Pointclear

MARCH 26, 2015

In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. The Essential Handbook for Prospecting and New Business Development. A compelling message is a sales rep’s most valuable weapon.

Handbook 100

Handbook Prospecting Sales Coaching Twitter 100

DiscoverOrg Sales

DECEMBER 4, 2017

This is in spite of the fact that most of it is created for sales and channel enablement purposes. A similarly scary statistic came from Docurated’s State of Sales Productivity 2015 study, which found that salespeople only spent 1/3 of their time actually selling. Training, training, training.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. As a brand new sales person in 1980, we called those sales contests. I remember participating in a “Prospecting Scavenger Hunt” in 1985.

Fashion 112

Fashion Face-to-face Social Media Analytics 112

Salesmate

SEPTEMBER 18, 2020

The real key to building a winning sales team is effective sales management. Are you wondering how to manage a sales team effectively? Well, you can get many tips, tactics, and strategies from various sales management books. Best sales management books you must read. Author- Kevin F.

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

Your Sales Management Guru

SEPTEMBER 29, 2014

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. What is your sales process? First, it depends. Care to share?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Sales Training Connection

JANUARY 16, 2015

As Bain points out: “Many buyers will have researched a supplier, queried some of its customers and screened the supplier out of consideration before the supplier’s rep has an opportunity to contact the prospective buyer. So what are some things a company can do right now to do a better job getting ready for 2015? Selection.

Hiring 50

Hiring Sales Management Ideal Customer Profile Segment 50

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

Understanding the Sales Force

JUNE 20, 2023

Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Today, I am continuing the music analogy, but this time, as it relates to motivational tools. Let me explain and then I’ll pivot to selling.

Motivation 156

Motivation Pipeline Hiring How To 156

Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received. Becoming “brilliant in sales execution” during each stage is critical. However as I consider the general area of sales we see several trends.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Cincom Smart Selling

MARCH 31, 2015

Cincom recently attended Microsoft Convergence 2015, which took place in Atlanta, Georgia. If a sales manager or sales rep can’t access CRM or the sales tools they need while they’re on the road, it’s likely that you won’t be doing business with them. Related Posts. Top Trends of Microsoft Convergence 2014.

Microsoft 48

Microsoft Trends Conference CRM 48

Sales Training Connection

AUGUST 10, 2015

Sales Mastery 2015. According to Bain & Company, B2B sales executives have seen tremendous disruption in how customers buy in recent years – and they see no reason to think it won’t continue. The folks at Bain surveyed 550 B2B sales executives. ©2015 Sales Momentum, LLC. World-of-work. Confidence.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

Your Sales Management Guru

DECEMBER 15, 2014

Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. Andy has put together 40 chapters of concise, practical and most important the right information that when implemented can drive your sales to the next level. Prospecting. By Andy Paul.

Top of Funnel 82

Top of Funnel Lead Rank Lead Scoring Funnel 82

No More Cold Calling

JANUARY 29, 2015

For ideas to fill that funnel and make 2015 your best sales year ever, check out what you might have missed from No More Cold Calling this month: How to Avoid the Trash Folder If you’re sending emails to prospects you don’t know, don’t be surprised when you get deleted. Read more.) Read more.) Read more.).

Referrals 120

Referrals Hiring Cold Calling Top of Funnel 120

The Brooks Group

DECEMBER 28, 2015

2015 was a big year for The Brooks Group, and we’re going to brag a little. Our achievements this year included: Bronze Stevie Award for Sales Training Practice of the Year. Top 20 Sales Training Company, Training Industry. Top 20 Sales Training Company, Selling Power Magazine. Top 7 Articles of 2015 . Learn More.

Journal 40

Journal Territories Groups Coaching 40

Pointclear

DECEMBER 8, 2016

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. and “Sales Management. Simplified.”

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Hubspot Sales

MARCH 10, 2020

Welcome to the 2020 sales process where every single customer or sales initiated action is examined, scrutinized and obsessed over by sales people, sales managers, sales operation people and senior management. The ideal outcome of an introductory meeting was a product demo.

Pipeline 134

Pipeline Lead Rank B2B Marketing Qualified Lead 134

Your Sales Management Guru

OCTOBER 20, 2014

Then those kinds of prospects with similar demographics become your only targets for marketing and for sales prospecting. Take an analytical approach to understanding your customer base, it will drive better messaging, increase order rates and improve your profitability-sounds like an excellent formula to get started on 2015!

Demographics 84

Demographics Analysis Margin System 84

Your Sales Management Guru

SEPTEMBER 6, 2016

High–Profit Prospecting. It seems like new sales books are coming out every week but I can promise you this; this is one that must be in your sales library. It has made the Acumen Sales Book Club list. Time Management for Prospecting. It is a sales training session all by itself! book review-.

Prospecting 40

Prospecting Face-to-face Lead Rank Lead Scoring 40

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Coaching Benefits 1.

Sales Coaching 116

Sales Coaching Coaching Benefit Construction 116

Your Sales Management Guru

OCTOBER 27, 2014

While everyone maybe thinking of their Halloween costume or what tricks or treats they may provide, as sales leaders we must consider the bigger picture. The question is: as an owner or sales leader how are you lowering the fear in your sales teams and how are they approaching their prospects or clients to lower their fears?

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

Sales Training Connection

APRIL 15, 2015

You have to act like a leader before you’re appointed to a leadership position, and you have to manage your own leadership path … only be exiting your comfort zone can you develop “outsight”— the term she coins to describe the valuable perspective gained through actions.”. So let’s translate this message to sales management.

Sales Management 50

Sales Management Sales Leadership Coaching Sales Coaching 50

Allego

FEBRUARY 7, 2023

Do More with Less Download the Do More with Less Sales Enablement Kit and learn how to consolidate your sales enablement tools and maximize revenue, engagement, and results. 4 Sales Technology Trends for 2023 1. Prospecting and Deal Management Will Be Top Sales Tools Sales teams use a variety of tools, the Outreach survey found.

Sales Technology 123

Sales Technology Trends Hiring Webinar Metrics 123

Pointclear

MARCH 17, 2015

Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. The Essential Handbook for Prospecting and New Business Development. Simplified.:

Handbook 100

Handbook Face-to-face Inbound Outbound 100

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). In essence, how are you connected via your team by 2nd and 3rd degree to any client prospect. The Social 3.0

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Hubspot Sales

JANUARY 3, 2018

According to Docurated’s State of Sales Productivity 2015 , salespeople spend roughly one-third of their day creating content. Rather than having each rep develop their own messaging, questions, and resources to use with prospects, give them ready-made content. The sales process: This section is absolutely critical.

Ideal Customer Profile 145

Ideal Customer Profile Buyer Persona Guidelines Hiring 145

Hubspot Sales

JANUARY 26, 2022

Always in Demand : Sales jobs are always available and are forecasted to continue growing. Mid-level sales manager roles are growing at a 7% rate , and that's without accounting for entry-level positions. Transferable Skills: Once you land a job in sales, you can do anything. Con #1: Poor performance can affect your pay.

Sales Qualified Lead 105

Sales Qualified Lead Salary Scale Commission 105

No More Cold Calling

SEPTEMBER 15, 2015

If, for example, you are trying to close a complex sale, prospective clients probably won’t take your word alone as proof your company can seamlessly deliver on your proposal. You might need to hold a meeting where your client hears it directly from the horse’s mouth, necessitating involvement from non-sales colleagues.

Negotiation 120

Negotiation Lead Rank Lead Scoring Leads 120

Your Sales Management Guru

JUNE 27, 2016

What I really thought was special in this book was a not only did Mr. Lipsius discuss these selling concepts, but by using the story line and introducing various salespeople, sales situations and prospective customers throughout the book; he shows the reader how each of the 10 laws can be used to improve the selling relationship.

Top of Funnel 65

Top of Funnel Funnel Training Influencer 65

Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Platinum Rules for Success

DECEMBER 26, 2018

This week on Platinum Rules for Success, sales expert Jim Cathcart pulls back the curtain to reveal today’s primary sales competencies and the reason WHY for each. Building on the eight primary sales competencies tested by that ground-breaking assessment, Jim Cathcart reminds us to remain focused on the true purpose for each.

Loyalty 87

Loyalty Sales Cycle Lead Rank Lead Scoring 87

Sales Hacker

FEBRUARY 7, 2018

CASE IN POINT: In 2015 Randy had grown sales from $800k to $4M in ARR. In 2015 Randy had kept pace with the growth in the market. The sales leader starts hiring new people… and with that, the downward spiral continues. However, as these companies quadruple their sales teams they scale failure.

Scale 94

Scale Lead Rank Sales Qualified Lead Hiring 94

Sales Hacker

AUGUST 4, 2020

The platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect, every time, enabling personalization at scale, previously unthinkable. It’s not 2015. But science to me is just as important in your journey to become a great sales professional, and science is discipline.

Outsourcing Services 115

Outsourcing Services Hiring Lead Rank How To 115

Xactly

AUGUST 13, 2018

Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize.

Territories 70

Territories Software Software Benefit 70

SBI

MAY 11, 2015

Sales ToolSkool Video Transcript: This week’s topic is how to optimize the entire sales process from lead to revenue. The sales process begins when prospects visit your website. This helps your salespeople provide relevant information their prospects will value. I’ll be talking about CallidusCloud.

Hiring 50

Hiring Territories Compensation Distribution 50

Jonathan Farrington

OCTOBER 5, 2014

Recognise when to treat an old account as a new prospect and keep the relationship fresh, alive and maintain profitability. Never entertain business they do not want because they recognise that it takes just as long to work an unprofitable opportunity through the sales funnel, only to lose it at the death, as it does a profitable one.

Top of Funnel 50

Top of Funnel Penetration Decision Maker Cold Calling 50

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. Any advanced selling system is based on the fundamentals however you have to leverage a process and acknowledge the nurturing required for an effective sales cycle to happen in social environs over time. A one size fits all approach simply won't work.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Your Sales Management Guru

MAY 23, 2016

Building a Culture of High Performance: Sales Games. At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded. Never run contests to the last day of the month or sales period.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Incentive 52