Marc Wayshak

MAY 25, 2022

Align incentives. One of the biggest barriers to creating a truly high-velocity sales team is lack of alignment. Aligning incentives is the backbone of any successful sales management training initiative. Discovery meetings are those initial sales meetings that are in the calendar for that first introduction.

Sales Management 62

Sales Management Hiring Training Lead Gen 62

InsideSales.com

OCTOBER 23, 2019

Most C-Level Decision Makers Prefer Referrals. At Abstrakt , we’ve scheduled more than 100,000 B2B sales meetings in the last eight years, so we have unique insight and hundreds of thousands of hours put into mastering this skill. Most C-Level Decision Makers Prefer Referrals. Don’t Burn Bridges. Be Pleasantly Persistent.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. I’ve been there—given a quota (usually without my input) and a list of client companies, and then told to “go at it” and do whatever it takes to get meetings.

Referrals 328

Referrals Sales Management Hiring Scale 328

Gong.io

JULY 11, 2022

Managing referrals from existing customers. Booking meetings on behalf of other sales agents. Attending sales training and coaching sessions. Inside sales processes are typically presented in the form of a pipeline that shows which stage each customer is at in the process and allows reps to prioritize activities.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Sales Hacker Training

NOVEMBER 21, 2022

For frontline sales professionals, engaging prospects within a stable and supportive channel is a crucial requirement for successful outcomes. Use GoToMeeting to invite prospects, domain experts, and referrals from any location and get all of them focused on your message.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

Jeffrey Gitomer

MARCH 8, 2013

Instill pride for sales. Have incentives and contests to keep it competitive. Pay a larger incentive the second time. Pay a larger incentive the second time. Reward referrals. When one customer refers another, it’s the most profitable sale. Referrals are hard to get (earn).

Incentives 255

Incentives Incentive Compensation Referrals 255

Close.io

OCTOBER 29, 2018

Other factors like team size, annual revenue and referral source also play into how a lead is scored—and thus how quickly our sales team reaches out. Properly enabling your marketing team to support sales (and vice versa) requires getting both teams together and creating the space for regular involvement with each other.

Lead Rank 117

Lead Rank Closing Lead Scoring Hiring 117

OnePageCRM

SEPTEMBER 2, 2020

The thing is, the most thought-through sales process will crumble if you don’t take time to prepare for your sales meeting. Have you done your research on the company, their industry, the actual people you’re about to meet? Bonus: Ask for referrals. 91% of customers say they’d give referrals if asked.

Ideal Customer Profile 37

Ideal Customer Profile Referrals Follow-up Lead Rank 37

Sales Hacker

DECEMBER 8, 2017

Ditch your pitch – Bring new ideas to the sales meeting, be creative and think on your toes. Go beyond lead generation and explore channels for cross-selling, up-sells and referrals. – John Barrows , Owner, JBarrows Sales Training. 2018 will be the return to basics in sales.

Trends 108

Trends Outsourcing Services Top of Funnel Account Based Marketing 108

Vengreso

MARCH 7, 2025

Reps who focus solely on sales targets may overlook the importance of nurturing relationships with prospects and clients. Unfortunately, a transactional approach can limit the potential for repeat business, referrals, and customer loyalty. But baking long-term relationship building into the sales process isnt always straightforward.

Lead Rank 67

Lead Rank Lead Scoring How To Top of Funnel 67