Nutshell

AUGUST 28, 2023

A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. Prospecting Also known as lead generation, prospecting involves identifying potential buyers to add to the top of your sales funnel. It is best practice to target your ideal buyer persona throughout prospecting efforts.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Miller Heiman Group

MAY 12, 2020

Compensation is also a concern for close to 100% of sales organizations as they figure out how to handle grounded sales teams, who are relegated to holding video conferences with prospective customers that have their own worries, including shrinking budgets and diminished financial outlooks.

Compensation 75

Compensation Quota Incentives Incentive 75

Sales Hacker

FEBRUARY 1, 2022

The role of prospecting in a world without SDRs. Why prospecting sits apart from sales [6:59]. Make prospecting videos, follow-ups, product demos, and other communications that drive virtual selling. Those two aspects, prospecting/SDRs and the sales assembly line are the two key aspects that I challenge.

Commission 88

Commission Quota Demand Generation Agencies Lead Rank 88

Sales Hacker

AUGUST 2, 2018

I got put in remedial classes and was told I needed prescription ADHD pills in order to focus. In September of that year, I decided to organize a small conference called the Sales Hacker Conference. Continue the conferences and see where it takes me. The first conference netted me $60k in profit in only 4 weeks of work.

Outsourcing Services 50

Outsourcing Services B2B Conference Microsoft 50

Sales Evangelist

AUGUST 9, 2020

The question was how to utilize all these virtual tools for sales and blend these into a viable way to sell and prospect. Being able to use virtual tools makes the sales process more efficient and productive. Virtual calls, for example, is a good prospecting technique. Ask prospects if they would be interested in a video call.

Tools 52

Tools Face-to-face Video Channels 52

Product Management University

SEPTEMBER 24, 2019

Here are seven common obstacles and a few simple remedies that’ll help you create great product positioning. It’s a common request you get at trade shows, conferences and in every sales situation. 1. “It’s Impossible to Differentiate Every Product.”. And the bigger your portfolio gets, the harder it is to do. Context rules!

Positioning 45

Positioning Comparison Trade Show Remedy 45

Mindtickle

JANUARY 16, 2020

All of which are designed to improve marketing’s ability to connect with prospects, or the productivity and effectiveness of sales reps, as well as the quality of data that is passed to the back office. But consider all the mediums through which reps interact with customers — email, phone, in-person, web-conference.

Face-to-face 52

Face-to-face Coaching Remedy Sales Enablement 52

Keith Rosen

MARCH 17, 2020

For example, whether you’ve scheduled a time for a coaching session or a time to observe them over the telephone or video conference, are they prepared for their meeting with you? And even though you’re not physically present, you can observe other things as well that go beyond simply what you’re hearing. Are they efficient and organized?

Coaching 83

Coaching Intent Cold Calling Call-back 83

Corporate Visions

FEBRUARY 9, 2018

It’s training, practice, and coaching in a recorded environment where salespeople participate in e-learning for knowledge transfer, but perform recorded practice challenges or have their recorded role plays or even their recorded web conferences with prospects reviewed. Do it on their time—not an assigned time or place reps need to be.

Training 65

Training Remedy Coaching Survey 65

The Pipeline

MARCH 28, 2011

Most common of these is prospecting, but there are other things including keeping the information in their CRM up-to-date. There is a remedy, the logical one is fire them, but I know that’s not fashionable these days. On-Line Conference. Prospecting. 3 R’s of Prospecting Success. This post has 1 comments.

Pipeline 220

Pipeline Twitter Hiring Territories 220

Mindtickle

JANUARY 16, 2020

All of which are designed to improve marketing’s ability to connect with prospects, or the productivity and effectiveness of sales reps, as well as the quality of data that is passed to the back office. But consider all the mediums through which reps interact with customers — email, phone, in-person, web-conference.

Face-to-face 49

Face-to-face Coaching Remedy Sales Enablement 49

Mindtickle

DECEMBER 23, 2019

It is more likely that your sellers will never have the chance to be in that ‘elevator” or even the same conversation if they are not able to send a concise and effective LinkedIn invitation or message and master a consultative introductory conversation with the prospect. This machine-assisted practice leads to higher long term proficiency.

Scale 81

Scale Lead Rank Lead Scoring Remedy 81

Hyper-Connected Selling

JUNE 21, 2016

If you gave a salesperson $1,000 check for every conversation they had with a prospect, they’d pick up the phone a lot more. Often, people are unaware of what is truly blocking them, which makes it challenging remedy the situation. Diagnose and Treat the Cause, Not the Symptom. Define Outcomes. Create Rewards.

Motivation 45

Motivation Remedy ACT Face-to-face 45

Mindtickle

DECEMBER 23, 2019

It is more likely that your sellers will never have the chance to be in that “elevator” or even the same conversation if they are not able to send a concise and effective LinkedIn invitation or message and master a consultative introductory conversation with the prospect.

Scale 52

Scale Lead Rank Lead Scoring Remedy 52

Highspot

MAY 8, 2020

Prescribes remedial actions before a rep has discovered a problem on their own. Performance data like the above examples can reveal deficiencies in individual rep behavior and allow you to remedy them with point solutions. In the digital world, most sales calls are done virtually over the phone or a conference call.

Sales Coaching 78

Sales Coaching Coaching Hiring Remedy 78

The Pipeline

SEPTEMBER 19, 2011

Oddly, it is sometimes the C’s who are getting remedial training to help them catch up and be contributors again, which is an example of my first point. On-Line Conference. Prospecting. 3 R’s of Prospecting Success. Lead Management. Negotiations. Next Steps. Objection Handling. Plagiarism. Presentation.

ROI 243

ROI Pipeline Training Twitter 243

Sales Hacker

MARCH 2, 2020

Sales Development and Prospecting. Fanatical Prospecting. Combo Prospecting. High-Profit Prospecting. Predictable Prospecting. Prospects never control anyone who has mastered David Sandler’s 7-step program for top sales. Sales Development and Prospecting. The Seller’s Challenge. Top of Mind.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141