Sales 2.0

AUGUST 28, 2024

One framework for progressing sales opportunities that I have had a lot of success with is described in Robert Miller and Stephen Heiman’s book “Strategic Selling” (now called New Strategic Selling.) This is a special type of person that does not automatically come with every opportunity. This person is a “coach.”

Opportunity 195

Opportunity Gatekeeper Coaching Buyer 195

Understanding the Sales Force

FEBRUARY 28, 2024

Are the opportunities made of gold bullions or lumps of coal? The current closable opportunities (B) are at 23% of the forecast (C) and at less than 10% of the quarterly target (D). Early stage opportunities should not have an assigned value. How many opportunities do the assigned values represent by team and by salesperson?

Pipeline 177

Pipeline Opportunity Decision Maker Top of Funnel 177

No More Cold Calling

MAY 9, 2024

I’ve made the case many times that salespeople should walk away from a PITA sales opportunity as fast as you can. Read on to learn why some sales opportunities just aren’t worth the headache: Sales Integrity is Being Willing to NOT Sell Something By Jill Konrath Would you dare to walk away from a sales opportunity?

Opportunity 194

Opportunity Cold Calling Quota Lead Rank 194

Understanding the Sales Force

AUGUST 23, 2024

There are three types of opportunities in your pipeline. The obvious problem is with the opportunities that are stalled. It’s for decision makers of real opportunities (not where you had happy ears) who have gone cold for more than two weeks beyond when you were supposed to talk. Back to the steam vent and a bonus hack.

Opportunity 177

Opportunity Decision Maker Cold Calling Call-back 177

The Pipeline

MARCH 5, 2020

Discovery is a great opportunity to not only dig in with the buyer but also get to the “Real” of the sale. More importantly, it is an opportunity to differentiate yourself based on how you sell, not your product. By Tibor Shanto. There is a discovery question you should always ask.

Lead Rank 383

Lead Rank Lead Scoring Buyer Relationals 383

Bernadette McClelland

NOVEMBER 13, 2022

I didn’t want to be one of those prospects who dissed a seller without at least giving them the time of day and opportunity for them to shift my thinking. And don’t forget to pay it forward because opportunities might be knocking at your door as well, dressed as salespeople!

Face-to-face 83

Face-to-face Cold Calling Energy Relationals 83

The Pipeline

JULY 7, 2020

Sales pundits love to talk about change, and there is no shortage of opportunity brought about by the changes we face today. Given opportunities ahead, and the real need to change behavior, it is time to explore the sacred cow – Incentives. There is an immediate opportunity to get a reward for the right demo or proposal.

Incentives 430

Incentives Incentive Commission Sales Qualified Lead 430

Bernadette McClelland

MAY 22, 2022

The last two lines just happened to read… And so a sliding doors moment was created and after jumping through a few hoops I was bought on as one of only 16 coaches globally to represent the APAC region for Anthony Robbins – leading me to many more opportunities and where I am today! How that happens is a story for another time).

Coaching 370

Coaching Conference Opportunity Up-Sell 370

Sales and Marketing Management

MARCH 2, 2022

As the opportunities for closing sales through multiple channels continue to broaden, ensuring that your team is up to speed with the latest smart sales tools is critical to success. The post 5 Digital Skills to Blow Past Sales Targets appeared first on Sales & Marketing Management.

Channels 374

Channels Sales Tools Tools Closing 374

The Sales Heretic

MAY 13, 2020

They give us opportunities to showcase how wonderful our product or service is. Stories and case studies are powerful sales tools. They provide proof of our abilities and enable our prospects to see themselves benefitting just as our previous customers have. There’s just one problem with them. Everyone’s stories are the same.

Case Study 375

Case Study Prospecting Study Benefit 375

SBI Growth

AUGUST 12, 2021

This momentum has resulted in companies making bold moves to capture the opportunity. Is your company enjoying the economic boom the economy is experiencing? 2021 has been a good year for the market with major stock markets up 15-18% year-to-date.

How To 367

How To Marketing Opportunity Company 367

The Pipeline

FEBRUARY 5, 2021

I had the opportunity to sit down with Nancy Calabrese, on her Conversational Selling. We chated keys to sales and prospecting success, as well as: Choosing to either fall for excuses or execute a strategy. Evaluating metrics, and what type of measurement is best. Utilizing voicemail effectively.

Cold Calling 369

Cold Calling Prospecting Conversion Opportunity 369

The Pipeline

MARCH 26, 2020

Seeming like they took all your opportunities with them. This is your opportunity to access a goldmine of prospecting expertise. The tremors just keep on coming and people keep trying to adjust to the daily change. I understand the initial shock of facing a canyon of empty towers; every one has gone home. Maybe, but I doubt it.

Wireless 397

Wireless GoldMine Face-to-face Prospecting 397

MTD Sales Training

JANUARY 28, 2020

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. Take the opportunity to prove your worth to the customer at this moment. Remember that they haven’t thrown you out, they are still talking, so there are still opportunities.

Competition 375

Competition Sales Meeting Meeting How To 375

The Pipeline

NOVEMBER 16, 2021

Many reps and managers look at opportunities independently of one another, but the pipeline is a collective of opportunities. Unfortunately, many salespeople see their pipeline as a holding tank for opportunities, rather than a means of driving to quota. What is in your pipeline should meet specific and defined criteria.

Pipeline 308

Pipeline Quota Video Resources 308

SBI Growth

FEBRUARY 15, 2024

With the turn of the calendar year, CEOs and their go-to-market teams stand at a crossroads that presents both unique challenges and opportunities.

Opportunity 314

Opportunity Marketing Sales Strategy 314

Sales and Marketing Management

JANUARY 11, 2023

By providing ongoing training opportunities to your employees, you’ll positively impact their morale and productivity, which benefits everyone. Here’s how to create a meaningful training program that achieves actual results. The post Employees Crave Development appeared first on Sales & Marketing Management.

Benefit 352

Benefit Positioning Training Opportunity 352

The Pipeline

NOVEMBER 16, 2020

Provide necessary linkage between enabling today’s opportunities and opening avenues to the markets of tomorrow. Duane Tough is A Payments Architect (Founder of PBATM, PBCASH, and ZIPPY.CASH). Duane designs and architects business and technology systems of all shapes and sizes for over 25 years.

Promotion 369

Promotion System Sales Opportunity 369

Sales and Marketing Management

JULY 27, 2022

The pending recession presents a great opportunity for marketers to lead in their organizations, and be the revenue generators that CEOs have expected for some time. The post 4 Ways Marketing Can Take the Lead During a Recession appeared first on Sales & Marketing Management.

Leads 347

Leads Marketing Qualified Lead Marketing Revenue 347

The Pipeline

APRIL 27, 2021

Given that one attracts, and the other converts opportunities to sales, who is responsible for converting leads to opportunities. There is always a lot of talk about Sales and Marketing , alignment, misalignment an more. What is missing is the bit is what or who can align the two. It’s gotta be the Vice President of Prospecting.

Prospecting 329

Prospecting Account Opportunity Leads 329

The Pipeline

NOVEMBER 2, 2020

And today she shares the opportunities available to owner-led companies, especially in changing times. Alice is recognized by Forbes.com, as being among the world’s leading experts on the complex sale. The post Sales Scrum Episode #23 – Guest Alice Heiman appeared first on TiborShanto.com.

B2B 356

B2B Groups Sales Opportunity 356

Steven Rosen

APRIL 15, 2021

I believe that this is a lost opportunity. If management wants to build a performance-based organization, there are opportunities to use the quarterly business review to reach even higher performance levels. How would you address that opportunity? For example, if the company has a stellar quarter, there tends to forgo a cycle.

Territories 336

Territories Quota Coaching Sales 336

Understanding the Sales Force

JUNE 12, 2023

More than half of all salespeople are missing and skipping important milestones in the sales process each and every day and their egos get more bruised from failing to close those opportunities than my body got bruised from my not so thrilling adventure to the ground.

Prospecting 345

Prospecting Sales Process Closing Opportunity 345

Steven Rosen

JANUARY 31, 2023

If you take the traditional approach of spending 80% of your time reviewing the past year and 20% on goals for the new year, you will have missed one of the biggest opportunities to supercharge your team. Focus 80% of your time on identifying opportunities for growth and development and 20% on reviewing last year’s performance.

Sales Leadership 293

Sales Leadership Policies Coaching Consumer 293

Understanding the Sales Force

FEBRUARY 14, 2022

I heard from Bob last week and whenever I hear from him it usually means he got himself into a jam with another sales opportunity. Regular readers are familiar with Bob, one of the worst salespeople on the planet. New readers might want to catch up on the six prior articles about Bob. Part 1 Part 2 Part 3 Part 4 Part 5 Part 6.

Closing 294

Closing Influencer Opportunity Prospecting 294

Sales and Marketing Management

AUGUST 20, 2021

In this post, I’ll focus on metrics for the sales force, prospect development and opportunity management. The post The Metrics That Matter Most in Sales appeared first on Sales & Marketing Management.

Sales 317

Sales Opportunity Prospecting Marketing 317

SBI Growth

DECEMBER 1, 2021

While the current macroeconomic environment presents growth leaders with considerable opportunity, CEOs will benefit from showing commitment to the shortlist of growth initiatives that matter most to their annual plans as opposed to shifting gears with the market.

Benefit 334

Benefit Resources Research Opportunity 334

Sales and Marketing Management

NOVEMBER 20, 2024

This shift can transform your experience in sales, turning each emotional signal into an opportunity for growth and improvement. By viewing emotions as signals, you gain the power to respond instead of react. The post Reframing Stress and Emotions as Signals, Not Threats appeared first on Sales & Marketing Management.

Opportunity 291

Opportunity Marketing Sales 291

Sales and Marketing Management

NOVEMBER 11, 2020

Some organizers are rethinking the value of an event completely, bundling in perks and extras like consulting services, one-on-one coaching, and year-round opportunities for education and networking. Virtual event organizers are incorporating frequent opportunities to get attendees more engaged. Once More… With FEELING. Make Merry.

Demand Generation Agencies 358

Demand Generation Agencies Face-to-face Lead Rank Conference 358

Sales and Marketing Management

JULY 15, 2024

While often overlooked in the B2B space, video marketing offers a unique opportunity to distill complex concepts and engage a business audience in ways that other content can’t. The post Video Marketing: Your Secret Weapon for B2B Lead Generation appeared first on Sales & Marketing Management.

Lead Generation 288

Lead Generation B2B Video Leads 288