Proactive Prospecting #Workshop – #Toronto – August 27

The Pipeline

As we get ready to round the bend to the end of after Labour Day, it is not too early to start thinking about how we maximize our opportunities into the end of the year, and to kick 2014 off strong. Sales Process Sales Skills Tibor Shanto Toronto Workshop

Sales Tips: Handling Inbound Opportunities

Customer Centric Selling

Sales Tips: Best Practices for Handling Inbound Opportunities. There are two (2) ways to initiate new opportunities in that sellers can be: Reactive by waiting to be contacted. In our workshops we try to have sellers understand the concept of qualifying champions.

Sales Tips: What Constitutes a Qualified Opportunity?

Customer Centric Selling

Sales Tips: What Constitutes a "Qualified" Opportunity? By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.

3 Professional Pushback Questions create Opportunities

Babette Ten Haken

Shouldn’t our differences become our strengths and opportunities, instead of status quo impediments? Ultimately, professional pushback creates opportunities for professional innovation through collaboration.

Sales Tips: "Trust but Verify" Opportunities

Customer Centric Selling

Sales Tips: "Trust but Verify" Opportunities. If and when the seller indicates the buyer has agreed to provide access, the manager can then grade the opportunity at the “Champion” milestone. By doing so the opportunity remains at the milestone.

Sales Excellence, Inc. Announces Virtual Sales Training Workshops

Sales Excellence

Denver, CO, USA –May 10, 2016 – Sales Excellence International, a premier global sales training and consulting organization, today announced the launch of its new virtual workshops available through Sales Excellence University. The virtual workshop format was created in response to demand for high-impact training without the travel costs associated with bringing distributed sales teams to a singular location.

Registration Opened for Sales Excellence, Inc. Open-Enrollment Virtual Sales Training Workshops

Sales Excellence

Tampa, FL, USA –August 8, 2016 –Sales Excellence International, a premier global sales training and consulting organization, today began accepting registration for open-enrollment virtual workshops. The virtual workshop format was created in response to demand for high-impact training without the travel costs of bringing distributed sales teams to a singular location. Open-Enrollment Virtual Sales Training Workshops appeared first on Sales Excellence.

Take Advantage of the Opportunity

Your Sales Management Guru

Take Advantage of the Opportunity. After I explained, he said to me: “ take advantage of the opportunity of a lifetime, during the lifetime of the opportunity!” As I approach another birthday that quote is even is more important as each of us only have a certain of number of “opportunities of a lifetime” to experience. These opportunities can be professional as well as personal.

Sales Tips: How to Dissect a Lost Opportunity

Customer Centric Selling

Sales Tips: How to Dissect a Lost Opportunity. When prospects consider four vendors and ultimately make buying decisions, three will receive bad news after spending time and resources on opportunities and having forecasted them to close.

Sales Training Article: Opportunities or Pipe(line) Dreams?

Customer Centric Selling

Sales Training Article: Opportunities or Pipe(line) Dreams? I quickly discovered I had a fairly inexperienced team and that things would go much better when they worked on qualified opportunities.

Sales Article: Where Have Inbound Column "A" Opportunities Gone?

Customer Centric Selling

Sales Training Article: Where Have Inbound Column "A" Opportunities Gone? Attend one of our prospecting sales training workshops to learn about prospecting 2.0 There were often opportunities to "wire" requirements by creating buyer need for differentiators.

Sales Training Advice with How to Revive a Cold Opportunity

Customer Centric Selling

Sales Training Article: How to Revive a Cold Opportunity By Geoffrey James, INC - Sales Source Even if you''ve dropped the ball, you can still win the game. Anybody whose job involves selling knows how to handle a hot opportunity: stay in contact, work the issues, and drive towards a decision.

Sales Tips: Taking Buyers from Latent to Active

Customer Centric Selling

Sales Tips: Creating Opportunities from Latent Needs. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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Sales Tips: Are You Doing More Selling Than Managing?

Customer Centric Selling

This was an extremely frustrating time for me – I didn’t understand why my reps didn’t just “get it” – and it was frustrating for my reps because I ended up taking over opportunities and selling for them rather than developing them as salespeople. Do you know how to do “opportunity analysis?”

Sales Tips: A Critical December Tactic

Customer Centric Selling

This is your opportunity to find out who is real and who is or not. You’ll have potentially missed the opportunity to close this business by the year-end. Take a look at the sales training workshops available to get started and improve sales performance.

Sales Tips: The Critical Component for Your Long-term Strategy

Customer Centric Selling

Using both quantitative and qualitative methodologies allow respondents to feel they had the opportunity to provide a comprehensive accounting of their feedback – whether positive or negative. Take a look at the sales training workshops available to get started and improve sales performance.

Sales Tips: WHY Good Sales Teams Lose

Customer Centric Selling

Sales Tips: Understanding Why Good Sales Teams Lose in Competitive B2B Opportunities. Better to start over with a fresh opportunity, right? But looking back and analyzing what went well, and not so well, can also provide insights for the next competitive opportunity.

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Sales Tips: Help Your Salespeople Deliver on CEM

Customer Centric Selling

The concept of Customer Experience Management (CEM) offers an opportunity for a fresh look at an old topic. Sales Tips: Help Your Salespeople Deliver on Customer Experience Management (CEM). By John Holland, Co-author and Co-founder of CustomerCentric Selling®.

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Sales Tips: Best Practices for Collecting B2B Research Data

Customer Centric Selling

Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: Best Practices for Collecting Quantitative and Qualitative B2B Research Data. By Carolyn Galvin, Primary Intelligence - CCS® Strategic Partner.

Sales Tech Game Changers: How to Exceed Revenue and Profit Projections

Smart Selling Tools

Understand every customer and their needs like your best customers, while being highly productive and focused on the best opportunities. Identify and win growth opportunities across your entire customer base through upsell, cross-sell, and pricing opportunities.

Sales Tips: Quantity vs. Quality in Sales Pipelines

Customer Centric Selling

Each salesperson had to discuss their top 3 opportunities. Sellers that made their numbers had fewer , more highly qualified opportunities in their pipelines. Of course, the problem was that most of the opportunities weren’t qualified.

Sales Tips: Accelerating Close Dates

Customer Centric Selling

Their focus shifts to opportunities they believe are closeable prior to year-end. This is especially true when sellers with thin pipelines map a path to achieving quota with opportunities that aren’t qualified. Sales Tips: Accelerating Close Dates.

Sales Tips: Garbage In, Garbage Out

Customer Centric Selling

Sales Tips: Grading Opportunities - Garbage In, Garbage Out. Sellers that were below quota would enter unqualified opportunities to artificially inflate their pipelines. During a workshop I was teaching I asked the VP Sales (Phil) if he was using their offering to forecast.

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Sales Tips: A Brilliant Sales Management Strategy

Customer Centric Selling

If and when they needed any help in opportunities they called Bob and resources were allocated. Too few provide hands-on coaching as opportunities progress and teach the requisite skills to become more adept and hopefully develop more A Players.

Sales Tips: Race to December 31st - Marathon vs. Sprints

Customer Centric Selling

This is a time of the year as the end of Q3 approaches that many salespeople assess whether they can make their number this year or should slow some opportunities down to get off to a fast start in 2017. Sales Tips: Marathon vs. Sprints.

Sales Tips: Quality Control and Seller Productivity

Customer Centric Selling

Many sellers feel updating pipelines using CRM takes away from their selling time, especially if the system doesn’t fit the workflow of developing and working on opportunities. Many managers tacitly accept pipelines from sellers that have many “story opportunities” in them.

Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

WIN Rate: What is your win rate when presented with a qualified opportunity? Out of the top ten, identify your five best opportunities. Watch for new and unexpected opportunities: vertical markets, trends, issue, etc. Sales Tips: How to Plan Your 2017 for Success.

Sales Tips: How to Avoid a Stressful Year-end

Customer Centric Selling

Her position was analogous to a seller needing to close every opportunity in his/her pipeline to make quota. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: How to Avoid a Stressful Year-end.

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Sales Tips: Which Type of Questions Should Sellers Ask?

Customer Centric Selling

When creating CustomerCentric Selling® we created the concept of a framing question that allows buyer comfort while affording sellers the opportunity to steer conversations. Take a look at the sales training workshops available to get started and improve sales performance.

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Sales Tips: Enabling Excellence

Customer Centric Selling

Defined buyer actions so that sales managers can grade opportunities without solely having to rely upon seller opinions. Sales Tips: Achieving Excellence through Process. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: BANT

Customer Centric Selling

For years many sales organizations have used the BANT approach (Budget, Authority, Need and Timeline) to qualify opportunities. The BANT approach was created to try to do sanity checks and qualify opportunities. Sales Tips: Revisiting the BANT Approach.

Sales Tips: Proactively Gaining Access to High Levels

Customer Centric Selling

Key Players do the seller’s job of qualifying opportunities. Would you prefer one opportunity started with a Key Player or ten nurtured leads with lower level staff that already feel they understand their requirements? Sales Tips: Proactively Call at High Levels, Reap the Benefits.

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Sales Tips: Understanding "No Decision" Losses

Customer Centric Selling

How long are you going to allow your sales organization to continue to lose good opportunities to No Decision before you take action? Provide skill and opportunity coaching to each individual salesperson on that same weekly basis.

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Sales Tips: Knowing When to Walk

Customer Centric Selling

This is especially true for large opportunities because it means the seller, support staff and management have spent time, effort and resources with nothing to show for their efforts. Withdrawing from opportunities was never an option. Sales Tips: Knowing When to Walk.

When Is It Better To Walk Away From An Opportunity?

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Workshops. The concepts introduced in this highly-rated book create a foundation for all PBR programs and workshops! Get access to our customized sales performance training programs and management workshops. When Is It Better To Walk Away From An Opportunity? Home | About Us | Corporate Sales Training | Sales Management Training | Workshops | Resources | Clients / Industries.

Sales Tips: 5-Step Execution Plan for Q4

Customer Centric Selling

Who are your real fourth quarter opportunities? You’ll have potentially missed the opportunity to close this business by the year-end. Use the ‘Gentle’ or ‘Hard’ emails that I introduced in your workshop, depending upon the circumstance. Sales Tips: 5-Step Execution Plan for Q4.

Sales Tips: Can "A" Players Improve?

Customer Centric Selling

A few years ago I was teaching a workshop for new hires of a long-term client. A seller that had taken the initial sales training workshop stopped in the classroom just before we started. You never get the time back that you spent on losing opportunities.

Sales Tips: Latent Need of CEOs

Customer Centric Selling

Auditability so that managers can grade opportunities using buyer actions seller opinions. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: The CEO's Need to Exert Control Over Sales.

Sales Tips: Maintaining Contact with Decision Makers

Customer Centric Selling

When sellers begin at decision maker levels: Opportunities can be more quickly qualified. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: Maintaining Contact with Decision Makers.

Sales Tips: Losing - From Bad to Worse

Customer Centric Selling

It’s hard to do, but I hope the realization that if it takes you 4 months to win transactions, you likely will spend 6 months losing opportunities that will help give you courage to walk. Hopefully the found time can be spent finding winnable opportunities.