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The causes of objections when selling insurance

The Science and Art of Selling

It is an important fact in human nature that each person’s mind tends to construct and live in its own mental world and to resist invasion. Hence, there exists in most people a strong predisposition to object to proposals which they think will commit them to an unaccustomed course of action, or which will necessitate a rearrangement of ideas. It is, of course, difficult to determine the real basis of objections in any individual case.

How CEOs Can Lead Sales Change through Historic Times

Alice Heiman

How CEOs Can Lead Through Historic Times . None of this is good news for your company or your sales team – unless you happen to be one of the companies serving a market or industry that’s actually experiencing growth. How can I support my sales teams to keep revenue coming in and maybe even in crease it? . Our focus is always on sales growth , and it’s not impossible in this economy. Keep Sales Going . Expert Sales Support for CEOs .

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5 Ways to Use Interactive Content To Prequalify Leads

Sales Hacker

Lead qualification is often one of the hardest jobs a marketer has. In fact, research shows that only 27% of leads forwarded to sales are actually qualified. In this article, we’re going to look at how you, in sales, can help solve those problems and improve the quality of your leads with interactive content. What is most important for us, though, is that it can help your business prequalify your prospects — making it especially useful for sales teams.

8 Ways to Respond to the Objection "I Want to Think It Over"

Hubspot Sales

This approach typically leads to a cycle of delays, miscommunication, and potentially some evasion by the prospect. Ironically, posing this question usually gives you the information you need to rescue the sale. It's not constructive for them to do this on their own. For more tips on avoiding common sales traps, download our free white paper, Three Biggest Sales Mistakes You Should Never Make. Sales Calls

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…. The relevant word is ‘strategy’ because you are creating a workable and achievable set of objectives in order to exceed your annual target. Qualified leads.

How to Train Your Lead Development Team for Today's New Buyer

Sales Benchmark Index

The majority of Lead Development Reps are inexperienced, undertrained, and ill-equipped for today’s buyer. Informed buyer’s are entering the sales process with companies later than ever before. If you are a B2B that utilizes webform to register inquiries, it is typically a Lead Development Representative (LDR). They should immediately pass it to the Sales Rep”. Prospects don’t want to engage with a Sales Rep before they are ready. Customer Email Constructions.

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How To Write A LinkedIn Cold Outreach Message That Gets Responses

MarketJoy

However, there is nothing more important than being able to clearly and concisely communicate your message to your customers, especially when you are trying to generate new leads. Do not just copy and paste the same message to every single lead.

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. . They’ll start gathering potential leads without a clear picture of the clients they want to attract. . Finally, don’t forget to think about sales tools.

33 Sales Tip & Techniques

MTD Sales Training

Here are 33 tips and techniques that I believe will help every salesperson to improve their overall sales figures and create more motivation and drive. If you get a sale, learn what went right so you can repeat it and improve it. If you lose a sale, learn what you can do differently, so you can improve it. This means identifying when they might be in the market to be approached, rather than hitting the leads only when you get them. MTD Sales Training.

Best practices for sales and marketing alignment

Showpad

In many organizations, sales and marketing teams operate in silos, working independently of each other toward disparate goals. . In order to maximize success, sales and marketing must work in tandem toward a common goal. Why sales and marketing alignment is important.

The Secret Path to Successful Sales Calls

Smart Selling Tools

Tweet Sales calls are conversational journeys. Your primary task is to lead the conversation from its point of origin, to a concise, coherent and contemplative location. Each conversation is an oasis on your path of objectives. If you are to achieve your sales objective, you’ll need to guide each and every conversational journey with precision. How do you lead each conversation so the prospect will want to continue the sales journey with you?

7 Signs Your Sales Rep Should Be Promoted

Sales Benchmark Index

As a Sales VP, putting the best people in the correct positions is critical. Making your number next year means promoting, keeping and terminating certain sales reps. Download our Sales Rep Promotability Scale. It will allow you to: Objectively evaluate your team. 7 Signs Your Sales Rep Should Be Promoted: Making the Number Properly : Ultimately, fulfilling your sales job description is exceeding your quota. You must attend multiple sales meetings.

How to Hire the Sales Executive Your Company Needs

Hubspot Sales

Finding effective leadership in sales is every bit as difficult as it is vital. You need someone with the authority and experience to set and maintain an effective course for your sales efforts. The term that best captures the nature of a sales executive's responsibilities is guidance.

7 Proactive Sales Strategies to Implement Today

Hubspot Sales

Let’s take a moment to zero in on that last term — what does it really mean to be proactive when working in sales? To know how to take a proactive approach to selling, it is important to also understand what a reactive approach to sales looks like. Proactive Sales Techniques.

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.

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. In some cases the sales team uses the QBR as an open forum to ambush marketing. Marketing becomes the human piñata for all sales complaints. World Class CMO’s dive into sales QBRs with enthusiasm and active engagement.

What the Future of Sales Onboarding Looks Like (SaaS Sales)

Sales Hacker

Many sales leaders think their onboarding process stinks… . According to Bridge Group, 26% of sales leaders list ramping new reps as their top concern. Luckily, tech-enabled sales teams are getting much more sophisticated about how they provide sales coaching and enablement. But what will the future of onboarding look like in SaaS sales? . Sales Onboarding 2020. New technologies are already changing the way sales leaders coach their teams.

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5 Sales Enablement Best Practices for Inside Sales Teams

Hubspot Sales

For many leaders, when we hear the term remote sales management, our blood pressure starts to rise. Sales teams are hard enough to manage already, let alone remotely.". Top-tier firms around the world are quickly adopting sales enablement best practices to ensure that performance standards are not only maintained but improve beyond when training was limited to the classroom. Sales Enablement Strategies for Inside Sales Teams. Sales Enablement

5 Essential Components of a Sales Development Process

Hubspot Sales

At the same time, your sales time is not feeling the effects of their efforts and are spending more time prospecting when they should be closing. In many organizations, a disconnect happens between marketing and sales: The sales team says that leads coming in are unqualified. Marketing says the sales team just can't close. There's no system to tell warm from cold leads, high-value leads from low-value ones. What Is Sales Development?

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. Sales coaching like this has many documented benefits – from reinforcing training, to culling and promoting best practices, to even positively impacting the bottom line.

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 Furthermore, the average sales professional turnover rate is 35% — a dramatic number compared to the average turnover rate of all industries, which is just 13%. Helps predict future sales trends.

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.

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. How will a leadership role differ from being a sales rep? Below are five tips to help make that transition from sales rep to sales leader. Focus on doing your job as a sales representative the right way, and don’t cut corners.

The Sales Motion: The Body and Soul of an Effective Sales Effort

Hubspot Sales

Closing a sale doesn't happen by chance. There's generally a blueprint in place for most successful sales efforts and a philosophical framework that serves as a reference point for how those steps should be carried out. The combination of that roadmap and ideology is known as a sales motion. A sales motion is the body and soul of a business's sales efforts. Sales Process. Every sales process has its own version of how each step should be carried out.

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.

Convert Leads into Meetings – 29 Hot Techniques

Chili Piper

Being able to convert leads into meetings is a critical part of the lead generation process. It is the most comprehensive free resource to learn exactly how to convert leads into meetings. Converting leads into meetings is absolutely crucial. Sales is no different.

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. Align lead qualification criteria.

5 Ways to Improve Sales Efficiency

Hubspot Sales

It's true across the board, and sales is no exception. That's why sales efficiency is one of the most important metrics for businesses to understand, track, and ultimately improve. Sales efficiency is, in large part, a measure of the speed of your sales operations. It shows how quickly your reps are converting prospects into leads or making hard sales while still generating high returns on your investments. Why Sales Efficiency Matters.

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.

5 exceptional habits of effective sales leaders

Salesmate

As a sales leader, you are no different from a chess player. Like a chess player, even you have pieces (sales reps) with different capabilities. Effective sales leaders are in full control of the sales game. 5 habits that successful sales leaders possess. Those few become great sales leaders. Leading a team is indeed a great responsibility and there are certain things that need to be done right to succeed. Effective sales leaders aim to grow.

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

DiscoverOrg Sales

Henry has always seen the sales team as the growth engine of the company. So freshly out of a successful Q1, we asked him how the sales team needs to evolve alongside the company in order to support this kind of aggressive growth goal. What sales activities make the biggest difference? Henry points to 4 key drivers of high sales performance: Specialization. Specialization of sales roles. The muscle memory for sales development and closing is very different.

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? I think about building sales teams in very much the same way. While they are diverse industries, I’ve applied the same sales leadership fundamentals at each company. Lead from the front by helping every person achieve their goals.

How to Talk with Customers during Coronavirus Fears

Alice Heiman

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. If they haven’t already, your sales team is likely to hear some version of the following from customers: “We’re putting that purchase decision on hold because of restrictions related to the coronavirus.”. Coach your salespeople on how to handle sales objections.

An Action Plan for Sales Improvement, Where Do You Start?

Increase Sales

So where does one start an action plan for sales improvement? Maybe, look to the marketing action plan as to how many sales leads are being generated by inbound and outbound marketing actions? Could you then be more effective in executing those sales strategies and action steps? Possibly, would you construct a better action plan for sales improvement because you now have enhanced clarity? Write down the WAY SMART goals ?

7 Steps to Achieving Sales and Marketing Alignment

Highspot

Regardless of the root cause, overcoming sales and marketing misalignment is necessary to securing long-term success. In this guide, we’ll be breaking down the keys to achieving — and maintaining — real sales and marketing alignment: What is sales and marketing alignment? What does marketing do for sales? What does sales do for marketing? Common problems sales and marketing alignment can solve. Best practices for sales and marketing alignment.

7 skills you’ll need to become a sales manager

Close.io

So you want to become a sales manager ? Making the leap from sales practitioner to sales manager doesn’t have as much to do with being a rockstar that boasts the highest close rate on your team—as it’s concerned with your ability to motivate, lead and elevate others to achieve more.

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. Programs that don’t get adopted lead to lost budget and executive trust. A graphic representation of Kotter’s view of change adoption is below: Expert Panels directly support multiple steps in leading change adoption. Within sales, an Expert Panel (EP) is comprised of your best front-line performers. They make President’s Club but other reps won’t be likely follow their lead.

How to Build an Online Presence as a Sales Industry Influencer, According to Notable Sales Experts

Hubspot Sales

Now go ahead and put your salesperson hat back on so we can talk about what it means to be a sales industry influencer. Though you won’t see them sharing Instagrammable content promoting specific products and services, online sales influencers provide valuable thought leadership and insights from their expertise to motivate and inspire others in their field. Wonder what it takes to become a sales industry influencer? What area of sales do you specialize in?

Weekly Sales Meetings Suck. Here Are 5 Ways to Improve Them

Sales Hacker

Summary: For effective sales meetings, just make it relevant and productive again. The weekly sales meeting — you know the one. But, it’s not worthy of eating up an hour that could be better used securing leads. Effective Sales Meetings Are 5 Steps Aways.

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. Like a blueprint is essential for constructing buildings, you need a strategy as a manager to build a successful sales department — a step-by-step plan to help you and your team drive company revenue. 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?