SBI Growth

SEPTEMBER 11, 2013

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. It’s not a new tool in a bag of tricks. Nor should they.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

criteria for success

OCTOBER 20, 2022

Whether through group sales team meetings or one-on-ones, here are the top 3 exercises to work into your coaching sessions to build your sales team’s consultative selling skills. and Can-Do-Ideas discuss problem-solving and storytelling as a sales tool. Let us know in the comments if these exercises are working for your team.

Consultative Selling 96

Consultative Selling Exercises Selling Skills Face-to-face 96

SBI Growth

APRIL 13, 2013

This benchmark exercise is often referred to as a Marketing Productivity Benchmark (MPB). In some firms, the benchmark exercise is called a Lead Generation Assessment & Content Marketing Assessment. A Marketing Productivity Benchmark is a diagnostic tool that reveals the strengths and weakness of a marketing organization.

Remedy 308

Remedy Marketing Face-to-face How To 308

The Pipeline

OCTOBER 6, 2016

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”. While many are sold, and think they are buying “productivity tools”, they are in fact hindering productivity, revenue success and growth.

Fashion 291

Fashion Case Study Exercises Buyer 291

The Pipeline

NOVEMBER 7, 2016

We use an Activity Calculator tool, that helps sellers and managers to optimize this process, but only if they A) know the inputs; B) don’t lie to themselves about the numbers they don’t track or know, ( e-mail me if you’d like to try it and use it ). I know it’s easy, but stop lying to yourself about your activities, pipeline or success.

Wireless 303

Wireless Face-to-face Quota Distribution 303

The Pipeline

DECEMBER 29, 2020

So, today I share three simple exercises you can do, tech-free, to help you create focus and results. Download the three tools highlighted in the video. 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. See you next year!

Quota 228

Quota Exercises Video Tools 228

SBI Growth

OCTOBER 30, 2012

They focused on things like branding exercises and awareness campaigns with PR firms. They help create sales enablement tools, sales value prop messing, demos and presentation decks to ensure the success of your sales team. You went for “been there, done that” experience. Revenue got missed. Why ‘Strategists’ Won’t Deliver the #.

Lead Rank 331

Lead Rank Lead Scoring Hiring Leads 331

Bernadette McClelland

JULY 11, 2022

Understanding a powerful tool of trade – our brain. . 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?

Chemicals 397

Chemicals Hiring Exact Follow-up 397

No More Cold Calling

NOVEMBER 23, 2021

It’s like a training manual, with exercises and opportunities to practice and refine what you learn. Then we quickly became immersed in the tools and technology, like platforms, backgrounds, microphones, polls, virtual whiteboards, nifty animations, and magnifications to support our efforts to connect with customers.

Video 289

Video Cold Calling Exercises Conference 289

SBI Growth

AUGUST 22, 2013

But the job tryout is a exercise that proves how the candidate prepares, thinks and acts. The candidate’s skills with web-based presentation tools are on full display. The exercise actually reassures them that this is the right next job. And it''s reserved only for finalists. An example of past work is not a substitute.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

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

SBI Growth

FEBRUARY 9, 2013

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. Perform this exercise in an exhaustive manner to fully understand the dynamics surrounding the ecosystem. This surpassed the goal by 3x.

Promotion 317

Promotion Channels Influencer Decision Maker 317

Understanding the Sales Force

DECEMBER 22, 2014

You’ve made your New Years resolutions to exercise, lay off the carbs, lose weight, be kind, leave the cell phone in another room at night, close the laptop by 7PM, and be an all around better person. From the exercise above, you should know how many opportunities are required for each of four stages of the pipeline. Live in Your CRM.

Face-to-face 275

Face-to-face Commission Exercises Sales Qualified Lead 275

SBI Growth

JULY 19, 2013

As an exercise, just think about recent sales process changes. QUANTIFY YOUR RISK IN EACH OF THESE AREAS WITH THE PROJECT RISK ASSESSMENT TOOL. USE THE PROJECT RISK ASSESSMENT TOOL. World Class VP’s of Sales never stop evolving. They know that the market is moving at warp speed. You can’t repeat your 2013 sales strategy in 2014.

Guarantee 296

Guarantee Exercises Follow-up LinkedIn 296

SBI Growth

NOVEMBER 4, 2013

I recommend you read it and download the tool. Secure a new sales tool, or a training session that will boost their productivity. As a result, PowerPoint is a tool that should be used sparingly. Peer to Peer learning exercises. Sales Kick-Off is right around the corner – what am I going to do? It will help you balance Q4.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

The Pipeline

NOVEMBER 13, 2014

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. You will need to incorporate all tools available, including the dreaded cold call. Or looked at from the other end, maybe it can be phrased “89.2%

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

SBI Growth

DECEMBER 22, 2013

They satisfy a box checking exercise around providing training. If you use the wrong tool for measurement, eventually you end up in the wrong place. Download the tool and measure your year. If it isn’t hard, you shouldn’t do it. People get disappointed with sales training events. They don’t change behavior or drive results.

Scale 282

Scale Compensation Exercises Follow-up 282

Understanding the Sales Force

JUNE 4, 2014

Despite the abundance of tools to help you connect with people, the physical act of speaking with these connections is becoming exponentially more difficult. Watch this one-minute video for a quick exercise you can do - the results might be jaw-dropping. What can be done about this problem? Stop giving demos. Just say no.

Territories 268

Territories Exercises Video ACT 268

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

Score More Sales

JULY 11, 2013

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. It can take weeks or months for some in sales to truly qualify a sales opportunity. Get those answers. What clients do you need questions answered?

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

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. These life lessons have been put into place with RampedUp Global Data Solutions, a tool to help Marketers to Business Without Borders. Second Step. About Scott Miller.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

SBI Growth

OCTOBER 11, 2013

Technology, training, process and tools. If you set a baseline year over year, it will become an easier exercise. Jim will use most of his investment budget to drive social selling. What Jim Would Say You Should Do Now. Understand current state. The easiest way to do this is conduct a benchmark. Complete this 2014 planning assessment.

Outsourcing Services 314

Outsourcing Services Hiring Scale Trade Show 314

The Pipeline

AUGUST 28, 2017

One that process should be a bottom up exercise, not the top down approach you find in most organizations. Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more. If we do not evolve our process, we can look to it to get in our way. The post Are You In Your Own Way?

Exercises 247

Exercises Sales Process Objections Buyer 247

The Pipeline

NOVEMBER 2, 2017

We do an exercise with reps of all skills, experience, and offerings. Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more. You can look at this in the following way. We ask them a simple question: “what do you sell?”

Travel 253

Travel Margin Buyer Exercises 253

SBI Growth

DECEMBER 16, 2013

A BPM is a tool that maps the decision making process used to purchase a product, service or solution. This critical exercise reveals gaps in content. If you want to produce content that resonates with your buyers, invest in Buyer Personas. Buying Process Maps (BPMs) facilitate this.

Outsourcing Services 281

Outsourcing Services Strategy Buyer Persona Lead Rank 281

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. If this is something you are investigating, Lever is a useful tool that can help link potential hire’s sales persona and your approach. .

Scale 298

Scale Top of Funnel Hiring Strategy 298

Jeffrey Gitomer

MARCH 19, 2019

You only have the selling resources and tools you brought with you – the rest of them are back at your ball park, with the rest of your team. All your tools are there. This exercise is an opportunity to see the benefit of being your best all the time. There is only one of you – there are many of them. Your whole team is there.

Sports 250

Sports Scale Proposal Call-back 250

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 It’s one of our most powerful learning tools. Use tools that make your organization easier to navigate and your people better and more-willing navigators. Blended Learning .

SAP 177

SAP Face-to-face Hiring Exercises 177

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

Sales Hacker

JUNE 16, 2021

Their sales tools are integrated effectively, coaching is readily available, and sales reps are happily using their CRM. The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. Content management tools.

Sales Enablement 110

Sales Enablement Top of Funnel Tools Scale 110

Sales and Marketing Management

SEPTEMBER 13, 2017

In the strategy workshops I facilitate, an exercise that generates great interest is when the group discusses what they should stop doing. Brevity can also be a powerful tool in setting strategic direction. There is something to be said for brevity, especially when talking with teenagers.

Journal 237

Journal Margin Exercises Groups 237

The Pipeline

JULY 16, 2019

But once you develop the habit, make it routine, put time aside for the exercise each week, and you’ll find pay-off that continues to grow over time. We use a simple tool to do this; it needs to be structured, especially if you are going back to review lost opportunities.

Prospecting 284

Prospecting Trade Show Objections Buyer 284

The Pipeline

AUGUST 14, 2013

I see this in all aspects of sales, those who just make ten calls to ten sequential names on a list, and call it prospecting; versus those who initiate contact and engagement with ten 10 prequalified, researched, planned and targeted viable potential buyers, using all the tools available to them, from traditional to social and everything between.

Scale 293

Scale Forecasting Call-back Account 293

The Pipeline

APRIL 17, 2017

Communication, which at the core selling/buying is, will always be a mutual exercise, which why monologues work well in theater, but not in delivering revenue or quota. Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more.

Buyer 242

Buyer Exercises Vendor Lead Rank 242

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

Zoominfo

AUGUST 11, 2021

Your sales pipeline is perhaps your business’ most critical tool, certainly as far as your bottom line and general decision-making go. Your sales pipeline is also your surest tool for forecasting revenue and growth. The tools are available to aggregate all sources of information on a client and create one single source of truth.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

Sales and Marketing Management

JUNE 14, 2020

Set an intention to move to a more positive place and exercise choice in doing so.”. The office as a recruitment tool. “Identify and acknowledge where you are and what you are feeling. Is it frustration, fear or anxiety? Accept this without judgement. Set aside time for virtual team engagement activities.

Face-to-face 218

Face-to-face Decision Maker Insurance Insurance 218