Understanding the Sales Force

SEPTEMBER 23, 2016

Yesterday I posted a very short article/video where I discussed one salesperson's reaction to a great sales role play. I received a number of emails telling me how helpful the video, story and lessons were. I was also asked a number of questions and was even contacted by that salesperson's VP of Sales. The Sales VP learned a lot from that interchange and replay as well, and suggested that EQ, or emotional intelligence could have been a factor in what happened.

Video 194

Video Prospecting Sales Sales Process 194

The Sales Hunter

SEPTEMBER 23, 2016

This week I was with a client working with their leaders on strategies to increase the level of productivity out of the sales force. The feeling was the sales team wasn’t engaged and committed. The strategy I shared (which I’ve used with numerous other clients) is to have a quick sales meeting at […].

Motivation 173

Motivation Sales Meeting Strategy Meeting 173

Increase Sales

SEPTEMBER 23, 2016

The last reaction salespeople want from their sales prospecting efforts is to ignore the requests of a sales lead. This week I received this unsolicited email: Credit www.gtatisography.com. Hi Leanne, I was just reviewing your site processspecialist.com and generated SEO analysis report. (Kindly refer attachment). Your site received a score of 46 out of 100, based on key factors like.

Lead Rank 137

Lead Rank Lead Scoring Prospecting Social Media 137

SBI Growth

SEPTEMBER 23, 2016

Channels 166

Channels Enterprise Enterprise Strategy 166

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Engage Selling

SEPTEMBER 23, 2016

I have been spending a lot of time in workshops so far this year and the number one thing sales reps ask me is how you move beyond the pricing objection and here is what I’m discovering.

Objections 77

Objections Sales Customer Service Up-Sell 77

Markempa - Inside Sales

SEPTEMBER 23, 2016

I have a confession to make. There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. It’s this: The conversion sequence for marketing optimization This is a patented Conversion Heuristic created by MarketingExperiments, a division of MECLABS, that’s typically been used as a systematic framework to analyze a conversion process.

Lead Rank 40

Lead Rank Lead Scoring Leads Marketing Qualified Lead 40

SalesLoft

SEPTEMBER 23, 2016

As a sales organization, it’s easy to forget that Dreamforce is an event for more than just SaaS salespeople. But it’s so much more than that. Dreamforce is the conference of the year for all professionals looking to grow in their skill, passion, organizational health. Because of this, Salesloft sends a team of people from all different departments, running the gamut of marketing, sales, dev team and more.

Conference 52

Conference SalesForce Engineering Travel 52