Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. Let’s first look at how most sales reps go about doing it.

Face-to-face 253

Face-to-face Gatekeeper How To Sales Qualified Lead 253

Mr. Inside Sales

OCTOBER 25, 2021

Influencers are key to both getting through to decision makers, and to eventually making a sale. The question is: How do you properly qualify them and get them to influence the sale in your favor? Learning how much influence they have is crucial to the overall sales process. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Influencer 287

Influencer Decision Maker Face-to-face Gatekeeper 287

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. There, we looked at key indicators to assess before passing prospects to sales. Now, we’ll go further and explore strategies and best practices for improving prospect qualification.

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker.

Sales Process 142

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 142

Mr. Inside Sales

AUGUST 27, 2021

It’s no wonder I was struggling and not closing many sales! And, by the way, this is also how I help companies improve their sales process as well. If a company has, say, fifteen sales reps, then there are inevitably one or two top closers—and then thirteen sales reps who are struggling.

Objections 223

Objections Face-to-face Gatekeeper Decision Maker 223

The Sales Hunter

FEBRUARY 20, 2019

Ask yourself the following 10 questions to help assess how you’re doing with prospecting and selling: What do I feel is the #1 reason holding me back from being more successful? What would I say is the strongest part of my sales process, and what can I do to leverage it more? What is the weakest part of my process and why?

Prospecting 158

Prospecting Face-to-face Survey Motivation 158

Mr. Inside Sales

APRIL 8, 2022

For those of you who are prospecting, this objection, “We’re happy with who we’re using,” is something you most likely encounter often. Instead, I simply want to give you some information so if things change—and let’s face it, they change all the time—you’ll at least know who to reach out to. The question is: what do you say to it?

Face-to-face 156

Face-to-face Gatekeeper Decision Maker Licensing 156

Sales Evangelist

MAY 14, 2019

Even if we have the right process or the best mindset, every seller is going to encounter difficulties, so we must figure out how we'll stick to our mission and achieve greatness in the face of adversity. He had what he calls a dysfunctional life, but he learned the ability to thrive in the face of difficulty.

Face-to-face 60

Face-to-face Insurance Insurance How To 60

The Sales Hunter

OCTOBER 22, 2019

The prospect agrees to take your meeting, and they even agree to your demo call. Find out more about how to sell to multiple decision makers in my video below: You can’t be in sales long before dealing w ith this issue. The solution lies not in being more forceful with how you close, but rather, being more open with how you prospect.

Buyer 160

Buyer Prospecting Sales Qualified Lead Face-to-face 160

Mr. Inside Sales

FEBRUARY 25, 2022

If you or your team is struggling, a cause might be a fundamental flaw that many sales teams suffer from: failure to understand—and pitch to—a prospect’s unique buying motive. Let’s review the sales process briefly: Recognizing all buyers of products and services have specific needs (buying motives) they are looking to fulfill.

Motivation 156

Motivation Face-to-face Gatekeeper Sales Qualified Lead 156

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

No More Cold Calling

JULY 13, 2021

There are two parts to the sales process: Part One: Getting meetings with decision makers. You get an introduction to your prospect, and you get a meeting with the decision maker. The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Salesmate

FEBRUARY 4, 2020

Business owners always employ sales playbooks, frameworks, and various strategies. Sales methodologies have played a significant role in helping businesses realize the revenue goals. Sales have gone through many changes in the past decade. The methodology intends to guide sales professionals while selling.

Sales Process 135

Sales Process Sales Methodology Decision Maker Scale 135

MTD Sales Training

APRIL 12, 2020

Are you using online sales meetings throughout your sales process? Do it wrong and it can completely ruin the sale! Approach the meeting just as you would a face to face encounter. And don’t forget chances are there will be a close up on your face too. Virtual meetings are different to face to face.

Sales Meeting 194

Sales Meeting Meeting Face-to-face Skype 194

Highspot

JANUARY 3, 2024

Whether you’re a seasoned sales manager or a frontline rep hustling for results, we get it – the struggle is real. Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. What is Sales Closing and Why Is It Important How Does the Sales Closing Process Work?

Closing 52

Closing Training Lead Rank Negotiation 52

Gong.io

DECEMBER 14, 2022

Enter the Miller Heiman sales process — a framework that helps your team manage and close complex B2B deals. . In this article, we’ll explain the Miller Heiman sales process in detail, including what it is and what sets it apart from other sales methodologies. What is the Miller Heiman sales process?

Sales Process 62

Sales Process Decision Maker Sales Methodology Face-to-face 62

BrainShark

SEPTEMBER 10, 2023

The sales profession isn’t what it used to be. Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? It’s no surprise that 20% of salespeople say their training needs a complete overhaul. What about sales training programs?

Training 62

Training Hiring Objections Coaching 62

No More Cold Calling

JULY 27, 2023

Rachel, a sales VP at a large technology company, was frustrated with her sales team. She knew they relied almost exclusively on technology for generating sales leads. He complained that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

Mr. Inside Sales

MARCH 22, 2021

Many sales reps get frustrated by this and often try to get past these very important people, thinking that only the decision maker is worth talking to. As you can see, there are many areas and many questions you can ask which will give you tremendous insight into the sales process—if you just ask. Big mistake. Of course not!

Influencer 202

Influencer Decision Maker Face-to-face Gatekeeper 202

Shari Levitin

JUNE 30, 2021

What Your Prospects Aren't Telling You. Here are three strategies you can leverage right now to enhance your customer experience and make prospects feel like doing business with you. Since the Covid-19 pandemic, people everywhere have learned to swap the physical world for the virtual world in a matter of months. New Porsche?

Prospecting 149

Prospecting B2C Travel Face-to-face 149

Sales Hacker

JANUARY 23, 2023

But this natural leaning causes significant headaches and roadblocks when it bleeds into the sales world. Let’s talk about how to spot overcomplication in your sales process and what to do about it. A RAIN Group study from 2019 found that nearly 7 out of 10 prospects accepted at least one cold call yearly. That’s scant.

Sales Process 78

Sales Process Hiring Cold Calling Proposal 78

Mr. Inside Sales

JANUARY 15, 2021

While this context is presented as an interview, it is completely translatable to sales—and that means YOU. Let’s first look at how most sales reps go about doing it. 80% of sales reps start the same way—they start pitching. As the sales rep rambles on, I begin to yawn, roll my eyes, etc. And off they go!

Face-to-face 194

Face-to-face Sales Qualified Lead Gatekeeper Decision Maker 194

Mr. Inside Sales

JULY 25, 2020

If your sales process involves giving a presentation (virtual or otherwise), and at the end of it you provide pricing options and then close, then this article is for you. The most important step to get right is to: Get buy in from your prospect before you go into pricing! Enroll your team into my On-Demand Training here.

Face-to-face 173

Face-to-face Gatekeeper Decision Maker Licensing 173

Vengreso

DECEMBER 13, 2022

This means that more than 75% of sales organizations didn’t meet them at all. Talk about a sales managers worst nightmare coming true! And yikes, the defined sales process that everyone worked so hard at to create success bombs at the end of each year and year-over-year. Thus contributing to a good sales process.

Sales Process 59

Sales Process Ideal Customer Profile Top of Funnel How To 59

SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. Follow the 4 step process below to start this year off right. It will help you find the gaps in your current fast ramp process. You need to define productivity at the beginning of the process. Make a change in 2014.

Training 282

Training Buyer Persona Hiring How To 282

No More Cold Calling

JANUARY 26, 2017

A colleague of mine in Europe complained to me that his prospect in Paris had arranged a meeting with all the decision-makers he needed to meet. But the prospect had only given him four days’ notice. Nothing beats face-to-face meetings. Get Face to Face—With Colleagues and Clients. I had heard enough.

Face-to-face 120

Face-to-face Prospecting Decision Maker Conference 120

Anthony Iannarino

AUGUST 13, 2020

In August of 2017, I wrote about the fact that the linear sales process is broken. Because the sales conversation is nonlinear, it isn’t easy to follow a linear path from target to close. All of this is true, and none of it means you no longer need a sales process. What Is the Sales Process?

Sales Process 118

Sales Process How To eBook Sales Qualified Lead 118

Mr. Inside Sales

MAY 8, 2021

My sales numbers when through the roof when I changed one simple thing: I asked for double or even triple the deal size at the end of each presentation. What I didn’t realize at the time is that prospect’s often have a lot more budget than I think they do. And the sooner you do, the sooner you’ll find prospects who say yes.

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Face-to-face Gatekeeper Decision Maker Licensing 198

Anthony Iannarino

MAY 5, 2020

The senior sales leader said, “When I have the right team, I will train them.” The words he used betrayed his feelings about his sales team, that he didn’t feel that they were competent in their roles. Increasing B2B Sales Competencies. His salesforce is poorly led.

Training 108

Training Face-to-face B2B Coaching 108

Sales Hacker

FEBRUARY 2, 2021

It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. Before we dive into the nitty-gritty of it all, let’s first get into the definition of enterprise sales. What Is Enterprise Level Sales? Transactional Sales.

Enterprise 96

Enterprise Enterprise Ideal Customer Profile Sales Process 96

MTD Sales Training

JANUARY 18, 2012

You then directed the prospect to your company website for additional information. Will you face a strong gatekeeper screen? Will the prospect have time to talk? Will your voice present the wrong image and ruin the sales process? Has the prospect needs to hear your voice, you should hear his or hers as well.

Prospecting 271

Prospecting Face-to-face Gatekeeper Up-Sell 271

Janek Performance Group

MARCH 27, 2023

If there is one question sales leaders want the answer to it is: What’s the fastest way to improve sales performance? With other organizations, improving the sales process is the best way to drive significant sales improvement. An effective sales process is built back from a customer buying journey.

Sales Process 48

Sales Process Ideal Customer Profile Hiring Face-to-face 48

Hubspot Sales

SEPTEMBER 1, 2023

Train AI in sales, and you’ll join 81% of salespeople surveyed who agree that AI significantly reduces their manual tasks and data entry workload. Plus, insights from sales experts who are knowledgeable and passionate about using AI in sales ethically. Thoughtful execution ensures AI can be trained correctly.

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Training Policies Guidelines How To 103

PandaDoc

OCTOBER 3, 2023

Don’t worry — you are not alone: 69% of your colleagues feel the exact same way, according to Salesforce’s State of Sales 5th edition. As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. As AI evolves, sales processes will become more predictive and proactive.

Lead Rank 52

Lead Rank Sales Process Lead Scoring Outsourcing Services 52

Sales and Marketing Management

MAY 8, 2017

If only our sales teams had this kind of on-the-job parenting. Failure is a dirty word in sales, destroying the motivation to grab a Band-Aid and start anew. Instead of kicking sales personnel when they’re down, we need to effectively strategize how to train and guide them during those occasional, inevitable failures.

Training 153

Training Face-to-face Oracle Education 153

Mindtickle

APRIL 9, 2024

In the past, most B2B sales were conducted face-to-face – perhaps in a prospect’s conference room or at a golf course. Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. The shift to remote sales accelerated during the pandemic.

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52