Sales and Marketing Management

FEBRUARY 26, 2018

Author: Mike Schultz, President, RAIN Group Breaking through and setting sales meetings with C-suite buyers is tough. They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. Yet, many sellers are successful in breaking through and setting initial sales meetings with the C-suite.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

MTD Sales Training

JULY 10, 2017

Have something up your sleeve! One of the biggest mistakes that under-prepared salespeople make is that they rush it so much that they just “turn up and throw up” over the prospect. Will you handle them when they just come up? Happy Sales Preparation ! To find out their buying process? Be prepared!

Sales Meeting 169

Sales Meeting Meeting Decision Maker Commission 169

Hubspot Sales

DECEMBER 14, 2020

While team-wide accomplishments are probably announced to everyone, individual teams in one region may not be aware of the successes of their coworkers in another region and how they all work together to help your organization meet their sales goals. How To Plan for a National Sales Meeting. Identify Objectives.

Sales Meeting 137

Sales Meeting Meeting Motivation Objections 137

Hubspot Sales

JANUARY 30, 2018

Sales meetings are crucial to a sales team’s success … when done properly. But a poorly-run, disorganized meeting isn’t just inconvenient, it’s a waste of everyone’s time. Over my career, I’ve learned how to run productive sales meetings that last 20 minutes -- no longer. What happens when the meeting ends?

Sales Meeting 141

Sales Meeting Meeting How To Exact 141

SalesFuel

MAY 8, 2024

Even after significant effort to set sales meetings with prospects, they sometimes fall through. Or they may simply ghost the seller and not show up. Continuing concentrated efforts at this stage of the process can ensure meetings happen. Eliciting urgency is vital in all parts of the sales process.

Sales Meeting 114

Sales Meeting Meeting Prospecting Cancellation 114

Janek Performance Group

MARCH 12, 2024

Virtual sales meetings are becoming increasingly common as teams transition to working from home and offices are spread out in different cities. In the past, a virtual sales meeting, whether by video or phone call, was generally not given the same consideration as an in-person meeting.

Sales Meeting 118

Sales Meeting Meeting How To Face-to-face 118

Sales Hacker

MARCH 13, 2023

If you systematize your sales follow-up process you will close more deals — and I am about to show you how **Disclaimer** This has been written with sales executives (SEs) and account executives (AEs) in mind. I have never gotten a pissed-off response to my persistent follow-up.

Follow-up 98

Follow-up Closing Top of Funnel Ideal Customer Profile 98

Hubspot Sales

DECEMBER 1, 2020

Sending a clean and branded agenda to a prospect beforehand has the added benefit of displaying organization and professionalism in a way that displays preparedness to meet the prospect’s needs. Meetings without goals are usually a waste of everyone’s time. Great sales reps know how to walk around in the shoes of their prospect.

Sales Meeting 142

Sales Meeting Meeting Case Study Scale 142

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? If you’re a manager, this is a great exercise for a sales meeting. You could do two: one for prospecting and one for the close.

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

criteria for success

MAY 11, 2022

As a sales leader, you’ve had your fair share of sales meetings. Think of how much easier sales meetings would be if all parties involved knew exactly what everyone was expecting to gain from them. But how do you set expectations for sales meetings? How to Set Expectations in A Sales Meeting: .

Sales Meeting 97

Sales Meeting Meeting eBook Exact 97

SBI Growth

APRIL 20, 2013

An article written by Jenna Cheng cites the following: “Several research studies reveal the growing importance of social technologies to competitive and marketing strategy. Keep up with the field in terms of competitive intelligence, and you’ll naturally keep up in other areas as well. Follow @TonyAlbachiara.

Social Media 316

Social Media Competition Media Eloqua 316

Sales and Marketing Management

SEPTEMBER 12, 2017

Recently I was asked to attend a manufacturer’s sales meeting. The time and money that was spent on the meeting was being wasted as the meeting followed a predictable course. Afterwards, I brought up the following points. Afterwards, I brought up the following points.

Lead Rank 262

Lead Rank Loyalty Incentives Incentive 262

Steven Rosen

JANUARY 24, 2017

January is a crazy month, with national sales meetings, new comp plans, new marketing programs and the annual performance review process. You end up coaching what you observed when you are in the field. Coaching is an effective process if followed. Following up with coaching will help your reps succeed.

Coaching 313

Coaching Follow-up Sales Coaching Positioning 313

SBI Growth

NOVEMBER 25, 2013

This could be going on a sales call, helping with deal strategy or running a sales meeting. And you don’t waste any valuable energy ‘talking them up’ with the boss. You must attend multiple sales meetings. When it does, the sales rep that endears themselves to the boss is promoted. Helps them develop.

Promotion 297

Promotion Construction Hiring Scale 297

Sales Hacker

SEPTEMBER 1, 2021

Inevitably, they forget some follow-ups and lose others to messy notes. What if we said you could use artificial intelligence (AI) to answer complex questions in real-time, cut follow-up time by two-thirds, and give yourself more time to focus on high-value activities like building relationships? Reduce prospect fatigue.

Follow-up 94

Follow-up Top of Funnel Call-back ROI 94

Salesmate

FEBRUARY 21, 2020

You need to stay focused, get past the gatekeepers, connect with the right decision-makers, and convince them to meet you. You should be able to get the decision-maker at ease as quickly as possible for setting a meeting. Effective B2B appointment setting tips to get more sales meetings. Wrapping up.

Sales Meeting 99

Sales Meeting Meeting B2B Decision Maker 99

The Pipeline

FEBRUARY 15, 2016

They are two extreme sides of the preparedness coin, being over and under prepared at the same time, to the point where the two not only cancel each other out, but help you blow sales meetings, over and over. It is important to remember that a next step is your destination, a desired outcome for the meeting.

Sales Meeting 120

Sales Meeting Meeting Cancellation Buyer 120

criteria for success

AUGUST 3, 2022

If you listen to head trash that tells you to not come across too “salesy” – you'll be less inclined to follow-up and schedule prospecting meetings ! I have a sneaking suspicion that salespeople carry just as many objections into a sales meeting as the prospect brings up during the sales meeting!

Sales Meeting 98

Sales Meeting Meeting Objections ACT 98

No More Cold Calling

NOVEMBER 22, 2011

The sales prospect: • Thanks you for the insights you provided • Agrees that your solution meets their needs • Engages in a preliminary discussion and understanding about pricing • Asks you to prepare a proposal • Goes so far as to discuss start dates for the project.

Closing 285

Closing Prospecting Proposal Referrals 285

SBI Growth

NOVEMBER 7, 2013

This guide will help you: Understand what it takes to make up the gap. Make sure you understand how it will affect your team’s managers and sales reps. Getting your New Year quota higher and later then you expected screwed you up. Do you have enough sales people to cover the new quota? How will you stimulate demand?

Quota 296

Quota Demand Generation Demand Generation Targets Negotiation 296

Sales Hacker

DECEMBER 14, 2022

One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If Now we all use Zoom for our meetings. And this is why your sales meetings suck. And the numbers back it up. Not so fast.

Sales Meeting 105

Sales Meeting Meeting Collateral Ideal Customer Profile 105

Jeffrey Gitomer

MARCH 8, 2013

Sales wars (battles between sales and production, administration and credit) end up killing the customer. Have regular sales meetings. Have an agenda and follow it. Have regular sales training. A weekly sales meeting should include 15 minutes of training. Be the best boss in the world.

Incentives 255

Incentives Incentive Compensation Referrals 255

SBI Growth

OCTOBER 12, 2012

When we posed this question to CEOs, many answered with one of the following: Make the revenue goal. Complete a successful exit (sale, IPO, etc.). Are you so in the weeds with sales strategy you can’t spend time focusing on your professional success? Closing sales. Sales compensation plans. Follow @RyanTognazzini.

Hiring 282

Hiring Scale Compensation Guidelines 282

Jeffrey Gitomer

AUGUST 31, 2011

That you apologize, that you understand how they feel, that you are meeting with the appropriate people to get a resolve, and that it will be done in 24-hours. EPILOG: Follow up with a personal call and a personal note of thanks. I love the idea of following up on the complaint! No blame, no excuses, no drama.

Hiring 318

Hiring Customer Social Media Loyalty 318

SBI Growth

NOVEMBER 8, 2013

Optimism about making it up next week is through the roof. As a Sales Operations leader, it’s understandable that these calls drive you crazy. The Weekly Sales Operations Checklist will help you structure these meetings. Sales meetings will go from reporting to tactical planning. Follow @MakingTheNumber.

Licensing 281

Licensing Margin Report Sales Operations 281

Corporate Visions

JUNE 18, 2020

The post How to Make Virtual Sales Meetings More Engaging and Memorable by Tim Riesterer appeared first on Corporate Visions. Sales reps who were selling in person just a few months ago are now steeped in a very different (virtual) reality. But how do salespeople feel about virtual sales meetings, versus in-person presentations?

Sales Meeting 103

Sales Meeting Meeting How To Face-to-face 103

No More Cold Calling

SEPTEMBER 18, 2014

A new research study unlocks the key to using social media for sales. Is it just another term to check off your buzzword bingo card at the next sales meeting you attend? The newly-released “ 2014 10th annual Lead Management & Social Engagement ” report uncovered an emerging trend in B2B sales this year: social engagement.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Zoominfo

SEPTEMBER 7, 2021

Chorus.ai’s analysis of more than 500,000 recent sales meetings conducted by more than 100 of our clients in 10 major industries. The question for sales pros is this: Are you ready for the challenge, and opportunity, of selling to the C-suite? The following 12 tips can help ensure that you and your team are.

Decision Maker 259

Decision Maker Analysis ROI Sales Meeting 259

Jeffrey Gitomer

OCTOBER 19, 2011

Follow up less than twenty-four hours after the event to confirm the commitment. Dont let your next sales meeting suck! There is no time like the present to change things up in 2012 to ensure its better than 2011! Write the commitment made on the back of your card — the one that you give the prospect.

Networking 314

Networking Hiring Prospecting Social Media 314

DiscoverOrg Sales

MAY 24, 2017

When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. Every single CIO on our panel wants you to know about them and their company before they even pick up the phone.

Account Based Marketing 264

Account Based Marketing Decision Maker Referrals Vendor 264

Mindtickle

JANUARY 25, 2021

It’s now a given that more sales meetings will be virtual for the foreseeable future. While people may commit to attending a meeting but they don’t necessarily attend with purpose or feel energized when attending. The perfect sales meeting. The next meeting is scheduled. Checklist of outcomes reviewed.

Sales Meeting 94

Sales Meeting Meeting Buyer Face-to-face 94

Steven Rosen

JULY 17, 2013

Managers invest two to three hours writing up the performance review in addition to many hours discussing the review with their sales rep. When I have coaching sessions with managers I have come across a reoccurring question “How do I address a sales rep that is a top performer yet has an attitude issue?”. Not team players.

Coaching 307

Coaching Construction eBook Sales Management 307

No More Cold Calling

DECEMBER 10, 2020

She wrote the following to me: I hate all the generational stereotypes, and the fact that my generation, millennials, is blasting Gen Z now. Who we are as individuals might be influenced by when and how we grow up, but there’s more to all of us than one simple demographic. They grew up immersed in text messages and emails.

Face-to-face 421

Face-to-face Motivation Hiring Fashion 421

The Pipeline

JULY 21, 2020

Ask executives what they would like to experience more in sales meetings? One bad meeting after another and their expectations slowly but surely diminish. They may wait for validation, but once you prove yourself with your follow up question, you’ll have a willing partner.

Decision Maker 343

Decision Maker Buyer Study Intent 343

The Pipeline

SEPTEMBER 18, 2014

“So what I heard you say is…” Just wake me up when you’re done. But as with many things in sales, it comes down to execution, how we deliver the message sometimes matters as much as the message. Don’t get me wrong, I get and support the intent, to ensure clarity and avoid the mistakes of assumptions.

Buyer 300

Buyer Up-Sell Follow-up Intent 300

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. Do you know how to have that kind of sales conversations? I wrote my second book— Pick Up the Damn Phone!: PICK UP THE DAMN PHONE! INTRODUCTION.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

SBI Growth

JULY 10, 2013

Second, gamifying a sales initiative improves field execution. At the annual sales meeting, top reps run into each other at the bar. They swap war stories (like only sales reps can do). Many top sales leaders are Baby Boomers. They grew up in an environment where “gamification” meant Monopoly on Saturday night.

Compensation 317

Compensation Motivation Forecasting Twitter 317