Understanding the Sales Force

MARCH 14, 2014

We recently evaluated a sales force where the salespeople had, on average, only 18% of the attributes of a consultative seller. Achieve Global has come in 3 times in 3 years to teach consultative selling!". So why didn''t the training on consultative selling stick? How could that be?", asked the Director of Sales.

Consultative Selling 253

Consultative Selling Training Conference Coaching 253

Hubspot Sales

OCTOBER 26, 2020

Permission-based selling takes that a step further. It lets a company interact with a prospect more pointedly — foregoing more indirect communication and interest-building in favor of straight-up sales engagement. One of the most consistent gripes prospects raise about salespeople is that they're too pushy.

Sales Qualified Lead 139

Sales Qualified Lead Remedy Consultative Selling Lead Rank 139

Vengreso

JUNE 6, 2023

He is the creator of the Top 1% Academy, where he trains on how to sell to buyers, whether they be CEOs, business owners, or entrepreneurs, and how to be in the top 1% of sales earners doing so. Subscribe to Modern Selling on the app of your choice! Read our Definitive Prospecting Guide for sales management to grow pipeline.

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

Highspot

OCTOBER 11, 2023

Setting Sales Targets Sales managers are responsible for setting realistic and achievable sales targets based on market analysis, historical data, and company goals. Make sure they understand how their performance contributes to the overall success of the company and its bottom line. Encourage collaboration and knowledge sharing.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

BrainShark

JUNE 28, 2023

Too many companies still have limited and short-term thinking when it comes to sales coaching. Instead some companies use coaching for onboarding and then discontinue it after the 90-day period or do one-off coaching challenges for specific objectives like a major product launch. Problems with sales coaching aka what NOT to do 1.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. An inside BDR (Business Development Representative), for instance, focuses on prospecting and pre-qualifying outbound leads.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Janek Performance Group

APRIL 15, 2024

In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. As consultative sellers, salespeople should build negotiation into the sales process. This is important during a negotiation. At this stage, there may be a natural inclination to move faster.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62