SalesProInsider

DECEMBER 5, 2017

At the start of a recent workshop, I asked the group, “What do you want to get out of your investment of time and energy today?” At least 50% mentioned a desire to close more sales. Not a surprise for people in a sales workshop, I’m sure. Answer: By making every part of the sales conversation productive!

Closing 102

Closing Buyer Sales Qualified Lead Objections 102

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

The Digital Sales Institute

JUNE 21, 2023

Sales training can sometimes be viewed as a cost rather than an investment that lifts up sales performance and revenue. Any sales training program can be delivered in many formats, from classroom to online, offsite workshops to seminars. Solve the pain and propose solution. Close the sale. Lead generation.

Training 52

Training Top of Funnel Sales Methodology Lead Rank 52

Product Management University

JULY 26, 2021

Then they’ll ask you for a pricing proposal. You don’t need to do live demos and proposals to smoke out the pretenders from the contenders. Contact us about a demo workshop where you’ll learn how to deliver outcome-based value demos that shorten sales cycles and create a greater urgency to buy.

Top of Funnel 52

Top of Funnel Sales Qualified Lead Proposal Decision Maker 52

Customer Centric Selling

JANUARY 4, 2015

To avoid starting 2015 with unqualified pipelines, consider taking a hard look at quotes or proposals more than 60 days old. Proposals, like radioactive material, have half-lives. Rather than continue to hope stale proposals close, consider taking more decisive steps by withdrawing them. Remove that proposal from your pipeline.

Proposal 40

Proposal How To Face-to-face Vendor 40

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. Sales Bloggers Union. Sales Compensation. Sales Tool.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation 218

Customer Centric Selling

FEBRUARY 26, 2016

If all of these items have been covered, buying should be the logical last step of a sales cycle. Premature closes (when one or more items have not been addressed) can abruptly change buyer relationships as sellers go from consultative sales to high-pressure tactics. In my mind, a buying cycle is much like a play.

Buyer 40

Buyer Closing Decision Maker Proposal 40

Customer Centric Selling

MAY 6, 2015

When managing buying cycles with committees, sellers are often guilty of starting and staying with one person too long. In extreme cases, they’ll go so far as to generate proposals when other committee members are likely not ready. Seats are filling FAST in the July 21 Sales Process Management™ Workshop in D.C.

Buying Cycle 40

Buying Cycle How To Negotiation Proposal 40

Customer Centric Selling

SEPTEMBER 17, 2014

A Sales Benchmark Index (SBI) study showed over 50% of sales cycles that end with sellers involved, result in buyers making “no decision.” When trying to justify expenditures, a seller’s challenge in complex sales is to provide an enterprise view of value. Need some help to increase sales?

Enterprise 65

Enterprise Enterprise Benefit Proposal 65

Highspot

JANUARY 29, 2024

7 Sales Negotiation Strategies to Close More Deals Sales negotiation strategies are essential for navigating the complexities of deal-making and securing favorable outcomes. Here are some effective sales negotiation techniques that will help you build trust with prospects, close more deals , and streamline your sales cycle: 1.

Negotiation 52

Negotiation Closing Case Study Webinar Metrics 52

The Pipeline

JULY 15, 2011

Architect Barry Thalden, hotel and casino designer and one of my dearest friends for the past 50 years, tells of presenting a proposal to Donald Trump: “I managed to arrange a meeting with Donald Trump. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment.

Pipeline 242

Pipeline Hotels Cold Calling Compensation 242

Hubspot Sales

JULY 1, 2019

Every team -- Sales, Sales Development, Marketing, Customer Success, Finance, Product, Engineering, and the C-suite -- must be aligned. Albro proposes we use “Account-Based Everything,” or ABE. 4) How long is our average sales cycle? Deal complexity and sales cycle are highly correlated.

Ideal Customer Profile 79

Ideal Customer Profile Account Demand Generation Targets Top of Funnel 79

Customer Centric Selling

JULY 2, 2014

With the second quarter of 2014 just ending, my advice to sellers and their managers is to start looking a sales cycle ahead every month to optimize the chance that there’s enough in the pipeline. My suggestion is to try to be realistic vs. optimistic: Withdraw proposals that are over 90 days old.

Face-to-face 69

Face-to-face Negotiation Proposal Pipeline 69

Highspot

JANUARY 19, 2022

But regardless of their focus, programs designed for junior- and senior-level salespeople will target the same things: the sales cycle and buyers’ journey, engagement strategies, negotiation, and tips and tricks for closing deals. Sales Training Programs for Beginners. The Brooks Group. Challenger. Corporate Visions.

Training 92

Training Lead Rank Hiring Course 92

Customer Centric Selling

DECEMBER 26, 2013

View our updated calendar of 2014 sales training workshops. Use the term buying (rather than sales) cycle. Withdraw proposals that are more than 60 days old. Need some help with your sales performance? Take a look at the sales training workshops available to you and improve sales performance.

Collateral 55

Collateral Negotiation Proposal Vendor 55

Customer Centric Selling

DECEMBER 28, 2015

With that in mind I’d like to propose a few simple New Years resolutions for your consideration. A concern I have is that terminology used in sales offices by sellers and their management team may be used when sellers are talking with prospects and customers. It would seem a better term to apply to all would be buying cycles.

B2C 40

B2C Margin Buying Cycle Vendor 40

Customer Centric Selling

APRIL 6, 2016

Pre-Internet, it was common for mid-level managers to work with a seller from a vendor to get far enough into the sales cycle to generate a bid or proposal. Sales cycles will likely be shorter when starting at high levels. Need some help to increase sales? Your Roadmap to Revenue Growth® awaits!

Benefit 40

Benefit Vendor Inbound Buying Cycle 40

Customer Centric Selling

OCTOBER 6, 2015

Upon hearing about this concept years ago in one of my workshops, a student approached me at a break and realized in trying to sell software to a heating oil distributor, he had lost a software sale to a delivery truck! Listen to Social Selling evangelist, Jill Rowley, in Episode 20 of Sales Rehab!

Vendor 40

Vendor Cancellation Proposal Software 40

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. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Tool.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

The Pipeline

MAY 12, 2011

I see this over and over again in the early stages of sales development at every company we help. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process. Sales Strategy.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

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.

Training 83

Training Hiring Discount Hotels 83

Sales Hacker Training

SEPTEMBER 5, 2018

Through skills training, your people will gain the ability to keep pipelines full and flowing, build winning proposals, and improve deal profitability and lifetime value. The company’s three-and-a-half day instructor-led training workshops can be customized for the needs of each specific team or organization. 14) DoubleDigit Sales.

Training 103

Training Scale Lead Qualification Lead Rank 103

Customer Centric Selling

MARCH 2, 2016

Much later in the sales cycle there may be attempts to call higher levels, but most sellers will struggle in their efforts to establish value during these calls. If value isn’t uncovered, the sales cycle will come to an abrupt end, as it should. Need some help to increase sales?

Vendor 40

Vendor How To Enterprise Enterprise 40

The ROI Guy

DECEMBER 2, 2014

The research clearly indicates that the issues are not around sales having enough leads, more sales training, improved social selling ability or increased product knowledge. Understanding buyers better and correlating the financial benefits that can be delivered with proposed solutions is key.

Lead Rank 86

Lead Rank Lead Scoring Proposal Buyer 86

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. Sales Bloggers Union. Sales Cycle.

Pipeline 238

Pipeline Twitter Hiring Top of Funnel 238

Customer Centric Selling

DECEMBER 20, 2016

It can be minimized - even eliminated - once you understand the obstacles that are preventing a prospect from making an informed selection decision after a long and expensive sales cycle. You ARE going to correct an underperforming sales team. Dramatically shorten the sales cycle. Need some help to increase sales?

Decision Maker 40

Decision Maker Sales Cycle Negotiation Sales Qualified Lead 40

The ROI Guy

AUGUST 13, 2013

If this is the case, Gartner’s latest research indicates that many IT Sales and Marketing leaders may end up on the “endangered species” list, unless some serious realizations and changes occur sooner versus later. As a result, most are forced to deal with “business as usual”, and cautiously approach any new proposals.

Buyer 90

Buyer Lead Rank Strategy Marketing 90

Gong.io

JULY 18, 2022

If you offer low-price-point products with very concrete use cases and a short sales cycle, it might not make sense to invest that amount of time into each prospect. Propose a solution. Once your reps have qualified a prospect and diagnosed their pain, the next step is to propose a solution. This is just one example.

Solutions Selling 62

Solutions Selling Ideal Customer Profile Outsourcing Services Sales Methodology 62

Costello

JANUARY 15, 2019

“At Resolute , we’ve been working to tie our marketing and sales initiatives closer together and have seen some very promising results including gaining more focused opportunities that are a fit for our business, a busier deals pipeline, and shorter sales cycles,” says Colton De Vos. The impact has been a well-oiled machine.

Lead Rank 105

Lead Rank Revenue Top of Funnel Lead Scoring 105

Customer Centric Selling

FEBRUARY 8, 2016

Projecting a sales cycle ahead of time gives sellers a much better chance of making their numbers. Let’s say your average sales cycle is three months. Let’s say your average sales cycle is three months. They often provide quotes or proposals (activities) far sooner than they should.

Top of Funnel 40

Top of Funnel Hiring Sage Sales Qualified Lead 40

Customer Centric Selling

MARCH 28, 2016

The admission of a goal by a prospect is the catalyst, the launching pad, the beginning of the sales cycle. As I work with salespeople, sales managers, reviewing loss reports and editing Champion Letters, there is a theme that has been emerging. And what is the proposed usage scenario going to be?

Sales Cycle 40

Sales Cycle Proposal Conversion Prospecting 40

Customer Centric Selling

AUGUST 14, 2013

Sales Training Article: Establishing Value. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company When I started my selling career, my manager insisted that each proposal contained a cost vs. benefit analysis. Need some help with your sales performance?

Training 45

Training Decision Maker Buyer Proposal 45

Customer Centric Selling

MAY 18, 2016

Present a proposal with a detailed cost vs. benefit analysis and ask the buying committee to make a decision. Sales cycles begun by researchers diverge from the optimal sequence of a sales process and often skip steps. Need some help to increase sales? Selling doesn’t have to be a zero sum game.

Sales Process 40

Sales Process CRM Vendor Enterprise 40

Customer Centric Selling

APRIL 3, 2013

Once proposals are more than 60 days old put them into a bucket and spend no time talking about them in the pipeline review meeting. Project a sales cycle ahead to determine if each seller has sufficient pipeline to yield quota over that period of time. Need some help with your sales performance?

Pipeline 45

Pipeline Training Face-to-face Quota 45

Highspot

FEBRUARY 22, 2024

Streamlined Processes S&OP reduces waste and speeds up production and sales cycles by making operations more efficient. Executive Meeting The executive S&OP meeting is the culmination of the S&OP process, where senior leaders review all proposals.

Forecasting 52

Forecasting Trends Lead Rank Survey 52

The Pipeline

JULY 4, 2011

You are right, specially when you say “objection does not mean rejection” An objection, from my point of view, shows that the client has clearly been listening to me and my proposal, and I consider his or her objection the natural step towards building trust and, depending on the case, either closing a sale or rescheduling a new call.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

Customer Centric Selling

JULY 3, 2013

A survey by Sales Benchmark Index showed 52% of sales cycles driven by sellers result in no decision. A top down selling approach will typically result in shorter sales cycles and are more likely to occur when sellers proactively initiate opportunities at Key Player levels. Seeing if buyer(s) want to move forward.

Training 45

Training Buying Cycle Hiring Vendor 45