The Digital Sales Institute

MARCH 12, 2024

A guide to closing sales with ABC, or “Always Be Closing,” is a learning journey for salespeople looking to improve their sales performance, or “Return on Sales Effort (ROSE). Closing sales is about consistently moving customers towards a desired action or outcome. Points to consider to close more sales.

Closing 52

Closing Objections Buyer Proposal 52

SBI

FEBRUARY 23, 2020

Brainshark is a data-driven sales readiness platform. That means you can prepare your client-facing teams with the knowledge and skills to perform at the highest level and the score cards to know what’s working and how to improve. Nancy Nardin, Smart Selling Tools. Skills Development. Skills Development.

Video 128

Video Webinar Metrics Face-to-face eBook 128

Igniting Sales Transformation

DECEMBER 1, 2019

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Braveheart Sales

OCTOBER 22, 2020

It shouldn’t be surprising that we spend a lot of time training sales teams and coaching the sales team leaders. Here are five elements that must be considered before any money is spent on sales training. Can sales training be embedded into a repeatable selling system and process within your CRM?

Maximizer 52

Maximizer ROI Training Incentives 52

Partners in Excellence

JULY 23, 2020

The sales person was reviewing the deals expected to close by the end of the quarter. Fewer than 10% of the deals won required a discount (outside of normal volume discounts or quarter end incentive programs). I went back to the sales person, “I’m confused, why do all your deals need discounts? ” I asked.

Discount 109

Discount Incentives Incentive Competition 109

Janek Performance Group

MARCH 17, 2023

Has your sales department ever calculated the cost of sales reps with average sales skills? However, upon deeper reflection, it’s unequivocal that top sales reps are exponentially more productive than average reps. This article explores the pitfalls of average sales skills and the path to high performance.

Referrals 62

Referrals Exercises Discount Study 62

Mindtickle

MARCH 19, 2018

Any form of change is challenging for organizations to manage, but sales teams are particularly sensitive to change. This can make introducing new sales readiness tools particularly difficult. They were growing rapidly, hiring 15 new sales hires a quarter in a team to a base team of only 68.

Hiring 52

Hiring Tools Face-to-face Incentives 52

Mindtickle

MARCH 19, 2018

Any form of change is challenging for organizations to manage, but sales teams are particularly sensitive to change. This can make introducing new sales readiness tools particularly difficult. They were growing rapidly, hiring 15 new sales hires a quarter in a team to a base team of only 68.

Hiring 52

Hiring Tools Face-to-face Incentives 52

The Sales Hunter

NOVEMBER 14, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Winning the Sales Battle: Overcoming the “Failure to Impact” Syndrome. FREE Resources.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

Understanding the Sales Force

MARCH 14, 2014

Understanding the Sales Force by Dave Kurlan First the links. The Huffington Post and the Hubspot Blog both published an article, by Dan Lyons about OMG and Kurlan and what it takes to succeed in sales. We recently evaluated a sales force where the salespeople had, on average, only 18% of the attributes of a consultative seller.

Consultative Selling 255

Consultative Selling Training Conference Coaching 255

The Sales Developers

DECEMBER 6, 2019

Sales teams have everything needed for outbound prospecting activities. big databases, low cost researchers, in-house manual scraping) and tools that make sales activities more efficient than ever. There are more vendors in sales acceleration every day and ever expanding budgets fueled by venture capital and other forces.

Top of Funnel 81

Top of Funnel Funnel Outsourcing Services Outbound 81

Steven Rosen

OCTOBER 22, 2011

This year was tough; next year’s sales prospects look even tougher. Your boss comes to you and says how can you sustain the sales force? You develop a plan to do one or more of the following: Develop a new selling skills program. Hire only top sales reps. Create a better incentive plan. What can you do?

Hiring 179

Hiring Remedy Incentives Incentive 179

LeadFuze

JULY 13, 2021

Worrying about how to handle sales rejection? For now, let’s first talk about what sales rejection is. . What is a Sales Rejection? No matter how thick your skin is, if you’re not prepared for the inevitability of sales rejection, then it will be hard to overcome. Sales professionals eat rejection every day!

How To 98

How To Top of Funnel Decision Maker Face-to-face 98

Customer Centric Selling

MARCH 5, 2014

Sales Training Article: Trouble Closing or Selling? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Pakorn at FreeDigitalPhotos.net Unlike other B2B selling skills, closing gets a disproportionate amount of attention.

Closing 61

Closing Training Buying Cycle Incentives 61

The Spiff Blog

AUGUST 25, 2022

Although all professions require a certain balance of skill and motivation, sales in particular relies more heavily on motivation than others. The reason for this is simple, sales is a numbers game. When a sales rep doesn’t have the necessary selling skills, leaders have options. Let’s jump into it.

Commission 78

Commission Compensation Motivation Intent Signal 78

LeadFuze

JUNE 4, 2019

Most of the sales training we see today focus on fast-track training. With more emphasis placed on social selling and our ever-changing buying climate – it’s inevitable that salespeople look for new ways to understand buying behaviour. Emotional intelligence training and sales go hand in hand. Management style. Self-awareness.

Training 76

Training Influencer Quota Call-back 76

SBI

APRIL 24, 2012

Tweet AA-ISP Inside Sales Summit. Four hundred Inside Sales leaders attended the 2-day American Association of Inside Sales Professionals (AA-ISP) Summit last week in Dallas. The Summit is the only conference dedicated exclusively to Inside Sales Leadership. Buy Jill Konrath’ s book “SNAP Selling.”.

Inside Sales 122

Inside Sales Cold Calling Webinar Metrics Sales Qualified Lead 122

Jonathan Farrington

APRIL 6, 2013

We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. So why aren’t more sales managers effective at coaching salespeople? Modeling – They did not report to a sales manager who was effective at coaching. the leading developer of sales assessment tools.

Coaching 51

Coaching Sales Management Lead Rank Incentives 51

Emissary

SEPTEMBER 30, 2022

It turns out that we aren’t done fixing sales processes. Sales process work was all the rage 10 years ago. But sales processes usually are, driven by a need to be a forecasting framework rather than selling guidance. Check out Sales Enablement PRO for the recordings from the annual Sales Enablement Soiree.

Sales Enablement 52

Sales Enablement Scale Hiring Buyer 52

The Brooks Group

AUGUST 12, 2014

In the face of a rapidly shifting marketplace, companies - and sales teams - are having to change focus.fast. When considering how to get salespeople to sell into a new market, managers need to stress the potential value of the markets they want to expand into and provide incentives for territory development. . Planning is key.

Marketing 40

Marketing Territories Incentives Incentive 40

The Brooks Group

MARCH 27, 2014

At any rate, while not that frightening, this short story can provide good food for thought as you think through the structure of your sales compensation plan. The Scary Tale of a Broken Sales Compensation Plan. The organization’s sales had flattened, profits dissipated and layoffs were imminent. And that’s what they did.

Compensation 40

Compensation Salary Margin Incentives 40

Showpad

AUGUST 23, 2018

Sales managers at any organization are in a position to guide and motivate those they lead, similar to the coach of a sports team. So it would make sense to give managers the proper training for sales coaching, right? While you may offer some sort of management training for sales leaders, training them to coach is entirely different.

Coaching 45

Coaching Sales Management Scale Sports 45

Jonathan Farrington

AUGUST 28, 2014

When I am asked to diagnose why an individual – or even an entire sales team - are not performing at optimum levels, I usually ask just four very straightforward questions: Are they visiting/talking to enough clients/prospects? This really means how strong are their selling skills? Are they saying/doing the right things?

Penetration 48

Penetration Incentives Incentive Guarantee 48

Groove.co

JANUARY 14, 2021

The motivating properties of these organic materials have been debated for centuries, but unless your new sales hire is a dog, she is more likely to be interested in an attractive incentive plan. And that’s where it gets tricky - what’s the best way to compensate a new sales hire while they’re still getting up to speed?

Hiring 26

Hiring Salary Incentives Incentive 26

Klozers

JUNE 5, 2014

Regardless of the industry you serve or the products and services you supply, how to motivate sales people can be the difference between thriving and surviving. Whilst money via compensation or commission plans is the obvious way to motivate sales people, does this really work? . Imagine a sales person as a knife.

Motivation 51

Motivation How To Social Media Scale 51

The Sales Hunter

FEBRUARY 5, 2016

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up. Recently, I’ve found myself in […].

Sales 100

Sales Incentives Incentive Selling Skills 100

Partners in Excellence

NOVEMBER 15, 2016

Sales success isn’t so much about selling skills, techniques and approaches. While all these things are important and necessary to our success as sales professionals and leaders, fundamentally, success in sales is about caring. Sales and sales leadership are very difficult.

Face-to-face 48

Face-to-face Incentives Incentive Sales Leadership 48

Jonathan Farrington

MARCH 14, 2012

When I am asked to diagnose why an individual – or even an entire sales team - are not performing at optimum levels, I usually ask just four very straightforward questions: • Are they visiting/talking to enough clients/prospects? This really means – how strong are their selling skills?

Penetration 38

Penetration Incentives Incentive Guarantee 38

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Selling Skills (528). Incentives (379). Outside Sales (81). Sales Process (1775). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? Topics Major Topics.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Understanding the Sales Force

JUNE 11, 2012

Understanding the Sales Force by Dave Kurlan What jump starts sales performance? Is it: Improved Selling Skills? New Sales Talent? Buying Incentives? Performance Incentives? Optimized Sales Process? Better Sales Methodology? Improved Sales Model? Effective Sales Management?

Lead Rank 191

Lead Rank Incentives Incentive Sports 191

LeadFuze

MAY 17, 2021

What is a Sales Manager. A sales manager is a person that’s responsible for building, leading, and managing a sales team within an organization. . A sales manager will work closely with managers of other departments, as well as communicate with prospects and customers on a regular or semi-regular basis. Don’t freak out.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

Sales Hacker

APRIL 22, 2022

This is where a Sales QBR or ‘Quarterly Business Review’ comes into play. What is a Sales QBR? A QBR is an executive business review of the previous quarter’s sales and a strategic planning session to build playbooks and forecasts for the upcoming quarter. Related: How to Prepare for a Sales Development QBR. isn’t ad-hoc.

Top of Funnel 90

Top of Funnel Hiring Forecasting Quota 90

Understanding the Sales Force

APRIL 19, 2012

Understanding the Sales Force by Dave Kurlan Many of the Sales Force Evaluations provided by Objective Management Group (OMG) reveal that the company's problems run so deep that they will require a complete sales force make over. The consultative sales process is more than just a sales approach. leading by example.

Hiring 183

Hiring Consultative Selling Incentives Incentive 183

Xactly

OCTOBER 3, 2018

In all honestly, managing sales reps can be a challenge. Sales reps may share one common goal—closing deals—but managers need to understand different personalities, adapt to unique learning styles, and provide the tools each rep needs to hit (and ideally, exceed) their quotas. The best sales teams are led by the best sales managers.

Top of Funnel 67

Top of Funnel Incentives Incentive Compensation 67

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Communication Skills. Retail Sales Trends. Mark’s Insights on PRICING.

Motivation 220

Motivation Sales Management Hiring Negotiation 220

Accent Technologies

NOVEMBER 10, 2018

Many sales reps are apprehensive about learning and using a CRM, and some organizations are therefore reluctant to invest in a platform that their reps “won’t use.”. Here are 20 CRM myths that hinder businesses and salespeople from achieving their highest sales potential. Myth 2: Entering CRM data takes time away from sales activity.

CRM 55

CRM ROI Commission Vendor 55

Hubspot Sales

NOVEMBER 6, 2019

Your organization needs an effective sales hiring strategy to survive. The average annual turnover for sales teams is around 27% , meaning that if you have 10 reps, you could lose three of them within the year. The only way to maintain — and, ideally, to increase — sales performance is to hire often and well.

Hiring 75

Hiring Salary Scale Referrals 75