No More Cold Calling

JANUARY 13, 2022

I understand that predictive analysis tools can be accurate at forecasting business trends and sales performance. Astrologers, business analysts, and sales “experts” all tend to focus on hopeful outcomes that aren’t always grounded in reality. Hopeful outcomes sound like this: Sales and marketing will learn to play nice.

Trends 356

Trends Margin Cold Calling Inbound 356

Understanding the Sales Force

OCTOBER 29, 2021

We get economic forecasts, employment forecasts, and of course the most famous of all forecasts during October, political polling. With all of these forecasts having the chance to be completely wrong, it makes me wonder about the way sales leaders and CEOs react to sales forecasts.

Forecasting 334

Forecasting Sales Forecasts Education Course 334

Understanding the Sales Force

NOVEMBER 9, 2022

Over the course of a few weeks in the summer of 2022, everything changed and they became remarkably reliable. Could companies that wanted to experience a similar uptick in sales performance achieve that by replacing their sales managers? Online orders were never ready at or even close to the time they provided for pickup.

Sales Management 295

Sales Management Hiring Course Account 295

Sales and Marketing Management

FEBRUARY 11, 2021

Its sales expertise? Of course, it takes leadership to drive a company's culture. That's all well and good when your sales force works in a traditional workplace – sharing office space and meeting face-to-face. We tend to think of inside sales reps as being reasonably autonomous. Its products? Its customer service?

Inside Sales 348

Inside Sales Revenue Lead Rank How To 348

Sales and Marketing Management

DECEMBER 14, 2020

As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world. My answer: sales training initiatives. Sales training has grown in importance in the past decade.

Incentives 295

Incentives Incentive Training Channels 295

No More Cold Calling

APRIL 3, 2020

We see deals in our sales pipeline postponed or disappearing. Sales leaders: Lead generation must be your primary focus. What do businesses typically do when clients stop buying and the sales pipeline dries up? If You Freeze Up, So Does the Sales Pipeline. If You Freeze Up, So Does the Sales Pipeline.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

Sales 2.0

JULY 8, 2022

Meanwhile most high tech companies accept this level of productivity in their sales departments. The trick of course is finding them. It can be a critical step in filling your sales pipeline with great opportunities. Sometimes that need is something your product can address and hence a sales opportunity is created.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Steven Rosen

JUNE 20, 2021

Sales leaders need to remember that they, too, must regularly upgrade their leadership skills. The most effective ways are networking with a peer group of like-minded sales leaders who face similar challenges and utilizing a sales leadership coach. Realistically most senior sales leaders don’t engage in networking regularly.

Sales Leadership 234

Sales Leadership Face-to-face Networking Travel 234

No More Cold Calling

JUNE 10, 2021

I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My client was thrilled, of course. My entire career had been sales and sales management, and my best business had always come from referrals. Flash Sale.

Referrals 385

Referrals Cold Calling Inbound Outbound 385

Understanding the Sales Force

DECEMBER 11, 2023

Welcome to my annual list of the best sales and sales leadership content of 2023. 2023 saw more content than ever before and that certainly includes the sales space. Look for more videos in 2024 and a fun new self-directed sales course called Movie Night. With that in mind, allow me to share the results from 2023.

Sales Leadership 207

Sales Leadership Hiring Video LinkedIn 207

The Pipeline

AUGUST 5, 2021

In sales the go to is often sports, and one can understand why. It start with how sellers think about time; which is why in sales, time is value not money. But the reality of sales is that each day, quarter, and year you have more to juggle and no more time to do it in. By Tibor Shanto. Customer Value Management.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Sales and Marketing Management

SEPTEMBER 21, 2020

Author: Leeatt Rothschild Virtual sales meetings have become the norm as a result of COVID-19. However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Here are four actionable tips to help you lead more successful virtual sales meetings and ultimately earn more new business.

Sales Meeting 317

Sales Meeting Meeting Nonprofit Face-to-face 317

Understanding the Sales Force

NOVEMBER 20, 2020

Of course, some sun and water help too. Because my lawn looks its worst on August 1 and its best on November 1, it has a lot in common with most sales organizations. A sales team looks its best on January 1, when every opportunity in the pipeline is a possibility and forecasts predict a banner year. Not to worry though.

Data 272

Data Quota Forecasting Pipeline 272

SBI Growth

APRIL 9, 2021

For many industries and companies, the pandemic has changed sales and marketing forever. Of course, every disruption. In some ways, the changes manifest accelerating trends that were already in motion, and in other ways, the changes are new, permanent disruptions.

Revenue 326

Revenue Marketing Strategy Trends 326

Understanding the Sales Force

JANUARY 28, 2021

In 2005 I took my passion for sales development and my passion for baseball and married them together to write the best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. Meet Tom Schaff, the Sales Commissioner of Major League Sales.

Strategy 358

Strategy Twitter Course Video 358

Sales and Marketing Management

JANUARY 11, 2019

Author: Warren Fowler Sales teams and marketers focus on digital communication so much that they seem to forget the power of offline promotion channels. In this article, we will discuss the benefits of direct mail and show you eights ways to write a winning sales letter. The Art of Creating a Quality Sales Letter.

Direct Mail 323

Direct Mail How To Advertising Advertising 323

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

Sales Leadership 218

Sales Leadership Hiring How To Account Based Marketing 218

Sales and Marketing Management

JANUARY 20, 2020

Or worse, could you lose your sales job altogether? You could be vulnerable if you’re not sharpening your sales skills and honing the tactics that will help you succeed in 2020. Forrester analyst Andy Hoar didn’t mince words when he spoke at the 2015 Forrester Sales Enablement Forum. Today you are more than a sales rep.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

Understanding the Sales Force

MAY 14, 2024

This is not an analogy about inflatable trampolines, but it is about the analogy between pumps and sales and for variety, it will be two separate stories instead of one culminating in pumping up sales. Last week the CEO reconnected with the sales team to check if everyone was selling properly. It was time to replace the pump.

Hiring 207

Hiring Penetration Pipeline Coaching 207

The Pipeline

MARCH 18, 2021

This piece is more to my fellow pundits, and sales disablement folk , when developing salespeople, don’t forget the follow-through. But then they need an alternative course, and if you don’t set that up, you’re only have done the easy half. I am speaking more of the follow-through in execution, completing the action that you initiate.

Face-to-face 329

Face-to-face Objections Follow-up Course 329

The Pipeline

JULY 27, 2021

Of course, change requires measurement, review, and a plan for change. Summer is a great time to update or develop a prospecting process, different from your sales process. People are reluctant to try new things, but if you practice in a “safe” way, by fall, you can make it a habit. Prospecting Fundamentals.

Prospecting 391

Prospecting Enterprise Enterprise Course 391

No More Cold Calling

JANUARY 27, 2022

The research is clear: Diversity drives sales. Diverse sales teams can make more meaningful connections with your increasingly diverse customer base. Research on the benefits of diversity in the workplace prove it isn’t just a nice-to-have; for modern sales teams, it’s a must-have. 12% higher sales attainment.

Research 257

Research Benefit Hiring Demographics 257

MTD Sales Training

JANUARY 21, 2020

Do you often hear people say ‘Oh, I’m not in sales…I can’t sell anything!’. Or they can hinder that sale just as easily. 1) Understand that every call/meeting is a potential sales opportunity. Without realising it, the way a contact is handled could make or break a sales opportunity for a new prospect. Happy Selling!

Face-to-face 280

Face-to-face How To ACT Opportunity 280

Steven Rosen

MARCH 2, 2020

Like most sales leaders, you want to achieve your sales objectives. What I see time and time again is that the top sales leaders are hyper-focused. Most sales leaders that I coach say that they would like to: Spend more time leading and develop their salespeople. Of course, you can solve your sales reps’ issues.

Energy 294

Energy Course Positioning Coaching 294

Understanding the Sales Force

JANUARY 4, 2024

In today’s article, I introduce my first innovation of 2023, the Sales Goals Grid, but first, some context and the back story! I am excited to return to my roots and grow the sales consulting and training firm I started in 1985, Kurlan & Associates. Happy New Year everyone! I may have exited OMG, but I am not retiring.

Distribution 177

Distribution Exercises Call-back Course 177

Steven Rosen

MARCH 2, 2023

5 Ways to Stay Inspired Paul Smith is the Sales Director of a leading technology company. He has been in the industry for the last ten years and has been a star in various sales and marketing roles. Having just gone through a sales force downsizing, Paul has adopted an inspirational leadership style.

Hiring 227

Hiring Face-to-face SAP Energy 227

Understanding the Sales Force

FEBRUARY 12, 2024

When resistance appears, it does not matter if the sales process, methodology, tactics and strategies are good or even great, unless salespeople are equally great at first lowering the resistance.” What might the whipped cream equivalent be for the resistance you might encounter later in the sales cycle?

Sales Cycle 218

Sales Cycle Engineering Selling Skills Prospecting 218

Understanding the Sales Force

JANUARY 22, 2024

That exact same thing happens to salespeople on their sales calls. You probably ended the call with a mind-blowing, spectacularly biased perspective on your likelihood of getting the business and, if forty years in the sales development business has taught me anything, your perspective could be completely wrong. What did you miss?

Closing 227

Closing Proposal Discount Decision Maker 227

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? Of course, your sales strategy’s success, including reaching your revenue goals, depends on the sales team hitting their numbers. It could be that their sales reps know how to prospect effectively. A sales rep uses the information (i.e.,

Data 246

Data Prospecting Strategy Cold Calling 246

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Mr. Inside Sales

FEBRUARY 19, 2023

That’s why most people get burned out in sales. That’s why most salespeople find sales discouraging. That’s why many sales teams don’t make their quotas. ON DEMAND SALES TRAINING THAT GETS RESULTS! </strong> appeared first on Mr. Inside Sales. Remember, “Some will, some won’t. Who’s next?”

Face-to-face 255

Face-to-face Gatekeeper Licensing Decision Maker 255

Understanding the Sales Force

JANUARY 13, 2020

Of course they can try, but we have a very effective algorithm that smokes out those who attempt to cheat. One of the questions we are often asked by HR Directors is, "Can people game the OMG assessment?" It doesn't happen very often that somebody attempts a big cheat but when it does, it's almost magical in the way we uncover them.

Hiring 290

Hiring Groups Course System 290

No More Cold Calling

DECEMBER 29, 2020

Your referral network is your net worth in sales. How can smart, experienced sales reps let their customer relationships wither? But not all sales teams make those investments. Far too many sales organizations are so focused on bringing in new business that they neglect their current customers.

Referrals 432

Referrals Customer Social Media Revelation 432