Score More Sales

JULY 11, 2013

He was my sales colleague. It can take weeks or months for some in sales to truly qualify a sales opportunity. This exercise will help you determine if a sales opportunity is probable or not – it can save you hours or months of effort, and it can help you close business sooner. Get More Answers. Get those answers.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

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

The Pipeline

NOVEMBER 22, 2013

The sales industry in particular can be very stressful, particularly to those who are new to the business. Some people choose to eat right and exercise to try to combat stress. Here are a few tips on how to handle stress in the workplace : Self-talk or self-hypnosis – we all know that our brain is the most powerful tool that we have.

How To 302

How To Exercises Small Business Small Business 302

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. Get Access Today.

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

SBI Growth

NOVEMBER 11, 2013

Your Chief Sales Officer (CSO) left. This position is too important to leave to some subjective thumbs-up/thumbs-down exercise. Instead, top HR and Sales leaders follow a detailed checklist of tasks. As well, emerging practices from top sales organizations are discussed for 3 key tasks. Or maybe he/she needs to leave.

Hiring 282

Hiring Follow-up Exercises Positioning 282

Understanding the Sales Force

JUNE 4, 2014

Understanding the Sales Force by Dave Kurlan The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. While persistence has always been important in sales, we are in uncharted territory. What about the prospects who are far along in the sales process when they suddenly go missing?

Territories 268

Territories Exercises Video ACT 268

SBI Growth

OCTOBER 11, 2013

Fourth quarter always poses a dilemma for Sales VP’s. You will see how sales leaders accomplished the following: What initiatives should you focus on? An Iconic Sales Leader. Jim has been in sales for 25 years. 16 of these years in sales leadership. Change in the sales plan is a constant. How Jim Does It.

Outsourcing Services 314

Outsourcing Services Hiring Scale Trade Show 314

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

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

Sales and Marketing Management

JULY 6, 2020

Author: Dan Templeton No one wants a stagnant sales team. On the other hand, the thought of scaling a sales team can seem overwhelming and difficult. . If your company is approaching the growth stage, it means that your organization has already identified a steady income base, a monetization procedure and proven sales techniques.

Scale 298

Scale Top of Funnel Hiring Strategy 298

SBI Growth

SEPTEMBER 11, 2013

Today we’ll address step #3 of the LinkedIn sales process. Download the Tool (free event registration required) so that you''ll be able to leverage your database along with my upcoming blog and tool. Create Social Debt – This is where you’ll need to exercise a little bit of tact and creativity. Nor should they.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

SBI Growth

OCTOBER 30, 2012

Because ‘doers’ are willing to roll up their sleeves and work with sales to hit the number. Rather than focus on working with sales to drive revenue, they got caught up chasing shiny objects. They focused on things like branding exercises and awareness campaigns with PR firms. The ‘doer’ is concerned about sales results.

Lead Rank 331

Lead Rank Lead Scoring Hiring Leads 331

SBI Growth

APRIL 13, 2013

In a recent Sales Benchmark Index survey of 312 CMO’s and VP’s of marketing; the majority answered this question “I don’t know”. Does Sales ignore my leads? This benchmark exercise is often referred to as a Marketing Productivity Benchmark (MPB). Is my Marketing Strategy broken? What questions are you asking yourself?

Remedy 308

Remedy Marketing Face-to-face How To 308

criteria for success

OCTOBER 20, 2022

As a sales manager, how do you improve your team’s performance? If you want to make a real difference in sales performance, the key for many salespeople is coaching. If you want to make a real difference in sales performance, the key for many salespeople is coaching. Let's Talk Sales! The same goes for remote sales.

Consultative Selling 96

Consultative Selling Exercises Selling Skills Face-to-face 96

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. Understanding a powerful tool of trade – our brain. . And when they do they are able to deepen connection, inspire change, move each other to action and build trust. .

Chemicals 397

Chemicals Hiring Exact Follow-up 397

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! Cause you know success in sales is all about Execution – Everything Else Is Just Talk! See you next year!

Quota 228

Quota Exercises Video Tools 228

SBI Growth

AUGUST 22, 2013

Some sales candidates look great during the hiring process. HR has worked hard to find capable talent, and Sales has committed time and money to ramp the new hire. If you’re a Sales or HR leader, this may be happening all too often. Sales can learn a lesson here. Here''s a 7-step overview of a tryout for a sales rep. (To

Hiring 300

Hiring Proposal Exercises Lead Rank 300

SBI Growth

FEBRUARY 19, 2013

Will fixing a sales problem accelerate your path to promotion? This tool will expose you to the 6 biggest problems sales leaders face. 4 in 5 SVP of Sales jobs become available because the number was missed. They want somebody who can fix sales problems. You see it everywhere in the sales force.

Promotion 310

Promotion Demand Generation Demand Generation Targets Intent 310

The Pipeline

OCTOBER 5, 2017

Lately I have had a chance to sit in on a number of “opportunity reviews”, and it is interesting how the format and tools have changed, the plot and the theme have not changed much beyond the costumes, props, and players. Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more.

Pipeline 281

Pipeline Lead Rank Groups Opportunity 281

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? All your tools are there. You have your best chance to make a sale.

Sports 250

Sports Scale Proposal Call-back 250

SBI Growth

JULY 19, 2013

This is the life you lead as VP of Sales. Why Change in Your Sales Strategy is Necessary. Each year, as VP of Sales you begin the process of evaluation. So as a sales leader, what are you going to do about it? World Class VP’s of Sales never stop evolving. You can’t repeat your 2013 sales strategy in 2014.

Guarantee 296

Guarantee Exercises Follow-up LinkedIn 296

The Pipeline

NOVEMBER 13, 2014

Then I remembered that in sales we see this all the time, over and over, people are trying to kill cold calling. I suspect the main reason is that cold callers do not see social as a threat, is because we do see it as a great addition to an existing set of tools and techniques we use to drive business. Sad but true.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

SBI Growth

FEBRUARY 9, 2013

You have two major responsibilities; Sales Enablement and Promotion. Prepare the field and give them tools to succeed. Download the Persona Ecosystem tool to explore the ideal channels for your promotion plan. Leverage the Persona Ecosystem planning tool. What happens in the next sixty days will make the difference.

Promotion 317

Promotion Channels Influencer Decision Maker 317

SBI Growth

NOVEMBER 4, 2013

Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: What can I still do to Make the Number in 2013 ? Sales Kick-Off is right around the corner – what am I going to do? I recommend you read it and download the tool. They aren’t increasing sales skills, tactics, or strategy. Forced interaction.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

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

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. It’s one of our most powerful learning tools.

SAP 177

SAP Face-to-face Hiring Exercises 177

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

SBI Growth

DECEMBER 22, 2013

This is a flawed way to measure winning and losing as a sales leader. This post will discuss a new way sales leaders should measure performance. As a VP of Sales, you own capability building. When you view sales improvement projects, you ask yourself “Is this really that hard?” Sales leadership is hard.

Scale 282

Scale Compensation Exercises Follow-up 282

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

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

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. The more that you embrace these great tools for living and carry them always in your tool chest, the greater your success and life will be.

Lead Rank 196

Lead Rank Lead Scoring Construction Travel 196

Steven Rosen

APRIL 14, 2024

Hiring sales superstars is critical to building a high-performance sales team. These tools are designed to assess and predict, providing a scientific basis for forecasting a sales candidate’s success. They help identify cultural fit, manage different sales approaches, and offer developmental feedback.

Hiring 156

Hiring Forecasting Exercises Retention 156

The Pipeline

NOVEMBER 2, 2017

We do an exercise with reps of all skills, experience, and offerings. When was the last time you heard your VP of Sales, “I wanna buy me a piece of software that will process leads based on an algorithm designed to….” The post Confusing Journey With Destination appeared first on Renbor Sales Solutions Inc.

Travel 253

Travel Margin Buyer Exercises 253

SBI Growth

DECEMBER 16, 2013

Additionally, there must be 100% synergy between the sales and marketing strategies. Too often, the sales and marketing leaders work in siloes. Sit down with your sales counterpart and talk through each other’s 2014 goals. Lead Management – Someone who form-fills isn’t a sales-ready lead. Make sure they align. TECHNOLOGY.

Outsourcing Services 281

Outsourcing Services Strategy Buyer Persona Lead Rank 281

Sales Hacker

JUNE 16, 2021

If you could spend a day with sales teams from some of the most successful companies in the world, what would you see? They’re all on board – marketing, sales, product, customer success, and executive leaders. Their sales tools are integrated effectively, coaching is readily available, and sales reps are happily using their CRM.

Sales Enablement 110

Sales Enablement Top of Funnel Tools Scale 110