The Pipeline

MARCH 3, 2020

For example, many want me to layer on or retrofit my curriculum on something they trained three years ago. Your front-line managers are crucial to retrain managers whenever you introduce new training. Focused on success, their own and the clients, the two are inextricable, good sellers evolve with the opportunities. Continuous.

Face-to-face 362

Face-to-face Pipeline ROI Energy 362

MTD Sales Training

JANUARY 21, 2020

If you do, and they work in your company, you’re letting go of many opportunities for successfully creating a great image for your brand. 1) Understand that every call/meeting is a potential sales opportunity. Without realising it, the way a contact is handled could make or break a sales opportunity for a new prospect.

Face-to-face 280

Face-to-face How To ACT Opportunity 280

The Pipeline

NOVEMBER 30, 2020

Jason Helfenbaum is the owner of ClicKnowledge, a training, and development company. For over 20 years, Jason has been consulting with companies and organizations in different verticals to uncover challenges and opportunities and then create customized training solutions that deliver a tangible ROI.

Policies 280

Policies ROI Channels Training 280

No More Cold Calling

MAY 21, 2020

He said in an excited voice: “We need to train them how to do that!”. Bottom line: Your clients will help you generate significant qualified opportunities in your sales pipeline, but you must ask. You agree to provide opportunities for your reps to build referral skills and learn how to get referrals. Are they asking?”.

Referrals 331

Referrals Outbound Lead Gen Sales Qualified Lead 331

Sales and Marketing Management

JULY 7, 2020

Here are some ways you can use unexpected sales incentives wisely: Combine unexpected rewards with training. Because unexpected rewards make people pay more attention to what happens next, combining them with incentive training can have a tremendous effect on how well salespeople are motivated to learn and retain important information.

Incentive 394

Incentive Incentives Motivation ACT 394

Understanding the Sales Force

SEPTEMBER 27, 2022

One of their issues was their 20% win rate was much lower than they thought it should be and they believed their salespeople needed some refresher training on closing. They also had a large number of opportunities stalled in the pipeline and they believed that training on more effective techniques to conduct follow up calls would help.

Software 272

Software Software Follow-up Groups 272

Understanding the Sales Force

FEBRUARY 25, 2024

You need to develop a culture of coaching and that begins with requiring it, and having an expert, like me, train and coach sales managers to do it effectively and get an instant revenue bump. When they are coached, is it to make them more effective (coach them up) or help them with an opportunity (strategic coaching)?

Coaching 347

Coaching Guidelines Margin Incentives 347

Mr. Inside Sales

JANUARY 2, 2021

While this may seem like a bad thing, it can actually present a great opportunity for you. If I get an, “Ah, I don’t know,” then I once again use layering questions like: “Have you heard of our new ‘ On-Demand Inside Sales Training Program’ ?” . Or, “How big of a role do you think increased sales training is going to play this year?”

Face-to-face 314

Face-to-face Gatekeeper Inside Sales Licensing 314

No More Cold Calling

JULY 13, 2021

He explains: “When salespeople successfully reach the actual decision makers, opportunities move through the pipeline and reach the closable stage, often resulting in a win. However, MOST salespeople are NOT reaching the actual decision makers and those are the opportunities that lose traction and/or result in a loss.”.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

The Pipeline

DECEMBER 14, 2020

It quickly became apparent that those of us involved that we had other priorities and opportunities that required our attention. Tony Morris is an International sales speaker, best-selling author of 5 books, and MD of an International sales training company. And for the most part, I think we achieved that, with an A for effort.

Call-back 360

Call-back Webinar Metrics Sales Industry 360

Mr. Inside Sales

JUNE 11, 2021

Many reasons: nervousness, not wanting to hear no, lack of training, etc., Intersperse it with tons of questions and tie-downs and opportunities to engage and learn more about your prospects. ON DEMAND SALES TRAINING THAT GETS RESULTS! Why do sales reps talk so much? What’s the solution? A good, tight, non-salesy script.

Face-to-face 317

Face-to-face Gatekeeper Licensing Decision Maker 317

Sales 2.0

MAY 6, 2020

The opportunity here is to get back to business and be better than we were in 2019. Do you have training for new hires documented and readily available? Is your training available in different formats, for example video? Training : How about training for long-time employees? Do you provide product training?

Hiring 269

Hiring Proposal Sales Qualified Lead System 269

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

Steven Rosen

JUNE 3, 2020

I am sure you have taken some time to train your salespeople on selling via “Zoom” and have adjusted the messaging if required. Research shows that training is 4X more effective if followed up with coaching. This is an excellent opportunity to see your customers, help your salespeople and observe how they are selling.

Sales Leadership 394

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

Sales and Marketing Management

JANUARY 31, 2021

Author: Brian Trautschold As a new hire, structured training and onboarding programs are expected. Today, it is rare to see a company that doesn’t have a strict training program in place from the moment a new hire walks through the door. A culture of coaching won’t happen overnight or over a series of training programs.

Sales Coaching 317

Sales Coaching Coaching Top of Funnel Hiring 317

Smooth Sale

SEPTEMBER 11, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Training Programs to Empower Employees and Business Growth In today’s dynamic business environment, investing in employee training isn’t just a luxury—it’s a necessity.

Training 106

Training Lead Rank Hiring Lead Scoring 106

Sales 2.0

APRIL 23, 2020

Deals are stuck in the pipeline and new opportunities are in short supply. Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases. A time to plan. Conversely, this slow time is a great time to plan for the future. What happens after this crisis is over?

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

No More Cold Calling

MARCH 25, 2021

She decided special training was needed for girls who wanted to become saleswomen, and perhaps one day, women sales leaders. And as a member of the executive committee of the Women’s Educational and Industrial Union of Boston, she had the means to provide that training. Barb never asked any of us for help with this project.

Hiring 379

Hiring eBook Cold Calling Scale 379

Understanding the Sales Force

SEPTEMBER 20, 2024

Over the past nearly forty years at the helm of Kurlan & Associates, I’ve struck out on some opportunities too but never gave those losses any further attention, energy or life. I looked at the data going back to when we began using Membrain nearly ten years ago, to see that my running win rate is 86% of the closable opportunities.

Pipeline 177

Pipeline Coaching Opportunity Comparison 177

Steven Rosen

APRIL 15, 2021

One of the issues I see is that sales managers don’t receive any formal training on conducting an effective quarterly business review, nor do sales managers usually share best practices on running a QBR with their peers. I believe that this is a lost opportunity. How would you address that opportunity?

Territories 336

Territories Quota Coaching Sales 336

No More Cold Calling

NOVEMBER 23, 2021

If virtual sales training was ever needed, this was the time. As a trained actor, Julie understands the importance of eye contact and knows how to use the camera to connect virtually. It’s like a training manual, with exercises and opportunities to practice and refine what you learn. (It even became a verb.).

Video 289

Video Cold Calling Exercises Conference 289

Mindtickle

DECEMBER 18, 2024

A steady stream of sales opportunities is foundational for revenue growth. But properly managing those sales opportunities isnt always easy. They also struggle to stay on top of all the sales opportunities in the pipeline , which leads to low conversion rates and inaccurate sales forecasts. What is sales opportunity management?

Opportunity 52

Opportunity Lead Rank Sales Qualified Lead Lead Scoring 52

MTD Sales Training

FEBRUARY 11, 2020

By highlighting what could be happening in the future , you open up opportunities for further discussions. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post Three Powerful Sales Closing Questions appeared first on MTD Sales Training. Happy selling! Sean McPheat.

Closing 300

Closing Proposal Negotiation Benefit 300

Understanding the Sales Force

OCTOBER 12, 2022

I receive calls and emails that begin with things like "My salespeople are complacent" or "My salespeople need some training on closing" or "My salespeople aren't bringing in enough new business" or "My salespeople need help with negotiating" or "Our team has a lot of stalled opportunities."

Selling Skills 295

Selling Skills Hotels Call-back Negotiation 295

Steven Rosen

FEBRUARY 23, 2022

Without ongoing sales management training or hiring an executive sales coach how can you transform yourself into a highly effective sales coach? Observe what they’re doing well and focus on what are their opportunities for improvement. You’d be known as a great sales leader and the envy of colleagues.

Sales Coaching 433

Sales Coaching Coaching Hiring Face-to-face 433

Vengreso

NOVEMBER 12, 2024

Mastering Objection Handling Effective objection handling is crucial in sales, requiring sales teams to navigate challenges and turn objections into opportunities. luge team, highlighting his early competitive spirit and the decision not to pursue the opportunity due to family attachment. Install FlyMSG for free: As a Chrome Extension.

Objections 72

Objections Opportunity Ideal Customer Profile Face-to-face 72

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. Don’t even think about training your sales team on closing the deal. Reasons Why Salespeople Fail to Close Sales. What is their sales plan for following up?

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

The Pipeline

SEPTEMBER 14, 2021

The opportunity is not to get lost focus on the wrong thing, current problem vs. beneficial future. Your question can be a key to unlocking a train of thought. Also, having a forward focus allows you to engage with people in pain as well as people who most would describe as Status Quo. Rinse & Repeat.

Objections 339

Objections Prospecting Fashion Face-to-face 339

Understanding the Sales Force

NOVEMBER 1, 2024

Urgency is the outcome of uncovering their compelling reason to buy, monetizing their compelling reason, and learning how quickly they want to solve/take advantage of their problem/opportunity/situation. Urgency occurs through a strong, consultative approach so how can you consistently uncover urgency? And there’s the problem.

Sales Cycle 358

Sales Cycle Decision Maker Government Up-Sell 358

Understanding the Sales Force

FEBRUARY 12, 2024

Those options work more effectively when attempting to get a prospect to the phone than when trying to get them to buy, but you won’t even get an opportunity to help buy them buy if you are unable to speak or meet with them. ” Will whipped cream help? That’s a lot more time than you would have in a typical sales call!

Sales Cycle 218

Sales Cycle Engineering Selling Skills Prospecting 218

Steven Rosen

JUNE 20, 2021

Therefore, development opportunities must be sourced from outside. As a sales leader, I would enroll in a 2-3 day leadership course offered by a well-known training organization. That is the inherent problem with leadership courses offered by big-name training organizations. The Old Way. The New Way.

Sales Leadership 234

Sales Leadership Face-to-face Networking Travel 234

Sales and Marketing Management

DECEMBER 16, 2019

Their standard of living typically doesn’t afford them the opportunity to fly first class, stay at five-star resorts, drive a luxury automobile or enjoy other high-end experiences. There are several reasons for this. . . First, most frontline employees don’t know what “world-class” looks like.

Company 423

Company Customer Insurance Insurance 423