Customer Centric Selling

FEBRUARY 15, 2017

Some of the most creative selling was done to convince the manager that numbers would be made. As a sales manager I noticed something curious…. Sellers that made their numbers had fewer , more highly qualified opportunities in their pipelines.

Pipeline 64

Pipeline Buying Cycle Quota Call-back 64

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 105

Sales Management Hiring Top of Funnel Funnel 105

The Sales Hunter

JUNE 11, 2012

Teach them to manage up – give your sales team a reason or context for the importance of why you need to report numbers to senior management or clients. Make the monitoring about them – how does the call review, pipeline review or other weekly meeting translate to their pocket?

Outsourcing Services 209

Outsourcing Services Sales Management Sales Outsourcing Sales Qualified Lead 209

Customer Centric Selling

FEBRUARY 27, 2017

Sales Tips: Who Owns the Pipeline? By John Holland, Chief Content Officer, CustomerCentric Selling®. Sellers less than YTD against quota want their managers to believe they’ll catch up in the coming months. What percentage of opportunities (including stale proposals) in a seller’s pipeline will ultimately close?

Pipeline 40

Pipeline Forecasting Proposal Vendor 40

Understanding the Sales Force

JULY 10, 2014

The biggest changes since our original set of 21 Core Competencies in 1994 are the inclusion of categories that compliment our dashboards as well as the inclusion of Sales Posturing and Social Selling. 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

SBI Growth

AUGUST 27, 2013

Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute. By registering, you will get our Quarter 3 Pipeline Strategy Assessment. It will help your team determine: What deals can close quickly in your pipeline. The most impactful method is proper Pipeline Strategy.

Closing 306

Closing Pipeline Buyer Call-back 306

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.

Pipeline 113

Pipeline Sales Process Sales Cycle Sales 113

Allego

MARCH 23, 2023

High-performing sales teams can use this AI-powered tool to gather data to help sales reps overcome their unique challenges and raise overall team performance. Here are three ways data from conversation intelligence software can help sales managers improve sales performance: 1.

Data 62

Data Face-to-face Remedy Conversion 62

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! Dave Brock is one smart guy.

Telemarketing 77

Telemarketing Social Media Cold Calling Call-back 77

Pipeliner

OCTOBER 24, 2023

The Power of Sales Leadership and Emotion in Sales Hello everyone, I’m John Golden, your host from SalesPOP! Online Sales Magazine and Pipeline CRM. It involves asking questions and helping individuals discover their own solutions, which is both a coaching and selling skill.

Sales Leadership 59

Sales Leadership Video Cancellation Coaching 59

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. Look at these questions: How do we most effectively fill our pipelines?

Ideal Customer Profile 48

Ideal Customer Profile Customer Pipeline Enterprise 48

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.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

Vengreso

MARCH 2, 2021

How can your sales reps stand out from the crowd and start building their sales pipeline ? Prospecting is the process of starting sales conversations. Modern sellers must develop social selling skills and learn how to use video for sales. Do I need to build a bigger sales pipeline?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

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

Sales Hacker

JULY 25, 2022

Let’s review the responsibilities of a sales development rep (SDR) to determine the desired result. SDRs fuel the whole revenue engine by bringing in qualified leads to generate pipeline. Sales development managers shoulder a host of responsibilities, but their biggest job is to coach their reps. Pipeline coverage.

Engineering 99

Engineering Revenue Top of Funnel Sales Qualified Lead 99

SBI

OCTOBER 25, 2017

(And even small improvements can yield big gains: research shows that at little as a 5% gain from the middle performers in your sales team can yield 70% more revenue.). Here are 3 key sales metrics you may be missing: 1. and, “Can I trust the data in my team’s pipeline to generate an accurate forecast?”. Why is that?

Lead Rank 139

Lead Rank Lead Scoring Hiring Analytics 139

Gong.io

MAY 18, 2018

Starting May 25th, the impact of GDPR on sales and marketing teams could force you to experience a serious pipeline drought. That means the impact of GDPR on sales will put a number of meetings and qualified opportunities that come into your pipeline at risk of being cut in half. Why’s that? Ramp new hires faster.

Hiring 48

Hiring Pipeline ROI Objections 48

Gong.io

MAY 18, 2018

Starting May 25th, the impact of GDPR on sales and marketing teams could force you to experience a serious pipeline drought. That means the impact of GDPR on sales will put a number of meetings and qualified opportunities that come into your pipeline at risk of being cut in half. Why’s that? Ramp new hires faster.

Hiring 48

Hiring Pipeline ROI Sales Meeting 48

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

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. Great sales managers are great teachers and coaches.

Sales Coaching 74

Sales Coaching Coaching Selling Skills Outbound 74

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

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Proactive or Forensic Sales Management. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Management 55

Sales Management Sales Sales Forecasts Forecasting 55

Score More Sales

MAY 6, 2013

Go now to Top Sales Academy and if you are a sales leader or aspire to be one, and join in on the first group of ten sessions about Sales Management and Leadership. Then join me for the Internal (Inside) Sales Series. Expand Your Pipeline. May 7th is the date of the first session. Increase Opportunities.

Education 194

Education Lead Rank Lead Scoring Outbound 194

SBI Growth

JANUARY 9, 2013

A tool is available for download – a full syllabus of Sales leadership courseware. Here are five steps for HR to build a sales leadership pipeline in 2013: 1. Determine necessary skills for sales leadership at your firm. There are ample sources that espouse their top leadership skills lists. Call to Action.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

The Sales Hunter

JULY 28, 2017

Each week I receive phone calls and emails from salespeople and sales managers who say they aren’t hitting their sales goals. You will never hit your sales goals if you don’t have enough in your pipeline to close, and […].

Prospecting 136

Prospecting Pipeline Sales Goal Closing 136

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

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

No More Cold Calling

OCTOBER 29, 2013

Yet, 95 percent of companies do not have a written referral-selling strategy , written weekly referral goals, referral-selling skills, accountability for results, or a system to track and measure referrals. Fill your pipeline with only HOT referral prospects, and you’ll never have to worry about hitting your numbers again.

Referrals 159

Referrals Decision Maker Social Media Small Business 159

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

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

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. Pipeliner CRM allows you to manage sales emotions precisely.

Proposal 60

Proposal Selling Skills Discount Negotiation 60

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

Highspot

JANUARY 19, 2022

Let’s look at three of the most common buckets for sales training courses and discuss who they’re right for. Sales Management Training Programs. Training your sales managers and leadership is very different from training junior- and senior-level sales reps. But that isn’t the best part.

Training 92

Training Lead Rank Hiring Course 92

No More Cold Calling

OCTOBER 1, 2015

Pack your pipeline with nothing but hot referral leads. Yet, while every sales professional understands the unrivaled value of referral leads, 95 percent of companies do not have a written referral-selling strategy, written weekly referral goals, referral-selling skills, accountability for results, or a system to track and measure referrals.

Referrals 120

Referrals Lead Rank Lead Scoring Prospecting 120

Partners in Excellence

NOVEMBER 14, 2022

Disciplined time management, focused prospecting, addressing customer challenges/business problems in meaningful ways–not pitching their products. Disciplined pipeline and deal management. Rather than stuffing their pipelines with junk, they focus on disqualification.

Outsourcing Services 124

Outsourcing Services Ideal Customer Profile Hiring Face-to-face 124

Zoominfo

SEPTEMBER 30, 2018

So if you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. What are the Best Sales Podcasts? Host: Matt Heinz Episode Length: 20 minutes Listen to Sales Pipeline Radio.

Hiring 100

Hiring Top of Funnel Demand Generation Agencies B2B 100

Sales Training Connection

MAY 9, 2014

Some of the points raised were: Upgrading sales teams is a continuous challenge given the changing sales environment. Most companies have purchased some sales training – especially around basic selling skills. It is being used in areas such as coaching and pipeline management.

Trends 115

Trends Training Sales Coaching Coaching 115