Understanding the Sales Force

NOVEMBER 13, 2013

They can get feedback, they can ask questions, they can get answers, they know that their version of Houston - their prospect or customer - can hear them and will respond if there is a good reason. It''s their sales managers, who are almost as much in the dark as their salespeople. So why do salespeople continue in the dark?

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? You can’t manage revenue. If sales close, you win. Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Sales 2.0

NOVEMBER 12, 2012

I interviewed sales manager, sales person, sales trainer and all around smart guy Jorge Soto. I asked Jorge about how he uses Sales 2.0 My prospecting approach at that time was going through lead lists and sending blind emails. These companies need to start thinking about sales from day one.

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

SBI Growth

JANUARY 10, 2014

Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Sales can’t rely on marketing alone. Ensure your sales managers take this seriously.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

Cincom Smart Selling

APRIL 10, 2025

Sales teams today need relevant data and insights to meet the buyer expectations precisely. That is where sales intelligence software comes into play. It provides the required data that sales teams need to find and target relevant customers, identify ideal prospects, personalize outreach, and close deals faster.

Lead Generation 48

Lead Generation Lead Rank Lead Scoring Software 48

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

Sales Management 58

Sales Management Forecasting Face-to-face How To 58

Steven Rosen

APRIL 18, 2022

Despite good interviewing skills, many sales managers are guilty of making the following hiring mistakes: Hiring people they like. Do your sales managers have the tools and processes to systematically identify top sales performers from those who are pretenders? Assesses prospecting potential and closing style.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

The Pipeline

MAY 18, 2021

As a person obsessed with prospecting, I am always on the look out for things that will give me and you a competitive advantage. No surprise, I discovered that our Friend Wendy Weiss, The Queen of Cold Calling® and who is the founder of the Salesology Prospecting Method , is up to some interesting things. SALESOLOGY.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

Zoominfo

JULY 13, 2021

Nearly every business function can benefit from the insights surfaced during front line conversations with prospects and customers. Chorus is also the technology leader in the category, with seven times more patents than the nearest competition. I still remember how painful the process used to be to prepare for important sales calls.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Steven Rosen

MAY 1, 2024

In this episode of the Sales Leadership Awakening podcast, Brandon Nye , Vice President of Sales for Inmode, shares the key qualities to look for when hiring salespeople, including a proven track record in B2B sales and a competitive mindset. This is a crucial skill that many companies overlook when hiring salespeople.

Lead Rank 228

Lead Rank Lead Scoring Hiring Leads 228

No More Cold Calling

OCTOBER 2, 2014

Yes, technology lets us do many things better and faster, but for some tasks, the old-school ways still work best, especially in sales. When it comes to communicating with clients and prospects, there’s simply no gadget, gizmo, or. Relationships are one of the biggest competitive differentiators a sales organization can have.

Cold Calling 286

Cold Calling Small Business Small Business Enterprise 286

No More Cold Calling

MAY 27, 2014

Your buyer will move on to your competition—after trashing your reputation and brand on social media. There’s an old saying in sales: Good, fast, cheap. One way to ensure you can respond quickly when prospects and clients need you is to stop taking on customers who aren’t worth your time. Be Realistic. Be Willing to Walk Away.

Buyer 277

Buyer Cold Calling Social Media Small Business 277

No More Cold Calling

JUNE 10, 2021

My entire career had been sales and sales management, and my best business had always come from referrals. I asked salespeople and sales leaders I knew if they liked to get referral introductions. Outwit the competition. Get meetings with prime prospects in one call. Decrease the cost of sales.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

SBI Growth

JULY 22, 2013

There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Below are five of the 10: Sales Manager/VP field sales rides : Participating with your sales reps on more field calls leads to increased revenue. Make the sales job fun. Discuss and strategize how to neutralize the competition.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Training, training, training.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

SalesFuel

MAY 6, 2024

Developing Human Capital Delivers A Competitive Edge To Your Team The booming AI field will transform work in a number of professions. In the past, your reps may have spent significant time on sales research. Not long ago, they may have been reading traditional newspapers and reports to learn the details of prospects’ operations.

Competition 111

Competition Face-to-face Hiring Decision Maker 111

No More Cold Calling

DECEMBER 18, 2014

Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? When you receive referral introductions from people your prospects know and trust, they (and their gatekeepers) will happily take your call. Dump the Script We’ve all had to make calls from a script at some point in our sales career.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

Allego

JULY 26, 2022

It allows you to provide organizational knowledge, learning, coaching, and content to the field to gain—and keep—a competitive advantage in a buyer’s world. 6 Ways a Modern Learning Platform Gives Sales a Competitive Edge. Reps give and get practical advice that they can apply to their prospecting and buyer conversations.

Competition 117

Competition Collateral Software Software 117

Hubspot Sales

JANUARY 8, 2025

Somehow, the deal slips through your fingers, and so does the prospect. In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. Know your prospects intrinsic motivation. Lets get into it.

Examples 113

Examples Strategy Hubspot How To 113

No More Cold Calling

AUGUST 20, 2015

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. Unless you address the broken links in your prospecting system , your sales reps will continue to struggle. That’s just the symptom.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

The Center for Sales Strategy

MARCH 27, 2023

Sales management is an art that requires a delicate balance between the present and the future. This means managing your current deals while also prospecting for new ones. In this highly competitive market, mastering this art is essential for any business that wants to stay ahead of the curve.

Pipeline 111

Pipeline Sales Management Competition Resources 111

Zoominfo

MAY 13, 2018

There’s no way around it, stress drives activity and sales managers know this. The key to sales success is to harness the right kind and amount of stress to motivate your employees rather than discourage them. Reps, tap into your competitive side and accept the challenges your manager puts on your plate.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Hubspot Sales

DECEMBER 8, 2020

Luckily, some major companies, like LinkedIn, have discovered a way to improve sales relationships, customer trust, and — ultimately — sales numbers. Recently, HubSpot sat down with Kwesi Graves , Regional Sales Manager at LinkedIn, to learn more about how he centers his team's sales approach completely around the ideal buyer.

Buyer 140

Buyer LinkedIn Sales Management Sales Qualified Lead 140

SBI Growth

NOVEMBER 16, 2013

Let’s define what it is: What IS listening to the market —A way to monitor the buying behaviors of your customers that give you a competitive advantage. What does it MEAN to listen to the market —You will make the number in less time, with less effort and outsell the competition. This could be marketing or sales operations.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

No More Cold Calling

SEPTEMBER 30, 2014

What can we learn from our ancestors about connecting with prospects and clients? there’s both a biological and competitive advantage for being in another person’s presence. Associations Enterprise Sales Management Salespeople Small Business' A 27-year-old told me, “There’s nothing like meeting face to face.”

Wireless 274

Wireless Face-to-face Fashion Cold Calling 274

Sales and Marketing Management

OCTOBER 12, 2018

Certainly, being articulate is an ingredient in the sales success recipe, but that is not the one that makes someone a sales rock star. Those of us within the profession know that what you say to a prospect is not the secret to winning in sales. Learn more in Lee’s new, groundbreaking book “Sales Differentiation.”

Buyer 266

Buyer Construction Exercises Positioning 266

The Pipeline

OCTOBER 3, 2019

The first step is to identify ideal prospects is to look in the current customer base by firmqographic details. Stated otherwise, if your best customers are in a specific industry, have a certain number of employees, and deploy a competitive or complementary technology – then companies that also fit that profile will be your best prospects.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

Sales Gravy

DECEMBER 29, 2024

Maybe you want to be a sales manager, or if youre a manager, you want to be a director or VP of sales. But the biggest reason to set goalsespecially in salesis that the sales profession is hard work and it can be brutal. To-Be Goals These are about evolving into the person you want to become.

Face-to-face 98

Face-to-face Decision Maker Call-back Commission 98

Sales and Marketing Management

MAY 28, 2018

Despite the urgency to find strong candidates to fill open positions, women are underrepresented in all levels of sales, with women holding just one in four mid-level sales manager roles, and only one in five sales leadership positions. Forward-thinking sales organizations are making gender diversity a top priority.

Face-to-face 250

Face-to-face How To Salary Quota 250

No More Cold Calling

AUGUST 14, 2019

As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. Prospects trust us. Referrals give us a competitive advantage. Was this company asking? But I had to ask.).

Referrals 291

Referrals Cold Calling Survey Scale 291

Zoominfo

JUNE 24, 2019

In fact, for the last few decades, only about 50% of sales reps have achieved quota ( source ). For many sales managers, the solution to this issue lies within artificial intelligence—or AI. B2B Artificial Intelligence as Your Competitive Advantage. However, artificial intelligence presents its own set of challenges.

Forecasting 272

Forecasting B2B CRM Quota 272

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. 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. .

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

Vengreso

JANUARY 17, 2025

As we transition into the digital-first world, businesses must adapt to stay competitive. Entering this 2025, to embrace a virtual sales program, like our own FlyMSG Sales Pro Plan , could be pivotal for achieving unprecedented business success. Competitive Edge in the Digital Age Efficiency is another crucial benefit.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

Understanding the Sales Force

FEBRUARY 15, 2024

Before long, nobody will listen and worse, sales management won’t be inclined to provide feedback. That’s what salespeople and their sales managers should be doing – considering every variable. Who is the competition? When will they…? How do we compare? How will you…? What if…?

Forecasting 211

Forecasting Sales Forecasts Decision Maker Call-back 211

Zoominfo

MAY 17, 2018

In fact, less than half of all forecasted sales opportunities actually result in a sales win. Just under a third result in a competitive loss, and nearly a quarter result in the prospect deciding to do “nothing” ( source ). Needless to say, this paints a less-than-promising picture of sales forecast accuracy.

Sales Forecasts 232

Sales Forecasts Forecasting Pipeline Scale 232

No More Cold Calling

OCTOBER 1, 2015

Earn trust and credibility with your prospects, who are pre-sold on your ability to deliver results. Convert prospects into clients at least 50 percent of the time (usually more than 70 percent). Meet with hot prospects while your competitors are still figuring out how to get in. What Does Your Sales Future Look Like?

Referrals 120

Referrals Lead Rank Lead Scoring Prospecting 120

Vengreso

NOVEMBER 12, 2024

Mastering Objection Handling Effective objection handling is crucial in sales, requiring sales teams to navigate challenges and turn objections into opportunities. By mastering objection handling, sales reps can build trust with prospects and guide them towards making informed decisions.

Objections 73

Objections Opportunity Ideal Customer Profile Face-to-face 73