagers. Sales success shouldn’t be based on an emotional wager for a desired outcome.

Sports 52

Sports Sage Revelation Face-to-face 52

Partners in Excellence

OCTOBER 10, 2022

” We see people (even experts) posing questions like, “How do we reduce our dependency on field sales–or sellers of all types?” ” Others revel in the fact that customers want to minimize seller engagement, preferring digital buying. 2018 Sales Management Critical Issues, Part 1.

Revelation 62

Revelation Face-to-face Retention Field Sales 62

Partners in Excellence

FEBRUARY 3, 2012

I’ve been reading a lot of different stuff about coaching recently. Some people even try to measure the optimal time spent coaching each person each week—it’s 15.23675899 minutes per person per week–OK I made that up, but you can find similar statistics in various posts. Make sure your manager is coaching you.

Coaching 90

Coaching Maximizer Revelation Hiring 90

Score More Sales

JULY 26, 2013

It dawned on me recently during a webinar when one of my co-panelists, the ever proper sales guru Jonathan Farrington spoke in his brilliant British accent, “Sellers are arrogant”. I liken this to peeling back the layers of an onion, and learned how to do this when I became certified as a coach. Buyers have changed.

Company 212

Company Revelation Face-to-face Webinar Metrics 212

HeavyHitter Sales

MARCH 22, 2012

I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. Did I have an internal Coach within the account? Why would someone coach one salesperson versus another? Did I listen to my sales intuition?

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

Partners in Excellence

DECEMBER 14, 2020

I revel in a crisis, I’m challenged and excited about tough problems. Related Posts: In Praise Of Boring Sales Organizations What Is The Most Important Problem To Solve Now? Solving Today's Problems Doesn't Get You To Tomorrow Sales Heroics Are Actually Sales Failures!

Revelation 70

Revelation Hiring Maximizer Strategy 70

Chorus.ai

JANUARY 8, 2021

Let’s rewind for a minute and go back to January 2020 when we were reveling in anticipation for the year ahead. The Chorus Deal Hub Save time, coach more effectively, and better navigate deal risks with Deal Hub. New Mobile Apps In today’s world it’s imperative to have quick-access to your sales toolbox right from your handheld device.

Revelation 104

Revelation Analytics SalesForce Exact 104

Jeffrey Gitomer

NOVEMBER 15, 2011

” (A [famous coach] Vince Lombardi quote.). “Revel” and “lament” are choices. Get Sales Blog Updates. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible. But, “You must plan to win, prepare to win, and expect to win.”

Study 332

Study Hiring Social Media Loyalty 332

A Sales Guy

NOVEMBER 4, 2016

One of the surprising revelations of this book was the weak link, strong link theory. And when it comes to sales, it’s important to know where it falls. Sales is a weak link function. Hiring one or two powerhouse sales people is not going to help you scale, it’s not going to help you win. How many do you have?

Sports 60

Sports Hiring Revelation Scale 60

Partners in Excellence

NOVEMBER 13, 2019

” Early in my career, in addition to great managers who coached my day to day performance, I was assigned to very senior executives in my company. I found myself looking for mentors in different places–definitely outside sales and selling, often outside of business. Some are CEOs, others are VPs of Sales or Marketing.

Revelation 83

Revelation Hiring Call-back Coaching 83

Fill the Funnel

APRIL 28, 2014

I had a need to conduct a series of international coaching calls to Europe several weeks ago, and the client requested I use Skype. One of the most surprising revelations to me was the quality of the video and audio from one of the participants from an Android smartphone. It provides even more value now than it did in 2003.

Skype 116

Skype Tools Revelation Conference 116

Partners in Excellence

FEBRUARY 7, 2013

Customers are self educating, they don’t want to see sales people until they have completed the majority of their buying process! We all know this–much to the chagrin of sales. So we get confused, what’s the role of marketing, what’s the role of sales? But the customer is really screwing things up.

Top of Funnel 96

Top of Funnel Marketing Lead Rank Sales Qualified Lead 96

Hubspot Sales

OCTOBER 18, 2017

Part of sales is positioning yourself for a good outcome, whether you’re trading Pokémon cards on the playground or selling an analytics platform to digital marketers that lets them gain insight into campaign performance. To position ourselves for a good outcome, I chose to lead the sales team. 1) Improving Sales Conversations.

Lead Rank 92

Lead Rank Lead Scoring Leads Marketing Qualified Lead 92

Fill the Funnel

DECEMBER 18, 2014

I had a significant revelation occur about 2 months ago, triggered by one of my consulting clients when he asked me this question: “Why don’t you offer all of the your custom-built web tools and training you give to me as a part of our consulting agreement to the public? It might be my favorite business activity.

Tools 115

Tools Workbooks Revelation Top of Funnel 115

Partners in Excellence

OCTOBER 31, 2013

Pipeline reviews and reporting are constant sources of contention between management and sales people. From a sales person’s perspective, they get no value from it, but managers need it to make sure the business in control. At it’s worst, sales people view it as a “Big Brother Is Watching Exercise.”

Pipeline 93

Pipeline Top of Funnel Revelation Sales Cycle 93

Partners in Excellence

JULY 27, 2021

We take a moment to celebrate, high 5 each other and revel in the success. It’s the end of the quarter, we’ve hit our numbers. And hopefully, we repeat the performance the following quarter, then hit our numbers for the year. We’ve met our goals! But what if we could have done more?

Forecasting 68

Forecasting Revelation Incentives Incentive 68

Sales Hacker

NOVEMBER 21, 2019

Sales is traditionally a people-to-people business, but technologies like artificial intelligence are making expert sellers rethink the balance between human and machine. In fact, automation is already impacting sales, and its influence will only continue to grow. The need for automation in sales. Those that don’t — won’t.

Ideal Customer Profile 83

Ideal Customer Profile How To Churn Face-to-face 83

Partners in Excellence

JANUARY 23, 2015

Sales people, we have a PR problem, … it’s Real,…… and we probably deserve it, … and we need to do something about it. I just read this post by Brian de Haaff, CEO of Aha, This CEO Will Never Hire A Sales Person. My initial reaction was, “This guy is clueless about professional sales.”

Commission 48

Commission Hiring Revelation Compensation 48

Vengreso

JANUARY 13, 2023

Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. In fact, I find books a little overwhelming at times.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Gong.io

SEPTEMBER 19, 2018

This is it – the 52 best sales book you’ll ever read. Of all the different types of books I read, sales books have probably been the most common (though I spend a lot of time reading books that have nothing to do with sales, which has tremendous value). The Challenger Sale. This is a sequel to The Challenger Sale.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111

Partners in Excellence

AUGUST 7, 2015

All sales professionals revel in doing deals. The corollary, is if your sales people aren’t doing deals, then they aren’t doing their jobs.). We do this by translating company strategy into sales plans, programs, and strategies to effectively and efficiently reach our target customers.

Revelation 48

Revelation Maximizer Consumer Account 48

Partners in Excellence

JUNE 6, 2018

The article started with a statement to the effect of “ill informed pundits quoting data that sales people spend only 10-30% of their time F2F with customers.” He went on discuss the selling distractions, arguing, “why would a sales person choose to spend their time on admin processes and things like updating CRM?”

Up-Sell 52

Up-Sell Revelation CRM Buying Cycle 52

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. Equipping your reps to execute.

Sales Process 103

Sales Process Cold Calling Call-back Cancellation 103

Zoominfo

OCTOBER 19, 2022

All I remember is running around the office in celebration when one of the sales development representatives (SDRs) on my team booked their first meeting. At that moment, reveling in victory, I realized the most critical element of sales management: People. What type of coaching style works best for each?

Revelation 130

Revelation Sports Objections Motivation 130

Partners in Excellence

SEPTEMBER 25, 2015

Sales is the only job where the scorecard on performance is reset at the beginning of every month, quarter, year. But Sales is different. We may, for a few celebratory moments, revel in a great month (hopefully with friends over a few beers). Recently, I had a conversation with a friend, VP of Sales.

Revelation 48

Revelation Quota Relationals Tools 48

Partners in Excellence

SEPTEMBER 18, 2015

“I need a report… ” is a phrase universally eliciting groans from every sales person—at least the good sales people. Bad sales people revel in these requests, because it means they get a momentary respite from prospecting, meeting with customers, moving deals forward, figuring out how to hit their goals.

Report 48

Report Revelation CRM Analysis 48

Vengreso

DECEMBER 19, 2018

Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best Sales books for 2019. Which are the Sales books that will help you create more conversations and close more sales in 2019? So here comes the list that I promised you of the best Sales books for 2019.

Conversion 112

Conversion Paid Content Hiring Pivotal 112

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. Equipping your reps to execute.

Sales Process 48

Sales Process Cold Calling Call-back Cancellation 48

Allego

MARCH 9, 2023

Today’s sales enablement market looks drastically different from the market of 10 years ago. Back then, Allego joined the space with the goal of helping sales teams improve their messaging via video coaching on mobile devices. With that software, tablets became the hot new sales coaching device.

Sales Enablement 62

Sales Enablement Industry Marketing Video 62

Sales Hacker

OCTOBER 14, 2020

Sales is the somewhat dark art of convincing people to buy stuff. But the problem is that many people, including a lot of salespeople, do see sales that way. And today we want to show you how you and your colleagues can use it to break that old idea of sales and bring new life into our old profession.

Face-to-face 96

Face-to-face Lead Rank Lead Scoring Hiring 96