No More Cold Calling

JUNE 22, 2017

Do sales organizations really need a B2B sales strategy? They’re in control, so shouldn’t account-based selling pros just be prepared to wing it? Besides, developing and implementing any strategy—whether for sales, service, marketing, or products—can take weeks or months. Is Your Solution Selling Strategy Working?

Account 291

Account Strategy Ideal Customer Profile Hiring 291

Alice Heiman

MARCH 16, 2021

As we know, sales is a very communicative role that often requires in-person conversations to build relationships and read body language. And having business development calls or sales team meetings from the kitchen table while family members are whirling around isn’t an ideal work environment. Blue Light Glasses .

Cancellation 147

Cancellation Video Guidelines Face-to-face 147

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? If sales close, you win. Then why are so many account based selling teams given revenue targets and let loose? Sales managers can, however, measure and manage the key sales activities and behaviors that drive revenue, and then set KPIs for those activities and behaviors.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Hubspot Sales

NOVEMBER 20, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. AI and the pandemic threw a wrench in the typical sales funnel that companies have now realized is too outdated to consistently bring in the profits they want to see. Clients aren’t buying like they used to.

Industry 104

Industry Top of Funnel Decision Maker Demographics 104

Apptivo

JANUARY 27, 2022

The best sales team knows when to stop selling. Have you ever wondered what are some of the successful habits of an effective sales team? The most common answer is they have a definite sales plan and also, they know when to stop selling. The customer is not ready for upselling or cross-selling.

Real Estate 98

Real Estate Promotion CRM Software 98

No More Cold Calling

JULY 7, 2017

I’m a big baseball fan, and I’ve often pondered how much account based sales reps could learn from the game. After all, baseball and sales have a lot in common. Account based selling reps are responsible for scoring meetings, advancing the sales process, and winning deals. Account Based Selling Requires a Team Approach.

Account 179

Account Referrals Lead Rank Lead Scoring 179

Pipeliner

APRIL 26, 2022

With two years gone since the beginning of the pandemic crisis, I’ve been pondering what’s changed in selling behaviors. To truly understand what’s changed, I contacted Markku Kauppinen , who knows more about selling behaviors than anyone I know. They have accepted virtual selling is the present reality and have adapted to it.”.

Opportunity 98

Opportunity Ideal Customer Profile Face-to-face Buyer 98

Allego

JUNE 24, 2021

And now, AI has come to the profession of sales. AI-based sales enablement systems are used by a growing number of organizations to analyze and transform sales-related data to help sales leaders, trainers, managers, and coaches make better decisions. AI-Assisted Sales Solutions Are Here. And buyers will win too.

Scale 99

Scale Sales Enablement Remedy Analytics 99

John Barrows

AUGUST 2, 2021

The post WEBINAR: Leslie Douglas hosts “Team Selling” [Registration Available Soon!] appeared first on JB Sales.

Webinar Metrics 141

Webinar Metrics Sales 141

No More Cold Calling

OCTOBER 29, 2017

No, Halloween isn’t so scary, but account based sales can be. Sales leaders and their teams have lots of fears: “We have a quota looming over our heads. Yes, there’s lots that’s scary about account based selling. But the good news is that referral selling mitigates these fears. How do we get meetings?

Referrals 159

Referrals Cold Calling Webinar Metrics Direct Mail 159

Membrain

JANUARY 31, 2024

The Feynman Technique is not a sales technique. But it is something you can use to improve how your salespeople sell. It’s not a psychology trick. And it’s not a way to directly generate revenue.

Revenue 86

Revenue Sales Training 86

No More Cold Calling

DECEMBER 7, 2017

If your sales reps miss quota this year, they might not deserve the blame. The more I delved into the film’s history, the angrier I became with sales leaders who let their account based selling teams fail to meet quota. But their sales lives are at stake, and we can’t save their lead generation strategies with duct tape.

Account 189

Account Referrals Sales Qualified Lead Quota 189

Sandler Training

JULY 27, 2021

In an enterprise sale, where there are lots of moving parts, things can get complicated. The post Aligning the Buying and Selling Teams in an Enterprise Sale Setting appeared first on Sandler Training. Here are four best practices we share with our clients.

Enterprise 114

Enterprise Enterprise Training Sales 114

Allego

SEPTEMBER 17, 2020

Your company may have pivoted to virtual selling overnight this spring, but now you realize that working and closing deals when you can’t be there in person is the new normal. You also need to add new skills of engagement, technical aptitude, active listening, follow up, and time management to your toolbox of selling techniques.

Collateral 147

Collateral How To Video Face-to-face 147

Adaptive Business Services

NOVEMBER 24, 2021

You and your team are all your own best customers. Every team member plays a critical role in assuring customer satisfaction! Involving the team – The team wasn’t always happy about this, but oh well. Everybody sells – Think about referrals from other team members. Lemons became lemonade.

Sports 71

Sports Banking Transportation Referrals 71

Julie Hanson

JULY 23, 2020

Many sales teams rose to the challenge of selling on video over the last few months. Will your sales team make the cut? So how do you ensure your team makes the cut? Selling on video is no different. These same techniques can also help your team win a role in your customer’s business.

Video 112

Video Film Hiring Guidelines 112

Understanding the Sales Force

APRIL 15, 2024

Whether or not it’s an economic crisis like 2008-2009, the four things I shared tell us that selling is quickly becoming much more difficult. The Covid crisis was short lived as most selling transitioned to virtual and most companies that weren’t directly impacted continued to buy. More importantly, it was short lived.

Hiring 182

Hiring Discount Decision Maker Call-back 182

John Barrows

NOVEMBER 10, 2020

NOVEMBER 9 2020 — JB Sales. JB Sales announced today that they will be adding N.E.A.T. Selling sales training , developed by the Harris Consulting Group, to the library of sales courses available on the training video subscription service, OnDemand. In an organization, everyone sells,” says Barrows.

Groups 175

Groups Up-Sell Hiring Scale 175

No More Cold Calling

NOVEMBER 16, 2017

My name is Stephanie, I’m on an account based selling team, and I’m reaching out on behalf of a growing startup. I don’t respond to cold calls or cold emails, and neither do any of the decision-makers that account based selling teams want to reach. . Are You Leading a Team of Stephanies?

Up-Sell 179

Up-Sell Account Cold Calling Referrals 179

Hubspot Sales

JANUARY 16, 2020

Introducing specific people with different skills and expertise from your company into your sales cycle might be the solution for maintaining momentum in the ever growing complexity in today’s sales cycles. Enter: team selling. Why You Should Try Team Selling. Sell to a committee with a team.

Sports 98

Sports Scale Up-Sell Follow-up 98

Sandler Training

OCTOBER 29, 2021

You may not realize it, but your team’s CRM can help you to overcome the “winging it” problem, standardize your team’s sales process, speed up sales cycles, improve close ratios, and increase revenue. The post How Your CRM Can Help Your Team Sell More appeared first on Sandler Training.

CRM 104

CRM Sales Cycle Sales Process Up-Sell 104

SBI Growth

JANUARY 28, 2024

If you have ever run a sales meeting, you know that most salespeople aren’t thrilled to attend and prefer to spend time selling. However, with the right approach, sales meetings are an excellent opportunity to transform your team into high-performers fueled by a shared vision of success.

Sales Meeting 287

Sales Meeting Meeting Motivation How To 287

Sales Hacker

FEBRUARY 17, 2021

analyzing how often Directors and Executives are involved in the sales process. Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side. What is the “ham and egg” method?

Energy 121

Energy Up-Sell Call-back Case Study 121

Sales 2.0

JANUARY 25, 2024

We may be entering a “new, new era” of selling—an era that takes us back to good old-fashioned relationship selling. Up to this point many of the tools available to sales teams have encouraged volume-based sales techniques, like mass emailing and cold calling. We will use fewer cold approach techniques.

Lead Rank 195

Lead Rank Fashion Cold Calling Call-back 195

Pipeliner

DECEMBER 12, 2020

Actually, we’ve been in the remote selling game for years now, haven’t we? But it’s the pandemic that’s turned virtual communication into a selling survival skill. Sales calls with major accounts are complicated enough but now virtual contact compounds the complexity greatly. It’s a team sport, selling is.

Face-to-face 98

Face-to-face Enterprise Enterprise Ideal Customer Profile 98

Steven Rosen

MARCH 10, 2024

Indeed, 40% of salespeople cite it as the most challenging part of the sales process, more daunting than either closing or qualifying. However, the significance of prospecting is often overshadowed by the allure of the deal’s close, leading many sales managers to neglect to coach the top of the funnel.

Coaching 334

Coaching Sales Management Prospecting Top of Funnel 334

Pipeliner

APRIL 5, 2019

As all sales managers know, there are tons of reasons why sales reps tend to avoid it like the plague. “I Behavior profiling aside, it does seem that many people drawn to selling have an aversion to pre-call planning. For in selling to major accounts, both the stakes and the stakeholders take us up a level. I’m good!”.

Enterprise 74

Enterprise Enterprise Ideal Customer Profile Face-to-face 74

BrainShark

JUNE 9, 2020

Many sales teams have been working at home for an extended period of time. Here are 6 tips for B2B sales reps to succeed with remote selling.

B2B 71

B2B Sales 71

Pipeliner

FEBRUARY 5, 2021

Hundreds of the world’s most successful B2B sales performance consultants for almost a decade agree: Salespeople fail to understand customer outcomes. Businesses invest billions in automating selling tasks , training and coaching methodologies , deploying AI into sales and marketing. This shortens sales time to productivity.

Consumer 98

Consumer Sales Methodology Coaching Trends 98

Steven Rosen

JANUARY 28, 2024

In this 3:47 video , Helen Fanucci discusses how salespeople often struggle to be team players, despite excelling individually. She delves into the significance of collaboration with both customers and internal teams, emphasizing the need for trust and effective communication.

Video 156

Video Sports Decision Maker Quota 156