Janek Performance Group

SEPTEMBER 5, 2023

There are many reasons why prospects accept or reject your proposals and bids. Maybe it was the price, or your seller couldn’t sway a decision maker. Another consideration is how well your sales process aligned with the buyer’s journey. Also, there are more decision makers. Sample size is important.

Analysis 62

Analysis Decision Maker Scale Survey 62

Understanding the Sales Force

NOVEMBER 3, 2014

While that''s the case with technology, it doesn''t vary too much from that in non technology sales where most people believe that sales success boils down to one of two things; either a critical mass of meetings, or a proposal or quote. I''m sure I''ve missed a few but you get the gist.

Sales Methodology 212

Sales Methodology Inbound Decision Maker Consultative Selling 212

No More Cold Calling

AUGUST 20, 2015

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. I asked my client how the sales reps prepared. ” Was their sales manager clueless, or what? You are now a true sales manager.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

SalesFuel

MARCH 11, 2024

In addition, RAIN Group ’s Mary Flaherty advises, "If you work with other companies that you value, propose a partnership to exchange referrals with your respective clients. The seller won’t be stuck waiting for their lone contact to communicate with the other decision-makers. It also helps speed up the process.

Buyer 52

Buyer Referrals Hiring Decision Maker 52

Sales 2.0

APRIL 27, 2014

This means unearthing who all the decision makers are and making sure you’ve identified and addressed the needs of all of them. And I didn’t even mention writing proposals. If you’ve read much of my stuff or hung out with me you will know I have several allergies to writing proposals. Closing Sales Management'

Lead Rank 268

Lead Rank Lead Scoring Proposal Gatekeeper 268

Zendesk Sell

MAY 2, 2019

Maybe you’re a new sales manager, stepping out of your sales rep role and wanting to find the best management practices. Or maybe you have been managing a team for some time now but are struggling with hitting your targets. The right sales management process helps a sales team (and company) thrive.

Lead Rank 70

Lead Rank Sales Management Hiring Top of Funnel 70

Score More Sales

FEBRUARY 20, 2013

From a personal standpoint, I once lost a position running a corporate university because, in part, some of the C-level team felt it was too focused on “soft skills” See if any of these sound familiar for you or someone on the sales team: Discounting and getting price shopped – lack of self-regard or assertiveness.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

Mr. Inside Sales

OCTOBER 25, 2019

Is it something like: “I’m just calling to follow up on our proposal….”. I know you were meeting with your boss about our proposal, and I know you were recommending this to him. How do you open your 2 nd or 3 rd. call to prospects whom you’ve already pitched? I’m just calling to see what you thought about our bid?”. Upcoming Schedule.

Follow-up 120

Follow-up Closing Face-to-face Call-back 120

Cincom Smart Selling

APRIL 16, 2020

Product, especially complex-product sales , may benefit from an outcome-based focus, but benefits and features still play an important role for the buyer. Buyers of managed services, especially the decision-makers and influencers, are almost entirely concerned with their vision of success. A Disciplined Deal Approach.

Decision Maker 77

Decision Maker Scale Influencer Proposal 77

Apptivo

OCTOBER 8, 2021

Companies across the world, irrespective of their industry type, often have a defined sales process. The concept of sales process came into existence after considering the redundancies faced by sales teams due to unstructured sales management. They also check if it stands up to their allocated budget.

Top of Funnel 98

Top of Funnel Funnel Pipeline Decision Maker 98

MarketJoy

JULY 22, 2022

After you read this short article, you will have a full understanding of how to build a robust sales pipeline. A sales pipeline plays an important role in any successful business. According to research by Vantage Point , 72% of sales managers hold sales pipeline review meetings with their sales reps several times per month.

Ideal Customer Profile 111

Ideal Customer Profile Pipeline Demand Generation Agencies Lead Generation 111

Increase Sales

JUNE 4, 2013

So my little brain decided this would be a great story telling opportunity and may help others in sales management roles or even sales positions by challenging their beliefs to past experiences as they encounter similar small business sales scenarios. She can be reached at 219.759.5601 CST. Share on Facebook.

Small Business 144

Small Business Small Business Cold Calling Decision Maker 144

Understanding the Sales Force

APRIL 17, 2013

Their sales managers are not holding them accountable for qualifying. Their lack of adhereance to a formal, structured, sales process allows them to sell by the seat of their pants, and skip directly to a presentation, demo, proposal or quote. Stupidity - Why do I need to speak with the decision maker?

Decision Maker 268

Decision Maker Consultative Selling Buying Cycle Proposal 268

Anthony Cole Training

AUGUST 27, 2014

I think my dad would have been a good sales manager, not a great one, a good one. But, for many sales people, that is not the case. When that happens, the sales manager MUST step in and assist in the learning because sometimes your sales people just don’t get it! Raymond Fredrick Cole Sr., I still miss him.

Hiring 179

Hiring Decision Maker eBook Proposal 179

SalesLoft

SEPTEMBER 12, 2022

If sales representatives don’t keep pipeline data updated throughout the sales process , you could reach the end of the quarter and miss the revenue goal by thousands or even millions of dollars. A sales pipeline can also keep you from losing leads. Every sales rep is guilty of forgetting to follow up every now and then.

Top of Funnel 52

Top of Funnel Funnel Pipeline Decision Maker 52

Gong.io

JULY 13, 2022

They don’t have time to sit through lengthy proposals. Sales reps need to make things as clear and transparent as possible. Here are a few things that Konrath recommends: Propose fewer options: While consumers are attracted to more choices, presenting too many options can actually lead to fewer sales. Image Source ).

Decision Maker 62

Decision Maker Ideal Customer Profile Buyer Software 62

Anthony Cole Training

AUGUST 20, 2014

Ron was a senior sales management executive for one of our clients. It was his responsibility to make sure that his sales people were always improving and it was his belief that sales people improved by reviewing their experiences and the experiences of others. The Tale of the Fail - I have to give credit to Ron S.

Sales Qualified Lead 183

Sales Qualified Lead Leads Marketing Qualified Lead Decision Maker 183

Highspot

DECEMBER 5, 2023

Essential Steps of the Sales Process Navigating the sales process is a journey with a specific destination – closing the deal. Each step is integral to a successful sale, guiding sales managers and salespeople from prospecting to closure. Prospecting Prospecting is the initial scouting mission in sales.

Sales Process 52

Sales Process Top of Funnel Ideal Customer Profile Real Estate 52

Understanding the Sales Force

JANUARY 22, 2014

Understanding the Sales Force by Dave Kurlan This is the 8th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople.

Proposal 233

Proposal Sports Sales Qualified Lead Scale 233

Mindtickle

MAY 21, 2021

It might not come as a surprise that 57% of sales reps are expected to miss their quotas in 2021. Sellers often can’t explain why deals don’t work out, leaving your sales managers in the dark. Conversation intelligence solutions offer invaluable support to sales managers.

Coaching 104

Coaching Conversion Sales Coaching Lead Rank 104

Sales Management Plus -- SMP

OCTOBER 17, 2023

When you add focus on expiring quotes to your sales management process, you establish a sense of accountability within your sales team. Each sales rep is aware that prompt follow-up is necessary to secure deals before they expire. The report is grouped by sales rep – that visibility adds an extra layer of accountability.

Closing 52

Closing Distribution Report Follow-up 52

Fill the Funnel

MARCH 6, 2014

The person whose responsibility it was to keep you from connecting with the decision maker(s). Preparing Quotes and Proposals. Old Rule: Gather the troops and burn the midnight oil was often the requirement when preparing a proposal for a new prospect. Contracts and Document Signatures.

Tools 129

Tools Gatekeeper Proposal Decision Maker 129

Hubspot Sales

SEPTEMBER 12, 2018

Certain prospects may even skip stages in your pipeline -- for example, if a buyer proactively introduces you to the budget authority before you’ve asked, you’d move the deal straight from “initial connect” to “meeting with decision maker.”. Sales Pipeline vs. Sales Forecast. 2,000 deals ÷ year = 167 deals per month.

Pipeline 144

Pipeline Top of Funnel Forecasting Sales Forecasts 144

Hubspot Sales

SEPTEMBER 16, 2020

We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code. Without a common understanding of the term " sales process ," sales managers can’t coach or communicate with their sellers as effectively. To others still, it means a key account plan. Not exactly.

Sales Process 127

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 127

Gong.io

DECEMBER 5, 2022

As a sales manager, you’re like a general marshaling your troops (or sales reps) into battle. That’s why having a strategic sales plan is vital. It sets out everything your sales team needs to know about your sales process, including what they need to do at every stage of the B2B sales funnel to convert high-value leads.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

Gong.io

JULY 7, 2022

Define decision-makers . It’s unlikely (though not implausible) that your prospect is the only decision-maker involved in the process. If that’s not the case, you’ll need to find out who else is involved in decision-making and what the process looks like. . What’s the timeline for a decision? Image Source ).

Decision Maker 118

Decision Maker System Sales Methodology Up-Sell 118

Highspot

JANUARY 3, 2024

Whether you’re a seasoned sales manager or a frontline rep hustling for results, we get it – the struggle is real. Detecting purchase readiness: The skill of identifying when a prospect shifts into a buying state signals the right moment to propose the sale. They hold the power to say ‘yes’ to your proposal.

Closing 52

Closing Training Lead Rank Negotiation 52

Hubspot Sales

FEBRUARY 9, 2018

Editor’s note: Sales managers and leaders are often faced with creating a sales playbook from scratch. More than 8,000 companies use PandaDoc’s document management platform to send proposals and quotes (in fact, $16 million+ worth of deals have been closed with PandaDoc). Sales Process.

Lead Rank 82

Lead Rank Outbound Customer Inbound 82

Anthony Iannarino

MAY 9, 2020

Recently, a post on LinkedIn proposed a scenario, with the author soliciting opinions as to how one would solve the challenge. Several responses proposed merely walking away, with a few being insulted by being asked for a massive discount. Learn how to sell without a sales manager. You need to make sales.

Negotiation 102

Negotiation Discount How To eBook 102

PandaDoc

APRIL 3, 2023

Your company’s sales managers only have a select number of sales reps to work with, and those reps only have a limited amount of time to close deals. A good sales pipeline management strategy is essential because every potential opportunity uses up your most valuable resource — time.

Pipeline 98

Pipeline Top of Funnel Sales Qualified Lead Sales Forecasts 98

The Digital Sales Institute

MAY 11, 2020

The question is how do we create a selling definition that streamlines the modern sales process so that our efforts result in higher sales numbers and higher returns on our time investment. Today, Leaders, CEO’s and Sales Managers are painfully aware that the current environment makes growth difficult. Results = sales.

Sales Process 52

Sales Process Lead Rank Decision Maker Social Media 52

Increase Sales

MAY 23, 2013

Maybe it is time to redirect some if not much of the poor sales performance as well as lackluster business growth back to the small business owners and those in sales management. A salesperson reached out to me about achieving her sales goals and quotas. business-growth. True Story One. Share on Facebook.

Small Business 139

Small Business Small Business Sales Goal Decision Maker 139

Vengreso

JUNE 16, 2020

As the sales activity progresses, the rep changes the status in the pipeline according to the criteria in their sales methodology. The seller drafts a proposal and sends it to the prospect, describing the benefits of the solution, the investment and the expected ROI. decision-makers in any B2B buying decision.

Pipeline 99

Pipeline B2B Top of Funnel Sales Qualified Lead 99

Anthony Iannarino

DECEMBER 10, 2019

Not Acquiring an Executive Sponsor : There is no more “decision-maker.” ” Instead, there are “ decision-makers.” Or worse, they ask you for a pricing proposal and a contract, which you immediately email them. Because they are lazy in the process, your solution misses the mark.

Decision Maker 62

Decision Maker Proposal Lead Rank Lead Scoring 62

Braveheart Sales

JUNE 23, 2020

The sales organization must have the mindset that they will go get a larger share of the market rather than just trying to maintain it. Reaching Decision Makers – Your team of sellers must be able to get to the real decision-makers, rather than being stuck at lower levels. This is inefficient.

Hiring 52

Hiring Decision Maker Comparison Buying Cycle 52

Janek Performance Group

AUGUST 8, 2023

As sales professionals like to incorporate military terminology into their practice, stalled deals are now prevalent. Early in my sales career, I vividly remember a defining moment with my first sales manager. A curious prospect will not share other the other decision-makers in the process, but a committed prospect will.

Sales Methodology 62

Sales Methodology Remedy Proposal Lead Rank 62

Braveheart Sales

NOVEMBER 18, 2021

A different study published by Fortune Knowledge Group & Gyro found that 62% of CEOs in B2B decision-making find it necessary to rely on “gut feelings” and a similar percentage acknowledge that human insights and subjective factors increasingly matter and must precede hard analytics when evaluating competing proposals in B2B.

Decision Maker 40

Decision Maker Sage Proposal Scale 40