Increase Sales

JANUARY 13, 2015

After having sat through various sales training seminars, workshops to 2 day learning engagements, I realized that the majority shared this common presumption that was a barrier to increase sales. We named this goal worksheet The Results Tool™. Credit: Gratisography. The obvious was consistent goal achievement.

Training 70

Training Ideal Customer Profile Small Business Small Business 70

Janek Performance Group

APRIL 2, 2024

Here, we’ll go micro and explore the key metrics, methodologies, and tools for evaluating your business development strategy. These include emails, phone calls, LinkedIn outreach, connection requests, number of meetings, and appointments set. Analyze trends over time and segment data by customer or territories.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

The Pipeline

DECEMBER 16, 2011

The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. It seems that every week we are being told that sales training is not working in a very high percentage of cases – 85-90% was one statistic I read just yesterday. JF Corporation.

Pipeline 230

Pipeline Training Twitter Hiring 230

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. As the primary team responsible for sales tools, it’s time to re-evaluate. Get LinkedIn upgrades. Get the sales team trained on how to sell socially. Providing a process and tools that align sales activity to buyer actions works.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts. Train and coach frontline sales leaders.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

SMEI

JANUARY 5, 2024

Keeping Up with Industry Trends The sales and marketing sector is continuously evolving, with new tools, strategies, and market dynamics emerging regularly. Throughout my career progression, from territory management to executive leadership, my SCPS and CSE certifications continue to be the foundation of my skills and success.

Marketing 85

Marketing Ideal Customer Profile Social Media Google Analytics 85

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Score More Sales

NOVEMBER 26, 2014

Imagine a time when you can work totally on the go with your mobile device – phone or tablet – to create business, follow-up with customers, train your team, assess your pipeline, and work a smooth system. There are new tools and ideas coming out now that will change forever how we think about business process, marketing and sales.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

Score More Sales

JULY 22, 2014

I can remember the first day I heard about the search engine – it was early 1999 and it seemed like a nice, helpful tool – not a world game-changer as it has become. How Many Sales Research Tools Are There? There have never been more tools to allow you to search for insight about the contacts you’re speaking with and their company.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

BrainShark

AUGUST 24, 2022

With training and coaching to support the development of critical sales skills, organizations can equip their sellers to close more and bigger deals, all while ensuring time with buyers is well-spent. Territory Management. Still, they should at least know the basics of using major networks like LinkedIn. Communication.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

SBI Growth

MARCH 19, 2013

The sales team deserved a training program as aggressive as this year’s budget. In a recent post , I urged Sales Ops leaders to take responsibility for training and development. It included activities the client’s Training and Development team had deemed necessary. Salesforce.com is not a compliance tool.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

Miller Heiman Group

JULY 21, 2020

In The Way to Create Value , a recent eBook we created in partnership with LinkedIn, we suggested three ways that sales leaders can create the structure, culture and systems to start building high-performing sales teams that deliver more value for buyers. Tools to effectively evaluate sales opportunities, situations and challenges.

Lead Rank 100

Lead Rank Lead Scoring Buyer Sales Methodology 100

The Pipeline

JANUARY 22, 2019

However, if we step back, there is no less rejection in other means of prospecting, say e-mail or LinkedIn prospecting; when you look at the numbers, the phone is more effective than e-mail, (better together), it’s just not in your face (ear), like the phone. This requires you play offence on your field, not defense on theirs.

Objections 267

Objections Prospecting SME Cold Calling 267

BrainShark

MAY 31, 2023

Using a more holistic or arbitrary metric such as time to competency naturally compensates for variables across organizations such as territory, products, and customer base (enterprise vs. mid-market,etc.). But effectively building competencies requires the right tools. How do you measure time to competency as an onboarding metric?

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

The Pipeline

SEPTEMBER 19, 2011

25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. Companies have shown selectivity with other training or development programs. Given that, why train them?

ROI 243

ROI Pipeline Training Twitter 243

No More Cold Calling

JANUARY 3, 2013

Salespeople are always looking for ways to get in front of opportunities before their competitor can and using tools like LinkedIn , Twitter , and InsideView gives them the leverage that they need to make that happen. It requires learning new skills. As I have written before…social media marketing is NOT the same as social selling.

Social Media 271

Social Media Social Selling Media InsideView 271

Hubspot Sales

JANUARY 6, 2021

You've trained your salespeople on the key actions required to move prospects from stage to stage. If you're connecting with prospects on LinkedIn and then following up over email, a lead might be any LinkedIn user you've identified as a potential good fit. Invest considerable time, energy, and resources into training.

Sales Process 142

Sales Process How To Hubspot Hiring 142

SBI

JULY 24, 2018

When the first sales automation tool was launched, it truly changed the way sales were managed. The early 2000’s introduced cloud-based sales automation tools, but it was little more than taking the same empty promises of the 90’s and moving them to the cloud. The tools they use needs to help them keep pace. A HISTORY LESSON.

CRM 95

CRM SAP Forecasting Incentives 95

Score More Sales

SEPTEMBER 29, 2014

Time you spent in the office with your colleagues talking about the problem with your territory, your CRM system, your personal issues. Take the How Productive Are You Quiz - and get ideas and tools to improve. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities.

Lead Rank 227

Lead Rank Lead Scoring Sales Qualified Lead Territories 227

Score More Sales

JANUARY 10, 2013

Try free tools to help monitor activity of your buyer – companies and individuals. LinkedIn can also give you a weekly update from any saved searches you do for specific job titles in specific regions. If you are a sales rep in a company that is not supporting you with social tools, do it ON YOUR OWN.

InsideView 249

InsideView Research Prospecting Eloqua 249

Sales Evangelist

MARCH 19, 2020

He started his career in sales with cold calls, went on to a territory sales job, then became an account manager. Now with his current team, they’re sharing a tool they’ve created that is helpful for salespeople to automate. SalesAutomation LinkedIn outreach The other type of automation is LinkedIn automation.

Sales Automation 59

Sales Automation LinkedIn Study Follow-up 59

SBI

AUGUST 11, 2020

Most organizations have sales teams that work primarily from in the company’s offices and sales reps working from home covering a certain territory. This will require training on how the business has changed and to help employees adapt to new business conditions. 1: Personalize the remote sales onboarding experience.

Hiring 181

Hiring Coaching Fashion Face-to-face 181

Score More Sales

DECEMBER 29, 2014

If you can reward your reps for clean, updated territory lists, that can go a long way. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Knowing the integrity of your data is important.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

SBI Growth

JUNE 26, 2013

Sales Process / CRM Overview – Provide a view of the pipeline, the sales process, forecasting and the CRM tool being used. Territory Design / Structure Process. On-Boarding – Summary of process for onboarding, training modules, technology set-up, etc. Before your new sales VP arrives, connect via LinkedIn.

Hiring 319

Hiring Lead Rank Compensation Guidelines 319

The Pipeline

SEPTEMBER 9, 2011

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. When I talk to them about social media, they understand it, many use things like Facebook, LinkedIn, Twitter, and other leading social site for their personal use.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

AUGUST 8, 2011

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. One of the things I hear most often from people we train is that they want to create “urgency” in their buyers. Sales Tool. Sales Training. Territory Alignment. Sales Strategy.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Tony Hughes

FEBRUARY 22, 2018

Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks. The first boss I fired was good person and we remain friends today but he could not provide me with a viable territory. What more could you possibly ask for?

Sales Management 86

Sales Management Hiring Demand Generation Agencies Territories 86

Score More Sales

APRIL 30, 2014

The same is true for companies in your geographic territory who fit one of your buyer profiles. Try them five or six times as well – a mix of voice mail, email, calls, and perhaps a LinkedIn message or mailed message. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Expand Your Pipeline.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

Understanding the Sales Force

JANUARY 28, 2014

Do Technical Salespeople Need Sales Training? Getting a Sales Organization to Buy-In to Sales Training. On the other hand, a new salesperson in a new territory might have to make cold calls in order to quickly make progress. I''ll be showing everyone how to access the tool and how to use it. February 26, 11 AM Eastern.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Partners in Excellence

OCTOBER 12, 2014

For example, I see LinkedIn data that says, “Sales professionals who use social selling are 51% more likely to exceed their quotas.” For example, based on the LinkedIn data, one might think, “All I have to do is use social selling, and I’m more likely to exceed my quota.” No related posts.

Hiring 92

Hiring Social Selling Quota Social Media 92

Sales Hacker

AUGUST 7, 2020

Training & Coaching. Canadian Sales Leader, LinkedIn Learning Account Executives. Manager, LinkedIn Sales Solutions. Territory Account Manager. Territory Account Manager. We’ve broken the list down into categories of expertise for your convenience. Leadership. Sales Development. Sales Growth. Sales Enablement.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

SBI

OCTOBER 1, 2014

Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster. LinkedIn: Sales Solutions. LinkedIn Sales Navigator helps sales professionals leverage 300M+ professional profiles and 2M+ Company Pages. LinkedIn ToolSkool. Act-On Software. PostWire.

Vendor 139

Vendor Twitter InsideView InsideSales 139

The Pipeline

DECEMBER 7, 2011

Sales Tool. Sales Training. Territory Alignment. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Join the Renbor Sales Solutions LinkedIn Group. Sales Strategy. Sales Success. Sales Technique. Sales traiinng. Saturday Sales Tip. Sell Better. Selling to Executives. Shorter sales cycle.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

Vengreso

MARCH 30, 2022

LinkedIn Sales Navigator is arguably one of the most powerful social selling tools available – but most teams are underutilizing it. We are seeing only about 20-30% adoption, on average, in our clients, and even many of the power users are not maximizing the incredible potential LinkedIn Sales Navigator offers.

LinkedIn 115

LinkedIn Lead Rank Lead Scoring Ideal Customer Profile 115

The Pipeline

NOVEMBER 16, 2011

Sales Tool. Sales Training. Territory Alignment. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Join the Renbor Sales Solutions LinkedIn Group. Sales Strategy. Sales Success. Sales Technique. Sales traiinng. Saturday Sales Tip. Sell Better. Selling to Executives. Shorter sales cycle.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

JANUARY 18, 2012

Sales Tool. Sales Training. Territory Alignment. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Join the Renbor Sales Solutions LinkedIn Group. Sales Strategy. Sales Success. Sales Technique. Sales traiinng. Saturday Sales Tip. Sell Better. Selling to Executives. Shorter sales cycle.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

OCTOBER 26, 2011

Sales Tool. Sales Training. Territory Alignment. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Join the Renbor Sales Solutions LinkedIn Group. Sales Strategy. Sales Success. Sales Technique. Sales traiinng. Saturday Sales Tip. Sell Better. Selling to Executives. Shorter sales cycle.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240