Sales and Marketing Management

MARCH 8, 2019

The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. Incorporate different perspectives into training teams. We needed to decide if we include intro sales 101 training for our newer sellers in addition to advanced topics.

InsideView 223

InsideView Scale Exercises Call-back 223

The Pipeline

SEPTEMBER 18, 2018

It seems if we just showed up and shut-up, we may do better than some of the close rates quoted in the sales press, especially when measured by quota attainment, or lack thereof these days. But seriously, people talk about what they know, so if we help them understand what prospects want to know about, which is not product oriented.

Vendor 255

Vendor Discount Insurance Insurance 255

Babette Ten Haken

AUGUST 23, 2018

After all, they are hired, and compensated, to go out there and hunt prospective clients. Crush quotas and the competition. Engage me to speak or conduct an interactive workshop at your next corporate or association event. Now, for sellers, this statement represents a real pain in the butt. Close deals. End of story. Contact me.

Retention 154

Retention Customer Revelation Loyalty 154

Hubspot Sales

OCTOBER 29, 2017

billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry.

Channels 111

Channels Video Training Hiring 111

No More Cold Calling

AUGUST 14, 2019

Prospects trust us. I designed a one-day workshop, which I offered in live public sessions for many years. It’s changed how we prospect, but it hasn’t changed how deals get done. They get meetings they couldn’t land before, and they convert their prospects to clients at unparalleled rates. But I had to ask.).

Referrals 291

Referrals Cold Calling Survey Scale 291

The Pipeline

NOVEMBER 26, 2019

The basic gist was a Reader’s Digest version of the message they would deliver live to a prospect on the phone. If I happened to leave a message for someone who just finished meeting discussion their training plans for Q1 2020, sure they may react with a callback. One out of ten does qualify for hope, but not much for quota.

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

Customer Centric Selling

OCTOBER 14, 2015

Sales Tips: How to Step Up Your Prospecting for 2016. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Even in our recent 2015 CCS® Index, 50% of salespeople indicated cold calling as the least effective method of prospecting. No wonder salespeople hate it.

Prospecting 40

Prospecting InsideView How To Cold Calling 40

Janek Performance Group

MARCH 6, 2024

But when it comes to hitting quota, they outperform men 86 percent to 78 percent. This drives everything from prospecting emails to content creation and discovery questions. Sales leaders should champion diversity initiatives and allocate resources towards D&I training and development. However, women only comprise 29.5

Hiring 62

Hiring Demographics Lead Rank Lead Scoring 62

Hubspot Sales

JUNE 21, 2022

Long hours, aggressive targets, difficult prospects. Ineffective sales training. Sales training is no different. Setting up your team for success is paramount, yet most organizations take an informal approach to training — and it usually ends once someone finishes onboarding. What areas (prospecting, nurturing, etc.)

Face-to-face 85

Face-to-face Lead Rank Lead Scoring Sports 85

SBI

OCTOBER 15, 2019

In sales, the end goal is the same, that is to convert a prospect into a customer and build a strong, ongoing relationship afterwards. Improves training. Playbooks shorten training, coaching and employee onboarding periods. A good sales playbook: Defines a set of best practices and methodologies important to the organization.

Scale 101

Scale Sales Cycle Quota Sports 101

Increase Sales

JANUARY 25, 2012

After weeks of trying you have finally landed that all-important first meeting with a new prospect; a prospect with lots of potential. A prospect that could help you reach your annual sales quota in one fell swoop! How will you open that first meeting? It all depends on how effectively you open that sales call.

Case Study 155

Case Study Face-to-face Facebook Quota 155

Customer Centric Selling

OCTOBER 2, 2013

Sales Training Article: Taking the Path of Least Resistance. By that I mean their entry points within prospect organizations are low, but willing to talk with them. If you add up all the opportunities in the pipeline of a C Player, it may approach the GDP of a small country, yet the seller continues to fall short of his or her quota.

Top of Funnel 61

Top of Funnel Training Lead Rank Lead Scoring 61

Factor 8

APRIL 16, 2020

Start by asking how this global trend would affect your prospect and develop 1-3 key benefits for them right now (not features, benefits). Now the very top of our prospect list are companies who traditionally sell face to face and who have no idea how to engage digitally. The post How the Hell Do I Prospect Right Now?

Prospecting 36

Prospecting Face-to-face Inside Sales Segment 36

Factor 8

APRIL 15, 2020

Start by asking how this global trend would affect your prospect and develop 1-3 key benefits for them right now (not features, benefits). Now the very top of our prospect list are companies who traditionally sell face to face and who have no idea how to engage digitally. The post How the Hell Do I Prospect Right Now?

Prospecting 36

Prospecting Face-to-face Inside Sales Segment 36

Customer Centric Selling

OCTOBER 4, 2013

Sales Training Article: Creating Social Debt on LinkedIn to Make Your Number. The 5 Most Effective Ways to Create Social Debt 1) Provide a warm introduction to a dream prospect. This goal may be a revenue quota, or something else entirely. In the majority of these cases, these people have dream prospects.

LinkedIn 45

LinkedIn Training Referrals Quota 45

Customer Centric Selling

MARCH 6, 2013

Sales Training Article: Penny Wise or Pound Foolish? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII series. Some can quickly qualify (or disqualify) prospects. Quota pressure can exacerbate the situation.

Training 49

Training Top of Funnel Sales Qualified Lead Face-to-face 49

Customer Centric Selling

SEPTEMBER 18, 2013

Sales Training Article: Are You Cloning Bad Selling Habits? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Stuart Miles at FreeDigitalPhotos.net My first sales manager''s advice as he put me on quota was: "Call high. Don''t lead with product." All others struggle.

Training 53

Training Outbound Inbound Vendor 53

Hubspot Sales

JANUARY 9, 2018

Run three-day referral techniques workshop. Identify 100 potential prospects and assign tiger team to each. Sales training. For example, maybe Rep Carol’s January quota is $5,000. Rep Shane, who’s still ramping, has a $3,000 monthly quota. Hold sales contest for referral sales. Hold two executive-level events.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

Customer Centric Selling

JANUARY 2, 2014

Sales Training Article: An Often Overlooked Source of Revenue. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. View our updated calendar of 2014 sales training workshops. Prospecting within the customer base offers several advantages: 1. awaits most newlyweds.

Revenue 68

Revenue Buying Cycle Quota Account 68

Customer Centric Selling

APRIL 3, 2013

Sales Training Article: "It's Deja Vu All Over Again" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Yogi Berra's quote brings to mind the obligatory pipeline review managers do with their salespeople toward the end of the month. It will just fill and waste air time.

Pipeline 45

Pipeline Training Face-to-face Quota 45

Customer Centric Selling

SEPTEMBER 11, 2013

Sales Training Article: The Hardest Job? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Vlado at FreeDigitalPhotos.net Those that don''t sell for a living have no idea how difficult it is to be successful at sales. I concluded two things early on: 1.

Hiring 49

Hiring Training Travel Forecasting 49

Product Management University

FEBRUARY 2, 2023

The biggest reason metaphorically speaking, is they willingly “fence the salesforce” into your most lucrative markets and give them a shorter path to meeting sales quotas and revenue goals. The turn-by-turn directions are the execution tactics required to generate demand, build the pipelines, qualify prospects and close deals.

Revenue 52

Revenue Ideal Customer Profile Marketing Segment 52

MEDDIC

JULY 8, 2021

Vendors and prospects build rapport through individual human beings from both sides interacting with each other. Sales happen when a momentum is created taking the prospect from a conversation around the PAIN POINTS towards the PROOF POINTS and METRICS, showing them your SOLUTION. Let’s analyze the reasons. Customers enjoy them.

Lead Rank 52

Lead Rank Hiring Outsourcing Services Sales Qualified Lead 52

Customer Centric Selling

APRIL 12, 2013

Sales Training Article: How the Big Deal Review Will Rescue Your 2013 By Greg Alexander, Sales Benchmark Index (SBI) 41% of b2b sales organizations missed the Q1 revenue target. We perform dozens each quarter directly with the prospects. The over assignment of quota. If you missed Q1, you need a monster Q2 to save 2013.

Training 45

Training Scale Quota B2B 45

Vengreso

NOVEMBER 18, 2020

Face-to-face meetings have been replaced by video conferencing, and many sales leaders are scrambling to train their sales teams on how to sell remotely. In simple terms, remote selling is prospecting and engaging buyers and customers from a remote work location, generally, a salespersons home office. What is Remote Selling?

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

DiscoverOrg Sales

MAY 18, 2016

The hypothesis above is based on the research and conclusions of four leading sales trainers who shared their findings at the 2015 PipelineDeals Accelerate Sales Conference and Sales Hacker Workshop with Microsoft in Seattle, WA. In fact, a demo without discovery can often leave a prospect feeling left out in the cold.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

Autoklose

MARCH 18, 2024

But as your company grows, the number of your team members will increase, too, and in order to keep the same standards and continue hitting your quota, you’ll have to find a way to scale your sales training efforts. Here are a couple of useful sales training ideas to help you build a killer sales team. Table of Content 1.

Hiring 98

Hiring Training Cold Calling How To 98

Customer Centric Selling

SEPTEMBER 21, 2016

By John Holland , Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. I wish I had the wisdom back then to encourage all of my staff to look a sales cycle ahead to evaluate whether their pipelines were sufficient to deliver the numbers needed for them to be YTD against quota or better.

Sales Cycle 40

Sales Cycle Inbound Pipeline Quota 40

DiscoverOrg Sales

JANUARY 3, 2018

We’re intentional that the event NOT be three days of product training. We started our “Selling to Marketers” session by training our reps on what that persona cares about. The weekend is filled with workshops for intensive learning around a specific agenda. Read it: The Superhero Life of Your Prospecting Email.

Hiring 202

Hiring Webinar Metrics Up-Sell Examples 202

The Pipeline

NOVEMBER 11, 2011

If you make the sale about them, you win, if you come across as focused on the sale and your quota, you smell desperate. Prospecting. Sales Training. 3 R’s of Prospecting Success. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Worse, as you develop a reputation for being desperate.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

Customer Centric Selling

AUGUST 30, 2013

Sales Training Article: Why A Rising Win Rate Could be a Bad Sign. If the sales team was getting better, why did they keep missing quota? This means: Capturing the information your buyer demands through prospect interviews. Take a look at the sales training workshops available to you and improve sales performance.

Training 45

Training Buying Cycle Collateral Software 45

Highspot

MAY 8, 2020

In this guide, we’ve teamed up with leading sales training and service providers Sandler Training , Challenger , and Corporate Visions to share everything you need to build a sales coaching program with impact, including: What is sales coaching? With so many other training methods in play, why add coaching into the mix?

Sales Coaching 78

Sales Coaching Coaching Hiring Remedy 78

MJ Hoffman

SEPTEMBER 11, 2018

Most of our colleagues and prospects are coming off of long relaxing vacations and suddenly the pressure is on with only 16 weeks left to sell this year. Many of us in spend the first few weeks of the month deferring to our prospects and giving them space while they “play catch up.” The month of September is strange for us in sales.

Hiring 40

Hiring Forecasting ROI Account 40

Customer Centric Selling

SEPTEMBER 13, 2013

Sales Training Article: Social Selling Pests - Avoid the LinkedIn InMail of Shame. In 2013, leveraging social selling & prospecting has become mission critical. Problem Examination Trying to call or email a prospect is ineffective. Did you know 67% of sales pros do not meet quota? Buyers have become even more evasive.

LinkedIn 45

LinkedIn Training Lead Rank Ideal Customer Profile 45

Your Sales Management Guru

DECEMBER 6, 2017

During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I spoke separately on “ Leveraging Your Business by Partnering”. Others believed it was to increase the relationship position as prospects today more knowledgeable because of web site and internet access. Some thought that it was a 4:1 ratio.

Lead Rank 54

Lead Rank Lead Scoring Ideal Customer Profile Top of Funnel 54

Openview

NOVEMBER 20, 2018

It was fun having my parents think I was some kind of messaging celebrity, but I recognized Christoph as the CEO of an early-stage tech company who had recently attended one of my workshops. I’ve used it with a few prospects, and they engage at a deeper level, they get what we’re about faster, and they’re all moving to next steps.”.

Real Estate 91

Real Estate Call-back Scale Buyer 91

Customer Centric Selling

FEBRUARY 22, 2017

Sellers that were below quota would enter unqualified opportunities to artificially inflate their pipelines. During a workshop I was teaching I asked the VP Sales (Phil) if he was using their offering to forecast. At this point I asked him: Phil, do your sellers tell prospects they’ll have similar forecast accuracy rates?

Hiring 63

Hiring Forecasting Pipeline Discount 63