Sales Training Connection

APRIL 4, 2014

Let’s take a look using the scenario of an existing sales manager from inside the company taking over an existing sales team in another region. Do your homework to gain an objective lay of the land. Drill down and learn about the territory and the sales team. ©2014 Sales Momentum, LLC.

Sales Management 119

Sales Management Pivotal Coaching Sales Coaching 119

SBI

JULY 24, 2018

Selling is similar to dating, except every encounter with a customer or prospect is like a first date. Sales reps need a simple 1-2-3 experience in everything we do. Sales Reps: Remember, your customers are people, not opportunities. Look at all of your sales processes: Territory & quota planning.

CRM 95

CRM SAP Forecasting Incentives 95

Sales Hacker

FEBRUARY 12, 2021

Here are just a few features that are specific to enterprise-level CRMs: Custom objects. Sales enablement. Automatically rotate leads and create deals using workflows, move deals through the sales pipeline, create tasks, trigger notifications, send email sequences etc. Use custom objects to create complex reports.

Enterprise 84

Enterprise Enterprise CRM NetSuite 84

Showpad

JANUARY 8, 2021

The onboarding phase that begins when a new employee in their first 30 days should focus on essential aspects of sales — identifying prospective customers’ needs, communicating effectively, understanding and overcoming objections and so on — through the lens of your unique organization.

Hiring 52

Hiring Training Sales Enablement Case Study 52

Vengreso

DECEMBER 2, 2020

A sales plan or sales strategy can be the difference between an organization merely surviving, or a company exceeding all sales objectives. With so many ups and downs this year, as well as company pivots and new long-term strategies, sales planning is more important than ever before for success.

Ideal Customer Profile 120

Ideal Customer Profile Top of Funnel Hiring Segment 120

SBI

AUGUST 28, 2012

And while timing has always been important in sales (think monthly and quarterly objectives) the most important thing is to beat the revenue objective before the final buzzer goes off. Velocity, as a word, is a “measurement of the rate and direction-of-motion of an object.” And a whole lot more.

Revenue 111

Revenue eBook Objections Territories 111

The Pipeline

APRIL 29, 2011

Stored in Attitude , Communication , Funnel management , Guest Post , Lead Management , Prospecting , Referrlas , Sales 2.0 , Sales Technique , execution. Sales gurus tell us that getting more sales is all about your “activity,” but is it? Myth #1 Sheer Activity is the Only Thing That Matters in Sales.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

The Pipeline

APRIL 1, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Cold calling , Communication , Guest Post , Productivity , Prospecting , Sales Strategy , Sales Technique , Voice mail , execution. Stop the whining and start seeing the opportunity it provides to “touch” the prospect. Canadas Sales Coach.

Pipeline 223

Pipeline Twitter Call-back Cold Calling 223

The Pipeline

MAY 6, 2011

Stored in Attitude , Business Acumen , Guest Post , Marketing , Prospecting , Sales 2.0 , Success , Timing , Trust , execution. We were looking for the proverbial nugget of gold – a prospect with pain and a budget. We were looking for the proverbial nugget of gold – a prospect with pain and a budget. Canadas Sales Coach.

Pipeline 256

Pipeline Hoovers Customer Hiring 256

The Brooks Group

MARCH 22, 2019

For current team members, use your one-to-one meetings to communicate expectations around goals, their sales territory, and the key performance indicators you’ll be tracking. Work with your sales reps to establish short and long-terms goals together, using two-way communication. Number of demos given.

Hiring 70

Hiring How To Coaching Motivation 70

Lessonly

NOVEMBER 13, 2020

I often used to think of repetition at work as failure or a lack of creativity, but in sales especially, having the basics down pat doesn’t stifle creativity at all. It actually allows reps to spend less time fumbling through basic objections or demo decks and more time customizing their conversations with prospects and customers.

Sales Enablement 42

Sales Enablement Software Software Sales Leadership 42

Partners in Excellence

NOVEMBER 1, 2011

Are the right customers participating in this meeting–do you have the people involved that enable you to achieve your goals and objectives? Have you anticipated questions or objections the customer may have? Do you know how many prospecting calls you need to make this week? Related posts: Evolving Your Sales Game Plan.

Pipeline 91

Pipeline Territories Objections Travel 91

Keith Rosen

JULY 27, 2013

“So, I guess you could sense a change in the tone of my prep form that I sent you for our sales coaching call today?” coaching call. Prior to each coaching call, clients email me their objectives for the call and their week in review. ” Tip From Your Executive Sales Coach.

Coaching 131

Coaching Sales Coaching Call-back Promotion 131

The Pipeline

APRIL 15, 2011

Recent research by Demand Gen Report found that, “…58 percent of B2B marketers believe the role of a marketer ‘never ends’ even when the lead has been transitioned to sales…” Marketing automation helps marketers add value to buyer relationships even after those prospects have begun to interact with salespeople. Canadas Sales Coach.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The Pipeline

JULY 29, 2011

If you don’t have your inbound web strategy in place, outbound sales will have to work harder to find prospects and nurture them. A solid inbound web strategy also includes nurturing, but if you don’t have marketing tools then outbound sales will have to manually nurture as well. Canadas Sales Coach. Prospecting.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

Chorus.ai

JANUARY 16, 2020

Sales call coaching and sales tools are all en vogue this season, but it’s easy to get lost on the way to the catwalk. At Tapclicks , frontline sales managers are super passionate about sales coaching styles and using sales tools properly. 6 Principles to Design a Sales Coaching Curriculum.

Sales Coaching 104

Sales Coaching Coaching Face-to-face Follow-up 104

The Pipeline

JULY 19, 2011

Or responding and managing to emotionally based “objections”, are the same as searching a database at any speed. Canadas Sales Coach. Objection Handling. Prospecting. Random Walk Down Sales Street. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Tibor Shanto.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

The Pipeline

APRIL 8, 2011

Canadas Sales Coach. RT @Renbor: "Battle Reparation Tactics Meet Marketplace Strategies" [link] #guestpost #Sales #B2B #marketing. Canadas Sales Coach. Objection Handling. Prospecting. Random Walk Down Sales Street. Saturday Sales Tip. Shorter sales cycle. Trackbacks.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

Delicious Sales

MAY 2, 2012

Sales (12918). Prospecting (4539). Sales Management (2614). Inside Sales (849). Outside Sales (81). Objections (1892). Sales Process (1775). In 2009, there were 800,000 inside sales departments. So many prospects and clients to kill, so little time. Topics Major Topics. Marketing (6398).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Keith Rosen

JUNE 24, 2017

It could take just one person on your team to sabotage you from achieving your monthly and yearly business objectives. This type of distraction shifts the focus from your business objectives to doing triage, hoping to prevent further damage to the team’s motivation, culture, focus, performance and activity. Recognizing the Win!

How To 61

How To Coaching Territories Intent 61

Keith Rosen

JANUARY 12, 2019

Tip from the Coach : Aside from developing and presenting their goal attainment plan to their manager, many companies have each independent contributor present their plan to the entire team to gather as much positive feedback from the collective wisdom of the group. Set the expectations and objectives for the meeting.

Sales Goal 100

Sales Goal Coaching Intent Follow-up 100

The Pipeline

SEPTEMBER 23, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Cold calling , Guest Post , Proactive , Prospecting , Sales Success , Webinar , execution. There are many ways to meet a prospect, this is one of them. The Born Sales Person. Objection Handling. Prospecting. Sales 2.0.

Cold Calling 266

Cold Calling Pipeline Twitter Webinar Metrics 266

Jonathan Farrington

APRIL 4, 2013

I have often discussed the three selling “responsibilities” or “tasks” that we all have as professional front-line salespeople, i.e. Phase One : lead generation/prospect attraction. Phase Two : prospect conversion/closing the deal, and finally, Phase Three : client/customer retention and development.

Loyalty 50

Loyalty Customer Territories Coaching 50

The Pipeline

JULY 11, 2011

I agree that the peer pressure is there with you, but I think sales people are eye-balling opportunity every day, and if they don’t step up, it is gone. I also think that as a sales pro, we are on display every time we sit with a prospect. Canadas Sales Coach. Canadas Sales Coach. Prospecting.

Pipeline 225

Pipeline Twitter Hiring B2B 225

Close.io

OCTOBER 1, 2018

Making the leap from sales practitioner to sales manager doesn’t have as much to do with being a rockstar that boasts the highest close rate on your team—as it’s concerned with your ability to motivate, lead and elevate others to achieve more. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Don on Selling

OCTOBER 26, 2018

M anaging the Performance of Sales Reps. According to a sales executive named Norman Behar, sales performance management is more important than leadership and sales coaching skills. Most companies assume that their managers can manage sales performance effectively. In the survey by Wayshak, 81.6%

Hiring 58

Hiring Survey Promotion Study 58

Keith Rosen

JUNE 24, 2010

Because the truth is, you just may be running so fast in an attempt to catch up on your sales numbers, that you didn’t recognize the blinders you’ve developed which are obstructing your view of the fuller picture; the landscape you’re trying to farm and manage when it comes to selling and driving the right sales activity.

Video 69

Video Follow-up Up-Sell Cold Calling 69

Hubspot Sales

SEPTEMBER 27, 2019

Sales has traditionally been an intuition-driven profession. Well, salespeople conduct research on potential customers and then engage the best-fit prospects in conversation. This allows reps to feel out each prospect’s interest and determine whether or not they’re an ideal customer. How to Approach Sales Data.

Data 111

Data Lead Rank Lead Scoring Energy 111

Keith Rosen

MAY 13, 2009

Because the truth is, you just may be running so fast in an attempt to catch up on your sales numbers, that you didn’t recognize the blinders you’ve developed which are obstructing your view of the fuller picture; the landscape you’re trying to farm and manage when it comes to selling and driving the right sales activity.

Account 48

Account Cold Calling Follow-up Up-Sell 48

Hubspot Sales

JULY 17, 2023

Sales forecasting. AI software generates sales forecasts based on historical data and predictive algorithms. Sales coaching. AI tools provide real-time coaching prompts and suggestions for improved sales techniques. Now, let's explore the specific use cases where AI sales assistants truly shine.

Forecasting 72

Forecasting Hiring Hubspot Analytics 72

Hubspot Sales

DECEMBER 2, 2020

As I work with sales organizations across the world, I am frequently asked if the inbound sales philosophy works in an industry defined by a transactional sales process. Many salespeople find it difficult to overcome price objections, especially when their sales process is short and their product isn’t highly differentiated.

Industry 110

Industry Lead Rank Lead Scoring Inbound 110

Highspot

DECEMBER 21, 2022

This means that without proper management training, a top sales rep does not always make a great sales manager. But — they can grow to become one by having proper training in the following areas: sales coaching. sales guidance. motivational coaching techniques. performance KPI tracking.

Training 52

Training Sales Management Lead Rank Lead Scoring 52

Bigtincan

SEPTEMBER 8, 2021

Is the team operating on its own sales schedule or working on the customer’s purchasing schedule? How much time do your sellers spend with prospects understanding their buying process? . Common Issue #2: No insight into what content is being used by reps or prospects.

Sales Enablement 111

Sales Enablement Strategy Enterprise Enterprise 111

Anthony Iannarino

MARCH 31, 2020

Like many conversations we have in business, and in B2B sales, if you have the conversation once, it is a suggestion. Individual: Territory Plan Review. You make prospecting more effective when you identify your dream clients and a theory as to why you believe there are better results available to them.

Sales Meeting 100

Sales Meeting Meeting eBook Territories 100

Close.io

FEBRUARY 24, 2020

They get the big-picture view of what's happening and articulate that into sales plans, content, and processes for the sales team to execute on. Sales operations is the team that plans and organizes rep operations, territory planning, lead generation, sales analytics, and more. Audit your current sales content.

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

Bigtincan

DECEMBER 8, 2021

Sales teams use Highspot primarily for three reasons: sales enablement, sales coaching , and content management. Highspot has been around for nine years and has many loyal customers, but there are also many Highspot competitors in the sales enablement space. Which presentation was used the most by your sales teams?

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59

Sales Hacker

NOVEMBER 28, 2018

For example, you may notice that one industry you work with has longer sales cycles or that you have a high number of leads coming from a certain source. Sales rep or sales team. Sales region / territory. Sales reps are often overly confident about the number of deals they will close, skewing the sales forecast.

Top of Funnel 81

Top of Funnel Sales Process Data Lead Rank 81