No More Cold Calling

AUGUST 4, 2015

But I was a seasoned sales pro working with a winning sales team , so how much acknowledgment did I really need? Yet, something strange happened: That little award at dinner cemented my loyalty to the company. Strike the proper balance between inside and field sales. Reward great sales performance. Want Winners?

Hiring 120

Hiring Cold Calling Referrals Face-to-face 120

Sell Integrity

JANUARY 6, 2021

Money and incentives matter, but this year more than ever they’re only part of the sales retention story. In addition to burnout and feelings of isolation, some employees are losing their sense of connection and loyalty to the company. “A Coach for Sales Success. Equip Salespeople for Today’s Selling Environment.

Pivotal 71

Pivotal Hiring Loyalty Coaching 71

SendBuzz

APRIL 25, 2023

Are you unsure which sales team to focus on to drive your business’s sales? B2B Inside sales? Or Outside sales? Well, deciding between inside sales and outside sales can be tricky for businesses. Both sales strategies share the same goal of generating revenue, but their approaches are distinct.

Outside Sales 52

Outside Sales Inside Sales B2B Face-to-face 52

Miller Heiman Group

JULY 9, 2019

The latest Move the Deal episode features Pam Hammers, sales performance consultant at Miller Heiman Group. With more than 15 years of experience and a focus in the manufacturing industry, Hammers’ expertise includes attracting, training and retaining millennial sales talent—and she’s sharing her advice with Move the Deal listeners.

Hiring 72

Hiring Face-to-face Loyalty Segment 72

The Pipeline

APRIL 27, 2011

The Pipeline Renbor Sales Solutions Inc.s The six elements of a perfect sales meeting. Stored in Attitude , Business Acumen , Coaching , Emotional Intelligence(EQ) , Guest Post , Sales Leadership , Sales Management , Sales Meetings. Do you dread the weekly sales team meeting? A Random Walk Up Sales Street.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Sales Hacker Training

SEPTEMBER 10, 2018

Good sales leaders are always on the hunt to bring in new talent that can help a business grow. Still, they don’t always nail down the details when it comes to the things that might entice a prospective salesperson — like a well-rounded sales compensation plan , for example. Creating a Winning Sales Incentives Program.

Incentives 106

Incentives Incentive Compensation Salary 106

CloserIQ

OCTOBER 30, 2018

If you consider sales training to be the first of several steps toward boosting profits, it’s easy to see why it’s such a crucial investment. Sales training lays the foundation for future revenues by increasing your team’s satisfaction, loyalty and competence, all of which improve their interaction with the customer.

Training 98

Training Top of Funnel Scale Sales Enablement 98

Engage Selling

FEBRUARY 22, 2022

Frustrated with failed sales strategies? You put together a robust sales strategy—a strategy that you worked extremely hard on and believed to be near flawless—only to see it fail in the long run. In my years of consulting, … Read More » The post Failed Sales Strategies: Why They Happen first appeared on The Sales Leader.

Strategy 117

Strategy Sales Loyalty Sales Talent 117

The Digital Sales Institute

MAY 20, 2021

Soft skills sales training is becoming just as important as the hard skills training, we are most familiar with in the world of training. We know we live in unprecedented times but most of all, when it comes to the sales profession, these are times of profound change. However, hard skills need to be balanced with soft sales skills.

Training 52

Training Proposal Social Media Sales 52

Growbots

SEPTEMBER 19, 2018

READ 7 Highly Effective Best Practices for Sales Reps. As you can see, just a few salespeople leaving can quickly add up to half a million or more each year in hiring and training costs and lost sales. Not only do they want to close that big sale for the benefit of the company – but also to win that commission.

Compensation 55

Compensation Salary Incentives Incentive 55

The Brooks Group

MAY 30, 2016

We’ve already dug into One-to-One Sales Meetings , Sales Team Meetings , Joint Call Sales Plans , and Evaluation and Feedback , so check them out in case you missed them. Your sales reps aren’t just employees, they’re people. One suggestion is to open your sales team meetings with a weekly “Headlines” update.

Sales Coaching 49

Sales Coaching Coaching Intent Motivation 49

Anthony Cole Training

JANUARY 5, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 136

Hiring Ideal Customer Profile eBook Insurance 136

The Brooks Group

APRIL 3, 2014

Sales Hiring Process Improvement Tip #1: Identify Your Sales Applicant-To-Hiree Ratio. This is the number of salespeople you hire divided by the number of sales applicants who go through your sales hiring process. You have a sales talent sourcing problem. Giving up old loyalties. And more! .

Hiring 40

Hiring Energy Loyalty Referrals 40

The Brooks Group

JUNE 11, 2014

Turnover in a sales force is normal and to be expected. Zero turnover is bad but if you're experiencing exorbitantly high sales turnover, it's even worse. Sales organizations, like any other organization made up of human beings, will experience personnel change. 6 Problems Caused By High Sales Turnover. And he was right.

Hiring 40

Hiring Insurance Insurance Retention 40

OpenSymmetry

JULY 20, 2015

Make sure you sales strategy is not an empty promise. Many companies think that if they just tweak the comp plan, run a ‘close the deal’ contest, or add a couple of salespeople the “Sales Plan” is as good as done. The indicators that problems are on the horizon are easily recognisable.

SalesForce 40

SalesForce Webinar Metrics Scale Quota 40

Miller Heiman Group

SEPTEMBER 10, 2020

Are you confident that your sales team can meet whatever new challenges arise in an increasingly unpredictable sales landscape? Take these steps to better understand your sales force and exceed buyer expectations and transform your sales. Measure Your Talent Strategy. Talent gaps are costly.

Sales Talent 77

Sales Talent Closing How To Face-to-face 77

Sales Hacker

SEPTEMBER 25, 2019

In June, CNBC reported that recently listed cloud software companies were getting crushed for poor sales execution. Enterprise sales is hard, which is why most businesses start as an SMB org and grow into an enterprise org. Today, enterprise sales is harder than ever. What does that mean for your sales team?

Enterprise 73

Enterprise Enterprise Ideal Customer Profile Lead Rank 73

The Brooks Group

FEBRUARY 22, 2016

Behavior assessments give insight into a new hire’s preferred communication method, and that should dictate the interactions that take place with managers—especially in the early days when attitudes about support levels and company loyalty are being formed. NOTE: Our sales training tools are designed to make your life easier.

Hiring 40

Hiring How To Journal Study 40

Engage Selling

NOVEMBER 8, 2016

Sales rarely get better by just waiting around. When salespeople are stuck or in a slump, many of them tend to…wait. That’s right, far too many sellers just wait for things to get better. Whether you’re a business owner or … Read More »

Sales 116

Sales Up-Sell Sales Talent Loyalty 116

Engage Selling

SEPTEMBER 21, 2017

Do more: it’s an expectation imposed on sales reps constantly. Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing. And…it’s happening in a selling market that’s changing faster than … Read More »

Quota 71

Quota Up-Sell Sales Marketing 71

Engage Selling

APRIL 6, 2017

By now, either you’re making steady progress towards your sales goals for 2017, or you may have already forgotten about the goals … Read More » We are now in the second quarter of the year! Didn’t we just ring in the new year?

Sales Goal 85

Sales Goal Sales Customer Service Up-Sell 85

Engage Selling

OCTOBER 11, 2018

The weakest part of the sales cycle can create havoc in a sales rep’s short-term and long-term sales success. It’s even more confusing when these very sales reps can deliver knock-out presentations, … Read More » The good news? It can easily be fixed too.

Sales Cycle 62

Sales Cycle Sales Customer Service Up-Sell 62

Engage Selling

NOVEMBER 10, 2016

It’s simply one of the oldest and biggest problems in sales…how does a salesperson get their calls returned? You’ve probably encountered this problem before. I don’t anticipate this age-old issue becoming any easier in the near future. The truth is, … Read More »

How To 92

How To Sales Customer Service Up-Sell 92

Engage Selling

AUGUST 30, 2016

Stop closing sales…isn’t that counter-productive to our sales success? Salespeople should not be attempting to “close” sales with clients. Did you just do a double take? You heard me right. It’s all in the definition. Closing is something you do … Read More »

Closing 52

Closing Sales Customer Service Up-Sell 52

Engage Selling

MARCH 29, 2022

The post 4 Prospecting Habits for Success first appeared on Colleen Francis - The Sales Leader. When salespeople are stuck or in a slump, many of them tend to…wait. That’s right, far too many sellers just wait for things to … Read More.

Prospecting 109

Prospecting Sales Talent Loyalty Sales 109

Engage Selling

AUGUST 16, 2016

How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team. I often suggest taking a step back … Read More »

Hiring 48

Hiring Sales Customer Service How To 48

Engage Selling

OCTOBER 18, 2016

Have you ever put together a sales strategy which you believed to be near flawless, only to see it fail in the long run? In my years of consulting, I have rarely (and I mean rarely!) come across a seriously … Read More »

Strategy 48

Strategy Sales Customer Service Up-Sell 48

Engage Selling

FEBRUARY 20, 2018

The winter Olympics are in full swing and I’ll be the first to admit I’m a junkie! I just love competition featuring the best of the best worldwide. Of course, there are always lessons to be learned for us as … Read More »

Course 73

Course Competition Sales Customer Service 73

OnePageCRM

FEBRUARY 6, 2017

That’s the cost of a sales rep mis-hire, according to research by Dr. Brad Smart of Topgrading Inc., a firm that helps companies assess sales candidates. But how do you identify a great sales hire? Not all sales people come from the same aggressive ABC (Always Be Closing) mold. Teams that use coaching see 161% more sales.

Hiring 52

Hiring Lead Rank Lead Scoring Sales Qualified Lead 52

Engage Selling

OCTOBER 28, 2016

I’ve noticed something about sales managers, companies and even salespeople. Could members of your sales team be falling victim to this trap? They tend to overcomplicate the selling process. There are only four things that you need to do in … Read More »

Sales 48

Sales Sales Management Company Customer Service 48

Engage Selling

AUGUST 4, 2016

There’s a very powerful difference between the sales teams that consistently hit and exceed their targets and the sales teams that – well, don’t. Let’s talk a little bit about the latter. Why is it that many organizations see wild … Read More »

Sales 48

Sales Up-Sell Loyalty Sales Talent 48

Engage Selling

MAY 29, 2017

After a week in Mykonos, Greece, I’ve determined that Myconians are the most hospitable people in the world. And, I believe that the best investment any hospitality business can make is to send their people to Mykonos for observational training. The … Read More »

Training 72

Training Sales Up-Sell Sales Talent 72

Engage Selling

SEPTEMBER 6, 2016

Maybe your pipeline is always overflowing with hot leads, you never have to place a cold call or send a cold email, your sales cycle is complete in a matter of days, and … Read More » Maybe you’re 100% perfect at your job.

Inbound 48

Inbound Cold Calling Sales Cycle Pipeline 48

Engage Selling

AUGUST 5, 2016

Boost prospecting efficiency on your sales team while also creating a coaching opportunity with this innovative method. Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.

Coaching 48

Coaching Sales Opportunity Prospecting 48

Engage Selling

SEPTEMBER 16, 2016

Turn to your non-sales departments to increase sales in your business? Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.

Sales 48

Sales Customer Service Up-Sell Loyalty 48

Engage Selling

OCTOBER 14, 2016

One of the things that I’ve noticed that really holds salespeople back is their inability to ask for the sale. Well, I shouldn’t say inability because everybody is able to ask for the sale, many of us are just not willing … Read More »

Sales 48

Sales Customer Service Up-Sell Loyalty 48

Engage Selling

OCTOBER 20, 2016

Trying to motivate a member of your sales team to break out of a sales slump? No matter their skill level, ambition, and work ethic, even the best of salespeople go through a period where they create less than desirable results. … Read More »

Motivation 48

Motivation Sales Customer Service Up-Sell 48