Smooth Sale

APRIL 8, 2024

Whether you are a seasoned exhibitor or a first-time attendee, constructive preparation can maximize your experience and achieve your objectives. Stock up on essential marketing collateral such as business cards, brochures, and promotional items. Follow up with leads. Prepare marketing materials.

Trade Show 90

Trade Show Maximizer Direct Mail Networking 90

Sales and Marketing Management

NOVEMBER 15, 2018

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. It’s all about dialing down “telling” and ramping up “showing.”. Now, even if you’re not talking to a future sales superstar, this information is not breaking news.

Coaching 257

Coaching Construction Pivotal Positioning 257

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

SBI Growth

AUGUST 5, 2013

The board is not happy with the results of your last strategic sales initiatives. Cost of sales is rising and no revenue lifts to show. In addition, you made sure you built the proper consensus between sales and marketing. We will then help prioritize sales initiatives your leadership team will execute.

Strategy 319

Strategy Journal Margin Construction 319

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

B2B 52

B2B Training Top of Funnel B2C 52

Highspot

JANUARY 4, 2024

A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. It addresses all of sales, from product knowledge to customer relationship building. The strategy ensures reps are well-prepared to meet and exceed sales targets.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Hubspot Sales

FEBRUARY 2, 2021

Instead, they follow you around through every aisle, rattling off information about every article of clothing you look at, and constantly ask, "Do you need help now?". And while their intentions are probably good, their behavior reads more as desperate and invasive than noble and constructive. The same principle applies to B2B sales.

Construction 134

Construction Objections Conversion B2B 134

Alice Heiman

MARCH 12, 2020

As sales leaders make any necessary adjustments to their team’s daily routines with health and safety in mind, it’s also a good idea to consider how coronavirus will influence sales conversations with customers. Here are some tips for handling sales conversations in this kind of environment. You face a choice.

Customer 150

Customer How To Objections Cancellation 150

Pipeliner

JUNE 10, 2022

One of the worst things you can do for a sales call is go into it unprepared. Preparing for a sales call beforehand will get you there. This article will discuss 14 tips for setting yourself up for a successful sales call. Sales is one of the most stressful career options. Identify Sales Call Boundaries.

Sales Qualified Lead 97

Sales Qualified Lead Objections Follow-up Decision Maker 97

Hubspot Sales

JANUARY 22, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. A significant portion of the B2B prospecting calls you make will end up going to voicemail — making the sales voicemail techniques you leverage and how well you can execute them absolutely crucial to your sales efforts.

Closing 112

Closing Leads Marketing Qualified Lead Call-back 112

Hubspot Sales

MARCH 30, 2018

Ironically, posing this question usually gives you the information you need to rescue the sale. What should we do next so that I properly understand when and if I should follow up, or just close the file and move on?”. It's not constructive for them to do this on their own. Tell them you'll follow up.

Objections 111

Objections Construction Follow-up Exact 111

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Allego

MAY 11, 2021

We’re excited to announce the release of integrated Conversation Intelligence , further expanding our suite of sales enablement capabilities. Automate and Scale Sales Coaching. The new release of Allego Conversation Intelligence adds capabilities to allow teams to scale critical sales functions.

Sales Enablement 62

Sales Enablement Conversion Scale Construction 62

Hubspot Sales

MARCH 15, 2021

Motivation is a key factor of sales success. Besides simply being motivated to do their job, sales professionals also need to be motivated to push past rejections, deals that fall through, and pipelines that are hard to manage. What is sales gamification? The Psychology Behind Sales Gamification. Image Source.

Sales Qualified Lead 131

Sales Qualified Lead How To Motivation Lead Rank 131

Hubspot Sales

OCTOBER 2, 2019

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 Why Sales Performance Management Matters.

SAP 119

SAP Oracle Compensation Territories 119

Sales Hacker

MARCH 12, 2023

In sales, it’s only natural that we’re using email to set up calls, demos, and appointments. In fact, you could argue that the call to action is the metric for success in a sales email. Because a sales email is only completely successful if the prospect actually does what you asked them to do in the call to action.

Examples 105

Examples Prospecting Decision Maker Call-back 105

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. Even the best computers still can’t beat the transformative power of human intelligence.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Partners in Excellence

NOVEMBER 25, 2020

In each of these meetings, there are the the follow ups, action plans, next steps, or to-dos. These are critical, they enable us to make progress in achieving our goals and objectives. But our action plans lose a lot of their strength and purposefulness because we construct them so poorly.

Construction 125

Construction Objections Meeting Examples 125

The Spiff Blog

SEPTEMBER 7, 2023

As a sales leader, you already know that effective sales performance management isn’t just setting lofty sales targets and then pushing your team to achieve them. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement.

Incentives 83

Incentives Incentive Scale Compensation 83

Hubspot Sales

JUNE 2, 2021

Here, we'll explore that concept a bit further, touch on why it's so important, and review some ways you can set up a successful peer-to-peer selling strategy of your own. Your customers can be as effective a sales resource as virtually any other. Sales is, in large part, the process of cultivating and capitalizing on prospects' trust.

Social Media 97

Social Media Construction Consumer Incentives 97

SBI Growth

AUGUST 19, 2013

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. Here are the most important traits for your EP and why: Top Performer – If someone is to be seen as an “expert” in sales, they have to perform.

Ideal Customer Profile 257

Ideal Customer Profile Construction Follow-up Sales Operations 257

SBI

MAY 14, 2021

Allego , the leading sales learning and enablement platform provider, today announced its enhanced Conversation Intelligence product. Needham, MA - May 11, 2021 - Enhanced Conversation Intelligence. Support global teams conducting calls in a variety of languages and accents using transcriptions in multiple languages.

Conversion 87

Conversion Construction Scale Remedy 87

PandaDoc

NOVEMBER 9, 2020

I grew up in a small town in East Tennessee called Oak Ridge. The Scientific Method introduced a framework that has direct applications to the sales world I now call home. When writing a screenplay, however, there is a general three-act storytelling structure you have to follow: Act 1 – The Setup. Construct a Hypothesis.

Film 78

Film Outbound ACT Lead Rank 78

SBI Growth

OCTOBER 31, 2013

A field Sales Rep should be spending around 64% of those available hours selling. The statistics I share below are from SBI’s 2012 Sales & Marketing Research. The statistics I share below are from SBI’s 2012 Sales & Marketing Research. There is now an updated 2013 SBI Research Review which you can sign up for here.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

Highspot

OCTOBER 21, 2022

Sales is the engine that powers your company. But what’s powering your sales? By now it’s universally known that sales and sales team practices have undergone a tectonic shift in recent years. And, even more alarmingly, buyer needs and behaviors seem to be moving way ahead of the sales learning curve.

Sales Enablement 75

Sales Enablement Top of Funnel Scale Face-to-face 75

Hubspot Sales

AUGUST 21, 2023

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. If you're in a hurry, skip to the script , or download free sales call templates.) Not only does it waste time and energy, but you end up facing more rejections than you normally would, which can quickly lead to burnout.

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. AI is no longer a construct of the future. It’s here, and it’s already changing sales as we know it. At the very least, you’ll stay up-to-date on trends in sales.

Top of Funnel 79

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 79

MTD Sales Training

JULY 26, 2016

It may sound something like this: “Tom, many businesses in the construction industry have been able to save over 15% in their long-term buying cycles by using our preferred supplier status discounts. Both these examples use ‘benefit-statements” and a quick-fire question to follow up. Is that something you’d benefit from too?”

Examples 120

Examples Prospecting Decision Maker Buying Cycle 120

SBI Growth

FEBRUARY 3, 2014

Your credibility, value and career in Sales Ops hinges on your use of data. It sucks up your team’s time. Below, I offer the Sales Ops Analytics Guide to help. Let’s take a hypothetic scenario involving two Sales Operations analysts. Big Brain Bill supports eastern US sales. It has significant negative value.

Data 287

Data Margin Report Analytics 287

Apptivo

SEPTEMBER 13, 2023

What is Outbound Sales? What is an Outbound Sales tool? Why use Outbound Sales CRM? Advantages of Outbound Sales 5. How to find the best CRM for Outbound Sales? So, why not take a technologically smart approach to their sales outreach, thereby decreasing their sales cycles? What is Outbound Sales?

Outbound 52

Outbound CRM Conversion Sales Qualified Lead 52

Apptivo

AUGUST 24, 2023

Instead of being restricted to a traditional office environment, mobile CRM applications allow sales, marketing, and customer support staff to engage with customers, update information, and manage tasks from anywhere. They have a sales team responsible for selling these machines to various industries.

Enterprise 52

Enterprise Enterprise Benefit CRM 52

Pipeliner

AUGUST 24, 2021

Since you are a product of your environment, choose the environment that best develops you toward your objective”. But in the interest of time, rapid sales team brainstorming events can be just as productive. In sales, we do love our love frameworks. Construction, transportation, and the consumables markets as well.

Transportation 96

Transportation Real Estate Airlines Government 96

Braveheart Sales

JULY 14, 2022

So, what do these stats have to do with Consultative Sales Training? Well, there are three very specific areas that separate elite golfers from the rest and I believe these same principles can be applied to sales to help individuals become elite consultative sellers. Elite golfers don’t just show up at the course and play.

Hiring 52

Hiring Construction Follow-up Exact 52

Braveheart Sales

JULY 11, 2022

So, what do these stats have to do with Consultative Sales Training? Well, there are three very specific areas that separate elite golfers from the rest and I believe these same principles can be applied to sales to help individuals become elite consultative sellers. Elite golfers don’t just show up at the course and play.

Hiring 52

Hiring Construction Follow-up Exact 52

SBI Growth

AUGUST 22, 2013

Some sales candidates look great during the hiring process. HR has worked hard to find capable talent, and Sales has committed time and money to ramp the new hire. If you’re a Sales or HR leader, this may be happening all too often. Sales can learn a lesson here. Here''s a 7-step overview of a tryout for a sales rep. (To

Hiring 300

Hiring Proposal Exercises Lead Rank 300

SBI Growth

OCTOBER 2, 2012

Turnover is a fierce headwind for leaders of Sales and HR. As the strategic HR partner to multiple sales leaders, Steve is responsible for recruiting and retaining top talent. Two years ago Cincom faced a serious talent issue: they could not find and keep the professionals they needed to manage their complex sales cycles.

Hiring 306

Hiring Ideal Customer Profile Face-to-face Oracle 306

BrainShark

JUNE 28, 2023

Why sales coaching matters — a few key points Knowledge retention Sales coaching activities add an interactive element to learning and are an excellent way to ensure knowledge retention and evaluate whether reps can “play back” what they learned in their training. Revenue At the end of the day sales coaching delivers ROI.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62