SBI Growth

MARCH 22, 2013

This post is about developing Sales Leadership. In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. Sales Leadership.

How To 312

How To Sales Leadership Exercises Proposal 312

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do. I’m including myself here.

Referrals 328

Referrals Sales Management Hiring Scale 328

SBI Growth

MAY 6, 2013

Sales turnover is a silent killer. Sales and HR leaders constantly ask, “How can we be sure our new sales people have the right skills?”. It describes how Agile methodology can be applied to Sales new hire onboarding. This signals the end of sales training and readiness to handle a territory.

Hiring 320

Hiring Guarantee Territories Course 320

SBI Growth

JUNE 3, 2013

How often have you rolled out a new sales project that failed? I met with a veteran CEO and his new sales leader recently. 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. Meet ‘Yoda’. No follow up.

Hiring 300

Hiring Follow-up Proposal Training 300

Sales 2.0

MAY 6, 2020

Some sales inquiries are finally coming in. The crisis has probably “shone a light” on several places where your sales organization could be better. Consider some of these questions and think about where you can develop an even stronger sales organization. Do you have training for new hires documented and readily available?

Hiring 269

Hiring Proposal Sales Qualified Lead System 269

SBI Growth

MAY 24, 2013

As an experienced sales leader, new hires are essential to Making the Number. Sales and HR leaders often misdiagnose the root cause of long ramp times. When new hire sales reps are not productive, take a look at onboarding. This post is for sales leaders and their HR business partners. Sales Onboarding vs. Sales Training.

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Hiring Customer Telecommunications Pharmaceuticals 324

SBI Growth

JANUARY 8, 2014

In 2013 our consultants attended 463 live sales calls. In October, we participated in the worst sales call of the year. But it was our pre-call interview with the sales rep that clinched it. Social Prospecting gets sales reps net new sales appointments inside their dream prospects. The appointment was bad.

Hiring 288

Hiring Ideal Customer Profile Comparison Webinar Metrics 288

Anthony Cole Training

SEPTEMBER 19, 2024

Creating a winning sales pitch is a presentation that ends with a decision being made. We define either one of those as a winning sales pitch because there is a clear decision and a clear next step, or none at all. Our definition of “winning” eliminates “think it overs,” which is often where many great proposals die.

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Proposal Positioning Sales Prospecting 242

Understanding the Sales Force

MAY 10, 2013

Understanding the Sales Force by Dave Kurlan Selling value. Here are a few random thoughts accumulated through the combined efforts of evaluating more than 650,000 salespeople and training tens of thousands of others. 40% of all salespeople don''t determine whether their prospect is able to spend what they are about to propose.

Negotiation 304

Negotiation Proposal Competition Positioning 304

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

Bernadette McClelland

AUGUST 20, 2013

Bernadette McClelland is an expert in B2B sales conversations that drive value and deliver million dollar results. Advisor Beliefs Leadership Purpose Sales Thought Leadership Value 21st Century Salesperson Change Influence meaningful conversations Sales Results Sales Training'

Influencer 337

Influencer Proposal Analytics Conversion 337

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

SBI Growth

OCTOBER 12, 2013

Has your Sales Ops planning kept up with the new realities? By doing so, you''ll also get the Sales Ops Planning Evolution Guide. The average B2B buyer is 57% done with their purchase decision before sales engages. How will Sales Ops support sales in adapting to keep pace? As a Sales Ops leader, this is up to you.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Sales and Marketing Management

OCTOBER 1, 2017

Author: Jason Liu Sales enablement software has been around for a while now. What you might not know, however, is that the sales enablement market is poised for a major paradigm shift that will forever alter sales enablement platform strategies and set the industry on a new path. History of the Sales Enablement Market.

Sales Enablement 261

Sales Enablement Vendor Marketing Infusion 261

Sales and Marketing Management

MARCH 18, 2019

Author: Andres Lares, Shapiro Negotiations Institute A sales negotiation is a process, not an event. Effective sales negotiations, however, are fundamentally proactive. B2B sales are typically more complex than B2C. It starts with a single question: What should my B2B sales process look like? It shouldn’t be complicated.

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Negotiation B2B Proposal Ideal Customer Profile 214

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021? Trends that are here to stay.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Hubspot Sales

SEPTEMBER 30, 2019

There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Get certified.

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Hiring Training Exercises Hubspot 144

The Pipeline

AUGUST 14, 2014

Nice and practical concept, good resume fodder, often misused or abused by many, especially from a sales point of view. As a concept, KPI’s are great, helping sales organizations in defining and measuring progress against stated objectives or goals. Examples in sales may be lead to opportunity conversions, or proposals to close.

Workbooks 288

Workbooks Distribution Incentives Incentive 288

SBI Growth

AUGUST 22, 2013

Some sales candidates look great during the hiring process. HR has worked hard to find capable talent, and Sales has committed time and money to ramp the new hire. If you’re a Sales or HR leader, this may be happening all too often. Sales can learn a lesson here. Here''s a 7-step overview of a tryout for a sales rep. (To

Hiring 300

Hiring Proposal Exercises Lead Scoring 300

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?

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Hubspot Sales

SEPTEMBER 29, 2020

Whether you’re welcoming a new person to your sales team or helping develop skills among your current staff, sales training is a very important part of fostering a successful sales program. Below, they share their advice on how to improve inclusivity in your sales training. What is inclusive sales training?

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Hubspot Training Hiring How To 135

Understanding the Sales Force

OCTOBER 25, 2023

And that, somehow, leads me to sales performance. 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.

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Outsourcing Services Territories Proposal Sales Methodology 207

Understanding the Sales Force

NOVEMBER 6, 2023

Most salespeople can improve sales effectiveness by changing their beliefs and moving out of their comfort zone. When my team is training salespeople, we are challenging them to leave their comfort zone and do what they have been unable or unwilling to do in the past. I not only didn’t hate it, I liked it. True to himself.

Proposal 207

Proposal Sales Training Conversion 207

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. You’ve heard of a USP right?

Call-back 243

Call-back Up-Sell Proposal Benefit 243

SBI Growth

SEPTEMBER 21, 2013

In this post we will discuss why sales opportunities go dark. Nothing is more frustrating for a sales person. Sales leaders have to provide clarity so their seller can advance the opportunity. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. You have to train them otherwise.

Buyer Persona 297

Buyer Persona Decision Maker Buyer Objections 297

The Pipeline

JANUARY 23, 2014

Had the opportunity to listen in on an interesting discussion the other day between two sales practitioners, they were not aware of me, or what I do, I was just snooping. Fred was saying that he often felt unprepared for the negotiations phase and having some solid training and a process to manage that part of the sale could only help.

Negotiation 296

Negotiation Proposal Course ACT 296

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 110

Inside Sales Training Hiring Outsourcing Services 110

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. These results were due entirely to sales manager skills, independent of the skills of their salespeople.

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Sales Management Hiring Compensation Scale 218

Sales and Marketing Management

NOVEMBER 12, 2018

Author: Anand Srinivasan The typical B2B sales process goes through four distinct stages. Studies show that high-performing sales teams depend on strictly enforced structures and processes to get work done. So how do you build such a sales structure for your B2B organization? The ideal sales team is. Repeatable.

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B2B Hiring Lead Rank Scale 205

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. . But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. A Lack of Training. They learned to use the software better.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

Understanding the Sales Force

JANUARY 27, 2024

Wouldn’t it be cool if, instead of the news that currently appears in your feed, or the sports analysis you just heard, you could read the news of your last few days of selling, or hear the play-by-play analysis of your sales call from earlier today? Example One: Dave had a tough few days on the sales trail. Great move by Dave!

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Sports Analysis Outbound Examples 194

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 Webinar Metrics Inbound 385

MTD Sales Training

OCTOBER 26, 2018

One of our clients approached us recently and said “I need you to run a motivation session for our sales team. We approached it from a different angle, and interviewed the sales team to find out if motivation really WAS the main issue. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

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Proposal Face-to-face Motivation Analysis 218

Zoominfo

APRIL 26, 2018

In an ideal world, sales reps would spend all day sending emails, taking calls, and ultimately, doing what they do best—selling. There’s a lot more to sales than meets the eye. The best sales reps have developed an arsenal of productivity hacks to balance the administrative work with the actual sales process.

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Hiring Referrals Cold Calling B2B 197

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

Understanding the Sales Force

MAY 30, 2023

There are simple, easy, fast and powerful solutions for sales problems too. Salespeople aren’t prospecting as required because sales managers are not holding them accountable. Salespeople aren’t prospecting as required because sales managers are not holding them accountable. See my examples below. Hire hunters.

Decision Maker 156

Decision Maker Hiring Proposal Sales Cycle 156