The Sales Heretic

JULY 29, 2020

A common cliché in sales training is “Sell the hole, not the drill.” This maxim stems from the idea that if a person is buying a drill, it’s not because they really want a drill, but because they want a hole. And you should focus on the problem they want to solve, rather than your [.].

Maximizer 257

Maximizer Training Follow-up Retail 257

Hubspot Sales

AUGUST 6, 2019

So how do you maximize the investment you’re making in sales new hires? Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). Pre-week training. This gives your sales reps context around their roles and what they’ll learn during training.

Hiring 145

Hiring Training Hubspot Inbound 145

Hubspot Sales

OCTOBER 1, 2021

How to Maximize Conversions for High-Value Deals. The best realtors have systems and processes in place to consistently deliver value and answer all their prospects' questions, without losing time or efficiency. But today, that old adage just doesn't cut it, especially when prospecting big-ticket buyers. So, what’s their secret?

Sales Qualified Lead 126

Sales Qualified Lead Lead Scoring Lead Rank Maximizer 126

Zoominfo

AUGUST 6, 2024

With ZoomInfo, your go-to-market team can easily identify website visitors , engage prospects with website chat , and optimize web forms to transform anonymous visitors into actionable prospects. The key is to find a solution that aligns with your specific business goals and sales processes.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

SBI Growth

OCTOBER 12, 2013

Get the sales team trained on how to sell socially. Are your territories designed to maximize time with customers and prospects? Are your quotas based on your ideal customer spend and ideal prospect opportunity? As the primary team responsible for sales tools, it’s time to re-evaluate. Get LinkedIn upgrades.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

MARCH 3, 2013

To be successful, there are two essential questions a marketing leader must answer: How am I going to educate my customers and prospects on the new product? Often a new product comes out targeting a subset of your customer & prospect base. Prioritize and maximize return on sales effort. It’s not for everyone.

Ideal Customer Profile 306

Ideal Customer Profile Buyer Persona Segment Education 306

Steven Rosen

JANUARY 10, 2021

With decreasing prospects and the cost of doing business increasing, a squeeze on profits is inevitable. It’s easy to cut back on salespeople, promotion, and training. Train your farmers to cultivate more business with their existing customers. 3) Maximize the ROI on your training budget. The answer is no.

Sales Management 194

Sales Management Hiring ROI Maximizer 194

Smooth Sale

APRIL 8, 2024

Photo by SNCR_Group Attract the Right Job Or Clientele: Maximize Your Trade Show Success And Business Growth Trade shows are vital to the business landscape, offering unparalleled opportunities for networking, learning, and showcasing innovations. Our guest blog offers insights on maximizing trade show success and business growth.

Trade Show 91

Trade Show Maximizer Direct Mail Networking 91

Sales and Marketing Management

JUNE 30, 2019

Author: Greg Flynn Imagine a marathon runner starting a race without having trained or even stretched beforehand. Accordingly, onboarding is a critical component in maximizing reps’ performance and ability to positively impact the bottom line. Or a restaurant serving newly conceived meals that no one had sampled previously. It’s not!).

Hiring 221

Hiring Retention Case Study Maximizer 221

Zoominfo

DECEMBER 3, 2021

Here’s how sales leaders can maximize the impact of their existing sales teams and survive in today’s highly competitive labor market. This data gives sales teams the knowledge they need to identify more leads, maximize the impact of every single call, and ultimately drive more revenue.

Maximizer 100

Maximizer Hiring Top of Funnel Lead Rank 100

Sales and Marketing Management

OCTOBER 26, 2018

Author: Michael Nørregaard When prospects are evaluating your company, they’re looking to ultimately maximize their return on investment. They want minimal downtime, support they can rely on and access to as much training as possible, so they can be in turn, as successful as possible with their deployment. This is crucial.

Loyalty 274

Loyalty Customer Face-to-face Video 274

No More Cold Calling

AUGUST 7, 2014

So if you’ve provided all the tools and training they need to succeed long-term, and they’re still more trouble than they’re worth, it’s time to make some tough decisions. So your success will ultimately be defined by your answer to this question : How well do you maximize the time you have?

Hiring 274

Hiring Small Business Small Business Enterprise 274

Zoominfo

AUGUST 2, 2021

Chatbots in B2B marketing and sales are the perfect lead generation tool for digital activities that lead prospects onto your website. However, Optimizing your chat tool to maximize your team’s efficiency and generate leads requires finding the balance between automated and human touchpoints in your chat platform’s programming.

Sales Qualified Lead 246

Sales Qualified Lead B2B Lead Rank Lead Scoring 246

SBI Growth

NOVEMBER 12, 2013

Benefit – Gives you the ability to prioritize your customer/prospect base. Benefit – Gives your reps formal training before the new product hits the street. Benefit – Allows you to maximize resources and reduce selling costs. A must-have if you are to properly allocate your sales resources. How demand is generated.

Strategy 317

Strategy Hiring Margin Top of Funnel 317

SBI Growth

OCTOBER 21, 2013

A majority of reps focused on margin, and gave up prospecting for new accounts. If the team does not have a strategy for maximizing pay, they will thrash. Continually develop and train on new strategies. High margin deals only come after a relationship has been built. A comp plan with more than 3 levers will create these issues.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

DiscoverOrg Sales

AUGUST 19, 2016

Here are the 5 key ways that recruiting teams can leverage sales and marketing tactics to maximize hiring success: 1. Actively Source and Prospect into Passive Candidates That Fit Target Criteria. None of these explanations are good enough to excuse the lack of cold call prospecting in recruiting.

Hiring 222

Hiring Marketing Top of Funnel Cold Calling 222

Sales and Marketing Management

SEPTEMBER 14, 2018

This is meant for educational and training purposes because of the clear examples and useful insights that can easily be understood by analyzing what they do. It must be an active strategy where the size is based on the amount of time, money, and resources that can be invested for marketing to prospects.

Small Business 260

Small Business Small Business Marketing Social Media 260

Sales and Marketing Management

SEPTEMBER 4, 2018

Often, the differentiator may come down to the sales rep, whose product knowledge, experience and ability to solve the customer’s problem end up being the deciding factor in turning a prospect into a customer. Then it’s about fine-tuning and maximizing output along the way. Companies have very little room for error in this environment.

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Sales 2.0

AUGUST 28, 2024

Over the years, I have seen many salespeople and business owners taking big risks with important deals by talking to only one person in the prospect company. For example, if you sell a CRM or sales training solution, the users would be all the salespeople. It does not have to be this way. There can be many users.

Opportunity 195

Opportunity Gatekeeper Coaching Buyer 195

Sales and Marketing Management

MAY 14, 2020

With internal meetings (training bootcamps, sales kick-offs, role play sessions, etc.), client and prospect meetings, and industry tradeshows getting postponed and canceled, how can sales teams pivot quickly to drive productivity in a new (predominantly virtual) environment? Should my online training and events be live or asynchronous?

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Keith Rosen

AUGUST 25, 2020

Keith Rosen · TMBO Talks on Selling, Prospecting and Coaching Customers With the NBA and WNBA – Part 2. Join me for part two of this three-part sales leadership series with the National Basketball Association (NBA), and the talented leaders of the NBA and WNBA (Women’s National Basketball Association).

Coaching 126

Coaching Prospecting Customer Maximizer 126

Allego

DECEMBER 10, 2024

Sales training can deliver a staggering 353% return on investment, according to a study by Southern New Hampshire University. This gap leaves sales managers asking an essential question: How do you demonstrate the ROI of sales training in a credible, reliable way? Proving the impact of sales training is no small feat.

ROI 62

ROI Training Lead Scoring Lead Rank 62

The Pipeline

JULY 13, 2017

Proactive Prospecting Summer – Part 2. The minority 20%, the more consistently successful, see time as a precious resource that is to be maximized and fully exploited, understanding that once an hour passes, it can never be regained or reclaimed. When it comes to prospecting, time is the silent killer.

Prospecting 188

Prospecting Maximizer Sales Cycle Resources 188

The Pipeline

FEBRUARY 4, 2020

What is the impact of that on the use of freed resources, training, managing, and more? Shouldn’t the freed-up time, resources, training, and more – resulted in increases in output? As a leader, you must maximize the premium each rep adds, not add members with no premium. Smaller Treadmills. The Sales Premium.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

No More Cold Calling

JANUARY 4, 2018

That means our clients and prospects, our families and friends, our colleagues. I utilize social media to maximize sales every day, and it is very effective. Your referral training has forever shaped much of what our company teaches today. What’s your gratitude meter? It’s time we remember the value of getting personal.

Referrals 287

Referrals Cold Calling Social Media Sales Qualified Lead 287

Zoominfo

AUGUST 21, 2019

Sales enablement refers to the process of providing a sales team with the information and content they need to nurture prospects and close deals more efficiently. Why not maximize the value of that content by putting it to work for your sales team? And, the majority intend to increase spending in 2019 ( source ).

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

Vengreso

JULY 5, 2023

With these insights at hand, you’re well-equipped to maximize the benefits of Digital Sales Referrals in your business strategy. To maximize the effectiveness of your LinkedIn presence, craft personalized connection requests. This includes having a well-trained customer service team providing excellent customer service.

Referrals 84

Referrals Maximizer Ideal Customer Profile Social Media 84

Mr. Inside Sales

MAY 22, 2021

Each company is engaged in the same business, uses the same model of attracting and getting clients, and all have the same goal: to maximize their portfolio of clients and grow their business. ON DEMAND SALES TRAINING THAT GETS RESULTS! Need More Proven Responses to the Selling Situations You Face Every Day? Get Access Today.

Face-to-face 178

Face-to-face Gatekeeper Licensing Decision Maker 178

The Sales Heretic

JULY 29, 2020

A common cliché in sales training is “Sell the hole, not the drill.” This maxim stems from the idea that if a person is buying a drill, it’s not because they really want a drill, but because they want a hole. And you should focus on the problem they want to solve, rather than your […].

Maximizer 158

Maximizer Training Follow-up Retail 158

Zoominfo

DECEMBER 20, 2024

Training and Support: Invest in training for end-users and ensure ongoing support for seamless adoption. ZoomInfo ZoomInfos go-to-market intelligence platform equips sales and marketing teams with the tools and intelligence needed to connect with prospects first and close deals faster.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

DiscoverOrg Sales

SEPTEMBER 4, 2018

They want to maximize ROI, which is price relative to the value they get out of the product. The sales professional tells their prospect that after all of their discussion, even though they had initially appeared to be a great fit, the salesperson might have misread, and seem to be speaking two different languages. “If The “Yes” game.

Closing 286

Closing B2B Decision Maker Discount 286

Zoominfo

APRIL 17, 2019

Marketers structure their entire strategy around moving prospects through the funnel, towards the ultimate goal of winning a new customer. These are as follows: Top of the funnel: Prospects enter the sales funnel but are still in the “pre-awareness” and “awareness” stages of their buying journey. Why is the sales funnel outdated?

Top of Funnel 228

Top of Funnel Funnel Lead Rank Sales Qualified Lead 228

eGrabber

MARCH 27, 2020

They generate their own leads , make sales calls, reply emails, attend meetings, research on the prospects, manage CRM, and other administration tasks. Sales productivity is nothing but maximizing sales results while minimizing the resources such as cost, effort and time. Build Targeted Prospect Lists.

Ideal Customer Profile 132

Ideal Customer Profile Webinar Metrics Strategy Maximizer 132

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. Sales engineering, customer success, and support teams all require content and training.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Zoominfo

JUNE 12, 2019

For those unfamiliar, Jeb is the CEO of Sales Gravy, a sales training organization known by many as THE sales acceleration company. From prospecting to nurturing, to closing a deal, Koka believes social can help reps to achieve their most vital sales goals. Jeb Blount ( @SalesGravy ). Twitter Followers: 124k.

Influencer 188

Influencer B2B Social Media Twitter 188

Sales and Marketing Management

AUGUST 28, 2020

Here are some ways that sales teams can remain productive and maximize opportunities with prospects. . One of the most apparent challenges when working remotely is making that all-important connection with a prospect. If you’ve reached this phase in sales prospecting, it’s go time. Virtual Demos and PoCs.

Software 177

Software Software Skype Transportation 177