Understanding the Sales Force

MARCH 15, 2022

When my son was home for winter break, I asked him to rank all of his baseball coaches, an exercise that he found quite interesting. Speaking of baseball and bringing sales into the discussion, let's talk about coaching. First the baseball.

Coaching 315

Coaching Sales Management Pivotal Travel 315

The Pipeline

JANUARY 26, 2021

I will not comment on how things come to pass here, but there is merit to the exercise. Actively trading out lower margin or otherwise weaker quality revenue accounts with better attributes is part of the job. We should all seek higher-margin, less resource consuming accounts that have other pluses.

Churn 310

Churn Quota Margin Exercises 310

Sales and Marketing Management

FEBRUARY 27, 2020

This exercise, completed in advance, allows you to cope more effectively in real time under pressure. This exercise prepares you for those tension-filled moments, and it allows you to consider your own limitations. We recommend scripting the negotiation in advance. How might you respond to one offer or another?

Negotiation 270

Negotiation Exercises Discount Proposal 270

Mr. Inside Sales

JULY 30, 2021

If you’re a manager, this is a great exercise for a sales meeting. If you found these questions helpful, then it’s time to write some of your own. Make them specific to your product or service and write them so you’d be comfortable asking them. You could do two: one for prospecting and one for the close.

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Steven Rosen

DECEMBER 10, 2018

The Focused Sales Coaching virtual training course provides you with all the skills, exercises, and sales coaching tools you need to become a STAR Sales Coach. For Sales Managers That Are Struggling. Do you want to coach like a pro and drive more sales? Learn More. The post SALES MANAGERS ARE STRUGGLING appeared first on STAR Results.

Sales Management 291

Sales Management Exercises Quota Coaching 291

The Pipeline

APRIL 25, 2019

While some may want to debate that, few will argue that prospecting is a Numbers driven exercise. As a regular reader of this blog, you know I am a card-carrying member of the Sales Is About Number. I’m not here to defend the view but to introduce a number you need to focus on for successful prospecting. Prospect By The Numbers.

Prospecting 48

Prospecting Exercises Objections Video 48

Predictable Revenue

OCTOBER 17, 2024

Dolan has focused her research on how we fuel exercise and how our energy intake significantly impacts performance. The post The Role of Nutrition and Exercise in Sustained Performance appeared first on Predictable Revenue.

Exercises 62

Exercises Energy Research Revenue 62

The Pipeline

DECEMBER 29, 2020

So, today I share three simple exercises you can do, tech-free, to help you create focus and results. Well, here we are, the end of 2020, some way to kick-off My Decade Of Decluttering. While COVID changed everything, it also brought focus. And focus is crucial for decluttering and getting things done.

Quota 228

Quota Exercises Video Tools 228

Bernadette McClelland

JULY 11, 2022

The IV is only inserted for about 10 minutes and that is repeated the following day’ Each scan follows exercises in a resting state and a concentration state so that changes in brain blood flow patterns can be seen and compared. Why did I do this? a) To see if I had a brain – which I do ??.

Chemicals 397

Chemicals Hiring Exact Follow-up 397

No More Cold Calling

DECEMBER 29, 2017

The study found that employees in wellness programs are 12 percent less likely to experience health issues caused by work-related stress and nearly 10 percent less likely to find professional obligations interfering with their ability to make healthy choices regarding nutrition and exercise.

Company 0

Company Survey Study Promotion 0

Steven Rosen

JANUARY 19, 2017

It’s like exercise if you want to become more fit you need to commit to daily changes. Being focused is about executing on a daily, weekly and monthly basis. It means doing those things that are most important to achieving your critical FOCUS factors every day. Most people fall off the wagon, and it’s hard to get back on.

Call-back 332

Call-back Exercises Energy Facebook 332

The Pipeline

NOVEMBER 7, 2016

This exercise will be hard for those who are already lying to themselves by proclaiming “sales is not a numbers game”. Given that quotas and conversions are numbers, and you’ll need those inputs to plan your success.

Wireless 303

Wireless Face-to-face Quota Distribution 303

No More Cold Calling

OCTOBER 25, 2018

We need to exercise. He couldn’t resist the temptation to ensure he wouldn’t miss something important. That’s not healthy. We need breaks. We need vacation. We need to make time to be with our kids and our friends. I’ve been on the phone at odd hours with global clients, but those calls were planned. And vacation is MY time.

Referrals 284

Referrals Cold Calling Exercises Call-back 284

Sales and Marketing Management

AUGUST 20, 2020

Managers should remind workers to maintain healthy habits, including making sleep a priority, exercising, eating well, staying on top of medications and performing regular chores. Practicing relaxation: Yes, it’s important to exercise, but relaxation is also vital to mental health. breathing, meditation, etc.

Exercises 156

Exercises Energy Benefit 156

The Pipeline

OCTOBER 4, 2021

Great exercise, more companies should follow their lead. By Tibor Shanto. I had the opportunity to dissect a recorded Discovery call with a team last week. A chance to help some great sellers evolve, and a chance to take some learning away for yourself as well.

Data 368

Data Objections ACT Lead Rank 368

Mr. Inside Sales

JUNE 7, 2024

If you would like to instantly improve your selling skills—and so your open and close rate—you can do so by taking just a few minutes to complete the following exercise (don’t worry, it’s easy and fun!). What you’ll do is make a list of all the common closed ended questions you ask, and then turn them into assumptive questions instead!

Selling Skills 224

Selling Skills Gatekeeper Face-to-face Licensing 224

SBI Growth

APRIL 13, 2022

Pipeline Management is a critical exercise with which many organizations struggle. But those high-growth companies with consistent and disciplined pipeline management outperform their competition by 1.5x.

Pipeline 177

Pipeline Exercises Competition Marketing 177

Bernadette McClelland

SEPTEMBER 5, 2022

Whilst I was breathing heavily (exercise wise, trust me!) We started out at 8am and up … and up… and up… we climbed. It was stunning! Not only were my legs getting their regular workout but as we climbed another few hundred feet so were my lungs. I was determined to keep going and complete this 2.5

Everest 370

Everest Call-back Sales Leadership Outbound 370

Steven Rosen

MARCH 2, 2023

Exercise and eat well – A dose of healthy living, including regular exercise and diet, help recharge your batteries and is a proven stress buster. Take one day for yourself and reflect on your priorities and personal goals. Getting perspective helps you stay focused and inspired.

Hiring 227

Hiring Face-to-face SAP Energy 227

Jeffrey Gitomer

FEBRUARY 27, 2019

You can have more new thoughts and ideas if you will exercise this discipline: Write down EVERYTHING that’s on your mind at the end of each day. Then follow that new thought or idea until you believe you’ve exhausted it, but write down (or record) other new thoughts as they pop into your mind in a separate place or you will lose them, too.

Positioning 259

Positioning Banking Exercises Intent 259

The Pipeline

OCTOBER 3, 2019

While it might seem intuitive, a great exercise is to reverse engineer your sales process to uncover all the stakeholders. There is more to “Look Alike” customers than just corporate data – look for people with the same title as your buyers, spending habits, and most importantly competitors. Second Step.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

The Pipeline

OCTOBER 6, 2016

Which interesting since many of these buyer, and certainly all the people who sell these tools point to data, but as with many things, leveraging data for success is a subjective exercise, allowing people to ignore those data points that don’t support their current opinion. Sorry to confuse the issue with facts.

Fashion 291

Fashion Case Study Exercises Buyer 291

The Pipeline

APRIL 2, 2020

Looking for a new normal while knowing it will irrelevant in 24 – 48 hours, is a futile exercise. Further, we are still in the early stage of the unknown, each day bringing new challenges, testing accepted norms. I understand that keeps the idle feel busy, and a great soapbox for pundits, and it certainly makes for a good intro.

Face-to-face 279

Face-to-face ACT Travel Exercises 279

Sales and Marketing Management

SEPTEMBER 27, 2019

Following this approach, reps acquire knowledge in chunks, engage in exercises, and review examples before moving on to a new concept. Better peer examples – Watching your peers in a live or virtual classroom can be a painful exercise. Best of all, this model doesn’t interfere with their day-to-day workflow.

Training 214

Training Exercises Decision Maker Coaching 214

MTD Sales Training

MARCH 31, 2020

Make sure you have a routine, take time for exercise. Some might prefer the phone so don’t ram video conferencing down their throat just because everyone is virtual working. Working Remotely. If you’re not used to it, it can be tough to start with. Have a proper break for lunch. Have a “virtual coffee” over video or a call with a colleague.

Skype 246

Skype Webinar Metrics Call-back Exercises 246

Sales and Marketing Management

MARCH 8, 2019

Sales skills like how to have a good discovery call, pricing and negotiation is like physical exercise – you need to learn the techniques from subject matter experts (SMEs) and then practice repeatedly to gain muscle memory. Part of that is mixing it up so it’s not staid and the exercises are not too easy.

InsideView 223

InsideView Scale Exercises Call-back 223

Sales and Marketing Management

FEBRUARY 11, 2019

Creating in-depth buyer personas is a useful thought exercise designed to identify the content that customers need. Once the maps are created, flesh out personas to describe the kinds of customers that your sales team will come across most often.

Education 330

Education Buyer Buyer Persona Social Media 330

The Pipeline

AUGUST 28, 2017

One that process should be a bottom up exercise, not the top down approach you find in most organizations. If we do not evolve our process, we can look to it to get in our way. This would suggest two things that usually don’t happen in the real world.

Exercises 247

Exercises Sales Process Objections Buyer 247

The Pipeline

OCTOBER 5, 2017

What was striking is that for the most part, these “events”, fall in to one of two groups, they are either objective, fact based exercise, leading to a realistic view of their opportunities, with the conviction one gets when one is fully engaged and working the opportunity. Real or Fantasy.

Pipeline 281

Pipeline Lead Rank Groups Opportunity 281

No More Cold Calling

NOVEMBER 23, 2021

It’s like a training manual, with exercises and opportunities to practice and refine what you learn. I’ve been working virtually for years, but boy, I learned a ton from Julie’s book, including the art of “smeaking.” This is not one of those books you can just read once and put it down.

Video 289

Video Cold Calling Exercises Conference 289

The Pipeline

NOVEMBER 2, 2017

We do an exercise with reps of all skills, experience, and offerings. You can look at this in the following way. We ask them a simple question: “what do you sell?” With all the talk about being customer centric, and being driven by the buyer’s journey, the most typical answers we get, actually contradict their stated intent.

Travel 253

Travel Margin Buyer Exercises 253

Sales and Marketing Management

MARCH 1, 2021

Sharon Ruddock, global vice president of digital commerce at SAP, has moved to an approach that includes virtual support and classroom-style exercises. “We Blended Learning . We use interactive video, face-to-face meetings and experiential learning as part of a larger learning arc,” Ruddock says. Faster and Personalized Learning.

SAP 177

SAP Face-to-face Hiring Exercises 177

SBI Growth

NOVEMBER 23, 2022

Pipeline Management is a critical exercise with which many organizations struggle. High-growth companies with consistent and disciplined pipeline management outperform their competition by 1.5x. If you missed your number this quarter, an actionable strategy to take now is to apply strategic focus on current pipeline opportunities.

Exercises 156

Exercises Pipeline Competition Opportunity 156

No More Cold Calling

JANUARY 4, 2018

Eat healthy and exercise. I don’t believe in New Year’s resolutions, but I do believe in setting goals. Whatever you want to call them, here are six ways to strike a better balance in 2018: Make time for yourself. Make time for your family. Step away from your computer. Look people in the eyes. What’s missing? Technology, of course.

Referrals 287

Referrals Cold Calling Social Media Call-back 287

Sales and Marketing Management

JULY 6, 2020

Talk to your competitor’s customers and understand why they bought a particular solution and conduct TAM, SAM, and SOM exercises to help gain insights from the market. Don’t shy away from the information you can get from competitors. Having honest conversations can prove to be helpful when looking for scaling opportunities. .

Scale 298

Scale Top of Funnel Hiring Strategy 298

Mr. Inside Sales

AUGUST 29, 2020

It’s a standard exercise and step counter. Pacer can track an exercise routine, such as a two or three-mile walk, and/or, it keeps track of all your steps in a day as long as you have the phone in your pocket as you walk around the office or house, etc. Very much like Fitbit, which I never used.

Top of Funnel 180

Top of Funnel Face-to-face Exercises Gatekeeper 180

The Pipeline

JULY 6, 2017

Consisting of instruction by me, exercises, and tools, the same program clients have used to increase conversions and pipeline by over 25%. Enroll in the program today, and use the Thursday Proactive Prospecting Summer series to keep you on track, and filling your pipeline.

Prospecting 245

Prospecting Segment Objections Pipeline 245