Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 109

Sales Management Hiring Top of Funnel Funnel 109

No More Cold Calling

OCTOBER 1, 2015

Earn trust and credibility with your prospects, who are pre-sold on your ability to deliver results. Convert prospects into clients at least 50 percent of the time (usually more than 70 percent). Meet with hot prospects while your competitors are still figuring out how to get in. Is that how you want to spend your selling time?

Referrals 120

Referrals Lead Rank Lead Scoring Prospecting 120

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. 5 Secrets to Get Better Prospecting Leads. The reason these are great prospects is simple. Client List. Negotiation.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

Anthony Cole Training

NOVEMBER 20, 2012

Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. Here is a guest blog from Sales Development Expert, Author and Highly Recognized Leader in Sales Force Evaluations - David Kurlan. The answer to that question is: YES!

Airlines 137

Airlines Prospecting Decision Maker Vendor 137

Understanding the Sales Force

JULY 10, 2014

Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! Next week I''ll introduce our new and revised Sales Management Core Competencies. They are marketing themselves.

Top of Funnel 309

Top of Funnel Social Selling Funnel Promotion 309

Partners in Excellence

OCTOBER 30, 2022

If we know, through our research, that they have a problem and need to change, or if we can find a way to incite them to change, we have the opportunity to achieve our goals through helping them more effectively achieve their goals. Imagine how we could grow our sales! This is just insanity! Try this thought experiment for yourselves.

Prospecting 90

Prospecting Conversion Maximizer Research 90

The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. How “Social Media” Can Be Part of Your Prospecting Strategy. ” Sales Motivation Blog. prospecting.

Social Media 189

Social Media Media Strategy Prospecting 189

Sales Management Plus -- SMP

NOVEMBER 30, 2023

If you can identify which behaviors your most successful sales reps employ and then teach those behaviors to all of your reps, you will go a long way toward creating a rising tide of improved sales strategies. Using SMP, you could create this analysis in less than five minutes before your next sales meeting.

Distribution 52

Distribution Retention Sales Cycle Selling Skills 52

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Retail Sales Trends. Voicemail as a Prospecting Strategy? Most salespeople leave short sales pitches.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

criteria for success

MARCH 17, 2021

This way, new hires need to indicate a certain level of knowledge before they are able to engage with prospects and clients. By this point, your new hire should be actively prospecting and selling, and it’s important to make sure they haven't fallen into any old habits, but are instead sticking to your process. Listen Now.

Hiring 97

Hiring Training Selling Skills Lead Qualification 97

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Coaching Benefits 1.

Sales Coaching 109

Sales Coaching Coaching Benefit Construction 109

Apptivo

JANUARY 27, 2022

There are two types of sales detractors whom you will come across when selling your products or services. The customer is not ready for upselling or cross-selling. Sales Plan. Furthermore, the sales plan will have a particular time period within which the sales team has to implement it. Be Selective.

Real Estate 98

Real Estate Promotion CRM Software 98

Vengreso

JUNE 16, 2022

All by now have implemented virtual sales training or online sales training programs that have had a better impact on sellers’ behavior than a face-to-face training session ever was able to achieve. Is Online Sales Training Effective? For years, sales training presentations have been crammed into one- or two-day events.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

A Sales Guy

SEPTEMBER 23, 2019

Too much reliance on selling tools. Too much activity management. Little respect for prospects and buyers time. “Welcome to the team,” said my new sales manager, as he dropped a giant yellow pages phonebook on my desk. To be successful selling just a decade ago meant you had to hone your skills.

Sales Tools 108

Sales Tools Tools Cold Calling SalesForce 108

Partners in Excellence

SEPTEMBER 26, 2022

Yeah, I know many of you will say, “Well dugghhh, Dave, we know all about it and how important it is, after all, we’ve been selling for years… ” The reality, as I review pipelines, win/losses, deal strategies, the biggest challenges most people face is the opportunities aren’t really qualified.

Ideal Customer Profile 68

Ideal Customer Profile BANT Pipeline Margin 68

Partners in Excellence

OCTOBER 3, 2022

Many have argued abandoning the Selling Process, focusing on the Buying Process, in the least we must align the selling process with the buying process. We even create charts of the stages customers go through, aligning them with our selling process. For example, Prospecting might be aligned with Problem Determination.

Analysis 128

Analysis System Selling Skills Buyer 128

Partners in Excellence

OCTOBER 18, 2022

We toss the term around casually, but when I look at too many pipelines or prospecting programs, the ICP is not discernible. We have a tendency to try to sell to anyone. Too often, we don’t take the time to do the research to make sure the prospect is in our ICP.

Ideal Customer Profile 48

Ideal Customer Profile Customer Pipeline Enterprise 48

Sales Hacker

JULY 25, 2022

Finding ideal prospects means your SDRs must be experts on your products and services, and be able to communicate how they can solve your potential customers’ problems. Related: The Definitive Guide to Sales Prospecting With Proven Outreach Methods. Sales accepted opportunities. Building an SDR manager dashboard.

Engineering 99

Engineering Revenue Top of Funnel Sales Qualified Lead 99

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. What is Prospecting?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. Sales effectiveness is the domain where enablement collaborates with sales management to translate enablement efforts into tangible sales results. Sales effectiveness is where enablement efforts translate into sales results.

Face-to-face 96

Face-to-face Study Survey Coaching 96

Hubspot Sales

DECEMBER 19, 2017

Selling Skills 2018. Video skills. Framing skills. Challenger selling. Your job title hasn’t changed -- you’re still a salesperson, sales manager, sales director, etc. -- but of course, everything else has. Video will be a major selling trends in 2018. Ability to be honest. The result?

Analysis 136

Analysis Scale Film Video 136

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. After all, sales management is responsible for Sales Performance Management. Build those skills by utilizing the tools around you. Your manager is one of those tools.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Hubspot Sales

OCTOBER 9, 2019

So, how can you improve your sales skills? Below, you'll learn how to develop your sales skills and improve your performance on your team. Attend sales training. Sales training and professional development opportunities can keep your skills fresh. Getting comfortable breaking up with prospects.

Film 138

Film Hubspot Sales Cycle Lead Rank 138

The Sales Hunter

MARCH 18, 2012

Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. As a rookie salesperson, I learned that when it comes to making sales calls, it’s best to follow the Boy Scout motto: Be prepared. Acumen Management Group Ltd. Prepare questions.

Call-back 186

Call-back Groups Sports Selling Skills 186

Partners in Excellence

NOVEMBER 14, 2022

They are focused on the basics of selling. Disciplined time management, focused prospecting, addressing customer challenges/business problems in meaningful ways–not pitching their products. Disciplined pipeline and deal management. They experiment with new strategies, they look at new opportunities to grow.

Outsourcing Services 141

Outsourcing Services Ideal Customer Profile Hiring Face-to-face 141

Janek Performance Group

MARCH 9, 2022

In the movie he’s required to make 100s of cold calls daily to prospective clients. The opportunity cost as a sales rep of doing things that add no value to our performance can be an expensive luxury. . For example, as sales reps we know our manager is tracking our closing rate, our deal size, and revenue generated.

Engineering 62

Engineering Lead Rank Lead Scoring Maximizer 62

Highspot

JANUARY 9, 2024

The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Each stage requires specific selling skills to satisfy prospect needs. What is B2B Sales Training?

B2B 52

B2B Training Top of Funnel B2C 52

Highspot

JANUARY 3, 2024

Whether you’re a seasoned sales manager or a frontline rep hustling for results, we get it – the struggle is real. Closing is about finalizing a sale and creating a lasting relationship that can lead to more opportunities. What are the steps in the sales closing process?

Closing 52

Closing Training Lead Rank Negotiation 52

Jeffrey Gitomer

JULY 26, 2011

New prospective customer not looking to buy yet. New prospective buyer getting ready to buy. Most would consider not having time for business talk at a business lunch a failed opportunity. Get Sales Blog Updates. Sales Management. Sales Videos. Gitomer | July 26, 2011 | 2 Comments. GREAT food.

Hiring 260

Hiring Social Media Referrals Loyalty 260

Hubspot Sales

MAY 25, 2018

As a salesperson, you never want to be considered amateurish by your colleagues or prospects. Sales leaders and businesses are paying a hefty price for not developing the selling skills of their people. They’re not only selling less than they could be, they’re also being forced to sell at lower prices than they should be!

Vendor 111

Vendor Lead Rank Lead Scoring Call-back 111

No More Cold Calling

APRIL 9, 2015

Thanks for helping out another team member, thanks for asking insightful questions, thanks for scoring a meeting with a prime prospect, thanks for representing our company well, and thanks for bringing in a new deal. Sales has always been a “sink or swim” profession, so it’s not surprising how many reps end up drowning. Yes, thanks.

Hiring 120

Hiring Lead Rank Lead Scoring Guidelines 120

The Sales Hunter

FEBRUARY 16, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Personally, I enjoy having the opportunity to network and meet new people. high profit selling. phone sales tips.

Networking 222

Networking Motivation Hiring Negotiation 222

The Sales Hunter

NOVEMBER 18, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. 22 — letting everyone, especially prospects, now you’re going to be open, available and capable of filling orders.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

Gong.io

AUGUST 10, 2022

A product-focused, target-oriented mindset may have worked 30 years ago, but today’s buyers are much better informed and far less willing to put up with an unsatisfactory sales experience. . Unfortunately, some sales reps still haven’t gotten the memo. That’s not great for them, but it presents an opportunity for everyone else. .

Consultative Selling 62

Consultative Selling ACT Cold Calling Buyer 62

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Want to know the best way to get your 2012 sales off to a great start? Client List. Testimonials. FREE Resources.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

Sales Hacker

DECEMBER 9, 2022

Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Consider the selling skills, roles, and tenures of the sellers you will deploy in the territory. This information can be helpful.

Lead Rank 98

Lead Rank Territories Lead Scoring Quota 98

The Sales Hunter

DECEMBER 22, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. I have the opportunity to talk with many buyers. high profit selling. phone sales tips. prospecting.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195