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?

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Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Customer Centric Selling

FEBRUARY 15, 2017

By John Holland, Chief Content Officer, CustomerCentric Selling®. At the start of my sales career my manager set targets for me for how many calls per week to make, how many proposals per month to issue, the number of cold prospecting calls that should be made each week, etc.

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Pipeline Buying Cycle Quota Call-back 64

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

The Sales Hunter

DECEMBER 30, 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. . -->. 4 Easy Steps to Better Prospecting. Identify the prospect. Identify the prospect. Client List.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

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 108

Sales Management Hiring Top of Funnel Funnel 108

Customer Centric Selling

FEBRUARY 27, 2017

Sales Tips: Who Owns the Pipeline? By John Holland, Chief Content Officer, CustomerCentric Selling®. They hate to enter volumes of data for unqualified prospects. Sellers less than YTD against quota want their managers to believe they’ll catch up in the coming months. For these reasons few sellers embrace CRM.

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Pipeline Forecasting Proposal Vendor 40

Adaptive Business Services

FEBRUARY 10, 2021

His book, “Sales Manager Survival Guide” , is the best I have read on that subject matter. Recently Dave published a couple of articles on prospecting where he shared that, when sales are low, the answer that most sales managers have is … “We need to fill the pipelines! I read every word of his.

Telemarketing 77

Telemarketing Social Media Cold Calling Call-back 77

A Sales Guy

JULY 9, 2012

This is my 4th post in a series on pipeline movement. Getting deals or opportunities to move through the pipeline is absolutely critical to increasing sales. Therefore, I thought it made sense to break down each of the areas that keep deals stuck and languishing in the pipeline. Are the sales stages predictive?

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Pipeline Sales Process Sales Cycle Sales 113

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. If our pipelines are lean, we cast a wider net. 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

SDRs fuel the whole revenue engine by bringing in qualified leads to generate pipeline. 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.

Engineering 99

Engineering Revenue Top of Funnel Sales Qualified Lead 99

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

Sales Management Plus -- SMP

NOVEMBER 30, 2023

Average Deal Size Gap : Some sales reps may consistently close larger deals than others. This gap can highlight differences in selling skills or the ability to upsell and cross-sell effectively. Sales Cycle Length Gap : If one sales rep typically closes deals faster than another, there’s a sales cycle length gap.

Distribution 52

Distribution Retention Sales Cycle Selling Skills 52

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

Allego

NOVEMBER 10, 2022

Competition is greater than ever, buyers are cautious, your industry is constantly changing, and sales managers have little time to ensure their reps get the coaching they need. Leading sales organizations recognize the power of automation and are adopting technology to help both their sales managers and their sales reps.

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Sales Enablement Microsoft Coaching Webinar Metrics 118

No More Cold Calling

OCTOBER 29, 2013

Adopt the only sales strategy where you get meetings at the level that counts and arrive pre-sold, having already earned trust and credibility. It’s the only strategy that is guaranteed to shorten your sales process, and to eliminate sales and marketing costs. It’s called referral selling. Think about it. Comment Here.

Referrals 159

Referrals Decision Maker Social Media Small Business 159

Pipeliner

JANUARY 4, 2018

It’s also a quote that should be taken to heart by sales managers. It often happens that when sales managers sign up for that leadership role, they often are lacking in the skills of one major responsibility: imparting the knowledge of what made them successful. What’s your biggest worry about ?

Sales Coaching 74

Sales Coaching Coaching Selling Skills Outbound 74

Pipeliner

NOVEMBER 28, 2023

Assessing Salespeople’s Situational Acumen To assess salespeople’s situational acumen in each stage of the sales process, The Brooks Group has developed an assessment called the Selling Skills Index. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist.

Sales Process 59

Sales Process Video Comparison Face-to-face 59

Xvoyant

JULY 30, 2020

Warren Buffet’s oft-quoted phrase, “Only when the tide goes out do you discover who’s been swimming naked,” is quite timely for sales managers leading during a pandemic. The pandemic has forced CEOs and sales managers to look closely at their sales ocean — and many are finding a less-than-scenic view.

Face-to-face 62

Face-to-face Decision Maker Motivation Commission 62

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success.

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Training Lead Rank Hiring Course 92

Pipeliner

JANUARY 16, 2018

Or what about the rep that offers a discount early and often, despite the fact he just attended a training course on negotiation skills? Here’s the issue: Most CEOs and sales managers focus on the wrong end of the problem. Certainly such skills are important. Positive prospect – “Am I hearing information or evidence?”

Proposal 60

Proposal Selling Skills Discount Negotiation 60

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. There is no wishful thinking, there’s no grasping for miracle cures.

Outsourcing Services 121

Outsourcing Services Ideal Customer Profile Hiring Face-to-face 121

Gong.io

MARCH 16, 2020

The good news: the principles behind managing a team are the same whether they’re in the same room… or remote in their living room. 1 Make Pipeline Reviews Strategic. Getting information to flow in your team will allow you to start the week strong with *actual* pipeline reviews. Build Your Remote Sales Muscle With This Handbook.

Strategy 145

Strategy Hiring Call-back Handbook 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

Partners in Excellence

MAY 3, 2023

Mobile devices, email, Zoom, and so many other technologies help us reach prospect and customers more easily, eliminating travel time. In addition to tools that to help us reach customers, other tools and technologies helped us manage other aspects of our jobs. Even some organizations have specialists in managing final negotiations.

Proposal 86

Proposal Travel Tools Up-Sell 86

Zoominfo

SEPTEMBER 30, 2018

Sales Pipeline Radio Join host, Matt Heinz, president of Heinz Marketing on this fast-paced, power-packed program. Sales Pipeline Radio features the brightest minds in B2B sales and marketing, sharing secrets to driving greater volume, velocity, and conversion of sales pipelines in any industry.

Hiring 100

Hiring Top of Funnel Demand Generation Agencies B2B 100

The Sales Hunter

FEBRUARY 20, 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. Keeping the pipeline full is essential. Copyright 2012, Mark Hunter “The Sales Hunter.” prospecting.

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Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

Hyper-Connected Selling

MARCH 17, 2020

So let’s look at some ways you can leverage sales coaching to drive online selling skills in your team. Digital Selling is Rarely Linear. It’s important here to remember the distinction between management and coaching. Sales management tends to focus on metrics and pipeline.

Social Selling 59

Social Selling Coaching LinkedIn Ideal Customer Profile 59

The Sales Hunter

FEBRUARY 24, 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. You minimize the importance of prospecting. The salespeople who are exceptional actually like to prospect!

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

DECEMBER 5, 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. It’s Guest Post Monday, and today we have Tibor Shanto , principal at Renbor Sales Solutions Inc. prospecting.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161

Partners in Excellence

MARCH 13, 2023

The sales pipeline is, perhaps, one of the most misunderstood things in selling. We know the pipeline is critical to helping us answer the question, “Are we pursuing enough opportunities to achieve our goals?” Make sure your sellers understand this and know how to assess and diagnose their own pipelines.

Pipeline 73

Pipeline Sales Cycle Forecasting Face-to-face 73

Sales Hacker

SEPTEMBER 24, 2018

Top 10 Best Sales Books to Kickstart Your Selling Skills. To Sell Is Human by Daniel H. Sales Blazers by Mark Cook. Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount.

Strategy 67

Strategy Influencer Ideal Customer Profile Handbook 67

Highspot

JULY 6, 2023

Look at this article to see if your sales team’s performance is on par with peers. The Changing Landscape of Sales Skills Sellers are experiencing a pivotal shift in when, how, and why prospects need them. Customers now approach salespeople with substantial product knowledge, altering the sales cycle’s dynamics.

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

Vengreso

JUNE 10, 2022

LinkedIn has become the defacto standard for the professional world, prospective employers to find job seekers and for an account executive to find potential customers. You always want to focus on them (the prospect, the HR director, the client) and how you can help them be more successful. Am I speaking to sales reps?

LinkedIn 105

LinkedIn Ideal Customer Profile Hiring How To 105

SBI Growth

AUGUST 22, 2013

Questions - after studying the package, the candidate is allowed to ask 5 clarifying questions about the sales opportunity. Analysis - the candidate studies the data provided, does independent research and determines the prospect''s needs. Sales Manager - Scenario: Only 2 of 8 members of the sales team are making the number.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

The Sales Hunter

FEBRUARY 6, 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. It should be the very basis for any sales training program looking to increase sales efficiency. phone sales tips.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

Customer Centric Selling

FEBRUARY 22, 2017

The major reason Sales Force Automation (SFA) failed was that technology absent process merely speeds up the mess. Sellers that were below quota would enter unqualified opportunities to artificially inflate their pipelines. He then proceeded to tell me he had defined seven (7) pipeline milestones. He asked what I meant.

Hiring 63

Hiring Forecasting Pipeline Discount 63

Pipeliner

FEBRUARY 12, 2018

Prospecting. The increasing sophistication underpinning sales automation tools is motivating sales professionals to redesign their prospecting strategy. Getting to the right stakeholder is part of the challenge behind creating a targeted prospecting strategy. Building the Right Selling Skills.

Decision Maker 61

Decision Maker Face-to-face Survey Lead Rank 61