Remove Construction Remove Objections Remove Sales Remove Tools

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.

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”.

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.

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.

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.

5 Steps to an Effective Sales Strategy

Sales Benchmark Index

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. Common Signs of Poor Sales Strategy.

Simply Speaking Bad Hires Cost Small Business Sales – Part 2

Increase Sales

Today if I was employed as someone in sales management, I would create and modify a hiring process that would include this one sales talent assessment tool – The Attribute Index to ensure the hiring would not cost small business sales.

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.

Are Behavioral Assessments a Pseudo Science?

Increase Sales

A recent blog post on behavioral assessments, Learn How to Increase Sales with These 5 Assessments, sparked a somewhat curious response by one person who suggested these performance (including sales) diagnostic tools were a pseudo science.

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.

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 “Sales-speak” Limits Us

Partners in Excellence

They also have tools like income statements, balance sheets, cashflow statements, budgets that help them look at or model various situationsLikewise, engineers, programmers/IT, manufacturing people, HR, and others have their own language. Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. ” Unless we just sell to other sales people.

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.

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.

The Ultimate Guide to Asking Sales Questions (And 29 Questions You Can Use Today)

Gong.io

Are you looking for a rich list of sales questions you can use today? Master sales pro know that this skill is as important as what they ask. How to Earn the Right to Ask Sales Questions. Help me understand what you’re hoping to accomplish by rolling out (tool/ category)?

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! The article also instructs readers to evaluate using a predictive tool.

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. Online networks such as LinkedIn provide tools that facilitate social gifting. The Sales and Support Relationship.

B2B 306

Personality Tests, Sales Candidate Selection - How Tests Measure Up

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan A recent article in Columbus Business First discussed background checks and use of personality tests. Notice that they didn''t say that personality is the best insight into whether a person will succeed in sales.

Learn How to Increase Sales with These 5 Behavioral Asssessments

Increase Sales

The goal to increase sales is always front and center especially as the year begins to wrap up. Here are five (5) tools that may help you achieve that goal. This is an older behavioral tool as it was created by Eric Berne back in the early 1950′s.

How To 157

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.

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. Be cautious - there’s a fine line between a constructive challenger and a malcontent.

How to Increase Sales – Invest in Your Professional Development

Increase Sales

Given that buyers are people and people are unique, there is no special magic sales skills that are the answer to how to increase sales. Hire a professional sales coach. Pay for some sales training whether face to face classrooms or webinars.

How To 162

A Playbook for Data-Driven Sales Enablement

Mindtickle

According to research from CSO Insights, “organizations with successful sales enablement programs see 67% quota attainment, compared to only 42% for companies that admit their enablement programs fall short of expectations”. How can you tell whether an individual rep is sales-ready?

Data 72

3 Things Sales Leaders Must do to Stay in Sync with Their Sales Team

A Sales Guy

You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. Hold yourself accountable TO the sales team: .

12 inside sales skills you need to master to be a top-performing rep

Close.io

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Want to master today's most important sales skills? GET FREE ACCESS TO THE SALES LIBRARY NOW. Closing the sale.

Sales Success Trip Planner

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Travel 156

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.

How to Get Rock Star Sales Reps to Train Their Peers

Allego

And they provide a powerful means to teach skills… including sales skills. That’s helpful because certain skills — like overcoming sales objections — are hard to teach. People the rest of the sales team would do well to model. sales managers, watch all of them.

Video 71

Ultimate guide to sales emails: How to write sales emails that convert (templates, examples and case studies)

Close.io

B2B buyers receive hundreds of sales emails each and every day. They open only a small percentage of these sales emails, read even fewer, and it’s only a very small amount that they actually act on—whether by writing a reply or clicking on a link. Ah, the sales email subject line.

Sales Coaching Versus Criticizing

Pipeliner

A great sales leader inspires greater engagement and higher productivity from their team. Any sales leader can get caught in the trap of allowing their own emotions or assumptions to interfere with reason during those times when a seller’s performance is less than what it could be. Too often, sales leaders will feel that they’re coaching a seller when in reality, they’re criticizing them. As a sales leader, this requires you to stay positive. Sales Management

The Secret Path to Successful Sales Calls

Smart Selling Tools

Tweet Sales calls are conversational journeys. 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.

The Handshake That Can Rock the World: Sales and Marketing Unite

Sales and Marketing Management

The tug of war between sales and marketing is real, and it cripples productivity. At the same time, marketing and sales are ultimately after the same thing, and each side often looks to the other to help meet mutual objectives: business growth and ROI, to name a couple. So ask yourself, as sales and marketing pros, can we put our individual, temporary needs aside to see the bigger picture and end the rift? Author: Anna Fisher There’s no going around it.

Data 156

8 Great Sales Enablement Systems

Pipeliner

Having the right people at the helm and in every support position on your sales team leads to great wins. In addition to basic HR items, members of the sales team need to be trained on company products and services, sales processes, as well as marketing and sales tools to name a few. In addition to initial training, ongoing weekly coaching and mentoring is critical to ensuring long-term sales success. System Three: Sales/Buying Process.

Guidelines for Conducting an Effective SDR Performance Review

CloserIQ

They provide the best value to SDRs when managers are comprehensive in scope and constructive in delivering feedback. You should take the time to provide qualitative feedback about how the SDR handles different parts of the sales process: prospecting, sales presentations, closing, etc. Here’s how to handle this part of the assessment: DO be specific in your feedback: “I like the way you handle objections because of x” or “You seem to struggle with prospecting because…”.

The ABCs of Compensation Planning: How to Build Better Incentive Plans

Xactly

The sales compensation planning process can be complex, and unfortunately, sometimes a headache. The planning process can fall victim to many obstacles , so it is important to build a team that is primed to tackle any hurdles and keep key executive and company objectives as the plan focus.

5 Results-Oriented Sales Tips

Pipeliner

Without a doubt, sales continues to be an important driver of revenue for organizations of all industries. Countless books and inspirational speakers cover the ever-increasing interest in the world of sales, and across all markets and interests experts agree that results are the most important facet of any job. In sales, results are not only an integral part of the job, but they are the way success is measured for both individual employees and the entire business.

[Day 2] Gartner Sales & Marketing Conference Daily Digest

LeveragePoint

” and “How do we construct a Buyer Enablement ecosystem? Brent Adamson states, “If we only had one battle to fight it wouldn’t be in sales, marketing, nor marketing and sales alignment. Anticipate internal debates and stakeholders’ objections. So how do we construct a Buyer Enablement ecosystem? We have to use tools that address the various aspects of supplier intent, and streamline them between marketing and sales.

12 inside sales skills you need to master to be a top-performing rep

Close.io

If you’ve got ambitions of becoming a top inside sales rep at your company, you’re going to have to build and sharpen these critical sales skills first. Want to master today's most important sales skills? GET FREE ACCESS TO THE SALES LIBRARY NOW. Closing the sale.

Hiring Best Practice: Test Before You Offer

Sales Benchmark Index

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.