Understanding the Sales Force

DECEMBER 12, 2013

I''ve written four White Papers over the last several years, all backed by science and data from the more than 700,000 salespeople and sales managers that Objective Management Group has evaluated and assessed. You can request a free download of the first 3 papers if you don''t already have them.

Study 149

Study Outside Sales Inside Sales Video 149

Product Management University

MAY 24, 2017

Plus, tips on using white papers to generate more qualified leads and the difference between voice of the customer and sales feedback. Using White Papers to Generate More Quality Leads. View the May 2017 Issue. In This Issue: Blog: High-Octane Product Management. Is It Just Sales Feedback or True Voice of the Customer?

Lead Rank 40

Lead Rank Lead Scoring Objections Customer 40

Jeffrey Gitomer

APRIL 16, 2013

Write an industry white paper. White paper, or brochure? Get in front of people who can say yes to you and become known as an expert. CEOs want to create great reputations, keep customers loyal, keep employees loyal, have no problems, maintain safety, and make a profit.

Cold Calling 233

Cold Calling Face-to-face Trade Show Referrals 233

Zoominfo

FEBRUARY 18, 2021

Propel them further down the sales funnel with white papers and webinars. But here’s the good news, adding the human touch to meetings and sales-related discussions can prove to be the secret ingredient to fruitful conversations and overcoming sales objections. You can even benefit your entire industry.

Social Media 227

Social Media Top of Funnel Face-to-face Conference 227

Janek Performance Group

MARCH 26, 2024

This should include demographic information, such as roles, goals, preferred communication channels, challenges, and common objections. This should include blogs, case studies, and white papers. Based on your findings, create detailed profiles for each buyer persona. The deeper you go, the more real and relevant your persona.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

The Pipeline

MARCH 31, 2014

Just as you need to set time aside for the unexpected emergencies, (Grab you copy of the Sales Happen In Time white paper, to learn more), you need to include some down time, time to step back, re-energize, regroup, and re-emerge ready to conquer more. How can I help a prospect without involving my product?

Up-Sell 317

Up-Sell Consumer Exact Account 317

Janek Performance Group

NOVEMBER 16, 2022

Recently, Janek Performance Group partnered with Selling Power for a comprehensive white paper on hiring, onboarding, and retaining sales talent post COVID. Delivering Value: Of all the objections buyers may have to solutions, price tops the list. Objection Handling. There, we focused on how onboarding has changed.

Hiring 62

Hiring Sales Methodology Sales Talent Survey 62

Igniting Sales Transformation

SEPTEMBER 16, 2019

To me, that seems an obvious suggestion; however, I don’t believe that organizations are doing enough analysis to understand how ALL buyer interactions with their salespeople – starting with the first ones – are either helping or hurting pipeline and revenue objectives. So, let’s talk about “aligning to the buyers’ journey”.

Webinar Metrics 126

Webinar Metrics Loyalty Buyer Case Study 126

Hubspot Sales

MARCH 30, 2018

For more tips on avoiding common sales traps, download our free white paper, Three Biggest Sales Mistakes You Should Never Make. If they haven't made a decision by that time, set fresh expectations and move your timeline up to create a sense of urgency.

Objections 111

Objections Construction Follow-up Exact 111

Smooth Sale

MARCH 10, 2024

Studies show ebooks and white papers can also impact the customer decision-making process. Asking questions upfront to find out their challenges and objectives can help foster connections and maximize the probability of success. It is best to research every prospect beforehand to allow for personalized interactions.

B2B 102

B2B Top of Funnel How To Sales Qualified Lead 102

SalesLoft

JUNE 1, 2016

SDRs need to become dialing machines in order to hit their monthly quota, but when they’re constantly hit by objections, delays, or other sales brush-off comments, hitting that number becomes harder and harder. Have a preemptive strike planned for their objections. ” Or “I don’t have the timing.”

Objections 52

Objections Outbound Face-to-face Video 52

Zoominfo

FEBRUARY 5, 2021

Middle: Here, the prospect downloads a white paper or signs up for a webinar. The experienced rep will understand the common objections and know how to address concerns as they come up. Top: At the broadest part of the funnel, prospects interact with your content. Thank you, Marketing ).

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Zoominfo

FEBRUARY 18, 2021

Propel them further down the sales funnel with white papers and webinars. But here’s the good news, adding the human touch to meetings and sales-related discussions can prove to be the secret ingredient to fruitful conversations and overcoming sales objections. You can even benefit your entire industry.

Social Media 130

Social Media Top of Funnel Face-to-face Conference 130

Anthony Cole Training

JANUARY 13, 2014

I read the white paper, and it clearly identified common problems with CRM tools such as SalesForce.com, ACT and other pipeline management tools. So, I decided to take a closer look. And, because of these problems, there are challenges in the predictability of future sales. (You

Sales Forecasts 189

Sales Forecasts Forecasting Margin Incentives 189

SBI Growth

OCTOBER 23, 2013

It must speak to your buyer’s goals and objectives, struggles and obstacles. Here’s where you see fruit of your labor: blog posts, eBooks, white papers, newsletters, webinars, etc. No one knows your customers like you do. A third party isn’t close enough to produce relevant and contextual content. LEVERAGE INTERNAL RESOURCES.

Outsourcing Services 316

Outsourcing Services Lead Gen Marketing Webinar Metrics 316

SalesProInsider

JANUARY 20, 2022

Maybe it’s a tangent that the prospect takes you on, maybe it’s an objection, or maybe it’s a resource they need to review for proof or understanding that you don’t have available then and there. Component 1: Objective. The first component to include for each of your stages in your sales process is the Objective.

Resources 94

Resources Objections Sales Process Buyer 94

The Pipeline

APRIL 11, 2016

So before you can roll out your brochures, white papers and discounts, you need to bring them into the market. A complete abandoning of product (or solution), and focusing exclusively on the prospects’ objectives, and how you can help them achieve them. Objectives over Pain or Need.

Segment 120

Segment Prospecting Objections Vendor 120

Zoominfo

MARCH 6, 2017

Email Marketing for Logistics: Objectives Before you even start creating content for your email campaigns, you should define your main objectives. Define Your Audience After you’ve defined your objectives, you will need to have a strong understanding of who your audience is. Is it to get new customers?

Email Marketing 100

Email Marketing Webinar Metrics Marketing Strategy 100

Janek Performance Group

MARCH 8, 2024

As such, they publish blogs, white papers, case studies, and other collateral. Instead, sellers must anticipate objections. Check they have succeeded with similar-sized companies in comparable industries that faced your challenges. Successful companies not only share results. They are leaders in their fields.

Training 62

Training Face-to-face Education Negotiation 62

Understanding the Sales Force

JULY 10, 2013

Today your brochures live on or as Websites, call-ins went the way of the typewriter, and the closest thing to a bingo card are the inbound leads requesting samples, white papers and free trials. Hire a firm like Objective Management Group to help you identify and select true hunters. (c) c) Copyright 2013 Dave Kurlan'

Opportunity 221

Opportunity Pipeline Hiring Real Estate 221

Chorus.ai

JULY 9, 2019

Define Your Objectives. Sales enablement starts by determining what your objectives are. If your sales team is young, or if your final objective is just to keep on driving new sales, put focus on Skills Based Enablement by improving your sales teams’ capabilities in core areas. And it begins with strategy.

Sales Enablement 48

Sales Enablement Top of Funnel Ideal Customer Profile Lead Rank 48

Janek Performance Group

OCTOBER 17, 2023

Sellers may do and say things counter to their organization’s objectives. Often, buyers themselves are too close to see their issues objectively. Consider the following: Social selling LinkedIn Referrals The ultimate objective of social selling is to leverage social media to find future customers. The benefits are obvious.

Collateral 62

Collateral Social Media Referrals Social Selling 62

Zoominfo

FEBRUARY 5, 2021

Middle: Here, the prospect downloads a white paper or signs up for a webinar. The experienced rep will understand the common objections and know how to address concerns as they come up. Top: At the broadest part of the funnel, prospects interact with your content. Thank you, Marketing ).

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130

Sales and Marketing Management

OCTOBER 16, 2017

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. Author: Tony Agresta Most salespeople could teach a course in rejection. It’s not a high priority for us”. “I I already have a solution”. How’s this really going to help me?”.

Real Estate 243

Real Estate Construction Scale Hiring 243

Allego

DECEMBER 22, 2020

White Papers / eBooks. Long-form assets such as white papers and eBooks are top-of-the-funnel content that promote your company’s thought leadership on a topic that’s important to your industry. Reps use battlecards to handle objections in deals against specific competitors. Solution Briefs. Product Demo Script.

Sales Enablement 71

Sales Enablement Top of Funnel Case Study Face-to-face 71

SBI Growth

MARCH 5, 2013

This will give you an objective view of your entire sales funnel. Low open rates – Marketing produced content (blog, white paper, etc.) When you ask why the number is getting missed: Sales tells you they aren’t getting enough leads from marketing. Marketing says sales can’t convert leads to orders. How to Spot Issues.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation 320

Understanding the Sales Force

SEPTEMBER 8, 2014

We want you to be part of our next White Paper on Sales Force Effectiveness. According to data from Objective Management Group (OMG), 54% of salespeople were money motivated during the 1990''s and first half of the 2000''s. This is important! We won''t even ask your name or email address!

Motivation 252

Motivation Hiring Face-to-face Decision Maker 252

Partners in Excellence

SEPTEMBER 28, 2014

I’m almost hesitant to click on a download for an eBook or White Paper. I’m not sure I even object to the call, though I know they can nurture me a little longer, to refine their approach. I think what I really object to is the evident lack of research and poorly executed emails or calls.

eBook 90

eBook Lead Rank Lead Scoring Ideal Customer Profile 90

Partners in Excellence

APRIL 29, 2016

During this same period of time, I happened to notice a few white papers and market research reports on sales productivity issues. I downloaded the white papers, then slowly started counting. Each could have probed a little, “What was your interest in the white paper/research?”

Prospecting 48

Prospecting Call-back Research Microsoft 48

SBI Growth

SEPTEMBER 2, 2012

The objective of the interview is to map a customer buying process. White papers offer prospects the greatest deal of information about our product. From the moment a customer identifies their problem, conducts research (when and where), identifies requirements, evaluates options, resolves concerns and makes a decision.

Data 267

Data Analysis Sales Operations Buying Cycle 267

Anthony Cole Training

OCTOBER 31, 2013

One of our business partners is Objective Management Group. Not only does it provide information on skills, traits and tendencies of the sales people and sales managers, but it also provides great insight into the systems and processes that exist in the company that are either supporting or hindering your sales growth objective!

Hiring 193

Hiring System Sales Talent Groups 193

Product Management University

AUGUST 15, 2023

Market segment priorities are far more data driven and objective than product priorities, which can be highly subjective due to the lack of quality data. PPM Explained for B2B WHITE PAPER: Product Portfolio Strategy It’s a logical question but the answer is a definitive no.

Segment 98

Segment B2B Data Marketing 98

Miller Heiman Group

APRIL 13, 2020

Ask your sellers to review the data they’ve entered in the CRM to ensure its accuracy : make sure they’ve entered all contacts, reconsidered the next steps for their accounts, recalculated their opportunity scores and updated their sales objectives. Validate this information with individual funnel reviews. Focus on Quality. Get the Study.

Top of Funnel 110

Top of Funnel Sales Management Strategy Funnel 110

Pointclear

OCTOBER 5, 2018

4,319 contacts who downloaded a white paper but may or may not be in targeted companies or have any need or authority to buy (email addresses, many bogus, no company firmographics and no telephone numbers). Read more in this white paper. it’s likely they have no authority to make decisions. The Verdict.

Lead Generation 113

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 113

The Pipeline

FEBRUARY 8, 2012

So the only thing left is to differentiate yourself by helping the buyer achieve his/her objectives. Identify buyer’s objective. Understand how you can help them achieve those objectives. Objection Handling. White Paper. Next Steps. Focus on progress not difference. What’s in Your Pipeline?

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

NOVEMBER 25, 2011

Finally, and frankly my favourite is the White Paper nominated for Top Sales & Marketing EBook , it is a piece I wrote focused on time called Sales Happen In Time. Objection Handling. White Paper. The other nominees include Kendra Lee. Guest Post. Hiring Sales Talent. HR Management. Impact Questions.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

A Sales Guy

SEPTEMBER 28, 2012

Each task must have an objective and a desired next steps. Send white paper. Objective: Prove interoperability. At the end of the day, every opportunity in the pipeline must have an associated task or it’s not a real opportunity, every task must have a set of objectives or it’s not a real task.

CRM 113

CRM Opportunity Skype Pipeline 113