The Pipeline

MARCH 6, 2013

Better to look at a sale as an exercise in building. One example is the propensity to present proposal way too soon, long before key facts are uncovered. I was taught that there are five things that have to be in place in order for a proposal to be properly underpinned and solid.

Proposal 275

Proposal Face-to-face Exercises Pipeline 275

Sales and Marketing Management

MAY 23, 2019

Rather than being just a bunch of recognizable components, I propose brands are “Storehouses of Value” reflecting the perceptions of current and potential consumers. If yes than applying traditional tools of analysis and branding becomes a very interesting exercise and approach. The Value We Bring.

Hiring 176

Hiring Exercises Consumer Analysis 176

Partners in Excellence

SEPTEMBER 14, 2023

Perhaps in developing a proposal, getting resources or support. As you see systemic issues across the sales organization, for example getting complex proposals prepared, finalizing pricing/contracts, look at the workflow, redesigning it to make the process simpler. Getting things done internally is, sometimes, critical for sellers.

CRM 129

CRM Proposal Maximizer Up-Sell 129

Bernadette McClelland

SEPTEMBER 24, 2012

The exercise is not dissimilar to someone tracking their every morsel of food if watching their weight or exercising at a gym if they are also watching their weights. Write your proposals in a coffee lounge where there is no wi-fi. Do you even know? Create some new standards and rituals that will serve you.

Social Media 281

Social Media Exercises Proposal Media 281

Anthony Cole Training

JANUARY 11, 2013

I want you to take a look at this list and either use it or revise to to fit your view of required competencies and then go through the exercise for yourself and then in your next sales meeting with your team. Presenting a dynamic proposal. Presenting a dynamic proposal. 5 step exercise. Capacity to invest. Consulting.

Influencer 183

Influencer Hiring Exercises Proposal 183

SBI Growth

AUGUST 22, 2013

It follows the format of your typical sales proposal. Presentation - the candidate presents the proposal to a Review Panel that consists of the hiring manager, HR and an objective 3rd party. It’s true that sample presentations, proposals or business plans give valuable insight. And it''s reserved only for finalists.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

SBI Growth

AUGUST 11, 2013

Of course, the QBR is a necessary evil, annoying exercise. The real problem is in how we think about the exercise as a whole. Address and discuss your proposed metrics. This shouldn’t be a “one and done” exercise. Aren’t we great?“. In it’s best form it strengthens relationships.

Exercises 257

Exercises Face-to-face Vendor Churn 257

Sales and Marketing Management

FEBRUARY 13, 2020

As discussions of risk surface, sales professionals must be prepared to propose a clear path through challenges. At the same time, the customer is engaging in an exercise designed to help them crystalize their understanding of the challenges and goals they’re facing. This characteristic of selling is the priming effect at work.

Influencer 262

Influencer Journal Lead Rank Decision Maker 262

Understanding the Sales Force

DECEMBER 22, 2014

You’ve made your New Years resolutions to exercise, lay off the carbs, lose weight, be kind, leave the cell phone in another room at night, close the laptop by 7PM, and be an all around better person. What are the metrics to close one – in other words, how many proposals, demos, qualified opportunities, prospects and suspects does it take?

Face-to-face 275

Face-to-face Commission Exercises Sales Qualified Lead 275

SBI Growth

AUGUST 11, 2013

Of course, the QBR is a necessary evil, annoying exercise. The real problem is in how we think about the exercise as a whole. Address and discuss your proposed metrics. This shouldn’t be a “one and done” exercise. Aren’t we great?“. In it’s best form it strengthens relationships.

Exercises 221

Exercises Face-to-face Vendor Churn 221

SBI Growth

DECEMBER 23, 2012

Submit a proposal (Phase 3). The above exercise is a useful one for developing a hypothesis. The above exercise is a useful one for developing a hypothesis. The reps race to get proposals on the table as fast as possible. Identify need (Phase 2). Negotiate pricing (Phase 4). Submit contracts (Phase 5). It doesn’t work.

Forecasting 316

Forecasting Sales Forecasts Top of Funnel Proposal 316

The Accidental Negotiator

AUGUST 13, 2021

One thing that you can do is to set benchmarks for this exercise, and try to ask more questions each time. If you’d like to get some practice doing this you can do an exercise with someone close to you, such as your parent, partner or child. In many cases this exercise can have a big impact. Use The Reward System.

Negotiation 98

Negotiation Exercises Proposal System 98

Anthony Cole Training

OCTOBER 18, 2012

When I first got into sales with Nautilus Exercise Equipment in Dallas, Texas I didn't know that I really wasn't in sales. Sure you might fill in some of the blanks with a Universal Gym and some free weights but almost every substantial fitness facility included Nautilus Exercise Equipment. Why is that a problem?

Hiring 198

Hiring Exercises Proposal Decision Maker 198

Product Management University

JUNE 9, 2021

Implementing an Outcome-Based Product Enhancement Process is a complete solution that includes 24 minutes of video instruction, 3 hands-on exercises and a step-by-step guide for implementation and rollout. We look forward to more lessons together using the full Proficientz program of 14 on-demand lessons and exercises.”.

Course 52

Course Exercises B2B Proposal 52

Mereo

JANUARY 12, 2023

These could include prospecting, discovery, value mapping, proposals or any combination. Role-play exercises that carry through your kickoff involve small group activities. Further enhance your team’s discovery skills as a networking exercise. Be intentional about your small groups.

Exercises 41

Exercises How To Networking Intent 41

Hubspot Sales

FEBRUARY 21, 2023

For example: Another approach is to use role-playing exercises. A candidate with high coachability will reflect, self-diagnose, and propose improvements. In your next interview, expect to answer a few behavioral questions that test your willingness to learn and grow. If you reply, "I did great, no improvements needed!"

Hiring 92

Hiring Coaching Face-to-face Exercises 92

Partners in Excellence

JULY 17, 2023

Some of the sales people said, “We got an RFQ, so we put it in the proposing stage. Even before we did this exercise, they didn’t have enough opportunities in the qualified pipeline, but now, purging the pipeline of these bad deals, they felt they were facing a disaster. Yet they had not yet spoken to the customer!”

Pipeline 78

Pipeline Ideal Customer Profile Analysis Face-to-face 78

The Pipeline

OCTOBER 8, 2012

Lead – Prospects – Pre-Proposal – Proposal – Initial (verbal) Agreement – Won Business (Closed). They conduct these meetings neither to help their reps, or to understand the state of their pipeline (all their reps’ pipelines rolled up to one), they do it as a CYA exercise.

Pipeline 244

Pipeline Opportunity Top of Funnel Funnel 244

SBI Growth

MARCH 22, 2013

Module 24: Performing Your Role in the Sales Process - Addresses all requirements of the sales manager as a participant in the sales process (sales calls, presentation review, proposal development, etc.). Interactive Exercises. Talent Management and Development. Also note that we design each module with a number of elements: Pre-work.

How To 312

How To Sales Leadership Exercises Proposal 312

MTD Sales Training

NOVEMBER 11, 2011

This is just a useful exercise to test their current mindset and how they currently handle resistence - it’s just a tool that can help you gain a deeper insight into the sales person’s character. In, “An Effective Way To Identify Top Sales People,” I proposed a role playing situation to use with the sales applicant.

Hiring 220

Hiring Proposal System Commission 220

Pipeliner

APRIL 14, 2023

Or when the validation of a proposed solution’s effectiveness eases a prospect’s anxiety. Proofs-of-Concept (POC’s) preview larger solutions through smaller, limited exercises, providing insights to the client into expertise and delivery capability. Viable options, for sure, but ones that must be very carefully contemplated.

Face-to-face 52

Face-to-face Scale Ideal Customer Profile Proposal 52

No More Cold Calling

JANUARY 20, 2015

You’ve got your head down, drafting a proposal or implementing a complex solution with a client. You’re firing on all cylinders, while still trying to make time for sleep and maybe even a little exercise. Business is booming, and the adrenaline is coursing through your veins.

Referrals 120

Referrals Energy Social Selling Proposal 120

Highspot

JANUARY 29, 2024

It’s easy to have tunnel vision and get wrapped up in your proposal. Role-playing Exercises: Work with sales managers and leaders to conduct realistic role-playing scenarios that simulate actual negotiation situations. Conduct debrief sessions after role-playing exercises to discuss strengths and areas for improvement.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

The Accidental Negotiator

DECEMBER 2, 2022

You need to set benchmarks for this exercise, and try to ask more questions each time. In order to get you to do more listening here’s an exercise to do with someone close to you, such as your partner, parent, or child. This exercise can have a big impact on the other side’s view of your understanding of their point.

Negotiation 52

Negotiation Exercises Face-to-face Proposal 52

Nutshell

MARCH 19, 2024

Percentage of deals: Calculate how effective your sales rep is by dividing the total of won sales by the total proposals sent over a specific period to get a closed rate percentage. You should also exercise a quarterly sales productivity audit to determine whether you need to make any major sales process changes.

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

Product Management University

MAY 14, 2018

It’s a mind numbing exercise for product managers and developers and in most cases a fool’s errand. This assumes the collective features you’re proposing are critical for a large majority of your target customers. Senior executives often request a product feature ROI prior to approving plans for product development.

ROI 40

ROI Exercises Proposal Segment 40

Hubspot Sales

JUNE 7, 2023

Next, go through the same exercise from the prospect’s perspective. Some companies will need to have their legal teams look the proposal over. It’s hard to think clearly when you're in the hot seat, so without a well-defined strategy you might end up agreeing to unfavorable terms or even losing the deal. First, know your goals.

Negotiation 107

Negotiation How To Buyer Face-to-face 107

The Pipeline

JUNE 18, 2019

But Plan B is not a distraction or cleansing; it is by design, a consuming exercise that if done thoughtfully and completely, will deplete resources from the primary goal. However, thinking about Plan B is not cleansing the pallet, but confusing the pallet. The New Plan A. Shifting attention from one task to another harms both activities.

Resources 252

Resources Energy Commission Exercises 252

SalesLatitude

OCTOBER 11, 2018

Their teams are taking time away from clients, proposals, RFPs, research, and maybe even their families if they are traveling. reading emails and proposals ? When you are doing team building exercises, you need the team to be present. I’m frequently shocked to see sales leaders distracted by their phones, computers and iPads.

Meeting 73

Meeting Proposal Exercises Travel 73

Sales Hacker

JANUARY 23, 2023

They engage in the most complicated mental gymnastics to avoid doing the simplest actions: eat fewer calories and exercise more. Eat That Frog” & complexity bias — e.g., how your selling day gets lost on unproductive activity Have you ever avoided making a cold call in favor of writing emails, answering DMs, or creating proposals?

Sales Process 76

Sales Process Hiring Cold Calling Proposal 76

Julie Hanson

JUNE 22, 2023

Decision makers naturally exercise caution regarding trust, and building it takes time. ” Even though you may have secured the meeting with your ideas or proposal, it’s essential to let the decision-maker do most of the talking. However, certain behaviors can quickly earn or lose trust.

Decision Maker 62

Decision Maker Face-to-face Exercises Meeting 62

Sales 2.0

AUGUST 29, 2022

In a sales management context, you may be asking questions about a deal stuck in the pipeline, a proposal that has been submitted etc. This is essentially a bit of a “pain amplification” exercise but hopefully done in good spirit. vs asking questions about your prospect’s situation. Problem : Here’s where you start really diagnosing.

Sales Management 39

Sales Management Face-to-face Promotion Proposal 39

SBI

OCTOBER 27, 2020

Unfortunately, according to Forrester, buyers’ indicate that 80% of sellers still pitch their products / services, while only 20% are focused on what buyers really care about: personalized help assessing their challenges and a focus on the business value outcomes that can be achieved with proposed solutions.

ROI 108

ROI Pivotal Buyer Lead Rank 108

Mereo

AUGUST 20, 2020

prospecting, discovery, proposal, objection handling, negotiation, account expansion), sales tools (e.g. While training activities should blend together classroom instruction, role-play exercises and activation strategies. Training content should include education on the buyer (e.g.

Sales Enablement 67

Sales Enablement Ideal Customer Profile Negotiation Proposal 67

Emissary

MARCH 2, 2023

For example, when preparing for an actual target meeting, subscribers can take unique advantage of Advisors’ experience by inviting them to represent a buyer point of view at Sales Kick Offs (SKOs), external marketing events, internal product focus groups, account planning workshops, and sales training exercises. The results are unmistakable.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Hubspot Sales

SEPTEMBER 30, 2019

Objection handling training exercises. this sales training exercise involves playing recorded sales calls or meetings and discerning the good, the bad, and the ugly. I once spoke to a software engineer who described his job as "coming in and figuring out how to break our software everyday." Listening to and assessing call recordings.

Hiring 140

Hiring Training Hubspot Exercises 140

BuzzBoard

FEBRUARY 8, 2024

Use platforms like LinkedIn or email to introduce yourself, express your interest in their operation, and propose an in-person meet at the event. Exercise patience and genuine interest in their business needs. Make a point to connect before the meetup. Offer insightful suggestions, and business will naturally follow.

Networking 52

Networking Decision Maker Trends Pivotal 52