Understanding the Sales Force

AUGUST 25, 2021

Yesterday I watched a toad walk across the outdoor side of our kitchen window. Picture it! I wish I had video but it ran so counter to what I have observed toads doing over the past 65 years that I froze. I performed a google search and found exactly one image of a toad on a window.

Meeting 390

Meeting Google Exact Data 390

Partners in Excellence

OCTOBER 2, 2024

O Meetings are critical to achieving our performance goals! It is through these meeting, whether F2F, virtual, phone, that we engage our customers, helping them navigate their buying/problem solving process. So it stands to reason, that more meetings would drive higher levels of performance.

Meeting 139

Meeting Ideal Customer Profile Call-back Quota 139

Understanding the Sales Force

NOVEMBER 29, 2023

Using email to book new meetings sounds awesome. They have zero chance of working because they all ask for meetings – 35% of them in the first few sentences – before establishing any reason for having a meeting. And when one in five will convert to a meeting? Using email to book new meetings sounds awesome.

Meeting 207

Meeting Cold Calling Inbound Outbound 207

No More Cold Calling

SEPTEMBER 26, 2024

If you miss your flight and end up at the airport hotel for the night, are you more likely to belly up to the lobby bar to meet new people and make some new connections, or will you head straight to your room and order room service? Here’s what you might have missed from No More Cold Calling this quarter. I hadn’t. Big problem!

Referrals 156

Referrals Meeting Scale Prospecting 156

Partners in Excellence

SEPTEMBER 20, 2024

If you are a manager, sit down, swallow hard, ask yourself this question: “Do your people actually look forward to meeting with you?” ” Perhaps ask yourself, “Do you look forward to meeting with your manager?” ” What if we changed our approach to these meetings? ” Gulp!

Meeting 139

Meeting Forecasting Strategy Motivation 139

SBI Growth

NOVEMBER 21, 2023

Driving impact as a marketing leader is often not as easily quantifiable as compared to Sales, making it all the more important for marketing leaders to tell a compelling story when presenting to the Board.

Meeting 194

Meeting Groups Marketing Conversion 194

No More Cold Calling

JULY 13, 2021

A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers. You get an introduction to your prospect, and you get a meeting with the decision maker. If you don’t get the meeting, Part Two doesn’t matter.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Sales 2.0

MAY 29, 2020

As sales forces have been sent home and told their clients won’t meet them with them in-person, they have had to use new digital tools just to keep doing their job. You may not be able to meet in the physical world for now but you still want to start building a personal connection as soon as possible. Progressing deals.

Commission 511

Commission LinkedIn Webinar Metrics Up-Sell 511

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

Score More Sales

AUGUST 9, 2021

If you are a sales leader that says more calls equal more meetings, that is not true. In a recent post , I shared the calling strategy from Ryan Reisert that proves how your math of sales has been lying to you. Ryan proves that time and time again.

Prospecting 430

Prospecting Sales Meeting Strategy 430

Steven Rosen

FEBRUARY 27, 2022

Like many companies, you bring the sales management team in for a meeting and present the marketing plans. You probably plan a kick-off meeting for the sales force early in the year to do the same. As the team leader, you need to be disciplined to hold quarterly performance review meetings. Step 4: Track.

Strategy 408

Strategy Scale Objections Maximizer 408

Understanding the Sales Force

SEPTEMBER 17, 2020

Do you hate meetings as much as I do? But I have one weekly meeting that'a always uplifting and productive. I'm talking about my weekly meeting with John Pattison , COO of Objective Management Group (OMG). They're the worst.

Report 374

Report Hiring Groups Media 374

Sales and Marketing Management

APRIL 13, 2020

If the agenda includes virtual log-in, dial-in, or other logistics, send it in advance of the meeting as a reminder. Logistically, test your audio, microphone, and software in advance of the meeting. This allows your focus and attention to remain on the meeting and your customer. Why is it so critical? Listen and Synthesize.

Face-to-face 393

Face-to-face How To Negotiation Lead Rank 393

Steven Rosen

JANUARY 18, 2021

Not another virtual meeting! How can you get any significant work done if all you are doing is attending virtual meetings and managing endless emails? They get stuck in endless virtual meetings. Top sales leaders understand that not all meetings/activities are created equally. How many times a day do you think that?

Face-to-face 379

Face-to-face Sports Energy Objections 379

Understanding the Sales Force

APRIL 9, 2020

Most companies expect their sales teams to be not only active, but proactive; to replace face-to-face meetings with virtual meetings; and to continue pipeline building so that there is business to close when we return to work. For most salespeople and companies, the last three weeks has been an absolute roller coaster.

Company 367

Company Face-to-face Consultative Selling Pipeline 367

Steven Rosen

MARCH 12, 2024

They highlight the biological aspect of human connection and the release of bonding hormones during face-to-face meetings. By getting off Zoom and meeting clients in person, salespeople can read the room better and strengthen relationships.

Face-to-face 296

Face-to-face Video Decision Maker Loyalty 296

Sales and Marketing Management

SEPTEMBER 4, 2024

80% of salespeople believe virtual meetings make it harder to engage with prospects and 40% believe virtual meetings are costing them sales. Here are four tips to maximize the impact of your virtual sales meetings. The post 4 Tips to Improve Your Virtual Sales Presentations appeared first on Sales & Marketing Management.

Maximizer 296

Maximizer Meeting Sales Meeting Sales 296

Steven Rosen

JUNE 3, 2020

Management cadence is a fancy word for regularly scheduled review meetings. This includes weekly, monthly and quarterly review meetings. The importance of these regular accountability meetings, if done correctly, is that it helps keep your salespeople focused, proactive and accountable to results. Focus Your Time .

Sales Leadership 394

Sales Leadership Closing Face-to-face Call-back 394

The Pipeline

JULY 7, 2020

Each of the above events was clearly defined and if the meeting missed the definition it did not count. Initial qualifying meeting had to include specific roles, and answers to a regimented and regulated set of questions. If you executed the right first meeting you got $10.

Incentives 430

Incentives Incentive Commission Sales Qualified Lead 430

No More Cold Calling

MAY 14, 2020

Salespeople score meetings with qualified prospects in one call. Invite Joanne to lead a discussion about “ How to Boost Your Sales in a Volatile Economy ” at your next virtual or in-person sales meeting. That was my ah-hah moment. I knew I needed to reposition why referrals work and why they’re not discretionary now.

Prospecting 428

Prospecting Referrals Scale Sales Qualified Lead 428

SBI Growth

JULY 15, 2020

To kick off the summer, SBI held a virtual meeting comprised of an intimate group of market-leading B2B Chief Revenue Officers (public and private, $240M to $8B in revenue) as part of their advisory board program. These global CRO’s gathered.

Leads 376

Leads Marketing Qualified Lead Marketing B2B 376

The Pipeline

JULY 20, 2021

Unless you have a one call sale, you will need to secure the second meeting even if you have success on call 1. This makes the “getting the appointment” the primary goal of a meeting. But how much do you really need to know to get an appointment? Learn This.

Research 386

Research Call-back Lead Rank Lead Scoring 386

No More Cold Calling

JULY 29, 2021

When you analyze what really went wrong with missed sales opportunities, you’ll typically discover that your sales reps didn’t make time to prepare for their meetings. The buyers had no idea why they were meeting, and the salesperson didn’t ask enough discovery questions to offer tailored solutions. And that’s referral leads.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Sales 2.0

SEPTEMBER 18, 2020

Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days).

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

The Pipeline

SEPTEMBER 7, 2021

Don’t say “I am hoping we may book a time to meet.” Or “I was wondering if we can meet?” I am call specifically to set a time, book an appointment, schedule a meeting, but none of the softy stuff. So, when you ask for the appointment, ask with pride and confidence. Doesn’t Have To Be Good-Bye.

Cold Calling 355

Cold Calling Call-back Prospecting Meeting 355

Sales 2.0

JULY 8, 2022

Before you can go setting up meetings, you need to figure out who you need to meet. You are trying to get meetings with people, so we need to think about who these people are. A common issue here is that we think too narrowly about the people we want to get meetings with. Is it a good time to talk about this?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Understanding the Sales Force

APRIL 6, 2020

Green screens, virtual backgrounds, video calls and meetings, team chats, video team huddles, a blur between days, working hours and relaxing hours, and more. Not only how the Covid-19 virus has changed our lives and sent us to work from home, but how we are conducting our businesses from home.

Conference 382

Conference Video Groups Objections 382

Steven Rosen

AUGUST 2, 2022

Are you stuck in an endless sea of emails, texts, voice messages, meetings, and many other distractions? However, meetings and interruptions prevent most of us from having adequate time to focus. Block off bi-weekly meetings with each of your reports. It doesn’t have to be that way. We all have the same 24 hours a day.

Cancellation 333

Cancellation Call-back Analysis Report 333

The Pipeline

NOVEMBER 19, 2020

Unsuspecting prospects thinking they are meeting with an SME, are commonly probed for pain and fit. Almost all executives point to one kind of sales meeting they hate most. But it’s not all bad, there is a way to meet the prospect on their terms and still utilize your precious proposition. Share A Definition Of Value.

Lead Rank 398

Lead Rank Lead Scoring Margin SME 398

Sales and Marketing Management

AUGUST 13, 2021

They meet establish trust and build confidence with buyers, and, ultimately, influence their purchase decisions. Organizations with modern sales presentations have a leg up in today’s selling environment. The post 6 Traits of the Modern Sales Presentation appeared first on Sales & Marketing Management.

Influencer 347

Influencer Up-Sell Buyer Meeting 347