SBI Growth

JUNE 26, 2013

The average tenure of a B2B Sales VP is about 18 months. That means roughly one-half of B2B sales VP’s last less than 18 months. Today''s post provides ways sales operations can deliver value quickly to a new sales VP. Here''s part of the dialog from a recent call with a sales operations leader. Who will they hire?

Hiring 319

Hiring Lead Rank Compensation Guidelines 319

MTD Sales Training

DECEMBER 2, 2018

Very often, we see top quality salespeople made up to be sales manager and expected to deliver immediate success, as if they already have the necessary skills to succeed in that role. Put together sales processes that unmistakeably and explicitly define expectations for your sales team. Happy Selling! Sean McPheat.

Sales Management 224

Sales Management Guidelines Up-Sell Coaching 224

SBI Growth

JULY 23, 2013

Sales Operations leaders have seen the power of Social Selling. Sales cycles that begin with an online referral are closing more rapidly. Corporate Communications sees inherent risk in mobilizing a social sales force. Implementing a successful sales transformation. A social sales organization could have prevented this.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Jeffrey Gitomer

MAY 13, 2013

Make a sale first thing Monday morning… Set an appointment for early Monday morning you are confident will buy. It makes you feel great to capture a sale to start your week. NOTE WELL: Since there are a lot of companies having sales meetings on Monday AM, you’re as productive as you can be with an appointment.

Decision Maker 226

Decision Maker Guidelines Loyalty Guarantee 226

Jeffrey Gitomer

JANUARY 21, 2013

Tweet MASTERMIND GROUND RULES: • A mastermind is NOT a corporate meeting. • A mastermind is not a politically correct meeting – it’s wide open. • A mastermind IS a real-world meeting designed to generate answers in less than 60 minutes – and those answers are to be taken out into the field, or delivered over the phone, the same day or sooner. •

Guidelines 211

Guidelines ACT Meeting Objections 211

Understanding the Sales Force

JULY 8, 2014

Understanding the Sales Force by Dave Kurlan I''ve seen this happen in youth baseball so many times. Are there sales versions of this? An example of a successful, but not necessarily busy salesperson, would be the one whose two whale-sized deals generated three times more business than the rest of the sales force combined.

Top of Funnel 252

Top of Funnel Proposal Coaching Networking 252

SBI Growth

NOVEMBER 27, 2013

The sales team didn’t have a chance. The team should include stakeholders from sales, marketing, channel partners, product development, customer service and operations. Pricing Guidelines. Channel Strategy & Sales Goals. Channel Strategy & Sales Goals. Training material/courseware for sales team.

Ideal Customer Profile 288

Ideal Customer Profile Demand Generation Agencies Marketing Demand Generation 288

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. I speak with many VP Sales who say the same thing every year: “We have some underperformers that are killing us.” Build out a plan for training them and turning them into ‘A’ Players ASAP. ‘A’ Assessing Your Sales Team. Your thoughts should now turn to 2014.

Territories 300

Territories Scale Guidelines Groups 300

Hubspot Sales

SEPTEMBER 1, 2023

Train AI in sales, and you’ll join 81% of salespeople surveyed who agree that AI significantly reduces their manual tasks and data entry workload. Plus, insights from sales experts who are knowledgeable and passionate about using AI in sales ethically. Thoughtful execution ensures AI can be trained correctly.

Training 116

Training Policies Guidelines How To 116

Understanding the Sales Force

JANUARY 31, 2014

Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever. The article was about who should be your first sales hire. I wrote my own article on the topic 3 years ago called Startups and the Dilemma of the First Sales Hire.

Hiring 204

Hiring Inbound Hubspot Webinar Metrics 204

Score More Sales

JULY 22, 2013

As a sales professional, you cannot rely on others managing you – you need to self manage. If not: Create a plan – guidelines – and metrics. Feeling out of control and not having enough time to get everything done are the biggest issues many sales reps have. Can you count on yourself to come through?

Inside Sales 203

Inside Sales Guidelines Lead Rank Lead Scoring 203

Hubspot Sales

OCTOBER 4, 2023

In sales, where every conversation counts and every opportunity demands precision, your team needs more than just the ordinary training programs. Without sales training software, it would be very difficult to ensure reps are applying best practices, staying up-to-date with the products and services they’re selling, and closing deals.

Software 109

Software Software Training Hiring 109

Anthony Cole Training

JULY 18, 2013

Regardless of where your sales people are on the bell curve, they can get better. Over the last 20 years at Anthony Cole Training Group, I''ve been privileged to work with thousands of sales people. Over the last 20 years at Anthony Cole Training Group, I''ve been privileged to work with thousands of sales people.

Hiring 189

Hiring Guidelines Intent Insurance 189

Jeffrey Gitomer

FEBRUARY 5, 2013

Tweet You can measure how much WOW is in your sales effort by looking at the following ten aspects of what makes up WOW: 1. Be totally knowledgeable about the prospect – Your knowledge of the prospect and his or her business is often critical to completing the sale. Have a written proposal for what you want to accomplish or sell.

Guidelines 235

Guidelines ACT Comparison Proposal 235

No More Cold Calling

DECEMBER 16, 2014

With no formal sales training and very little real-world experience, today’s salespeople aren’t equipped to succeed. I never expected to have a long, successful sales career. Sales has always been a “sink or swim” profession, so it’s not surprising how many reps end up drowning. Did you learn to sell in school?

Hiring 240

Hiring Guidelines Engineering Face-to-face 240

Jeffrey Gitomer

SEPTEMBER 28, 2012

One of the most powerful aspects of sales is being different. separates the sales pros from the cons. is the full measure of your sales power and the way you use it. is in your sales effort by evaluating yourself against the following 8.5 guidelines of how to be WOW!: What is WOW!? separates YES from NO.

Guidelines 225

Guidelines ACT Comparison Proposal 225

Jeffrey Gitomer

APRIL 18, 2013

NOTE WELL: If you only look at this list and don’t actually circle a number, you will not improve, nor will you have a guideline by which to do it. I train everyone and myself. 1 2 3 4 5. The post Self-Evaluation of the Basic Elements of Leadership appeared first on Jeffrey Gitomer’s Sales Blog.

Hiring 212

Hiring Guidelines Intent Sales Leadership 212

Anthony Cole Training

AUGUST 20, 2020

As a leader, have you ever wondered why your salespeople don't adapt to and follow the new guidelines you have established? Often, managers focus their energy on defining procedures and identifying expectations during times of change.

Guidelines 228

Guidelines Energy Sales Leadership Motivation 228

SBI Growth

JULY 22, 2024

Sales playbooks are a foundational tool for any sales team. Sales playbooks provide clear and concise guidelines and best practices to help your sales reps be more effective and consistent in their selling. In addition, sales playbooks commonly include defined plays for certain challenging sales situations.

Sales Meeting 156

Sales Meeting Guidelines Meeting Tools 156

Understanding the Sales Force

JULY 11, 2013

Understanding the Sales Force by Dave Kurlan I have written many articles on the importance of and how to use a consultative approach to differentiate you and your company from your competitors and their companies so that the decision is not based on price. That said, there are many things that can be done to put a stop to it: Training.

Conversion 218

Conversion Guidelines Face-to-face Call-back 218

Sales and Marketing Management

JUNE 28, 2018

Author: Glenton Davis Today’s consumer has access to more knowledge than ever before, adding a burden to businesses to provide truly innovative products and services — and for sales teams to understand their companies’ offerings in a deep and informed way. More than ever, understanding one’s field is critical to sales success.

Buyer 209

Buyer Guidelines Insurance Insurance 209

Score More Sales

DECEMBER 29, 2014

Start the new year right with some guidelines or policies around how CRM records are filled out, or how spreadsheets are tracked. Use the steps and your own terminology within your sales process to help your SDRs and BDRs enter clean, verified data.]. Bad leads slow down your sales force. Have closed and are out of business.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

Sales and Marketing Management

FEBRUARY 15, 2021

Author: Doug Bushée and Shayne Jackson Last March, sales leaders had to quickly shift from enabling in-person sellers to enabling virtual sellers. Now, as we dive deeper into a new year, sales leaders are tackling another issue. Many sales organizations have pivoted to virtual events rather than simply canceling major sales events.

Education 194

Education Film Channels Cancellation 194

SBI Growth

SEPTEMBER 9, 2012

Marketing and sales leaders can end the struggle to produce content for Lead Generation. When marketers need to add a new capability, we typically do it one of three ways; Invest in training/developing an existing staff member. Sales Benchmark Index has an incredible amount of Inbound Marketing content. The answer is simple.

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306

The Sales Hunter

JANUARY 3, 2013

” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. Over the years, I’ve found these two guidelines to be quite accurate and people have told me they have been able to achieve far greater results than they expected by following them.

Account 204

Account Prospecting Guidelines Compensation 204

Score More Sales

NOVEMBER 16, 2012

A sales leader asked me yesterday, “What do we do with the sales reps that are not following up on the 50% of leads coming in that don’t get called more than once?”. This fact is from research previously done by Leads360 , a cloud based leads management and sales automation company. This must stop.

Follow-up 250

Follow-up Study Leads Marketing Qualified Lead 250

Anthony Cole Training

MARCH 19, 2013

There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Whenever I hear a talk, a message or a point of view, I find myself automatically translating it to sales and sales management.

Hiring 196

Hiring Banking Survey Conference 196

Hubspot Sales

FEBRUARY 1, 2018

Sales Role Play Exercises. Sales Role Plays. The same concept can apply in sales. Guidelines: Write down the most extreme negotiating situations you’ve ever experienced (tight deadline, massive deal, legal complications, and so forth) on pieces of paper. Practice Dealing with Extreme Situations. Players: The salesperson.

Exercises 145

Exercises Negotiation Guidelines Discount 145

Score More Sales

NOVEMBER 30, 2012

It’s the time of year when you might be thinking of something for your favorite sales professional or sales leader. THE GIFT OF RECOGNITION – Many in sales and in business want to be recognized and appreciated for our efforts. There are a number of reasons to give a tangible gift or a gift of time or energy.

Outsourcing Services 208

Outsourcing Services Policies Guidelines Sports 208

Score More Sales

MARCH 26, 2013

Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. What will you do with it and how will that look?

CRM 235

CRM Guidelines Compensation Outbound 235

Jeffrey Gitomer

JANUARY 14, 2019

Poor training. Big deal – it's a sales call, not nuclear physics. Rather, cold calling is a process that encompasses concepts, techniques and rules, that if followed, will lead to appointments and sales. The rules and guidelines presented here are applicable to either type of cold call. and the big one.

Cold Calling 265

Cold Calling Guidelines Sales Qualified Lead Follow-up 265

Sales and Marketing Management

JANUARY 6, 2020

Author: Colleen Honan and Liz Pulice As we head into 2020, many organizations are preparing for their sales kickoff meetings. These meetings are usually the one time of the year when companies can assemble their entire sales organization and get the team energized, engaged and prepared for the year ahead. .

Meeting 177

Meeting Retention Guidelines Sales Enablement 177

Sales and Marketing Management

JULY 4, 2019

Training programs in sales or customer service, negotiation, coaching and leadership all contain the same foundational elements. For example, most sales or coaching conversations include an embedded questioning model. The fundamentals of a good conversation remain consistent across a variety of business and personal situations.

Conversion 264

Conversion Lead Rank Coaching Guidelines 264

Sales and Marketing Management

FEBRUARY 19, 2021

Author: Larry Prince, CEO, PrinceLeadership While there is a secret to sales success, it’s not a mystery. Business owners and leaders frequently ask, “How do I increase sales?” or “Why is my sales team not performing better?” Does your sales function lack a clear, process-driven method to meet sales goals?

Top of Funnel 177

Top of Funnel Hiring Guidelines Lead Rank 177

Sales Hacker Training

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Know why you’re training your team before you start. Subscribe to the Sales Hacker Podcast. powered by Sounder. powered by Sounder.

Training 119

Training Scale Webinar Metrics Face-to-face 119

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. Start a free trial 3.

Training 98

Training Hiring Construction Case Study 98

Jeffrey Gitomer

JANUARY 30, 2013

And if you follow Earl’s advice like I do, you’ll get the sales lead or the deal you were never expecting. Maximize your listening skills, increase your productivity, reduce errors, gain customer loyalty, and most of all help you make more sales. All are ripe for making connections if you’re alert.

Hotels 214

Hotels Guidelines Loyalty Energy 214