Sales 2.0

JULY 17, 2019

I graduated from Wharton’s MBA program in 1993 and had no sales training at all. Since then I’ve sold millions of dollars of technology and services, run my own sales outsourcing and training company, grown a digital agency and pioneered a new approach to selling now known as “social selling”. conversations per week and 6.7

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Steven Rosen

APRIL 6, 2024

In this episode of the Sales Leadership Awakening Podcast, host Steven Rosen and Colleen Stanley delve into mastering difficult conversations, stressing preparation and agreement on the next steps. Managing your emotions during difficult conversations can help prevent them from escalating into arguments.

Conversion 120

Conversion Construction Sales Leadership Intent 120

Hubspot Sales

AUGUST 20, 2024

I’d even go so far to say that offering too many choices to your customers is the quickest way to squash conversion rates and slow deal velocity down to a crawl. Helping Customers Overcome Choice Fatigue With the previous concepts in mind, let’s turn them toward your customers to help boost conversions and close sales.

Examples 111

Examples Conversion Customer Licensing 111

The Pipeline

SEPTEMBER 14, 2021

The first is how they initiate the call, remember, how we initiate a conversation can dictate how the conversation unfolds. Much different conversation, with a different outcome. Your question can be a key to unlocking a train of thought. One definition of conversation is Conversation = Stimulus + Response.

Objections 339

Objections Prospecting Fashion Face-to-face 339

Sales 2.0

APRIL 23, 2020

Conversely, this slow time is a great time to plan for the future. Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases. Deals are stuck in the pipeline and new opportunities are in short supply. A time to plan. What happens after this crisis is over?

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

Anthony Cole Training

AUGUST 25, 2023

Some would say that these are unprecedented times in banking. Perhaps the individuals most impacted, and possibly most unprepared, are retail bankers, at the frontline of client changing preferences, digital options and increasing expectations. For a banking leader, it is an important time to have a strong focus on sales team motivation.

Banking 156

Banking Conversion Retail Motivation 156

MTD Sales Training

JANUARY 28, 2020

This will reduce the impact of the competition and the very nature of the conversation will attract their focus to you, not the competitor. MTD Sales Training | Sales Blog. The post How To Deal With Your Competition When In A Sales Meeting appeared first on MTD Sales Training. Happy Selling! Sean McPheat. Managing Director.

Competition 375

Competition Sales Meeting Meeting How To 375

Understanding the Sales Force

NOVEMBER 1, 2024

Your chance of having a conversation with the decision maker is much greater (because of urgency). Remove urgency from that scenario and your chances of having that decision maker conversation become more unlikely and a longer sales cycle becomes more likely.

Sales Cycle 358

Sales Cycle Decision Maker Government Up-Sell 358

Force Management

SEPTEMBER 19, 2024

It was an engaging tactical conversation with some intriguing and relevant live audience questions. Keep reading to learn our takeaways from Tim Caito on the top three actions that will produce SKO results. If you find these valuable, check out the full webinar recording available on-demand.

Conversion 138

Conversion Webinar Metrics Negotiation Objections 138

No More Cold Calling

JANUARY 23, 2020

Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. For that, salespeople need to know how to have business conversations, how to build relationships, and how to take responsibility for delivering what they promised.

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

The Pipeline

FEBRUARY 4, 2020

What is the impact of that on the use of freed resources, training, managing, and more? Shouldn’t the freed-up time, resources, training, and more – resulted in increases in output? The average conversion rate for SDR’s is 21%. Initiating a conversation just to hand it off is cute, but not efficient.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

The Pipeline

MARCH 3, 2020

Salespeople are asked to change themselves, change how and who they deal with, change the focus of their conversations, and more. For example, many want me to layer on or retrofit my curriculum on something they trained three years ago. Your front-line managers are crucial to retrain managers whenever you introduce new training.

Face-to-face 362

Face-to-face Pipeline ROI Energy 362

Mr. Inside Sales

MAY 22, 2020

You go back to basics: you acknowledge them, and then go around them to either earn the right to have a conversation, or to qualify the prospect. But we are still having lots of conversations and letting people know what’s available to them once this clears up. “If ON DEMAND SALES TRAINING THAT GETS RESULTS! There you have it.

Face-to-face 281

Face-to-face How To Call-back Gatekeeper 281

Sales and Marketing Management

APRIL 13, 2020

Likewise, if you just need to provide a straightforward update on logistics, you may not need to have a conversation. In our experience training and coaching thousands of sales professionals all over the world – this is an obvious skill that is often overlooked. Nor should it be the default. Provide a focused agenda.

Face-to-face 393

Face-to-face How To Negotiation Lead Rank 393

No More Cold Calling

MARCH 25, 2021

She decided special training was needed for girls who wanted to become saleswomen, and perhaps one day, women sales leaders. And as a member of the executive committee of the Women’s Educational and Industrial Union of Boston, she had the means to provide that training. Download the eBook now to find out what I mean.

Hiring 379

Hiring eBook Cold Calling Scale 379

Mr. Inside Sales

AUGUST 18, 2023

Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. Here’s what not to do: DON’T open your conversation with, “How are you?”—if ON DEMAND SALES TRAINING THAT GETS RESULTS! Try it and see for yourself!

Face-to-face 256

Face-to-face How To Gatekeeper Licensing 256

Smooth Sale

SEPTEMBER 11, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Training Programs to Empower Employees and Business Growth In today’s dynamic business environment, investing in employee training isn’t just a luxury—it’s a necessity.

Training 106

Training Lead Rank Hiring Lead Scoring 106

Allego

DECEMBER 10, 2024

Sales training can deliver a staggering 353% return on investment, according to a study by Southern New Hampshire University. This gap leaves sales managers asking an essential question: How do you demonstrate the ROI of sales training in a credible, reliable way? Proving the impact of sales training is no small feat.

ROI 62

ROI Training Lead Rank Lead Scoring 62

No More Cold Calling

APRIL 30, 2020

Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations. If there ever was a time for real, authentic sales conversations, it’s now. Not just business conversations, but conversations with inquiry, empathy, and understanding. Do your salespeople?

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Anthony Cole Training

APRIL 1, 2021

It is critical that you let silence do some of the heavy lifting during your prospecting conversations. Most salespeople are afraid of silence because they perceive it to be awkward or a sign that the prospect has mentally checked out. But that's simply not the case!

Conversion 309

Conversion Prospecting Sales Sales Qualified Lead 309

Zoominfo

AUGUST 2, 2021

How do you get visitors’ attention and start a productive sales conversation? Based on a visitor’s activities, your chatbot can initiate a chat and then bring your sales team into the conversation. Reps can use the visitor’s browsing history and buying signals to customize the conversation. The result? Are they return visitors?

B2B 246

B2B Sales Qualified Lead Lead Rank Lead Scoring 246

MTD Sales Training

FEBRUARY 11, 2020

If that’s been your experience, maybe you need to review the questions you ask to drive the conversation on, professionally and with confidence. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post Three Powerful Sales Closing Questions appeared first on MTD Sales Training. Happy selling!

Closing 300

Closing Proposal Negotiation Benefit 300

Sales and Marketing Management

DECEMBER 14, 2020

Is it necessary to train sales reps on new skills? Virtual sales conversations, product demos and other virtual customer interactions leave less room for mistakes, says Charles Brennan Jr., Your reps won’t use the tech tools they have if they aren’t properly trained on them. What should sales kickoffs look like?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

No More Cold Calling

JULY 29, 2021

Don’t even think about training your sales team on closing the deal. Only one kind of lead with a 50-to-70-percent conversion rate. Are salespeople asking the right questions to identify prospects’ problems and propose thoughtful solutions? Do sales reps demonstrate product features, or do they discuss the benefits for buyers?

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Mr. Inside Sales

FEBRUARY 20, 2021

Just wanted you to know that I’m training the rest of this week and that my next opening to have a brief conversation would be next Monday or Tuesday at X time. ON DEMAND SALES TRAINING THAT GETS RESULTS! Let me know if you’d like to connect then.”. I respond quickly to my clients as well.

Face-to-face 271

Face-to-face Call-back Gatekeeper Licensing 271

The Pipeline

SEPTEMBER 21, 2021

Everyone gets trained; buyers know what to say to shunt also-rans and reward the 20% they want to deal with. Like opening conversations early, by doing some work as to “where they may be at.” Usually prepared by someone else, someone who engaged in Awareness or Consideration Mode. How To Know Where The Buyer Is At.

Buyer 345

Buyer Demographics Video Territories 345

Sales 2.0

MAY 30, 2023

Here’s a summary of our conversation and below this summary is the full transcript of our interview. The most skilled salespeople I know welcome the opportunity to train and hone their skills. Traditional sales models vs. AI-enabled selling. Nigel: Do you think salespeople will actually take advantage of AI? Heidi: I think so.

Face-to-face 312

Face-to-face CRM Forecasting Cold Calling 312

Zoominfo

NOVEMBER 25, 2020

Instead, it takes a lot of hard work and continual conversation. Host Formal Trainings. Unfortunately, one-and-done trainings typically don’t work very well because the conversations stop once the training is over. What is a Diversity & Inclusion Program, and What are the Benefits?

Policies 246

Policies How To Groups Education 246

Mr. Inside Sales

FEBRUARY 2, 2024

Try these the next time you get this objection and watch your sales and conversion rate soar! 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 224

Face-to-face Gatekeeper How To Licensing 224

The Pipeline

SEPTEMBER 2, 2020

And unlike other elements of sales success, you will indeed have to have done it to train and lead it. The three must-have elements: Efficiency – Generating more conversations with a Decision Maker – More At-Bats. Effectiveness – Converting more of those conversations into appointments – Improved swing. Where Is You Process.

System 316

System Prospecting Quota Decision Maker 316

Understanding the Sales Force

APRIL 15, 2024

You should spend money on training and development for the twelve challenges I listed above. Not just any sales training, but results-focused sales training with role-plays, and with your sales leaders becoming effective coaches. .” The one we are most familiar with is, “It ain’t over til it’s over.”

Hiring 194

Hiring Discount Decision Maker Call-back 194

The Pipeline

JUNE 22, 2020

There are a lot of blurred lines in business and sales, leading to blurred conversations, and longer sales cycles. Most companies only train their salespeople to interact with these active buyers. Not oversimplify things, but it is easy to have a conversation with a willing victim and avoid the guard rails. By Tibor Shanto.

Buyer 272

Buyer Prospecting Travel Call-back 272

Hubspot Sales

NOVEMBER 27, 2024

Sitting down to cold call means spending hours on the phone, with few connections, fewer conversations, and almost no conversions. No matter what you’re selling, the phone is a vital touchpoint in any proactive outreach campaign, which means it’s critical to include some cold calling training whenever you’re onboarding new sales reps.

Cold Calling 59

Cold Calling Training Lead Rank Lead Scoring 59

Understanding the Sales Force

NOVEMBER 6, 2023

When my team is training salespeople, we are challenging them to leave their comfort zone and do what they have been unable or unwilling to do in the past. For example, Bob has never been comfortable having a financial conversation with his prospects. ( Watch his February 11, 2023 interview with me. There is another side to consider.

Proposal 207

Proposal Sales Training Conversion 207