Understanding the Sales Force

SEPTEMBER 8, 2024

The same thing happens in sales. When half of salespeople hit quota it equates to strong sales performance across the team. When Sales Managers have any conversations with their salespeople it is considered coaching. They changed expectations in order to meet – expectations. A pipeline that is 75% full is a full pipeline.

Government 345

Government Forecasting Pipeline Report 345

Sales and Marketing Management

OCTOBER 31, 2024

The post Succeeding with People: A Game-Changer in B2B Sales appeared first on Sales & Marketing Management. Interpersonal skills can be learned and refined over time to help salespeople close more deals and build lasting partnerships based on trust and mutual value.

B2B 285

B2B Closing Sales Marketing 285

Sales and Marketing Management

OCTOBER 21, 2024

By embracing the technology of digital business cards, sales and marketing executives can bridge cultural divides, track engagement, and create lasting impressions – all while reducing their environmental footprint and maximizing the return on their networking efforts.

Marketing 296

Marketing Maximizer Networking Sales 296

Anthony Cole Training

OCTOBER 11, 2024

When asked, most sales managers say that one of their greatest challenges is their ability to motivate salespeople. If a sales manager can figure out what makes their salespeople “tick,” they can help them hit their goal numbers. Motivation seems like hard work because nearly every salesperson values different things.

Motivation 249

Motivation Sales Management Sales 249

Anthony Cole Training

OCTOBER 25, 2024

That expertise, if well developed and articulated, is your personal brand and will lead to greater sales success. If the investment is significant enough, most buyers will look for an expert in the area to guide them, particularly in the world of financial services.

Buyer 258

Buyer Competition Research Sales 258

Anthony Cole Training

OCTOBER 17, 2024

According to HubSpot, companies with well-optimized sales pipelines reported a 28% higher revenue growth rate compared to those with poorly managed pipelines. So why is it that many sales leaders default to coaching the deal at hand and do not consistently have sales pipeline management sessions with their people?

Pipeline 252

Pipeline Benefit Hubspot Coaching 252

Anthony Cole Training

SEPTEMBER 19, 2024

Creating a winning sales pitch is a presentation that ends with a decision being made. We define either one of those as a winning sales pitch because there is a clear decision and a clear next step, or none at all. That is our definition. That decision could be Yes, or it could be No.

Proposal 246

Proposal Positioning Sales Prospecting 246

Sales and Marketing Management

MARCH 20, 2023

The transition from building seller proficiency on sales pitch to building seller proficiency on sales discovery is just the first step into the brave new world of smarter, more effective AI-powered sales solutions.

Sales 394

Sales Marketing 394

Sales and Marketing Management

SEPTEMBER 4, 2024

80% of salespeople believe virtual meetings make it harder to engage with prospects and 40% believe virtual meetings are costing them sales. Here are four tips to maximize the impact of your virtual sales meetings. The post 4 Tips to Improve Your Virtual Sales Presentations appeared first on Sales & Marketing Management.

Maximizer 296

Maximizer Meeting Sales Meeting Sales 296

Anthony Cole Training

JULY 12, 2024

Every salesperson has attended sales meetings and left thinking “Why do I have to go to these meetings? Sales leaders and managers must own and address this problem. Attendees to sales meetings should leave the meeting thinking: They are a waste of time and not helping me get better at selling.”

Sales Meeting 247

Sales Meeting Meeting Strategy Sales 247

Anthony Cole Training

NOVEMBER 1, 2024

This article is the 1st place winner of the 2022 Sales Pro Central MVP Awards on Sales Leadership! In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success.

Leads 267

Leads Marketing Qualified Lead Sales Leadership Training 267

Anthony Cole Training

SEPTEMBER 13, 2024

Here are several questions to consider as you reflect on your customer retention strategies in sales: If you are not providing a superior experience, your clients might start asking, “ Then, who will?

Retention 256

Retention Strategy Customer Sales 256

Sales and Marketing Management

MARCH 20, 2024

The post Likes Galore, Sales Zero? appeared first on Sales & Marketing Management. Social media likes offer a surface-level view of engagement that doesn’t necessarily translate to real business value. Aim higher.

Social Media 295

Social Media Media Sales Marketing 295

Sales and Marketing Management

DECEMBER 18, 2023

Misalignment between sales and marketing continues to drag on performance of these crucial functions. The post Marketing and Sales Still Aren’t Aligned appeared first on Sales & Marketing Management. Here's how to get them working together.

Marketing 380

Marketing Sales How To 380

Anthony Cole Training

MARCH 1, 2024

Running a company is very different than managing a sales team, so you need someone skilled in the specific strengths of coaching and motivating your sales team. Companies have choices and often it makes sense to hunt, interview, hire and pay for a full-time sales manager, but this is a position very difficult to fill.

Hiring 278

Hiring Sales Management Motivation Objections 278

Sales and Marketing Management

JUNE 17, 2024

The post Safeguarding Sales: Navigating the Security Landscape of Sales Automation appeared first on Sales & Marketing Management. Security and revenue intelligence are closely intertwined, and an effective security strategy is fundamental to the success of revenue generation.

Sales Automation 227

Sales Automation Revenue Sales Closing 227

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? Most of that group believes that a sales process is helpful. It will be worth it!

Sales Process 345

Sales Process Sales Methodology Decision Maker Pipeline 345

Understanding the Sales Force

SEPTEMBER 29, 2024

I haven’t changed, it’s just that I have cast a wider net relative to sources for my many sales analogies! And yes, there is a sales analogy here. Are you so frustrated with your sales team that you think about starting over? Are you so frustrated with your sales team that you think about starting over?

Scale 191

Scale Lead Rank Hiring Quota 191

Anthony Cole Training

JUNE 14, 2024

Most sales managers say that one of their greatest challenges is their ability to motivate and set goals for their salespeople. If a sales manager can figure out what makes their people “tick,” they can better help them hit their goal numbers. Sales motivation seems like hard work because salespeople often value different things.

Motivation 294

Motivation How To Sales Management Sales 294

Understanding the Sales Force

OCTOBER 19, 2024

My latest sales epiphany happened while I was watching Friday’s American League Championship Series game between the Yankees and the Guardians. And because this is my brain, this article is actually about sales, not baseball! Sales Leaders should root for their salespeople the way I root for the Red Sox. This is huge!

Epiphany 191

Epiphany Real Estate Face-to-face Coaching 191

Anthony Cole Training

SEPTEMBER 6, 2024

An effective sales proposal is less about what the proposal includes and more about what the end result is supposed to achieve. In fact, many sales proposals are delivered much too soon and inappropriately, often generated because the prospect asked to "see what you can do."

Proposal 239

Proposal Sales Prospecting Sales Process 239

Sales and Marketing Management

NOVEMBER 21, 2023

Gartner Director Analyst Adnan Zijadic discusses his report “How GenAI Will Revolutionize Sales Force Automation Platforms.” The post How Generative AI Will Transform B2B Sales appeared first on Sales & Marketing Management.

B2B 376

B2B Report Sales Marketing 376

Sales and Marketing Management

AUGUST 7, 2024

Ric Neely of Hinda explains why B2B sales teams are increasingly using incentive programs that reward reps for completing steps to the sale and not just closed deals themselves. The post Rewarding Sales and the Steps That Lead to Sales appeared first on Sales & Marketing Management.

Leads 156

Leads Marketing Qualified Lead Incentives Incentive 156

Anthony Cole Training

NOVEMBER 7, 2024

Sales leaders must be both effective managers and great coaches by arming their salespeople with the skills to be successful and managing their strengths. This week, we identify the final 5 keys to success in leading a sales team.

Leads 241

Leads Marketing Qualified Lead Coaching Sales 241

No More Cold Calling

JULY 25, 2024

Rusty sales skills won’t win the gold. It’s the same for your sales team. If you want this to be a game-changing year, it’s up to the CRO to make skills-building and practice a requirement, an integral part of your culture, and a major component of your sales strategy. What sales lessons can we learn from them?

Referrals 334

Referrals Cold Calling Coaching Incentives 334

SBI Growth

JUNE 10, 2024

In addition to uncertain economic conditions, the rise in the number of stakeholders and the complexity of buying decisions have introduced new challenges and friction for sales professionals. Fortunately, advancements in artificial intelligence (AI), particularly tools like ChatGPT, provide innovative solutions to these sales challenges.

Sales Process 194

Sales Process Selling Skills Report Buyer 194

Understanding the Sales Force

OCTOBER 30, 2023

Team Photo of the American League Champion 1967 Boston Red Sox I frequently write about taking a consultative approach, where listening and asking questions are the keys for successful sales presentations. The post Two Keys for Successful Sales Presentations appeared first on Kurlan & Associates, Inc. Who cares other than me?

Sales 356

Sales Follow-up Groups Prospecting 356

Zoominfo

OCTOBER 24, 2024

And in the age of AI-assisted sales, what was once a long process of research, targeting, and crafting outreach has now become remarkably fast. But today’s top AI sales assistants don’t just help sales teams work faster — with the right data, AI helps sellers make smarter decisions. What is AI Sales Assistant Software?

Software 130

Software Software Tools Hubspot 130

Anthony Cole Training

SEPTEMBER 27, 2024

Most of the companies and salespeople we work with must do outbound lead generation and relationship building, and many do not have the luxury of filling their sales pipeline with inbound leads. If you are a sales leader or a salesperson in need of an outbound sales strategy, here are our 7 steps to improve your success:

Outbound 256

Outbound Strategy Lead Generation Inbound 256

Anthony Cole Training

APRIL 19, 2024

From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been inconceivable a few decades ago.

Sales Technology 271

Sales Technology Competition Industry Sales 271