Sales Hacker

JUNE 7, 2021

Sales customer insights. Customer business challenges/opportunities: Issues that customers face or opportunities to improve the way they do things that can motivate prospects to engage. This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

Allego

DECEMBER 13, 2023

The event industry was shaky for a while, but the entire world has realized once again the important role of community and face-to-face engagement with others. In 2024, we’ll see plenty of top-notch conferences for professionals in all industries, especially sales enablement. Music to my ears! But wait, there’s more.

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

SMEI

JANUARY 16, 2024

What is a GPT and how can it enhance my sales and marketing productivity? Idea Generation and Brainstorming : If you’re facing writer’s block or need creative ideas, GPT can generate multiple concepts or write-ups in a short time, helping in brainstorming sessions.

Tools 62

Tools Marketing Face-to-face Webinar Metrics 62

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities.

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

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

SalesProInsider

AUGUST 18, 2023

Stop, Drop, and Roll through Sales Concerns and Objections When someone shares information that is a concern, objection, or unfavorable decision, the strategy that keeps the conversation moving and increases your probability of a good outcome is to: Stop – Stop our mind from thinking ahead and stop our mouth from talking. Pause again.

Opportunity 115

Opportunity Intent Objections Face-to-face 115

No More Cold Calling

OCTOBER 31, 2019

But my electricity woes are nothing compared to what the evacuees are facing. It Takes 3 Things for Women in Sales to Be Bulldogs. When Amy referred to herself as a “bulldog,” the idea conjured up images of a pushy, arrogant, aggressive, in-your-face salesperson—the kind none of us wants to be. Are you in blackout mode?

Referrals 136

Referrals Sales Qualified Lead Face-to-face Cold Calling 136

Babette Ten Haken

SEPTEMBER 17, 2018

Virtually face-to-face or actually face-to-face. Via artificially intelligent inter “faces.” Or, do we use the two terms interchangeably? At times, our self-focused perception leaves customer service delivery up to everyone with “service” as part of their job titles. Certainly not ours. Even leading.

Customer Service 229

Customer Service Ideal Customer Profile Customer Face-to-face 229

SalesProInsider

JUNE 25, 2020

I’m sharing practical and actionable strategies for making your virtual sales conversations productive for you…and your buyer. Conversations Not Sales Meetings. Please notice I said conversation not sales meeting. Remember we’re all engaged in “P2P” sales: Person-to-person. The key to the conversation?

Conversion 118

Conversion Strategy Face-to-face B2C 118

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 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 80

Sales Enablement Hiring Face-to-face Training 80

Sales and Marketing Management

MARCH 8, 2019

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. And how do we, in turn, ensure our own sales kickoffs are effective? We recently completed our sales kickoff at InsideView. The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar.

InsideView 223

InsideView Scale Exercises Call-back 223

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

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

No More Cold Calling

SEPTEMBER 13, 2018

It takes commitment to a referral sales strategy. It’s a discipline that requires metrics, building skills, integrating referrals into their sales process, providing reinforcement and coaching, and ensuring accountability. Without these components, there’s no chance a referral sales strategy will gain traction. Let’s face it.

Negotiation 219

Negotiation Strategy Salary Referrals 219

No More Cold Calling

OCTOBER 17, 2019

That might sound like a pipe dream, but I assure you, with my referral selling virtual workshop series, it’s not. But you don’t have a proactive, intentional referral sales prospecting strategy with metrics, skills-building, and accountability for results. Many people missed out on my last workshop series, because it was summer.

Referrals 39

Referrals Cold Calling Cost per Acquisition Sales Qualified Lead 39

Mindtickle

JULY 31, 2023

In the highly competitive financial services industry, effective sales training is a game-changer. Sales reps are crucial in promoting and selling financial products and services to a diverse customer base. Let’s consider some stats.

Sales Enablement 52

Sales Enablement Face-to-face Scale Collateral 52

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

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 111

Conversion Face-to-face Video Buyer 111

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

Sales and Marketing Management

JULY 22, 2020

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. . People think of them as a sales tool for converting customers. Let’s zero in on email banners in this context.

Top of Funnel 177

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

Mindtickle

OCTOBER 23, 2020

In the context of sales enablement, change and change management can be especially challenging today. For example, field sales teams have already had to pivot to the new reality of resorting to emailing, calling and web-conferencing instead of the traditional face-to-face selling where they can rely on establishing a connection in person.

Sales Enablement 95

Sales Enablement Face-to-face Remedy Pivotal 95

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

Mindtickle

AUGUST 28, 2023

The intricacies of pharmaceutical products, stringent regulatory guidelines, and the critical role healthcare professionals play in decision-making create a complex environment for sales reps. With those unique circumstances in mind, the importance of effective sales training cannot be overstated.

Pharmaceuticals 52

Pharmaceuticals Training Face-to-face Collateral 52

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

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 workshops, keynotes, and events, get in touch with us here. appeared first on Julie Hansen | Performance Sales and Training. For example, are you: Solving a problem?

Video 120

Video Face-to-face Up-Sell Conversion 120

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 110

Face-to-face Engineering Up-Sell Consumer 110

Carew International

APRIL 1, 2021

How Top-Management Involvement Impacts the Sales Process. One of the most interesting and conflicting circumstances sales managers, leaders and executives find themselves in is whether to get involved in the sales process with one of their sales professional’s customers. The impact could literally make or break the deal.

Study 84

Study Face-to-face Policies Sales 84

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 Webinar Metrics 52

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

Braveheart Sales

JANUARY 22, 2024

Let’s face it. In the realm of sales leadership, the start of a new year is not merely a calendar change. It's akin to a medical check-up for your sales strategy — a time to diagnose underlying issues and plan for robust health in the year ahead. January isn’t exactly the greatest month of the year. It’s the first month, sure.

Webinar Metrics 52

Webinar Metrics Face-to-face Sales Leadership How To 52

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

Anne Miller

OCTOBER 6, 2022

How do you attract people to a field (sales) that they think has a notoriously suspect reputation? How do you turn perceptions of sales as a “pushy,” “manipulative,” and “untrustworthy” endeavor into a respectable opportunity that could launch participants into a world of respectable and lucrative work? Selling Sales with Stories.

Face-to-face 118

Face-to-face Journal ACT Up-Sell 118

MEDDIC

MARCH 10, 2020

We are now facing an exceptional situation due to the Coronavirus outbreak globally. Conferences, Meetings, Sales Kickoffs and even QBRs are cancelled. Use this link for a 25% off price on our MEDDIC Bundle and this one for our Full Program (courses plus live online workshop). Two Live Online Workshops per month.

Cancellation 75

Cancellation Licensing Face-to-face Enterprise 75

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. * The post How to Find the Best Lighting for Your Zoom Call appeared first on Julie Hansen | Performance Sales and Training.

Face-to-face 93

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

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