Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? Similarly, many prospects are also non-believers in your product or service.

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Sales Process Sales Methodology Decision Maker Pipeline 334

MTD Sales Training

AUGUST 27, 2019

The presentation is going well, the customer is appreciating all our demonstrations, your ideas are being well-received…. I had this situation when I was presenting to a prospective client a few years ago, and it wasn’t funny. Some small talk followed, and I admit to being very embarrassed for myself and the prospect’s team.

Webinar Metrics 229

Webinar Metrics ACT Follow-up Groups 229

The Pipeline

JUNE 22, 2020

There are a lot of blurred lines in business and sales, leading to blurred conversations, and longer sales cycles. One blur is the line between who is a buyer and who is a prospect. Assuming buyers and prospects are the same and the words interchangeable perhaps explains the output numbers year after year. One Is Willing.

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Buyer Prospecting Advertising Advertising 272

The Pipeline

SEPTEMBER 2, 2020

From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. But while prospecting part/start of the sales cycle. By Tibor Shanto.

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System Prospecting Quota Decision Maker 316

Anthony Cole Training

MARCH 15, 2024

Sales objections typically arise in several key areas during the sales process. The first is when you’re trying to secure someone’s time during prospecting, attempting to schedule a meeting on their calendar and obtain a few minutes of their attention.

Objections 242

Objections How To Sales Meeting 242

Julie Hanson

JANUARY 15, 2024

Every time I read an article about virtual presentation mistakes, I roll my eyes. But those are the same mistakes sellers make with in-person presentations. What is rarely discussed are those surprising virtual presentation fails exclusive to presenting in an online world. And they’re hiding in plain sight!

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Face-to-face Energy SAP Video 77

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. However, many B2B sales teams struggle with inefficient qualification processes. In fact, two statistics cited in Spotio are eye opening: 46% of B2B sales reps list lead quantity and quality as their top challenge.

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

MTD Sales Training

SEPTEMBER 11, 2017

You’ve been there before; ten minutes into the sales interaction, the prospect is demanding to know the price. You do what you can to avoid divulging the price prematurely, but the prospect insists. In most cases, the prospect will realise what they are doing and back down. When the prospect continues the, “How much?”

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Prospecting Exact Training Relationals 193

Mr. Inside Sales

NOVEMBER 25, 2020

Want to make more sales? Then learn and use better sales techniques. And today, I have an easy way for you and your team to do that: Get access to the Best Inside Sales Training available anywhere and save 20% for the first time ever! ON DEMAND SALES TRAINING THAT GETS RESULTS! It’s really as simple as that.

Training 178

Training Hiring Gatekeeper Face-to-face 178

Mr. Inside Sales

AUGUST 21, 2022

I watched a sales rep making cold calls the other day. He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. Plus, what was missing was a value statement of what might be in it for the prospect.

Prospecting 156

Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

Mr. Inside Sales

SEPTEMBER 9, 2019

Here is another excerpt from a really good book on sales I’ve been reading—and quoting from—this summer: “The Salesman’s Book of Wisdom” by Chriswell Freeman. The Presentation”. “In And he had this practical advice about sales presentations. Quotes on the presentation: “Never forget a customer. Sales Adage.

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Face-to-face Gatekeeper Inside Sales Decision Maker 144

MTD Sales Training

FEBRUARY 21, 2018

One of those things that often goes by the wayside is proper and complete preparation for a sales presentation. Because so many other things are pressing us for attention, we sometimes feel that we don’t have to give preparation for our presentations that much time. So, why should you always take time to plan?

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Loyalty Prospecting Up-Sell Sales 163

Mr. Inside Sales

MARCH 12, 2022

Congrats to those companies & individuals who sent in their prospecting scripts for review. The problem with this is you’re A) Identifying yourself as a sales rep, and B) You’re now inviting the gatekeeper to qualify you out. ON DEMAND SALES TRAINING THAT GETS RESULTS! Do you know who I should speak to?”. See it here.

Gatekeeper 156

Gatekeeper Prospecting Face-to-face Decision Maker 156

Julie Hanson

JANUARY 25, 2021

Looking for the secret to an engaging virtual presentation?! While your virtual presentation doesn’t have to be worthy of an Oscar’s nod, it does pay to use these movie secrets for an engaging virtual presentation that stands out from the competition. 3 movie secrets for an engaging virtual presentation. Cut to the chase.

Film 147

Film Competition Buyer Prospecting 147

SMEI

MARCH 3, 2022

Sales presentations can be a make-or-break moment for any sales organization. Crafting the perfect presentation takes skill, practice, and knowledge of what your audience wants to hear. This is the foundation of your sales presentation outline and should be front and center. What are their needs and wants?

How To 109

How To Competition Benefit Case Study 109

Mr. Inside Sales

MARCH 17, 2023

So many sales reps are anxious when they speak with a prospect. They know that unless they get these “tough” questions answered, there is no way to move the sale forward. Plus, they know that most of the “prospects” they speak with don’t turn into a deal anyway, so, why not learn who is a real prospect right from the get go?

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

Mr. Inside Sales

MAY 11, 2019

Do you want to be a top producer in sales? If yes, then do what I did: Get the best training you can and use what you learn. Enroll yourself or your team in next week’s 7-week online training program. And until you find out what’s really holding your prospect back, you’ll just go around and around in circles. See it here.

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Closing Training Gatekeeper Face-to-face 165

Mr. Inside Sales

MARCH 17, 2024

What’s the number one blow off prospects use these days? Not only is it hard to get prospects back on the phone, when you do, you usually lead off with the ineffective opening line of: “Did you have a chance to review that email I sent you?” And then when a prospect blows you off with, “Can you email that to me?”

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Face-to-face Sales Qualified Lead How To Gatekeeper 243

Mr. Inside Sales

MARCH 8, 2020

You and your reps need training, and you want it now! Introducing our brand new, 7-Session inside sales training course that is available to you and your team TODAY. Our Award Winning Inside Sales Training is also the most affordable training on the market today! appeared first on Mr. Inside Sales.

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Training Licensing Scale Gatekeeper 180

Mr. Inside Sales

NOVEMBER 20, 2023

What does this teach us as sales reps? It takes persistence, a proven sales cadence, and many calls to finally persuade a qualified buyer to buy from you. ON DEMAND SALES TRAINING THAT GETS RESULTS! I’m now waiting for a tech to come and bring that cable into my house to take advantage of their superfast Internet speeds.

Google 222

Google Face-to-face Gatekeeper Decision Maker 222

SalesFuel

MARCH 19, 2024

Organizations spend billions on B2B sales training every year. Despite the heavy investment in training, some businesses won’t benefit as much as they should. That’s because they overlook the way the B2B sales world has changed. Today’s B2B buyers research their options online long before they connect with any sales rep.

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B2B Training Hiring Lead Rank 52

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

B2B 52

B2B Training Top of Funnel B2C 52

Mr. Inside Sales

JANUARY 19, 2024

I don’t know why sales reps still have trouble handing this typical blow off. Now ask questions, try to engage, and take your prospect as far as they’ll let you! You see, the value of having a proven response in your back pocket is that it allows you to move past a prospect’s initial resistance. That’s what most blow offs are!

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Face-to-face How To Gatekeeper Decision Maker 273

Mr. Inside Sales

AUGUST 7, 2020

This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”. Here’s what I teach: Prospects have all the answers. Take what a prospect gives you.

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Prospecting Decision Maker Face-to-face Gatekeeper 199

Mr. Inside Sales

FEBRUARY 2, 2024

The reason this is such a common objection is because your prospects have figured out it’s the best way to get sales reps to drop their price! Then remain completely quiet and let your prospect tell you what the REAL objection is!] Try these the next time you get this objection and watch your sales and conversion rate soar!

Face-to-face 224

Face-to-face Gatekeeper How To Decision Maker 224

MTD Sales Training

JANUARY 13, 2012

I ask sales people if they routinely practice their presentation and often I get the response, “Oh, I have been doing this for years. Or, “I’ve done this presentation so many times, I can do it in my sleep.”. Below are a few tips on practicing your sales presentation to get it perfect and to keep it that way!

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How To Training Video Sales 269

Mr. Inside Sales

JULY 20, 2021

Top pros are using this time to sharpen their sales skills so they can make a killing in the fourth quarter. For a proven way to make more money, with less rejection, and a way to become more confident and make more sales, take advantage of our Summer Sale! Qualify prospects better and learn their buying motives.

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

MTD Sales Training

SEPTEMBER 5, 2018

We all know the benefits of using quality questions in uncovering the current position our prospects are in. One question that, when answered, would help you build value in your presentation and enable you to overcome most objections. So, what’s the one question that will uncover your prospect’s REAL needs and wants?

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Prospecting How To Retention Benefit 224

Mr. Inside Sales

MAY 1, 2019

Are you ready to double or even triple your sales—in 2019? Better training = more sales. Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training! This training will literally change your company and your life. And, this training is affordable! And lots more….

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Training Gatekeeper Workbooks Face-to-face 172

Understanding the Sales Force

JANUARY 27, 2024

Wouldn’t it be cool if, instead of the news that currently appears in your feed, or the sports analysis you just heard, you could read the news of your last few days of selling, or hear the play-by-play analysis of your sales call from earlier today? Example One: Dave had a tough few days on the sales trail. Great move by Dave!

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Sports Analysis Outbound Examples 182

BrainShark

SEPTEMBER 10, 2023

The sales profession isn’t what it used to be. Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? It’s no surprise that 20% of salespeople say their training needs a complete overhaul. What about sales training programs?

Training 62

Training Hiring Objections Coaching 62

Mr. Inside Sales

JUNE 11, 2021

Sales people like to talk; if you don’t believe me, just listen to a recording of one of your reps (or of yourself!). And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch. Ask questions frequently of your prospect.

Face-to-face 317

Face-to-face Gatekeeper Decision Maker Licensing 317

Mr. Inside Sales

OCTOBER 30, 2023

If you want more “treats” than “tricks” when dealing with prospects, then be bold and call back sooner than you are now. I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc, but why would you want to miss all the sales this prospect will place in the meantime?

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Call-back Face-to-face Follow-up Gatekeeper 240

The Digital Sales Institute

MARCH 29, 2021

Now more than ever it is important to have some sales training ideas to engage the remote or home based salesperson. Salespeople now have to figure out how they can adapt to rapidly changing selling conditions, and sales training must match those challenges. The Importance of Sales Training.

Training 98

Training Hiring Ideal Customer Profile Selling Skills 98

Mr. Inside Sales

APRIL 14, 2024

ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Be proactive and learn to talk to yourself first—and give yourself the peptalk you need to succeed!

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Face-to-face Gatekeeper Licensing Decision Maker 224

Mr. Inside Sales

FEBRUARY 19, 2024

Because of this, it fools many sales reps who think that perhaps after a week or two the prospect might actually buy. Questioning this objection is much better than saying, “Okay, when should I call you back,” which is what most sales reps say. That’s the only way to win a sale. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Face-to-face How To Gatekeeper Licensing 202

Carew International

JUNE 3, 2021

Making effective and impactful sales presentations can make or break an opportunity with a client or prospect. When the stakes are high, and the competition for the business is heated, preparing and planning the key elements of your presentation is essential. Those who do are the presentation superstars we all envy.

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Competition Benefit Training Positioning 98