Win more with old-fashioned, in-person sales meetings

Membrain

Despite reports to the contrary, the old-fashioned, in-person sales meeting isn’t dead. Sales Process Sales Management Sales Enablement

How to Train a Sales Team on Products: Use Modern Software, Not Old-Fashioned Training Techniques

Zunos

These traditional sales training methods are inadequate for modern sales teams. Because they all rely on sales professionals having to memorize a ton of product information and recall it days, weeks, or months later. Role playing has its place in sales training.

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Five Tips for Being a Better B2B Sales Manager

Sales and Marketing Management

Author: Kevin McGirl Sales managers have a tough job. A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable. From identifying better sales opportunities, to accessing information anytime from anywhere, sales managers – and their teams – can now engage with customers far more effectively. . Success in sales demands quick reflexes.

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Sales Managers—Pay Attention to How Your Reps Communicate

No More Cold Calling

Can your sales reps put a sentence together? Sales managers, listen up. Even the most effective sales techniques fall short if your team sounds, well … stupid. Sales reps want a call back ? ” Does that mean everything else your sales reps have been saying is dishonest ? And it’s time for sales managers to pay attention to the words their teams use when communicating with prospects and clients. And in Sales 2.0,

Sales Management Software: Don’t Forget CPQ!

Cincom Smart Selling

Sales management software tools cover a vast amount of functional territory. The sales management process involves many things that are not directly tied to selling. Complex organizations often require sales managers to oversee many mundane tasks and processes that support the organization itself but offer little in return in the form of increased sales, shorter closing times or happier customers. After-sale support.

Sales Management Software: Don’t Forget CPQ!

Cincom Smart Selling

Sales management software tools cover a vast amount of functional territory. The sales management process involves many things that are not directly tied to selling. Complex organizations often require sales managers to oversee many mundane tasks and processes that support the organization itself but offer little in return in the form of increased sales, shorter closing times or happier customers. After-sale support.

CPQ Software and Multiple Channel Sales Management

Cincom Smart Selling

If your sales strategy includes moving your product and services through multiple selling channels , you know very well that all channels are not created equal. Forcing a sales relationship model that works for selling into the heavy-industrial-equipment world upon a market that serves financial services is a recipe for failure. Let’s look at some factors that physically differentiate one market from another and also how that market channel might be managed.

Is the bandwagon effect destroying your effectiveness?

Membrain

What do fashion trends, U.S. elections, and your sales team have in common? Sales Management ResearchThey’re all influenced, for better and worse, by the bandwagon effect.

Sales Manager Clean Slate Checklist for the New Year

Braveheart Sales

One filled with hope and promise – a clean slate – and, yes, new sales goals. Here is a quick checklist for sales managers to make sure you have everyone focused correctly. Each individual salesperson must know what’s expected of them regarding sales. This includes where the sales need to come from – will it be from new clients, an expansion of existing clients, or some combination of the two? It’s a new year!

Sales Enablement, The Sound Of One Hand Clapping

Partners in Excellence

I’m a huge fan of sales enablement and some of the outstanding sales enablement practitioners who I count as friends. I think, however, one of the biggest problems with sales enablement is not what they do, or the quality of the programs they develop.

Closing Sales, Process, Hauntings, Training & More

Understanding the Sales Force

It''s very fashionable - and a best practice - to continue promoting the most-read, most-liked, most-favorited, most-shared, most-tweeted and most-commented articles; but I don''t think anyone has gathered up their worst work and said, "Look at this!" Dave Kurlan sales process sales training sales motivation Sales Tactics Closing Sales sales compensation sales opportunities bb king how to be memorable time management for sales managers sales methodologies

Full Cycle Sales vs. SDR/AE model

MEDDIC

In the early 2000s, within just a few years, we (tech sales people) somehow magically started switching from the full cycle sales models to the now over-popular SDR/AE model. Many sales teams should now reconsider the model and maybe return to full cycle sale when justified.

On Measures, Metrics, KPIs

Partners in Excellence

In selling (marketing, sales, customer experience) and business, in general, data, measures, metrics, and KPIs are important, and, sometimes, helpful. Early in my selling career, my manager was concerned about sales people spending too much time in the office.

“This Is Not A New Concept….”

Partners in Excellence

It’s a lot like the fashion industry, every year, that which was “new and fashionable” is displaced by something newer. It is no longer fashionable to talk about sales enablement, now it’s revenue enablement.

Helping Managers Coach…

Partners in Excellence

Perhaps a small number of people don’t really understand why it’s so important, but agree because it’s fashionable. Most of the data shows: Too many managers aren’t coaching their people. For those that do coach, the amount of time they spend coaching is way too low (some research shows the majority of managers spend less than 90 minutes a week, in total–across all their people, coaching. And we fail our people and our managers.

It’s Prediction Season Again

Partners in Excellence

It’s that time of year where it’s fashionable to make predictions about the big issues for sales, marketing, and customer experience. Quota performance continues to decline, customers are finding alternatives to working with sales people and even leveraging our content. In fact, for the past 5 years, one of the most popular predictions of “gurus” is the “death of sales.” And managers must recognize their people are their customers.).

Driving Innovation In Selling

Partners in Excellence

Another conversation, recently, “Slack doesn’t have sales people, perhaps……” First, Slack does have sales people, but let’s imagine they don’t. It’s hugely fashionable right now, so many organizations are trying to copy it.

3 Tips To Communicate More Effectively With Your Sales Team

MTD Sales Training

As today’s buyers are more educated and sophisticated, sales management must realise that today’s sales people have evolved as well. When communicating with sales people it is very easy to belittle or disrespect them inadvertently. When this happens, it is often because although your words may have been uplifting, the message the sales person received was not. Instead, lend value to the question and simultaneously uplift the sales person.

How Things Get Done (Or Not)

Partners in Excellence

Every organization I work with has everything a sales organization should have in place. We go down laundry lists all the programs, tools, processes that are in place: CRM and the classic “sales stack?” Check, every sales person has access to Sales Navigator.

Virtual Selling Is Not The Future Of Sales! Part 2

Partners in Excellence

It’s become high fashion to declare the future of selling is “virtual.” For example, sales people can make back to back sales calls through the whole day. Customers aren’t finding sales people helpful, so they are looking for help in other places.

7 Overused Words You Should Avoid

No More Cold Calling

And in Sales 2.0, A buzzword (a term first used in 1946 as student slang) is a word or phrase used to impress, or one that is fashionable, according to Wikipedia. Disrupt, disruptive innovation, disruptive technology: These seem to be the fashionable phrases from 2013, and I say we leave them there. Associations Enterprise Sales Management Small Business Is anyone else tired of hearing buzzwords? It has been said that cursing shows a lack of vocabulary.

Sales coaching – What are you doing for your top performers?

Sales Training Connection

Sales Coaching. One sales coaching question frequently asked is – Where should we focus our sales coaching efforts to optimize the impact on revenue generation? The answer is – focus on the 60% of the sales people that are in the middle of the performance curve. While the above answer is widely accepted, it does not mean that coaching top sales performers should be totally neglected. In the case of top performers sales coaching is more about the former.

Start With The Customer

Partners in Excellence

Our demand gen, marketing, sales organizational design, sales processes, customer experience—all of it are generally designed around us. It’s become fashionable, recently, to apply manufacturing principles to our Go To Customer strategies.

Leadership Is Not About “Monitoring”

Partners in Excellence

Too often when I speak to sales managers, they focus on “monitoring” their sales people. Are the sales people hitting their goals on prospecting calls, customer meetings, and so forth? Technology provides a better job of monitoring than most managers can. We don’t need managers wasting their time on monitoring and wasting sales people’s time on telling them what most tools are already telling them.

Is sales coaching really necessary?

Sales Training Connection

Sales coaching. Sales leadership talks about it all the time. Sales consultants advocate it and Sales Managers say they would like to do more of it if they had the time. The “it” of course is sales coaching. Yet if you nose around, you will often find less sales coaching is occurring then might be expected given all the voices of advocacy. So sales coaching gets put off until Friday and it never happens. Reinforces Sales Training.

Getting sales coaching right – don’t do too little, too late

Sales Training Connection

Sales Coaching. Sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more of it if they had the time. The “it” of course is sales coaching. Yet if you nose around, you will often find less sales coaching is occurring then might be expected given all the voices of advocacy. So sales coaching gets put off until Friday and it never happens. . Reinforces Sales Training.

Sales Processes Research 2020 – Something Old, Something New

Sales Hacker

Despite the huge growth in marketing and sales automation, along with the growing popularity and acceptance of self-service sales processes, reports of the death of the salesperson are greatly exaggerated, to paraphrase Mark Twain. What’s the best sales follow up?

PODCAST 148: Lessons Field Sales Can Learn From Inside Sales with Kristin Twining

Sales Hacker

Subscribe to the Sales Hacker Podcast. Lessons from inside sales mid-pandemic [18:50]. Kristin on the future of sales [23:04]. Sam Jacobs: This week, we’ve got another great episode for you with Kristin Twining , VP of business development and inside sales for FireMon.

Introductions all around: It’s Time for Online to Meet Offline

No More Cold Calling

Showing up counts—in life and in sales. Your networking prowess is critical for sales effectiveness. As a sales professional, you’re already good at all that. Thankfully, there are plenty of opportunities to develop and manage your referral network. While social media can help you begin conversations, turning those connections into relationships means socializing the old-fashioned way—offline. Associations Enterprise Sales Management Salespeople Small Business

Cavemen Would Have Been Great Salespeople

No More Cold Calling

We’ve simply forgotten what we know to be true: Face-to-face cannot be replaced —not in life, and certainly not in sales. In sales, your relationships are your meal ticket. So embrace your inner caveman (or cavewoman), and start connecting with people the old-fashioned way—in person. Associations Enterprise Sales Management Salespeople Small Business What can we learn from our ancestors about connecting with prospects and clients?

Message to Management: Are You Talking to Your Team?

No More Cold Calling

The same is true in sales management. The very strategies you use for attracting clients are the key to increasing sales effectiveness for your team. Whether you are CEO, vice president, or a sales manager , you play a central role in your company’s business-development process and are accountable for increasing sales and revenue. Now it’s Management by Talking Around (MBTA). Want to start increasing sales rep productivity?

Your Millennials Are Gems Just Waiting to Be Polished

No More Cold Calling

Sales organizations need to engage the next generation of rainmakers. ” and makes the case for why younger reps can be great at inside sales. What generation is better suited to engage customers in this fashion than millennials? So what does this mean for sales organizations and sales managers ? Articulate that to your millennial sales team and watch them soar. But does that mean sales reps over age 30 are becoming obsolete?

How This Slight Change In Mindset Will Smash Your Sales Targets…

MTD Sales Training

Most salespeople are set sales targets. The problem with being in sales is that everything we do is measured and if we are underperforming we are vulnerable. It’s not our sales manager’s fault. I learned many years ago that if you are exceeding target they tend to leave you alone so I made it a priority to understand how to beat my sales targets on a consistent basis. Call me old fashioned but I prefer not to be hitting target on New Year’s Eve!!

Choosing the Right Sales Motion for Your Business (28 Real-World Examples)

Sales Hacker

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Inside sales. Low-touch sales.

Are Referral Leads Waiting in Your Inbox?

No More Cold Calling

Mark Hunter and Andy Paul shared similar data at Dreamforce 2013 , suggesting that 40 to 80 percent of sales leads are never followed up on. ” The only thing dumber than dropping the ball on inbound sales leads is failing to follow up on referrals. Communication is key to keeping current customers happy, not just during the sales process but also during and after implementation. Or better yet, stand out by sending an old-fashioned thank-you note.

Are Referrals Your Priority … or an Afterthought?

No More Cold Calling

Their sales teams waste time cold calling, when they could be filling their pipelines with hot referral leads. Imagine the impact on your sales, revenue, and profits if your team asked every single customer, colleague, and friend for referrals. For the past 19 years, sales leaders and salespeople have told me that when they receive an introduction to a prospect, they close business at least 50 percent of the time (most say 70 to 90 percent).

Forget the Shiny Toys and Wondrous Bobbles

No More Cold Calling

Don’t let technology wreck your sales pipeline. Fitbit is just the latest gadget that’s suddenly become trendy, and even a fashion statement. Our relationships are actually what seal deals —and keep our sales pipelines full of hot leads. Technology provides valuable tools for advertising, marketing, and sales research. Associations Enterprise Sales Management Salespeople Small Business

Symbiosis of Human and Machine

SalesPop

The last point to be taken up in account management is the symbiosis of humans and machines. In sales—especially in today’s ultra-competitive digital age—data accuracy is everything. In the old days sales, roles were oversimplified, with just the hunter and the farmer.

Sales Leadership – The Talent of Diplomacy

Increase Sales

Being in any sales leadership role from the salesperson up to sales management and even beyond requires the talent of diplomacy. For without the consistent application of this talent may result in one’s foot in one’s mouth not to mention the inability to increase sales. However, I believe those definitions that connect diplomacy with emotional intelligence are far stronger and more applicable for those in sales leadership positions.

The Future Of Work Is About More Than Work!

Partners in Excellence

This isn’t unique to Gen-Zs, though it’s fashionable to say they are different (where have I heard this idea before). Management!” I wrote recently of a couple of my clients that have average sales tenure of 7 and over 10 years.

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