Understanding the Sales Force

OCTOBER 21, 2013

This elite salesperson is also described in my 2005 best-seller, Baseline Selling , where I introduced a sales process milestone called SOB Quality (speed on bases, a baseball expression). Questions that challenge the prospect''s thinking is the essence of the Challenger. In this scenario, without context, James is correct again.

Lead Rank 253

Lead Rank Decision Maker Call-back Sales Qualified Lead 253

Pointclear

MAY 15, 2012

Marketing managers regularly ask me how to predict the number of leads (really raw inquiries) needed to achieve quota (I wish more sales managers would also ask). Quota dollars / average sales price / buying percentage (45%) ii / close ratio (your market share) = inquiries needed to make quota. ii Called the Rule of 45.

Quota 165

Quota Telemarketing Sales Qualified Lead Follow-up 165

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Hubspot Sales

APRIL 1, 2020

What do jellyfish , a Dyson AM09 Fan Heater , and Peyton Manning's 2004 regular season have in common? And Peyton Manning broke the NFL record for Adjusted Net Yards per Pass Attempt in 2004 before losing to Tom Brady in the playoffs. Sales efficiency is, in large part, a measure of the speed of your sales operations.

Sales Qualified Lead 125

Sales Qualified Lead Construction Inside Sales Travel 125

Hubspot Sales

NOVEMBER 2, 2017

Jeffrey Gitomer wrote The Little Red Book of Selling back in 2004, diving into what he believes are the 12.5 principles of sales greatness. He teaches readers how to pick up on the small details to infer what prospects are thinking. Look up “Sales quotes” in Google, and it’s almost guaranteed you’ll find some Zig Ziglar gems.

Handbook 111

Handbook Hiring Scale Up-Sell 111

Sales Hacker

OCTOBER 14, 2020

We learned that our new approach to selling was not only effective, but it felt natural, kept us at ease, and generated a compelling trust with our prospective client. We wanted a permanent change in perspective that released our sales team’s natural ability to sell wisely and well. The answer was plain. Raising a Client’s DQ.

Face-to-face 128

Face-to-face Lead Rank Lead Scoring Hiring 128

Pipeliner

AUGUST 27, 2018

The Wall Street Journal reported ongoing sales chicanery at the company, and traced its roots back to 2004 ( American Express Gave Small Business Customers One Rate, Then Secretly Raised It ), July 31, 2018). A sales trick that predates the invention of snake oil. Or, the sale rep’s. Obfuscation of facts.

Journal 72

Journal Margin Face-to-face Negotiation 72