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

Jeffrey Gitomer

AUGUST 10, 2011

Tweet Share You go through your ENTIRE one-hour, amazing sales presentation. The prospect seemed to be in agreement, even excited at times. definitive answers to this age-old sales barrier: Still have questions for me? Sales Management. Sales Videos. It’s not about RESPONSE. You nailed it.

Hiring 297

Hiring Training Social Media Loyalty 297

SBI Growth

JULY 13, 2013

Dave was promoted to be Acme’s VP of Sales for the Americas. He did it as a District Sales Manager. Dave became VP of Sales for the Americas. Dave became VP of Sales for the Americas. In the first 6 months he: Did monthly pipeline reviews with every sales manager. Dave was a turnaround guy.

Promotion 310

Promotion Fashion Trends B2B 310

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

Understanding the Sales Force

JANUARY 14, 2014

Understanding the Sales Force by Dave Kurlan According to FreeDictionary.com , the original definition of Methodology is, "the theoretical analysis of the methods appropriate to a field of study or to the body of methods and principles particular to a branch of knowledge."

Sales Methodology 271

Sales Methodology Negotiation Proposal Analysis 271

MTD Sales Training

DECEMBER 14, 2011

While a good sales meeting can invigorate sales people and increase revenue, a poor sales meeting will cost you more than you can calculate. Incredibly, many sales managers take the structure of a sales meeting for granted. However, here are three basic things to understand about sales meetings: 1.

Sales Meeting 266

Sales Meeting Meeting Groups Objections 266

The Sales Hunter

JULY 12, 2013

The sales manager is anxious to hear how the sales call went. When you follow-up, it shows that you take your involvement seriously and you value the role the sales team plays in the success of the company. The above 9 things will make your experience on a sales call beneficial for you, the salesperson and the customer.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

No More Cold Calling

MAY 6, 2014

Are you looking for the right prospects in all the wrong places? Sales is like dating. You have to decide what you’re looking for in the perfect mate (or prospect), and then figure out the best way to meet that person. This decreases the time it takes to close your deal, increasing sales and reducing costs. Comment Here.

Sales Qualified Lead 227

Sales Qualified Lead Leads Marketing Qualified Lead Ideal Customer Profile 227

MTD Sales Training

APRIL 23, 2019

Unique Selling Proposition – well, these are the benefits that your prospects and clients can look forward to receiving when they purchase your wares. Your Sales Manager and Sales Director will most likely ram USP’s down your throat so you can discuss them with your prospects. Are USP’s really USP’s any longer?

Call-back 243

Call-back Up-Sell Proposal Benefit 243

Hubspot Sales

MARCH 7, 2018

It’s in most motivational speeches, it’s all over LinkedIn via “sales gurus,” and it’s used in almost every book about sales, sales leadership, or sales management. Check out my book on how to run a more human-centric sales process to win more customers. Why do I like this definition? It’s subjective.

Prospecting 145

Prospecting Hubspot Inbound Up-Sell 145

Nutshell

MARCH 25, 2024

DOWNLOAD Ready to become a better sales leader? Get 70+ expert strategies for sales management success in our Sales Manager’s Survival Guide. FREE DOWNLOAD The 8 steps of an effective client onboarding process You’ve worked hard to turn your prospect into a customer, which calls for celebration.

Positioning 127

Positioning Customer Churn Face-to-face 127

Pipeliner

MAY 26, 2023

The goal of sales enablement is to improve the productivity, efficiency, and effectiveness of the sales team, by providing them with the necessary resources to engage and convert prospects into customers. Depending on who you talk to, there are various definitions of “sales enablement.

Sales Enablement 98

Sales Enablement Hiring Scale Resources 98

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. Get meetings with prime prospects in one call. Decrease the cost of sales. That got me thinking.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

Sales Hacker

FEBRUARY 2, 2021

Be sure to understand the context in which you apply these in your overall sales lifecycle. Prospecting. It’s considered the foundation of every sales process. Sales prospecting is to find qualified leads that are close to being ready to buy the advertised business or service. Presentation. Handling objections.

Sales Cycle 113

Sales Cycle Ideal Customer Profile Strategy Sales Qualified Lead 113

Hubspot Sales

APRIL 12, 2021

As a sales manager, ensuring that your team's communication with prospects is tight and effective is in your best interest. That process — making sure your team's communications aren't erratic — is most commonly referred to as implementing consistent sales messaging. Keep it customer-centric and accessible.

Sales Management 134

Sales Management Hubspot How To Scale 134

SBI Growth

JANUARY 26, 2014

The acute issues of 5-10 years back (sales process, CRMs, dialing or direct mail leads, etc.) aren''t the same today (social prospecting, content marketing, buying process maps, etc.). Some challenges are eternal (sufficient quality talent, sales coaching, account segmentation.). Or Marketing isn''t connecting with the market.

Hiring 292

Hiring Direct Mail Buyer Persona Salary 292

The Digital Sales Institute

DECEMBER 3, 2020

Due to competitor moves on product or pricing or maybe some other external force, sales might not be going as per the sales plan. With a robust sales cycle review in place, sales management can notice and then take action on areas that are impacting sales. Typical Steps in the sales cycle.

Sales Cycle 96

Sales Cycle Ideal Customer Profile Sales Qualified Lead Lead Rank 96

Sales Hacker

JUNE 27, 2022

Much like an ICP documents the key qualities of a good-fit prospect, an IRP defines the top competencies a seller must have to be successful in the field. The competencies included in an IRP aren’t simply a laundry list of what sales leaders think reps need to be successful. What is an ideal rep profile (IRP)?

Ideal Customer Profile 122

Ideal Customer Profile How To Face-to-face Analysis 122

Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Anthony Cole Training

AUGUST 9, 2013

Your sales people are probably focusing on the wrong thing(s) when meeting with new prospects. The time sales people spend in training is spent on mastering the product and services key points to emphasize with prospects. We spend our time teaching them how to tell the prospect why they should buy from us.

Sales Qualified Lead 215

Sales Qualified Lead eBook Competition Segment 215

Hubspot Sales

MAY 29, 2019

What is a sales opportunity, and when do you know it's not a lead anymore? There is no single, universal definition. Even a brand-new sales rep knows that a "sales opportunity" is when you are working with a qualified prospect who has a good chance of becoming a customer. Let's start with the definition of a lead.

Sales Qualified Lead 110

Sales Qualified Lead Opportunity Marketing Qualified Lead Lead Rank 110

Pointclear

APRIL 17, 2014

Note : Joanne and I disagree on the definition of a lead and whether or not marketing should be involved in the process of qualifying leads. From Chris Snell , Inside Sales Manager, SMB at Care.com. Marketing has its own role to play—an important, critical one. Here''s what I see are the top two symptoms of inbounditis: 1.

Inbound 257

Inbound Marketing Sales Qualified Lead Outbound 257

The Pipeline

MAY 20, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Business Acumen , Buying Process , Guest Post , Productivity , Prospecting , Sales 2.0 , Sales Strategy , execution. Definitely the era of Mr & Mrs “Know it all” has begun! LinkedIn is a two way street, now your prospects know your background.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

DiscoverOrg Sales

OCTOBER 3, 2017

In essence, it’s taking the universe, or mountain of available information and packaging it into a concise, comprehensible summary that will unite your entire team toward a focused, effective sales campaign. To be clear, “strategic” customers are prospects designated to be “must-win” or otherwise crucial to a company’s sales efforts.

Account Based Marketing 159

Account Based Marketing Report Decision Maker Ideal Customer Profile 159

Zoominfo

APRIL 2, 2018

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. Five ways to support your sales team and increase productivity.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

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. Forrester research.

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Pointclear

MAY 13, 2016

This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. All because the CEO did not insist on a common definition of a lead. A couple of years ago I wrote a blog for Salesforce.com about lead definition. Is ready to speak with a sales rep within two weeks.

Ideal Customer Profile 145

Ideal Customer Profile Sales Qualified Lead PointClear Decision Maker 145

No More Cold Calling

MAY 30, 2013

Even though most salespeople haven’t met quota in years, sales managers have greater expectations than ever. Only 63 percent of sales reps met quota in 2012, according to the 19th annual CSO Insights Sales Performance Optimization study , the same number as the previous year. Click here to read more. Comment Here.

Quota 214

Quota Meeting Sales Qualified Lead Cost per Lead 214

Anthony Cole Training

MARCH 24, 2014

The non-definitive list of things you can do to KEEP your team motivated (assuming you hired motivated people): Help them stay motivated. I don’t mean that you have to fawn over them because they prospected. Additional Resources: How do I motivate my sales people ? - Why is sales management so damn hard?

Motivation 240

Motivation Hiring Sports Compensation 240

Understanding the Sales Force

JANUARY 22, 2014

Understanding the Sales Force by Dave Kurlan This is the 8th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople.

Proposal 235

Proposal Sports Sales Qualified Lead Scale 235

Pipeliner

SEPTEMBER 22, 2020

In dealing with people—something a sales manager certainly must do—the first thing you must admit is just how difficult it is to change people. It is extremely common for sales managers to dive in and attempt to strengthen sales rep weaknesses. Ask yourself: Have you ever tried to really change someone?

Sales Management 98

Sales Management Hiring Commission Lead Nurturing 98

Pointclear

AUGUST 2, 2017

The five main factors in lead close rate are: Market definition. Lead definition. Market definition : We once did work for a company that had two different views of the market. Sales was focused on $1 million opportunities in big companies. The SVP of Sales said they received ZERO leads from marketing the previous year.

Sales Qualified Lead 160

Sales Qualified Lead Lead Rank Lead Scoring Closing 160

Anthony Cole Training

APRIL 14, 2020

Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success.

Hiring 186

Hiring Sales Goal Sales Management Prospecting 186

John Barrows

FEBRUARY 14, 2020

Jake Dunlap joins us on the podcast this week to talk about where and why the prospecting/sales process is broken. Jake’s seen a lot of companies change their thinking on sales methodologies, activity metrics and their general approach to the sales process. But what’s broken?

Sales Process 119

Sales Process Ideal Customer Profile Prospecting Sales Methodology 119

Hubspot Sales

JUNE 8, 2020

You have to manage heightened expectations, battle against a multitude of competitors and make sure you have time to meet the needs of everyone in your pipeline. Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects.

B2B 120

B2B Ideal Customer Profile Top of Funnel Prospecting 120

DiscoverOrg Sales

MAY 27, 2016

You hear the new SDR getting hammered by a prospect, for example, and as soon as the call ends, you can approach him/her, break down what happened, and provide a couple of strategies to try next time that issue arises. Luckily, in this great era of sales enablement, there are options to capture and coach the conversations your team has.

Coaching 220

Coaching Webinar Metrics Forecasting Retention 220

Zoominfo

FEBRUARY 26, 2018

But, what if we told you a quick reading break might actually increase your sales productivity? We won’t go so far as to say you should skip important meetings or spend half of your day reading blog posts—but we definitely recommend that you spend a few minutes every day catching up on industry news and sales blogs. Sales Gravy.

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206