Mr. Inside Sales

JULY 30, 2021

Use the following questions to help open your prospect up and to get them to reveal where they really stand, and what you need to do to move closer to the sale: #1 “I can tell that’s important to you; why does it mean so much?”. #2 If you’re a manager, this is a great exercise for a sales meeting. Happy Selling!

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

MTD Sales Training

MARCH 31, 2020

We’ve had over 82 sales training programmes postponed! I’m being bombarded with sales pitches at the moment. Make sure you have a routine, take time for exercise. If you want to use some of your time to brush up on your sales skills whilst homeworking then we’ve got a number of sales training solutions that can help.

Skype 246

Skype Webinar Metrics Call-back Exercises 246

No More Cold Calling

APRIL 11, 2019

We want to spend more time with our families, to exercise more, to be happy … really happy. Our pace is too frenetic. We take shortcuts when we know we shouldn’t. We’re conflicted whether to stay in a job we don’t like or jump ship.

Cold Calling 328

Cold Calling Exercises Study Research 328

The Pipeline

JANUARY 26, 2021

The familiar expression “measure twice, cut once”, has validity in B2B sales as well. Not just know, but plan for and manage like any other element of sales success. You can focus on improving other variables of the sale. I will not comment on how things come to pass here, but there is merit to the exercise.

Churn 310

Churn Quota Margin Exercises 310

No More Cold Calling

NOVEMBER 23, 2021

If virtual sales training was ever needed, this was the time. The importance of eye contact in sales (even virtual sales) can’t be overstated. Early on in the pandemic, there was a learning curve as we all adjusted to virtual sales meetings. Virtual sales is not going away, so I’d better up my game.

Video 289

Video Cold Calling Exercises Conference 289

Steven Rosen

MARCH 2, 2023

5 Ways to Stay Inspired Paul Smith is the Sales Director of a leading technology company. He has been in the industry for the last ten years and has been a star in various sales and marketing roles. Having just gone through a sales force downsizing, Paul has adopted an inspirational leadership style.

Hiring 227

Hiring Face-to-face SAP Energy 227

Sales and Marketing Management

MARCH 8, 2019

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. And how do we, in turn, ensure our own sales kickoffs are effective? We recently completed our sales kickoff at InsideView. Part of that is mixing it up so it’s not staid and the exercises are not too easy. into similar “birds of a feather” groups.

InsideView 223

InsideView Scale Exercises Call-back 223

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. A ticking clock can be a challenge as well as a thrill in the world of sales. What is your ideal outcome?

Negotiation 270

Negotiation Exercises Discount Proposal 270

The Pipeline

APRIL 25, 2019

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

Prospecting 48

Prospecting Exercises Objections Video 48

DiscoverOrg Sales

OCTOBER 30, 2017

Sales is the great equalize r: It’s a meritocracy. October is Women in Sales month. For me, that means celebrating how sales really is the great equalizer. She WAS our first woman in the sales department. I think really listening and asking those open-ended questions is a very important trait to have in sales.

eBook 122

eBook Travel Exercises Sales 122

The Pipeline

NOVEMBER 7, 2016

I hear a lot of talk in sales about lying, not so much about how they may lie to win business, but in broader terms. While there are probably liars in both camps, undoubtedly in the same proportion and distribution as in the general population, and likely less among successful sales people.

Wireless 303

Wireless Face-to-face Quota Distribution 303

Sales and Marketing Management

MARCH 1, 2021

Cespedes, Yuchun Lee and Mark Magnacca A lot of sales training misunderstands how salespeople learn. Most learning in sales is through peer learning in specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. Further, the benefits go beyond sales. Author: Frank V.

SAP 177

SAP Face-to-face Hiring Exercises 177

Bernadette McClelland

JULY 11, 2022

I met Viveka in person through the Women Sales Pros community a few years ago and like everyone else, fell in love with her style and personality. And when they do they are able to deepen connection, inspire change, move each other to action and build trust. . Why did I do this? a) To see if I had a brain – which I do ??.

Chemicals 397

Chemicals Hiring Exact Follow-up 397

Sales and Marketing Management

JUNE 24, 2019

Author: By Brad Soper, Lisa Jaeger and Alexander Stahmer While there are no shortcuts to creating and implementing an effective, long-term sales strategy, there are five actions sales teams can take to get that strategy on track – and keep it there – by generating more sales from existing customers. . Use heat maps.

Customer 238

Customer Churn Segment Media 238

The Pipeline

DECEMBER 29, 2020

So, today I share three simple exercises you can do, tech-free, to help you create focus and results. Cause you know success in sales is all about Execution – Everything Else Is Just Talk! And focus is crucial for decluttering and getting things done. leverage these 3 ways to get ahead of your 2021 quota.

Quota 228

Quota Exercises Video Tools 228

Steven Rosen

JANUARY 19, 2017

I don’t care if you are the CEO, an executive, manager or sales rep, you are inundated with back to back meetings, phone calls, and voice messages, literally hundreds of emails, and numerous texts. It’s like exercise if you want to become more fit you need to commit to daily changes.

Call-back 332

Call-back Exercises Energy Facebook 332

Jeffrey Gitomer

MARCH 19, 2019

Sales games are no different than sports games. You win more sales when you sell them at home. How many of your prospects, who you want to become customers, get an invitation to play the championship game (the sale) at your ball park? This exercise is an opportunity to see the benefit of being your best all the time.

Sports 250

Sports Scale Proposal Call-back 250

No More Cold Calling

OCTOBER 25, 2018

If you’re in sales, you assume you pretty much need to be “on” all the time, lest you miss an opportunity. We need to exercise. Invite me to speak at your annual Sales Kickoff Meeting. . Too much work and not enough play makes …. Working too much? You might not have a choice. Employers are more and more demanding.

Referrals 284

Referrals Cold Calling Exercises Call-back 284

Understanding the Sales Force

JANUARY 4, 2024

In today’s article, I introduce my first innovation of 2023, the Sales Goals Grid, but first, some context and the back story! Most people set New Year’s resolutions around this time of the year which, in general terms, is nothing more than an exercise in goal setting. Happy New Year everyone! Not by any stretch.

Distribution 177

Distribution Exercises Call-back Course 177

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 Sales Hunter

SEPTEMBER 27, 2019

Why Relationships Matter in Sales: Think about your current customers, past customers and even solid prospects. If you’re serious about relationships and their value in sales and business, repeat this exercise with everyone that you work with in your company. Copyright 2019, Mark Hunter “The Sales Hunter.”

Sports 180

Sports Exercises Lead Rank Lead Scoring 180

Sales and Marketing Management

AUGUST 24, 2017

Today’s sales leaders agree on today’s top sales training challenges: it’s too expensive, there’s not enough time, and there’s a lack of engagement. Add to this the fact that when surveyed, the majority of sales leaders question the effectiveness of their current sales training programs. Practice-Driven Sales Development.

Training 237

Training Handbook ROI Hotels 237

The Pipeline

JUNE 25, 2019

In Good times and bad, the one thing most sales professionals try to do is shorten the length of their sales cycle. They believe that shorter sales cycles bring several benefits, some indeed materialize, most do not. The complete opposite of what it should be, we need to focus on buying cycles to shorten sales cycles.

Buying Cycle 241

Buying Cycle Sales Cycle Lead Rank Lead Scoring 241

No More Cold Calling

DECEMBER 6, 2022

Sales buzzwords are as abundant as bees in summer, and they’re so overused that they’ve lost all their sting. Sales buzzwords are meaningless at best, and annoying at worst. In sales, it’s nonspecific and ineffective. Totally : This is not a math exercise, but modern slang. Sales is about making connections that count.

Fashion 207

Fashion Cold Calling Pivotal Quota 207

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!). Closing the sale: Closed ended: “Do you have any questions?” ON DEMAND SALES TRAINING THAT GETS RESULTS!

Selling Skills 224

Selling Skills Gatekeeper Face-to-face Licensing 224

Zoominfo

SEPTEMBER 25, 2018

Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. The Ultimate List of Sales Podcasts. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Sales and Marketing Management

FEBRUARY 11, 2019

Regardless of how they acquire it, potential buyers step onto the sales floor (in-person or virtually) armed with information about their options; to remain effective, salespeople will need to adapt to the methods of the modern buyer. More than ever before, the new reality of sales must rely on marketing to a higher extent.

Education 330

Education Buyer Buyer Persona Social Media 330

Sales and Marketing Management

AUGUST 31, 2017

So whatever the size of your business – whether you are a scaling startup or a Fortune 1000 business – it’s critical to be clear about this vision and to articulate it clearly throughout your business and your sales channel. Understanding that there is a link between vision and sales is an important step. The opposite is true.

Top of Funnel 246

Top of Funnel Oracle Scale Small Business 246

The Pipeline

JULY 27, 2017

Clear concise communication is key to sales, especially in the pressure packed first few seconds of an unscheduled prospecting call, yes, a cold call. Yet it is interesting how many sellers fail to effectively communicate the simplest concepts at this crucial stage of the sale. appeared first on Renbor Sales Solutions Inc.

Transportation 225

Transportation Trade Show Exercises Call-back 225

The Pipeline

OCTOBER 6, 2016

Earlier this week I posted about the how your sales stack stacks up, (couldn’t resist) How Productive Is Your Sales Stack? Exploring how many companies and sales leaders are actually contributing to their team’s’ lack of success by overloading them with “sales tools”, the “Stack”.

Fashion 291

Fashion Case Study Exercises Buyer 291

Bernadette McClelland

SEPTEMBER 5, 2022

Whilst I was breathing heavily (exercise wise, trust me!) Join me and the world's foremost authorities on sales prospecting, pipeline, productivity and sales leadership. I will be presenting a Keynote on the main stage, an interactive session on the Sales Leadership stage and a presentation on the Virtual platform.

Everest 370

Everest Call-back Sales Leadership Exercises 370

Sales 2.0

AUGUST 29, 2022

A classic issue in sales forces is promoting one of the top performing sales reps to the manager of a sales team, then having them fail in this new role. I just became much clearer on why this happens and what can be done about it, by reading just one section of David Brock’s book “The Sales Manager Survival Guide”.

Sales Management 195

Sales Management Face-to-face Proposal Promotion 195

Sales 2.0

AUGUST 29, 2022

A classic issue in sales forces is promoting one of the top performing sales reps to the manager of a sales team, then having them fail in this new role. I just became much clearer on why this happens and what can be done about it, by reading just one section of David Brock’s book “The Sales Manager Survival Guide”.

Sales Management 39

Sales Management Face-to-face Proposal Promotion 39

Zoominfo

AUGUST 11, 2021

No business can survive for long without a healthy sales pipeline. It’s what keeps your sales team organized and focused on managing opportunities to close deals. Unfortunately, many B2B organizations suffer from ineffective sales pipeline management. Good sales pipeline management can protect the health of your bottom line.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

The Pipeline

OCTOBER 3, 2019

Like most in our profession, I am a big fan of account-based sales and marketing. Quite simply, it is a methodology that focuses on an organization’s sales and marketing efforts on a select number of accounts that are most likely to buy your products and solutions. Scott has over 20 years of Sales and Sales Management Experience.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

The Pipeline

AUGUST 28, 2017

If you follow my blog you know that I am firmly in the camp that see and approaches sales more as a science executed artfully , rather than free form art like many do. Many managers and organizations are reluctant to let people explore, and experience a range of sales situations and outcomes, as a means of helping sell better.

Exercises 247

Exercises Sales Process Objections Buyer 247

Sales and Marketing Management

JUNE 12, 2019

Author: Marc Demetriou Many people, including sales and marketing folks, tend to overthink things. It’s a set of strategies sales executives should remind themselves of from time to time. Writing the story of your life and addressing what you want to be remembered for is a telling and often game – changing exercise.

Lead Rank 196

Lead Rank Lead Scoring Construction Travel 196