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Making the most of every opportunity

Sales 2.0

One framework for progressing sales opportunities that I have had a lot of success with is described in Robert Miller and Stephen Heiman’s book “Strategic Selling” (now called New Strategic Selling.) This is a special type of person that does not automatically come with every opportunity. This person is a “coach.”

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Building Tomorrow’s Success: How to Capture New Sales Opportunities for 2025

No More Cold Calling

If your focus is on winning as much business as possible before year-end, you’ll be starting 2025 in a losing position—with a lackluster pipeline and few new sales opportunities for the New Year. Referrals = New Sales Opportunities It’s tough to focus on prospecting when you’re working on a massive project or closing a big deal.

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Steam Vent Hack That Salespeople Can Use on Stalled Opportunities

Understanding the Sales Force

There are three types of opportunities in your pipeline. The obvious problem is with the opportunities that are stalled. It’s for decision makers of real opportunities (not where you had happy ears) who have gone cold for more than two weeks beyond when you were supposed to talk. Back to the steam vent and a bonus hack.

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Great, Great B2B Media Sales Opportunity

Sales and Marketing Management

If you like working on your own schedule, in your own digs, and make quite good dough at it, we have a fun and profitable opportunity for the right, qualified person. The post Great, Great B2B Media Sales Opportunity appeared first on Sales & Marketing Management.

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How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales

Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done.

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Qualifying Opportunities: Your Sales Growth Superpower

Sales and Marketing Management

Lack of quality opportunities clogs your pipeline, causes inaccurate forecasts and causes sales professionals to miss their goals. There are three areas you can focus on to improve the quality of your opportunities and their odds of a successful close.

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Opportunity Blindness – What’s in Your Sales Pipeline?

Understanding the Sales Force

Are the opportunities made of gold bullions or lumps of coal? The current closable opportunities (B) are at 23% of the forecast (C) and at less than 10% of the quarterly target (D). Early stage opportunities should not have an assigned value. How many opportunities do the assigned values represent by team and by salesperson?

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Increase Revenue With Better, Faster Sales Onboarding

Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%.

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Don't Let AI Pass You By: The New Era of Personalized Sales Coaching & Development

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Whether you’re looking to enhance your team’s productivity or explore the future of AI-powered development, this session will offer practical insights and inspiration.

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Marketing Operations in 2025: A New Framework for Success

Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com

Secure your seat and register today! 📆 December 11th, 2024 at 11:00 AM PST, 2:00 PM EST, 7:00 PM GMT

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The Definitive Guide to Remote Sales Coaching

Have you struggled to onboard, train, and provide continuous learning opportunities to your salespeople due to the abrupt shift to remote work? If so, you’re not alone. Sellers are relying on virtual selling more than ever.

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12 Tips for Selling to the C-Suite

The question for sales pros is this: Are you ready for the challenge, and opportunity, of selling to the C-suite? That’s why every salesperson’s goal is to make their pitch directly to a senior executive—ideally, sooner rather than later. The following 12 tips can help ensure that you and your team are.

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Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

Most sales managers know this, but suffer from three conditions that limit their opportunity to help: Too many people, too much ground to cover, and not enough time for developing people. However, a lot of sellers need help getting there – it’s hard to develop skills in a vacuum. Fortunately, there are options!

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Best Practices for Accelerating the Sales Process

More often than not, sales leaders strive to accelerate their deal cycle, but it’s critical to also consider the opportunity cost. The bottom line is that, in B2B sales, speed is useless without control.

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The Impact of Direct Dials on Sales Productivity

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.