Selling Energy

AUGUST 1, 2023

I talk a lot about “broken” financial metrics on this blog and in my online and in-person workshops. One of the “rules of thumb” that is commonly used by decision-makers is the “maximum 2-year simple payback” rule.

Decision Maker 69

Decision Maker Prospecting Marketing Sales 69

Customer Centric Selling

OCTOBER 14, 2015

Sales Tips: Bad Assumption #4 - The Senior Executive Is the Decision Maker. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. When working with committees many salespeople and their managers assume that the highest-level person is the decision maker.

Decision Maker 40

Decision Maker Training Up-Sell Pipeline 40

MEDDIC

MARCH 28, 2024

Here’s what a strong review process entails: Three Whys from Sales Wins: Ask the champions within the accounts you closed: Why did they sign anything? Use this feedback to refine your sales approach and value proposition. Analyze win rates, deal sizes, and sales cycle lengths. What exact pain were they addressing?

Enterprise 52

Enterprise Enterprise Account B2B 52

Sales Training Advice

SEPTEMBER 30, 2011

Selling to C-level decision makers is challenging even at the best of times. You can facilitate the process and increase your sales with these individuals, however, if you understand a few business principles. C-level decision makers are paid to improve their business results.

Decision Maker 91

Decision Maker Face-to-face Call-back Loyalty 91

Sales Hacker

JUNE 7, 2021

Sales customer insights. Persona insights: Intelligence on the typical decision-makers, influencers and users of your proposition. This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales. Persona insights and intelligence. and capture them.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

Customer Centric Selling

FEBRUARY 18, 2015

Sales Tips: 4 Qualifications for Earning Senior Decision Maker Face Time. Here’s a question: Is the value proposition we want to deliver to our customer’s Senior Decision Makers (SDMs), e.g., buyers at the C-level, different than the one we would deliver to other lower-level managers? Can''t make it?

Decision Maker 40

Decision Maker Face-to-face Webinar Metrics Segment 40

Babette Ten Haken

JANUARY 28, 2020

As I worked with one of my clients yesterday, he complained that decision makers were not taking action after his presentations. If you want decision makers to make a decision, then tell stories which make solid strategic business sense. He just could not understand why. ” He looked back at me, puzzled.

Decision Maker 111

Decision Maker Analytics Coaching Meeting 111

Zoominfo

JANUARY 15, 2021

According to a study by Edelman, 88% B2B of decision-makers believe that thought leadership is effective in enhancing their perceptions of an organization—yet only 17% of them rate the quality of most of the thought leadership they read as very good or excellent. Align Marketing and Sales to Act Swiftly. So you did it!

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Paul Cherry's Top Sales Techniques

MARCH 28, 2010

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. → Sales Management Coaching. Sales Store. Distribution Sales Training. Hospitality Sales Training.

Decision Maker 40

Decision Maker Influencer Pharmaceuticals Coaching 40

No More Cold Calling

MARCH 10, 2011

The 6 reasons you should change your cold calling sales behavior. Bring up the subject of cold calling with a group of sales people and you are assured of a lively conversation as they lament about the challenges associated with this task. Not to mention that decision makers seldom return voice mail messages.

Cold Calling 279

Cold Calling Company Gatekeeper Decision Maker 279

Sales Gravy

DECEMBER 16, 2021

Matthew McConaughey, Greenlights The number one reason for failure in sales is an empty pipeline. A few weeks back, my 24-year-old son was delivering a telephone prospecting workshop to a group of sales development reps (SDRs) who were all about his age. This is the truth. A brutal, universal, and undeniable truth. Cased closed.

Prospecting 113

Prospecting Decision Maker Call-back Social Media 113

Babette Ten Haken

SEPTEMBER 22, 2020

When business stories are too specific, decision makers are unable to easily connect the dots to their own tactical – let alone strategic – scenarios. Consequently, you ask decision makers to spend too much energy finding applications of your solutions to their own needs. That is your job, not theirs. Build trust.

Decision Maker 86

Decision Maker Energy Coaching Objections 86

SalesFolk

MARCH 2, 2021

In other words, how do you define your target audience or ideal customer when doing sales outreach? Too often I see sales and marketing leaders defining their buyer personas as “Marketing” or “C-Suite.” How to build solid “Buyer Personas” for more effective sales campaigns. More free Cold Email treats from my sold-out workshop

Ideal Customer Profile 64

Ideal Customer Profile Buyer Persona Prospecting Hiring 64

Sales Hacker

JULY 17, 2020

Not only is call reluctance prevalent amongst the professional sales world, but it’s also scientifically proven to be caused by three main factors. The incomparable Dave Kurlan, the founder of Objective Management Group, has done amazing work in sales science. How Sales Leaders Can Help. Let’s look at this another way.

Decision Maker 120

Decision Maker How To Call-back Cold Calling 120

Richardson

OCTOBER 20, 2020

Phillips Healthcare Sales Challenges. Healthcare is evolving and decision-makers are becoming more strategic in nature, so “old conversations and clinical/operational relationships established in the past don’t work like they used to” says Mandy Dunnuck of Philips Healthcare.

Sales Process 52

Sales Process Decision Maker Conference Selling Skills 52

Paul Cherry's Top Sales Techniques

JULY 7, 2010

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. → Sales Management Coaching. Sales Store. Distribution Sales Training. Hospitality Sales Training.

Decision Maker 49

Decision Maker Webinar Metrics Pharmaceuticals How To 49

BuzzBoard

MARCH 28, 2024

An Overview of the Marketing Agency Sales Process The sales process in a digital marketing agency is a multi-step journey that requires a thorough understanding, strategy, and execution. Lastly, the follow-ups and closing the sale come in. Therefore, understanding and mastering the marketing agency sales process is critical.

Webinar Metrics 98

Webinar Metrics Case Study Comparison Small Business 98

Adaptive Business Services

JUNE 2, 2021

This phenomenon will be particularly acute for salespeople who’s earnings are largely based on making sales. Our previous article discussed how CRM can increase your sales. Executive Sponsor – Ultimate decision maker for all project decisions. Sales, Marketing, and Business Processes to be supported.

CRM 96

CRM Decision Maker Salary Commission 96

Hubspot Sales

JULY 13, 2020

In sales, every day is a new opportunity to contact leads, close deals, and move closer to your target. However, it's also important to step back regularly and conduct sales audits to ensure your team is performing at a high level that meets or exceeds your expectations. What is a sales audit? Sales Audit Checklist.

Hiring 98

Hiring Decision Maker Collateral Demographics 98

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. Why sales training is important. The different types of sales training programs. The 15 best sales training programs.

Training 92

Training Lead Rank Hiring Course 92

SalesProInsider

JUNE 5, 2020

So, what does need to change for more successful virtual sales conversations? It boils down to the sales process, which is the What and How of guiding people from the time they first come into our world to converting them to doing business with us and that initial onboarding. Free Training Workshop. What DOES Need to Change?

Conversion 106

Conversion Buyer Decision Maker Video 106

Hubspot Sales

JANUARY 21, 2021

Sales isn't always intuitive, so from time to time, you're bound to need a little guidance to set you straight — expert advice, everyday hacks, and different strategies to help you step up your game a bit. Morgan J Ingram is one of the foremost thought leaders in sales development. But where does that come from? Janice Mars.

Influencer 128

Influencer Twitter LinkedIn Decision Maker 128

SBI Growth

DECEMBER 18, 2013

If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. Today’s post focuses on the missing link: Enabling your front-line sales managers. Why Sales Managers Fail. Onboarding.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

Babette Ten Haken

SEPTEMBER 16, 2019

And, when you dilute, fast-forward or even omit details you feel are unimportant, decision makers get confused. Especially when these omitted details surface, often inconveniently, both pre- and post-sale. As a result, gaps in story context promote the easiest decision for decision makers to make.

Ideal Customer Profile 83

Ideal Customer Profile Engineering Decision Maker SME 83

Product Management University

JULY 10, 2020

Here’s how to create business requirements that boost your marketing and sales proficiency. Context is the key to creating business requirements that not only give design and development teams clear value targets, but can also be repurposed as knowledge transfer vehicles for marketing and sales. Related Articles.

Marketing 96

Marketing Scale How To Forecasting 96

Awarathon

SEPTEMBER 15, 2023

The same may be stated for a sales coach who employs effective coaching for sales approaches. Their guidance, support, knowledge, and approval support salespeople through each stage of the sales process. What does sales coaching entail and how does it work? It is a skill that can be cultivated over time.

Coaching 52

Coaching Webinar Metrics Decision Maker Sales Coaching 52

Anthony Cole Training

MARCH 4, 2014

When we evaluate a sales organization using the Objective Management Tool - Sales Force Evaluation and Impact Analysi s, we uncover the Sales DNA that drives sales results for the individuals and therefore the company. Not getting to the decision maker. Not getting decisions at time of presentation.

Decision Maker 180

Decision Maker Analysis Education eBook 180

Closer's Coffee

APRIL 30, 2019

Sales rejection and objection; does it matter which comes first? In sales, these two emotions keep 90% of salespeople from prospecting. Whatever the reason, we need to get past the feelings of fear when dealing with these obstacles to making sales. A recent workshop I conducted presents a great example of the power of research.

Objections 81

Objections Decision Maker Education B2C 81

No More Cold Calling

JUNE 29, 2019

Don’t miss this opportunity for your own training in the Virtual Referral Selling Workshop Series beginning Tuesday, July 16. Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

HeavyHitter Sales

MARCH 30, 2014

Sales Strategy. Competitive Insights from Interviews with 1,000+ Key Information Technology Decision Makers and Top Technology Salespeople. Influence the Hidden Organizational Politics That Impact Decision Making. SALES STRATEGY from Amazon.com. Learn More About IT Sales Training and Selling to the CIO Workshops.

Competition 97

Competition Decision Maker Penetration Study 97

Babette Ten Haken

FEBRUARY 7, 2018

When done poorly – which most often is the case – both startup, as well as sales, success are compromised. In my work with startups, entrepreneurial business modeling and sales teams, the most important discovery to be made often is professional self discovery. Even if that decision maker never graduated from university.

Decision Maker 72

Decision Maker Customer SME Retention 72

Increase Sales

JUNE 30, 2014

Some recent social media discussions revealed there exists significant confusion about sales objections. This is best explained because in the past the marketing depattment handed off the fully qualified sales leads to lukewarm ones to the sales department. This happens a lot for realtors and even car sales people.

Ideal Customer Profile 169

Ideal Customer Profile Sales Qualified Lead Objections Customer 169

LeadBoxer

FEBRUARY 4, 2019

We all know that making a sale is the act of exchanging a product or service in return for cash, but there is far more to selling than what meets the eye. With B2B e-commerce sales predicted to exceed B2C e-commerce sales by 2020, B2B selling is constantly growing. How are B2B sales different from B2C sales?

B2B 91

B2B Top of Funnel Decision Maker B2C 91

No More Cold Calling

JUNE 9, 2019

Successful sales professionals understand that technology is a must-have business tool. Consider this: Despite the ever-growing treasure trove of new sales technology, sales is actually harder than it used to be. Technology has an important role to play in sales, but it’s a supporting role. The Evolution of Cold Calling.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Product Management University

OCTOBER 19, 2021

Demo Discovery vs. Sales Discovery. Sales discovery is all about qualifying the sales opportunity…compelling need, timeframe, budget, executive level sponsorship, decision makers, etc. If you want to nail the product demo discovery meeting, it’s all in how you set up the agenda beforehand.

Decision Maker 52

Decision Maker Fashion Proposal Meeting 52

Anthony Cole Training

AUGUST 29, 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 149

Hiring Sales Management Decision Maker Ideal Customer Profile 149

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. The various contributors always get me thinking and re-thinking about what I think I know about sales and sales management.

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Decision Maker Hiring Buyer Sales Methodology 182