Sales 2.0

OCTOBER 25, 2021

If you know someone that runs a business with a sales team, or they lead the charge themselves, have them take a look at the areas below for ways they can increase their sales. Improving even one of these areas could take their sales to the next level. 1. Sales process efficiency. Sales processes have room for improvement in nearly all companies. Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting.

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Territories Compensation Scale Decision Maker 396

Sales and Marketing Management

NOVEMBER 16, 2021

If the past nearly two years has taught sales and marketing leaders anything, it's that equipping workers with knowledge about maintaining mental health and then supporting those efforts is vital to overall performance. The post Rethinking How We Approach Mental Health In the Workplace appeared first on Sales & Marketing Management.

Marketing 380

Marketing Sales 380

Anthony Cole Training

AUGUST 12, 2021

Coaching has become the single most important competency for sales managers to learn and optimally, they should spend 50% of their time coaching their salespeople. It is also the single most difficult sales management competency to learn and master. In this post, we will review the skills that contribute to sales coaching effectiveness and introduce a sales coaching process any sales manager can implement immediately to coach sales behaviors.

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Coaching Sales Coaching Sales Sales Management 313

Zoominfo

MAY 3, 2021

Hitting an early impasse with a prospect is an age-old sales dilemma. “I was working on an account and had talked to someone a little bit lower in the organization. They said, ‘You need to reach out to our CEO directly,’” recalls Megan Hanisko, manager of sales development at ZoomInfo. “So I said, ‘All right, what’s his number?’ And he would not give me any of his contact information.”.

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Hiring How To Inbound Outbound 264

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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.

Trends

Score More Sales

AUGUST 9, 2021

In a recent post , I shared the calling strategy from Ryan Reisert that proves how your math of sales has been lying to you. If you are a sales leader that says more calls equal more meetings, that is not true. Ryan proves that time and time again.

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Prospecting Sales Meeting Strategy 430

Steven Rosen

JANUARY 18, 2021

Are You Focused on Results Generating Activities? Not another virtual meeting! How many times a day do you think that? How can you get any significant work done if all you are doing is attending virtual meetings and managing endless emails? As a sales leader, you are in the most challenging role in the organization. Even though your customers and the selling environment have changed, you are still responsible for delivering sales results.

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Face-to-face Sports Energy Objections 379

Zoominfo

MARCH 5, 2021

Hackers can steal personal information about your employees, customers, and vendors. One security breach can cause irreparable damage to your brand image. Data breaches hurt your internal and external relationships, and, ultimately, your ability to generate revenue. Hackers can even engage in competitive espionage by stealing financial information, and details about planned projects.

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Anthony Cole Training

APRIL 1, 2021

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! It is critical that you let silence do some of the heavy lifting during your prospecting conversations.

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Conversion Prospecting Sales Sales Qualified Lead 309

Understanding the Sales Force

SEPTEMBER 29, 2021

Have you ever conducted a Google or Amazon search for one thing only to be presented with search results that were completely different than what you were looking for? I was looking for an image of a sales funnel and couldn't believe what I found! My search results can be found here. Can you believe all of those images of sales funnels? Look them over and see if you can recognize the problem with all of them.

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Top of Funnel Funnel Sales Process Pipeline 398

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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.

SalesForce

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My salespeople can’t close.” This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. It’s just a symptom. The problem is that sales reps neglect important activities during earlier stages of the sales process. Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal.

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409

The Pipeline

AUGUST 24, 2021

By Tibor Shanto. If you follow this blog, you know our tag line is “execution, everything else is just talk!”; And the one thing in abundance in B2B sales, is talk, often just for the sake of talk, not communication. One thing people talk about are the attributes of successful salespeople, let’s make that a low bar, making quota. For many, including myself, a key attribute is curiosity; but it is one thing to talk about it, different to execute.

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SME Margin Video Quota 391

Sales and Marketing Management

AUGUST 6, 2021

If you like working on your own schedule, in your own digs, and make quite good dough at it, we have a fun and profitable opportunity for the right, qualified person. The post Great, Great B2B Media Sales Opportunity appeared first on Sales & Marketing Management.

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Opportunity Media B2B Sales 404

Mr. Inside Sales

JULY 30, 2021

Note to my readers: Because of my heavy client load, I am reducing my blog articles to bi-weekly starting today. Your next blog will arrive on Tuesday, August 17 th. Ever feel stalled during a close? Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on?

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Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

Sales

Steven Rosen

AUGUST 2, 2021

The Fearless Sales Leader. Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. As part of their role, sales leaders set the direction, create the culture, hire, develop, and retain top sales professionals, aiming to create an environment that facilitates success.

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Hiring Comparison Face-to-face Campaigns 424

Understanding the Sales Force

JUNE 11, 2021

Walter and I attended a recent Boston Red Sox / Houston Astros game at Fenway Park. It was my first visit to Fenway Park since 2019 and it was exciting to see most of the seats filled. It was exciting to hear all of the fan noise that has been missing for so long but there was one fan in particular that I heard louder than all of the others. Starting in the fourth inning, Timmy, the eight-year-old Astros fan sitting next to me, didn't stop chatting with me for the remainder of the game.

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Sales Closing Account 408

No More Cold Calling

JULY 13, 2021

A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers. Part Two: Everything that happens after that. Referrals help you ace Part One and set you up for success in Part Two. That’s an over-simplification, I know, but it’s the easiest way for people to understand the power of a referral introduction.

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Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

APRIL 15, 2021

Not getting the ROI you expected from your lead-gen tactics? Try this instead. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. Every sales leader says their #1 prospecting challenge is getting leads in the pipe. They complain they don’t have enough leads, or at least not enough qualified leads. Wait, wasn’t lead-gen technology supposed to solve that problem?

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Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Speaker: Jeff Tarran, COO, Gunderson Direct & Margaret Pepe, Executive Director of Product Management, U.S. Postal Service

Learn the secrets to direct mail success for growth marketers! Industry veterans Jeff Tarran and Margaret Pepe are here to delve into how direct mail has completely evolved in recent years, and has rightfully earned a seat at the table alongside the email and digital marketing plans of SMBs, enterprise companies, and agencies as they look into strategy for 2024 and beyond.

Direct Mail

Steven Rosen

SEPTEMBER 26, 2021

Manage Your Own Motivation. …this is an important one because sometimes we get frustrated as sales managers and tip #27 says to manage your own motivation. Welcome to management. As a rep, you lived in a highly supportive environment. In management, the environment is less supportive and filled with stress. It is incumbent on you to stay inspired so you can inspire the people around you.

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Motivation Sales Management Exercises Energy 392

The Pipeline

JULY 27, 2021

By Tibor Shanto. A week or so back, I posted about the “ summer lull ,” suggesting it could be more myth than fact. Some enterprising salespeople asked what they should do during this period? Well, it is a great time to do all those things you tell me you want to do but never have time for. Every time I suggest salespeople practice the basics, they tell me they have not time, well now is the time, summer.

Prospecting 391

Prospecting Enterprise Enterprise Course 391

Understanding the Sales Force

AUGUST 25, 2021

Yesterday I watched a toad walk across the outdoor side of our kitchen window. Picture it! I wish I had video but it ran so counter to what I have observed toads doing over the past 65 years that I froze. I performed a google search and found exactly one image of a toad on a window. Please understand that the dirty window and sill are not mine - I found the image via a Google search.

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Meeting Google Exact Data 390

Understanding the Sales Force

AUGUST 5, 2021

We've gone from don't wear a mask, to wear a mask, to wear 2 masks, back to no need to be masked and now back to wear masks indoors, even if you have been vaccinated. CDC Guidelines change almost weekly, often lack the science to justify their recommendations, don't take local conditions into consideration and are usually very confusing to say the least.

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Guidelines Closing Call-back Report 390

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Understanding the Sales Force

JANUARY 18, 2021

Among all the product shortages we have experienced in the past ten months, there has been no shortage of crappy movies. It's almost like the movie studios decided to release all the movies filmed in the past several years that weren't ready for prime time and hope that people would stream them at home during the pandemic because we had watched everything else.

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Film Sales Management Sales Consultative Selling 391

Steven Rosen

AUGUST 26, 2021

Sales Manager’s Success Checklist. Do you have a success checklist to see if you are on track for a successful year? How can you assess if you are on track? It is far too early to look at sales early. Go through the checklist below and see how many items you have completed ensuring that you are on track. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success.

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Compensation Quota Lead Rank Lead Scoring 386

The Pipeline

JULY 20, 2021

By Tibor Shanto. One of the reasons I like sales is you don’t need an MBA to succeed. It helps, no doubt, but a lot of MBAs fail at sales. Mostly because it is about what you do, not about what you think or believe. Which is why it is a surprise that many who avoided academic endeavours in the past, want to do so much research. Ask most sellers their view on research, most will respond without a thought, “it is an absolute must.

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Research Call-back Lead Rank Lead Scoring 386

Steven Rosen

MAY 31, 2021

Hiring Sales Stars . Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results.

Hiring 386

Hiring Territories Energy Sales 386

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Sales

No More Cold Calling

JUNE 10, 2021

Why I made referral selling my life’s work. The year was 1996. I was working for a global consulting and training firm. The economy was booming, and my colleagues encouraged me to go out on my own. I had no name for my company, but I knew my focus. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan.

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Referrals Cold Calling Webinar Metrics Inbound 385

The Pipeline

MARCH 12, 2021

By Tibor Shanto. The key difference between a tribe and a herd is that the former walk on two legs. Herd mentality persists in both. Sales like most tribes being a bit more civil than antelopes, prefers the 80/20 rule, over herd mentality. I have always been fascinated by how willing sales types are to accept the 80/20. Some years ago, I wrote a piece suggesting that we should elevate the tribe and go for 70/30.

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Sales Leadership Data Quota Sports 386

Sales and Marketing Management

DECEMBER 22, 2021

B2B marketing and media relations in 2022 will continue to focus on rich storytelling, but it will include new voices, prioritize emerging mediums and approach thought leadership in new ways. The post What B2B Marketers Can Expect in 2022 appeared first on Sales & Marketing Management.

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