Understanding the Sales Force

JUNE 15, 2016

Image Copyright 123RF Stock Photo. I was reviewing a sales leadership evaluation with my client, a CEO, who was a bit confused over how this was different from a sales management evaluation. He wondered, "Aren't sales managers and sales leaders the same?". He had a sales force that was typical of a mid-size business with a Sales VP (the sales leader), 2 sales managers, and about 15 salespeople between them.

Sales Leadership 146

Sales Leadership Sales Operations Sales Enablement Sales Management 146

SBI Growth

JUNE 15, 2016

Strategy 159

Strategy Sales 159

Increase Sales

JUNE 15, 2016

How many times for those in sales have they been instructed, trained or directed to find the wants and needs? A recent LinkedIn Pulse posting by a colleague, Nancy Nardin, entitled “Why the CRM Industry is Ripe for Dispurtion” hit the “want” nail on the head with this one quote: “IF CRM HELPED SALESPEOPLE IN A SUBSTANTIAL WAY, YOU WOULDN’T HAVE TO CONVINCE THEM TO USE IT.”.

Exercises 70

Exercises CRM Engineering Facebook 70

Sales Result

JUNE 15, 2016

If you’re experiencing low close rates from your sales team, the likelihood is that your reps aren’t able to respond to prospect objections. Objections are both the toughest and most standard part of a sale, and can occur from first call/email to final negotiations, ranging from a basic “not interested” to highly technical.

Objections 63

Objections Prospecting Negotiation Closing 63

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

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A Sales Guy

JUNE 15, 2016

This take of #heykeenan was tough in the beginning. I was asked a really difficult question with only a little bit of information. How do you build a global sales team? If you’re considering going global, you don’t want to miss this. I also break down how to prepare for a conference to maximize your investment. Attending conferences for business can be lucrative, but be smart about it.

Scale 60

Scale Conference Maximizer Twitter 60

SalesLoft

JUNE 15, 2016

In one of our recent sales training sessions with John Barrows , he made a great and profound point: The worst thing in sales is not losing, but instead taking a long time to lose.”. Most Account Executives are very familiar with this, and can probably tell you a deal right now that took longer than it should have to get to the “no.” But as an Sales Development Rep, prospects who take a long time to get to the “no” can still be just as unsettling.

Training 52

Training Call-back Follow-up Sales 52

Pointclear

JUNE 15, 2016

Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making.

Lead Management 145

Lead Management Sales Qualified Lead Leads Marketing Qualified Lead 145