SBI Growth

DECEMBER 18, 2013

Today’s post focuses on the missing link: Enabling your front-line sales managers. Without strong front-line sales managers, your chances of making the number are low. How can you help your sales managers execute? Download the CEO’s Sales Manager Test to help with this. Why Sales Managers Fail.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

Anthony Cole Training

SEPTEMBER 8, 2014

I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management. The chapter is “Understanding What Your Sales Manager Is Up Against” by Barry Trailer and Jim Dickie. This article was no exception, especially when they were writing about the sales process.

Decision Maker 182

Decision Maker Hiring Buyer Sales Methodology 182

Highspot

JANUARY 19, 2022

Let’s look at three of the most common buckets for sales training courses and discuss who they’re right for. Sales Management Training Programs. Training your sales managers and leadership is very different from training junior- and senior-level sales reps. The Brooks Group. Challenger.

Training 92

Training Lead Rank Hiring Course 92

Pipeliner

JULY 20, 2018

One sales manager read my article and emailed me asking if I had a class on body language and social cues. Identifying the Mysteries of Body Language, a workshop on buyer types and the nuances of reading body language was created. Sales managers are emailing that their new hires are body language illiterate.

Face-to-face 63

Face-to-face Decision Maker Hiring Up-Sell 63

Anthony Cole Training

JANUARY 16, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 196

Hiring Ideal Customer Profile Decision Maker Sales Qualified Lead 196

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ''A'' players on the team.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

Increase Sales

JUNE 30, 2014

Usually the small business owners to even those in sales management must integrate marketing activities with selling activities and thus begins the sales objections confusion path. Bad advice, very bad advice.

Ideal Customer Profile 169

Ideal Customer Profile Sales Qualified Lead Objections Customer 169

Sales Hacker

MAY 24, 2023

We can do a workshop with our CEO. But sometimes we call heads of sales, and sometimes we call heads of marketing. If they’re more than one degree away from the ultimate decision maker, your champion is useless because your champion can’t convince your owner to buy.” That’s our primary persona.

How To 85

How To Decision Maker Retention Referrals 85

Paul Cherry's Top Sales Techniques

JUNE 8, 2010

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Web Seminars.

Sales Management 53

Sales Management Training Pharmaceuticals Decision Maker 53

Anthony Cole Training

MARCH 19, 2013

There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Whenever I hear a talk, a message or a point of view, I find myself automatically translating it to sales and sales management.

Hiring 198

Hiring Banking Survey Conference 198

Anthony Cole Training

NOVEMBER 20, 2012

I first heard this when I attended a workshop I attended years ago in Cleveland, Ohio. Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. The decision-maker won't meet with you. The speaker was the one and only David Sandler.

Airlines 137

Airlines Prospecting Decision Maker Vendor 137

Don on Selling

JANUARY 4, 2019

We all experience highs and lows in sales. Your sales manager loves you. You already know from experience that the order process can take a long time because several decision makers are probably involved in placing an order. Now, it can take as much as five people to make a final decision on an order.

Decision Maker 40

Decision Maker How To Call-back Retail 40

Anthony Cole Training

OCTOBER 25, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 181

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 181

Pipeliner

JULY 12, 2018

Summer brings many challenges for the employees of a sales organization. Decision makers are on vacation, and buyers aren’t always as responsive. It’s easy to get defeated, and it can be difficult to maintain high sales quotas. All of these factors contribute to the annual trend of sales “drowning” in summer.

Decision Maker 40

Decision Maker Webinar Metrics Quota Trends 40

Highspot

JANUARY 29, 2024

With any sales strategy , you need to confidently speak to the product you’re selling, the value it adds, and how to position it to decision-makers to engage them in a way that resonates. Sales negotiation training programs can be conducted through workshops, seminars, online courses, or a combination of these methods.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Anthony Cole Training

DECEMBER 14, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Sales Coaching 168

Sales Coaching Hiring Coaching Sales Qualified Lead 168

Anthony Cole Training

OCTOBER 25, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 169

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 169

Pipeliner

OCTOBER 14, 2018

Nothing can replace having a live and authentic sales conversation with an influencer and/or decision-maker. Below are four actions you can implement today as a sales leader to diffuse call reluctance within your team. and I was in management. It’s career suicide.”. Train for Skill.

Cold Calling 63

Cold Calling Real Estate Trade Show Referrals 63

Customer Centric Selling

MAY 8, 2013

In my view a competent sales manager is responsible for disqualifying transactions from each sellers pipeline that aren’t worthy of a seller’s time, effort and resources. People that attend CustomerCentric Selling® workshops are familiar with the standard debriefing questions of: What organization/title did you call on?

Training 45

Training Decision Maker Vendor Pipeline 45

Customer Centric Selling

JUNE 3, 2015

Sales Tips: The "B" Word. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sales managers have a difficult job. Don't miss the next public workshop coming to Boston, August 3-6. Image courtesy of Adam R. at FreeDigitalPhotos.net. S ave your seats now!

Decision Maker 40

Decision Maker Buying Cycle Inbound Negotiation 40

Highspot

JANUARY 9, 2024

B2B salespeople must know how to navigate complex negotiations and adjust their approach to meet each decision-maker’s objectives. B2C sales training will focus on emotional appeal and techniques that drive immediate sales. This includes market understanding, solution selling, and long-term relationship building.

B2B 52

B2B Training Top of Funnel B2C 52

Increase Sales

MARCH 3, 2015

Boy if today I was just starting out in sales, I would be greatly confused. Between the workshops, seminars, formal sales training sessions, books, the videos, the blogs and the social media postings from all the sales experts, I truly would not know where to turn. Rush items. Tracking shipments.

Ideal Customer Profile 70

Ideal Customer Profile Decision Maker Sales Qualified Lead Negotiation 70

Customer Centric Selling

FEBRUARY 22, 2016

A “coach” within the IT organization told the seller $850K was budgeted, the CIO would make the decision by Friday, and the seller should consider reducing the price. In a conference call, the sales manager discussed bidding $850K or lower if necessary. Need some help to increase sales?

Discount 40

Discount Decision Maker Vendor Negotiation 40

Anthony Cole Training

FEBRUARY 24, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 137

Hiring Ideal Customer Profile Sales Coaching Coaching 137

Paul Cherry's Top Sales Techniques

FEBRUARY 3, 2010

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Web Seminars.

Decision Maker 40

Decision Maker Pharmaceuticals Customer Distribution 40

Customer Centric Selling

OCTOBER 26, 2015

As a sales manager I found loss reports to be virtually worthless. In trying to get more usable information about losses, my suggestion is that losing vendors wait a few months and have someone other than the salesperson contact the person believed to be the decision maker. The underlying issue was that he wasn’t worthy.

Buyer 40

Buyer Vendor Decision Maker Buying Cycle 40

MEDDIC

OCTOBER 29, 2020

Sometimes during our MEDDIC workshops , I am asked: “How do you ask this?” The fundamental reasons for decision makers are the same in different cultures, but the way you ask questions and present things are different. That’s why high end sales jobs are being compensated this well.

Sales Methodology 52

Sales Methodology Hiring Oracle Decision Maker 52

No More Cold Calling

SEPTEMBER 15, 2015

Be sure you end up in the power seat (usually at the head of the table or directly across from the lead decision-maker) so your leadership role is clear to everyone. Put Out Place Cards. Not literally, but do think about who should sit where. Arrange a Time-Out Signal.

Negotiation 120

Negotiation Lead Rank Lead Scoring Leads 120

Miller Heiman Group

OCTOBER 10, 2019

Predictive assessments identify the seller traits that lead to success in your organization, which helps you find the best ways to coach your team and identify sellers who make good candidates for sales management roles. The Future of Sales Is Now. Combating Turnover with New Generations.

Trends 60

Trends Webinar Metrics Lead Rank Lead Scoring 60

Anthony Cole Training

JUNE 29, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 189

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 189

Zoominfo

DECEMBER 13, 2018

For more than 30 years, David’s firm has helped companies of all sizes achieve growth, improve margins, recruit stronger salespeople, and develop high-performing sales professionals. Its unrivaled and growing network of contributors brings different, unique perspectives and insights on today’s sales and business issues. The SalesPOP!

Channels 187

Channels Face-to-face Video Hubspot 187

Customer Centric Selling

JANUARY 31, 2014

You’re hearing it from your Sales Managers and reps. Your VP of Sales is sick of the excuses. Register today for a sales training workshop to improve sales performance and increase sales. They have a large pool of prospects with direct access to key decision makers. No more excuses.

Top of Funnel 63

Top of Funnel Prospecting Sales Qualified Lead Referrals 63

Customer Centric Selling

JUNE 7, 2015

I came to realize a far better qualifying question for sales managers to use would be: Whose numbers did the buyer use to secure budget? This amounts to another seller getting a “no decision” outcome in either being told the purchase will be deferred until next year or the organization decided not to move forward.

Vendor 40

Vendor Decision Maker Buying Cycle Buyer 40

OpenSymmetry

OCTOBER 28, 2016

Sales Enablement – yes, big S, big E – is becoming an increasingly important function of many sales organizations, charged with increasing productivity, typically through the effective application of investments in people, technology, process and content. So let the games begin!

Compensation 40

Compensation Incentives Incentive Decision Maker 40

Paul Cherry's Top Sales Techniques

AUGUST 24, 2010

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Web Seminars.

Pharmaceuticals 45

Pharmaceuticals Training Decision Maker Distribution 45

Customer Centric Selling

NOVEMBER 18, 2013

Register for a sales training workshop to get a jump start on making your new number in the new year. Do you have enough sales people to cover the new quota? Set up a planning session with your sales managers immediately. How many actual opportunities by sales person is that? Actions that generate revenue.

Quota 53

Quota Training Hiring Demand Generation 53

Customer Centric Selling

SEPTEMBER 18, 2013

Sales Training Article: Are You Cloning Bad Selling Habits? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Stuart Miles at FreeDigitalPhotos.net My first sales manager''s advice as he put me on quota was: "Call high. Don''t lead with product."

Training 53

Training Outbound Inbound Vendor 53