Sales Tips: How to Handle Stale Proposals
Customer Centric Selling
JUNE 14, 2017
Sales Tips: A Better Way to Handle Stale Proposals. By John Holland, Chief Content Officer, CustomerCentric Selling®.
Sales Tips: "Quote and Hope" Proposals Don't Sell
Customer Centric Selling
MARCH 15, 2017
Sales Tips: "Quote and Hope" Proposals Don't Sell. By John Holland, Chief Content Officer, CustomerCentric Selling®.
Proposal 
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Sales Tips: Best Practices for Handling Sales Proposals
Customer Centric Selling
JUNE 26, 2017
Sales Tips: Best Practices for Handling Sales Proposals. By John Holland, Chief Content Officer, CustomerCentric Selling®.
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Rocking the Boat to Drive Team Success
Sales and Marketing Management
JANUARY 1, 2018
Davis In a SMMConnect webinar I delivered to over 100 sales managers recently, I talked about eight instincts they developed as salespeople that are now harming their effectiveness as team leaders. Interestingly, about 30 percent of the participants said that the sales instinct they struggle with the most is “avoiding conflict.”.
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Sales Tips: Avoid Issuing Proposals Too Soon
Customer Centric Selling
OCTOBER 3, 2017
Sales Tips: Avoid Issuing Proposals Too Soon. By John Holland, Chief Content Officer, CustomerCentric Selling®.
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Why the Best Sales Leaders Always Set the Standard for Team Meetings
SalesLatitude
OCTOBER 11, 2018
I often facilitate a variety of meetings, team building programs and workshops. I’m frequently shocked to see sales leaders distracted by their phones, computers and iPads. Their teams are taking time away from clients, proposals, RFPs, research, and maybe even their families if they are traveling. reading emails and proposals
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Three Steps to Improved Negotiation and Sales Success
Braveheart Sales
DECEMBER 17, 2020
Often, they simply write a proposal. The truth is that a proposal should really be a confirmation of what has already been agreed to, or has been determined that the prospect wants, needs, and is interested in buying. These factors must first be understood before creating a proposal. I’ve observed it happen many times.
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104 11 Traits of a High Performance Sales Culture
SBI Growth
AUGUST 31, 2013
Modified the sales compensation and quotas. Revised sales territories. Shifted around Sales Managers. That was a common vision for the sales team. Hank had analyzed exit interviews and the performance management data. Hank proposed that Dani work on a common vision for the sales force.
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Sales Management: Preparing for 2013
Your Sales Management Guru
OCTOBER 1, 2012
I proposed based upon my experience that working a partnering-model will bring your organization one salesperson’s quota per year WITHOUT absorbing the cost of sales in hiring another person. . · Salespeople should also continue to develop their network of referral sales. Acumen Management Group Ltd.
How Getting Fired Actually Launched My Referral Business
No More Cold Calling
AUGUST 14, 2019
As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. I designed a one-day workshop, which I offered in live public sessions for many years. We wrote the proposal first.
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Top 21 Sales Training Programs and Techniques to Boost Team Performance in 2022
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. The Brooks Group. Challenger.
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Sales Training Insight into The Toughest Job
Customer Centric Selling
FEBRUARY 19, 2014
An even greater challenge is being a first line manager of a group of salespeople. Don''t miss the sales training workshop for sales management coming in April. While working for vendors, I never had a manager that served as a mentor. Once competent, Jeff and subsequent managers just left me alone.
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Sales Training Tips about Cleaning the Pipeline Closet
Customer Centric Selling
APRIL 9, 2014
The last thing you want is a manager that feels you don''t have enough going on and will be monitoring your activity levels. For experienced sellers or sellers that have new sales managers, it isn''t a huge challenge to "sell" them on opportunities that really don''t belong. A proposal has been issued.
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68 A Sharp Stick in the Eye is Better Than "Think it Over"
Anthony Cole Training
FEBRUARY 13, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?
Hiring 138
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How to Build Sales Compensation Plans that Increase Retention and Productivity
Sales Hacker
APRIL 19, 2022
Comp workshops between reps and sales management also create a safe space to ask and address any rep-level questions. July – August: hosting discussions to propose new changes. To ensure a comp plan is ready by this time, we created this compensation planning calendar below.
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The Pipeline ? Flaunt Your Next Steps ? Sales eXchange ? 137
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. Random Walk Down Sales Street. Sales Bloggers Union.
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The "No Time to Prospect" Myth - Why People Don't Succeed in Selling
Anthony Cole Training
AUGUST 9, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?
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Preparing for 2018
Your Sales Management Guru
DECEMBER 6, 2017
Other tips: Your website must be a sales tool- make sure your salespeople use it in your sales process and that it includes customer testimonials. Instead of lunch workshops, making them “business breakfast sessions”, especially for net new prospects. Salespeople should also continue to develop their network of referral sales.
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54 Debriefs Effectively - 2 of 9 Keys to Successful Sales Coaching
Anthony Cole Training
DECEMBER 14, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?
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Pre - Call Practice if You Want Sales Success
Anthony Cole Training
JANUARY 19, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?
Hiring 192
192 Sales Tips: BANT
Customer Centric Selling
SEPTEMBER 25, 2016
By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. For years many sales organizations have used the BANT approach (Budget, Authority, Need and Timeline) to qualify opportunities. Sales managers ask sellers to commit that all four of these criteria are in place.
The Art of Sales Negotiation: Close More Deals
Highspot
JANUARY 29, 2024
It’s easy to have tunnel vision and get wrapped up in your proposal. Here are key components and approaches for effective sales negotiation training: Understanding the Basics : Provide a solid foundation by covering the fundamentals of negotiation, including key terms, concepts, and principles.
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Tony Bennett's Secret to Sales Success
Anthony Cole Training
AUGUST 17, 2011
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?
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137 Sales Tips to Boost the Second Half of Your 2014
Customer Centric Selling
JULY 2, 2014
Sales Tips: How to Boost the Remainder of Your 2014. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Early in my sales management career, I was astounded by how hopeful salespeople were that had achieved 35% of their annual quota going into the fourth quarter.
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What is Lead Nurturing, and How Can It Help You Get More Deals?
Nutshell
MARCH 15, 2024
DOWNLOAD Ready to become a better sales leader? Get 70+ expert strategies for sales management success in our Sales Manager’s Survival Guide. This is an excellent time to invite your leads to view webinars, workshops, conferences, and the like.
Stuff I Learned Last Week that Could Drive Sales Success
Anthony Cole Training
OCTOBER 13, 2010
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?
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The Top 5 Reasons Your Sales Training Will Fail
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.
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A Plethora Of Data
Partners in Excellence
MAY 3, 2022
It’s usually something like: You don’t have enough activities (you name it–calls, emails, meetings, proposals). Too often, we rely on sales ops or some other group to develop the reports we need. In workshops, I ask the managers to develop an initial reports themselves. You are behind your YTD quota.
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92 The Pipeline ? Take Control!
The Pipeline
JANUARY 13, 2012
Wednesday I posted a piece about the importance of working your sales cycle, not the calendar. I had a call from Bob, a director of sales with software company. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment.
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The Pipeline ? Get Your Veteran Salespeople to Take Baby Steps
The Pipeline
MAY 12, 2011
I see this over and over again in the early stages of sales development at every company we help. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings.
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PODCAST 95: How to Nail Your 1-on-1s w/ Matt Cameron
Sales Hacker
FEBRUARY 3, 2020
This week on the Sales Hacker podcast, we speak with Matt Cameron , Founder and Managing Partner of SaaSy Sales Management. SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people.
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The Pipeline ? Dealing with Price in the Real World
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. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership.
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Fixing the Sharp Stick(s) in the Eye - 10 Obstacles to Sales Success
Anthony Cole Training
FEBRUARY 14, 2012
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?
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169 
#9 Sales Solution - Presenting - 10 Critical Components
Anthony Cole Training
SEPTEMBER 10, 2010
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?
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120 Sales Tips: Quantity vs. Quality in Sales Pipelines
Customer Centric Selling
FEBRUARY 15, 2017
At the start of my sales career my manager set targets for me for how many calls per week to make, how many proposals per month to issue, the number of cold prospecting calls that should be made each week, etc. Some of the most creative selling was done to convince the manager that numbers would be made.
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Leading a Negotiating Team—10 Success Secrets for Women in Sales
No More Cold Calling
SEPTEMBER 15, 2015
If, for example, you are trying to close a complex sale, prospective clients probably won’t take your word alone as proof your company can seamlessly deliver on your proposal. You might need to hold a meeting where your client hears it directly from the horse’s mouth, necessitating involvement from non-sales colleagues.
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120 Happy Sales People Are Better Performing Sales People?
Anthony Cole Training
APRIL 2, 2010
HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?
Hiring 137
137 How can sales leaders prevent people from leaving?
Pipeliner
AUGUST 28, 2019
But in the final analysis, it paid off as people saw their leader answer the tough questions and take the hits necessary to convince them that the proposed path for the organization was worth going down. We held one-day Servant Leadership workshops with all supervisors to reinforce the expected behaviors. Was it painful?
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72 What is the Best Interview Question?
Paul Cherry's Top Sales Techniques
NOVEMBER 4, 2010
Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Web Seminars.
The Pipeline ? Targets vs. Metrics ? Sales eXchange ? 92
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. Random Walk Down Sales Street.
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Sales Training Insight into Traits of High Performing Sales Cultures
Customer Centric Selling
SEPTEMBER 9, 2013
Modified the sales compensation and quotas. Revised sales territories. Shifted around Sales Managers. That was a common vision for the sales team. Hank had analyzed exit interviews and the performance management data. Hank proposed that Dani work on a common vision for the sales force.
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53 Creating the Right Agenda for Data-Backed Quarterly Business Reviews
Openview
FEBRUARY 7, 2018
Block out time on the sales professional’s calendar well in advance so they can schedule prospect or customer meetings around the time block. Determine other individuals that should attend the QBR (Solutions Consultants, supporting SDRs, other Sales Managers, etc). Introduction and Pipeline Review (Sales Leader).
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Free E-Book: Sales Tools and Productivity Resources
Paul Cherry's Top Sales Techniques
JANUARY 2, 2010
Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Web Seminars.
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Sales Tips: Who Owns the Pipeline?
Customer Centric Selling
FEBRUARY 27, 2017
Sellers less than YTD against quota want their managers to believe they’ll catch up in the coming months. In my experience as a sales manager, once unqualified opportunities enter the pipeline they’re difficult to extract as sellers merely push back close dates (enter self-serving and inaccurate data).
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