2 Ways to Understand Your Buyer’s Needs: Why Insurance Agents Should Understand Demand & Non-Demand Sales Cycles

Hyper-Connected Selling

(If this article resonates for the challenges you have in your agency, be sure to check into the Small Business Sales Manager Coaching Program ). In coaching hundreds of insurance agents over the years, I’ve become aware of a challenge that has arisen for many of them.

Study reveals suprising attributes of higher quality leads

Velocify

Today we’re sharing a gold mine of valuable insight on what makes for a higher quality lead in insurance, mortgage and education. We’ve mined data from millions of leads and identified characteristics that lead to improved sales conversion.

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The Sales Playbooks Every Sales Team Needs

Costello

In our latest research done in partnership with Databox , marketers and sales managers agree that playbooks improve the effectiveness and efficiency of calls, help train new salespeople and ensure product and services are correctly positioned. Scripts for New Sales Reps.

5 Part Sales Meeting Agenda for Structure and Success

criteria for success

The purpose of any sales meeting with a prospect is to inch towards the close. In order to do so, it's imperative for salespeople to develop a sales meeting agenda beforehand that'll guide the conversation in the right direction. Sales Meeting Agenda: What is Your Goal?

Sales Call Preparation

Platinum Rules for Success

That statement is especially true in the world of sales. For this reason, it is so important to make sure you begin every sales call or meeting prepared. Sales Call Preparation. W hy Preparation is an ESSENTIAL part of Sales Success. Follow Ron Finklestein.

The One Thing the Best Customer Experience Companies Do Differently

Sales and Marketing Management

Companies have heads of operations, marketing, accounting, sales and human resources, but rarely do they have someone in charge of their second most important asset (after employees).

What does ‘seasonality’ really mean in sales?

Nutshell

When you can’t figure out why your sales have surged in one month and plummeted in another, it’s easy to shrug your shoulders and mark it up to “seasonality.”. Seasonality refers to fluctuations in your sales revenue that are caused by external factors and occur on a predictable schedule around the same time(s) every year. We asked eight sales professionals what “seasonality” means in their business, and how they manage the ups and downs.

Why You’re Not Going to be Able to Grow Sales This Year

DiscoverOrg Sales

A year ago, if you had asked me what my biggest concern was around growing DiscoverOrg 60-100% annually, I would have told you that hiring great sales talent was our biggest roadblock. Quality leads with accurate contact info – what sales or marketing leader wouldn’t want that?

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What Exactly Is Sales Force Automation? [FAQ]

Hubspot Sales

Here’s a question: How should sales teams spend their time? There are two primary ways to ensure that sales teams actually have time to sell: Make sure the right teams own the right tasks. Decrease the time spent on “non-sales” tasks, or better yet, automate them. Your company's organizational structure might not be up to you, so you might not be able to fix this first point. Sales force automation tools exist to increase sales team efficiency. Sales Hub.

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Working on Sales Success

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies.

April Showers and Sales Results

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies.

Your Questions Make a Difference in Sales Success

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies.

What was the first sale you ever made? 11 successful salespeople discuss their first big wins

Nutshell

There’s something about the memory of your first real sale that elicits pride, confidence, and love for the profession. No matter how young or inexperienced you are when it happens, that first sale leaves an impression that stays with you for the rest of your career.

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7 Ways to Add Personality to the Sales Process

Hubspot Sales

Unfortunately, a lot of us in sales are doing a darn good job of imitating droids with our robotic “I think you’d really enjoy this new tool blah blah” emails. You’re asking a lot of people by corresponding about sales and the future of their business operations.

The Simple Secret to Doubling Your Income in Sales

Women Sales Pros

Second Level or Bone Questions , uncover problems and they are a follow-up to your skin questions. If you’re on a team that inspires you or you’ve followed a boss who’s motivated you, you know that leader didn’t merely tell you how to do something; she inspired you to do it.

Sales and a Fish Story

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies.

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The Impact Sales Process has on Quota Attainment: What you Need to Know

Smart Selling Tools

According to research by CSO Insights, companies with a sales process and the technology to support it are more likely to hit quota. At the same time, research by Objective Management Group concludes that 91% of companies do not have a sales process.

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Sales email subject lines: 50+ tips, examples, and biggest mistakes

Close.io

When sending sales emails, make sure your subject line isn't foiling your efforts. Here’s an overview of everything we’ve included: Essential questions to ask yourself when crafting sales email subject lines. 8 tips for making good subject lines for sales emails. Sales Type.

7 Types of Sales Questions Reps Should Use in Every Conversation

Hubspot Sales

To avoid these mistakes, incorporate the seven question categories below into your sales conversations. The 7 Types of Sales Questions Reps Should Ask Prospects. Their functional goals (hitting a certain sales number or running X campaigns each quarter). Sales Calls

Top 10 Do’s and Don’ts for Selling to CIOs

DiscoverOrg Sales

When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. But how do you use this data to make an informed, relevant sales pitch? Our panel, including the CIOs of Sephora, Arch Mortgage Insurance, and Charlotte Russe, answer that question. Don’t make a discovery sales call to the CIO.

Long-Term Leads Demand Attention Now

Pointclear

Your sales team likes nothing better than getting leads with a high probability of closing soon. A longer-term lead may lack urgency, but it makes up for it by giving your team a very real chance to form relationships with decision makers, and in fact define and manage the buying process (including designing the RFP). The numbers consistently show that organizations that pay proper sales attention to all leads are better stewards of their marketing budgets.

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8 Steps for More Effective Closing - Sales Solution #10

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies.

Reaping the Value of Long-term Leads

Pointclear

Your sales team likes nothing better than getting leads with a high probability of closing soon. The numbers consistently show that organizations that pay proper sales attention to all leads are better stewards of their marketing budgets.

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How to Blow $100,000 on a Lead Generation Campaign

Pointclear

The CMO of a Fortune 500 company offered the CRO the following options regarding spending $100,000 on a marketing campaign. He was willing to provide the sales team one of six choices: 200,000 targeted contacts (name and title) in the right vertical (no email addresses).

#9 Sales Solution - Presenting - 10 Critical Components

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies.

18 Habits of Incredibly Successful Salespeople

Hubspot Sales

Use a measurable, repeatable sales process. Follow up. Following these 18 rules of good sellers will help you become one of the top-selling salespeople on your team -- or even company. A clearly defined buyer persona is crucial to an effective sales process.

When In Doubt – Err on The Side Of More!

The Pipeline

I find too many sales people, despite the image they may project, are way too conservative in their approach to selling. In fact, so important, that it is naïve to believe that we can have meaningful relationships in the same short timeframes that sales cycles take to unfold.

Sales Stuff That Works - 3 Steps to Get More Introductions

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies.

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So Far So Good? Are You On Track for Sales Success in 2011?

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies.

The Only Professional Tie Down You Should Use Now

Anthony Iannarino

If you wondered why the word “sales” has a negative connotation, look no further than the infamous tie-down. At this time in the history of sales, the insurance salesperson would ask their prospective customer, usually the father, if he loved his wife. Sales 3.0

What To Do When The Prospect Is Very Late For the Appointment: Part III

MTD Sales Training

The prospect shows up 30 or 45 minutes late for the meeting. You do not have enough time to do a proper sales interaction and you feel the prospect has complete disrespect for your time. Use the incident to insure a proper meeting as planned. MTD Sales Training.

First Things First - #4 Sales Solution for Successful Selling

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies.

Best Practices for Selling From Home

CloserIQ

It’s been two months since work from home has become the new normal, and sales has been largely impacted. The economic downturn has slowed down many deals, and sales teams have had to transition to remote selling (which is already a challenge on its own).

The Top 10 Enemies that Will Kill Your Productivity

Jeff Shore

I coach sales managers on a weekly basis. Whether you are a coach, a sales leader or a sales person, I believe one of the most important skills you should master is the skill of productivity. Income generating activities (Sales calls, following up, etc.).

The Dangers of Using Cost per Lead as a Metric to Measure Marketing

Pointclear

As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1. B2B sale complexity impacts cost-per-lead —to recap, I have heard marketers (even senior ones) state that cost per lead for anything from life insurance to a $100,000 plus software solution “should be about $300”. If we turn those trials over to sales instead of leads, maybe then we can get them to do their job”.

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Sole Proprietorship 101: The Easy Guide to Setting One Up

Hubspot Sales

Many entrepreneurs love sole proprietorships because of the ownership they have over business decisions and revenue and how easy and cost-effective they are to set up. Easy to set up (No state registry necessary). Your state might also require follow-up steps after registration.

You Can’t Automate Me: November Referral Selling Insights

No More Cold Calling

She went to another computer, came back, and told me that insurance didn’t cover my prescription, so it wasn’t filled. Account based sales reps think that the more we automate selling, the better, easier, and more effective their jobs will be. Account Based Sales

10 Must-Have Business Development Strategies for Staffing & Recruitment

DiscoverOrg Sales

Read on for tried-and-true sales development strategies that staffing can use TODAY. You can find this information in DiscoverOrg’s insider Scoops feature; you can also find a lot of relevant scoops yourself by setting up Google Alerts for your company along with hiring-related keywords.

Three Simple Steps to Account-Based Selling…Not Just for Account Managers

Braveheart Sales

If you have similar people on your sales team or you, yourself, operates like me, then pay attention. Pull the following information from your system: All opportunities you have lost in the last two to three years. You could go back longer if you sell very large items or services or if you have very long sales cycles – or if you just feel like it. So, if you thought Step One and Step Two were hard, buckle up buttercup. In the world of selling, I am a die-hard hunter.

How to Develop a Strategic Plan for Business Development [Free Template]

Hubspot Sales

It’s usually confused with sales , often overlooked, and only sometimes given the strategic focus it deserves. Pull up a chair and stay awhile, I’m diving into that and more below. In some companies, business development is part of the larger sales operations team.