Steven Rosen

FEBRUARY 23, 2022

Unfortunately, most managers haven’t been taught how to properly coach their staff. Without ongoing sales management training or hiring an executive sales coach how can you transform yourself into a highly effective sales coach? Over that time, I’ve noted what the best coaches do differently.

Sales Coaching 433

Sales Coaching Coaching Hiring Face-to-face 433

Sales 2.0

AUGUST 1, 2023

I believe we are at another inflection point in the evolution of professional selling. But the side effect of all this technology seems to have been a huge increase in the volume of spammy emails that salespeople have generated and aimed at buyer’s inboxes. So how do we get to this new era of AI-enabled personal selling?

Scale 195

Scale Enterprise Enterprise Outbound 195

Understanding the Sales Force

APRIL 4, 2024

Assessments Compared Data on Sales Excellence Coaching Salespeople MUST READ: Are Assessments as Evil as the Persona Movie Suggests? Correlation: Salespeople Strong in This Competency are 2125% More Likely to be Performers The Data: What Percentage of Salespeople are Really Coachable?

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

Steven Rosen

AUGUST 26, 2021

Do you have a success checklist to see if you are on track for a successful year? How can you assess if you are on track? Go through the checklist below and see how many items you have completed ensuring that you are on track. Do All Your Sales Reps Have Strong Business Plans? Sales Manager’s Success Checklist.

Compensation 386

Compensation Lead Rank Lead Scoring Quota 386

Bernadette McClelland

JANUARY 14, 2024

And when you focus on that and find those examples, you can then make better informed decisions. That evidence is proof you’ve already done it and can do it again. Until I Looked For the Evidence. In our personal lives, evidence does exactly the same – provides the facts. And there it was!

Hiring 195

Hiring Face-to-face LinkedIn Guarantee 195

No More Cold Calling

JULY 13, 2021

A referral is the best way to get a meeting with the decision maker. That’s an over-simplification, I know, but it’s the easiest way for people to understand the power of a referral introduction. That’s an over-simplification, I know, but it’s the easiest way for people to understand the power of a referral introduction.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

APRIL 15, 2021

percent of salespeople made quota in 2019, according to CSO Insights. B2B salespeople all look the same to our buyers. How could we, when we’re all typing instead of talking to potential clients? They buy what software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. Have We Met?

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Sales 2.0

MAY 15, 2023

This is the sixth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. More human selling Dave thinks AI will drive salespeople to be more focused on improving their relationship skills. “I

Ideal Customer Profile 221

Ideal Customer Profile Up-Sell Buyer Survey 221

Understanding the Sales Force

JULY 17, 2023

Based on the non-stop rain and humidity we have had for the last 6 weeks in Massachusetts, you could probably make a case that not only do we now have a rainy season, but where our house is located, we must live in a rain forest. Dinger, our GoldenDoodle, who I have featured in several articles , tore his ACL last week. Disconnected.

Groups 156

Groups Comparison Buying Cycle Exercises 156

Steven Rosen

JULY 25, 2022

Many sales leaders find themselves: Feeling overwhelmed, overly stressed, or frustrated because of the pace of change. With the daily barrage of emails, text messages, voice messages, meetings, solving rep issues and putting out fires, how can sales leaders focus on leading their team and building a high-performance culture?

Face-to-face 317

Face-to-face Sales Leadership Energy Sales 317

Steven Rosen

SEPTEMBER 20, 2022

BOLD Sales Leaders will perform best in a rapidly changing environment. I don’t care if you are the head of sales or a front-line sales manager. So, what are you to do? You can put your head in the sand and hope for the best, or you can step up and be a BOLD leader. The challenge you face is twofold. The choice is yours.

Sales Leadership 295

Sales Leadership Face-to-face Follow-up Coaching 295

No More Cold Calling

JUNE 10, 2021

Why I made referral selling my life’s work. I was working for a global consulting and training firm. I had no name for my company, but I knew my focus. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

No More Cold Calling

OCTOBER 12, 2023

Even the best sales technology isn’t as valuable as business relationships. These days, people are literally addicted to smartphones, and salespeople are so reliant on social media that they forget to be social. For salespeople especially, these symptoms are very bad for business. Emotion trumps emoticons.

Social Media 177

Social Media Wireless Social Selling Cold Calling 177

No More Cold Calling

JUNE 29, 2023

I celebrated a milestone this month. It’s been 27 years since I founded No More Cold Calling. Everyone agrees that referrals are the best source of new business. They should be asking everyone they’ve met during the buying process—that’s how referrals scale. I told them they needed to talk to Joanne Black immediately.”

Referrals 177

Referrals Channels Cold Calling Scale 177

No More Cold Calling

MAY 17, 2019

“I’m not sure of the reason, but I have never been comfortable asking for referrals.” That comment was from a 20-year sales veteran, the kind of seasoned pro who should know how to get referrals, and given this person’s track record, should feel confident about asking. I wasn’t surprised. It’s what I always hear.

Referrals 327

Referrals Scale How To Cold Calling 327

Steven Rosen

MARCH 2, 2020

What I see time and time again is that the top sales leaders are hyper-focused. What I see time and time again is that the top sales leaders are hyper-focused. They know what they need to do to be successful and they focus their time, their energy, and their mindset on what’s critical. See how the percentages change.

Energy 294

Energy Course Positioning Coaching 294

No More Cold Calling

OCTOBER 1, 2020

I used to think it was just sales newbies who struggled with referral reluctance. When seasoned salespeople started admitting they also felt uncomfortable asking for referrals, I was shocked. I learned it doesn’t matter your gender, age, industry experience, or culture. You’re asking a busy person to do even more.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

MAY 13, 2021

I almost fell out of my chair when I heard this from a VP of Sales. You can wow prospects with your technological know-how up front and then try to win them over later, once they find out you’re honest and reliable. How do you do that? That means salespeople must earn and nurture it over time.

Ideal Customer Profile 290

Ideal Customer Profile Social Media Referrals Sage 290

Marc Wayshak

FEBRUARY 8, 2024

In this article, I’ll guide you on how to make a follow-up call that gets sales meetings. Over my 20 years of experience as a sales trainer, I’ve observed a distinctive change in the way salespeople communicate when talking to personal contacts versus prospects or customers. Lead with your best value.

Follow-up 120

Follow-up Sales Meeting Meeting Real Estate 120

The Pipeline

NOVEMBER 30, 2021

I find salespeople and others in the trade have difficulty focusing. I often see it in a different form while training, people who put in just enough. It is during our extended follow-through reinforcement sessions that we discover what salespeople are made of. What are they willing to do to win a deal?

Sports 188

Sports Intent B2B Education 188

The Pipeline

AUGUST 24, 2020

I have a lot of empathy for pundits in a subjective undefined area of practice, like prospecting for example. A great example of this Greek-like tragedy, is the never-ending debate about the best day to make prospecting calls? Many will tell you that their data has pinpointed the best day and time to make prospecting calls.

Call-back 290

Call-back Pipeline Face-to-face Video 290

No More Cold Calling

JUNE 25, 2020

How to stop ignoring your best source of new revenue. The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces, Searchin’ their eyes and lookin’ for traces, Of what I’m dreaming of.”. Not an encouraging scenario.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

Steven Rosen

JULY 12, 2022

What Great Sales Managers Do? Many sales managers will be sitting down with their sales people over the next month or so to do mid-year reviews to gauge progress on objectives, business plans, and development plans. Last week I was speaking with Annie who is one of my favorite coaching clients. Below you will find my insights.

Objections 276

Objections Coaching Sales Management Course 276

The Pipeline

AUGUST 31, 2021

What follows are five things you can do any time in any year, but given the opportunities, they are crucial this year. The best way to approach is to take your cues from your prospects, buyers and clients. Your routines should make do a better job of helping your clients achieve their objectives. By Tibor Shanto.

Harvest 360

Harvest Referrals Call-back Video 360

No More Cold Calling

JANUARY 13, 2022

I’ve never liked predictions. I’m not an economist and I’m not a fortune teller. I understand that predictive analysis tools can be accurate at forecasting business trends and sales performance. Salespeople will become proficient in virtual selling. But what will happen in 2022?

Trends 356

Trends Margin Cold Calling Outbound 356

No More Cold Calling

APRIL 18, 2019

How much did you say that cost?” I asked the barista. I knew I heard him correctly, but I still couldn’t believe it was $5.50 I just wanted a damn cup of black coffee. I was racing to catch a connecting flight and arrived breathless at the gate. I don’t think so—in the traditional sense.

Airlines 332

Airlines Customer Referrals SalesForce 332

No More Cold Calling

APRIL 30, 2020

Of course, I know why,” she said. “My I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. Just because you’ve always done something one way doesn’t mean it’s the best way.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Sales and Marketing Management

OCTOBER 12, 2020

Author: David Satterwhite In 2020, I reached my 30th year in business-to-business technology sales. Then, everything I thought I knew about sales blew up. . COVID-19 swept me and our company’s 50 salespeople into uncharted waters. The 5 Biggest Lessons I Learned. . How does a sales leader solve this puzzle?

Face-to-face 317

Face-to-face Lead Rank Vendor Guidelines 317

Hubspot Sales

MARCH 25, 2024

That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1. How to Handle Them: Create urgency. You're welcome.

Prospecting 105

Prospecting Cancellation How To Revelation 105

Zoominfo

JANUARY 23, 2021

Sales prospecting techniques are the tactics a salesperson uses to find new customers. Yet, it’s also a challenging task for many salespeople — from hunting down contact information to getting a decision-maker on the phone. What Are the Best Prospecting Techniques? How did you find those prospects? Let’s jump in.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Smooth Sale

FEBRUARY 19, 2024

Photo by Alexas_Fotos via Pixabay Attract the Right Job Or Clientele: Do You Need to Adjust Your Business Model? My Story: You Need to Adjust Your Business Model I pay for a service that entails multiple business areas; for the most part, it moves forward smoothly. The system includes the software application that I use.

Lead Rank 106

Lead Rank Hiring Face-to-face Policies 106

Partners in Excellence

MARCH 27, 2024

Just got off a call with one of the best salespeople I’ve ever worked with. As we discussed the situation, he described the difficulties this customer had created in the past, he talked about how unreasonable they had been, how they weren’t meeting commitments they had made to him.

Conversion 105

Conversion Call-back Positioning Meeting 105

Marc Wayshak

FEBRUARY 28, 2024

Now, this doesn’t mean you have to establish an immediate best-friend relationship, but building some level of connection or rapport with a prospect is invaluable for overcoming initial barriers and resistance. In this video, I’ll show you how to build rapport with anyone in sales. Show that you’re at ease.

Face-to-face 115

Face-to-face Conversion Prospecting Sales 115

Pipeliner

OCTOBER 10, 2023

Achieving Financial Independence through Passive Income Investing The Journey from Sales to Investing As the host of this enlightening podcast, I had the pleasure of interviewing Justin Moy , a seasoned expert in passive income investing for salespeople. His mission? To replace his income with passive income within a decade.

Real Estate 105

Real Estate Video Social Selling Strategy 105

Marc Wayshak

MARCH 20, 2024

How you start sales conversations often predicts how the rest of the conversation will go—and determines whether you’re going to close the sale. Those initial moments of a sales conversation have a ton of influence over how the whole interaction will play out. Why should I talk to you?” Check it out: 1.

Conversion 97

Conversion Prospecting Face-to-face eBook 97

Hubspot Sales

JANUARY 17, 2024

Luckily for me, the Internet exists, and I can do quite a bit of research on my own. I can pinpoint the exact value of my current car, compare prices, and find the right car for me. But this got me wondering: is my do-it-yourself approach a reflection of a larger trend with modern consumers?

Buyer 90

Buyer Data Consumer Retail 90

Hubspot Sales

APRIL 15, 2024

But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible. That‘s why we connected with some sales leaders for their takes on habits the most successful prospectors exhibit.

Hiring 114

Hiring Face-to-face Sales Qualified Lead Lead Rank 114