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. Dave Kurlan Inbound Marketing sales methodology closing sales performance sales selelction'

Sales Methodology 217

Sales Methodology Inbound Decision Maker Consultative Selling 217

Understanding the Sales Force

APRIL 17, 2013

It led to a significant number of comments with one of them being this question: "Dave, in your opinion, with all the training that is available and has been delivered to sales people over the years, how come sales people still fail at executing an effective approach to qualifying a prospect. Forget what we want to call the approach.

Decision Maker 269

Decision Maker Consultative Selling Buying Cycle Proposal 269

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

MTD Sales Training

SEPTEMBER 25, 2012

Or maybe you need to do 4 sales presentations and 1 proposal every day. A brand new sales person with a mere 10% closing average can outsell the old superstar who has a 50% closing average, simply by out working him or her. MTD Sales Training. While it is important to improve, eventually it all comes down to the numbers.

Study 284

Study Cold Calling Proposal Call-back 284

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. In my experience, there isn''t a correlation between busy and successful.

Top of Funnel 252

Top of Funnel Proposal Coaching Networking 252

Understanding the Sales Force

JANUARY 28, 2014

Do Technical Salespeople Need Sales Training? Getting a Sales Organization to Buy-In to Sales Training. Activity - Finally, the model should specify what is required of a salesperson to close one customer. Demos/Presentations 1 Proposal/Quote 0.35 Overlooked Conversation Between Sales Managers and Salespeople.

Lead Rank 246

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 246

No More Cold Calling

JANUARY 16, 2020

And you will align all systems in your organization—recruiting, training, and compensation—to support the referral selling process. Close ratio of referred leads. Take a close look at your on-boarding process for all new hires, not just in sales. Train your new hires and your pros, not only in what they do, but in how to do it.

Referrals 328

Referrals Sales Management Hiring Scale 328

No More Cold Calling

JUNE 6, 2013

Salespeople who are closing deals are the ones who prove the business impact of their solutions. You write the proposal, review with your team, include detailed pricing and timelines, and send the proposal to the client with a well-crafted email. And they won’t just take your word for it. What happened? Comment Here.

ROI 258

ROI Conversion How To Loyalty 258

SBI Growth

JUNE 3, 2013

‘Yoda’s’ new sales leader was proposing a new sales process project. Shorten the time to close deals. He would hire a company to spend 3 days training the team in Q3. Remember last year, we hired a company to do sales training? The training company disappeared. I guess that was easy money for the training company.

Hiring 300

Hiring Follow-up Proposal Training 300

SBI Growth

MAY 6, 2013

This signals the end of sales training and readiness to handle a territory. In the weeks that followed he grew impatient, hammering through self-paced training modules. He felt isolated from the sales team, waiting for the classroom training. Angie’s training was built in layers; it wove concepts together.

Hiring 320

Hiring Guarantee Territories Course 320

The Pipeline

AUGUST 14, 2014

Examples in sales may be lead to opportunity conversions, or proposals to close. I was recently contacted by a sales director about training the team. No no, I love the program as is, we just need to do it in half a day, I have to include some product training in October as well (another KPI no doubt).

Workbooks 288

Workbooks Incentives Incentive Distribution 288

Sales and Marketing Management

FEBRUARY 27, 2020

A big gap needed to be closed and that’s where we entered. Develop and propose your response. However you do it, setting a timetable (and even revising it in real-time together) can prevent the window from closing due to unnecessary delays. Sacrifices are often made for the sake of closing a deal. Closing Strong.

Negotiation 270

Negotiation Exercises Discount Proposal 270

Understanding the Sales Force

JANUARY 14, 2014

If you''ve been exposed to one of these trainings ( SPIN, Sandler, Solution Selling and Strategic Selling) , then you know that they''re all good. 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. Qualification.

Sales Methodology 271

Sales Methodology Negotiation Proposal Analysis 271

Hubspot Sales

JANUARY 4, 2019

Heading into a closing conversation with a prospect is always nerve-wracking. A "yes" or "no" hinges on far more than just the specific closing sentence or question. A "yes" or "no" hinges on far more than just the specific closing sentence or question. Read on to learn the closing phrases you should (and shouldn't) use.

Closing 145

Closing Objections ACT Discount 145

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. Go to your manger and get the training / coaching that you need and deserve. Employ the old Give-Get strategy to negotiate more coaching, training and metric-based analytics. How are you going to improve your ICP?

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

SBI Growth

SEPTEMBER 21, 2013

Your boss repeatedly asks you when the deal is going to close. You answer an RFP or provide a pricing proposal. Give pricing too early – over the years, buyers have been trained by bad sales people. They have been trained to ask for product information and a price. You have to train them otherwise.

Buyer Persona 297

Buyer Persona Decision Maker Buyer Objections 297

Understanding the Sales Force

JANUARY 22, 2014

Do Technical Salespeople Need Sales Training? Getting a Sales Organization to Buy-In to Sales Training. You could look at closing ratios, but unless you have a ratio that is definitive of success, all actual ratios are simply relative to the goal, to last month, to last year, or to other salespeople.

Proposal 236

Proposal Sports Sales Qualified Lead Scale 236

Hubspot Sales

OCTOBER 14, 2019

If you are selling to startups, did they recently close a round of fundraising? In B2B because you are not selling directly to a consumer, you may have to work with several points of contact to close the deal. Close the deal. As the sale comes to a close, the work is not done. Have they recently launched a new product?

B2B 138

B2B Sales Qualified Lead Closing Face-to-face 138

SBI Growth

OCTOBER 12, 2013

Get the sales team trained on how to sell socially. Align Your Sales Process to the Buyer : Does your sales process have stages titled “Qualify”, “Propose” and “Close”? As the primary team responsible for sales tools, it’s time to re-evaluate. Get LinkedIn upgrades. For direction on Personas, click here.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

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. What’s basic value proposition can you offer?

Negotiation 214

Negotiation B2B Proposal Ideal Customer Profile 214

MTD Sales Training

SEPTEMBER 9, 2019

We often get salespeople asking “What’s the best ‘close’ I can use?” or “How can I ‘close the sale’ more often?”. Putting the emphasis on the ‘close’ can be a big mistake in the sales process. A ‘close’ will not just materialise as a result of asking the right questions, though. Happy Selling! Sean McPheat.

Proposal 196

Proposal Objections Closing Buyer 196

MTD Sales Training

JULY 12, 2017

So, you have finally closed the big one! You have been working on that sale for a long time and no one believed that you could close it, but you did. If you follow your numbers closely, then you understand the importance of keeping your numbers steady, regardless of the results. Just replace everything. Happy Selling!

Pipeline 154

Pipeline Decision Maker Proposal Top of Funnel 154

Hubspot Sales

SEPTEMBER 30, 2019

There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Use a sales training template.

Hiring 144

Hiring Training Exercises Hubspot 144

Sales and Marketing Management

OCTOBER 6, 2019

Starting discussions early will provide some breathing room for you and your clients alike, and it allows you to propose a rough timeline of key dates that would work for you. Think back to the original scope you proposed to your client. In either case, the clarity around their goals should drive your proposed renewal.

Negotiation 184

Negotiation Proposal Forecasting Objections 184

Smooth Sale

JUNE 27, 2024

Photo by Inverewe via Pixabay Attract the Right Job or Clientele: Proven Strategies for Closing More B2G SaaS Deals As the popularity of cloud services and applications continues to trend upward, the SaaS (Software-as-a-Service) industry has grown tremendously. Learn more to train teams and join the advocacy program.

B2G 98

B2G Closing Government Strategy 98

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”? 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. Don’t even think about training your sales team on closing techniques.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

Sales and Marketing Management

OCTOBER 16, 2017

Closing the deal. They needed the imagery to represent both “leaf-on” and “lead-off” imagery for precise calculations and proposal development. That line of storytelling works well to help close a solar installer, but might be lost on a construction company. Getting them trained and on-script takes time.

Real Estate 243

Real Estate Construction Scale Hiring 243

Smooth Sale

DECEMBER 19, 2022

Attract the Right Job Or Clientele: Do You Have Favorable Results Upon Delivering Proposals? Each time we present a proposal, it becomes an equal opportunity for hearing either a ‘Yes.’ ’ The worst possible approach for delivering proposals occurs among a small percentage. ’ or a ‘No.’

Proposal 78

Proposal Hiring Lead Rank Decision Maker 78

MTD Sales Training

JULY 25, 2018

They don’t want a lot of detail and will not read detailed proposals. Close them down today, get some commitment. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. appeared first on MTD Sales Training. They are impulse buyers with low boredom thresholds and a short attention span. The Driver.

Buyer 255

Buyer How To Analytics Negotiation 255

Sales and Marketing Management

NOVEMBER 15, 2018

From here, most well-meaning sales managers pivot into the helpful, inspiring part of the conversation, discussing the need to increase activity, generate more proposals, ask for the sale, and increase the closing ratio. While this boilerplate conversation checks the box, it likely will not solve the problem.

Coaching 257

Coaching Construction Pivotal Positioning 257

Understanding the Sales Force

SEPTEMBER 27, 2023

The table above shows data from Objective Management Group (OMG), which has assessed close to 2.4 Salespeople need to push through their discomfort and, instead of physical therapy, they should receive lots of sales training and coaching. million salespeople. Reach out to us if you want our help.

Sales Methodology 218

Sales Methodology Sales Process Proposal Objections 218

Sales and Marketing Management

MAY 14, 2020

With internal meetings (training bootcamps, sales kick-offs, role play sessions, etc.), whether that content is video-based company updates, product messaging for the sales team, sales training materials, etc. Online meetings and training – With a content distribution system in place, you can take formerly in-person functions?—?such

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Aside from helping you make money, training may save you money too. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. Here are five reasons you should.

Inside Sales 100

Inside Sales Training Hiring Outsourcing Services 100

Score More Sales

JULY 30, 2014

Build your way toward further getting to know them and proposing ideas that are a win for them and a win for you or someone else. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Close More Deals. Relationships don’t develop overnight. Do this every day and it becomes a way of life.

How To 230

How To Twitter Ideal Customer Profile LinkedIn 230

Sales and Marketing Management

DECEMBER 14, 2020

And there are some industries that still rely on printed catalogs and handshakes to close deals?—?“knuckle Is it necessary to train sales reps on new skills? His company is emphasizing training salespeople to be more succinct, precise and sharp, while also focusing on the personal part of relationships to establish trust.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Sales and Marketing Management

NOVEMBER 12, 2018

Over 70 percent of all high-performing teams in a study published by HBR were found to have at least a well-documented, if not closely monitored and enforced, sales structure in place. Consequently, your sales structure should enable newly hired salespeople to get trained and produce results within a short term. The RST Model.

B2B 205

B2B Hiring Lead Rank Scale 205