4 questions to help you engage with a prospect

Pipeliner

My definition: a prospect is an individual who has (according to a predefined set of criteria) exhibited the potential to benefit from a product or service offered by an organization. The prospect is NOT a target for a sales pitch ; an object to be flogged at by the sales person.

Top 10 Reasons Why New Sales Managers Fail

Steven Rosen

Of course my focus is on sales, sales leadership, executives and business. Your firm is growing and needs a competent, energetic sales manager to increase revenue and direct sales operations on the frontline. Here are my Top 10 Reasons Why New Sales Managers Fail.

Trending Sources

Why Your Prospecting Strategy Is Failing

Pipeliner

4 Innovative Strategies To Prospect Like a Pro. Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. . Most sales people hate to prospect. Well those sales people love to prospect.

5 Keys to Better Prospecting

Pipeliner

Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. Like it or not, prospecting is the key to your sales success. You may have wonderful opportunities in your sales funnel today.

5 Sales Management Myths Debunked

Sales Benchmark Index

I sat across the desk from Mike, the new VP of Sales. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. After a quick conversation, we found he was committing 3 of the sales myths below.

Sales Managers: Don’t Be Shot by Both Sides

Pipeliner

For any enterprise with a sales team (that’s nearly all companies), these feelings are particularly felt by the sales manager. To begin with, most sales managers are promoted into their positions from having been successful salespeople. Pity the poor sales manager.

Using CRM Software to Build a Better Prospecting Strategy

Pipeliner

Dave Kurlan says that 50 percent of salespeople do not prospect , which makes one wonder where they’re getting their leads? Lead prospecting is more than building a target account list once a quarter or reading through your Twitter feed to find contacts who share the same kind of content.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. Make your sales meetings fun. Muscle up your sales team.

Sales managers – a new pathway to leadership

Sales Training Connection

Sales Leaders. Although Ibaraan was writing about business in general, we thought her message held particular insight for the world of sales. If buyers change how they buy, sellers need to change how they sell and sales leaders need to bring the insight to make that happen.

“Sales Management” Is Not a Dirty Word

No More Cold Calling

Great sales leaders must also be great managers. No one had time to prospect, because they couldn’t keep up with the business coming in every day. The problem was that sales management had their heads in the sand.

Sales Managers—Pay Attention to How Your Reps Communicate

No More Cold Calling

Can your sales reps put a sentence together? So while the Internet has enabled us to connect with more prospects than ever before, it’s also ruining our ability to do so effectively. Sales managers, listen up. Sales reps want a call back ? And in Sales 2.0,

Prospecting = Pipeline

Igniting Sales Transformation

Kelly to talk about prospecting on a webinar hosted by John Golden from Pipeliner CRM. Prospecting for new business is an essential part of selling, but it is an aspect of sales that many salespeople try to avoid like the plague. This includes managers too.

Sales Management: The need for creativity

Your Sales Management Guru

Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. They seem to come up with unique ideas to prospect, find ways to enhance client relationships and they close more effectively.

Improve Sales Efforts Through Proper Sales Prospecting Techniques

Pipeliner

If you want to be a genius at prospecting, the inventor’s insight explains how to do it. Instead of wasting it chasing suspects with little or no chance of generating revenue, you’ll be spending almost all of your time cultivating solid sales opportunities.

How to Uncover Your Customer and Prospects Trust Criteria

Pipeliner

We can mistake good will and sales opportunity for strong enough trust to win over a customer or prospect. Most people believe themselves to be of great character but yet fail to win over their customers, friends and prospects. For Sales Pros Sales Management

Four Common Destructive Sales Management Styles

Sales and Management Blog

I’ve had the privilege of working with many new managers whose company hired me to help them transition from seller to manager or to work with existing managers to become more effective. One of the recurring issues I’ve discovered is a misunderstanding of what a sales manager is. Although the manager may succeed in creating one or two clones, they will alienate the majority of their team and eventually there will be a breakdown of trust and cooperation.

The Lame Question Guaranteed to Turn Your Prospect Off

Pipeliner

Are you still asking prospects, “What keeps you up at night?” ” That kind of question is making you look out of touch and may also signal to your prospect that you are totally uninformed about their world, their business, and your place in their ecosystem.

New sales managers – starting off on the right foot

Sales Training Connection

New Sales Managers. Customers now want sales reps who are trusted advisors not product facilitators. All this means that in order for a sales team to be successful in the years ahead, front-line managers need be highly skilled. Talk with senior management.

3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. So how will your prospect justify the effort and invest the time?

Why Producing Sales Managers No Longer Make Sense (If They Ever Did)

Sales and Management Blog

Although many companies believe they are maximizing dollars by requiring their frontline sales managers maintain and grow their own book of business, are they really getting the value they expect or are they costing themselves sales and money in the long run by trying to save a few bucks on a manager’s salary? And then the kicker: • Maintaining a high level of personal sales activity and personal production.

Your Sales Management Pitch to Hire Better Sales People

Anthony Cole Training

There isn’t a single sales manager, sales executive or company president that tells a prospective new hire that the compensation program is poor, there is a lack of support, the company does not occupy a strong position in the market and there is no chance for professional advancement!

Sales managers – are you ready for 2015?

Sales Training Connection

According to Bain & Company , B2B sales executives have seen a tremendous disruption in recent years – and there’s every reason to believe the trend will continue. There is a decreasing need for sales reps that function strictly as product facilitators. . 2015 Sales Momentum, LLC.

Sales managers – 6 tips when transitioning to a new sales team

Sales Training Connection

Sales manager with a new sales team. As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. Drill down and learn about the territory and the sales team.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives.

5 Takeaways from a Sales Management Training

Sales Benchmark Index

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. Turn managers into leaders.

How Sales Management for Many is Really Managing by Ambiguity

Increase Sales

Out of the mouths from clients come sometimes the most revealing sales management beliefs and behaviors. Yesterday one of my executive coaching clients shared the words of his sales manager. “I believe in managing by ambiguity when it comes to the sales team.”

[Note to the Sales Manager] Why Your Sales Reps Can’t Close

No More Cold Calling

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.

The #1 Sales Management Problem You Can Fix

No More Cold Calling

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. This sales strategy is doomed to fail. Sales management: Listen up.

Are Sales and Sales Management Candidates Getting Worse?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined.

HOW TO Increase Prospecting Results for Sales Leaders

The Sales Hunter

Have you thought about the impact you as a sales manager have on the prospecting results your people achieve? I’ve encountered far too many situations where the sales manager is blaming the lack of new customers on the failure of the sales team to prospect.

Your Best Prospecting Tool is Literally Staring You in the Face

Pipeliner

Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. Prospecting is hard enough at the best of times but how often is the best prospecting tool available to us left under-utilized? Source: Inside Sales.

Sales Management: Understanding “Setting the Hook”

Your Sales Management Guru

Sales Mgmt: Understanding “ Setting the Hook”. One of the main jobs of sales management is to help their salespeople see where they are in the sales opportunity. I like to think that a salesperson is a juggler, tossing X number of opportunities in the air and the sales managers job is to assist the salesperson on judging what opportuniti8es to work , which one’s to toss away and to provide ideas on HOW to work the selected ones.

Panel Discussion: Prospecting Strategies for Sales (Recorded)

Pipeliner

How important is sales prospecting? Well, without it you’re not going to have any sales in the pipeline. In today’s digital world, a lot of prospecting is conducted through social media and inbound methods. Sales Management For Sales Pros

How Smart Sales Managers Hire

Dave Stein's Blog

I had high expectations for Smart Sales Manager and Josiane certainly didn’t disappoint me. At ESR we know that no sales performance improvement initiative will achieve its full potential unless the right people are in each and every sales and sales management role.

A Sales Manager’s Guide to Deal Strategy

Sales Benchmark Index

As a sales manager, your team looks to you for coaching and strategic help. Most reps struggle with prioritizing their accounts and prospects. As the sales manager, broker a meeting with the internal resources required to close the business.

The 15 Minute Meeting: Improve Sales Results with Shorter Prospecting Calls

Pipeliner

Unlike an actual selling conversation, a prospecting or qualifying conversation needs to be short and to the point. The post The 15 Minute Meeting: Improve Sales Results with Shorter Prospecting Calls appeared first on Pipeliner CRM Blog. For Sales Leaders For Sales Managers For Sales Pros For SMBs Sales EffectivenessLong meetings that drone on are rarely productive.

Sales Management & The Impact of Social Media

Your Sales Management Guru

Sales Management and the Impact of Social Media. While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points. I thought for this week’s blog I would also introduce you to my current thinking and I would really enjoy hearing your thoughts on the direction of sales and the use of social media. Is your sales process?

Managing A Sales Manager

Your Sales Management Guru

Managing a Sales Manager . As a result of our one of my readers sending me an email comment regarding his personal situation, I have attached the sample of one our of a tools we have included in our “On Line Sales Manager Tool Kit ” www.AcumenManagement.com. .

Removing Risk from Your Next Sales Manager Promotion

Sales Benchmark Index

"I had no idea Dave was going to struggle so much as a Sales Manager. This post is written for the VP of Sales who wants to eliminate promoting the wrong rep to sales manager. The Answer: Implement a Sales Leadership Council (SLC). A Sales Leadership Council is the top 10% of your sales force that has expressed an interest in sales management. Potential sales managers acquire knowledge of the role before pursuing it.

The Sales Manager as the Agent of Social Change (Chap. 2 Managing Social Sales Team Audio Book)

Pipeliner

Salespeople by the very nature of their job continually observe human behavior looking for clues that will help them figure out what motivates or is important to a prospect and it is no different when they observe their sales manager. Sales Management For Sales Pros