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. My wife thought I would enjoy a book she found at the airport bookstore and I agreed that it looked compelling. Cold-Case Christianity is a book by J. It will be worth it! We’re almost there.

Sales Process 348

Sales Process Sales Methodology Decision Maker Pipeline 348

No More Cold Calling

JUNE 27, 2024

This month, in celebration of 28 years of referral selling, both my books are on Kindle for $1.99 So, this book discusses how and when to rely on technology, and when to step away from the computer and make a human connection. My Kindle books are here and are available in countries around the world. each until July 4, 2024.

Referrals 156

Referrals Cold Calling Social Media Sales Qualified Lead 156

No More Cold Calling

MARCH 25, 2021

Who paved the way for women in sales? Yet, even with gender biases and cultural norms working against them, there were women trailblazers in every century, including women sales leaders. Blazing a Trail for Women in Sales. Most notable among early women sales leaders is Lucinda W. Picture yourself in 1900.

Hiring 379

Hiring eBook Cold Calling Scale 379

Understanding the Sales Force

FEBRUARY 22, 2023

I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more. They average only 1.5

Top of Funnel 409

Top of Funnel Positioning Scale Inbound 409

No More Cold Calling

SEPTEMBER 14, 2023

Business book testimonials are all the same. They tell you how a book is a must-read, packed with powerful strategies. I often wonder if the testimonial writer actually read the book. I’m not going to tell you any of that about Buyer First: Grow Your Business with Collaborative Selling , a new book by Carole Mahoney.

Buyer 177

Buyer Strategy Cold Calling How To 177

No More Cold Calling

FEBRUARY 13, 2020

Digital isn’t a sales strategy, hope is not a strategy, referrals are not a strategy, marketing is not a strategy. Sales strategy isn’t yours or mine. An executive reads the latest book and declares the precepts in the book are the company’s new strategy. What does this mean for sales leaders? Register anyway.

Webinar Metrics 339

Webinar Metrics Strategy Cold Calling Customer 339

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. Do you know how to have that kind of sales conversations? I wrote my second book— Pick Up the Damn Phone!: The phone works. Do your salespeople?

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Steven Rosen

SEPTEMBER 26, 2021

this is an important one because sometimes we get frustrated as sales managers and tip #27 says to manage your own motivation. You can read a leadership book or take a leadership course. The post Sales Management Tip of The Week Tip #27: Manage Your Own Motivation appeared first on Steven Rosen. Manage Your Own Motivation.

Motivation 392

Motivation Sales Management Exercises Energy 392

No More Cold Calling

JANUARY 9, 2020

million per sales manager. I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. But I don’t think any sales manager listened, because more than half of reps are still missing quota. I blame the sales manager for having the wrong priorities.

Sales Management 390

Sales Management Hiring Cold Calling Quota 390

The Pipeline

DECEMBER 14, 2020

A Note about Sales Scrum. And so it is with our podcast Sales Scrum. We kicked things off in February, minutes before COVID announced itself, with little more than the goal of exploring sales in a unique way. No need to fret, I am continuing to engage with interesting people with a range of insights on sales.

Call-back 360

Call-back Webinar Metrics Sales Industry 360

Understanding the Sales Force

FEBRUARY 9, 2021

And this was fifteen years before I wrote the best-selling book Baseline Selling ! I brought up the Fantasy Camp experience because it's not all that different from what participants experience when they attend my Sales Leadership Intensive (SLI).

Sales Leadership 367

Sales Leadership Follow-up Coaching Up-Sell 367

The Pipeline

MAY 11, 2020

Sales Scrum Podcast Episode #9 – Guest Jeff Bajorek. I have been looking forward to airing this episode, Jeff brings a no-nonsense approach to prospecting and sales. You may have caught my review of his new book last week hear on The Pipeline, and now you have a chance to hear Jeff expand on a number of points from the book.

Pipeline 283

Pipeline Prospecting Sales How To 283

Understanding the Sales Force

JANUARY 4, 2023

CEOs, Sales Leaders, Sales Managers and HR Directors are under water when it comes to sales selection. After reading Malcom Gladwell's book, Talking to Strangers , I can finally explain why the success rate is so low. They get it right about 50% of the time and that includes salespeople who stay but underperform.

Hiring 296

Hiring Sales Sales Management Tools 296

Understanding the Sales Force

JANUARY 18, 2025

Treat that appointment as you would a sales call and don’t cancel it or reschedule it. For example, keeping the math simple, if you need to close $100,000/month in new business, you have a win rate of 50%, and your average sale is $25,000, then you must close 1 sale per week. Let’s say it’s 20%.

Quota 337

Quota Top of Funnel How To Cancellation 337

Understanding the Sales Force

NOVEMBER 10, 2024

I scheduled a five-minute pre-screening call with a candidate who was recommended and scored quite high on the OMG sales candidate assessment. Within the Sales Posturing Competency, he had a weakness in the attribute, Maintains Appropriate Amount of Patience. what a complete joke you are and your “Bliblical sales study?”

Hiring 348

Hiring Cold Calling Call-back B2C 348

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do. I’m including myself here.

Referrals 328

Referrals Sales Management Hiring Scale 328

Steven Rosen

NOVEMBER 14, 2021

Sales Eagles Soar Turkeys to Get Consumed. If you are chasing your 2015 sales numbers, you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line. When I was running a sales force , I was equally focused on finishing the year off and starting the next year even stronger.

Consumer 374

Consumer Analysis Territories Account 374

Bernadette McClelland

NOVEMBER 13, 2022

They greeted me very politely, explaining they were looking for an ‘Alice Grey’ My first instinct was to think this was a ‘sales ruse’ and therefore not believe them, but as I was about to let them know I wasn’t interested, I decided to give them a chance and hear them out. They did not.

Face-to-face 83

Face-to-face Cold Calling Energy Relationals 83

No More Cold Calling

NOVEMBER 23, 2021

If virtual sales training was ever needed, this was the time. The importance of eye contact in sales (even virtual sales) can’t be overstated. Early on in the pandemic, there was a learning curve as we all adjusted to virtual sales meetings. Virtual sales is not going away, so I’d better up my game.

Video 289

Video Cold Calling Exercises Conference 289

Understanding the Sales Force

APRIL 13, 2021

Even in a book called, A Year of Playing Catch. Tom Schaff was nice enough to send me a copy of this book and there was the inspiration, right there on page 128. Why would someone from the world of sales care about a page out of a baseball book? You can find inspiration anywhere. Goal setting, planning and execution.

How To 334

How To Sales Motivation 334

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

No More Cold Calling

JUNE 10, 2021

I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My entire career had been sales and sales management, and my best business had always come from referrals. Decrease the cost of sales. That got me thinking.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

The Pipeline

JUNE 15, 2020

Sales Scrum Podcast Episode #13 – Guest George Brontén. Lucky 13, I am speaking of my guest on Sales Scrum, George Brontén. As the founder & CEO of Membrain.com, the B2B Sales Enablement CRM, George Brontén is passionate about the art and science of sales. You can see my full review here.

Sales Enablement 289

Sales Enablement B2B CRM Relationals 289

The Pipeline

NOVEMBER 30, 2020

Sales Scrum Episode #25 – Guest Jason Helfenbaum. These solutions have ranged from sales training and behavior modification to tech and policies/procedures and all points in between. These solutions have ranged from sales training and behavior modification to tech and policies/procedures and all points in between.

Policies 280

Policies ROI Channels Training 280

Bernadette McClelland

JULY 5, 2022

So aesthetics aside, let me dive a little deeper for you because it is a book that MUST be on your bookshelf if you are any type of self-respecting business leader or boots-on-the-ground, bag-carrying, zoom-hybrid seller wanting to market themselves in a very noisy world. I wrote: . Secondly, your words are amazing. ” . Beautiful. ??

Guarantee 284

Guarantee Strategy Journal Lead Rank 284

No More Cold Calling

APRIL 3, 2020

We see deals in our sales pipeline postponed or disappearing. Sales leaders: Lead generation must be your primary focus. What do businesses typically do when clients stop buying and the sales pipeline dries up? If You Freeze Up, So Does the Sales Pipeline. If You Freeze Up, So Does the Sales Pipeline.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

Understanding the Sales Force

JANUARY 28, 2021

In 2005 I took my passion for sales development and my passion for baseball and married them together to write the best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. Today, fifteen years later, that book is still #15 on Amazon.

Strategy 358

Strategy Twitter Course Video 358

Anthony Cole Training

DECEMBER 21, 2023

I am enjoying reading the book Selling to the C-Suite by Nicholas A.C. The book is an excellent summary of how selling to C-Suite executives is so dramatically different from selling in the lower levels of a company. Read and Stephen J.

Sales 258

Sales Company Banking Sales Coaching 258

No More Cold Calling

MAY 28, 2020

This was even the premise of my second book, Pick Up the Damn Phone!: I wrote that book because I was horrified when reps started telling me they didn’t need to talk to prospects and clients anymore. Conversations have become less frequent, email spam has skyrocketed, and social media is the new breeding ground for sales pitches.

Referrals 391

Referrals Cold Calling Social Media Social Selling 391

Bernadette McClelland

DECEMBER 27, 2018

Maybe we raise a glass or two and valiantly declare to those around us how we are going to solve the world’s problems, shove the job, write a book, pop the question or that this will be the year we’ll own our own metaphorical mountain. Book your Conference or Sales Kick Off Meeting today! , hat tip the year that was. Some won’t.

Comparison 363

Comparison Discount Conference Energy 363

Steven Rosen

AUGUST 22, 2021

Sales are Down. I always hated having to explain why sales are down. Sales executives and managers have no shortage of challenges. I faced challenges when sales were off. One year in February we were already behind budget in sales. Tip #12: Proactively Manage your Boss When Sales are Down.

Cancellation 245

Cancellation Face-to-face eBook Follow-up 245

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

Sales Leadership 218

Sales Leadership Hiring How To Account Based Marketing 218

Mr. Inside Sales

DECEMBER 23, 2023

What are your plans to make this your best year in sales ever? Here are three things I did all those years ago that changed my sales career, and my life, forever: #1) For the first ninety days in 2024, make a commitment to listening to at least ONE call a day. 3) Invest in, study, and use the scripts in this book.

Face-to-face 233

Face-to-face Gatekeeper Decision Maker Licensing 233

Steven Rosen

SEPTEMBER 20, 2022

BOLD Sales Leaders will perform best in a rapidly changing environment. It is not the most competent or the smartest sales leader that will survive, but rather the sales leader that is BOLD and can adapt to change will thrive. I don’t care if you are the head of sales or a front-line sales manager. Behavioral.

Sales Leadership 295

Sales Leadership Face-to-face Follow-up Coaching 295

Sales 2.0

JULY 8, 2022

Meanwhile most high tech companies accept this level of productivity in their sales departments. It can be a critical step in filling your sales pipeline with great opportunities. Sometimes that need is something your product can address and hence a sales opportunity is created. Do you know how you help?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Sales and Marketing Management

MAY 10, 2020

The use of Zoom and other face-to-face applications to carry out sales calls instead of doing them in person is the new normal. Encouraging the Team Through Changing Sales Climates. To me, the most important role of management is to motivate and remove obstacles for their sales teams. Shifting Messaging .

Face-to-face 302

Face-to-face Hiring Lead Rank Lead Scoring 302