Zoominfo

SEPTEMBER 10, 2020

Learn 12 Ways to Handle Sales Pressure and make sure you #hityournumber this quarter! How Sales Dialers Help Close Deals Faster. Sales dialers save you time and take out the chance for manual error. If you’re still not convinced, here are a few ways sales dialers allow your sales team to close more deals, fast.

Closing 264

Closing Call-back How To Outbound 264

Sales 2.0

AUGUST 29, 2022

It can be a “triple whammy” for the company as they lose the revenue of a top performer, need to fill a critical “seat” in the sales organization and have a group of salespeople that are not performing to their full potential. Per David Brock, a sales manager’s job is to be a coach.

Sales Management 195

Sales Management Face-to-face Proposal Promotion 195

Sales 2.0

AUGUST 29, 2022

It can be a “triple whammy” for the company as they lose the revenue of a top performer, need to fill a critical “seat” in the sales organization and have a group of salespeople that are not performing to their full potential. Per David Brock, a sales manager’s job is to be a coach.

Sales Management 39

Sales Management Face-to-face Proposal Promotion 39

Zoominfo

AUGUST 11, 2021

No business can survive for long without a healthy sales pipeline. It’s what keeps your sales team organized and focused on managing opportunities to close deals. Unfortunately, many B2B organizations suffer from ineffective sales pipeline management. The Proposal. High-value deals get stuck.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

Sales 2.0

APRIL 27, 2014

Probably because I’m so keen on helping sales people I tend to be a pretty “open” buyer. I don’t play my cards close to my chest at all. I try to guide the sales person to the best outcome pretty quickly. And I didn’t even mention writing proposals. Proposal writing soaks up immense amount of time (and resources.)

Lead Rank 268

Lead Rank Lead Scoring Proposal Gatekeeper 268

Understanding the Sales Force

NOVEMBER 13, 2013

It''s their sales managers, who are almost as much in the dark as their salespeople. Want an example of sales management being in the dark? End of Quarter Closing is a great example of sales management dysfunction! Who is holding them accountable and allowing this malpractice to continue?

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

No More Cold Calling

AUGUST 20, 2015

Think your team has a “closing” problem? How often have you heard leaders say, “My salespeople can’t close”? If you’re a sales manager, you’ve probably even said it. But failing to close is never the real problem. If his team wowed the client, they had an opportunity to close a million-dollar deal.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

SBI Growth

JUNE 23, 2013

In this post we will discuss how pipeline reviews can expose Sales Management. Here is an example pipeline review between a Private Equity firm and Sales Leader. This Sales Leader had aggressive goals. Sales Leader: Ok. Sales Leader: Sometimes my team enters deals into the CRM once they are ready to propose.

Pipeline 321

Pipeline Quota Sales Cycle Proposal 321

SBI Growth

DECEMBER 23, 2012

Sales processes are almost always designed inward out. A group of sales managers and reps get together and determine how they think they should sell. They cobble together activities that occur during a sale. Submit a proposal (Phase 3). Close the deal” (Phase 6). Identify need (Phase 2). It doesn’t work.

Forecasting 316

Forecasting Sales Forecasts Top of Funnel Proposal 316

Understanding the Sales Force

JANUARY 28, 2014

This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? I will be speaking at the Sales 2.0

Lead Rank 246

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 246

Understanding the Sales Force

NOVEMBER 3, 2014

While that''s the case with technology, it doesn''t vary too much from that in non technology sales where most people believe that sales success boils down to one of two things; either a critical mass of meetings, or a proposal or quote. I''m sure I''ve missed a few but you get the gist.

Sales Methodology 217

Sales Methodology Inbound Decision Maker Consultative Selling 217

Hubspot Sales

AUGUST 12, 2018

Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. You're not the only salesperson who feels apprehensive about the close. Here are a few proven closing techniques, and why they're so effective. Sales Closing Techniques. The Now or Never Close.

Closing 145

Closing Discount Fashion Objections 145

Understanding the Sales Force

APRIL 17, 2013

Non-Supportive Buy Cycle (the way that salespeople buy things doesn''t support ideal sales outcomes). Tendency to Get Emotional (I was so excited to close the business so I got right to the point). Their sales managers are not holding them accountable for qualifying. Train the sales managers to coach the appropriate way.

Decision Maker 269

Decision Maker Consultative Selling Buying Cycle Proposal 269

Understanding the Sales Force

JULY 8, 2014

Do you have salespeople who find enough opportunities, but struggle to get them closed? They find a few opportunities and spend hours writing and delivering proposals, presenting, following up and chasing closable prospects with little to show for it. Don''t mistake proposals for effectiveness. Don''t mistake busy for smart.

Top of Funnel 252

Top of Funnel Proposal Coaching Networking 252

Mr. Inside Sales

OCTOBER 25, 2019

Is it something like: “I’m just calling to follow up on our proposal….”. I know you were meeting with your boss about our proposal, and I know you were recommending this to him. As you can see, what you’re doing here is reinforcing and assuming the positive outcome here—rather than opening your closing call with doubt and uncertainty.

Follow-up 120

Follow-up Closing Face-to-face Call-back 120

Understanding the Sales Force

JANUARY 14, 2014

If a modern-day sales process is milestone-centric (key outcomes that must be achieved during a sales cycle), then a modern-day sales methodology must support those milestones. As sales processes go, the steps could be as simple as the following: Appointment. This is a horribly designed sales process! Negotiation.

Sales Methodology 271

Sales Methodology Negotiation Proposal Analysis 271

The Pipeline

AUGUST 14, 2014

Examples in sales may be lead to opportunity conversions, or proposals to close. You often hear sales managers and director speak of how they are doing against their KPI’s. Determined in advance, measurable and quantifiable, they are instrumental in helping to assess progress, and plan course correction if needed.

Workbooks 288

Workbooks Incentives Incentive Distribution 288

SalesFuel

APRIL 11, 2024

Zoom became a lifeline for millions working from home and a savior of reps competing for a remote sales closing. And for sales professionals, a new, robust communication channel has been launched. However, a critical dialogue, such as a sales closing, is best handled with a personal interchange.

Closing 115

Closing Face-to-face Tourism Hiring 115

SBI Growth

FEBRUARY 15, 2013

Sales reps love closing big deals. If your sales team has lost a big deal recently, this article is for you. The most troublesome loss is one the sales team virtually guaranteed. The most troublesome loss is one the sales team virtually guaranteed. We were finishing up some last bits on the proposal and T&Cs.

Call-back 282

Call-back Guarantee Exercises Follow-up 282

SBI Growth

NOVEMBER 14, 2012

But it’s your ICP numbers that will help to increase your close rate and put money in your pocket. 66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. After all, sales management is responsible for Sales Performance Management.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

No More Cold Calling

FEBRUARY 11, 2016

But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning. It’s similar to the conversations most sales reps have with prospects. Sales management: Listen up. It’s your sales team’s expertise in defining and communicating prospects’ problems.

Sales Management 120

Sales Management Scale Cold Calling Referrals 120

SBI Growth

JUNE 3, 2013

‘Yoda’s’ new sales leader was proposing a new sales process project. The sales manager was nervous as he spoke. Make your next sales project successful. He told Yoda how he could improve the win rates of the sales team. Shorten the time to close deals. Even get higher prices. Completion dates.

Hiring 300

Hiring Follow-up Proposal Training 300

No More Cold Calling

SEPTEMBER 5, 2013

I’m not trying to be flippant, but let’s tell it like it is and stop complicating the sales process. The focus of most sales efforts is on part two—conducting a sales call, asking probing questions, proposing, presenting, and closing. No other sales strategy comes close to these results.

Referrals 227

Referrals Hiring Small Business Small Business 227

Sales and Marketing Management

NOVEMBER 15, 2018

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. As a sales manager, see whether this sounds familiar: You sit down with an underperforming salesperson and open with a statement like, “You’re not hitting your numbers.”

Coaching 257

Coaching Construction Pivotal Positioning 257

Sales and Marketing Management

MARCH 18, 2019

That’s why our ideal B2B sales processes draw on our Three P’s – prepare, probe and propose. Think of it as an opportunity to uncover interests, issues, and insights that will fuel how you propose options to move the deal forward, rather than jumping directly to assumption-based solutions.

Negotiation 214

Negotiation B2B Proposal Ideal Customer Profile 214

Anthony Iannarino

AUGUST 11, 2020

One of the most significant changes in sales is the meaning of the word “closing.” In the past, sales leaders would suggest that they wanted to hire people who could close deals, asking the prospective client to buy, and getting ink on a contract. The Sales Manager's Guide to Coaching Outcomes. Download Now.

Closing 122

Closing How To Negotiation eBook 122

The Pipeline

JUNE 12, 2014

Regardless of the title, the role of the front line manager is to lead their teams in executing the process, by leveraging and balancing activities and the coaching of their team to consistently better execute the high value activities that drive the process. Straight forward enough but not necessarily simple. sell better Tibor Shanto'

Penetration 267

Penetration Sales Qualified Lead Face-to-face Coaching 267

Understanding the Sales Force

JANUARY 22, 2014

Understanding the Sales Force by Dave Kurlan This is the 8th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople.

Proposal 236

Proposal Sports Sales Qualified Lead Scale 236

SBI Growth

FEBRUARY 20, 2013

They need to commit to a closing probability for each one. It has to be rock solid” You’re closing in on quarter end and your boss needs an updated manual pipeline forecast for the CEO. Regional Directors reporting a proposal on the short list that now had a small chance of winning. E-mail, e-newsletter, internal web site.

Forecasting 282

Forecasting Call-back Pipeline Face-to-face 282

Zoominfo

SEPTEMBER 10, 2020

[link] — ZoomInfo (@ZoomInfo) March 30, 2020 How Sales Dialers Help Close Deals Faster Sales dialers save you time and take out the chance for manual error. If you’re still not convinced, here are a few ways sales dialers allow your sales team to close more deals, fast. Free Trial 1.

Closing 130

Closing Call-back How To Outbound 130

Pointclear

MAY 1, 2013

Perhaps you have a costly and time consuming lead nurturing campaign that has been maintained because it appears to eventually deliver a high number of qualified opportunities into your sales pipeline. This key information can identify that sales rep A needs more assistance with negotiations to close more of these opportunities.

Analytics 216

Analytics Marketing Sales Qualified Lead Negotiation 216

Understanding the Sales Force

AUGUST 9, 2024

Has it changed to the degree that selling is no longer part of sales Not a chance. Nearly every company executive I speak with is frustrated with sales process, forecasts, pipeline, performance, win rates and delayed closing. Sales managers can benefit from apps that provide call analyses. What about SEO?

Top of Funnel 207

Top of Funnel Forecasting Decision Maker Call Monitoring 207

Understanding the Sales Force

JANUARY 28, 2013

The real problem is that the CEO's, Presidents, Owners, Sales VP's, Sales Directors and Sales Managers to whom these veteran salespeople report are simply afraid of them. Then the formal sales process is introduced. Are they setting bad examples for the rest of your sales force? Increase their income.

Face-to-face 214

Face-to-face Margin Coaching Proposal 214

Close.io

OCTOBER 29, 2018

Let’s talk about how to increase your sales productivity from an individual rep perspective, where those positive gains will then trickle up into making a direct impact on your team’s bottom line (this is the one of the most important objectives Close.io 10 sales productivity tactics you can use to close more deals.

Lead Rank 117

Lead Rank Closing Lead Scoring Hiring 117

Hubspot Sales

SEPTEMBER 12, 2018

While a pipeline includes every opportunity a salesperson is handling, no matter how new or mature it is, a sales forecast is an estimate of the opportunities likely to close in a given time period. Reps use their pipelines to keep track of where prospects are in the sales process and the appropriate actions they should take.

Pipeline 145

Pipeline Top of Funnel Forecasting Sales Forecasts 145

criteria for success

JULY 15, 2021

As sales managers, we’ve all been told we need to coach our teams. At CFS, we believe that to be an elite sales manager, you need to learn how to coach people where they are. At CFS, we believe that to be an elite sales manager, you need to learn how to coach people where they are. Life Is Good!

Coaching 98

Coaching Sales Management Pipeline Sales Qualified Lead 98

Sales Hacker

MAY 8, 2019

A successful close is the end goal that every sales team guns for. Whether prospecting, making cold calls, negotiating, or even researching, every small step a sales rep takes is tied to this goal. But despite a focus on closing sales, it remains one of the biggest issues for teams. Image Source. We all know this.

Top of Funnel 111

Top of Funnel Closing Ideal Customer Profile Lead Rank 111