Act!

APRIL 22, 2024

In other words, most businesses will see a drop in sales and revenue during such periods, resulting in cash flow challenges. Given that most small businesses are already cash-strapped, it becomes even more challenging to cater to changing customer needs and drive sales. Let’s get started.

Small Business 52

Small Business Small Business ACT Face-to-face 52

Sales and Marketing Management

JUNE 4, 2017

Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text. Create a plan.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

SalesProInsider

MAY 20, 2020

It’s estimated that 90% of sales conversations are happening virtually these days and that though skepticism remains, many people, more than 50% believe that this mode of selling is as effective as our old practices. A New Mindset for a Proven Sales Mode. Or “My clients like to see me face to face.” Interesting isn’t it?

Face-to-face 118

Face-to-face Travel Video Buyer 118

Sales Gravy

AUGUST 4, 2023

Sales Training Is An Investment In YOU In this episode of the Sales Gravy Podcast, Jeb Blount is joined by Sarah Browner, the Global Sales Enablement Manager at Adobe. As for salespeople, you’ll find out why it’s critical to continue advancing your skills and investing in yourself throughout your sales career.

Sales Enablement 82

Sales Enablement Hiring Face-to-face Training 82

Force Management

OCTOBER 8, 2020

This post is an extension of the Ten Reasons Why Our Sales Training Is Different. The impacts of the pandemic have left many sales leaders to shift priorities and find new ways to equip their sales teams to succeed. Like many companies, we’ve had to refine our sales engagement and delivery process. Read it here.

Training 147

Training Face-to-face Coaching Exercises 147

Sales and Marketing Management

JULY 22, 2020

But, while many teams are sending emails, they’re not all maximizing it as a marketing tool. Additionally, you can also use this area to let your recipients know about an event you’ll be attending, thus planting the seed for an in-person meeting so you can continue the conversation face-to-face. . Make Them Your Mouthpiece.

Top of Funnel 177

Top of Funnel Real Estate Face-to-face Promotion 177

Sales Hacker

NOVEMBER 14, 2022

Sales + the pandemic = video. This means skills for impactful communication over video are an essential part of our updated sales competency toolkit. Bonus: Learn when to use video in the sales process (with video examples!). Bonus: Learn when to use video in the sales process (with video examples!). Boy, was I wrong.

Video 112

Video Face-to-face Real Estate Intent 112

Julie Hanson

MAY 10, 2021

And want to know the ONE THING you can do to immediately improve your connection with your customer and increase interaction on virtual sales calls? The first few moments of any virtual sales call, presentation, or demo should be dedicated to establishing a connection with your customer. Got ONE MINUTE? Always start with full video.

Video 86

Video Face-to-face Up-Sell Coaching 86

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

MAY 21, 2020

There’s nothing novel about virtual post-sale client abandonment. What is novel about this post-sale scenario, to you, is that now you have to sell virtually. Because what has not changed is that once a coveted contract is consummated, what is the next sales step? In spite of all your pre-sales assurances.

Revelation 141

Revelation Face-to-face Retention Distribution 141

Julie Hanson

FEBRUARY 1, 2021

Here is a common example of customer body language that is widely (mis)read on video: Resting Business Face. Resting Business Face” (noun) – informal. This passivity is communicated via limited body language and their expression (or lack thereof), AKA resting business face, is easily misinterpreted. What’s the problem?

Video 121

Video Face-to-face Call-back Guarantee 121

Julie Hanson

DECEMBER 10, 2020

Surely you can find the occasional reason to smile in a sales conversation! But think about what good news you may be sharing and let your face know! For free tips, tricks, and tools, sign up for our newsletter here. For workshops, keynotes, and events, get in touch with us here. For example, are you: Solving a problem?

Video 120

Video Face-to-face Up-Sell Conversion 120

Julie Hanson

MARCH 11, 2021

It’s a very easy habit to fall into because we are naturally drawn to the human face. And learn how to make natural, inviting eye contact, as we teach in our Selling On Video Master Class and Workshops. For workshops, keynotes, and events, get in touch with us here. * Selling on Video. Where our eyes go, our attention goes.

Video 139

Video Face-to-face Study Up-Sell 139

The Pipeline

FEBRUARY 11, 2013

It took some effort and focus to get sales people to adopt this style of interaction, especially after years of pitching and doing things the traditional (old) way. Many sales people had difficulty being comfortable and effective in the vast openness provided by this style of questions. There are very few if any absolutes in sales.

Call-back 313

Call-back Face-to-face Cold Calling Consultative Selling 313

SalesProInsider

JUNE 11, 2020

With more virtual sales conversations occurring these days than ever, what can you do to make sure that you maximize the productivity and the efficiency of your efforts in that conversation, in that sales opportunity? So, we’re going to break the preparation into two levels for these virtual sales. What Can You Control? .

Conversion 96

Conversion Face-to-face Video Fashion 96

Mindtickle

JULY 10, 2020

Continuing to share knowledg e across remote customer-facing teams is key to making sure everyone is using the same playbook to effectively engage with customers, partners and internal teams, no matter where they are. Sales processes they go through. As reps move through the sales cycle, it’s not uncommon to miss steps in the process.

Collateral 71

Collateral Face-to-face Sales Enablement Objections 71

Distribution Pricing Journal

OCTOBER 9, 2023

Several of our subscribers reached out to us to comment that although remote work provides the advantage of flexibility and location independence, certain elements of pricing management could be enhanced through face-to-face interactions. Spending time directly with reps face-to-face builds trust and collaboration.

Meeting 52

Meeting Face-to-face Distribution Ideal Customer Profile 52

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. The right tools are essential. But how do you do that ethically?

Training 98

Training Policies Guidelines How To 98

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals. You’ll have to read on.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Julie Hanson

JANUARY 4, 2021

The best lighting for video is sitting directly facing your chosen light source, allowing the light to illuminate your face. For workshops, keynotes, and events, get in touch with us here. * For free tips, tricks, and tools, sign up for our newsletter here. . * Find the best spot and stop! This is it.

Face-to-face 93

Face-to-face How To Video Call-back 93

Autoklose

MARCH 11, 2024

Prospecting is a high-stakes game, so many sales reps make the mistake of being too pushy in an attempt to quickly convert leads into sales. Then, come up with useful ways that will facilitate their everyday work or solve particular issues that they’re facing on a daily basis. Recommend a Connection for an Open Position 3.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Leads 98

SBI Growth

OCTOBER 15, 2013

This post answers the most persistent question facing HR leaders who support Sales organizations. “ How can HR help Sales Make the Number? ”. It’s a convenient tool to assess HR’s support for sales. How Sales Support Becomes Agile. Partnering with Sales presents unique challenges.

Hiring 303

Hiring Social Media Ideal Customer Profile Microsoft 303

The ROI Guy

AUGUST 27, 2018

If you are using Interactive Value Selling and Marketing Tools, you may be sitting on a wealth of customer intelligence that you could be leveraging. Self service Value Marketing Tools from Alinean collect data directly from each prospect and customer, including key profile data and metrics about their current challenges and opportunities.

Ideal Customer Profile 55

Ideal Customer Profile Tools Eloqua Customer 55

Julie Hanson

DECEMBER 30, 2021

The reintroduction of face-to-face meetings in 2021 revealed a stark contrast between the virtual and in-person experience, reminding both sellers and buyers just how far virtual communications have to go. Most buyers on virtual sales calls) Most virtual sales meetings are monologues, not dialogues.

Selling Skills 62

Selling Skills Face-to-face Up-Sell Buyer 62

Hubspot Sales

JUNE 21, 2022

However, it's also a recipe for stress, frustration, and low morale — which, when left unchecked, can quickly affect sales performance. It's no surprise that sales is a tough game, making it essential for sales leaders to keep their team's morale high. How Mood Impacts Sales [Stats]. How Mood Impacts Sales [Stats].

Face-to-face 89

Face-to-face Lead Rank Lead Scoring Sports 89

Partners in Excellence

MARCH 24, 2022

Too often, I get asked to do a different version of the same speech, or a different version of the same workshop, or to write about the same issue, trying to get a new twist or slightly different approach. For years, I’ve had a desire to be unemployed—that is to work myself out of my current job. XaaS (Mostly SaaS) is new!!

Face-to-face 101

Face-to-face Engineering Up-Sell Consumer 101

Babette Ten Haken

JUNE 30, 2020

Serving nothing more substantial than an inside-out marketing and sales purpose, via a pre-packaged library. Now let’s face it. Engage me to present one of my One Millimeter Mindset speaking programs, workshops or mastermind groups. Why rely on a hit or miss storytelling strategy to acquire and retain clients? Consistently.

Engineering 136

Engineering Face-to-face Retention Strategy 136

Your Sales Management Guru

SEPTEMBER 21, 2015

What Happened at the End of the Sales Leadership Training Workshop? It was an interesting out come at the end of the two day Sales Management Training Workshop last week… We discussed the Role of Sales Management, what Strategies face sales managers and focused on the Execution of sales management tactics.

Lead Rank 40

Lead Rank Lead Scoring Hiring Face-to-face 40

BuzzBoard

FEBRUARY 15, 2024

In today’s hyper-connected landscape, local businesses face fierce competition for customer attention. This guide equips you with the knowledge and tools to sell this powerful service and help your clients thrive. Partnering with relevant influencers adds a layer of trust and authenticity to your marketing message.

Social Media 52

Social Media Influencer Promotion Media 52

Mindtickle

JULY 10, 2020

Continuing to share knowledge across remote customer-facing teams is key to making sure everyone is using the same playbook to effectively engage with customers, partners and internal teams, no matter where they are. Sales processes they go through. As reps move through the sales cycle, it’s not uncommon to miss steps in the process.

Collateral 52

Collateral Face-to-face Sales Enablement Objections 52

Julie Hanson

FEBRUARY 19, 2024

Add to this managing tools, trying to engage passive prospects (who often aren’t on video) and it’s a wonder virtual audience’s stay awake! The first thing to go when your energy is low is your facial expressions, thus the common “Resting Business Face” we are so often subjected to in virtual meetings. He is not alone.

Energy 62

Energy Lead Rank Lead Scoring Face-to-face 62

Hubspot Sales

APRIL 6, 2020

Whether you specialize in inside sales or are a field sales pro, you have likely picked up a lead or two at an event or trade show at some point in your career. Host webinars and online workshops. According to Xant, 73% of marketing and sales leaders credit webinars as a way to generate high-quality leads.

Trade Show 111

Trade Show Sales Qualified Lead Lead Rank Lead Scoring 111

Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units. Why do sales teams experience high turnover? In short, yes.

Churn 117

Churn Hiring Survey Hubspot 117

Sell Integrity

DECEMBER 21, 2020

It’s been a learning process for all of us, adapting and adjusting on the fly to remote work environments and new sales realities. If anything, 2020 reinforced our core values and beliefs as a company: That people will rise to the occasion when they have the right support, insights, inner drive and tools to do so.

Face-to-face 68

Face-to-face Webinar Metrics Lead Rank Lead Scoring 68

Julie Hanson

NOVEMBER 4, 2020

Before virtual selling, there were very few opportunities for us to come face to face with how we look in real time, so a little apprehension is expected. . One strategy is to record your next video sales call and watch it back. find out what training or tools you need to improve. As well as how your audience sees you.

Video 77

Video Face-to-face How To Construction 77

Zoominfo

OCTOBER 15, 2019

And yet, sales reps constantly look for ways to improve their sales email strategy. Opening A Cold Email Template Ready to start a conversation with any sales prospect in your database or CRM? While this email approach is effective, it faces worldwide restrictions. For example: Japan.

Scale 113

Scale Intent Face-to-face B2B 113

Babette Ten Haken

MAY 19, 2020

So yeah, while the sales guys and gals get all the customer acquisition glory and credit, consider your own mission-critical role. Whether facing customers in-person or virtually. Regardless of whether you actively acquire clients, or not, you impact client retention. Theirs and yours. Not only that. Here’s the good news. Together. .

Retention 134

Retention Webinar Metrics Hiring Face-to-face 134