Sales 2.0

MAY 30, 2023

One of my key questions is whether AI is actually going to let salespeople spend more time selling. Not cadence-driven We need to get away from “robotic” cadences, where all salespeople do the same thing and there is no room for human creativity. Nigel: One thing that salespeople certainly struggle with is time management.

Face-to-face 312

Face-to-face CRM Forecasting Buyer 312

Partners in Excellence

APRIL 11, 2024

In the past year, Jill has shifted her focus to a very important mission: What’s Really Possible? What’s Really Possible is an important initiative to help people address the big issues facing our families, communities, countries and world. Yet, if I wanted to start my own company it was necessary to learn how to sell.

Face-to-face 116

Face-to-face Sales Methodology Compensation Segment 116

Understanding the Sales Force

JUNE 27, 2023

As my regular readers know, my son is a baseball player – a rising college senior (as of the summer of 2023) – and I still coach him in the batting cage when he’s home for the summer. Compare that with salespeople who, after five years in sales, could be referred to as veterans.

Hiring 156

Hiring Consultative Selling Coaching Report 156

Bernadette McClelland

FEBRUARY 20, 2023

It would mean I’d shift the way I went to market as well as iterate my message. In fact I didn’t want to just iterate, I knew I wanted to deepen my message. Do I enjoy sales training? cue: iron fist in a velvet glove] But I wanted to add more arrows to my quiver to provide even more value. You FEEL different.

Travel 195

Travel Telecommunications Sage Buyer 195

Sales 2.0

MARCH 15, 2023

AI will increase the gap between average and great According to David, it’s going to be critical for sales organizations and individual salespeople to get up-to-speed on AI, otherwise they may be “lapped” by their competition in the future. David states, “I think AI will be really helpful in preparing for discovery calls.

Outsourcing Services 195

Outsourcing Services Tools Buyer Industry 195

Steven Rosen

APRIL 4, 2022

The most significant impact of COVID on salespeople was the shift from face-to-face to virtual sales calls. As a result, salespeople resisted having their sales manager join them on virtual sales calls. The ratio may be 50/50 or 90/10; it really doesn’t matter. From being on the road to working from home.

Coaching 290

Coaching Face-to-face Selling Skills Sales Coaching 290

Sales 2.0

MARCH 1, 2023

A salesperson leveraging AI will replace a salesperson who is not Some salespeople fear that AI will take their job. Just like other important tools like Google search or LinkedIn, professional salespeople will need to learn tools like ChatGPT. However, this does not mean we can ignore AI. The enablement was missing completely.

Opportunity 195

Opportunity Buyer Tools Collateral 195

Sales 2.0

FEBRUARY 15, 2023

There’s no consistency and the field often doesn’t have the context that you can give them to really tell a compelling story, to ask the right questions and, really add the value.” I think that’s a really good use of AI. Paul : Another great area for the application of AI in my view is key account management.

Conversion 195

Conversion Amdocs Territories Forecasting 195

No More Cold Calling

NOVEMBER 23, 2021

I really hate my webcam. (Ok, I feel totally uncomfortable staring into my camera. I have to clean up my office and get just the right angle for my webcam? If virtual sales training was ever needed, this was the time. Virtual sales is not going away, so I’d better up my game. It even became a verb.).

Video 289

Video Cold Calling Exercises Conference 289

Steven Rosen

APRIL 6, 2020

I really enjoyed a round table discussion that I facilitated a couple of weeks ago. In part 1 of this two-part series, they shared how they have kept their salespeople productive and motivated over the last couple of weeks. We are ensuring our sales team learn and are well-trained so they can emerge very successful.

Face-to-face 359

Face-to-face Motivation Groups Training 359

Partners in Excellence

MARCH 4, 2024

He got into selling, without really intending to do so. Why I Love Selling: A Journey of Curiosity In response to a conversation initiated by my “LinkedIn friends” David Brock and Christian Maurer, exploring the essence of what we love about selling, I found myself reflecting on my own journey. Enjoy this fascinating story!

Coaching 77

Coaching Data Territories Lead Rank 77

No More Cold Calling

JULY 27, 2023

My colleague thought it was rather presumptuous of the prospect to ask him to drop everything and hop on a plane. When I worked for a global consulting and training firm, we had an excellent system for debriefing sales situations and learning why clients decided to work with us. Plus, the cost of last-minute airfare was astronomical.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

Partners in Excellence

MARCH 26, 2024

But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully. ” Why I’m So Interested In Selling I worked as a finance manager for a large tech company early in my professional career.

Hiring 103

Hiring Lead Rank B2C Conference 103

Zoominfo

JUNE 9, 2022

HENRY SCHUCK My first real sales job was when I was 12 years old. ” I was like, OK, I really want a job and this sounds interesting. .” ” I was like, OK, I really want a job and this sounds interesting. So I called the guy and said, “Hey, I’d be really interested in this job.”

Construction 130

Construction Up-Sell Exact Objections 130

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. How do I really get to know my buyers if we can’t meet for coffee, a beer or a round of golf?”. It’s really not that tough. “Video conferencing is a great way to get face to face with clients.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Allego

SEPTEMBER 20, 2023

Even though sales role-play within sales coaching is not a new concept, the way in which it’s often used in companies can be detrimental to the company and its salespeople. However, if used correctly, role-playing can be a vital part of sales training and coaching. Why is role-playing in sales training important?

Coaching 71

Coaching Face-to-face Lead Rank Lead Scoring 71

No More Cold Calling

DECEMBER 30, 2021

The most valuable business relationships that salespeople have are those with our clients—the people who know our value, give us repeat business, and provide us with referrals to other great clients. I dropped the ball this year, and I confessed to my mistake in my November blog post: “I Was Neglecting My Customer Relationships. ”

Referrals 194

Referrals Small Business Small Business Cold Calling 194

Allego

APRIL 16, 2024

Increasingly, sales teams use it to personalize content, enhance sales training , improve onboarding, conduct competitive analysis, streamline sales communication, and more. So, you must make sure you train the AI—input all the information and resources necessary for the tool to generate accurate results. There’s no doubt about it.

Hiring 62

Hiring Scale Proposal Analysis 62

No More Cold Calling

JANUARY 16, 2020

If salespeople were self-motivated, they wouldn’t need sales managers or metrics. I’ve been there—given a quota (usually without my input) and a list of client companies, and then told to “go at it” and do whatever it takes to get meetings. Left to our own devices, most salespeople fail miserably. I’m including myself here.

Referrals 328

Referrals Sales Management Hiring Scale 328

Steven Rosen

JANUARY 6, 2018

Hi, this is my fifth video on Sales Strategies to Crush Your Sales Numbers, I call it Develop a Coaching Culture. . If you want to crush your sales numbers next year, then it is really critical that you build a coaching culture. Step 2: is really about developing their salespeople to be better. Develop a Coaching Culture.

Coaching 307

Coaching Strategy Video Course 307

Alice Heiman

DECEMBER 6, 2022

His next big challenge was finding salespeople who could sell even 80% as well as he could. Highlights of this Episode: [1:57] We are a revenue strategy, operations and enablement company and really what that means, we’ve got 40 plus people globally and what we do is we help organizations optimize the sales process. [3:13]

Scale 125

Scale Outsourcing Services Hiring Sales Process 125

Adaptive Business Services

APRIL 14, 2021

When I was in sales management and I was looking for new salespeople, one of the things that I watched for was people who expressed a desire to learn. There is a huge difference between somebody who is willing to learn and someone who really wants to do so. My company does not necessarily do things the same way as your former employer.

Webinar Metrics 147

Webinar Metrics Industry Training Coaching 147

Steven Rosen

JANUARY 3, 2018

As the Head of Sales, you are still in 2017 my friend but you really need to have your head in 2018 deciding what you are going to do. They are keeping the team focused on the most important things and getting them done and doing them really well. Make sure you make course correction every quarter or sooner.

Strategy 307

Strategy Guarantee Coaching Sales 307

Partners in Excellence

MARCH 7, 2024

One of his statements particularly strikes me: “Lots of folks have a negative view of the sales profession, and I even see it in my kids. One of my first jobs in high school was selling newspaper subscriptions. Most of my colleagues hated the work, but I loved it. I think that has done a lot to help me in my sales career.

Social Media 68

Social Media Analytics Consumer Research 68

MTD Sales Training

DECEMBER 9, 2019

Well, one of my consultants was with a company recently and was listening in to their sales reps’ calls to make appointments. Think: What state or frame of mind is my prospect in when I call? Think: What might they have been doing the moment before they took my call? Our monthly Telesales Training Course can help!

Course 235

Course Industry Sales Prospecting 235

Partners in Excellence

MARCH 5, 2024

Preface : Gus Maikish is one of the first people I met when I started my selling career. It’s a must read for any leader or seller who really wants to master working with the largest and most important accounts. Thanks Gus, both for what you taught me early in my career, in your book, and your reflections on selling.

Banking 77

Banking Hiring Lead Rank Lead Scoring 77

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. Think about it: That means salespeople are worst at the most important thing. It’s like building the world’s fastest race car without steering…you’ll get somewhere random really fast.

Consumer 98

Consumer Sales Methodology Coaching Trends 98

Mr. Inside Sales

MAY 22, 2020

It’s because salespeople are now buying into them. True story: I was walking in my neighborhood the other day, and a home went on sale—you know, the sign in the front yard, etc. And some of them have come up with some really interesting ways of handling this. ON DEMAND SALES TRAINING THAT GETS RESULTS! Why is that?

Face-to-face 281

Face-to-face How To Call-back Gatekeeper 281

Allego

FEBRUARY 20, 2020

I learned this as a young salesperson, when one of my sales conversations unexpectedly went awry. It was one of the most important lessons about selling in my 30-year career. That day, I really wanted to impress a potentially big customer. My efforts somehow created the very scenario I wanted to avoid.

Influencer 137

Influencer Pivotal Commission Conversion 137

Partners in Excellence

MARCH 17, 2024

.” This is the question David Brock has asked a few salespeople… I also respond to the invitation. I need to explain it because, at the beginning of my working life, I really hated sales. I need to explain it because, at the beginning of my working life, I really hated sales.

Engineering 73

Engineering Study Software Software 73

Zoominfo

FEBRUARY 22, 2021

Almost everyone thinks salespeople are all about beating their competition (well, there might be a little truth to that). But in reality, many people who work in sales are also motivated to help other salespeople succeed and advance their careers. Let’s face it: Salespeople need all of the pep talks they can get. Kyle Porter.

Social Media 205

Social Media Influencer Media Hiring 205

Adaptive Business Services

NOVEMBER 29, 2023

While Contact Managers were typically used solely by salespeople, CRM can be used by multiple departments in your organization. Many folks who I speak with, as a part of my Nimble CRM implementation and training services, express a desire to do this and this only. Kudos to these folks!

CRM 71

CRM Up-Sell Pipeline Account 71

Alice Heiman

JANUARY 31, 2023

I’m like, why is this not on my phone? [06:38] They were really good listeners and they were really good storytellers. [15:12] 17:35] I think a lot of early CEOs hire what I call full-stack salespeople – they take it from lead to renewal. We were hiring people that were empathetic. That took us to $10M. [17:35]

Hiring 131

Hiring Lead Rank Promotion Cancellation 131

Shari Levitin

APRIL 6, 2021

My top posts from March can help you do just that. Someone I know who does this really well is Brad Lea and LightSpeed Virtual Training. Ask yourself if you are really that trusted advisor that tells your prospects what they should be thinking about. There are a lot of things I’m really bad at. Lead with that.

Guarantee 115

Guarantee SalesForce Study Report 115

Showpad

NOVEMBER 21, 2021

I was very focused on 10 salespeople and helping them with “the normal stuff”: building their sales process, including training, certification, and onboarding. . When we were acquired by GHX in January 2020, I turned my focus to more acquisition-based enablement. How are we cross-training teams? How is that changing?

Face-to-face 98

Face-to-face Revenue Training Data 98

Mindtickle

JUNE 1, 2023

Episode summary Finastra , a leading global banking software company, partners with Mindtickle to optimize sales training and drive success. With 90 of the top 100 banks relying on Finastra, their 600-member sales team undergoes 20 comprehensive training programs worldwide. So it’s challenging for the experienced ones.

Sales Enablement 52

Sales Enablement Software Software Video 52

Alice Heiman

MARCH 7, 2023

In my conversation with my long-time friend Joanne Black, we explore the reasons for the decline in the effectiveness of this strategy and we explore the benefits of a formal sales referral strategy and how to set one up in your company. Good salespeople don’t sit back and wait. Referrals were hit and miss.

Referrals 131

Referrals Top of Funnel Closing Strategy 131