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. I have my theories.

Sports 182

Sports Analysis Outbound Examples 182

No More Cold Calling

JULY 29, 2021

But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

criteria for success

JULY 15, 2021

As sales managers, we’ve all been told we need to coach our teams. At CFS, we believe that to be an elite sales manager, you need to learn how to coach people where they are. At CFS, we believe that to be an elite sales manager, you need to learn how to coach people where they are. State of Emergency.

Coaching 98

Coaching Sales Management Pipeline Sales Qualified Lead 98

SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. Turn managers into leaders. Demand Sales Force Automation adoption. This One-on-One Coaching Tool was customized by sales managers facilitating the training.

Training 300

Training Sales Management Hiring Social Selling 300

Cincom Smart Selling

SEPTEMBER 21, 2017

Sales management software tools cover a vast amount of functional territory. The sales management process involves many things that are not directly tied to selling. The problem facing sales managers is finding the time and expertise to do this in a meaningful and productive way. Prospect Needs Analysis.

Software 81

Software Software Sales Management Proposal 81

Cincom Smart Selling

SEPTEMBER 21, 2017

Sales management software tools cover a vast amount of functional territory. The sales management process involves many things that are not directly tied to selling. The problem facing sales managers is finding the time and expertise to do this in a meaningful and productive way. Prospect Needs Analysis.

Software 81

Software Software Sales Management Proposal 81

Understanding the Sales Force

OCTOBER 25, 2023

If they haven’t been exposed to professional selling methodologies and sales processes, and had those demonstrated to them via expert, unscripted role-plays, then they would have no clue that the presenting and proposing they have been doing is woefully inadequate. I was lucky.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

No More Cold Calling

FEBRUARY 11, 2016

But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning. It’s similar to the conversations most sales reps have with prospects. Sales management: Listen up. It’s your sales team’s expertise in defining and communicating prospects’ problems.

Sales Management 120

Sales Management Scale Cold Calling Referrals 120

Understanding the Sales Force

SEPTEMBER 26, 2012

One particular call causes the salesperson to become so excited that she devotes the rest of this week to developing an appropriate solution, value proposition, ROI, proposal and presentation. Post presentation and proposal, she begins making follow up calls and over the course of the next month goes into full chase mode.

Sales Management 192

Sales Management Proposal ROI Pipeline 192

Marc Wayshak

MAY 25, 2022

If so, you might often find yourself thinking, “I feel like with just a couple of small tweaks, we could be making so many more sales…”. One of the most common questions I get from sales managers is, “How can I make some small changes that will allow my sales team to sell significantly more?”. Scalable offering.

Hiring 62

Hiring Sales Management Training Lead Gen 62

No More Cold Calling

AUGUST 20, 2015

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. Unless you address the broken links in your prospecting system , your sales reps will continue to struggle. That’s just the symptom.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

The Center for Sales Strategy

MAY 28, 2019

To sales managers and salespeople, "No" might be the worst word in the dictionary. Think about all the hours invested into these steps of the sales process: Identify. What Happens When a Client or Prospect says NO? What Happens When a Client or Prospect says NO? just to hear "NO!". What’s Next?

Proposal 85

Proposal Sales Process Closing Sales Management 85

Apptivo

MAY 16, 2023

From seeds to success: Journey of leads and prospects in sales 2. What is a sales lead? What is a prospect? Lead Vs Prospect: what’s the difference? Where are prospects and leads in the funnel? How to turn a lead into a prospect? What is a sales lead? What is a prospect?

Lead Rank 52

Lead Rank Sales Qualified Lead Marketing Qualified Lead Lead Scoring 52

Keith Rosen

SEPTEMBER 9, 2017

Proposal submitted, follow up done but no response from the prospect. Since 55% of selling time is wasted on unproductive prospecting, here are 20 questions that prevent prospects from going MIA, increase sales and keep you focused on the right opportunities to prevent sales frostbite. Keep in mind.

Prospecting 103

Prospecting Customer Sales Qualified Lead Proposal 103

SalesFuel

APRIL 11, 2024

The takeaway: So, the next time you consider proposing a sales closing via email, you might want to reevaluate. Simple things such as, dressing professionally, taking business cards and researching your prospect cannot be overlooked. The authors conclude: When we’re asking for something, we think THAT is what matters most.

Closing 114

Closing Face-to-face Tourism Hiring 114

Openview

SEPTEMBER 21, 2017

When that transition is from an individual contributor to manager, that adjustment can be even more jarring. We all know the typical story with sales managers – they were a top performing salesperson, had ambitions to move up in their career, and then a position opens up and they are managing a group of salespeople.

Sales Management 96

Sales Management Hiring Sales Qualified Lead Pipeline 96

Hubspot Sales

APRIL 12, 2023

For a sales development rep, those could be meetings scheduled and sales accepted opportunities. On the other hand, for a field sales rep, those activities might be opportunities discovered, VP-level conversations, face-to-face meetings, and proposals sent. Two salespeople might contact the same number of prospects.

Revenue 118

Revenue Proposal SalesForce Lead Rank 118

MTD Sales Training

APRIL 23, 2019

So, do we often come up with emotional selling points in our proposals? Unique Selling Proposition – well, these are the benefits that your prospects and clients can look forward to receiving when they purchase your wares. So your emotional selling points can often take centre-stage for your prospects. Feel valued. Feel whole.

Call-back 243

Call-back Up-Sell Proposal Benefit 243

Sales 2.0

APRIL 27, 2014

If you spend your pursuing “account A” because you won’t accept that they told you there is not a fit then you can’t spend that time on prospecting for some new accounts where there may be a great fit for your product. Gathering all that information and packaging it for your prospect can take a big chunk out of your sales week.

Lead Rank 268

Lead Rank Lead Scoring Proposal Gatekeeper 268

Bernadette McClelland

NOVEMBER 24, 2021

Activity – who were we seeing and how often were we meeting clients or new prospects? ?? Activity – who were we giving proposals to and how many did we deliver? ?? Or how do I get access to my salesperson’s calendar without them thinking I’m micro-managing? Activity – how many demonstrations did we do and with whom? ??

Scale 170

Scale Lead Rank Lead Scoring Face-to-face 170

Membrain

JUNE 20, 2021

You’d hope, wouldn’t you, that most salespeople understand what their prospective customers want to buy. You’d expect, wouldn’t you, that your salespeople understand what their prospects think they need before making a proposal.

Proposal 131

Proposal Customer Prospecting Sales Management 131

Braveheart Sales

OCTOBER 21, 2021

But salespeople with high need for approval need to be liked by their prospects and customers so much that it interferes with their sales success. Overcoming this obstacle to sales success is not easy because the need for approval is so deeply ingrained. All human beings have need for approval. Clarify Your Commitment.

Prospecting 75

Prospecting Sports Objections Groups 75

Zendesk Sell

MAY 2, 2019

Maybe you’re a new sales manager, stepping out of your sales rep role and wanting to find the best management practices. Or maybe you have been managing a team for some time now but are struggling with hitting your targets. The right sales management process helps a sales team (and company) thrive.

Lead Rank 70

Lead Rank Sales Management Hiring Top of Funnel 70

Nutshell

MARCH 25, 2024

DOWNLOAD Ready to become a better sales leader? Get 70+ expert strategies for sales management success in our Sales Manager’s Survival Guide. FREE DOWNLOAD The 8 steps of an effective client onboarding process You’ve worked hard to turn your prospect into a customer, which calls for celebration.

Positioning 127

Positioning Customer Churn Face-to-face 127

Membrain

MARCH 7, 2021

Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount. Discounting has reached Pandemic levels. It used to be something we used as a last resort, and only under extreme duress.

Discount 156

Discount Proposal Prospecting Sales Management 156

MTD Sales Training

OCTOBER 26, 2018

We found that low morale was, in fact, the RESULT of everything else going on, rather than being the CAUSE of the decrease in sales. The sales manager had seen the situation and had concluded the problem lay in the lack of drive from the sales team , when really the issue was further upstream. Happy Selling!

Proposal 218

Proposal Face-to-face Motivation Analysis 218

The Center for Sales Strategy

SEPTEMBER 17, 2021

> Does Your Sales Team Have Enough Pipeline to Make Quota? Sales managers, there’s no way to sugar coat this: Most B2B sales leaders (69%) reported that their teams did not have enough pipeline to hit quota. A strategic prospecting strategy that enables you to separate the shoppers from the buyers. >>>

Quota 90

Quota Pipeline Meeting Proposal 90

Sales and Marketing Management

JULY 2, 2019

Successful selling is a result of many efforts, many ideas, many proposals and many micro-commitments. Pay attention to the way prospects and customers respond to new information in order to better tailor messages in the future. A successful sales manager at a local agency uses a point system to track activity.

Scale 184

Scale Segment Proposal Social Media 184

Klozers

JUNE 10, 2014

A Request for Proposal (RFP) from a prospective buyer, whether verbally in a meeting or more formally through a written RFP, is usually welcomed by both Sales People and Sales Management, as a positive sign that a sales opportunity is progressing through the sales process.

Proposal 48

Proposal Social Media Competition Discount 48

Understanding the Sales Force

NOVEMBER 13, 2013

They can get feedback, they can ask questions, they can get answers, they know that their version of Houston - their prospect or customer - can hear them and will respond if there is a good reason. It''s their sales managers, who are almost as much in the dark as their salespeople. So why do salespeople continue in the dark?

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

Partners in Excellence

MARCH 1, 2018

I use this column, too often, to whine about the state of prospecting emails. But every once in a while, I get a great prospecting note. My father and I talk about your blog all the time as he is in sales and has spent many years as a sales manager, and I am trying to run a design business.

Prospecting 48

Prospecting Call-back Proposal Objections 48

Sales Hacker

FEBRUARY 6, 2019

There have been many times during my career as a sales executive at Chorus and InsightSquared where I blamed reps for things that were really a result of my broken sales process. Why did we submit this proposal without getting it approved!?” That way, you can address them and evaluate your sales process using data, not your gut.

Sales Process 81

Sales Process Top of Funnel Sales Management Sales Methodology 81

Cincom Smart Selling

SEPTEMBER 28, 2017

Sales Management and Business Intelligence. For sales managers and marketing managers, these systems will likely include CRM and CPQ. What percentage of your prospecting and sales effort is spent addressing this profile? Who leads the proposal team for your critical, must-have deals?•

Sales Management 78

Sales Management Ideal Customer Profile CRM Face-to-face 78

Cincom Smart Selling

FEBRUARY 1, 2018

Our fifth and final installment of CPQ Perspectives focuses on the sales manager—those folks who oversee the selling operation. Sales management is full of challenges, and we can’t possibly touch on every issue that affects sales managers in this blog post. What matters to sales managers?

Sales Management 48

Sales Management Buyer Sales Qualified Lead System 48

Chorus.ai

FEBRUARY 13, 2019

As any manager knows, it is a completely different ball game when you have to motivate, guide, coach, and assist others into hitting their quota - so that you end up hitting yours! But some sales managers excel at taking the challenge on and end up building stellar teams. Sales managers use Chorus.ai

Coaching 56

Coaching Sales Management Sales Coaching Hiring 56

Partners in Excellence

FEBRUARY 8, 2022

” There are surveys asking for the one area sales managers should focus on. There are surveys for sellers covering things like prospecting, pipeline management, closing, sales process. ” If sales management and selling were that easy… The problem is, these are false choices.

Survey 95

Survey Hiring Territories Incentives 95

Nutshell

MARCH 19, 2024

DOWNLOAD Ready to become a better sales leader? Get 70+ expert strategies for sales management success in our Sales Manager’s Survival Guide. FREE DOWNLOAD Why is sales productivity important? A more productive team leads to more deals, revenue, and growth.

How To 71

How To Sales Qualified Lead CRM Face-to-face 71