The Pipeline

AUGUST 14, 2014

Examples in sales may be lead to opportunity conversions, or proposals to close. You often hear sales managers and director speak of how they are doing against their KPI’s. I was recently contacted by a sales director about training the team. Looking at it that way can be a part of potential problems.

Workbooks 288

Workbooks Incentives Incentive Distribution 288

No More Cold Calling

JULY 29, 2021

How are sales reps qualifying their leads? Are salespeople asking the right questions to identify prospects’ problems and propose thoughtful solutions? Do sales reps demonstrate product features, or do they discuss the benefits for buyers? What is their sales plan for following up? Save your money.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

SBI Growth

JUNE 3, 2013

Yoda’s’ new sales leader was proposing a new sales process project. The sales manager was nervous as he spoke. Make your next sales project successful. He told Yoda how he could improve the win rates of the sales team. He would hire a company to spend 3 days training the team in Q3.

Hiring 300

Hiring Follow-up Proposal Training 300

SalesFuel

MARCH 26, 2024

Most sales managers would like to do that. But since they can’t, the next best thing may be to reengineer your sales training program. How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers.

Training 116

Training Hiring How To Proposal 116

Understanding the Sales Force

APRIL 17, 2013

It led to a significant number of comments with one of them being this question: "Dave, in your opinion, with all the training that is available and has been delivered to sales people over the years, how come sales people still fail at executing an effective approach to qualifying a prospect. This is not a DIYS project!

Decision Maker 269

Decision Maker Consultative Selling Buying Cycle Proposal 269

SBI Growth

JANUARY 27, 2013

She didn’t go to Sales with a traditional “here is what HR can do for you”. Instead, she took time to deeply understand Sales’ perspective. That made her a better partner – by proposing that she work on Sales priorities. Hanna first tried to understand what Sales thinks about HR. Sales needs this support.

Hiring 308

Hiring Compensation Commence Sales Talent 308

Score More Sales

FEBRUARY 20, 2013

I had the pleasure to sit down with Emotional Intelligence (Ei) Sales Expert Colleen Stanley recently and we talked about how sales training – sales skills – can fail because our reps were not aware of their emotional awareness. Spending hours on unqualified proposals – reality testing. He goes along to get along.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

Understanding the Sales Force

JULY 8, 2014

They find a few opportunities and spend hours writing and delivering proposals, presenting, following up and chasing closable prospects with little to show for it. Can they be trained to do things more effectively or, if necessary, in a completely different way? This is sales infrastructure, or systems and processes.

Top of Funnel 252

Top of Funnel Proposal Coaching Networking 252

Understanding the Sales Force

JANUARY 28, 2014

Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention? Getting a Sales Organization to Buy-In to Sales Training.

Lead Rank 246

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 246

Understanding the Sales Force

NOVEMBER 3, 2014

While that''s the case with technology, it doesn''t vary too much from that in non technology sales where most people believe that sales success boils down to one of two things; either a critical mass of meetings, or a proposal or quote. I''m sure I''ve missed a few but you get the gist.

Sales Methodology 217

Sales Methodology Inbound Decision Maker Consultative Selling 217

SBI Growth

AUGUST 22, 2013

It follows the format of your typical sales proposal. Presentation - the candidate presents the proposal to a Review Panel that consists of the hiring manager, HR and an objective 3rd party. Sales Manager - Scenario: Only 2 of 8 members of the sales team are making the number. You need both.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. Don’t wait for your manager to come to you. Go to your manger and get the training / coaching that you need and deserve. Are you among this 66%? Improve Your Player Averages – Push for Coaching.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Understanding the Sales Force

JANUARY 22, 2014

Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention? Getting a Sales Organization to Buy-In to Sales Training.

Proposal 236

Proposal Sports Sales Qualified Lead Scale 236

MTD Sales Training

APRIL 23, 2019

We all know that sales are based mostly on emotion and the decision is backed up with logic. So, do we often come up with emotional selling points in our proposals? Your Sales Manager and Sales Director will most likely ram USP’s down your throat so you can discuss them with your prospects. Managing Director.

Call-back 243

Call-back Up-Sell Proposal Benefit 243

Sales and Marketing Management

JANUARY 1, 2018

Davis In a SMMConnect webinar I delivered to over 100 sales managers recently, I talked about eight instincts they developed as salespeople that are now harming their effectiveness as team leaders. Interestingly, about 30 percent of the participants said that the sales instinct they struggle with the most is “avoiding conflict.”.

Hiring 260

Hiring Webinar Metrics Forecasting Proposal 260

Understanding the Sales Force

JANUARY 14, 2014

If a modern-day sales process is milestone-centric (key outcomes that must be achieved during a sales cycle), then a modern-day sales methodology must support those milestones. As sales processes go, the steps could be as simple as the following: Appointment. This is a horribly designed sales process! Negotiation.

Sales Methodology 271

Sales Methodology Negotiation Proposal Analysis 271

MTD Sales Training

JANUARY 12, 2012

Let us further assume that each tasks takes the sales person an average of 20 minutes to perform. It takes the rep 45 minutes to prepare a proposal and the sales interactions run about an hour. Let’s just assume that when averaging all of this, each income-producing touch takes the sales person 20 minutes. Happy Selling!

Closing 284

Closing Cold Calling Proposal Up-Sell 284

MTD Sales Training

NOVEMBER 11, 2011

This is just a useful exercise to test their current mindset and how they currently handle resistence - it’s just a tool that can help you gain a deeper insight into the sales person’s character. In, “An Effective Way To Identify Top Sales People,” I proposed a role playing situation to use with the sales applicant.

Hiring 220

Hiring Proposal System Commission 220

Understanding the Sales Force

APRIL 21, 2014

Benchmarking can be useful when it comes to training your salespeople. If you have two regions that are performing similarly, selling the exact same products or services to the exact same types of customers, against the exact same competitors, you can benchmark the training. win rate.

Hiring 263

Hiring Groups Exact Face-to-face 263

MTD Sales Training

OCTOBER 26, 2018

We approached it from a different angle, and interviewed the sales team to find out if motivation really WAS the main issue. We found that low morale was, in fact, the RESULT of everything else going on, rather than being the CAUSE of the decrease in sales. Managing Director. Happy Selling! Sean McPheat.

Proposal 218

Proposal Face-to-face Motivation Analysis 218

No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My entire career had been sales and sales management, and my best business had always come from referrals.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

Sales and Marketing Management

MARCH 18, 2019

That’s why our ideal B2B sales processes draw on our Three P’s – prepare, probe and propose. Think of it as an opportunity to uncover interests, issues, and insights that will fuel how you propose options to move the deal forward, rather than jumping directly to assumption-based solutions.

Negotiation 214

Negotiation B2B Proposal Ideal Customer Profile 214

No More Cold Calling

AUGUST 20, 2015

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. I asked my client how the sales reps prepared. ” Was their sales manager clueless, or what? You are now a true sales manager.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

Understanding the Sales Force

MAY 30, 2023

Salespeople aren’t prospecting as required because sales managers are not holding them accountable. Hold your Sales Managers accountable for holding their salespeople accountable to agreed upon KPIs. They won’t improve unless you have them trained on cold-call delivery. Hire hunters.

Decision Maker 156

Decision Maker Hiring Proposal Sales Cycle 156

Understanding the Sales Force

OCTOBER 25, 2023

If they haven’t been exposed to professional selling methodologies and sales processes, and had those demonstrated to them via expert, unscripted role-plays, then they would have no clue that the presenting and proposing they have been doing is woefully inadequate. I was lucky.

Outsourcing Services 207

Outsourcing Services Territories Proposal Sales Methodology 207

Understanding the Sales Force

JANUARY 28, 2013

On the other hand, veteran salespeople believe that they know everything and everyone and probably could lead the sales training class. The real problem is that the CEO's, Presidents, Owners, Sales VP's, Sales Directors and Sales Managers to whom these veteran salespeople report are simply afraid of them.

Face-to-face 214

Face-to-face Margin Coaching Proposal 214

The Pipeline

FEBRUARY 20, 2012

Finally, there is no upside to keeping the next step a secret, especially as you are moving through the sales versus a first call. In advance of going to a meeting with a buyer, send in an agenda in advance , and include your proposed next step as part of that agenda. Sales Bloggers Union. Sales Compensation. Sales Tool.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation 218

Sales and Marketing Management

MAY 14, 2020

These conditions can present challenges for sales organizations, where in-person meetings and events are typically part of “business as usual.” With internal meetings (training bootcamps, sales kick-offs, role play sessions, etc.), such as sales onboarding and training sessions, and even sales meetings?—?online.

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

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

Anthony Cole Training

AUGUST 9, 2013

From the time they join your organization, you teach them, or reinforce with them, that in order to persuade a prospect to buy, they must be able to effectively communicate a unique selling proposal, a competitive edge, or a dazzling 30-second commercial.

Sales Qualified Lead 204

Sales Qualified Lead eBook Competition Proposal 204

Sales Hacker

MARCH 6, 2018

Most sales managers don’t recognize this and assume that just because their reps have 30 opportunities in their pipeline they can work intently on these and forget about generating new business opportunities. Set up your sales pipeline widget—this way you can see: % of opportunities in negotiation. Proposal send date. %

Pipeline 98

Pipeline Inside Sales Top of Funnel Sales Management 98

Sales and Marketing Management

DECEMBER 14, 2020

What does it mean for B2B sales managers as they strategize for 2021? Is it necessary to train sales reps on new skills? What components of an existing sales process transfer well to virtual interactions? What should sales kickoffs look like? Role play virtual sales interactions.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Aside from helping you make money, training may save you money too. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech.

Inside Sales 100

Inside Sales Training Hiring Outsourcing Services 100

Zoominfo

APRIL 26, 2018

High-performing sales teams use nearly three times the amount of sales technology than underperforming teams ( source ). Training and onboarding. Around 3 in 4 organizations use classroom training as their primary way to train salespeople ( source ). After a presentation, 63% of attendees remember stories.

Hiring 197

Hiring Referrals Cold Calling B2B 197

Hubspot Sales

MARCH 19, 2019

Sales training is a big investment. Not only are you paying for the training itself and related expenses, but your sales team is also losing prime selling hours to attend workshops and sessions. Nonetheless, this investment can reap significant benefits and set your sales teams up for success. Some are neutral.

Training 100

Training Hiring Discount Hotels 100

PandaDoc

SEPTEMBER 2, 2020

Our content is aimed at empowering sales leaders, sales management, sales professionals and entrepreneurs to achieve new heights of success. What to check out: Save Time & Create Proposals Directly. Because every sale starts with a connection. Sales Management Blog. Sales Gravy.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

The Pipeline

JANUARY 27, 2012

So there you are cruising down the freeway, armed with the factors above, and hot breakfast in your belly, you are ready to present your proposal. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Tool.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236