No More Cold Calling

OCTOBER 13, 2016

Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Fears also rose over technology stealing sales jobs following the advent of both the phone and internet.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

Xactly

SEPTEMBER 5, 2018

Management by Objectives, aka MBOs, are goals set for employees to improve overall sales performance, as agreed up on by sales manager and rep. MBOs can be an extremely useful tool in addition to your sales commission structure because they give each rep individual goals to strengthen the overall sales organization.

Examples 78

Examples Compensation Incentives Incentive 78

Pipeliner

JANUARY 5, 2021

Leads become opportunities, opportunities turn into sales, sales turn into real customers, customers bring in referrals, and referrals turn into future leads. In our case, we’re selling a CRM, which is a tool for sales. The ideal prospect company would have a sales team of 10 or more, and an established sales process.

Sales Qualified Lead 98

Sales Qualified Lead Leads Marketing Qualified Lead Referrals 98

Paul Cherry's Top Sales Techniques

JANUARY 2, 2010

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching.

Resources 40

Resources Sales Tools Tools Pharmaceuticals 40

Paul Cherry's Top Sales Techniques

MAY 18, 2010

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching.

Sales Management 40

Sales Management Pharmaceuticals Distribution Sales Leadership 40

LeadFuze

DECEMBER 1, 2021

5 Myths About Working with Millennials in Sales (Debunked!). Many people think that Millennials are not good at sales. Stereotypes can lead to bias in the workplace, which affects sales teams. It’s time for sales leaders to look at them a different way and stop underestimating their strengths.

Hiring 52

Hiring Social Media Banking Hubspot 52

The ROI Guy

SEPTEMBER 13, 2013

I recently had the opportunity to interview Dario Prolio from leading sales training and performance management firm Richardson. Here is an abstract from that webcast interview session ( click here to access the recording ): #1 Issue – Inability for Sales to communicate value messaging?

Lead Rank 73

Lead Rank Lead Scoring Tools Training 73

Sales Hacker

APRIL 9, 2019

The sales world is no different, but many of those stereotypes miss what makes Millennials shine when it comes to forging connections and closing deals. For years, the sales world has heard endless stories about Millennials and what makes them tick. Well, those stereotypes have real-life consequences on sales teams.

Top of Funnel 76

Top of Funnel Social Media Pharmaceuticals Salary 76

SBI

JUNE 4, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? This gives a very narrow window within which a sales rep must be able to add value for a prospect. It’s like Jeopardy for your sales force. That’s Qstream.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Paul Cherry's Top Sales Techniques

FEBRUARY 11, 2010

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching.

Customer 45

Customer Pharmaceuticals Distribution Sales Coaching 45

Paul Cherry's Top Sales Techniques

FEBRUARY 5, 2010

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching.

Pharmaceuticals 45

Pharmaceuticals Distribution Sales Coaching Coaching 45

Keith Rosen

APRIL 22, 2011

Here’s the release: (2011-04-19) Kexxel Group: Keith Rosen Coaching Salespeople into Sales Champions a HIT in Asia! It was yet another fantastic event by Kexxel Group, this time featuring Keith Rosen master of Sales & Sales leadership. Steven Wong, National Sales Manager – Merck Sharp Dohme (MSD).

Coaching 54

Coaching Hotels Banking Oracle 54

Paul Cherry's Top Sales Techniques

MAY 31, 2011

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching.

Pharmaceuticals 55

Pharmaceuticals Resources Distribution Sales Coaching 55

Keith Rosen

APRIL 22, 2011

Here’s the release: (2011-04-19) Kexxel Group: Keith Rosen Coaching Salespeople into Sales Champions a HIT in Asia! It was yet another fantastic event by Kexxel Group, this time featuring Keith Rosen master of Sales & Sales leadership. Steven Wong, National Sales Manager – Merck Sharp Dohme (MSD).

Coaching 48

Coaching Hotels Banking Oracle 48

Keith Rosen

APRIL 22, 2011

Here’s the release: (2011-04-19) Kexxel Group: Keith Rosen Coaching Salespeople into Sales Champions a HIT in Asia! It was yet another fantastic event by Kexxel Group, this time featuring Keith Rosen master of Sales & Sales leadership. Steven Wong, National Sales Manager – Merck Sharp Dohme (MSD).

Coaching 48

Coaching Hotels Banking Oracle 48

Keith Rosen

APRIL 22, 2011

Here’s the release: (2011-04-19) Kexxel Group: Keith Rosen Coaching Salespeople into Sales Champions a HIT in Asia! It was yet another fantastic event by Kexxel Group, this time featuring Keith Rosen master of Sales & Sales leadership. Steven Wong, National Sales Manager – Merck Sharp Dohme (MSD).

Coaching 48

Coaching Hotels Banking Oracle 48

Paul Cherry's Top Sales Techniques

AUGUST 23, 2010

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching.

Training 40

Training Hiring Pharmaceuticals Webinar Metrics 40

SBI

JUNE 3, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? This gives a very narrow window within which a sales rep must be able to add value for a prospect. It’s like Jeopardy for your sales force. That’s Qstream.

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

Paul Cherry's Top Sales Techniques

FEBRUARY 25, 2009

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching.

Pharmaceuticals 40

Pharmaceuticals Distribution Industry Sales Coaching 40

Paul Cherry's Top Sales Techniques

OCTOBER 22, 2009

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching.

How To 45

How To Pharmaceuticals Call-back Industry 45

Paul Cherry's Top Sales Techniques

SEPTEMBER 25, 2009

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching.

Strategy 45

Strategy Nonprofit Guarantee Pharmaceuticals 45

Vengreso

JULY 10, 2023

Unlocking the power of sales might seem like a Herculean task, but with the right approach, it can become an achievable goal. Sales goes beyond merely selling products or services; it involves comprehending the desires of your customers and providing tailored solutions that meet their individual needs. What is Sales?

Hiring 40

Hiring Lead Rank Ideal Customer Profile Forecasting 40

Sales Hacker Training

APRIL 9, 2023

I’ve worked with thousands of sales candidates seeking new careers in sales, and those looking for career progress with a new role. While several questions seem to be timeless favorites of hiring managers, I’ve also seen quite a few changes and trends. Related: Want a Sales Job? Why [insert industry] sales?

Hiring 52

Hiring Examples Motivation Quota 52

Paul Cherry's Top Sales Techniques

JUNE 9, 2009

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching.

How To 40

How To Training Pharmaceuticals Energy 40

Sales Hacker

NOVEMBER 1, 2018

Sales is an extraordinarily difficult job. Because it such a challenging role, salespeople deserve the best sales resources and tools to help them succeed. In fact, today’s sales resources are sorely lacking. Consider the centerpiece of any sales resource kit: the sales playbook. Why Sales Playbooks Persist.

Pharmaceuticals 74

Pharmaceuticals Data Resources Examples 74

Mindtickle

APRIL 22, 2022

The same can be said for sales. A lot of sales organizations incorporate some practice and role-plays into their enablement programs. A lot of sales organizations incorporate some practice and role-plays into their enablement programs. In fact, when they’re done well, practice and role-plays benefit everyone on the sales team.

Closing 52

Closing Exercises Pharmaceuticals Analysis 52

Keith Rosen

APRIL 22, 2011

Gaurav Hazra – Head of Sales, Oracle (India). He is the best in sales. Yong Chung Shin – Product Manager, Ummi Surgical. Darren Kong – Sales Manager, Merck Sharp & Dohme. Adam Thng Woi Yong – Sales Training Manger, GlaxoSmithKline Pharmaceutical. The trainer was amazing.

Oracle 67

Oracle Coaching Pharmaceuticals Lead Rank 67

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Chorus.ai

OCTOBER 6, 2020

It’s a statement that holds true for every department, whether you’re trying to source a new addition to the C-suite or hiring sales representatives. Bringing new hires onboard has understandably fallen down many companies’ priority lists as they look to secure existing clients and stabilize their sales pipelines.

Hiring 56

Hiring Marketing Commission Ideal Customer Profile 56

Keith Rosen

APRIL 22, 2011

Gaurav Hazra – Head of Sales, Oracle (India). He is the best in sales. Yong Chung Shin – Product Manager, Ummi Surgical. Darren Kong – Sales Manager, Merck Sharp & Dohme. Adam Thng Woi Yong – Sales Training Manger, GlaxoSmithKline Pharmaceutical. The trainer was amazing.

Oracle 48

Oracle Coaching Pharmaceuticals Lead Rank 48

Keith Rosen

APRIL 22, 2011

Gaurav Hazra – Head of Sales, Oracle (India). He is the best in sales. Yong Chung Shin – Product Manager, Ummi Surgical. Darren Kong – Sales Manager, Merck Sharp & Dohme. Adam Thng Woi Yong – Sales Training Manger, GlaxoSmithKline Pharmaceutical. The trainer was amazing.

Oracle 48

Oracle Coaching Pharmaceuticals Lead Rank 48

Keith Rosen

APRIL 22, 2011

Gaurav Hazra – Head of Sales, Oracle (India). He is the best in sales. Yong Chung Shin – Product Manager, Ummi Surgical. Darren Kong – Sales Manager, Merck Sharp & Dohme. Adam Thng Woi Yong – Sales Training Manger, GlaxoSmithKline Pharmaceutical. The trainer was amazing.

Oracle 48

Oracle Coaching Pharmaceuticals Lead Rank 48

Hubspot Sales

NOVEMBER 6, 2019

Your organization needs an effective sales hiring strategy to survive. The average annual turnover for sales teams is around 27% , meaning that if you have 10 reps, you could lose three of them within the year. The only way to maintain — and, ideally, to increase — sales performance is to hire often and well.

Hiring 73

Hiring Salary Scale Referrals 73

Bigtincan

DECEMBER 8, 2021

Sales teams use Highspot primarily for three reasons: sales enablement, sales coaching , and content management. Highspot has been around for nine years and has many loyal customers, but there are also many Highspot competitors in the sales enablement space. This article was written for them. Mindtickle.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59

The Pipeline

OCTOBER 21, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Guest Post , HR Management , Sales Leadership , Sales Management , Sales Success , execution. A couple of weeks ago, I posted about Peter Cook’s new book “ Punk Rock People Management ”. EDGE Sales Process.

Pipeline 237

Pipeline Hiring Top of Funnel Cold Calling 237