Understanding the Sales Force

AUGUST 25, 2021

One such example is a beautiful infographic from sales playbook company Xant. Regular readers know that I'm all about the data and I have written nearly two thousand articles based on data from Objective Management Group's (OMG) assessments of more than two million salespeople.

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Understanding the Sales Force

OCTOBER 9, 2024

If you want to build a sales team that is tops in your industry, geography or with your target audience, here is a roadmap, with examples and reference material, to help you achieve that. You must lead by example. Unlike the Red Sox, most sales teams have too much pitching (demos and presentations)! It’s easy to check off a box.

Hiring 358

Hiring Lead Rank Lead Scoring Compensation 358

SBI Growth

MARCH 7, 2024

This is a particularly good strategy to turn to in situations where a company needs fast returns and cannot afford to wait for longer-term strategies to take effect—for example, with companies that need to manage EBITDA or in companies that are struggling to meet the growth objectives set by their private equity owners.

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Objections Strategy Examples Meeting 317

Pipeline

DECEMBER 20, 2024

This blog will delve into the evolution of Kanban, explore how Kanban-based sales systems can boost team efficiency, and provide a practical example of implementing Kanban within a sales pipeline. One prominent example is its influence on Scrum, a popular agile development framework. What is Kanban?

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Understanding the Sales Force

NOVEMBER 22, 2021

For example, check out these statistics from OMG's evaluations of 30,000 sales teams and more than two million salespeople. Or a car that didn't have anti-lock brakes? You would have to return to the 1980's to see those things and when it comes to their operations, some sales organizations are still in the 1980's.

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Sales and Marketing Management

MAY 1, 2023

It’s an incredibly effective example of tapping into how we think – and how our brains function – to optimize prospect engagement. Using “you” puts the focus right where it needs to be: on the prospect’s own needs. The post The Power of You: Why One Word Makes All the Difference in Sales appeared first on Sales & Marketing Management.

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Understanding the Sales Force

MAY 13, 2020

For example, since the 30 million who temporarily lost their jobs are receiving unemployment at more than 100% of what they were earning before, they aren't facing the hardship the media would lead you to believe and the money is there for a reboot when it comes. It's bad for ratings.

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Understanding the Sales Force

MAY 30, 2023

For example: For decades, I could not drive for much longer than two to two and a half hours before my eyes would get so heavy that I risked falling asleep at the wheel. See my examples below. Some of my long-term problems had such simple solutions. If only I had thought of the obvious solutions first.

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Understanding the Sales Force

OCTOBER 7, 2020

For example, take the FinXS Extended DiSC which, at first glance, appears to have much in common with Objective Management Group's (OMG) Salesperson Evaluations and Sales Candidate Assessments. And then there are the cheap Chinese rip-offs of quality American products.

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Comparison Exact Groups Objections 334

Understanding the Sales Force

SEPTEMBER 12, 2022

For comparison, the most recent example of a blowhard writing junk science without being scientific about what top salespeople do differently can be found in this article from August of 2022. This is the science of sales performance and sales selection and the last time I wrote about it was in this article from February of 2022.

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Sales and Marketing Management

FEBRUARY 11, 2021

Tanner Institute: Purpose: It’s up to you to think through your central purpose – whether, for example, your objective is to help clients achieve success or become the de facto product/service in your industry. But above all, you need to lead by example. Your reps must understand what they are working for. Hold regular team meetings.

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Understanding the Sales Force

AUGUST 28, 2020

These are all examples of inappropriate solutions to the simple question, "What is the best way to get there from here?". Would you take a train between intersections of the same city block, usually a 2-minute walk? Would you take a bus to the bottom of your driveway - usually a 1-minute walk or less?

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Hiring Company Examples Training 289

No More Cold Calling

JANUARY 9, 2020

For example, in a global study of more than 1,000 sales managers, Vantage Point found, “75% of sales managers had fewer than 49% of their salespeople on target.”. Michelle Vazzana at Vantage Point agrees that managers are focused on the wrong thing. million per manager.

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Understanding the Sales Force

APRIL 27, 2023

Those two examples are not unique to baseball as I'm sure you could share similar stories from football, soccer, hockey, lacrosse, volleyball, tennis, swimming and basketball coaches. Coach Charlie was a poor judge of talent, as evidenced by his reputation for cutting guys who would later be drafted by MLB teams.

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No More Cold Calling

JANUARY 13, 2022

Initially, this AI will primarily be used to automate repetitive elements of their day-to-day roles and allow workers to focus on areas that require a more human touch—creativity, imagination, high-level strategy, or emotional intelligence, for example.”. Always has and always will. Go Big, Get Personal.

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Understanding the Sales Force

NOVEMBER 23, 2024

In sales, everything that occurs PRIOR to a sale is a potential KPI but the challenge continues to be identifying those which: Can be measured (example: conversions) Drive revenue (example: new meetings with new prospects) Are key milestones (example: qualified opportunities) Incentivize desirable behaviors (example: call attempts) Tell an important (..)

Comparison 177

Comparison Exact Follow-up Call-back 177

Bernadette McClelland

SEPTEMBER 5, 2022

For example, the successful executive loses their job. These are all examples of clients I have had worked with who have not had the courage to say, ‘I’m done!’ And it is that last point that I want us to sit with for a minute. What hurts the most?

Everest 370

Everest Call-back Sales Leadership Exercises 370

Zoominfo

JULY 24, 2020

Leadership of sales and marketing departments have the opportunity to set an example for their employees. Sales enablement tools, for example, are a great way to promote easy communication by using real-time data to identify the most important synching points. . When something goes wrong, it’s usually time to realign.

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The Pipeline

MARCH 3, 2020

For example, many want me to layer on or retrofit my curriculum on something they trained three years ago. A common example I see is a lack of awareness of what has changed for buyers, and when. Sustainable change requires uprooting old habits to plant new practices. Recognizing they need to bring me in is step one.

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Face-to-face Pipeline ROI Energy 362

Bernadette McClelland

MAY 22, 2022

This was my own personal example where attributing the words ‘ hard work ‘ and ‘ earning ‘ were linked to financial abundance. A legitimate bluebird, and I remember saying to my manager, ‘ But I didn’t really earn it ‘ and his words back to me were: ‘ It’s yours!

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Anthony Cole Training

JULY 28, 2022

Let’s try to demonstrate that with a short example. Selling is a different animal and you will often hear the term “soft skills” in reference to training a salesperson. What are soft skills in sales?

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No More Cold Calling

DECEMBER 19, 2019

When someone asks what you do, frame your response like this: “The best way to explain what I do is to give you an example.” For example, I might start my business storytelling like this: “A sales VP came to me with a big problem. You’re the narrator. The Components of Business Storytelling. You can even start with a question.

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Understanding the Sales Force

SEPTEMBER 8, 2024

Consider these five examples: Hitting 80% of the monthly, quarterly and/or annual forecast is hitting our numbers – success. I thought there were actually more parishioners there in August than on the second Sunday in September. Apparently, half-full is the new full. They changed expectations in order to meet – expectations.

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Understanding the Sales Force

JANUARY 27, 2024

Would your news feed sound more like example one or example two below? Example One: Dave had a tough few days on the sales trail. Example Two: Dave is on a roll! From the two examples below, which sports analysis would you prefer to hear about yourself? Which one do you want appearing in your news feed?

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Mr. Inside Sales

MAY 14, 2022

An example is how most sales reps open their calls. Given the example above, this translates to: “Hi, Dave Anderson, please.”. There are many other examples of this (too many for this limited blog post), and if you would like a book full of them, then check this out. Is Dave Anderson available?”.

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Gatekeeper Face-to-face Licensing Decision Maker 235

Sales and Marketing Management

DECEMBER 14, 2020

For example, one of our key high-tech clients initiated a straightforward deal registration program and quickly pivoted to a robust sales training and engagement effort. My answer: sales training initiatives. We’re currently in what some might consider the golden age of sales training initiatives. And what, exactly, should their role be?

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Sales 2.0

MARCH 12, 2020

Are your tools actually being used by your sales team (CRM for example)? Are you using prospecting and stay-in-touch approaches that can weather a downturn? Sales tools: Do you have too few sales tools, or too many? Do your tools support your sales process? Are reps spending too much time mucking around with your tools rather than selling?

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Top of Funnel Pipeline Follow-up Proposal 378

Sales and Marketing Management

NOVEMBER 11, 2020

For example, think about the moment when you return to the day-to-day at your office – all the good vibes and inspiration fades away in the grind. For example, a lunch arrives during a mid-day business meeting, or dinner from a local restaurant is delivered in time for an evening event. The pile of emails you need to answer.

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Demand Generation Agencies Face-to-face Lead Rank Conference 358

Understanding the Sales Force

NOVEMBER 15, 2021

Just about a year ago at this time, I wrote another article about selling value where I used Dunkin Donuts coffee as an example. They're just saying the words and waiting to see if you'll bite. So what should you do when a prospect asks for a lower price?

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Understanding the Sales Force

MARCH 15, 2022

The coach screamed at him, embarrassed him, and made an example out of him every chance he had. He played 4 years for his #1 ranked coach. For the first two years he was afraid of this coach and for a very good reason. At the very same time the coach pushed him, challenged him and brought out the best in him.

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