Understanding the Sales Force

JANUARY 24, 2014

After his football career ended, Chatham went back to school and received an MBA from Babson in 2011. It got me thinking about the road most often taken to sales management. Compared to the rocky road to coaching in the NFL, the road to sales management absolutely sounds like a road paved with gold!

Sales Management 220

Sales Management Webinar Metrics Coaching Sports 220

Mr. Inside Sales

MAY 21, 2022

Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard? Check out our best inside sales training available on the Internet: On-Demand Training! And until you find out what’s really holding your prospect back, you’ll just go around and around in circles. Teamwork concept.

Closing 156

Closing Training Gatekeeper Face-to-face 156

LeadFuze

MAY 17, 2021

What is a Sales Manager. A sales manager is a person that’s responsible for building, leading, and managing a sales team within an organization. . A sales manager will work closely with managers of other departments, as well as communicate with prospects and customers on a regular or semi-regular basis.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

Vengreso

MARCH 2, 2021

Sales Prospecting Techniques. Old school prospecting like cold calling may still work at times but it’s a numbers game (it takes about 8 calls to get someone to pick up the phone and that’s just one touchpoint). We call it the C2C or converting a connection to a conversation. Sales calls by 28%.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Understanding the Sales Force

SEPTEMBER 25, 2018

Invariably, each drive back home has taken twice the time it should have because of road construction. Nearly every coaching call with a salesperson is about a delayed closing. Nearly every coaching call with a salesperson is about a delayed closing. Delays, delays, delays.

Closing 264

Closing Construction Call-back Coaching 264

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 110

Sales Management Hiring Top of Funnel Funnel 110

The Sales Hunter

MARCH 7, 2014

Do you or your friend ever suffer any of the following conditions: A hesitation to answer the phone when a customer is calling. Hesitation to call customers and especially to call prospects. Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.”

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

Mr. Inside Sales

AUGUST 28, 2017

Unfortunately, whenever I go into a company and listen to their pitch, or the way they handle objections, or open their calls, I hear it. Many sales teams, and sales reps, are practicing poor selling techniques over and over again. Practicing poor selling skills has another danger as well.

Call-back 124

Call-back Face-to-face Selling Skills Objections 124

Allego

NOVEMBER 10, 2022

Competition is greater than ever, buyers are cautious, your industry is constantly changing, and sales managers have little time to ensure their reps get the coaching they need. Fifteen years ago, companies would cut back everything. Sales organizations have to invest in tech, he said, because virtual selling is on the rise.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

Allego

OCTOBER 15, 2024

This results in fewer back-and-forths and a more efficient path to closing deals. Increase Win Rates: Positioning your sales team as experts gives them a competitive edge. Buyers are more likely to choose a solution when they believe the sales rep truly understands their business.

Consultative Selling 62

Consultative Selling Lead Scoring Lead Rank How To 62

Adaptive Business Services

FEBRUARY 10, 2021

His book, “Sales Manager Survival Guide” , is the best I have read on that subject matter. Recently Dave published a couple of articles on prospecting where he shared that, when sales are low, the answer that most sales managers have is … “We need to fill the pipelines! I’m not making more calls.

Telemarketing 77

Telemarketing Cold Calling Social Media Call-back 77

Allego

JANUARY 16, 2020

Today’s post is by Colleen Stanley, President of SalesLeadership , a sales development firm. She is the creator of the Ei Selling System ®, a powerful sales and management training program that integrates emotional intelligence skills with consultative selling skills. It’s not impossible.

Strategy 116

Strategy Consultative Selling Selling Skills Face-to-face 116

Mindtickle

JUNE 28, 2021

The problem is that for too long, sales managers have relied on a one-size-fits-all coaching playbook and hoped for the best. Not only should sales coaching be personalized to each rep, but it should also be backed by data. . This will gauge their overall confidence in selling your solution. .

Coaching 95

Coaching Sales Coaching Data Conversion 95

A Sales Guy

SEPTEMBER 23, 2019

Too much activity management. “Welcome to the team,” said my new sales manager, as he dropped a giant yellow pages phonebook on my desk. That was selling in 1996. There was no Outreach or Salesloft to provide cadence support (I built my own cadence, and BTW cadence wasn’t even a thing back then).

Sales Tools 108

Sales Tools Tools Cold Calling SalesForce 108

The Sales Hunter

FEBRUARY 21, 2014

I base this on the number of phone calls and emails I’ve received the last few months from sales managers and other senior people looking for sales talent. Up until 5 years ago, many salespeople could rely on the phone ringing to generate the sales they needed. Today it’s a whole new ballgame.

Hiring 215

Hiring Selling Skills Sales Talent Training 215

SBI Growth

AUGUST 27, 2013

As a VP, you have various training options with your reps to generate sales. Training typically involves selling skills or negotiation methods. Major interactions are best prepared for with a call plan. Simple call plans help prepare and keep the interaction focused on the objectives wanted.

Closing 306

Closing Pipeline Call-back Buyer 306

Jeffrey Gitomer

OCTOBER 19, 2011

It remains an enigma to me that more salespeople don’t use it to replace the cold call (which ain’t no fun). If you network smart, it’s the easiest way to make sales contacts. Hot sales contacts. Categorize them on the back of their card as soon as you get it. (A. Get Sales Blog Updates.

Networking 314

Networking Hiring Prospecting Social Media 314

Adaptive Business Services

AUGUST 30, 2017

I spent most of my professional life as a sales manager in some form or another. I gave up managing 12 years ago largely because I was tired of the stress. Selling is much more fun! Dave Brock’s excellent book, “Sales Manager Survival Guide” , would be my blueprint. What I can teach …. Evaluation.

Hiring 54

Hiring Sales Management Face-to-face Training 54

Gong.io

MARCH 16, 2020

Put it in practice: Running pipeline meetings effectively means cobbling together information from a lot of different sources (CRM, email, calls, notes) AND thinking strategically about what to do next. Nothing takes the wind out of a big win like turning back and having no one to high five. Training can get some of the mojo back.

Strategy 145

Strategy Hiring Call-back Handbook 145

Allego

JULY 28, 2022

In this roundup, they share their sales enablement strategies to improve the buying experience and drive results anywhere, anytime. Just-in-Time Learning Key to Virtual Selling Success. The need to interact with customers via video calls has forced sales reps to change years-old best practices.

Sales Enablement 115

Sales Enablement Strategy Top of Funnel Face-to-face 115

Mindtickle

MAY 25, 2021

Organizations with a dedicated sales enablement program increase average quota attainment between 45% to over 52%. Sales readiness and enablement are now an essential part of the sales ecosystem, influencing selling skills before, during and after buyer interactions to accelerate win rates and optimize the sales cycle as a whole.

Software 80

Software Software Conversion Hiring 80

Zoominfo

JULY 13, 2021

We announced the acquisition of Insent last month (now called ZoomInfo Chat ). With Chorus, the entire organization can make better decisions by surfacing insights and analytics that you would only get if you sat in on every sales or customer success call. ZoomInfo); Sales Engagement Platform (e.g.

Top of Funnel 130

Top of Funnel Conversion Marketing Lead Rank 130

Janek Performance Group

MARCH 9, 2022

In the movie he’s required to make 100s of cold calls daily to prospective clients. He realized that drinking water caused him to use the bathroom, so he avoided drinking water at work to maximize his call volume. The opportunity cost as a sales rep of doing things that add no value to our performance can be an expensive luxury. .

Engineering 62

Engineering Lead Scoring Lead Rank Maximizer 62

The Sales Hunter

NOVEMBER 25, 2011

Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. Retail Sales Trends. You have amazing sales calls with amazing results, just as they can complete the pass no one expected.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

DECEMBER 2, 2011

Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. Retail Sales Trends. At the end of each day, look back and congratulate yourself for the most significant thing you accomplished that day.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

Gong.io

APRIL 9, 2019

The shift from FIELD sales, to INSIDE sales means one thing: Data. Instead of selling being face-to-face with NO data being captured, selling happens digitally. Reps make phone calls, send emails, and have web meetings. Sales coaching today DEMANDS that you use this data to fuel your coaching efforts.

Sales Coaching 121

Sales Coaching Coaching Top of Funnel Call-back 121

Vengreso

JUNE 27, 2022

Gone are the days when B2B sales were about making a hundred cold calls a day or visiting clients in person. Also gone are the days when ideal customers from your target companies are knocking at your sales team’s doors in droves. We’re going to help you also understand the B2B sales processes, strategies, and more.

B2B 128

B2B Top of Funnel Decision Maker Ideal Customer Profile 128

Allego

MAY 31, 2022

Best Practices for Leading Virtual Sales Teams. 4 Virtual Selling Best Practices. Train on New Selling Skills and Processes. Since 2020, the idea of how to adjust selling skills and methodology has been evolving. Virtual selling on Zoom is a misconception,” Bob Basiliere says.

Face-to-face 62

Face-to-face Consumer Buyer Coaching 62

The Sales Hunter

MARCH 18, 2012

Guest post Monday and we have Ken Thoreson of Acumen Management Group sharing why it is so important to be prepared for that important sales call. Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. ” “How will you open the call?”

Call-back 186

Call-back Groups Sports Selling Skills 186

No More Cold Calling

MAY 24, 2011

No More Cold Calling OnDemand™. Referral Selling Training Programs. No More Cold Calling. The No More Cold Calling Private Client Program. I will be your Outsourced Sales Manager and will work with you on the following: Create your company sales plan. Develop your proprietary Sales Process.

Cold Calling 212

Cold Calling Outsourcing Services Hiring Top of Funnel 212

Allego

APRIL 21, 2022

After more than two years of the COVID-19 pandemic, many companies are welcoming employees and guests back to their offices. And even after months of adjusting, you might still be struggling to adapt to this digital transformation and lead your sales team into a tech-driven new world. Mastering virtual selling skills.

Hiring 71

Hiring Video Distribution Buyer 71

Mindtickle

JUNE 28, 2021

The problem is that for too long, sales managers have relied on a one-size-fits-all coaching playbook and hoped for the best. Not only should sales coaching be personalized to each rep, but it should also be backed by data. . This will gauge their overall confidence in selling your solution. .

Coaching 52

Coaching Sales Coaching Data Conversion 52

Allego

SEPTEMBER 22, 2022

What I took away from that was how challenging it can be to balance priorities in travel-intensive roles, whether you’re in the field, in sales management, or some supportive role. “I If you look back at the preceding year and say, ‘Here are all the things we thought were going to happen in 2021.’ It’s that simple.

Face-to-face 103

Face-to-face Pivotal Licensing Selling Skills 103

Gong.io

SEPTEMBER 8, 2021

Use these 3 money-making sales call scripts to kickstart your sales demo script. Now back to the demo script: Most reps make the mistake of saving the big stuff for the finale, the tail end of their sales demo. This highly successful approach works consists in tying your product demo back to specific pain points.

ACT 109

ACT Examples Call-back Lead Rank 109

The Sales Hunter

JANUARY 5, 2012

Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. Retail Sales Trends. More importantly, they blow up several of the myths most people have come to believe regarding sales. sales goals.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

Gong.io

AUGUST 10, 2022

By this point, you know what consultative selling is, why it works, and how it is different from a more traditional, product-based sales approach. . Now let’s talk about how to improve those consultative selling skills. Understanding your buyer is a tenant of consultative selling. And we mean all-in.

Consultative Selling 62

Consultative Selling ACT Cold Calling Call-back 62

Sell Integrity

SEPTEMBER 22, 2020

Instead, they’re being forced to adapt to a selling reality that requires getting an appointment, running a technology-driven meeting and adhering to tightly scheduled agendas. In all likelihood, the future of healthcare sales will be a blend. Helping Healthcare Sales Reps Adjust to Virtual Selling. Join them on calls.

Face-to-face 82

Face-to-face Pivotal Gatekeeper Energy 82