Understanding the Sales Force

APRIL 1, 2024

The Priest was talking about Catholics who attend church only on Christmas and Easter. The Priest said that with the divisive political views, we need church and prayer more than ever and I couldn’t agree more. Others are members who don’t attend at all. But it sure as heck could have been.

Decision Maker 156

Decision Maker Call-back Training Groups 156

Understanding the Sales Force

APRIL 11, 2024

Should I adhere to a policy designed to snag sucky salespeople who waste people’s time, and keep them away from decision makers? We were at our son’s college baseball game yesterday and since it was raining, we started watching from the car which put us right in front of the bullpen. You should not either.

Coaching 203

Coaching Decision Maker Scale Hiring 203

Understanding the Sales Force

APRIL 15, 2024

” The one we are most familiar with is, “It ain’t over til it’s over.” The stock market has lost nearly all of its gains and the only thing we haven’t yet seen is massive layoffs. The Hall of Fame catcher Yogi Berra is known for his many “ Yogisms.” What are the twelve biggest challenges?

Hiring 182

Hiring Discount Decision Maker Call-back 182

Understanding the Sales Force

MARCH 13, 2024

Personally, I substitute Baseball for the middle topic because college baseball is in full swing and we’ve been traveling to watch our son, a college senior, play college baseball. At Kurlan, we role-play each scenario in order to demonstrate what good conversations sounds like. It seems obvious, doesn’t it? Think Boeing.

Decision Maker 193

Decision Maker Data Hiring Proposal 193

Bernadette McClelland

MARCH 30, 2023

How We Burned The Boats and Lived To Tell The Story TODAY is the day ONE YEAR AGO EXACTLY we flew out of Australia with 6 suitcases, 2 carry-ons and 2 backpacks and our head, heart and gut saying ‘do it’! And during those 12 months, we have been asked these 7 questions many times over: 'How did you just up and move?'

Networking 397

Networking Licensing Up-Sell Banking 397

Understanding the Sales Force

MARCH 13, 2024

Personally, I substitute Baseball for the middle topic because college baseball is in full swing and we’re traveling to watch our son, in his senior year, play college baseball. So who are these salespeople that defend the status quo of option 1? He started strong which you can see here. It seems obvious, doesn’t it?

Decision Maker 170

Decision Maker Proposal Distribution Territories 170

Bernadette McClelland

MARCH 17, 2023

7 Traits We Can Adopt From Our Irish Friends IRISH BY NAME: IRISH BY NATURE There is something very romantic about the Irish. It is particularly valuable for all of us, especially for those who are experiencing huge setbacks and challenges in today’s climate. Durty Nelly's Pub 3.CREATIVITY: Limerick University 5.ADAPTABILITY

Loyalty 397

Loyalty Face-to-face Travel Up-Sell 397

Anthony Cole Training

JANUARY 25, 2024

What are the competencies and behaviors of those leaders who seem so talented at helping others achieve their very best? We rely on the pioneer and #1 sales management evaluation by Objective Management Group to help understand exactly what it takes to ‘motivate’ a sales team.

Motivation 280

Motivation Exact Groups Objections 280

Understanding the Sales Force

MARCH 25, 2024

There is a huge difference between the conditions for winning business with an existing customer that favors you, versus a potential customer who favors one of your competitors. It was 2pm, well past the lunch-hour rush, and the new host asked if we had a reservation. We didn’t. There is always a table for you!”

Decision Maker 182

Decision Maker Hotels Cancellation Travel 182

Sales 2.0

MAY 30, 2023

I am examining where we are today with AI in sales and where we are going. Heidi says we are moving into a new age of selling driven by the availability and adoption of AI (Sales 2.0?). Heidi says yes but the real advantages come to those who shift time spent on tasks onto investing in their sales teams.

Face-to-face 312

Face-to-face CRM Forecasting Buyer 312

Understanding the Sales Force

MAY 10, 2023

We have already seen these factors occur across the board: Low QoQ GDP. We are now seeing these events in sales organizations: Missed forecasts. We know what doesn't work in a recession. Who would have guessed that smart people wouldn't see that coming? All the requirements have been met. High interest rates.

Revenue 344

Revenue Cancellation Forecasting Quota 344

Understanding the Sales Force

APRIL 22, 2024

During most of April, I’ve been frequenting a Smoothie Bar near the place we are staying and when I take my first sip each day, one thought occurs to me each time. “Why don’t the smoothies I make at home taste this good and why doesn’t the texture of my made-at-home smoothie compare?”

Comparison 193

Comparison Construction Compensation Sales Leadership 193

No More Cold Calling

APRIL 16, 2020

Trust is a word we use indiscriminately, but we do not trust indiscriminately. How do we define trust? How do we get our arms around such an emotional word? Right now, in the midst of a global health emergency and a global financial crisis , we’re all asking ourselves who to trust. Top salespeople are different.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

Understanding the Sales Force

SEPTEMBER 11, 2023

If you’re a gardener, and you’ve had as much rain as we have received in Central Massachusetts in the summer of 2023, then your plants that prefer dry soil are rotting – just like some of ours. We are currently in scenario 3 with an expectation that scenario 2 will come into play by early 2024.

Hiring 203

Hiring Top of Funnel Company Funnel 203

The Pipeline

OCTOBER 2, 2018

But ignoring specific facts does not make them go away, and could well explain why we seem to be doing more than ever to achieve quota, with little progress. The purpose, in this case, is more sales, and to do that we need to help or enable if you like, our reps to sell better. All that time and money. Learning Is Local.

Coaching 273

Coaching Quota Cold Calling Data 273

Understanding the Sales Force

APRIL 3, 2024

Dennis Connelly, Derek Baer and I were sharing our experiences coaching salespeople, sales managers and sales leaders, and comparing those who were and weren’t coachable. It wasn’t about whether we liked them as people. It was about those who did or did not make changes and improve. It wasn’t personal.

Data 130

Data Construction Coaching Face-to-face 130

Understanding the Sales Force

JULY 17, 2023

Based on the non-stop rain and humidity we have had for the last 6 weeks in Massachusetts, you could probably make a case that not only do we now have a rainy season, but where our house is located, we must live in a rain forest. Dinger, our GoldenDoodle, who I have featured in several articles , tore his ACL last week.

Closing 292

Closing Consultative Selling Sales Forecasts Forecasting 292

SBI Growth

DECEMBER 1, 2023

Despite the uncertain market conditions throughout 2023, most CEOs seemed to have stayed consistent with their value creation thesis, with an even split between those who chose to increase expenses and those who chose to maintain expenses while accelerating growth.

Report 177

Report Strategy Marketing Company 177

Partners in Excellence

MARCH 18, 2024

We have become masters at describing our “how.” ” That is, we present all the capabilities of our products and solutions, the “how” of achieving a goal or solving the problem. We provide endless content, demos, and discussions focused on the capabilities of our products. Who does this issue impact?

Face-to-face 114

Face-to-face Opportunity Customer Closing 114

Anthony Cole Training

AUGUST 4, 2023

In analyzing those salespeople who are successful year after year, we have found significant consistencies in behavior, sales skills, and practice management. We call these The 7 Activities for Sales Success. If your sales team can adopt these 7 habits, you will be amazed at how your sales will improve.

Sales 228

Sales Banking Training 228

Understanding the Sales Force

APRIL 27, 2020

We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. For most companies, sales is now about generating revenue to survive, as we stare down a whole new way of doing business. Forget uncertainty!

Revenue 413

Revenue Tools Sales Strategy 413

SMEI

APRIL 24, 2024

This limited the pool of potential salespeople and discouraged those who didn’t fit the mold from pursuing a sales career. This misconception deters individuals who possess other valuable skills and qualities from pursuing a sales career. Register & We’ll Notify You When the Book is Available!

Closing 112

Closing Industry Influencer Sales 112

Partners in Excellence

APRIL 22, 2024

But what does this really mean, particularly when we have so much competing for our attention, and when we invest so much in getting the attention of others? Too often, it seems we focus more on the mechanics of what we do. By paying close attention to those we engage. Attentiveness is a form of empowerment.

ACT 96

ACT Motivation Groups Closing 96

Partners in Excellence

MARCH 25, 2024

Preface: Who doesn’t know Keenan ? What are their problems, how do we help them better understand them? How do we identify the GAP between where they are and where they need to be? How do we identify the GAP between where they are and where they need to be? How do we help them close that gap, achieving their goals.

Up-Sell 107

Up-Sell Sales Leadership Motivation Closing 107

Partners in Excellence

MARCH 20, 2024

We are attracted to new, shiny objects, despite the fact they may not be really different or innovative. And eventually, the shine wears off, we go back to what we always did. We should know the trends, issues, challenges faced by organizations in our ICP. What are qualifying questions… ? What are trends… ?

Ideal Customer Profile 114

Ideal Customer Profile Revelation Decision Maker Face-to-face 114

Partners in Excellence

APRIL 8, 2024

And other data showing 1000-1400 touches per opportunity (Thank goodness we can solve this with AI, easily hitting 1000s of touches a day…… tongue firmly planted in cheek.) ” But, we shouldn’t be shocked or surprised. We’ve created the majority of circumstances surrounding this.

Top of Funnel 107

Top of Funnel Face-to-face Data Buying Cycle 107

Partners in Excellence

APRIL 11, 2024

It’s crazy to think that we purposely design our organizations to fail. Who would think of that, particularly in selling? We are driven to succeed, to over achieve our goals. We constantly talk about winning. If this is true, why do we see year after year of declining performance and results?

Scale 109

Scale Maximizer Quota Revenue 109

Smooth Sale

APRIL 10, 2024

Learning new transferable skills is a confidence booster that reminds us that what we’re currently doing is not the end of our career. A job is an opportunity to get paid and learn skills that you can take with you, but sometimes we can forget this. Of course, there’s only so much we can do for ourselves.

How To 102

How To Benefit Motivation Lead Rank 102

Hubspot Sales

MARCH 25, 2024

But in all seriousness, difficult prospects are a fact of sales life, and dealing with a difficult buyer who makes a sale harder than it needs to will always suck — and from time to time, you're bound to deal with an especially difficult buyer who makes a sale especially harder than it needs to be, and that experience will especially suck.

Prospecting 98

Prospecting Cancellation How To Revelation 98

Partners in Excellence

JANUARY 22, 2024

How are they measured, who do they depend on, who depends on them, what are the biggest challenges they face in doing their job, …… ” people struggle. We struggle to connect with our customers. We are trained, expertly, to talk about what we want to talk about.

Customer 101

Customer Face-to-face Enterprise Enterprise 101

Partners in Excellence

APRIL 26, 2024

We obsess about how we succeed. We develop strategies, contingency plans, prep and rehearse. We are driven to succeed for those big things. We treat the little things differently. We may skip them, thinking they aren’t important. We may not prepare well, winging it. After all, we’re busy!

CRM 68

CRM 68

Smooth Sale

APRIL 16, 2024

However, the most daunting ones can trigger anxiety, especially when we feel we lack the natural talent or the necessary skills to overcome them. Negativity hits each of us occasionally, and we wonder whether we will make a fool of ourselves or if there is a way past the situation to focus on what we most desire.

How To 116

How To Hiring Face-to-face Networking 116

The Center for Sales Strategy

APRIL 8, 2024

You’ve just made an amazing new hire with talent, experience, and skills who aligns well with you, your team, and your organizational culture. Unfortunately, things don’t always turn out as we assume. With all that in place, it’s safe to assume that all will be smooth sailing toward a future of success, right?

Strategy 109

Strategy Report Positioning 109

Hubspot Sales

APRIL 15, 2024

But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible. That‘s why we connected with some sales leaders for their takes on habits the most successful prospectors exhibit.

Hiring 111

Hiring Face-to-face Sales Qualified Lead Lead Rank 111

Partners in Excellence

FEBRUARY 8, 2024

Every day I think we have reached bottom with the level of stupid advice I see in my social feeds. Every day, I’m surprised that we can find new depths of stupidity. Sadly, too much of this is from smart people who should know better. It’s rare that I see someone suggest, “Why do we accept this?

Buying Cycle 113

Buying Cycle Outbound Data Channels 113

Smooth Sale

MARCH 19, 2024

Frequently, people who strictly focus on their work and goals (corporate leadership included) lose sight of the fact that they and the people they serve are humans. Disclaimer: The sentiment is only accurate when we step up to fix the wrong(s) for ourselves and others, contributing to the concept of humanology.

Lead Rank 106

Lead Rank Face-to-face Hiring ACT 106

Partners in Excellence

MARCH 11, 2024

ChatGPT and its colleagues are, too often, a debilitating cheat for sellers who don’t want to put in the work. We know how they work and shouldn’t have an expectation of much more–at least used in these ways. Who is typically involved, why they are involved, and how they are likely to be impacted by the issue.

Ideal Customer Profile 108

Ideal Customer Profile Face-to-face Engineering Industry 108