Understanding the Sales Force

FEBRUARY 24, 2014

If they don''t complete the application and assessment, then why do sales managers and HR managers try so hard to get them to do it? Sales Managers and Sales Leaders repeat a nother big mistake during the first interview when they prematurely sell the sales opportunity to the candidates.

Company 196

Company Webinar Metrics Compensation Study 196

Sales Hacker

FEBRUARY 6, 2019

It’s also really important that you align on exit criteria for the stages in your sales cycle so that a rep knows exactly what they are responsible for before progressing an opportunity through the funnel. Build sales collateral. The sales process is only as good as the value it provides to your customers and reps.

Sales Process 81

Sales Process Top of Funnel Sales Management Sales Methodology 81

No More Cold Calling

OCTOBER 9, 2014

In fact, 86 percent of business buyers engage in research independent of the sales cycle. Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Associations Enterprise Sales Management Salespeople Small Business'

Cold Calling 280

Cold Calling Small Business Small Business Call-back 280

Sales 2.0

SEPTEMBER 14, 2014

Startups are super exciting but they can turn a “rockstar sales person” into a “loser”. So if one of these “golden opportunities” comes your way, try to look carefully before you jump in. It’s not our job to build websites, landing pages, white papers, blog posts or other content marketing to engage prospects with our message.

Scale 373

Scale Hiring Collateral Social Selling 373

Igniting Sales Transformation

SEPTEMBER 16, 2019

The idea is to deliver the right articles, white papers, case studies, videos or webinars at the right time in the buyers’ decision-making process. Often your salespeople are losing out on sales opportunities with the message they convey in the first email they send or phone call they make. A lot of it.

Webinar Metrics 126

Webinar Metrics Loyalty Buyer Case Study 126

Pointclear

AUGUST 14, 2013

Sales Managers Didn’t Want Their People on Social Media All Day. But in sales, you’re out in the cold if you don’t have a browser open to LinkedIn. Sales managers used to think the Internet was a time-sapper, too, but companies are starting to realize that social media is a huge portal to sales opportunities.

Social Media 203

Social Media Media Twitter Social Selling 203

Pipeliner

APRIL 30, 2021

It has prioritized lead and opportunity management over account management. Guided by both the industry and the CRM solutions they were using, businesses and organizations never really dug into real account management. RAIN Group, White Paper Competencies of Strategic Account Managers. Need from CRM.

Account 80

Account Lead Rank Lead Scoring Engineering 80

SBI Growth

SEPTEMBER 2, 2012

In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses: Conducted internal win/loss debrief on large opportunities. Interviewed VP of Sales, Product Leaders, and Sales Manager to understand what they were seeing in the market.

Data 267

Data Analysis Sales Operations Buying Cycle 267

Janek Performance Group

NOVEMBER 16, 2022

This is the lengthy process of developing raw sales talent into top performers within their respective organizations. Recently, Janek Performance Group partnered with Selling Power for a comprehensive white paper on hiring, onboarding, and retaining sales talent post COVID. There, we focused on how onboarding has changed.

Hiring 62

Hiring Sales Methodology Sales Talent Survey 62

The Brooks Group

FEBRUARY 11, 2020

That why the Sales Research Performance Center (SPRC), powered by The Brooks Group, recently produced “The Ultimate Guide to Hiring Quota-Smashing Sales Reps,” a groundbreaking white paper to address this exact issue. The cost of bad hires reverberates long after the errant sales professional has been shown the door.

Hiring 52

Hiring Sales Talent Quota Travel 52

Pointclear

DECEMBER 1, 2016

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. For details on how sales should follow-up on a lead click here. Big surprise.

Marketing Qualified Lead 100

Marketing Qualified Lead Sales Qualified Lead Lead Rank Leads 100

Pointclear

MAY 13, 2016

Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another. Documentation of environment.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

Partners in Excellence

MARCH 9, 2023

I spend a lot of time with sales managers looking at data. You probably have enough opportunities, you just aren’t winning enough of those opportunities… ” Again, their eyes cross, they just know what they’ve always done, if they don’t have enough opportunities, more prospecting.

Data 68

Data Vendor Pipeline Face-to-face 68

Partners in Excellence

MARCH 12, 2020

They were hitting their monthly proposal number, but many of the opportunities were marginally qualified, or opportunities they shouldn’t have been chasing in the first place. Afterword : The process we put in place with my client was based on the implementation of our Sales Execution Framework (SEF).

Proposal 96

Proposal Margin Sales Cycle Quota 96

The Pipeline

NOVEMBER 16, 2011

Stored in Attitude , Business Acumen , Interview , Planning , Proactive , Sales Leadership , Sales Success , audio , execution. Earlier this year I had the great opportunity to be on the air with Todd Schnick , of Intrepid Radio ([link] We talked sales, some new nuggets, some familiar favourites, but always with an eye to execution.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

Partners in Excellence

JUNE 9, 2021

But instead of trying to qualify and opportunity, their only job is to incite people to search. Once we incite people to search, how do we engage and teach them, leveraging digital first, supported with selective human interventions (today, we do the reverse, sales led, digitally supported)?

Lead Rank 138

Lead Rank Channels Customer Service Sales Qualified Lead 138

Sales Training Connection

APRIL 6, 2016

Sales Strategy – Stop, Pause, Reassess. A sales manager recently finished sales strategy reviews for the top 20 accounts in her geography. She told me, “Let’s not talk about the quality of the sales strategies – some were great and some not so much. This means a sales strategy is always a work in progress.

Strategy 50

Strategy Account Sales Management Sales 50

Chorus.ai

JANUARY 29, 2021

Show your sales reps the latest approaches to reach decision-makers. Make sure they know how to convincingly present and pitch your product or service through remote means — there’s unlikely to be much opportunity to rely on working the room in 2021. Content has become the “force multiplier” of the modern sales organization.

Sales Enablement 62

Sales Enablement Webinar Metrics Top of Funnel Strategy 62

No More Cold Calling

FEBRUARY 20, 2014

Developing meaningful relationships with our customers is not just a nice way to work, nor is it an outdated sales concept. 29% increase in percentage of sales reps making quota. 24% decrease in sales force turnover. Attention Seasoned Sales Pros. Associations Enterprise Sales Management Salespeople'

Gatekeeper 218

Gatekeeper Referrals Cold Calling Hiring 218

Miller Heiman Group

JUNE 25, 2018

Sales leaders, sales operations and sales enablement work together to establish qualification criteria that serve as critical checkpoints for determining the forecast, and sales reps are expected to meet these checkpoints as they pursue each opportunity. Sales methodology and sales process.

Sales Methodology 66

Sales Methodology Forecasting Quota Sales Enablement 66

Sales Training Connection

JULY 7, 2014

Sales Strategy – Stop, Pause, Reassess. Last week, I was talking with a sales manager who shared an interesting story about sales strategy reviews. She had just finished conducting sales strategy reviews for the top 20 accounts in her geography. What to learn more about sales strategy?

Strategy 94

Strategy Account Sales Sales Management 94

Pipeliner

MAY 26, 2023

This technology can streamline your sales process, making your sales team more efficient. Create Relevant and Valuable Content: Your sales team needs content that helps them sell effectively. This could include case studies, white papers, product demos, and more.

Sales Enablement 98

Sales Enablement Hiring Scale Resources 98

Partners in Excellence

AUGUST 22, 2019

In every case we’ve seen, there are huge opportunities for performance improvements, improvements in effectiveness and efficiency, just by improving execution on the things that are already in place. Managing these takes time away from focusing on the real, highly qualified deals. Focus on disqualification.

Ideal Customer Profile 90

Ideal Customer Profile Top of Funnel Hiring Sales Methodology 90

The Pipeline

NOVEMBER 23, 2011

After all, if like most sales people you have a close ratio of 25%-30%, it is more efficient to remove those opportunities that won’t close early, leaving you the ones that, with effort by you, will close. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

Partners in Excellence

JUNE 23, 2019

The latter 2 tend to be driven by thinking like, “I’ve invested so much time in this deal we have to discount it, I can’t lose… ” Ironically, we’ve seen another piece of interesting data, sales people tend to spend 2-3 times more time losing deals than they do winning deals. They don’t rush the sale.

Sales Cycle 100

Sales Cycle Discount Coaching Forecasting 100

The Pipeline

JULY 25, 2011

Some only want to look at their successes and ignore those things that did not go their way, fooling themselves by only looking at those things are familiar and ignoring the real opportunities to learn what went wrong, and what they could do differently next time out. Random Walk Down Sales Street. Sales Bloggers Union.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Pipeline

DECEMBER 19, 2011

” One of the things we discover are opportunities that have been there for some time, long term tenants. Eventually this build up does clog the flow of deals and opportunities through the pipeline and results in a massive attack on your income and success. This comes down to having active opportunities in the pipe vs. inactive.

Pipeline 222

Pipeline Closing Top of Funnel Hiring 222

The Pipeline

FEBRUARY 3, 2012

A common concern I hear from sales leaders across all verticals is that they don’t feel that reps are fully covering their territories. This concern applies to coverage for existing accounts, or harvesting the new business opportunities. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Partners in Excellence

JUNE 11, 2020

Where do we have the opportunity to tilt the numbers in our favor? In conversations with too many sales people and managers, when I start asking those questions, I get blank stares or eye rolls. “That would mean, your team of 6 people are going to have to find and qualify over 1000 new opportunities in the next 2 months.

Ideal Customer Profile 111

Ideal Customer Profile Sales Qualified Lead Pipeline Analysis 111

The Pipeline

OCTOBER 14, 2011

The Pipeline Renbor Sales Solutions Inc.s Sales Alchemy. Stored in Attitude , Business Acumen , Forecast , Funnel management , Guest Post , Sales Management , Sales Process , Sales Success , execution , qualifying. Our singular task is to pump money out of a sales pipeline. Sales Compensation.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

The Pipeline

JUNE 15, 2011

This has become much more the case since the introduction of the marketing term Sales 2.0. Even more than before the words Status Quo have become synonymous with a complete lack of opportunity for sales people. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

The Pipeline

FEBRUARY 10, 2012

Stored in Appointments , EDGE Sales Process , Funnel management , Prospecting , Sales Strategy , Sales Success , execution. I was working with a group of sales managers earlier this week, including observing some pipeline reviews. Random Walk Down Sales Street. Sales Bloggers Union. Sales Tool.

Pipeline 218

Pipeline Cold Calling Groups Lead Rank 218

The Pipeline

FEBRUARY 6, 2012

However, when you step back, not having an answer on the tip of your tongue, is not the worst prospect for a sales rep. It is an opportunity for them to explore issues further. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Leadership.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Highspot

OCTOBER 24, 2023

It’s about getting your hands on the deck of the ship and truly finding the right mix of training content whether it be online sales training, in-person seminars, micro-learning, and/or real-time sales coaching to ensure your entire crew is ready to sail.

Training 52

Training Hiring Coaching Course 52

Miller Heiman Group

AUGUST 12, 2018

How about sales forecast accuracy? It’s tempting to say that lost opportunities are harder to see coming than a thunderstorm. CSO Insights’ 2018 Sales Operations Optimization Study reports that over the past several years, “actual deals won have been less than half of those forecast to be won.”.

Sales Forecasts 51

Sales Forecasts Forecasting Lead Rank Lead Scoring 51

Pointclear

JUNE 4, 2013

Last year I released a business development strategy white paper expecting most people to download it in October or November planning for the new year, but in fact found people downloading it in April, so they were planning their business development strategy for the new year, with almost a third of the year behind them.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

The Pipeline

JANUARY 23, 2012

It is an opportunity to sit down for a brief period of time, not rushed by the day or week, and ensure that everything is as it should be if you are going to move things forward in the right direction. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange.

Pipeline 220

Pipeline Top of Funnel Hiring Webinar Metrics 220