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The gatekeepers are onto your tricks. Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. But gatekeepers are good at their job. Of course you would. Think again.
Like my first salesmanager used to say: “There’s nothing to it but to do it.”. Instead, just use a good script, remember to ask questions and truly listen to their replies. If you do this, you’ll connect with loads of wonderful people who will buy your products and services and become happy clients.
My focus in this post is on Business-to-Business sales, though many of these apply to the consumer sales arena as well. Consider some of the changes that have occurred as a result of technology and tools: Prospect Research. New Tools: Instant availability of everything imaginable about each prospect. The Gatekeeper.
I’ve helped salesmanagers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! Have you ever interviewed for a job you really want, thought your interview went well, and then didn’t get called back for it?
And if you’re in the city, then stop by and join the breakout session I’m giving tomorrow, Wednesday, at 4:15 pm in the Mayfair room, entitled: The SalesManager: Seven Crucial Skills Every Inside Sales Leaders Needs Now. ”. I look forward to seeing you all tomorrow.
Your competitors have access to the same data, social-selling tools, and marketing applications that you do. They’ve probably read the same sales blogs and articles, and they know how to use LinkedIn. The secret to real sales success: Relationships. Associations Enterprise SalesManagement Small Business'
Using an OMG sales person evaluation, let's further explore each one of these DNA strands. Today, let's look at the HUNTER characteristics: Uses Sales 2.0 Tools - uses technology to aid and assist in the traditional methods of prospecting: pre-approch mail, direct mail, social networking, prospect facing networking opportunities.
It quite literally is a prospecting power tool…in the right hands. Say for instance you are already connected to the SalesManager of particular company, but the connection you’re really interested in is the Sales Director of their company who they are already connected to.
This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job. In sales, this means leading by example. What’s interesting in my training these days is that there are a good number of salesmanagers who resist this idea.
In the meantime I'd like to add my thoughts to this concept by defining 3 Absolute MUST HAVES for High Performing Sales Teams: The DNA components I will cover are: Hunter. Using OMG sales person evaluation let's further explore each one of these DNA strands. Today let's look at the hunter characteristics: Uses Sales 2.0
It may be true that “sales is a numbers game”, but consider whether you need to buy/develop/cultivate more leads or if you have plenty of leads but need to qualify them better. Are you speaking to decision makers or gatekeepers or influencers? Use tools and technology to automate, extend and evaluate. Sales automation.
Since you can’t see them, you don’t have the advantage of using body language as a tool to help you negotiate. Show the same level of respect to the gatekeeper or other any other person who answers the phone as you would show to the person you’re looking to talk to. phone sales tips. sales goals. sales tips.
Join Our Next Training: If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! Who Should Attend?
CRM (customer relationship management): Software that allows companies to keep track of their potential and existing customers at whichever stage they may assume in the sales cycle. Gatekeeper: Person in charge of communicating or preventing information from reaching a decision-maker; for example, receptionists or personal assistants.
What sales comfort zone is holding you back? Also, here’s what you might have missed from No More Cold Calling this month: Learn How to Get the Gatekeeper on Your Side. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? The dreaded gatekeeper. That’s why we need salesmanagers.
The most effective thing you can do as a salesmanager or business owner is to upgrade the skills of your existing inside sales team. Sadly, not increasing their competency will lead to sales as they are now…). What are you going to do to ensure you close out the year strong?
Use this technique the next time you get the price objection and watch as you get more control over the sales process and uncover the real reason(s) your prospect isn’t moving forward yet. Then give your team access to my award winning inside sales training! Unlimited License: One to 100 reps can attend for one low price!
Finding and hiring good inside sales reps has always been a challenge, and it’s gotten even tougher since the pandemic. Recruiters, HR departments, and salesmanagers are working harder than ever, and they all ask me the same thing: “Where has everyone gone?”. Getting screened out by the gatekeeper. Qualifying prospects.
Measuring your team’s response to these crucial selling situations is what drives everything else , especially your bottom line: Sales. So here are some questions for you (whether you are a salesmanager or V.P. Unlimited License: One to 100 reps can attend for one low price!
I have the privilege of working with a lot of companies, coaching and training and scripting their sales process, but for each company I work with, there are thousands who go without ongoing coaching. If you are a salesmanager or business owner with an inside sales team, you need to offer each player on your team daily and weekly coaching.
In this day and age, with all the voice recording technology, the sales training and scripting, the A.I. technology, there is simply no reason for sales reps to be so totally unprepared. And yet many of them are. What gives? Who Should Attend?
Measuring your team’s response to these crucial selling situations is what drives everything else , especially your bottom line: Sales. So here are some questions for you (whether you’re an independent producer or a salesmanager or V.P. Who Should Attend?
We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today. Unlimited License: One to 100 reps can attend for one low price!
Living by this philosophy has enabled me to accomplish much in my life, and it was the spring board to transitioning to top performance in sales. For example, I used to complain about leads. The top closers get all the good leads,” I use to moan. Who Should Attend?
So, if you wish to become an exceptional salesman, remember that sales calls should be savored, not endured. If you’re a salesmanager or business owner, send this to your team members. Share the love of sales…. Once you learn to love your work, your work will love you back.”. Who Should Attend?
Emerson was a keenly gifted philosopher, but he spoke like a seasoned salesmanager: He understood the power of big thoughts. “Ralph Waldo Emerson wrote, ‘The world is all gates, all opportunities, strings of tension waiting to be struck.’ All of us are surrounded by a swirl of great opportunities, but we’re usually too busy to notice.
If you’re in inside salesmanagement, then you know all about metrics. In fact, whenever I consult with new clients the owners and managers automatically begin showing me their call monitoring reports. Who Should Attend?
And it certainly won’t solve our sales challenges. Technology is a great tool, but selling is still a person-to-person business. But that almost never happens, because CEOs and other senior decision-makers have a powerful weapon at their disposal—their trusty gatekeepers. The #1 SalesManagement Problem You Can Fix.
I was working with a salesmanager last week—he manages a team of 20 inside sales reps with a direct report manager who helps manage half that team—and I asked him what kind of producer he was when he was selling. “I I was number one!” he answered proudly. Who Should Attend?
Join Our Next Training: If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! Who Should Attend?
Here are the four primary takeaways we learned to help make our outbound sales interactions more meaningful. Embrace the gatekeeper to help qualify quickly. Most sales reps don’t realize the importance of the gatekeeper. So how can you drive better results by having meaningful engagements with the gatekeeper?
define what it takes to transition from mid-level sales roles to senior-level sales positions and provide average timelines for promotions) Offer regular career development discussions (i.e., schedule regular one-on-one meetings to goal plan with your sales reps, identify skills they need to develop, etc.)
What’s the most powerful salestool at your disposal? Each of these social apps and online platforms promises a killer feature that will streamline the sales process and make us all rich. Many of them have contributed to the effectiveness of salespeople, but none of them has managed to replace us.
Supporting this role revolution is a variety of CPQ technology and selling tools. Sales automation is driven by selling tools like customer portals, ecommerce websites, sales configurators and guided selling software. CPQ is the vital link between the sales rep and the experts at corporate.
It’s no wonder that customers put huge barriers to sales–screening calls, avoiding calls, putting gatekeepers in place. of the time, sales people will be wasting their time. The SalesManager’s/Executive’s Perspective: Imagine you have a team of 8 sales people.
Sales teams that invest in remote selling and sales intelligence tools will continue to outperform their peers. 68% of sales leaders plan to implement a hybrid or fully remote sales model in 2021. But 12% of sales leaders say they still have no clue which sales model they’ll use next year.
Persevering past the gatekeepers proved to be well worthwhile. I turned to Roberta to reveal that the high-end shoe store across the street was having a fantastic sale. Later, as I returned to the office, the SalesManager stopped me. I turned to the manager to ask: “Do you buy shoes? “Yes!”
A unique tension exists in the transition from individual salesperson to salesmanager that can lead to ineffective coaching. I often work with new salesmanagers who think, "If these tactics and scripts worked for me, they'll work for my team." A few decades ago, salespeople were gatekeepers of information.
And how can you help your reps hit their sales targets? When I ask prospects what tools they use for cold outreach , I get the same answer over and over — cold calling and cold emailing. You can try to bypass the gatekeepers by chatting directly with a customer service representative and gathering information on your prospects.
I sat down with Brian Williams, a partner with the Brevet Group, and we discussed what Sales Enablement is (people define it in many ways) and how to navigate the complexity of the technology in the Sales Enablement space. Announcer: Welcome everybody to Sales Enablement Radio. That is not the case with sales.
Your salesmanager has given your team a big pep talk encouraging you to dial, dial, dial. I’ve found that it’s easier to find specific companies or people who could use your product or service using a tool like LinkedIn. Then, I follow up with, “My sales rep asked me to start a conversation with you.” Consider this.
While the enterprise sales definition isn’t clear cut, it’s widely understood that selling to large organizations is far more complex and requires a group effort to offer the best solutions. The bigger the company, the more gatekeepers reps have to go through to reach key stakeholders and decision makers throughout the sales process.
Cold Calling Tools CIENCE Uses. Gatekeeper. How to Handle Objections In Sales Calls. You can set many different objectives for your cold calls, ranging from collecting sales intel to raising your company’s awareness. It would be too optimistic to expect to land a sale after the very first contact.
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