SBI Growth

AUGUST 16, 2013

A few months back I wrote a post about becoming an Agile Sales Leader. Buyers have been trained to expect speed, availability, and a self-directed buying experience. Being Outpaced – lead with a product and a price and call it solution selling. Still cold calling via the phone or knocking on doors. Agile is not a process!

Customer 328

Customer B2C Decision Maker Inside Sales 328

No More Cold Calling

SEPTEMBER 18, 2014

While social engagement may seem more noble or altruistic, what really is energizing ssis the adoption of social in the B2B world is the view that it is another channel for executing sales strategy. Digital conversations often take longer and become far more complicated than a simple phone call. How to Get Prospects to Call You Back.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. HBR backs me up on this, suggesting referral selling as a key strategy for gaining new-customer access: “Leverage referrals.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Hubspot Sales

JUNE 5, 2019

What is channel sales? In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. The Definition of Channel Sales.

Channels 111

Channels Lead Rank Hiring Lead Scoring 111

SBI Growth

OCTOBER 11, 2013

He trained his sales leadership team at each company to expect change. He ties everything back to elimination of existing waste or increase in productivity. On the productivity side, Jim uses sales calls and closing ratio. It is targeted on the channel. Technology, training, process and tools. Jim picked a number.

Outsourcing Services 314

Outsourcing Services Hiring Scale Trade Show 314

No More Cold Calling

JANUARY 14, 2021

Register for Back in The Black Sales TV—first episode on January 19. The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. New episodes will premiere on the third Tuesday of every month at 2:00 Pacific/5:00 Eastern on The Sales Experts Channel.

Gatekeeper 265

Gatekeeper Cold Calling Referrals Telemarketing 265

Sales and Marketing Management

FEBRUARY 15, 2021

But in a virtual selling world, training, collaboration and engagement are more challenging. Sales leaders that are finding success training sellers virtually plan a variety of activities to improve learning retention, such as: Providing a mission document that sellers complete as they attend sessions. Drive Results.

Education 194

Education Film Channels Cancellation 194

Allego

FEBRUARY 13, 2020

Yet few organizations harness the speed and ubiquity of mobile to advance their training initiatives. The current state of corporate learning—clunky technology, sporadic training events and poor access to internal expertise—doesn’t do enough to help them succeed. One of them is through formal training.

Face-to-face 115

Face-to-face Channels How To Collateral 115

The Pipeline

APRIL 23, 2019

I have trained some large transport companies, have a good feel for the business, opportunities and challenges. Living it is exactly what prospects are doing when our call interrupts. This forces us to not just be multi-channel in our approach, but also multi-lingual. Being able to talk to it, is not living it.

Prospecting 260

Prospecting Transportation Retail Exact 260

Sales and Marketing Management

OCTOBER 4, 2017

Through a channel partnership network? Most models for building a sales engine haven’t changed much, yet those traditional channel networks are costlier to develop. Gig Economy, the Newest Sales Channel. Building a Gig Channel. Creating a back-end infrastructure is the easy part, and it’s already been done.

Engineering 227

Engineering Hiring Networking Channels 227

No More Cold Calling

APRIL 30, 2020

I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Zoominfo

FEBRUARY 12, 2025

Alright, lets get one thing straight: events are back. But just because were all back in the conference halls doesnt mean we should forget the hard-earned lessons from our COVID-era virtual transformation. Others are pulling back or focusing on decentralized, intimate roadshows and roundtables.

B2B 130

B2B Marketing Strategy Lead Rank 130

Sales and Marketing Management

DECEMBER 22, 2019

Author: Barbara Adey It’s not enough to prepare for a sales call with general industry knowledge. As it stands, only 20% of salespeople are prepared to offer any real value during a sales call. These discussions should carry over into training and enablement. Customer-Centric Sales.

Decision Maker 240

Decision Maker Face-to-face Demographics Call-back 240

Allego

MARCH 13, 2025

But traditional training methodsclassroom sessions, lengthy manuals, and one-off workshopsoften fall short. When integrated into your sales training strategy, this approach fosters continuous improvement, increases confidence, and drives measurable results. What separates top-performing sales teams from the rest?

Lead Rank 62

Lead Rank Call-back Objections Sales Enablement 62

Score More Sales

DECEMBER 23, 2013

As I think back to the years I sold technology and financial services and professional services – my best successes were those where I felt I knew where I was headed. Last year I was able to buy the home I wanted which is on the train line into the office. In your day you need a block of calling time. Write in the present tense.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

No More Cold Calling

JUNE 9, 2019

Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Hubspot Sales

JULY 22, 2024

Why would you need a script for making a cold call? Before the end of the day, you need to make 100 calls. Imagine how stressful it would be to go into each of these calls blind. If you're in a hurry, skip to the script or download free sales call templates.) What is a cold call? Consider this.

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

The Sales Hunter

FEBRUARY 20, 2019

Before you read them, be sure to go back and read the first 40. Truths 21-30: The Art of the Sales Call. Prospecting is an omni-channel activity. The only thing holding you back from success in sales is you! If I didn’t believe in each one of them, I wouldn’t be able to call them a truth.

Prospecting 236

Prospecting Social Media Call-back Media 236

No More Cold Calling

SEPTEMBER 21, 2017

As she put it to me, “If I give you what I have, I will have your back.” Ellen is an engineer turned vice president of channel sales. Before any meeting or presentation, she conducts extensive research and structures her train of thought so she can speak with confidence. Neuroscience backs up these observations.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

Understanding the Sales Force

SEPTEMBER 18, 2023

Similar to the 2023 hurricanes, B2B salespeople take one of five paths: They reach out directly to the Decision Maker They settle for someone who reports directly to the Decision Maker They settle for someone who has influence over the Decision Maker They call on Procurement They call on a business user.

Decision Maker 201

Decision Maker Insurance Insurance Call-back 201

Sales Hacker Training

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Know why you’re training your team before you start. Training during the last 15+ months [10:43]. powered by Sounder. Sam’s Corner [28:12].

Training 119

Training Scale Webinar Metrics Face-to-face 119

Score More Sales

JULY 30, 2014

I was one of LinkedIn’s first 30,000 members way back in the early 2000’s. Because of LinkedIn, I didn’t have to track down where to find him or make calls and leave voice mails. What will you do this week to connect through social channels to those who can refer you, advocate for you, or collaborate with you?

How To 230

How To Twitter Ideal Customer Profile LinkedIn 230

Zoominfo

FEBRUARY 19, 2018

The truth is, most sales reps haven’t received any formal training in this area. 93% of sales executives have not received any formal training on social selling ( source ). Content shared by employees receive 8x more engagement than the same content shared by company/brand channels ( source ). Let’s get started.

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

Understanding the Sales Force

APRIL 4, 2024

Consultative Approach to Selling Call Reluctance is Just as Popular as Ever! Does Being a Strong Qualifier Correlate to Having a Strong Pipeline? 4 Reasons Why Salespeople Suck at Consultative Selling.

Hiring 154

Hiring Sales Leadership Sales Forecasts Forecasting 154

Mr. Inside Sales

AUGUST 7, 2022

If you want to get better selling over the phone, then start where it counts: getting better at making outbound calls. If so, you should check out my channel on YouTube and binge a few quick tips you can use on your very next call to get better. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Resources 156

Resources Gatekeeper Face-to-face Decision Maker 156

Sales and Marketing Management

DECEMBER 14, 2020

Author: TIM RIESTERER Sales training and enablement leaders, it’s time to level up. There are four forever changes transforming sales training and enablement from here on out: Marketing is the sales development team. Sales training and enablement must become buyer enablement regardless of the channel and preferred buyer experience.

B2B 199

B2B Revenue Top of Funnel Margin 199

Allego

FEBRUARY 13, 2025

7 Habits That Helped Me Book More Sales Meetings as an SDR To book more sales meetings as an SDR, it isnt just about making calls and sending emails. Make 15 cold calls instead of Call prospects. Cold calls had a dedicated window. Ill make those calls after lunch. Its about how you manage your time. Follow-ups?

Sales Meeting 62

Sales Meeting Meeting Cold Calling Case Study 62

Zoominfo

JULY 28, 2020

When we were smaller, concessions about resource allocation had to be made and ideas either had to be put on the back-burner or attacked by committee team members as ancillary tasks to our core objectives. It all goes back to supporting growth through personalization in strategy, and partnership with sales. It starts with the customer.

Outsourcing Services 246

Outsourcing Services B2B Hiring Marketing 246

Mr. Inside Sales

APRIL 29, 2022

I was a little offended by this, but I took his advice and channeled my energy into my next pitch, and guess what? ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today.

Face-to-face 156

Face-to-face Gatekeeper Energy Decision Maker 156

No More Cold Calling

JUNE 6, 2019

Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

Allego

JANUARY 16, 2025

Backed by data and real-world insights, this resource reveals strategies to drive revenue growth and build a high-performing sales team. This involves defining your ideal candidate, using a variety of channels to find team members, utilizing assessments, and offering competitive compensation. Download the Report.

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank Lead Scoring Strategy 62

eGrabber

FEBRUARY 26, 2025

Key Takeaways Sales performance has many parts: It needs a clear sales strategy, strong sales training, smart sales coaching, and proven sales techniques to get results. Coach and equip your people: Sales managers and sales leaders must invest in sales training and one-on-one coaching.

Closing 52

Closing Top of Funnel Ideal Customer Profile Incentives 52

Steven Rosen

JUNE 12, 2017

With so many competing demands, with little or no training and development , the question becomes where can you turn to get honest and insightful feedback on overcoming your biggest challenges? Mike Weinberg will be joining me for a no holds barred FIRESIDE Chat called. Where: Sales Experts Channel.

Webinar Metrics 184

Webinar Metrics Sales Management Hiring Case Study 184

Sales Hacker

SEPTEMBER 4, 2020

The Three Problems Holding SDRs Back. Traditional outreach channels are overused. When I ask prospects what tools they use for cold outreach , I get the same answer over and over — cold calling and cold emailing. By using the same crowded channel as everyone else, you reduce the chances of your message being noticed.

Quota 134

Quota Meeting Cold Calling Channels 134

SBI

MARCH 18, 2021

Allego allows sales teams to onboard new reps without having to meet face to face or rely on traditional classroom training. They can pre-board new hires by giving them access to onboarding channels within Allego containing company and product information, welcome videos from the team, and examples of what good looks like.

Hiring 164

Hiring Face-to-face Video Distribution 164

Alice Heiman

OCTOBER 11, 2022

Do you have a channel strategy in place? You may have channel partners as part of your go-to-market strategy, but do you have a strategy that includes how you will support your partners’ success? . I know our audience is excited to hear how to create or improve their channel program. Bruce Stuart, Partner at CHANNELCORP .

Channels 71

Channels Strategy Margin Ideal Customer Profile 71

Sales Gravy

FEBRUARY 23, 2025

Ten minutes later it rang again with a call from the same number. This time, however, I was walking up to a birdie putt so I sent the call to voicemail. After finishing my round I looked at my voice messages to see who had called but there was no message so I didnt give it another thought. I havent heard from him since.

Scale 56

Scale Inbound Distribution Call-back 56