SBI Growth

JUNE 22, 2013

This is a high level article for the top sales leader in the company. Your title may be CSO, CRO, SVP of Sales, or Sales VP. Lately it seems like there’s been a rash of top sales leader terminations. It’s called Promoted to VP of Sales: The Year One Toolkit. This e-book was originally written for new Sales VPs.

Cancellation 310

Cancellation Channels CRM Compensation 310

SalesLoft

JULY 17, 2023

A tech stack made up of fewer tools isn’t a bad thing if the technology is better at boosting your sales team’s performance. While you might think that initially, it’s a potentially significant mistake to end the analysis here. For instance, while implementing a new tool, your sellers may not hit their quota as well.

Hiring 52

Hiring Vendor Analysis Tools 52

Hubspot Sales

JUNE 9, 2020

Is it their ability to prospect, how they can deliver a sales pitch, or being a master at the upsell? One way salespeople can strive to be more effective sellers is to avoid falling into the trap of being an order taker. For example, those who work in retail environments can approach their sales role as more of an order taker.

Real Estate 91

Real Estate Social Media Referrals Intent 91

Troops

NOVEMBER 27, 2018

Don’t fall into the single-threaded trap. Our primary targets are the highest ranking sales or sales operations stakeholder or officer at the companies we work with. So, yes, we reach out to the VP of Sales or Business Operations, or whoever is the top dog in the organization. Get Specific Personas on the Initial Call.

Marketo 114

Marketo Call-back LinkedIn Follow-up 114

Janek Performance Group

AUGUST 29, 2023

Prospecting reluctance can be the silent killer of sales careers. Prospecting avoidance is common, even among the most experienced sales professionals. As sales professionals, we must address this issue and find ways to quiet that little voice in our head telling us not to prospect.

Prospecting 62

Prospecting Hiring Face-to-face Pipeline 62

The Pipeline

MARCH 9, 2015

Individually each of these are a bit uncomfortable for many sellers, together, they can cause a bit of anxiety, at times fear, I have even seen smoke rising out of some people’s ears, no worries, usually pundits, not card carrying sales people. There are some critical moments during the sale when only a closed ended question make sense.

Objections 120

Objections Cold Calling Negotiation Buyer 120

Appbuddy

SEPTEMBER 30, 2022

It was initially feared that MPP would have a devastating impact on many types of dynamic content. As this year’s peak sales season approaches, deliverability will be more important than ever. Senders need to think very carefully about their sending strategies during the peak sales season. Functionality. BIMI support.

Webinar Metrics 52

Webinar Metrics Demand Generation Targets Strategy Promotion 52

Sales Training Connection

OCTOBER 11, 2013

The importance of selling strategically is an idea repeated time and time again – the larger and more complex the sale, the louder the advice. When thinking about what it takes in a major account to formulate a winning sales strategy , a good starting point is remembering the buying environment is complex. ©2013 Sales Momentum ®.

Account 110

Account Strategy Negotiation Pivotal 110

Sales Training Connection

NOVEMBER 10, 2016

Companies spend a tremendous amount of time, money and effort every year to improve the productivity of their sales teams. The intervention strategies range from sales training efforts to coaching initiatives to sales tools to marketing materials. Second, they can determine which sales reps need the most help.

Top of Funnel 101

Top of Funnel Funnel Face-to-face Ideal Customer Profile 101

Partners in Excellence

SEPTEMBER 27, 2019

At one point in my career, I almost fell into this trap. As leaders, we can’t abandon our vision, we aren’t doing our jobs if we aren’t getting the support of the organization in implementing our vision. We achieve the organization’s goals through our people, not through our individual initiative.

Face-to-face 66

Face-to-face Energy Call-back Relationals 66

Sales Training Connection

JULY 14, 2014

Mentoring new sales reps is a technique many companies use to “jump start” new sales reps. It’s a logical approach providing new sales reps with an opportunity to work with someone besides their sales manager to learn about the customer base, product portfolios, marshaling internal resources, etc. Develop a plan.

Hiring 102

Hiring Training Exercises Positioning 102

Sales Training Connection

FEBRUARY 13, 2013

Mentoring new sales reps. Mentoring new sales reps is a technique many companies use to “jump start” new sales reps. It’s a logical approach providing new sales reps with an opportunity to work with someone besides their sales manager to learn about the customer base, product portfolios, marshaling internal resources, etc.

Hiring 123

Hiring Training Exercises Positioning 123

Sales Training Connection

JUNE 18, 2014

We’ve written several blogs on sales coaching. Second, most people agree that coaching is a must-do for developing a superior sales team. What are some of the traps that need to be avoided? Over the last 30 years we have designed numerous coaching programs for companies engaged in large B2B sales.

Coaching 115

Coaching Sales Management Training Sales Coaching 115

Hubspot Sales

NOVEMBER 6, 2017

For example, if your champion was supposed to introduce you to someone in Procurement, but they never followed through, your follow-up question might be, “ When do you want to start implementation? Nobody likes to feel trapped. When you’re working toward a goal in sales, give your prospect ample exit opportunities.

Discount 130

Discount Decision Maker Follow-up Closing 130

SalesLoft

DECEMBER 1, 2021

We all know enterprise sales are complex, which is probably why so many sales methodologies have cropped up over the years – SPIN selling, GAP selling, challenger selling – the list goes on. . However, MEDDIC is one sales methodology that has stood the test of time. Competing initiatives and priorities.

Sales Cycle 52

Sales Cycle Top of Funnel Decision Maker Hiring 52

Sales Training Connection

OCTOBER 6, 2014

Sales Middle Managers. Middle managers are the key to implementing C-Suite strategic initiatives. Although all of this was not related specifically to front-line sales managers , we thought the tale was right on the money for that pivotal job. ©2014 Sales Momentum, LLC. . ©2014 Sales Momentum, LLC.

Motivation 98

Motivation Chemicals Lead Rank Lead Scoring 98

Sales Training Connection

MARCH 27, 2013

Sales Coaching. We’ve written several blogs on sales coaching. Second, most people agree that coaching is a must-do for developing a superior sales team. What are some of the traps that need to be avoided? Over the last 30 years we have designed numerous coaching programs for companies engaged in large B2B sales.

Coaching 115

Coaching Sales Management Training Consultative Selling 115

Sales Training Connection

SEPTEMBER 20, 2016

Sales coaching puzzle. A while ago we received a call from a company wanting to talk about coaching training for their front-line sales managers. They were real cheerleaders – they believed sales managers were the pivotal job for sales success and coaching was the sales managers’ key responsibility.

Coaching 50

Coaching Sales Management Training Sales Coaching 50

Sales Training Connection

FEBRUARY 15, 2012

Sales Strategy. In sales we spend a lot of time and effort in helping sales people do a better job thinking and acting strategically in their accounts. Sales managers establish sales strategy as a coaching priority – sales training departments implement sales training programs that focus exclusively on account strategy.

Strategy 86

Strategy Sales Leadership ACT Account 86

Highspot

AUGUST 29, 2019

Have you ever purchased a $2,000 event ticket and flown across the country in pursuit of new learnings — only to find yourself trapped in a windowless conference room nodding off to outdated material? Gartner CSO & Sales Leadership Conference 2019?. Sales Enablement Soirée 2019. If so, you’re not alone. .

Conference 53

Conference Marketing Sales Enablement Scale 53

Sales Training Connection

MAY 30, 2014

Likewise in sales most of discussion related to innovation is about technology. Lots of interest and dialogue on empowering your sales force through technology or the ten new mobile apps for igniting sales. We thought three of her points were particularly relevant for sales leadership. Stressing Predictability.

Sales Leadership 111

Sales Leadership Government Guarantee Vendor 111

Smooth Sale

JULY 15, 2022

It’s best to have a procedure to reduce threats that could result in issues such as: Employee fatigue Feeling trapped in one position with no room for advancement Conflicts among co-workers. Helping your employees includes creating and implementing an Individual Development Plan (IDP) to serve as a roadmap. Be A Story-Teller.

Hiring 78

Hiring Scale Conference Lead Rank 78

Pipeliner

MAY 18, 2019

If your sales training investment is not achieving the outcomes you expected, you are in good company. You probably made one (or more) of five common faulty assumptions about your sales training initiative. A lot of companies “train and glide”, thinking that sales training alone will change selling behaviors.

Training 64

Training Nonprofit Government Coaching 64

Sales Training Connection

APRIL 19, 2013

Sales leaders and innovation. Likewise in sales most of discussion related to innovation is about technology. Lots of interest and dialogue on empowering your sales force through technology or the ten new mobile apps for igniting sales. We thought three of her points were particularly relevant for sales leadership.

Sales Leadership 114

Sales Leadership Government Guarantee Vendor 114

SugarCRM

AUGUST 25, 2022

A recent study , based on a survey of 1,600 global sales and marketing professionals worldwide, found that customers are leaving at extraordinary rates, and most companies are ill-prepared to counter this trend in the rebound from the pandemic. This blog post is based on an article initially published on Kochie’s Business Builders.

Loyalty 26

Loyalty Churn Customer CRM 26

Partners in Excellence

SEPTEMBER 26, 2017

Everything we read about customers and their attitudes about sales people is pretty negative. Customers do everything they can to avoid sales people until the very last moment. To most customer, 600 sales people trapped in a downed plane on the ocean floor is simply a good start. Can Sales Really Create Value?

Customer 48

Customer Face-to-face Discount Retention 48

Gong.io

MAY 18, 2018

A brilliant sales presentation has a lot going for it. If you’ve followed us at Gong.io, you know we publish data from analyzing sales conversations with our AI-powered platform to figure out what works (and what doesn’t) in sales. studied 67,149 recordings of sales presentations from our database of over 1,000,000 sales calls.

Lead Rank 130

Lead Rank Lead Scoring Data Buyer 130

LeadFuze

JUNE 1, 2021

Copywriting, on the other hand, is all about telling people what they need to do or buy, and is often associated with sales. Knowing how to write copy your own sales pitches isn’t as easy as it seems. This is why having good copywriting examples is crucial to sales success. 1 Features + benefits before products. Click To Tweet.

Examples 94

Examples Lead Rank ACT Call-back 94

Sales Training Connection

JANUARY 21, 2012

When senior executives are asked what differentiates top and average performers, a consistent response is: The best sales people think and act strategically.” But, the biggest factors in the equation are putting in place a great process and implementing a great training program to learn the required skills.

Strategy 88

Strategy Account Training ACT 88

Pipeliner

SEPTEMBER 2, 2018

6 Practical Ways to Cut the Crap in Sales. As a sales leader does this sound familiar? You have developed a new sales strategy. You have communicated it far and wide to the entire sales team; you have made minor adjustments based on the input you received. These people need to be exited from the sales team.

Resources 65

Resources Compensation Strategy Sales 65

The Brooks Group

APRIL 29, 2014

When implementing a shift in your company's sales culture, the goal is to move away from traditional sales skills development, training reps on step by step cookie cutter selling tactics, and towards a focus on the customer experience. 4 Ways To Balance A Sales Culture Shift With Sales Skills Development.

Hiring 40

Hiring Policies Maximizer Training 40

LeadFuze

OCTOBER 6, 2021

What Is Outbound Sales? All sales reps need to know about outbound sales strategies, but before we go ahead and discuss all that, let’s focus first on the definition of outbound sales. Outbound sales are those in which a seller initiates contact with a prospective buyer. Step 1: Create a customer persona.

Outbound 52

Outbound Ideal Customer Profile Strategy Consumer 52

Velocify

MAY 30, 2017

A customer-first approach is essential for company growth, and sales reps that put the customer’s needs first are rewarded with loyal customers, industry credibility, respect and referral business. Whether it’s a first date or a job interview, a person’s initial experience shapes their long-term impressions.

Company 40

Company Customer Churn Referrals 40

Altify

JULY 2, 2018

Whether you are speaking with the CEO or anyone in the C-suite, the manager who has been charged with implementing the project you are working on, the administrative assistant (especially the administrative assistant) who helps organize meetings, or the security officer at the door of the company’s office, everyone matters.

Influencer 40

Influencer Decision Maker Policies Report 40

Sales Hacker

OCTOBER 5, 2018

Kim* was fed up because James,* the star salesperson her organization promoted, wasn’t making it as a sales manager. James had been killing it at sales. It was clear he knew the industry and how to convert leads into sales. And James showed even some initial signs of success. Controlling a sales process is a great skill.

Sales Management 85

Sales Management Harvest Promotion Motivation 85

Mindtickle

APRIL 24, 2016

You’re sitting in your office after the big training initiative you just launched and wondering: “How do we know that they understood the material? Don’t Fall Into the Trap of Reporting for the Sake of Reporting. Don’t fall into the trap of reporting metrics just for the sake of reporting.

Training 52

Training Salary ROI How To 52

Mindtickle

APRIL 23, 2016

You’re sitting in your office after the big training initiative you just launched and wondering: “How do we know that they understood the material? Don’t Fall Into the Trap of Reporting for the Sake of Reporting. Don’t fall into the trap of reporting metrics just for the sake of reporting.

Training 52

Training Salary ROI How To 52