Miller Heiman Group

JULY 8, 2019

Because it takes six to 12 months for organizations to achieve meaningful sales transformation , now is the time for chief revenue officers and chief sales officers to improve sales performance to bring their companies to a position of strength before the downturn hits. What does retention look like on your sales team?

Revenue 82

Revenue Hiring Sales Management Lead Rank 82

CloserIQ

MARCH 4, 2019

Adopting new sales technology is a big deal. Whether you’re looking to switch from non-VoIP to VoIP phone systems , get the latest sales engagement software, purchase or enrich a lead database, invest in LinkedIn Sales Navigator, or otherwise, you’re making a major commitment. How Sales Technology Impacts Recruiting.

Retention 61

Retention Hiring Sales Technology Sales Talent 61

Close.io

OCTOBER 9, 2019

In this post, we’re sharing three inside sales job descriptions that you can steal and personalize for your business in order to attract the right sales talent in 2020! Job description template: junior inside sales professional. ? Job description template: inside sales leader. ? Let’s get going.

Inside Sales 91

Inside Sales Hiring Ideal Customer Profile Sales Qualified Lead 91

Anthony Cole Training

AUGUST 9, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 133

Hiring Prospecting Ideal Customer Profile Sales Qualified Lead 133

Sales Hacker

OCTOBER 22, 2017

Modern sales teams need competent professionals with a variety of talents, skills and abilities. But in a hyper changing landscap e, which are the most crucial sales skills and traits that reps must possess (or develop) in order to exceed targets and deliver consistent sales success? What Actually Makes a Great Sales Rep?

Social Media 106

Social Media Sales Qualified Lead Negotiation Policies 106

Miller Heiman Group

JULY 18, 2019

On the surface, your sales organization looks like it’s doing everything your shareholders or board expects: Your revenue attainment is up, and more salespeople are exceeding their goal than you’ve seen in the last five years. Assess Your Sales Performance. Evaluate Your Existing Talent—and Rebuild Your Hiring Profiles.

Strategy 55

Strategy Hiring Lead Rank Lead Scoring 55

Miller Heiman Group

OCTOBER 22, 2019

In this post, Kathy Venincasa, one of our inaugural Miller Heiman Group Icons and a sales forecasting master, discusses what she sees as the top four sales operations best practices. In every aspect, sales operations combines two things I love: sales performance and data analytics.

Sales Operations 52

Sales Operations Hiring Forecasting Sales Forecasts 52

The Digital Sales Institute

OCTOBER 16, 2018

What does the future hold for the inside sales jobs role for a salesperson and will its job description come to mean anything more than facilitating a customer’s purchase. What will the inside sales jobs role look like in three-to-five years? The inside sales role will evolve in line with technology.

Inside Sales 49

Inside Sales Lead Rank Sales Qualified Lead Lead Scoring 49

Engage Selling

NOVEMBER 10, 2016

It’s simply one of the oldest and biggest problems in sales…how does a salesperson get their calls returned? You’ve probably encountered this problem before. I don’t anticipate this age-old issue becoming any easier in the near future. The truth is, … Read More »

How To 92

How To Sales Customer Service Up-Sell 92

Miller Heiman Group

JULY 22, 2019

In “All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study,” CSO Insights, the research division of Miller Heiman Group, shared the top 12 best practices that are aligned with world-class sales performance (download it here if you haven’t read it yet). How effective is your sales team’s sales strategy?

Infusion 49

Infusion Forecasting Maximizer Face-to-face 49

LeadFuze

FEBRUARY 26, 2019

It’s common for departments to have a full team for sales operations, cross-functioning with a traditional team of sales reps. So, what do Sales Operations entail? The definition of sales operations continues to evolve and expand to alleviate growing sales processes. Skills of a Winning Sales Operation.

Sales Operations 45

Sales Operations Hiring Lead Generation Sales Qualified Lead 45

Engage Selling

APRIL 6, 2017

By now, either you’re making steady progress towards your sales goals for 2017, or you may have already forgotten about the goals … Read More » We are now in the second quarter of the year! Didn’t we just ring in the new year?

Sales Goal 85

Sales Goal Sales Customer Service Up-Sell 85

The Brooks Group

FEBRUARY 21, 2017

We’re hearing from many clients that as baby boomers retire they’re having a really hard time filling their open sales positions. So, the bottom line is, you need a healthy culture to attract and keep top sales talent. NOTE: Our sales training tools are designed to make your life easier. What is Sales Culture?

Industry 60

Industry Hiring Lead Rank Intent 60

Close.io

JUNE 24, 2019

Marketing was responsible for building interest and generating leads and then sales would pick up the baton and close revenue. Meanwhile, sales has always been driven by quotas. Enter sales development. Overview of sales development. What is sales development? Sales development team members/roles.

Outsourcing Services 91

Outsourcing Services Lead Rank Hiring Sales Qualified Lead 91

Engage Selling

OCTOBER 7, 2016

The very best habit I ever developed as a sales rep was this single habit: Never end my day, never close my computer, put it in the briefcase and go home without doing at least one thing to put new … Read More »

Closing 83

Closing Sales Customer Service Up-Sell 83

Engage Selling

SEPTEMBER 21, 2017

Do more: it’s an expectation imposed on sales reps constantly. Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing. And…it’s happening in a selling market that’s changing faster than … Read More »

Quota 71

Quota Up-Sell Sales Marketing 71

Miller Heiman Group

AUGUST 19, 2019

As you decide how and where to invest your resources for 2020, think about what changes you want to make to improve performance at your sales organization. That data is hard to come by, but we have a solution that puts it at your fingertips: the Sales Performance Meter. Take the Sales Performance Meter.

Hiring 57

Hiring Report Retention Face-to-face 57

Engage Selling

OCTOBER 11, 2018

The weakest part of the sales cycle can create havoc in a sales rep’s short-term and long-term sales success. It’s even more confusing when these very sales reps can deliver knock-out presentations, … Read More » The good news? It can easily be fixed too.

Sales Cycle 62

Sales Cycle Sales Customer Service Up-Sell 62

Engage Selling

OCTOBER 20, 2017

You don’t have to put up with unpredictable sales results. You need to know how to close more sales – consistently. In this Facebook Live video I share the secret formula to close more deals by creating urgency and commitment. .

Closing 59

Closing Strategy Facebook Video 59

Engage Selling

AUGUST 30, 2018

I get called in a lot when organizations are struggling to hit their sales targets. The number one reason that sales stay stagnant is due to anemic pipelines. Generally, the first thing I’ll do is look at their pipeline. Let’s face … Read More »

Pipeline 20

Pipeline Face-to-face Customer Service Loyalty 20

Engage Selling

FEBRUARY 20, 2018

The winter Olympics are in full swing and I’ll be the first to admit I’m a junkie! I just love competition featuring the best of the best worldwide. Of course, there are always lessons to be learned for us as … Read More »

Course 73

Course Competition Sales Customer Service 73

Engage Selling

FEBRUARY 21, 2017

You have a few top performers on your sales team. That means they don’t need to be coached, right? Your top producing salespeople need to be coached just as much as your mid or bottom performing reps. In fact, … Read More »

Coaching 102

Coaching Customer Service Up-Sell Loyalty 102

Engage Selling

AUGUST 30, 2016

Stop closing sales…isn’t that counter-productive to our sales success? Salespeople should not be attempting to “close” sales with clients. Did you just do a double take? You heard me right. It’s all in the definition. Closing is something you do … Read More »

Closing 52

Closing Sales Customer Service Up-Sell 52

Engage Selling

AUGUST 16, 2016

How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team. I often suggest taking a step back … Read More »

Hiring 48

Hiring Sales Customer Service How To 48

Engage Selling

SEPTEMBER 6, 2016

Maybe your pipeline is always overflowing with hot leads, you never have to place a cold call or send a cold email, your sales cycle is complete in a matter of days, and … Read More » Maybe you’re 100% perfect at your job.

Inbound 48

Inbound Cold Calling Sales Cycle Pipeline 48

Engage Selling

OCTOBER 18, 2016

Have you ever put together a sales strategy which you believed to be near flawless, only to see it fail in the long run? In my years of consulting, I have rarely (and I mean rarely!) come across a seriously … Read More »

Strategy 48

Strategy Sales Customer Service Up-Sell 48

Engage Selling

OCTOBER 28, 2016

I’ve noticed something about sales managers, companies and even salespeople. Could members of your sales team be falling victim to this trap? They tend to overcomplicate the selling process. There are only four things that you need to do in … Read More »

Sales 48

Sales Sales Management Company Customer Service 48

Sales Hacker

JULY 27, 2020

PART II: A Weird Visualization to Help With Sales. PART II: A Weird Visualization to Help With Sales. I teach it in my Sales Inner Course to get you in the ideal mental state for making sales. I teach it in my Sales Inner Course to get you in the ideal mental state for making sales. Close your eyes.

Call-back 102

Call-back Email Marketing Up-Sell Groups 102

Engage Selling

SEPTEMBER 1, 2016

Taking the occasional peek at the sales pipeline is not effective pipeline management. Managing and reviewing the sales pipeline helps salespeople prioritize what activities to complete each month, it also gives them an accurate indication of how healthy their sales … Read More »

Pipeline 49

Pipeline Sales Customer Service Up-Sell 49

Engage Selling

SEPTEMBER 16, 2016

Turn to your non-sales departments to increase sales in your business? Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.

Sales 48

Sales Customer Service Up-Sell Loyalty 48

Engage Selling

AUGUST 26, 2016

Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom. Social media is a great way to connect with prospects and buyers. Just don’t creep them out.

Social Media 48

Social Media Media Prospecting Buyer 48

Engage Selling

OCTOBER 14, 2016

One of the things that I’ve noticed that really holds salespeople back is their inability to ask for the sale. Well, I shouldn’t say inability because everybody is able to ask for the sale, many of us are just not willing … Read More »

Sales 48

Sales Customer Service Up-Sell Loyalty 48

SugarCRM

MARCH 26, 2024

On this episode of the Fuel Growth podcast series, my co-host Lizzy and I got to sit down with Paul Black , co-founder and CEO of sales-i , the leading sales intelligence software company for manufacturing and distribution companies worldwide. But this is becoming more and more common, especially in repeat sales.

Hiring 34

Hiring Distribution Face-to-face Lead Scoring 34

ExecVision

NOVEMBER 21, 2019

To meet those targets, sales and contact center leaders need to look at everything from their technology stack to current customer experience benchmarks. A good coaching program is no longer optional for sales and contact center leaders. There are thousands of tools on the market for sales teams and contact centers.

Hiring 40

Hiring Top of Funnel Coaching GoldMine 40

Engage Selling

JULY 11, 2017

Not all sellers who are behind on their sales targets should be terminated. But, any seller who is behind and uncoachable should be terminated immediately. Uncoachable sellers are unable to improve because they are unwilling. They have a mindset that … Read More »

Customer Service 80

Customer Service Sales Talent Loyalty Pipeline 80

Engage Selling

MAY 31, 2017

Adding value, especially when it is not expected, creates a lasting impression in your customers minds and keeps them coming … Read More » Thinking back to my post on Monday, another lesson we can learn from Mykonos is the value of adding value.

Lead Rank 55

Lead Rank Lead Scoring Customer Sales 55

Engage Selling

JULY 29, 2016

The majority of sales leaders and salespeople measure pipeline velocity the wrong way. Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom. Learn the right way to measure it.

Pipeline 48

Pipeline Sales Customer Service Sales Talent 48