Remove Company Remove Construction Remove Objections Remove Sales

Aligning Customer Objections to the Buying Process

Sales Benchmark Index

Fix your sales problem in 5 easy steps – sounds great, doesn’t it? One of the biggest problems for sales reps is customer objections. In this article I will address an alternative way to look at objection handling – from the point of view of the buyer.

3 Coaching Tips to Help Reps Overcome Sales Objections

Allego

Yet when it comes to preparing sales reps for customer objections, that’s exactly what many managers tacitly say: “I know we didn’t practice responses, so just be confident and get ready to think on your feet. Salespeople dread dealing with tough customer objections.

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

How to Handle (Dull) Company Mandated Presentations

Anne Miller

One of the hardest presentations to give is the “standard” company presentation. I recently coached a new hire in the construction industry who had to do one of these. You will be in good company.

22 Responses to the Sales Objection "It's Not a Good Time to Buy"

Hubspot Sales

Sales Objection Responses. “If If money and resources were no object, would you be willing to start with our product today?”. What are your company’s other priorities right now?”. Which part of [product/service] do you think would help your company the most?". "Is

Jonathan Farrington's Blog ? How To Construct and Implement a.

Jonathan Farrington

How To Construct and Implement a Successful Business Development Strategy. Whilst I very much hope that the super-efficient amongst you had your strategy for 2012 signed off long ago, it may just be that some of you are still in “construction mode” so this will help….

Why You Want A Sales Framework Not A Methodology

The Pipeline

While there are many types of buyers, not just across, but within companies, most sellers and sales organizations deploy one way or method of selling. I still regularly meet sales leaders who say we use “this method” or “that type selling”.

You Have a Board of Directors, Now What?

DiscoverOrg Sales

The life and leadership of your business might go through phases… For my company, it’s pre-investment and post-investment. In the middle of 2014, our bootstrapped sales intelligence company DiscoverOrg accepted a growth equity investment from TA Associates.

9 Ways to Get the Most from Sales Video Coaching

Sales and Marketing Management

Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries.

A Four Letter Word Every Seller Should Learn – Sales eXecution 318

The Pipeline

One attribute many successful sales people possess is clarity of purpose, this helps them plan and execute more effectively, as well as help them review their actions and results more objectively. Sales Execution Tibor ShantoBy Tibor Shanto – tibor.shanto@sellbetter.ca .

The Sales Leader's Guide to Performance Management

Hubspot Sales

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5

Five Tips for Transitioning Into a Sales Leadership Role

Sales and Marketing Management

Author: Chris Mason So many of us begin our sales careers as representatives of a company, product, service or all the above. Others opt for the management route, taking on leadership roles and overseeing teams of sales reps.

CMO Secrets to Impacting the Sales QBR

Sales Benchmark Index

For many marketing leaders the sales team’s QBR is an afterthought. Marketing typically provides updates to the sales team with a rear-view mirror approach. World Class CMO’s pursue involvement in sales QBRs. Marketing becomes the human piñata for all sales complaints.

Sales Questions for Discovery

The Digital Sales Institute

Sales questions for discovery, clarification, engaging prospects or gaining commitments are critical across the entire sales process. Customers never stop thinking, so salespeople should never stop crafting great sales questions that improves the quality of sales conversations.

Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team

Sales and Marketing Management

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. Now, even if you’re not talking to a future sales superstar, this information is not breaking news.

An Interview with Henry Schuck: 4 Ways to Move the Sales Performance Needle

DiscoverOrg Sales

But to maintain that level of growth when your company is worth $1 million, $10 million, $100 million? Henry has always seen the sales team as the growth engine of the company. What sales activities make the biggest difference? What needs to change as a company evolves?

How to Increase Sales Tips & Snippets #20 – No We or I as the Seller

Increase Sales

Once again in the quest of how to increase sales, I received another marketing effort that was not about me as the potential customer or client, but was rather all about “we” or “I” as the seller. Sales Cartoon. Sales Quotation.

Can Your Team Become Challenger Types?

Braveheart Sales

Ever since CEB (now Gartner) published The Challenger Sale in 2011, the book has attracted much publicity. Constructing Tension. For instance, Dave Kurlan and Objective Management Group have been studying the traits that differentiate top producers from others since 1990.

The Secret to Building Strong Sales Teams

Sales Hacker

In sales, you only go as far as your team will take you. This makes sales hiring one of the most critical pieces of building a high-performing revenue machine. So, how do you think about what kind of sales team you want to build? Do’s and Don’ts for Building Strong Sales Teams.

How Performance Reviews Can Kill Organizational Culture

Partners in Excellence

I’ve seen and been part of many organizations that harness this process very constructively, helping individuals and the organization grow and improve. We evaluate alternative vendors, we evaluate alternative employers, we look at competition, other companies/organizations.

The Six Secrets to Superior Sales Kickoffs

Sales and Marketing Management

Author: Jim Ninivaggi Many companies have their annual sales kickoff (SKO) meetings approaching. Be sure to involve a well-rounded group of members with the right expertise to maximize the SKO experience and impact – including, for example, senior sales leaders, along with sales enablement, product management, product marketing and event planning personnel. The goal is to ensure the field force is ready to execute the sales strategy for the upcoming year.

12 Ways to Find Game-Changing Sales Reps

Hubspot Sales

Having a strong sales team starts with having an effective sales hiring strategy. With the average salesperson turnover rate at 27% , making good hires is critical to the success of any sales organization. What skills and experiences are currently missing on your sales team?

The step-by-step guide to building an effective sales strategy

Zendesk Sell

In construction, it’s impossible to erect a building if you don’t have one critical document — a blueprint. In this post, we’ll break down what a sales strategy actually is and how you can create your own. What is a sales strategy? Identify sales goals.

Sales Training is Only One-Third of What You Need to Be Doing for Sales Enablement

Sales Hacker

If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. What sales enablement isn’t. What sales enablement is.

How to Create a Winning Sales Process: 7 Essential Steps

CloserIQ

And the same is true of sales. An effective process is essential to consistent sales revenue. It doesn’t matter if you have the best sales reps in the world and a value proposition that turns your competitors green with envy. So, here’s how to create a winning sales process in seven steps. . Constructing a customer avatar – which represents your ideal customer persona – is an essential part of this stage. Handle objections and obstacles.

Designing Sales Compensation Plans for Sales Managers (With Examples)

Xactly

When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. Constructing the Commission Plan for Sales Managers: Pay Mix and Upside.

4 sales lessons we learned from our dads

Nutshell

Success in sales depends a lot on preparation. If you’ve done all the prospect research you can and taken the time to construct a personalized solution for your buyer, you won’t have to worry about your pitch flying apart as soon as you hit the first bump in the road. Improvising your way through a tricky sale can work in a pinch, but being prepared and having a sound process from the beginning gives you the confidence you need to sell effectively.

Sales 2.0 Conference; The Huge Sales Blitz and Sales Processes

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, I spoke at the Sales 2.0 Apparently, back in the 1920''s, the Salem Chamber of Commerce recruited dozens of business leaders to raise $500,000 in one week for the construction of the hotel. In the 60''s and 70''s, we would have probably called this a sales blitz, where everyone is singularly-focused on finding new sales. It was terrific to share our common beliefs and alignment on sales process.

How B2B Reps Use Social Debt to Get Sales Support

Sales Benchmark Index

B2B Sales Reps compete with their peers for sales support resources. Good Sales Reps consistently secure these resources and create their own virtual teams. It also works with the peers and co-workers within your own company. The Sales and Support Relationship.

B2B 305

How to Develop a Sales Compensation Plan (with Templates)

Xactly

Creating sales compensation plans is a challenging task—it’s all about balance, but sometimes the perfect balance can be hard to strike. You need your incentives to drive the right sales behaviors in order to achieve sales objectives. Sales Comp Sales Planning

Build Trust Not Fear With Your Marketing Messages

Increase Sales

Sales Training Coaching Tip: The other sales qualifiers are: Decision Maker, Allocated Budget, Want and Need and Commitment to Take Action. This creation of distrust works against the first sales buying rule : People buy from people they know and trust.

The Sales Huddle: 6 Ideas to Fire Up Your Team

Hubspot Sales

Consistency and efficiency are built into any successful sales team. Consistently efficient — that’s an ideal sales team. Now, this article isn’t some sort of new age, millennial, “everything you know about sales doesn’t matter anymore” hit piece on conventional sales meetings.

Film 81

The Key for Sales Ops in Driving Change

Sales Benchmark Index

As a Sales Operations leader, your success depends on getting change initiatives to stick. Within sales, an Expert Panel (EP) is comprised of your best front-line performers. Keep in mind is the EP will be highly visible in the company. Designing a new sales role.

Look for Potential in the Next Generation of Sales Hires

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with! With all of that information about their past, how can you possibly gauge potential when hiring for your sales force?

A Conversation With Cory Bray: Developing Sales Enablement Methodologies

Costello

Cory Bray , coauthor of The Sales Enablement Playbook , Sales Development , and the recently released Triangle Selling. With a background in sales, finance, and operations, he’s crafted his experiences into a career in sales enablement. Sales managers are busy.

How to Rebuttal and Improve Your Sales Techniques

Xactly

As a sales professional, one of the most common things you hear from prospects is an objection. In sales, objections come every day. It’s important that reps understand that when prospects give an objection, they are still giving you valuable information.

How to Run An Ultra-Effective Daily Sales Huddle

Sales Hacker

Few would argue with how important it is for sales leaders to meet with their sales people on a regular basis. Common interactions typically include the monthly or weekly 1-on-1, sales kickoffs, weekly sales team meetings , and the quarterly performance review.

4 ways to use your CRM to power your sales and marketing feedback loop

Zendesk Sell

Aligning sales and marketing teams is a struggle for many companies. The sales department grows frustrated because they don’t have the necessary material (i.e., blog posts, white papers, eBooks) to make a sale. Therefore, marketing may become annoyed when sales doesn’t even use what they produce. The language adopted by marketing to communicate with customers is also often different from the jargon used by sales.