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

Engage Selling

SEPTEMBER 29, 2016

This month I spent a day working with a group of world-class data visualization architects. Who even knew there was such a profession! Nor that the best in the world were based in Toronto. Ironically, being Canadian, I have very … Read More »

Groups 48

Groups Data Customer Service Up-Sell 48

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

Customer Centric Selling

NOVEMBER 18, 2013

Sales Training Article: How to Survive the Late Release of Your New Quota. By Dan Perry, Sales Benchmark Index (SBI) Last year you got your 2013 quota in mid-February. Everyone wants to know the quota from corporate before Day 1 of the Year. Yet most companies actually ''issue'' their sales quota sometime in the first quarter.

Quota 53

Quota Training Hiring Demand Generation 53

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. One out of ten does qualify for hope, but not much for quota. But I have a captive audience in a workshop, on voicemail you don’t. The most common error was front and centre in a post on LinkedIn last week.

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. Even in our recent 2015 CCS® Index, 50% of salespeople indicated cold calling as the least effective method of prospecting. It aligns perfectly with what we teach in our CustomerCentric Selling® (CCS®) workshops. No wonder salespeople hate it.

Prospecting 40

Prospecting InsideView How To Cold Calling 40

The Pipeline

SEPTEMBER 25, 2013

Whether by fate or chance, the following definition was contained in a marketing piece I received in my inbox yesterday: “By definition, “Cold Calling” is the marketing process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction. Just like they used to.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

Partners in Excellence

MAY 3, 2022

” They say the obligatory answers, “We look at forecast data, pipeline data, YTD quota performance, and so forth. You are behind your YTD quota. For example, in our company a key metric is the number of high impact conversations we have with prospects a week. ” This is when things get interesting.

Data 92

Data Report Quota Pipeline 92

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

Braveheart Sales

JANUARY 7, 2020

These all make complete sense within the framework of a sales workshop or a sales kick-off. The sad truth is that roughly half of salespeople miss their quota. Sure, there usually are some nuggets that can be gleaned from attending a workshop. So, the training lives in a bubble, only to be practiced in a workshop.

Training 59

Training Sales Cycle Account Coaching 59

The Brooks Group

SEPTEMBER 18, 2018

When your salespeople head into a new quarter or year with a solid sales business plan, they’re more likely to improve sales forecast accuracy, attain quota, and effectively support your organizational goals. Then, meet individually with each salesperson to review their previous performance data, and present them with their new sales quotas.

Territories 79

Territories Conference Face-to-face Quota 79

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

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. Offer ongoing diversity education and workshops to foster awareness, empathy, and alignment within the sales team. However, women only comprise 29.5

Hiring 62

Hiring Demographics Lead Rank Lead Scoring 62

The Brooks Group

OCTOBER 19, 2015

But at the field level, for sales reps who are generally fast-paced and enjoy selling more than planning , getting disciplined around prospecting can be a challenge. Simply setting aside a time for prospecting won’t guarantee success, however. Focus on Prospect Quality, Not Size. Leverage the Power of LinkedIn.

Prospecting 40

Prospecting Territories Top of Funnel Sales Qualified Lead 40

Hubspot Sales

JANUARY 9, 2018

Run three-day referral techniques workshop. Identify 100 potential prospects and assign tiger team to each. For example, maybe Rep Carol’s January quota is $5,000. Rep Shane, who’s still ramping, has a $3,000 monthly quota. Here are a few examples: Objective: Increase referral rates by 30% this quarter. February: $8,000.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

Sales and Marketing Management

MAY 12, 2019

You’re incentivized to hit a volume target, likely paid faster when a client pays faster, are likely rewarded for longer commitments (or penalized for shorter commitments), and have a quota based on hitting period-based targets, right? . He also is a keynote speaker, workshop leader and trainer as principal and founder of Sales Melon LLC.

Negotiation 166

Negotiation Discount Proposal Face-to-face 166

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. If you have a stellar team that’s exceeding their sales quotas and an endless supply of satisfied customers, it may be difficult to see the advantage of playbooks. Disadvantages of playbooks.

Scale 101

Scale Sales Cycle Quota Sports 101

Hubspot Sales

JUNE 21, 2022

Long hours, aggressive targets, difficult prospects. What areas (prospecting, nurturing, etc.) For example, suppose a sales rep misses their quota by the end of a quarter. Team-building can take many forms , from a monthly team lunch to a learning workshop. For many salespeople, it's all in a day's work.

Face-to-face 85

Face-to-face Lead Rank Lead Scoring Sports 85

Highspot

JANUARY 9, 2024

It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Each stage requires specific selling skills to satisfy prospect needs. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution.

B2B 52

B2B Training Top of Funnel B2C 52

Pipeliner

JULY 20, 2018

Identifying the Mysteries of Body Language, a workshop on buyer types and the nuances of reading body language was created. They didn’t notice the locked eyes of the prospect, the subtle smiles, or someone putting their pen down to listen more closely. Scarier for his team’s quota- they were missing the lean in.

Face-to-face 63

Face-to-face Decision Maker Hiring Up-Sell 63

Hubspot Sales

APRIL 13, 2022

Take a moment away from the phones, your quota, and your team to reflect on why you chose sales as a career path, why you chose the company you work for, and why you believe in the product you're selling. When the marketing team attracts prospects, they pass the baton to the sales team to engage them. Track your sales pipeline.

Networking 79

Networking Pipeline Up-Sell Closing 79

Increase Sales

OCTOBER 14, 2013

The fourth quarter is for many SMB salespeople a time of desperation because sales quotas are still lacking; business cycles for many are in the decline due to the holidays; to budget forecasting takes precedence over buying any new solutions. Note: These is a difference between dripping sales desperation and drip marketing.

Social Media 146

Social Media Media Webinar Metrics Face-to-face 146

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

Customer Centric Selling

JANUARY 2, 2014

View our updated calendar of 2014 sales training workshops. When going through buying cycles with prospects, sellers are careful to ensure they gain access to Key Players that will be involved in making buying decisions. Prospecting within the customer base offers several advantages: 1. awaits most newlyweds.

Revenue 68

Revenue Buying Cycle Quota Account 68

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. Conclusion.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

Igniting Sales Transformation

MARCH 4, 2019

Everyone knows that sellers need to prospect, qualify leads, demonstrate value and business acumen in their outreach to buyers, I kicked things off by asking Kristina what is happening in the market now that dictates what buyers want, so that sellers can better focus? See the agenda and register before the summit sells out!

Microsoft 91

Microsoft Lead Rank Oracle Conference 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

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

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

DiscoverOrg Sales

JANUARY 3, 2018

The weekend is filled with workshops for intensive learning around a specific agenda. If you don’t sound like YOU believe, how can you expect the prospect or client to? Read it: The Superhero Life of Your Prospecting Email. See How DiscoverOrg Can Help You Torch Your Sales Quota Request a Demo Today.

Hiring 202

Hiring Webinar Metrics Up-Sell Examples 202

Customer Centric Selling

SEPTEMBER 21, 2016

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. I’d venture to say if sellers tried to contact two prospects a day, they would be on their way to more steady performance.

Sales Cycle 40

Sales Cycle Inbound Pipeline Quota 40

Hubspot Sales

FEBRUARY 2, 2018

It’s hard to project confidence and trustworthiness when you’re panicking about potentially missing quota. In the next 5 days, I can come in early to do administrative work so I have more time to sell when prospects are reachable. Finally, drop your worry (your looming quota, a problem customer, new comp rules) into the Grand Canyon.

How To 90

How To Hubspot Quota Journal 90

Hubspot Sales

MARCH 19, 2019

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. If your reps hit a specific activity or quota-based milestone, invite them to attend. This, in turn, helps salespeople relate to and build trust with their prospects.

Training 84

Training Hiring Discount Hotels 84

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

Sales Evangelist

NOVEMBER 17, 2019

There will always be goals and sales quotas, that have to be hit. The value of prospecting Many sales books stress the importance of having closing techniques. Terry read a variety of books and did everything they suggested but he still wasn’t hitting his quotas and achieving the level of success he wanted.

Closing 67

Closing Decision Maker Ideal Customer Profile Gatekeeper 67