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

Engage Selling

SEPTEMBER 23, 2017

It’s the worst question in sales and marketing today: How do I get better at cold calling? Spoiler alert: Cold calling is dead. Here are the better questions to ask: Why do sales teams … Read More » Stop wasting your time with it.

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Cold Calling Marketing Negotiation Closing 54

No More Cold Calling

MARCH 20, 2014

Think sales training is unnecessary? Sales execs expect to hire the best, brightest, and most connected salespeople they can find—reps who will hit the ground running and bring in big deals in record time. The idea is that companies can increase sales effectiveness by simply hiring the right people in the first place.

Training 248

Training Hiring Referrals Enterprise 248

No More Cold Calling

DECEMBER 10, 2019

Invite me to speak at your annual Sales Kickoff Meeting. The post Planes, Trains, and Automobiles: Why Account Executives Should Travel appeared first on No More Cold Calling. Want to help your account executives and outside salespeople learn how to make in-person connections and get referrals?

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Travel Account Training Face-to-face 194

Pipeliner

OCTOBER 14, 2018

What does this mean for future generations in the sales industry and workforce for that matter because most parents I know do the same things? Some will argue that if you have members of your sales team who are hesitant to pick up the phone, to get rid of them. However, contrary to many articles online, cold calling is not dead.

Cold Calling 63

Cold Calling Real Estate Trade Show Referrals 63

Alice Heiman

SEPTEMBER 22, 2021

The #CEO of ProActivate, @jmcrosbie, joins the Sales Talk for CEOs #podcast to discuss building and maintaining #partnerships & hiring based on #mindset rather than skillset. Learn about the better alternative to cold-calling, building strategic partnerships, and the value in hiring based on mindset rather than skillset.

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Hiring Cold Calling Sales Talent Sales Leadership 124

No More Cold Calling

JANUARY 23, 2020

Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. Because it doesn’t actually help with sales execution. Invite me to speak at your next sales meeting or event. appeared first on No More Cold Calling.

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

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.

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Referrals Sales Management Hiring Scale 328

No More Cold Calling

MARCH 25, 2021

She decided special training was needed for girls who wanted to become saleswomen, and perhaps one day, women sales leaders. And as a member of the executive committee of the Women’s Educational and Industrial Union of Boston, she had the means to provide that training.

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Hiring eBook Cold Calling Scale 379

Jeffrey Gitomer

SEPTEMBER 23, 2011

Online Training. Percentage of sales success. Tweet Share Jeffrey, I have to make 50 cold calls a week.” ” “Because we’re trying to make new contacts and more new sales.” ” “Is there a better way to do that than cold calls? Get Sales Blog Updates.

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Hiring Cold Calling Social Media Training 196

No More Cold Calling

AUGUST 1, 2019

Until something changes, salespeople will continue to cold call , harass strangers on social media, and (in the process) erode trust in our profession. Put a referral system in place, with training, metrics, and accountability for results. Forget about cold calling. What’s the alternative? Forget about incentives.

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Referrals System Cold Calling Social Media 289

Jeffrey Gitomer

MAY 16, 2013

And maybe more calls IS the answer, but until you uncover the other ninety nine possibilities, you have no right to destroy or discourage your best salespeople from becoming better. Sales management and sales leadership is one of the hardest jobs in the world. Make more cold calls? Start with LinkedIn. •

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Cold Calling Referrals Sales Leadership Sales Cycle 261

No More Cold Calling

MARCH 23, 2017

Just consider the eye-opening data in Carolyn Betts’ Mashable article, “Why are women still underrepresented in tech sales?” According to her research, 25 percent of salespeople in tech companies are women, and women hold only 12 percent of sales leadership roles. So, why don’t tech companies have more women in sales?

Hiring 242

Hiring Lead Rank Lead Scoring Company 242

The Pipeline

DECEMBER 16, 2011

The Pipeline Renbor Sales Solutions Inc.s The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. The REAL Problem with Sales Training [link] #news #sales. This post has 1 comments.

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Pipeline Training Twitter Hiring 230

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

No More Cold Calling

JANUARY 27, 2022

The author writes: “All employees need training and support to be successful. The post Research-Backed Benefits of Diversity on Sales Teams appeared first on No More Cold Calling. When workforce investments are oriented in an inclusive manner, an individual with a disability can achieve anything.

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Research Benefit Hiring Demographics 257

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. Lori Richardson is a leading sales strategist and influencer as President of Score More Sales, which helps mid-market companies scale up and train their sales teams.

Social Media 205

Social Media Influencer Media Hiring 205

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. The trick is knowing what training program and techniques to use. Why sales training is important. or a 353% ROI.

Training 92

Training Lead Rank Hiring Course 92

The Pipeline

SEPTEMBER 19, 2011

The Pipeline Renbor Sales Solutions Inc.s 25% Increase in Sales Training ROI – Sales eXchange – 115. Stored in Attitude , Business Acumen , Hiring Sales Talent , Proactive , Proactivity , Sales Leadership , Sales Management , Sales eXchange , execution. Given that, why train them?

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ROI Pipeline Training Twitter 243

No More Cold Calling

JULY 27, 2023

Yet, when sales leaders tell these struggling reps to pick up the phone and have real conversations with prospects, they don’t do it. When I worked for a global consulting and training firm, we had an excellent system for debriefing sales situations and learning why clients decided to work with us.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

The Digital Sales Institute

NOVEMBER 16, 2018

What are the benefits of undertaking a social selling training course and what can a salesperson expect to learn? The impact of social selling on the sales process is something salespeople and especially sales management can struggle with. As we enter the Sales 3.0 The Social Selling Training Course.

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Social Selling Course Training Social Media 59

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.

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Pipeline Cold Calling Twitter Social Media 240

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. Short Summary What is Social Selling, and why does your sales team need it? Short Summary What is Social Selling, and why does your sales team need it? Tips for adoption of social selling training.

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

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 the Value Gap exists because the majority of training remains product centric?

Sales Leadership 83

Sales Leadership Competition B2B Lead Rank 83

Sales Result

OCTOBER 3, 2018

As we all know and probably experienced in our career, there is a lot of sales training programs out there in the market place. One of my early experiences was with a company called Lanier. The training was rigorous, why. The training was rigorous, why. It was "intense" to say the least.

Training 60

Training Sales Enablement Cold Calling B2B 60

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. Because it doesn’t actually help with sales execution.

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

Hubspot Sales

OCTOBER 29, 2017

billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry.

Channels 111

Channels Video Training Hiring 111

Janek Performance Group

APRIL 17, 2024

For organizations considering adapting or continuing BDR programs, take note of the following: Cost and Overhead Investment required Management overhead Hiring and training BDRs incurs significant upfront costs in terms of recruitment, onboarding, and ongoing salary expenses.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

The Sales Hunter

MARCH 7, 2014

Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. Blog Cold-Calling Consultative Selling leadership Professional Selling Skills Sales Motivation Sales Training sales leadership sales motivation'

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Cold Calling Territories Consultative Selling Motivation 226

No More Cold Calling

DECEMBER 28, 2018

In fact, to solve this problem, researchers from OpenAI used 6144 CPUs and 8 GPUs to collect about one hundred years of experience and trained the AI for 50 hours. The post Why Sales AI Won’t Replace Reps Anytime Soon appeared first on No More Cold Calling. Read the rest of the article on Entrepreneur.com.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

Understanding the Sales Force

APRIL 4, 2024

Why Prospects Won’t Talk with You and How to Fix it Top 5 Reasons Why Salespeople Don’t Qualify Effectively Why Uncovering Pain Doesn’t Close the Sale with a CEO and the 3 Conditions You Do Need Top 3 Keys to Convert Phone Calls to Meetings 31 Conditions That Predict Your Sales Opportunity is in Trouble My Dog Has Better Listening Skills Than Most (..)

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

Alice Heiman

JULY 15, 2021

Here are four strategies CEOs and their sales leaders can embrace and employ to turn their team into a sales powerhouse. If not, how can I support sales leadership to change that? Modern sales would be providing that information without having a salesperson involved. Do you take cold calls from SDRs?

Strategy 91

Strategy Cold Calling Buyer Lead Rank 91

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

Gong.io

FEBRUARY 14, 2022

His current gig is JB Sales, an organization founded “as a response to the incredibly limited amount of formal academic sales training that exists for the #1 global profession.” On LinkedIn, John’s mission is to help elevate the profession of sales. There is a tremendous amount of power in sales polarization.

Examples 121

Examples Strategy Hiring Cold Calling 121

Jeffrey Gitomer

DECEMBER 16, 2011

Online Training. The 100-year path to a sale is over: Road Closed. Why on earth would someone let you in to see a decision maker on a cold call? Why on earth would someone return your cold call voicemail? Why on earth would someone grant you an appointment to make a sales pitch from a cold call?

Hiring 194

Hiring Cold Calling Closing Social Media 194

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.

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Hiring Sales Management Decision Maker Cold Calling 249