SBI Growth

SEPTEMBER 6, 2013

Buyers don’t care about how your organization wants to sell. Consider everything from strategy to territory design and all your work in-between. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute.” Does it require social selling skills?

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

Miller Heiman Group

FEBRUARY 20, 2020

In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management. That way, sales managers model the same selling skills that their sellers use to build strong relationships with buyers.

Sales Coaching 80

Sales Coaching Coaching Top of Funnel Lead Rank 80

Sell Integrity

MAY 25, 2021

To ramp up sales performance and strengthen your sales pipeline, you have to develop your salespeople’s confidence; inspire them to be more proactive; improve their ability to build trust and rapport in an increasingly digital world; and equip them to engage in buyer-centric, results-driven conversations.

Call-back 113

Call-back Comparison Margin Pivotal 113

Crunchbase

NOVEMBER 18, 2021

And now, due to the zeitgeist of COVID-19, more salespeople than ever are looking for the personal independence and career autonomy to sell what they want, when they want, from where they want. Syndicated selling is redefining the sales department and magnifying the depth and breadth of the total sales team footprint. To sell is human.

Trends 105

Trends Hiring Scale Compensation 105

Understanding the Sales Force

JUNE 30, 2014

But even though salespeople will tell you that "If you can sell, you can sell anything", that statement is only true some of the time. They were the best at selling components to OEM''s until they went to work for a company where they had to sell conceptual services and were lost without a product to demonstrate.

Sales Cycle 217

Sales Cycle Distribution Territories Up-Sell 217

The Brooks Group

OCTOBER 14, 2019

This means that we’ve officially entered unchartered territory. The ultimate competitive advantage is your team’s selling skills. In order to improve your team’s selling skills – and keep them elevated on a consistent and long-term basis – you must intentionally plan and execute a sales enablement approach over time.

Selling Skills 60

Selling Skills Intent Sales Enablement Competition 60

Women Sales Pros

NOVEMBER 1, 2019

The manager sets up the purpose and objective of the coaching meeting and shares her intent of helping the salesperson get back on track. I have the worse territory in the country.” Good Selling! He starts lobbing excuses, blaming his lack of success on the company. “If

Sales Management 82

Sales Management Hiring Territories Coaching 82

Allego

APRIL 21, 2022

Like it or not, virtual selling is here to stay. As you’ve probably experienced, however, the traditional ways of doing business don’t always transfer to a hybrid selling world. Mastering virtual selling skills. Research shows that retention goes down as the volume of information goes up.

Hiring 71

Hiring Video Distribution Buyer 71

Sales Hacker Training

JUNE 17, 2020

As someone who has hired sales professionals for over 15 years — both as a sales leader/hiring manager, as well as a consultant helping start-ups with their early-stage sales hires — I made the decision a while back to stop asking candidates about their quota attainment in prior roles. Details on territories. An org chart.

Quota 123

Quota Hiring Cold Calling Sales Methodology 123

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. Perform-ication.

Sales Process 137

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 137

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. On the other hand, the sales managers are responsible to build on these enablement efforts and to translate them with their sales coaching skills into tangible sales results. Selling challenges linked to sales effectiveness. It’s a bit more complex.

Face-to-face 96

Face-to-face Study Survey Coaching 96

Mindtickle

SEPTEMBER 4, 2020

A virtual buying environment, changes in pipeline initiatives and target markets, and shifts in territory coverage have all put pressure on enablement to rethink the competencies, skills and technology needed to create effective sellers. Using existing logos, the team engaged in role playing to practice upselling and cross-selling.

Hiring 96

Hiring Distribution Coaching Webinar Metrics 96

Steven Rosen

OCTOBER 22, 2011

You develop a plan to do one or more of the following: Develop a new selling skills program. Do they actually make a difference in the sales in their territory? Sales managers struggle to come up with the answers and reps get nervous. Hire only top sales reps. Focus on growing key customers.

Hiring 179

Hiring Remedy Incentives Incentive 179

Hubspot Sales

DECEMBER 8, 2017

Turnover decreased and sales increased because Met Life focused on hiring for optimism, not just hard selling skills. At a sales training conference several years ago, a bunch of “sales gurus” sat around and shared stories of sales calls we had screwed up. My territory is lousy.”. 2) Choose your friends wisely.

Hiring 105

Hiring Insurance Insurance Lead Rank 105

Miller Heiman Group

AUGUST 15, 2019

Maybe you log into your CRM, look up which of your salespeople exceeded their quotas and brought in the highest amount of closed-won business. For example, they may have inherited the account from someone who built a strong relationship and “farmed” it well or have a strong territory assignment. Not necessarily. Conclusion.

Sales Talent 78

Sales Talent Top of Funnel Hiring Lead Rank 78

The Sales Hunter

NOVEMBER 14, 2011

Selling a Price Increase. Communication Skills. You develop a plan to do one or more of the following: Develop a new selling skills program. Do they actually make a difference in the sales in their territory? Sales managers struggle to come up with the answers and reps get nervous. high profit selling.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

The Pipeline

APRIL 27, 2011

Sign up for our Email Newsletter. We’re not selling in a vacuum. Bring in outsiders to teach a skill or customer insight. Practice objection-handling or consultative selling skills. This is about firing up your team to burst out of the conference room and back on the phones or into the field. EDGE Selling.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Allego

MAY 13, 2021

When salespeople are hired, there’s an onboarding boot camp that can last from a few days to several weeks, after which salespeople are typically released to their territories. Research shows that retention goes down as the volume of information goes up. Anyone who’s spent time in sales knows how training takes place.

Guarantee 126

Guarantee Hiring Exercises Video 126

The Brooks Group

JULY 6, 2016

Top performing salespeople typically have a mastery of selling skills, but the more important thing they have in common is that they are in a role that rewards their natural motivators within a culture that fits their personality. Was the salesperson successful in a new or well-established territory?

Hiring 53

Hiring Sales Talent Territories How To 53

Adaptive Business Services

AUGUST 2, 2017

I started B2B selling in 1977. Looking back, about the only selling skill that I really excelled at was product knowledge and I could give one hell of a good demo. If you have monkeys of your own … don’t give up. I decided that I just wanted to sell but, could I sell? I was a wreck.

Epiphany 48

Epiphany Real Estate Construction Cold Calling 48

Mindtickle

SEPTEMBER 4, 2020

A virtual buying environment, changes in pipeline initiatives and target markets, and shifts in territory coverage have all put pressure on enablement to rethink the competencies, skills and technology needed to create effective sellers. Using existing logos, the team engaged in role playing to practice upselling and cross-selling.

Hiring 52

Hiring Distribution Coaching Webinar Metrics 52

Closer's Coffee

OCTOBER 2, 2019

With outside sales roles, there is plenty of interaction face to face with customers, hours spent out in the field working the territory to achieve the same end as an inside sales rep. Social Selling Skills – using LinkedIn, Twitter, Facebook, Instagram to gain visibility and build a brand for yourself.

Inside Sales 61

Inside Sales Face-to-face Hiring Skype 61

Customer Centric Selling

JUNE 24, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. After graduating from college, IBM spent a year teaching me about computers for the SMB market, business fundamentals and selling skills. The first few months I made terrible calls on business owners in my territory.

Epiphany 40

Epiphany Territories Call-back Small Business 40

The Brooks Group

MARCH 4, 2019

Getting new salespeople up to speed quickly is a pivotal factor separating Best-in-Class organizations from their less productive peers. A quality online sales training program is a great solution if you’re looking to train new hires and get them up to speed with the rest of the team.

Hiring 68

Hiring Webinar Metrics Retention System 68

Vengreso

JUNE 10, 2022

At the time of writing, there are 830 million people on LinkedIn spread across 200 countries and territories, and the site’s massive popularity doesn’t show any signs of waning. We need them to click on “…see more” to open up the remaining 2600 characters. Insert a Call to Read. Start with a Call to Read.

LinkedIn 105

LinkedIn Ideal Customer Profile Hiring How To 105

The Sales Hunter

DECEMBER 5, 2011

Selling a Price Increase. Communication Skills. The question still stands, “How do they overcome the fear of walking up to strangers and asking for money?” They just systematically and consistently approach everybody in their territory; they make the call and deal with the results and the rewards. Negotiation.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161

Sales Hacker

AUGUST 7, 2020

Social Centered Selling. Territory Account Manager. Territory Account Manager. Territory Account Manager. Director of Sales/ GAP Selling Trainer. Smart Selling Tools Inc. Emma Galler. Vice President of Sales. Alexandra (Case) George. Sales Manager. Barbara Giamanco. Founder and CEO. Melissa Gindling.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Sales Hacker

NOVEMBER 22, 2017

But these hitches only balance out the selling dynamic: competent sales professionals reap eye-popping rewards, while laggard performers fall behind. Anyone without grit, determination, and drive will surely fail in the unforgiving terrain of selling. The market is drying up. My territory / opportunities are too small.

Ideal Customer Profile 86

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 86

Partners in Excellence

FEBRUARY 5, 2016

They document their plan, so they can free themselves up to engage in the discussion. They do this for their deal plans, account/territory strategies, and call plans. After all, they are selling themselves into a dream job. Implicitly, they should leveraging their selling skills to the utmost in executing their sales plan.

Hiring 48

Hiring Call-back Margin Territories 48

Sales and Marketing Management

JANUARY 2, 2019

As a result, they often retain weaker performers, believing it is better than having an open territory. This leads to them to make excuses like, “I missed my goals because I had three underperforming sales reps” or, “I couldn’t hit my numbers because I had two open territories for half the year.” Which accounts (e.g.,

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

The Brooks Group

NOVEMBER 2, 2015

Once you have your open positions matched with people that are a good fit, bring new hires up to high performance levels by determining what kind of learning environment they respond best to, and adapting your coaching to fit. Bring new team members to top performance levels quickly. Even all-star players need a plan to hit their numbers.

Hiring 40

Hiring Ideal Customer Profile Promotion Salary 40

Keith Rosen

MAY 19, 2009

They’re still stuck in that transactional way of selling. They’re getting more frustrated and discouraged because sales aren’t happening fast enough, all because they’re unsure how to manage this longer selling cycle. Are They Sabotaging Your Selling Efforts? .” What else can I do?”

Territories 48

Territories Sales Cycle Follow-up Coaching 48

Klozers

JUNE 10, 2014

It’s the price, it’s a bad territory, the product isn’t right, our service is poor, I need more support, our website is no good and I never get any leads. 3) Sales Methodology  the way, the process, the methods or approach a Sales Person uses to sell are held dear to their hearts like a religion.

Lead Rank 49

Lead Rank Lead Scoring Social Media Sales Methodology 49

Delicious Sales

MAY 2, 2012

Selling Skills (528). Blog Closing a Sale Cold-Calling Consultative Selling Networking pricing price sales process selling video video sales tip MORE >> 44 Tweets SALES AND MANAGEMENT BLOG | MONDAY, AUGUST 12, 2013 Do You Have a Killer Communication Strategy? Training (4995). Prospecting (4539). Tools (2872).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Keith Rosen

MAY 13, 2009

Because the truth is, you just may be running so fast in an attempt to catch up on your sales numbers, that you didn’t recognize the blinders you’ve developed which are obstructing your view of the fuller picture; the landscape you’re trying to farm and manage when it comes to selling and driving the right sales activity.

Account 48

Account Cold Calling Follow-up Up-Sell 48

Highspot

DECEMBER 21, 2022

Heads up: Your team will only ever be as good as its manager. While selling skills may be impressive, they often don’t crossover to managing several sellers and helping them produce sales results. Trying to build a high-impact sales team? But here’s the problem: A good candidate for sales management is hard to find.

Training 52

Training Sales Management Lead Rank Lead Scoring 52

Sales Hacker

APRIL 22, 2022

What a QBR isn’t: QBRs are sometimes treated as another routine stand-up meeting with the team wherein there are updates given and some roadblocks are addressed. Sales reps can use this forum to showcase their key selling skills, strategic and critical thinking capabilities in the past quarter. Follow-up after your QBR.

Top of Funnel 91

Top of Funnel Hiring Forecasting Quota 91