Partners in Excellence

MARCH 24, 2022

Too often, I get asked to do a different version of the same speech, or a different version of the same workshop, or to write about the same issue, trying to get a new twist or slightly different approach. All the software we sold to run those computers was sold on a subscription model. XaaS (Mostly SaaS) is new!!

Face-to-face 106

Face-to-face Engineering Up-Sell Consumer 106

Increase Sales

APRIL 19, 2012

There are a lot of how to increase sales myths with “work smarter not harder” as probably one of the most common. Sales Training Coaching Tip: Work smarter not harder translates into the quick fix mentality. No one gets anyplace in life without working hard! Brains must be accompanied by brawn.

How To 170

How To Face-to-face Small Business Small Business 170

Hubspot Sales

APRIL 6, 2020

Host webinars and online workshops. Package that information to create an online workshop or webinar and share the information digitally to begin building a relationship with new leads. When a participant registers for a webinar or online workshop, they are sharing valuable information. Attend virtual conferences.

Trade Show 109

Trade Show Sales Qualified Lead Lead Rank Lead Scoring 109

Hubspot Sales

SEPTEMBER 1, 2023

Use trusted software. With the right tools you can join the 61% of sales professionals who find AI and automation tools important to their overall sales strategy. Sales professionals can ask ChatSpot for a desired outcome. Make sales predictions such as expected lead closure. Get started with ChatSpot.

Training 102

Training Policies Guidelines How To 102

Product Management University

FEBRUARY 12, 2024

I came into a product marketing role from pre-sales. Perhaps I’m biased here, but I think it’s the easiest transition into product marketing because you understand the sales process in depth and you have intimate knowledge of your target customers and the salesforce. Promo codes weren’t a thing yet.

Marketing 59

Marketing How To Segment Scale 59

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success.

Training 92

Training Lead Rank Hiring Course 92

Close.io

DECEMBER 17, 2019

When everyone on the team is focused, involved and comfortable with the sales process, you’ll see a lot of happy prospects and customers. The fundamentals of great inside sales training. There’s a vast array of sales training tools out there to help you equip your team, boost their productivity and close more deals.

Inside Sales 72

Inside Sales Training Lead Rank How To 72

Vendor Neutral

JULY 16, 2021

Cold calling is evolving, and performed correctly, it can be a valuable part of the sales process. Chris Beall, ConnectAndSell For 30 years Chris Beall has led software start-ups as a founder or early-stage developer. Selling leadership – Showing sales teams and sales managers what it takes to be seen as a sales leader.

Cold Calling 52

Cold Calling Hiring Webinar Metrics Advertising 52

Customer Centric Selling

NOVEMBER 7, 2016

Sales Tips: How to Better Handle Buyer Objections. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In our workshops we don’t spend a great deal of time on objection handling. Let’s assume a differentiating feature of your software is dynamic load balancing.

Objections 88

Objections Buyer How To Training 88

Customer Centric Selling

NOVEMBER 25, 2014

I found the results of a recent Software Advice™ study encouraging (Software Advice™ is a sales software reviews firm ). They analyzed job qualifications for Sales Directors. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6!

Hiring 81

Hiring Buying Cycle Education Software 81

The Pipeline

AUGUST 5, 2011

One profession that stands to benefit most from these apps is sales. We at Software Advice typically focus on sales force automation software , but we decided to broaden our focuse and see what is available on mobile devices to match the needs of a mobile sales force. EDGE Sales Process. Sales Cycle.

Pipeline 275

Pipeline Hiring Travel Twitter 275

Highspot

JANUARY 9, 2024

A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. In this article, we’ll explore the B2B sales process, types and components of an effective training program, best practices, current trends, and pitfalls to avoid.

B2B 52

B2B Training Top of Funnel B2C 52

Customer Centric Selling

FEBRUARY 22, 2017

While often glossed over, the fact is that salespeople were the data entry people for SFA software. During a workshop I was teaching I asked the VP Sales (Phil) if he was using their offering to forecast. It ultimately produced neater looking reports that were just as far off the mark as the spreadsheets that had been used.

Hiring 63

Hiring Forecasting Pipeline Discount 63

The Pipeline

JANUARY 13, 2012

Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Metrics , Proactive , Productivity , Sales Strategy , Sales Success , Time Allocation , execution. I had a call from Bob, a director of sales with software company.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

Jonathan Farrington

AUGUST 28, 2013

Every sales process includes what would be considered the “tough questions”. Remember people buy from people and if you offend them or make them not like you, there is no chance of winning the sale. So how do you overcome the fear of asking these or any question that is uncomfortable during the sales process?

Sales Process 38

Sales Process Decision Maker Face-to-face ROI 38

Customer Centric Selling

DECEMBER 28, 2016

For example, a seller could say that his/her software has Dynamic Load Balancing (IBM would have changed that to DLB). How that happens can be described in our capability format (Event, Player and Action) used in Sales Ready Messaging® : Event: When a server nears an activity threshold that could cause an outage. Player: our software.

Hiring 75

Hiring Buying Cycle Software Software 75

The Brooks Group

FEBRUARY 3, 2017

They follow an ineffective sales process (or they don’t use one at all!). Do your salespeople know at any given time exactly which stage of the sales process they’re in with a prospect? If they’re not applying a repeatable process to every opportunity, your salespeople are wasting time.

Hiring 63

Hiring Sales Qualified Lead Sales Cycle CRM 63

Hubspot Sales

APRIL 13, 2022

A frictional handoff can expose some gaps in your sales and onboarding process, leaving customers to pick up the pieces. To avoid a frictional handoff between these two teams, take a day or two to workshop an SLA with the service team and revisit it often to make sure it's serving its purpose. Measure your performance.

Networking 87

Networking Pipeline Up-Sell Closing 87

Customer Centric Selling

OCTOBER 6, 2015

Upon hearing about this concept years ago in one of my workshops, a student approached me at a break and realized in trying to sell software to a heating oil distributor, he had lost a software sale to a delivery truck! Listen to Social Selling evangelist, Jill Rowley, in Episode 20 of Sales Rehab!

Vendor 40

Vendor Cancellation Proposal Software 40

Anthony Cole Training

JUNE 5, 2015

Ike is a media relations specialist at SoftwareAdvice a company that helps businesses find sales software. I asked Ike to tell me more about Software Advice. Our team of software advisors provides free telephone consultations to help buyers build a shortlist of systems that will meet their specific needs.”.

Hiring 120

Hiring Sales Management CRM Scale 120

The Digital Sales Institute

SEPTEMBER 29, 2022

Brands are working hard to make the sales process as simple, easy, and quick as possible. In today’s day and age, when the e-commerce market has become highly competitive, subtle improvements in sales experience for the customers can go a long way in building customer loyalty and increasing lead conversions.

Social Media 59

Social Media Top of Funnel Retail Analytics 59

Customer Centric Selling

MAY 15, 2015

A student selling accounting software to heating oil distributors realized during a workshop he lost a recent sale because the business owner decided to buy a delivery truck instead. Seats are filling FAST in the July 21 Sales Process Management™ Workshop in D.C. Save yours now!

How To 40

How To Vendor Proposal Buyer 40

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. Defining your CPP is a critical step to the success of your sales process.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

Costello

APRIL 16, 2019

“However, there is also a lot of product intelligence, since I want my sales reps to have a complete understanding of our capabilities.”. Crystal McFerran from The 20 includes similar content in cold-calling scripts: “I would include an outline of the buyer’s journey, as well as a step-by-step sales process map detailing each stage.

Hiring 111

Hiring Top of Funnel Cold Calling Lead Rank 111

Customer Centric Selling

NOVEMBER 21, 2016

Salespeople that consistently exceed their numbers need minimal coaching and can allow sales managers to make their number despite the fact that many B or C Players don’t achieve quota. I had the pleasure of working with a VP of Sales at a $75 million software company. Need some help to increase sales?

Sales Management 40

Sales Management Strategy Quota Incentives 40

Customer Centric Selling

JUNE 24, 2015

IBM taught me about hardware and software and I mistakenly thought my job was to educate buyers. Three months into my sales career I took a step back over a weekend and tried to figure out why a small business owner would buy a computer system. Grab one of the last seats available at our next open workshop in Boston, Aug 3-6 !

Epiphany 40

Epiphany Territories Call-back Small Business 40

Growbots

NOVEMBER 29, 0002

But the problem isn’t outbound sales – it’s the list. With software like Growbots , you can build targeted, streamlined lists of prospects that are your “right people”. Go to conferences, workshops, and seminars. Once you’ve done that, the sales process is a breeze. assets.growbots.com/sales/Partnership.pdf.

Lead Generation 40

Lead Generation Lead Rank Lead Scoring Leads 40

Customer Centric Selling

OCTOBER 19, 2016

Developing the ability to align what a seller is hearing from a potential customer to a value package that the customer will actually see as relevant to them is critical, and that sales training can help professionals understand this connection. Need some help to increase sales? 92% of sellers improve selling abilities after training.

Social Media 40

Social Media Conference Vendor Software 40

SBI

OCTOBER 15, 2019

A playbook limits inconsistency within the sales teams, particularly when dealing with specialized products or customer types. When mixed messages and confusion are eliminated from the sales process, there’s less second-guessing and more unity in teams. Aligns departments.

Scale 101

Scale Sales Cycle Quota Sports 101

The Pipeline

MAY 12, 2011

I see this over and over again in the early stages of sales development at every company we help. EDGE Sales Process. Hiring Sales Talent. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

Sales Hacker

MARCH 22, 2018

I run a European-based sales agency for software and technology companies. In this article, I will summarize what I’ve learned about B2B sales outsourcing. W hat is Sales Outsourcing? Sales outsourcing gives parts of your own sales process to others (individuals or agencies).

Outsourcing Services 80

Outsourcing Services Sales Outsourcing Ideal Customer Profile B2B 80

The Brooks Group

JULY 7, 2017

As a sales leader, it’s your job to give your sales team the tools they need to get organized, build a plan, and stay focused. The Sales Territory Planning workshop will teach your salespeople to build detailed action plans that they can execute, track, and measure for success.

Hiring 74

Hiring Energy Case Study CRM 74

LeadBoxer

FEBRUARY 4, 2019

So, what are B2B sales, and how are they different from B2C sales? In this article, you’ll learn how businesses use varying strategies to sell to each other and what type of software they can use. Use the links below to navigate each section: What are B2B sales? How are B2B sales different from B2C sales?

B2B 91

B2B Top of Funnel Decision Maker B2C 91

Apptivo

OCTOBER 3, 2022

Look at the myriad software companies that give you free trial period to test and experience the product. Conversion is usually a sales process where a salesperson interacts to convince the prospect to buy. Every such opportunity must be taken with gusto to engage the prospect. Strategies: 1.Engagement

Marketing 98

Marketing Lead Rank Lead Scoring Campaigns 98

Vendor Neutral

APRIL 22, 2021

Just as you need to approach the initial contact with a value mind-set, you want to ingrain value into your secondary sales processes and systems as well. Walk Customers through the Adoption Process Especially if you’re a technology or software company, make sure you’re not neglecting the critical adoption piece.

Retention 59

Retention Webinar Metrics Strategy Cancellation 59

CloserIQ

FEBRUARY 25, 2019

That means you must work harder than ever to both attract and retain prospective leads throughout the sales process. It is a two-day workshop for sellers and managers. Its base course is designed to foster enhanced awareness of the most effective sales tactics and behaviors. 5) Software Certifications.

Hubspot 59

Hubspot SalesForce Social Media Google Analytics 59

The Pipeline

OCTOBER 3, 2011

A variation on the familiar “oh no, it is not the hardware, it’s a software issue” ya right. EDGE Sales Process. Hiring Sales Talent. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227