Understanding the Sales Force

NOVEMBER 12, 2012

Understanding the Sales Force by Dave Kurlan Today I listened to voice mails from 3 salespeople who cold called me. The good news is that 3 people actually made cold calls! Despite the tools, training, coaching, video, audio and reading that are available, all three calls were as bad as I have ever heard.

Cold Calling 191

Cold Calling Call-back Hiring Decision Maker 191

Understanding the Sales Force

NOVEMBER 12, 2012

Understanding the Sales Force by Dave Kurlan Today I listened to voicemails from three salespeople who cold called me. The good news is that three people actually made cold calls! Despite the tools, training, coaching, video, audio and reading that are available, all three calls were as bad as I've ever heard.

Cold Calling 156

Cold Calling Hiring Call-back Decision Maker 156

Increase Sales

NOVEMBER 13, 2014

LinkedIn is one of the best channels for discovering leaders especially if your decision makers are in sales leadership roles. ” There does continue to be this fatal sales leadership presumption by many LinkedIn Members. This sales leadership presumption works against the first of the first three Sales Buying Rules.

Sales Leadership 165

Sales Leadership LinkedIn Decision Maker Ideal Customer Profile 165

No More Cold Calling

JANUARY 9, 2020

Poor leadership will cost you $3.5 million per sales manager. I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. But I don’t think any sales manager listened, because more than half of reps are still missing quota.

Sales Management 390

Sales Management Hiring Cold Calling Quota 390

Vengreso

JANUARY 18, 2022

With digital selling taking over traditional sales methodologies, there has never been a more exciting time to be in sales. Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep. Great @GoModernSelling ep.

Tools 132

Tools Prospecting Top of Funnel Ideal Customer Profile 132

Highspot

MARCH 9, 2022

We’ve all had experiences with sales leadership. And most of us could list the benefits of working with a good sales leader — like the fact that their average annual quota attainment sits around 105% or that by offering dynamic training, they can boost their reps’ win rates by 28%. Why is sales leadership important?

Sales Leadership 95

Sales Leadership Hiring Scale Coaching 95

A Sales Guy

SEPTEMBER 23, 2019

Sales is suffering from 9 brutal ills: Number 5 in this 9 part series. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. “Welcome to the team,” said my new sales manager, as he dropped a giant yellow pages phonebook on my desk. The Bro Culture , . Lack of Coaching.

Sales Tools 108

Sales Tools Tools Cold Calling SalesForce 108

No More Cold Calling

APRIL 9, 2020

: How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. Reps told me they didn’t need to have sales conversations. In fact, they didn’t even need to talk to prospects, because they had great tech tools. No More Cold Calling is my legacy.”.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

No More Cold Calling

JANUARY 16, 2020

That’s why we need sales managers. Actually, what we need is strong sales leadership. Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. Sales Team Questions.

Referrals 328

Referrals Sales Management Hiring Scale 328

Vengreso

DECEMBER 4, 2020

Leveraging technology, social selling , and sales prospecting tools has ushered in a new era for anyone pursuing a career in sales. However, with so many sales prospecting tools out there, how do you know which ones are worth your time and money? But before we start, let’s define what sales prospecting is.

Tools 132

Tools Prospecting Top of Funnel Ideal Customer Profile 132

No More Cold Calling

FEBRUARY 25, 2018

Yet, unless yours is among the 5 percent of sales organizations that have built referral selling skills, set referral metrics, and made referrals the way you work every day, you’re missing out on your biggest competitive tool. If you’re working too hard and still not getting the sales leads that you need, it’s time to change the game.

Referrals 153

Referrals Gatekeeper Sales Qualified Lead Cold Calling 153

Hubspot Sales

OCTOBER 18, 2022

Any company's sales leadership needs to keep a pulse on how its salespeople are performing, both individually and on a broader organizational level — getting there often starts by understanding the degree of effort reps are putting in. That's where performance indicators known as sales productivity metrics come in.

Cold Calling 110

Cold Calling Survey How To CRM 110

Jeffrey Gitomer

MAY 16, 2013

You’re using CRM as an accountability tool, rather than a sales tool. You’re totally clueless about your customer base and what will grow more and profitable sales. Successful sales leaders…. Manage the sales cycle, not call activity. Measure the sales cycle, not sales activity.

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

Pipeliner

APRIL 8, 2018

Strong sales leadership builds, nurtures and inspires. The business world has always had its share of both—but there are few areas where it matters more than in sales. A bad sales manager can adversely affect the backbone of any organization—sales revenue, employee morale and motivation, and customer relationships.

Sales Leadership 67

Sales Leadership Cold Calling Motivation Quota 67

Score More Sales

APRIL 10, 2013

You’ll find excitement in my words, because to be around hundreds of like-minded people who could talk about sales leadership, tips, tools, efficiency, and share research findings – well – it is THE place I love to be. that caught my attention). Spend LESS time with those who have low desire to change].

Inside Sales 197

Inside Sales Sales Leadership Hiring InsideSales 197

DiscoverOrg Sales

OCTOBER 23, 2016

Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. The Sales Dataset. Teams selling to Sales need this dataset to get a flying start. Our payout depends on it. 3 Datasets to Win the Race.

Tools 120

Tools Lead Rank Lead Scoring Scale 120

Zoominfo

FEBRUARY 22, 2021

She’s also a champion of social selling , something more and more sales teams are utilizing in addition to cold calling and predictive solutions. She grew up in a family of small business leaders, and carried out that tradition by getting into tech sales in her early 20s. Cold calling does too.

Social Media 205

Social Media Influencer Media Hiring 205

Klozers

JUNE 10, 2014

Cold Calling is dead and as a Sales Trainer who teaches  or used to teach Cold Calling – I dont make that statement lightly. Times change, people change and because of that I firmly believe that Cold Calling no longer has a part to play in modern business. attempts to reach a prospect.

Cold Calling 48

Cold Calling Sales Qualified Lead Call-back Case Study 48

No More Cold Calling

JULY 7, 2016

A LinkedIn connection is not a sales lead. Why would I do anything he asks—attend a strategy call, watch his video, talk to him offline, or give him my phone number? He’s Cold Calling on Social Media. ” It’s exactly the same as telemarketers and their cold calling blitzes. Stop the Madness.

Social Media 239

Social Media Lead Generation Sales Qualified Lead Media 239

Jonathan Farrington

FEBRUARY 12, 2014

4 Inbound marketing techniques such as strategic search engine optimization, blogging to build thought leadership positioning and the prolific use?of of social media tools allow sales executives to target relevant prospects who can learn about products and services on their terms. to cold calls.

Cold Calling 41

Cold Calling Hubspot InsideView Inbound 41

No More Cold Calling

JANUARY 29, 2020

What sales comfort zone is holding you back? Also, here’s what you might have missed from No More Cold Calling this month: Learn How to Get the Gatekeeper on Your Side. That’s why we need sales managers. Actually, what we need is strong sales leadership. I’m just not looking forward to it. Let me know.

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

Mindtickle

MARCH 24, 2022

So how often do you take a cold call? Tony, how often do you take a cold call from someone who wants to set an appointment with you for their ae? Tony: I think the last time I took a cold call was in 1997. Well, they certainly don’t want another spam email and they don’t want your cold call.

Sales Leadership 52

Sales Leadership Hiring Call-back Cold Calling 52

No More Cold Calling

DECEMBER 28, 2018

You’ve probably heard the “expert” predictions that technology will render salespeople obsolete, and sales AI will soon replace us. We know that salespeople who use AI and other predictive analytics tools are far more productive than those who don’t. But will sales AI actually replace us? Not so fast.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

The Pipeline

JUNE 17, 2011

The Pipeline Renbor Sales Solutions Inc.s No More Crank Calls. Stored in Attitude , Cold calling , Guest Post , Prospecting , Sales 2.0 , Sales Success , Sales Technique , execution. Go ahead, do it, its good for you and your sales! April 2008. March 2008. February 2008. January 2008.

Pipeline 240

Pipeline Cold Calling Twitter Social Media 240

Alice Heiman

SEPTEMBER 9, 2020

In our last book round-up , I shared 3 sales books you could recommend to your sales leadership for cost-effective learning opportunities and book clubs. Below are 4 more great sales books I recommend for you and your team. . Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling.

Negotiation 164

Negotiation Cold Calling Compensation Exact 164

The ROI Guy

MARCH 1, 2015

I had the pleasure of attending SiriusDecisions Sales Leadership Exchange last week, an exclusive gathering of some 120 sales executives and sales enablement leaders. Perhaps we haven’t armed reps and partners with the right value messaging, sales tools, training, coaching and support?

Sales Leadership 83

Sales Leadership Competition B2B Lead Rank 83

Janek Performance Group

APRIL 17, 2024

They then leverage research tools and market insights to pinpoint promising opportunities. They can streamline the sales process and reduce the need for expensive lead generation tools or outsourcing services. These include sales techniques, product training, and communication skills.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

No More Cold Calling

DECEMBER 10, 2019

(Yes, I know that’s snarky, but if you receive the lame sales emails that I do, you know what I’m talking about.). Over the past decade, companies have cut back on travel because of the assorted tools that enable video conferencing. Invite me to speak at your annual Sales Kickoff Meeting.

Travel 194

Travel Account Training Face-to-face 194

The Pipeline

DECEMBER 7, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. Sales Skills , Sales Success , Tibor Shanto , Video , Voice mail.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

Zoominfo

FEBRUARY 22, 2021

She’s also a champion of social selling , something more and more sales teams are utilizing in addition to cold calling and predictive solutions. She grew up in a family of small business leaders, and carried out that tradition by getting into tech sales in her early 20s. Cold calling does too.

Social Media 100

Social Media Influencer Media Hiring 100

Allego

JANUARY 4, 2022

Emotional Intelligence for Sales Leadership: The Secret to Building High-Performance Sales Teams by Colleen Stanley. Emotional intelligence is crucial for strengthening relationships and improving productivity within sales teams. Nancy Nardin is the founder of Smart Selling Tools. Problem Prospecting?!:

Hiring 127

Hiring Webinar Metrics Sales Enablement Maximizer 127

No More Cold Calling

JANUARY 21, 2016

The most powerful deal-closing tool is still a living, breathing salesperson who can ask the right questions, apply years of experience and wisdom, and offer tailored solutions that make sense for each client. Want to learn more about the most effective way to generate new sales leads? Check out No More Cold Calling OnDemand.

Lead Rank 168

Lead Rank Lead Scoring Buyer Leads 168

Crunchbase

MAY 18, 2023

With automated tools that integrate with those your go-to-market team already lives and breathes in — like CRMs, routing forms, lead distribution and data enrichment — a prospect can instantly book a meeting with sales during a time that works for them. Speed to lead and being able to schedule meetings instantly are a must.

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

The Pipeline

AUGUST 22, 2011

The Pipeline Renbor Sales Solutions Inc.s Compelling Opening Statements – Sales eXchange – 111. Stored in Attitude , Business Acumen , Cold calling , EDGE Sales Process , Proactive , Prospecting , Sales Success , Sales Technique , Sales eXchange , execution. Sales eXchange , Tibor Shanto.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

Understanding the Sales Force

MAY 5, 2014

Top 10 Reasons Why Salespeople Let Price Drive the Sale. Top 11 Reasons Why Salespeople Fail to Close Sales. Top 10 Kurlan Sales Articles of 2013. Top 5 Reasons Why Sales Cold Calls Are So Awful. Top 10 Keys to an Effective Sales Hiring Process. Top 10 Ways to Increase Sales.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

No More Cold Calling

FEBRUARY 25, 2016

It’s both a fantastic business tool and a huge time-waster. Worse yet, digital communication is beginning to replace the real human connections that drive sales. Click here to find out how No More Cold Calling can help. Connect with No More Cold Calling. Referral selling requires a personal touch.

Referrals 120

Referrals Cold Calling LinkedIn Twitter 120

Understanding the Sales Force

FEBRUARY 28, 2012

For those who aren't up to speed on how to incorporate these tools into their day-to-day selling, this is invaluable. Adon says that cold-calling is dead, and while it has become more challenging, I don't agree that it is quite dead yet. See this important article for more on the truth about cold-calling.

Education 169

Education Cold Calling Sales Coaching Coaching 169