No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Scoring Lead Rank 409

Understanding the Sales Force

NOVEMBER 13, 2013

Understanding the Sales Force by Dave Kurlan Did you happen to see the movie Gravity? That''s exactly how most salespeople go through each day, through each sales call and meeting, and through each sales cycle. It''s their sales managers, who are almost as much in the dark as their salespeople.

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

Sales and Marketing Management

JANUARY 27, 2019

Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Hire the right sales managers. This doesn’t happen by accident.

Sales Management 166

Sales Management Hiring Compensation Incentives 166

Understanding the Sales Force

SEPTEMBER 18, 2023

One major key to success in sales is a salesperson’s ability to reach decision makers. Objective Management Group (OMG) has assessed nearly 2.4 Salespeople who reach THE decision maker are 341% more likely to close the business than those who fail to reach the decision maker.

Decision Maker 201

Decision Maker Insurance Insurance Call-back 201

No More Cold Calling

SEPTEMBER 9, 2014

Strip away the tech to increase sales effectiveness. Because decision-makers don’t care how your technology works. Associations Enterprise Sales Management Salespeople Small Business' I used to add long columns of numbers once, and I was always correct. My favorite: Keep your laptop closed as long as possible.

Decision Maker 292

Decision Maker Cold Calling Small Business Small Business 292

The Center for Sales Strategy

AUGUST 25, 2021

Building trust virtually, finding qualified leads, getting in front of the decision-makers — these are all challenges that salespeople face. And as a sales manager, you’re finding innovative ways to address these issues. Here's what they said.

Sales Management 134

Sales Management Face-to-face Decision Maker Sales Qualified Lead 134

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. studying sales methodologies, you know that you are obsessed. Are you obsessed about getting that key decision maker live even if they tell you “no.” If hesitation, don't work there - that's an anti-sales culture. is more cowbell!

B2B 319

B2B Banking Conference Decision Maker 319

SBI Growth

JANUARY 27, 2014

As a sales manager, your team looks to you for coaching and strategic help. A tactical plan should include items such as: Meeting the Decision Maker. Establishing a decision timeline. As the sales manager, broker a meeting with the internal resources required to close the business. Get granular here.

Strategy 303

Strategy Decision Maker Face-to-face Influencer 303

Sales and Marketing Management

SEPTEMBER 4, 2018

Author: Todd Handy Before we start, let’s make sure we’re all on the same page regarding the term “direct sales.” Often, the differentiator may come down to the sales rep, whose product knowledge, experience and ability to solve the customer’s problem end up being the deciding factor in turning a prospect into a customer.

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Steven Rosen

AUGUST 29, 2013

Yet some new sales leaders start new leadership roles and everything wrong! Walter White is your new VP of sales. 5 Top Leadership Qualities of Walter White: 1. He doesn’t see a reason to get his hands dirty and get out into the field with his sales people and listen to what they say or suggest. Guess what? Conclusions.

Salary 286

Salary Decision Maker Report Sales Leadership 286

Understanding the Sales Force

NOVEMBER 6, 2013

Understanding the Sales Force by Dave Kurlan One of the many things that hold salespeople back, prevents them from reaching their potential, stops them from crashing through quotas, doesn''t allow them to exceed expectations and never has them succeeding beyond everyone''s wildest dreams is their fear of failing. Pushing back on put-offs.

Sales Qualified Lead 276

Sales Qualified Lead Hotels Hubspot Decision Maker 276

Sales Gravy

DECEMBER 29, 2024

As you'll learn in this Monday Money podcast episode and article, these goals are essential to helping you maintain sales discipline throughout your sales year. Maybe you want to be a sales manager, or if youre a manager, you want to be a director or VP of sales. Its loaded with rejection.

Face-to-face 98

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

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. Streamlining the sales process. Create relevant sales content. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

DiscoverOrg Sales

MARCH 5, 2019

At the time, it was one of the largest single sales in Salesforce history. Word in sales circles was, the relationship between Salesforce and State Farm had languished under the watch of a sales rep who, for years, couldn’t find a way in. “As And this is exactly what the new Salesforce sales rep did. How did he do it?

Hiring 218

Hiring Decision Maker How To SalesForce 218

Understanding the Sales Force

NOVEMBER 3, 2014

Believe it or not, most people still believe that sales success boils down to getting a lot of people to agree to watch a demo. Dave Kurlan Inbound Marketing sales methodology closing sales performance sales selelction' I''m sure I''ve missed a few but you get the gist.

Sales Methodology 215

Sales Methodology Inbound Decision Maker Consultative Selling 215

Hubspot Sales

MARCH 8, 2023

So you know you want to enter sales, you've chosen a field with a wide range of career avenues and niches. The demand for certain sales roles rises and falls as time passes. We wanted to provide you with a list of some of the most hireable sales jobs for 2023 and beyond — so you can choose the best job for you.

Decision Maker 122

Decision Maker Pharmaceuticals Salary Travel 122

Mr. Inside Sales

JANUARY 8, 2021

Let me explain: If you’re like most sales reps, then you hate making calls because you’re either afraid of being rejected, or you’re are afraid you’re going to mishandle a call and so lose a good lead. Like my first sales manager used to say: “There’s nothing to it but to do it.”. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Licensing 313

SBI Growth

MAY 11, 2013

Sales VPs need to make the number this quarter. Sales Managers want more new business. Sales Reps need more leads. Too often, Sales VPs don’t get ideas outside of their own sales organizations. Have your sales rep find out who his customer’s Sales VP wants to sell. What was the difference?

Hiring 300

Hiring Referrals Decision Maker Ideal Customer Profile 300

No More Cold Calling

OCTOBER 25, 2013

Book four breakfasts and five lunches each week, and watch your sales soar. As a smart, strategic sales professional, you know full well the value of building and maintaining a strong network of clients and referral sources. One of my clients instructs his sales reps to book five lunches and four breakfasts each week.

Networking 270

Networking Referrals Decision Maker Small Business 270

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." In the guide you will learn: Make the number with the remaining sales people you have. Sales VPs consistently have hiring freezes placed on them.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Understanding the Sales Force

JULY 22, 2014

Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with! With all of that information about their past, how can you possibly gauge potential when hiring for your sales force? It''s all about potential. Findings Related to Potential.

Hiring 241

Hiring Decision Maker Construction Incentives 241

MTD Sales Training

JUNE 29, 2017

When your decision-makers see the efforts you are making to support their business rather than just sell products, they will believe you have a part to play in the future of their business. To become a favourite with the decision-maker, you need to personalise the contacts you have with them, customising at every opportunity.

Decision Maker 163

Decision Maker Hotels Loyalty Up-Sell 163

No More Cold Calling

AUGUST 1, 2013

Whether you are CEO, vice president, or a sales manager , you have a central role in your company’s sales process and in the decision to transition to referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. Written weekly referral sales goals?

Referrals 253

Referrals Sales Qualified Lead Cold Calling Penetration 253

Zoominfo

JULY 13, 2021

In just the last 12 months, we launched ZoomInfo Engage to automate sales outreach. With Chorus, 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. ZoomInfo); Sales Engagement Platform (e.g.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Understanding the Sales Force

APRIL 17, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. This is known throughout the selling universe but sales people still suck at this. Non-Supportive Buy Cycle (the way that salespeople buy things doesn''t support ideal sales outcomes). Forget what we want to call the approach.

Decision Maker 269

Decision Maker Consultative Selling Buying Cycle Proposal 269

Pointclear

APRIL 17, 2014

In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In fact, it makes the whole sales pipeline sick. The percent of sales accepted leads decreasing while lead quotas increase.”. It''s time to change how we talk about sales leads.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

Hubspot Sales

MAY 29, 2019

So you’ve just been promoted to sales manager -- congratulations! In your first three months as a manager, you’ll have to learn an entirely new set of processes -- some related to sales, some not. Scale your own management process. Good luck, and happy managing! Assess your strengths as a manager.

Sales Management 141

Sales Management Hiring Forecasting Pipeline 141

DiscoverOrg Sales

OCTOBER 3, 2017

The Last Mile Effort of Pre-Sales Customer Analysis. An account-based approach to sales requires that the message, positioning, and all engagement activity have a shared understanding of what’s in the customer decision-makers’ minds. Profile reports often include multiple members of the decision-maker ecosystem.

Account Based Marketing 159

Account Based Marketing Report Decision Maker Ideal Customer Profile 159

SBI Growth

JANUARY 23, 2014

Marketing is not driving the quality sales leads the field needs. You’re hearing it from your Sales Managers and reps. Your VP of Sales is sick of the excuses. They have a large pool of prospects with direct access to key decision makers. Your sales team will have faith in these leads.

Forecasting 303

Forecasting Prospecting Top of Funnel Sales Qualified Lead 303

Understanding the Sales Force

MAY 30, 2023

There are simple, easy, fast and powerful solutions for sales problems too. Salespeople aren’t prospecting as required because sales managers are not holding them accountable. Hold your Sales Managers accountable for holding their salespeople accountable to agreed upon KPIs. Are you getting the picture.

Decision Maker 156

Decision Maker Hiring Proposal Sales Cycle 156

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. That’s what salespeople and their sales managers should be doing – considering every variable.

Forecasting 211

Forecasting Sales Forecasts Decision Maker Call-back 211

No More Cold Calling

JANUARY 5, 2017

No salesperson should ever have to cold call to generate sales leads. Sales reps often tell me they’re not cold calling. They know trigger events and the names of decision-makers in their prospect organizations. Their KPIs are transactional , so their teams’ sales activities are also transactional.

Cold Calling 222

Cold Calling Account Decision Maker Referrals 222

Zoominfo

MAY 17, 2018

Are your sales forecasts tied to reality? Is sales forecast accuracy more of a pipedream within your sales organization? Does the speed of your sales pipeline resemble molasses? In fact, less than half of all forecasted sales opportunities actually result in a sales win. Ditch the weighted sales pipeline.

Sales Forecasts 232

Sales Forecasts Forecasting Pipeline Scale 232

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. I asked my client how the sales reps prepared.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

No More Cold Calling

APRIL 6, 2017

And it only works if you have a referral system in place to ensure sales reps ask for referrals every day. When sales reps receive referral introductions, they: Score meetings with decision-makers, while the competition is still figuring out how to get in. Why, then, do sales leaders leave referral prospecting to chance?

Guarantee 233

Guarantee Referrals Prospecting Sales Qualified Lead 233

Sales and Marketing Management

JULY 26, 2020

Author: Mat Singer, Senior Director of Sales Operations and Excellence, Upland Software Sales teams are often one of the most expensive resources within a company, yet the average frontline sales manager spends only 9% of his or her time developing direct report sellers. . Leaders, Take Part!

Hiring 234

Hiring Training Lead Rank Health Care 234

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. What would you include?

Hiring 233

Hiring Decision Maker Energy Face-to-face 233