Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is specific to RFPs. When complete, they email the proposal back to procurement and hope to win. Watch this short video to get my feelings and then continue reading for more.

Decision Maker 193

Decision Maker Data Hiring Proposal 193

No More Cold Calling

JUNE 6, 2013

You conduct a great meeting with a business prospect, engage in smart conversation, and exchange ideas. You write the proposal, review with your team, include detailed pricing and timelines, and send the proposal to the client with a well-crafted email. Then, instead of the quick response you expected, you get radio silence.

ROI 258

ROI Conversion Loyalty How To 258

Anthony Iannarino

JUNE 27, 2020

The following list of ideas about training salespeople is for those in B2B sales training or who aspire to train others. Many ideas come from my experience as a person being trained to sell, with a few coming from watching others, and more from my own experiences. Respect the people in your sessions.

B2B 121

B2B Training How To Proposal 121

Understanding the Sales Force

NOVEMBER 6, 2023

When my team is training salespeople, we are challenging them to leave their comfort zone and do what they have been unable or unwilling to do in the past. For example, Bob has never been comfortable having a financial conversation with his prospects. ( Watch his February 11, 2023 interview with me. There is another side to consider.

Proposal 193

Proposal Sales Training Conversion 193

Sales Evangelist

SEPTEMBER 17, 2021

But perhaps the most underutilized component of the sales process is (spoiler alert) the proposal itself. Whether you’re a newly established business or one of international renown, an enticing proposal dramatically helps your business efforts. Your proposal is a unique space to differentiate yourself from the competition.

Proposal 40

Proposal Survey Cold Calling LinkedIn 40

Sales Evangelist

SEPTEMBER 17, 2021

But perhaps the most underutilized component of the sales process is (spoiler alert) the proposal itself. Whether you’re a newly established business or one of international renown, an enticing proposal dramatically helps your business efforts. Your proposal is a unique space to differentiate yourself from the competition.

Proposal 40

Proposal Survey Cold Calling LinkedIn 40

Sales Evangelist

SEPTEMBER 17, 2021

But perhaps the most underutilized component of the sales process is (spoiler alert) the proposal itself. Whether you’re a newly established business or one of international renown, an enticing proposal dramatically helps your business efforts. Your proposal is a unique space to differentiate yourself from the competition.

Proposal 40

Proposal Cold Calling Survey LinkedIn 40

Mindtickle

MAY 21, 2021

Your sales managers need the ability to identify why deals are lost and how they can train and coach reps to win today’s deal — and every deal in the future. Conversation intelligence solutions offer invaluable support to sales managers. Pre-qualification call. Discovery call.

Coaching 104

Coaching Conversion Sales Coaching Lead Rank 104

MTD Sales Training

FEBRUARY 11, 2020

However, when you presented your proposal it seems as though everything became silent, time began to slow down and tension filled the air as you anxiously waited for the prospect’s decision. If that’s been your experience, maybe you need to review the questions you ask to drive the conversation on, professionally and with confidence.

Closing 300

Closing Proposal Negotiation Benefit 300

SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. As a Sales Operations leader, you must be allocating the right resources to training. Here are 5 key takeaways that made this training a success. Gamify the training.

Training 300

Training Sales Management Hiring Social Selling 300

Understanding the Sales Force

OCTOBER 25, 2023

If they haven’t been exposed to professional selling methodologies and sales processes, and had those demonstrated to them via expert, unscripted role-plays, then they would have no clue that the presenting and proposing they have been doing is woefully inadequate. I was lucky. Sure, they haven’t invested in their careers.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

Customer Centric Selling

JANUARY 2, 2013

Sales Training Article: Proposals - Activity or Progress? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company As sellers become competent they start to recognize the difference between sales activity and progress. Proposals don’t sell. It is a written attempt to close.

Proposal 65

Proposal Training Decision Maker Forecasting 65

Understanding the Sales Force

SEPTEMBER 27, 2023

Salespeople need to push through their discomfort and, instead of physical therapy, they should receive lots of sales training and coaching. When they learn that there isn’t a budget or the budget isn’t large enough they ignore the issue. Reach out to us if you want our help.

Sales Methodology 203

Sales Methodology Sales Process Proposal Objections 203

Sales Evangelist

SEPTEMBER 10, 2019

Business Proposal Trends in 2019 What are some of the business proposal trends in 2019 that you’ve used and that have worked for your industry? They started building CRMs for different companies and have now invested full time into improving their proposal tool known as Better Proposals. That is not convenient for him.

Proposal 40

Proposal Trends Software Software 40

The Digital Sales Institute

MAY 20, 2021

Soft skills sales training is becoming just as important as the hard skills training, we are most familiar with in the world of training. Salespeople may have the technical knowledge, the hard sales training, the product knowledge, the sales presentation skills plus the functional skills to work through the entire sales process.

Training 52

Training Proposal Social Media Sales 52

Sales Training Connection

MAY 29, 2013

If the call doesn’t go as well as planned, they still need to “close” the call with some proposed action that moves the sale along – giving the sales person a reason to get back in front of the customer. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Proposal 106

Proposal Call-back Sales Cycle Training 106

Corporate Visions

OCTOBER 10, 2019

The post The Deciding Journey: Four Value Conversations You Need to Master by Tim Riesterer appeared first on Corporate Visions. And nothing about how you should approach that sales conversation or how you can provide them value. But in practice, the B2B customer buying journey doesn’t follow such a broad or predictable sales process.

Conversion 84

Conversion Decision Maker Pivotal Discount 84

Sales Hacker

SEPTEMBER 14, 2020

Requests for proposals are a mixed blessing. The purpose of a request for proposal (RFP) is to solicit detailed information through a controlled competitive process usually controlled by the procurement department. Some companies assign the completion of RFPs to junior sales or support persons as a training exercise.

Proposal 92

Proposal Government Vendor Hiring 92

No More Cold Calling

JUNE 8, 2023

We all had different points of view about lead generation , and conversations often got heated. Everyone was concerned with how the proposed solutions would impact themselves and their teams. We were trained to minimize and eliminate the threat without having to first think very hard about it.

Case Study 177

Case Study Insurance Insurance How To 177

Partners in Excellence

MAY 30, 2023

We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. We still train our people the way we always have, providing them endless product training and sales skills training (prospecting, qualifying, need identification, proposing, objection handling, closing).

Face-to-face 104

Face-to-face Proposal Hiring Quota 104

Engage Selling

NOVEMBER 27, 2013

Opening the door to additional conversations with your potential clients provides you more opportunity to gain their business. Stamping the word “DRAFT” on your next proposal with a new client will provide you with this valuable opportunity. Trust me, sounds crazy but it works! Trust me, sounds crazy but it works!

Proposal 48

Proposal Sales Coaching System Pipeline 48

Sales and Marketing Management

OCTOBER 6, 2019

To control the timeline, you’ll want to proactively lead the renewal conversation. Starting discussions early will provide some breathing room for you and your clients alike, and it allows you to propose a rough timeline of key dates that would work for you. Think back to the original scope you proposed to your client.

Negotiation 184

Negotiation Proposal Forecasting Objections 184

Hubspot Sales

SEPTEMBER 30, 2019

There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Use a sales training template.

Hiring 140

Hiring Training Hubspot Exercises 140

Hubspot Sales

SEPTEMBER 29, 2020

Whether you’re welcoming a new person to your sales team or helping develop skills among your current staff, sales training is a very important part of fostering a successful sales program. Studies show that sales teams who complete highly-rated sales training programs see a 10% higher win rate and are at least 10% more likely to hit quota.

Hubspot 108

Hubspot Training Hiring How To 108

Mindtickle

OCTOBER 24, 2022

Some think great sellers are born , but more often than not, they’re made through virtual sales training, teaching, practice, and support. Below we outline 10 skills your sales team can develop with help from a virtual sales training platform. Help your sales team master these skills and more with effective virtual sales training.

Top of Funnel 52

Top of Funnel Training Negotiation Buyer 52

Mindtickle

MAY 21, 2021

Your sales managers need the ability to identify why deals are lost and how they can train and coach reps to win today’s deal — and every deal in the future. Conversation intelligence solutions offer invaluable support to sales managers. Pre-qualification call. Discovery call.

Coaching 52

Coaching Conversion Sales Coaching Lead Rank 52

John Barrows

NOVEMBER 7, 2018

There is no shortage of free sales training resources out there. I had to make 400 dials a week to get 8 meetings a month that lead to 4 proposals and 2 closed deals at an average deal size of $3500/month. I should have learned more from those activities so I could have refined my process and improved those conversion ratios.

Training 117

Training Cold Calling Ideal Customer Profile Webinar Metrics 117

Partners in Excellence

APRIL 24, 2024

I just couldn’t think of a better description of something that dominates too many selling conversations. Part of this is legit, part is positioning, a lot is that we’ve trained them to object because they know we will always capitulate and give a discount. It’s the pricing/cost discussion.

Discount 77

Discount Proposal Objections Positioning 77

Marc Wayshak

MAY 25, 2022

In this video, I’m going to show you some top sales management training tips on this concept. One of the most important sales management training ideas is the concept of putting a product in place that essentially sells itself in some ways. Aligning incentives is the backbone of any successful sales management training initiative.

Hiring 62

Hiring Sales Management Training Lead Gen 62

Sales Training Connection

DECEMBER 8, 2014

Sales Training. Unfortunately once decisions are made about the what, how, and when, other important secondary factors impacting the sales training don’t get much attention. One secondary but important factor is: Where will the training be held? An equally dysfunctional idea is sales training programs that are taught on-site.

Training 97

Training Face-to-face Proposal Sales Meeting 97

No More Cold Calling

JULY 29, 2021

Are salespeople asking the right questions to identify prospects’ problems and propose thoughtful solutions? Don’t even think about training your sales team on closing the deal. Only one kind of lead with a 50-to-70-percent conversion rate. How are sales reps qualifying their leads? What is their sales plan for following up?

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. The trick is knowing what training program and techniques to use. In this guide, we’ll dive deep into sales training and give you the information you need to choose an impactful course for your team, including: What is sales training?

Training 92

Training Lead Rank Hiring Course 92

The Digital Sales Institute

NOVEMBER 9, 2021

Sales training topics that actually get results can be challenging to nail down. When planning out sales training, consider what customers are looking for, what they are trying to avoid, and what tips the scale in favor of the winning supplier. Training that gets salespeople to effectively solve the customers challenge at hand.

Training 52

Training Ideal Customer Profile Exercises Scale 52

EyesOnSales

NOVEMBER 28, 2017

How to Deal with Other Quotes, Proposals, and Competition. ” Option #4: “What don’t you see with our proposal that you see in others?” By Mike Brooks, [link]. is not knowing how to handle it. ” Option #3: “What would it honestly take for you to choose us for this?” ” [If yes].

Proposal 53

Proposal Competition Scale How To 53

Troops

APRIL 18, 2018

18 ways to improve conversion from stage to stage. Proposal – An opportunity is educated and ready to receive a proposal. You will be able to quickly identify gaps and bottlenecks in your process by measuring conversion drop offs. 18 tactics to improve conversion across your sales pipeline stages.

Pipeline 48

Pipeline Maximizer Conversion Sales Qualified Lead 48

The Digital Sales Institute

FEBRUARY 21, 2019

Sales training programs worth taking is a constant topic in the world of sales. The truth is that whether delivered in class, in house or online sales training programs have helped thousands of salespeople to improve their selling skills. Sales training programs. And what is their training preferences?

Training 56

Training Lead Rank Social Selling Top of Funnel 56

Hubspot Sales

APRIL 12, 2023

On the other hand, for a field sales rep, those activities might be opportunities discovered, VP-level conversations, face-to-face meetings, and proposals sent. For those meetings to occur, your reps must have 128,000 conversations. Do you notice reps sending the right number of proposals but not winning enough deals?

Revenue 118

Revenue Proposal SalesForce Lead Rank 118