Sales and Marketing Management

OCTOBER 16, 2017

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. Storytelling gives a prospect a compelling reason to hear you out. Storytelling is vital at every point in the sales cycle. It’s not a high priority for us”. “I Cold calls.

Real Estate 243

Real Estate Construction Scale Hiring 243

SBI Growth

NOVEMBER 14, 2012

Go to your manger and get the training / coaching that you need and deserve. Employ the old Give-Get strategy to negotiate more coaching, training and metric-based analytics. After all, sales management is responsible for Sales Performance Management. The thought process isn’t to just “make more sales.”

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

The Pipeline

JANUARY 13, 2012

Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Metrics , Proactive , Productivity , Sales Strategy , Sales Success , Time Allocation , execution. Wednesday I posted a piece about the importance of working your sales cycle, not the calendar.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

Understanding the Sales Force

APRIL 21, 2014

Benchmarking can be useful when it comes to training your salespeople. If you have two regions that are performing similarly, selling the exact same products or services to the exact same types of customers, against the exact same competitors, you can benchmark the training. win rate.

Hiring 263

Hiring Groups Exact Face-to-face 263

Hubspot Sales

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do Have you had time to read through the proposal?". “I I’m looking forward to working with you [prospect].". Great to meet you [prospect]! You’re working with a prospect. Never comment on a contract or proposal over email. Things to Say On the Phone. “I

Prospecting 144

Prospecting Call-back Proposal Follow-up 144

The Pipeline

FEBRUARY 20, 2012

Finally, there is no upside to keeping the next step a secret, especially as you are moving through the sales versus a first call. In advance of going to a meeting with a buyer, send in an agenda in advance , and include your proposed next step as part of that agenda. Prospecting. Random Walk Down Sales Street.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation 218

Understanding the Sales Force

MAY 30, 2023

There four possible reasons and fairly obvious solutions: Salespeople aren’t prospecting as required because they have call reluctance. Salespeople aren’t prospecting as required because sales managers are not holding them accountable. Salespeople are prospecting but their messaging is awful. Hire hunters.

Decision Maker 156

Decision Maker Hiring Proposal Sales Cycle 156

The Pipeline

JANUARY 27, 2012

So there you are cruising down the freeway, armed with the factors above, and hot breakfast in your belly, you are ready to present your proposal. In the end you still have the choice of re-establishing the value or moving on to the next prospect. Prospecting. Random Walk Down Sales Street. Sales Bloggers Union.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

Hubspot Sales

SEPTEMBER 30, 2019

There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training.

Hiring 144

Hiring Training Exercises Hubspot 144

Pointclear

DECEMBER 27, 2016

I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. A new era of accountability starts in 2017 and nurturing (additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles) is well worth the time and modest increase in expense.

Top of Funnel 157

Top of Funnel Account Based Marketing Epiphany B2B 157

Understanding the Sales Force

JANUARY 28, 2013

On the other hand, veteran salespeople believe that they know everything and everyone and probably could lead the sales training class. The real problem is that the CEO's, Presidents, Owners, Sales VP's, Sales Directors and Sales Managers to whom these veteran salespeople report are simply afraid of them.

Face-to-face 214

Face-to-face Margin Coaching Proposal 214

Understanding the Sales Force

MARCH 4, 2013

The result is we end up giving many presentations to unqualified prospects. Only show how you do what you do to fully qualified prospects. Until they realize that a sales cycle consisting of nothing more than presenting, explaining, demoing, proposing, and chasing is inefficient and ineffective, they will not change.

Sales Qualified Lead 195

Sales Qualified Lead Journal Consultative Selling Proposal 195

The Pipeline

APRIL 11, 2011

Say the speed with which an athlete run 100 metres, the batting average of a ball player, the length of time from hand shake to close, or the rate of conversion of prospects to proposals, etc. In other words, measures of actions or factors that help a sales person hit or surpass their target. Prospecting. Sales Cycle.

Pipeline 238

Pipeline Twitter Hiring Top of Funnel 238

The Pipeline

JULY 4, 2011

The Pipeline Renbor Sales Solutions Inc.s 3 Ways To Reduce Friction In A Cold Call – Sales eXchange – 104. Stored in Attitude , Cold calling , Proactive , Prospecting , Sales eXchange , execution. Sales eXchange , Tibor Shanto. RT @Renbor 3 Ways To Reduce Friction In A Cold Call [link] #B2B #Sales #prospecting.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

Zoominfo

JUNE 25, 2021

These are metrics that prioritize and improve sales performance and yield valuable specifics like percent of team meeting quota, average on-target earnings, and sales cycle length. KPIs should match the specific needs of your sales team. It also helps assess prospect interest in messages sent by your team.

Sales Qualified Lead 227

Sales Qualified Lead Top of Funnel B2B Lead Rank 227

Sales Training Advice

OCTOBER 31, 2013

Here’s one common sales pitch example that will send prospects running for the hills. The Rambler Sales Pitch. As you can imagine, Ramblers babble on-and-on, seemingly unaware of their effect on prospective buyers. Example of their sales pitch : “I do a lot of things. Sales Strategies'

Examples 104

Examples Prospecting Proposal Decision Maker 104

PandaDoc

MAY 30, 2019

A slow sales cycle is kryptonite to good sales teams. So, to be the best, you need to speed up your sales cycle. So, to be the best, you need to speed up your sales cycle. Hire better sales reps. Automate your sales process. Send better proposals (and send them faster).

Sales Cycle 75

Sales Cycle Hiring Sales Qualified Lead Top of Funnel 75

DiscoverOrg Sales

JUNE 8, 2017

I like Brainshark’s straightforward definition of sales enablement : Sales enablement: “A systematic approach to increasing sales productivity, by supporting reps with the content, training and analytics they need to have more successful sales conversations.”. Marketing-generated awareness.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

Hubspot Sales

SEPTEMBER 12, 2018

Every opportunity will move through your sales pipeline at a different rate depending on their level of interest, urgency, how much research they’ve already done, and so forth. Reps use their pipelines to keep track of where prospects are in the sales process and the appropriate actions they should take.

Pipeline 145

Pipeline Top of Funnel Forecasting Sales Forecasts 145

Pointclear

JUNE 2, 2016

In fact, I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. Additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles is well worth the time and expense. These are fully qualified prospects who are not immediately interested.

Lead Nurturing 145

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

Hubspot Sales

MARCH 19, 2019

Sales training is a big investment. Not only are you paying for the training itself and related expenses, but your sales team is also losing prime selling hours to attend workshops and sessions. Nonetheless, this investment can reap significant benefits and set your sales teams up for success. Some are neutral.

Training 100

Training Hiring Discount Hotels 100

MTD Sales Training

SEPTEMBER 21, 2011

In Part I of “How to Design an Effective Sales Process,” we talked about how the sales process is your blue print to convert leads into prospects and prospects into clients. With a total allotted time line set for the entire sales cycle, the next step is to figure out each stage in the sales process.

Sales Process 120

Sales Process Sales Qualified Lead Decision Maker Negotiation 120

MTD Sales Training

SEPTEMBER 23, 2011

In Step I of designing your sales process, you determined the total length of time of the optimum sales cycle. Then, in Step II , you designed the individual sales stages. Let us use a hypothetical sales person whose sales process looks like this: Suspect Indefinite. Why is this?

Sales Process 120

Sales Process Proposal Cold Calling Negotiation 120

MTD Sales Training

SEPTEMBER 15, 2011

If you are still tracking customers and prospects via sticky notes, index cards or your trusty memory, you are a dinosaur in the new world. You must be able to do more than track sales and phone calls. It involves programs, software, training and process management. You have to manage relationships. Happy Selling! Sean McPheat.

Software 120

Software Software CRM Analysis 120

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker.

Sales Process 144

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 144

Openview

MAY 7, 2019

Bringing in outside training and/or building a sales enablement function is an expensive investment, yet it’s critical to the success of your sales organization. They won’t have many on the bookends of their pipeline, because they’re struggling with articulating your product’s value to their prospects.

Top of Funnel 87

Top of Funnel Training Company Pipeline 87

HeavyHitter Sales

APRIL 7, 2013

Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. Stalled Sales Cycles. At other accounts, prospective buyers weren’t experienced with purchasing products. 800 Pound Gorilla. 

Study 146

Study B2B Penetration Lead Rank 146

Hubspot Sales

AUGUST 8, 2019

Number of proposals sent. Activity sales metrics are leading indicators. Pipeline Sales Metrics. Gauge the health of your sales pipeline with these metrics. They help you understand what’s working and what’s not regarding your holistic sales process. Average length of sales cycle. Email Sales Metrics.

Cost per Acquisition 144

Cost per Acquisition Lead Rank Churn Webinar Metrics 144

SBI

JULY 9, 2013

Imagine that salespeople run their own production lines and each prospect represents the core makings of an end- product (revenue). When the prospect (the raw material) is qualified, it begins its journey down the assembly line (the sales process/cycle). This must happen before production can begin.

Revenue 135

Revenue Hiring Proposal Sales Qualified Lead 135

KO Advantage Group

JUNE 19, 2018

When your prospects approaches you the first time, they want to be heard, and understood. When people typically start their business, their uncertainty in being able to provide a great solution to their prospect translates in them spending a significant amount of time getting to know their prospect. They ask a TON of questions.

Closing 78

Closing Proposal Sales Cycle Buyer 78

The Pipeline

JUNE 15, 2015

Learn how to avoid the multi-tasking trap in prospecting. One of the things that stresses people out and causes them to multi-task is that their planning is not aligned with their sales cycle. But they do have to be done at different times throughout the cycle. The True Cost Of Multi-Tasking .

Proposal 120

Proposal Account Up-Sell Sales Cycle 120

Understanding the Sales Force

APRIL 4, 2024

Consultative Approach to Selling Call Reluctance is Just as Popular as Ever! Consultative Approach to Selling Call Reluctance is Just as Popular as Ever! Does Being a Strong Qualifier Correlate to Having a Strong Pipeline? 4 Reasons Why Salespeople Suck at Consultative Selling.

Hiring 159

Hiring Sales Leadership Sales Forecasts Forecasting 159

Hubspot Sales

OCTOBER 1, 2018

Looking for a few easy, virtually-free ways to immediately connect with more prospects? Below, I’ve compiled 18 of my favorite methods for reaching prospects. How to Prospect. Understand your prospects' interests before speaking with them. Connect with more prospects over email. Let’s do this.

Prospecting 109

Prospecting Top of Funnel Social Media Hubspot 109

Partners in Excellence

JULY 9, 2013

How many proposals did we complete? There seems to be no end to the metrics we can establish for sales. However, to often, it seems too many sales people and managers focus on the numbers as the goal. We know outbound prospecting calls are important. Then we need to know what it takes to reach those prospects.

Penetration 112

Penetration Quota Proposal Outbound 112

SBI

MARCH 19, 2013

So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills. Of course, my retort is that you won’t increase sales if you don’t have the right tools to compete more efficiently and effectively.

Sales Tools 126

Sales Tools Tools Decision Maker Cold Calling 126

Gong.io

NOVEMBER 16, 2022

A well-defined pipeline is essential to improving your sales process and spotting at-risk deals. Here’s how to define, build, and improve your B2B sales pipeline stages. . Prospecting. The first stage of any sales pipeline is to identify potential buyers. This is the key to creating an irresistible proposal. .

Pipeline 118

Pipeline Ideal Customer Profile Top of Funnel Decision Maker 118

Alice Heiman

OCTOBER 9, 2019

A funnel often referred to as a pipeline , is the mechanism used to manage sales opportunities. The funnel is typically broken down into stages (ideally 5-7 stages) that include important information like the name of the prospect’s company, the product being sold, the value of the product, and the close date. The Sales Math.

Top of Funnel 116

Top of Funnel Funnel Sales Qualified Lead Face-to-face 116