No More Cold Calling

MAY 24, 2018

That bright, shiny object might be rustier than you think. If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer.

Prospecting 196

Prospecting Social Media Trends Face-to-face 196

Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

MTD Sales Training

JANUARY 18, 2018

The insight, judgement, intelligence, wisdom and business knowledge required to be a sales manager is different to a sales person. Managing Director. MTD Sales Training. The post Is Your Employee Ready To Be A Sales Manager? appeared first on MTD Sales Training. Happy Selling! Sean McPheat.

Sales Management 192

Sales Management Salary Promotion Cold Calling 192

The Pipeline

AUGUST 24, 2021

This makes it interesting for them as they figure out how to close the deal, but what about the prospect? Don’t be surprised if prospects find it becomes dreary after the third time they’ve endured those questions. Discovery is an opportunity for prospects to discover things about them, not you discovering what pain you can solve.

SME 391

SME Margin Video Quota 391

Mr. Inside Sales

JANUARY 8, 2021

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? Let me explain: If you’re like most sales reps, then you hate making calls because you’re either afraid of being rejected, or you’re are afraid you’re going to mishandle a call and so lose a good lead. Imagine that….

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Licensing 313

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. What is Prospecting?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

The Pipeline

MAY 18, 2021

As you’ll recall, we have an actionable definition of value , easy to follow, easy to sell. “Buyers will see value in things that measurably move them closer to their objectives. As a person obsessed with prospecting, I am always on the look out for things that will give me and you a competitive advantage. SALESOLOGY.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

Anthony Cole Training

FEBRUARY 27, 2020

In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations. Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.

Prospecting 161

Prospecting Hiring Objections Sales 161

Steven Rosen

APRIL 18, 2022

Despite good interviewing skills, many sales managers are guilty of making the following hiring mistakes: Hiring people they like. Do your sales managers have the tools and processes to systematically identify top sales performers from those who are pretenders? Assesses prospecting potential and closing style.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

SBI Growth

JANUARY 27, 2014

As a sales manager, your team looks to you for coaching and strategic help. Most reps struggle with prioritizing their accounts and prospects. Assessing the deal strength keeps it objective. As the sales manager, broker a meeting with the internal resources required to close the business. Let’s face it.

Strategy 303

Strategy Decision Maker Face-to-face Influencer 303

Understanding the Sales Force

JULY 10, 2014

Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! Next week I''ll introduce our new and revised Sales Management Core Competencies. They are marketing themselves.

Top of Funnel 310

Top of Funnel Social Selling Funnel Sales Cycle 310

SBI Growth

DECEMBER 18, 2013

Today’s post focuses on the missing link: Enabling your front-line sales managers. Without strong front-line sales managers, your chances of making the number are low. How can you help your sales managers execute? Download the CEO’s Sales Manager Test to help with this. Why Sales Managers Fail.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

Understanding the Sales Force

AUGUST 11, 2014

There are some sales lessons here. Many salespeople panic and become emotional when they hear certain objections, get asked certain questions, or are told certain things. There are some sales management lessons here too.

Coaching 283

Coaching Engineering Exact Sales Management 283

Zoominfo

JULY 13, 2021

Nearly every business function can benefit from the insights surfaced during front line conversations with prospects and customers. So much of what a seller does happens digitally now, but getting visibility into that activity has been incredibly cumbersome for sales managers. Coaching and Training Superpowers.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. The entire organization can make better decisions by surfacing insights and analytics that you would only get if you sat in on every sales or customer success call. .

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

Mr. Inside Sales

MARCH 2, 2024

I’ve helped sales managers 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! Too many sales reps like to talk. Mistake Number Two: Talking past the close. Less is more. appeared first on Mr.

Hiring 241

Hiring Face-to-face Gatekeeper Licensing 241

The Pipeline

OCTOBER 13, 2016

People talk about prospecting as though it is open to interpretation, it should not be. Prospecting is the act of engaging with someone with the purpose of initiating a sales cycle. There is a singular purpose to prospecting, that is to engage. The only ones who say things like that are people who do not prospect.

Prospecting 120

Prospecting Cold Calling Lead Rank Lead Scoring 120

Hubspot Sales

MAY 18, 2021

And it makes sense — tracking and pulling insight from sales calls manually is a frustrating, labor-intensive, often ineffective burden that can eat up sales managers' time without offering much return. Sales managers stand to gain a lot by incorporating this kind of tech into their teams' day-to-day and broader sales efforts.

Conversion 119

Conversion Sales Management Scale Call-back 119

The Pipeline

OCTOBER 5, 2017

What was striking is that for the most part, these “events”, fall in to one of two groups, they are either objective, fact based exercise, leading to a realistic view of their opportunities, with the conviction one gets when one is fully engaged and working the opportunity. Real or Fantasy.

Pipeline 281

Pipeline Lead Rank Groups Opportunity 281

Engage Selling

AUGUST 26, 2022

You must learn to be an object of interest! The post How to Be an Object of Interest first appeared on Colleen Francis - The Sales Leader. Recently, I was speaking with my good friend and advisor, Alan Weiss, about how inundated today’s marketplace has become with thought … Read More.

Objections 116

Objections How To Sales Sales Leadership 116

Understanding the Sales Force

OCTOBER 13, 2024

Moses returned to God and spoke of this obstacle, or in sales terms, objection: There was internal competition! In sales we would call this post-call debriefing and we would role-play what the next conversation should sound like. Statistics from Objective Management Group’s nearly 2.5

Coaching 194

Coaching Hiring Scale Sales Leadership 194

criteria for success

MARCH 2, 2022

There are many aspects to sales development. And all great sales managers know that when it comes to sales development, opportunities for growth are endless. When we talk to sales managers about sales development, we tend to get some similar questions: Where is the best place to start? Where to Start.

Sales Management 104

Sales Management Insurance Insurance Policies 104

SalesFuel

APRIL 4, 2024

Most successful sellers embrace objections. They believe sales objections are where their education begins. Objections are a necessary steppingstone to achieving sales goals. Of course, addressing objections appropriately depends on the salesperson’s skill and understanding the value of the item they’re selling.

Objections 89

Objections Lead Scoring Lead Rank Hiring 89

The Pipeline

AUGUST 3, 2017

Proactive Prospecting Summer – Part 5. Last week in the Proactive Prospecting Summer series, we looked at how to respond to the question of “What Do You Sell”. Arguing that the response needs to align with buyer/prospect expectations, meaning the statement should be about the business outcomes achieved, not the means of achieving them.

Objections 206

Objections Face-to-face Segment ROI 206

SBI Growth

NOVEMBER 16, 2013

You spend time with one of your ‘A’ player managers and say “if only everybody executed like that?” There are a few reasons why sales teams don’t execute: No Process—If you don’t give them a process, you can expect sustained execution. No Coaching—If you don’t have sales management coaching and reinforcing the process, execution fails.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

SalesFuel

MAY 8, 2024

Even after significant effort to set sales meetings with prospects, they sometimes fall through. Prospects may get cold feet and cancel. Tips to Set Sales Meetings That Prospects Won’t Miss One of the first suggestions from Igor at Sales.Rocks is to seek assistance from a sales mentor.

Sales Meeting 114

Sales Meeting Meeting Prospecting Cancellation 114

Vengreso

NOVEMBER 12, 2024

Are you ready for the unexpected twist in the world of sales coaching ? Get ready to be surprised by an unconventional approach to overcoming objections. Stay tuned for the big reveal that will change the way you think about coaching sales teams. Find out the surprising insight that will revolutionize your sales leadership.

Objections 72

Objections Opportunity Ideal Customer Profile Face-to-face 72

Zoominfo

MAY 13, 2018

What we’re about to say is going to contradict every point we’ve made thus far—but hear us out: Stress can be beneficial for sales people. There’s no way around it, stress drives activity and sales managers know this. Look into prospecting tools. So how do you do this correctly? Get the resources you need. Communicate.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Hubspot Sales

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. With that said, cultivating and projecting credibility can be extremely tricky in a sales engagement. Check out what they had to say!

Prospecting 105

Prospecting Case Study Industry Study 105

Steven Rosen

MAY 24, 2024

He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning. ” – Rob Ulsh Key Takeaways: AI is not a threat to sales professionals but a powerful tool that can enhance their effectiveness. He also emphasized the time-saving aspect of AI in prospecting.

Company 296

Company Sales Leadership Retention Loyalty 296

Sales and Marketing Management

JUNE 3, 2019

Through predictive analysis, we’ve identified a set of six core skills and characteristics where high-performing salespeople score well: Qualifying prospects with a swift level of interest – People who score well on this capability are able to capitalize on the moment in a closing market by quickly and accurately gauging someone’s readiness to buy.

Hiring 222

Hiring Lead Rank Lead Scoring Analysis 222

Sales and Marketing Management

DECEMBER 18, 2017

A high-performance sales environment is one where the conditions conducive to a successful sales culture have been put in place – resulting in predictable, continuous, metric-based performance improvement. Effective Sales Process. Only about 15 percent of sellers are natural, intuitive “sales eagles.”

Sales Qualified Lead 198

Sales Qualified Lead Pipeline Face-to-face Objections 198

Sales and Marketing Management

NOVEMBER 15, 2018

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. As a sales manager, see whether this sounds familiar: You sit down with an underperforming salesperson and open with a statement like, “You’re not hitting your numbers.”

Coaching 257

Coaching Construction Pivotal Positioning 257

The Pipeline

FEBRUARY 13, 2017

While I have always been a proponent of a good sales process, and having a playbook to assist and improve execution, let’s not lose sight of the overall objective: Revenue! I worry when I see sales managers and leaders put a greater emphasis on process and playbook than results.

Lead Rank 219

Lead Rank Lead Scoring Guidelines Sports 219

The Pipeline

MARCH 20, 2018

They are rarely designed to truly and fully explore the buyers’ broad business objectives. Many sales people’s inability to go beyond the fences of their products capabilities turns buyers off, they know they are being manipulated to say yes, but there is no conviction (or decision) behind it.

Face-to-face 205

Face-to-face Buyer Quota Objections 205

Mr. Inside Sales

APRIL 16, 2021

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 sales managers who resist this idea.

How To 195

How To Face-to-face Gatekeeper Licensing 195

Understanding the Sales Force

JULY 2, 2024

His Objective Management Group (OMG) sales evaluation says he is one of the worst. ” Fred’s sales manager claims that he closed all of Fred’s accounts for him so Fred actually inherited all of his accounts. And his accounts are the biggest accounts so, at best, Fred is an account manager.

Hiring 177

Hiring Account Retention Closing 177