Understanding the Sales Force

FEBRUARY 9, 2024

I’m hiring a salesperson for a client and using my time-tested process which we also train clients to use (so that WE DON’T have to recruit!). I’m hiring a salesperson for a client and using my time-tested process which we also train clients to use (so that WE DON’T have to recruit!).

Hiring 193

Hiring How To Decision Maker Guarantee 193

Understanding the Sales Force

SEPTEMBER 11, 2023

You don’t need recruiters in scenario #1 but you do need a great sales candidate assessment to filter out those who would not succeed in the role. Farmers have it worse as rain can lead to disease and lower yields. 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

Sales 2.0

AUGUST 15, 2022

I started with Mark Roberge’s book “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million”. The part of Mark’s book I like the most is about hiring salespeople. If you’re going to take advice on hiring salespeople, Mark seems like a great guy to trust in my opinion.

Hiring 195

Hiring Hubspot Inbound Forecasting 195

Understanding the Sales Force

MAY 10, 2023

It’s easy for me to say but I’ve personally seen, orchestrated, and executed those philosophies, in desperate times, to achieve revenue growth instead of revenue loss. But it can’t be any salesperson who is willing to accept your offer. But it can’t be any salesperson who is willing to accept your offer.

Revenue 156

Revenue Hiring Decision Maker Cancellation 156

Mr. Inside Sales

AUGUST 13, 2021

Here are three things I do to avoid being ghosted: #1: Because prospects are pitched all the time, and because the majority of them are not going to be a buyer (at this time) for my services, a way I get them to reach back out to me is by offering them a way out. I take the opposite approach: I call. What to do?

Face-to-face 317

Face-to-face Call-back Gatekeeper Decision Maker 317

The Pipeline

MARCH 12, 2021

I have always been fascinated by how willing sales types are to accept the 80/20. Some years ago, I wrote a piece suggesting that we should elevate the tribe and go for 70/30. Some years ago, I wrote a piece suggesting that we should elevate the tribe and go for 70/30. Herd mentality persists in both. A Herd By Any Other Name.

Data 386

Data Sales Leadership Quota Sports 386

Understanding the Sales Force

DECEMBER 1, 2020

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Caliper's is a personality test adapted for sales. Caliper's is a personality test adapted for sales. Caliper scored the candidate 98% while OMG scored him at 50%.

Comparison 306

Comparison Lead Rank Lead Scoring Hiring 306

Mr. Inside Sales

AUGUST 14, 2020

About having to be a salesperson? I used to. I used to harbor a belief that I was better than being just a salesman. For years, I was waiting to go back to school to get my graduate degree so I could start my real life. See, I was smarter, better, had more to offer than just “sales.”.

Face-to-face 295

Face-to-face Call-back Gatekeeper Decision Maker 295

Mr. Inside Sales

DECEMBER 12, 2020

In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!” I listen to a lot of calls each week that my clients send me.

Decision Maker 291

Decision Maker Face-to-face Call-back Gatekeeper 291

Sales and Marketing Management

APRIL 1, 2019

The new-hire candidate gets to see first-hand what a typical day looks like, and your salesperson gets an opportunity to do some in-depth screening by asking questions and getting a feel for how much potential the new-hire candidate really has. Author: Kevin F. The question is, how can you keep them motivated to perform at their best?

Motivation 314

Motivation Hiring Ideal Customer Profile Guidelines 314

Bernadette McClelland

JULY 21, 2014

I mean, all we need to do is reflect on something that means so much to us and we all know what I mean. But… that’s when many people stall and even stop in their quest to succeed. Those that have it are driven, have a pull that creates its own powerful momentum and almost creates a life of its own.

SME 371

SME ACT Face-to-face Intent 371

Bernadette McClelland

JULY 21, 2014

I mean, all we need to do is reflect on something that means so much to us and we all know what I mean. But… that’s when many people stall and even stop in their quest to succeed. Those that have it are driven, have a pull that creates its own powerful momentum and almost creates a life of its own.

SME 371

SME ACT Face-to-face Intent 371

Mr. Inside Sales

AUGUST 7, 2020

I listen to a lot of calls each week that my clients send me. This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”. Nice start, huh? Let’s do this then.

Prospecting 198

Prospecting Decision Maker Face-to-face Gatekeeper 198

Jeffrey Gitomer

JANUARY 13, 2019

When I say sales, I'm not just talking, "Hey, please buy my stuff." The relationship with the customer is yours to build at first – After your business matures, you choose who you will continue to handle personally, and who you can pass on to a salesperson. Your customer has all the information you need to succeed.

Small Business 313

Small Business Small Business Banking Commission 313

Jeffrey Gitomer

JANUARY 14, 2019

Lack of preparedness on the part of the salesperson. You will no longer dread the dreaded cold call after you read this column several hundred thousand times. There is a fear and dislike many salespeople have when it comes to cold calling. It was suggested to him that his strategy should be to only cold call on one-story buildings.

Cold Calling 265

Cold Calling Guidelines Sales Qualified Lead Follow-up 265

The Pipeline

SEPTEMBER 2, 2020

From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. Many will give it an honest try; they rarely cover all the bases needed to succeed. By Tibor Shanto. How do sales leaders create and balance the core element of a fine-tunes prospecting machine? Where Is You Process.

System 316

System Prospecting Quota Decision Maker 316

Allego

SEPTEMBER 20, 2023

From speaking with both of them, I’ve teased out five things to keep in mind when deciding how to use sales role-playing scenarios in your company. Sales role-play holds various benefits for both the individual salesperson and the company. Why is role-playing in sales training important? But that is only a part of the benefit.

Coaching 71

Coaching Face-to-face Lead Rank Lead Scoring 71

Smooth Sale

MARCH 23, 2022

Five Bad Sales Habits to Succeed? NOTE: Our collaborative Blog asks and provides insights on ‘Are You Ready to Replace Five Bad Sales Habits to Succeed?’ ’ A salesperson often gets a bad reputation. But besides these words, what else describes a salesperson? .” Are You Ready to Replace Five Bad.

Hiring 78

Hiring Ideal Customer Profile Lead Rank Lead Scoring 78

Pipeliner

OCTOBER 30, 2023

Basics of Character I previously wrote an ebook , Who Are You? I highly recommend you read it. is primarily built around a proverb that I believe comes from an ancient Jewish verbal tradition called Mishnah: Watch your thoughts, for they become words. If you cannot successfully evangelize, you will never succeed.

Exercises 64

Exercises Call-back eBook Lead Rank 64

The Pipeline

NOVEMBER 26, 2019

Many sellers and pundits make the mistake of thinking that perfecting their message to replicate a live conversation will allow them to succeed. Many sellers and pundits make the mistake of thinking that perfecting their message to replicate a live conversation will allow them to succeed. By Tibor Shanto. It will not!

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

Allego

FEBRUARY 20, 2020

I learned this as a young salesperson, when one of my sales conversations unexpectedly went awry. That day, I really wanted to impress a potentially big customer. I succeeded in convincing my manager to approve a crazy low price, so low that my company wouldn’t be making any profit. His response left me dumbfounded.

Influencer 137

Influencer Pivotal Commission Conversion 137

Zoominfo

DECEMBER 14, 2021

Today, it’s about cultivating a supportive environment in which every salesperson can succeed. Today, it’s about cultivating a supportive environment in which every salesperson can succeed. When I think of Glengarry Glen Ross , I think of folks who are out there ‘lone wolfing,’ right? Eat what you kill.’

Hiring 100

Hiring Face-to-face Sports Scale 100

Pipeliner

FEBRUARY 27, 2022

If a salesperson doesn’t have an understanding of such priorities when it comes to the products or services they are selling, they will be, to that degree, unsuccessful. If a salesperson doesn’t have an understanding of such priorities when it comes to the products or services they are selling, they will be, to that degree, unsuccessful.

Scale 98

Scale ACT Pipeline Sales 98

Zoominfo

OCTOBER 15, 2019

Cold email is one of the most common and tested tactics in a modern salesperson’s repertoire. And yet, sales reps still look for ways to improve their sales email strategy. It’s not hard to see why — after all, only 24% of sales emails are opened ( source ). The “Foot in the Door” Method. How did it perform?

Top of Funnel 230

Top of Funnel Scale Film Lead Generation 230

Alice Heiman

OCTOBER 14, 2020

As I always say, “Good selling is good selling,” but there are some changes we all need to make to continue to bring in new business and more business from existing customers. Although training can certainly help, I believe coaching is the most important way to help salespeople make the needed changes. . Click To Tweet.

Sales Coaching 167

Sales Coaching Coaching Quota Sports 167

Partners in Excellence

MARCH 8, 2024

I’ve been getting a variety of people telling their stories on, “ Why I Am So Interested In Selling.” I have dozens and will continue publishing them over the coming weeks. The response from ChatGPT was pretty much what I expected. ” They are fascinating and compelling.

Incentives 77

Incentives Incentive Compensation Salary 77

Shari Levitin

DECEMBER 5, 2023

Technology helps gather data and information and craft meaningful messages, but at the end of the day, the salesperson must finalize the sale using their human attributes. — Several years ago, I received a call asking if I’d like to appear as one of 15 sales experts in the Salesforce film documentary “The Story of Sales.” .

Sales Process 62

Sales Process Film Microsoft SalesForce 62

Keith Rosen

OCTOBER 27, 2020

Over 600 Coaching Questions and 40 Critical Conversations Managers Must Master to Develop Sales Champions and Coach More Customers to Succeed. No manager can complain that “Coaching takes too long” or, “I don’t know what to ask in this situation,” or “We need our managers to be coaching 50% of their time.”

Sales Coaching 139

Sales Coaching Coaching Twitter Consumer 139

Partners in Excellence

NOVEMBER 22, 2021

From my earliest days as a salesperson, I’ve been taught the “sales process,” and have tried to execute that process as effectively as possible. The process has always reminded me of critical things I should be considering, to maximize my impact in working with the customer. I’d miss something important.

Customer 125

Customer Top of Funnel Funnel Sales Process 125

Allego

MARCH 28, 2024

I’m a human.’” Learn how to be a better leader, but at the same time, learn how to be a better salesperson. For David Ashe , director of sales development at Allego, it’s about ensuring your SDRs retain their human approach. And then we use social media to show that, ‘Hey, this is a human. Look at my profile. And we can help you.’”

Strategy 62

Strategy Top of Funnel Lead Rank Lead Scoring 62

The Sales Hunter

FEBRUARY 26, 2013

Too many salespeople are what I refer to as tactical salespeople. Opportunity, however, lies in being a strategic salesperson. I believe the difference is huge! A tactical salesperson is focused on the features of what it is they sell. The strategic salesperson is focused around the outcomes the customer is looking for.

Margin 249

Margin Motivation Objections Competition 249

Hubspot Sales

FEBRUARY 21, 2023

In other words, when you succeed, your coach succeeds too. But if you're a veteran salesperson, you could be "stuck in your ways" and unwilling to change. Coaches can't win games alone. They need players who are willing and hungry to win. The same is true in sales. The problem? Humans are naturally defensive.

Hiring 103

Hiring Coaching Face-to-face Exercises 103

Smooth Sale

NOVEMBER 27, 2023

My Story There are two sides to the sales profession; hopefully, those in the career path will have similar fun-filled conversations with those that I had with my clientele. Upon receiving the invitation to be her guest on her new podcast, ‘Slay the Sale’, a smile overcame me, and I knew we had much in common.

Hiring 115

Hiring Follow-up Face-to-face Networking 115

Pipeliner

NOVEMBER 18, 2023

I had the pleasure of interviewing Andrew Swiler , the CEO of a leading software suite for Microsoft users. Andrew shared that the existing sales process was not really a process at all, with each salesperson having their own way of selling. Understanding the Acquisition and the Need for Change As the host of the Sales POP!

Software 52

Software Software Hiring Sales Process 52

Janek Performance Group

JANUARY 12, 2022

The salesperson who is a constant presence, providing sage wisdom and a steady hand, will secure the sale when buyers are ready. In challenging times, there’s no substitute for a salesperson serving as a trusted partner and advisor to help buyers succeed. As a result, sellers must trust their softer impulses.

Sage 117

Sage Distribution Buyer B2C 117

Smooth Sale

SEPTEMBER 29, 2023

The value I bring to my clients, both corporate and individuals, lies in the recommendations I provide based on my personal experiences, which have been tried, tested, and proven successful. For example, you may be successful and thriving in your career as a salesperson due to your exceptional communication and negotiation skills.

Outsourcing Services 103

Outsourcing Services Strategy Small Business Small Business 103

Allego

JULY 28, 2022

What can I do to get you into this car today?”). It’s giving the buyer more options, which works better for the salesperson because they can match the buyer’s preferred communication style and remove obstacles and friction.”. That’s because sales teams are under intense pressure to win deals and hit quota.

Sales Enablement 115

Sales Enablement Strategy Top of Funnel Face-to-face 115