Bernadette McClelland

AUGUST 20, 2013

Advisor Beliefs Leadership Purpose Sales Thought Leadership Value 21st Century Salesperson Change Influence meaningful conversations Sales Results Sales Training' So check your vocabulary, juice it up, introduce a new word this week and most of all, make sure you have a beautiful day… Be Bold and Brilliant!

Influencer 337

Influencer Proposal Analytics Conversion 337

SBI Growth

MARCH 22, 2013

Taking the “easy” route, they decided to do Sales Process and Rep training first. Unfortunately, the implementation failed because the SMs were not trained on change management. Current front-line SMs needs wide training to do their job effectively. This curriculum has 40 different training modules. Courseware content.

How To 312

How To Sales Leadership Exercises Proposal 312

SalesFuel

MARCH 26, 2024

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. They achieve this goal by maintaining a high win rate on their proposals.

Training 116

Training Hiring How To Proposal 116

No More Cold Calling

JULY 29, 2021

Are salespeople asking the right questions to identify prospects’ problems and propose thoughtful solutions? Don’t even think about training your sales team on closing the deal. How are sales reps qualifying their leads? Do sales reps demonstrate product features, or do they discuss the benefits for buyers? 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. He would hire a company to spend 3 days training the team in Q3. Remember last year, we hired a company to do sales training? The training company disappeared. 2 weeks after we did the training, it was as if it never happened. The ‘Uh-oh’ Moment.

Hiring 300

Hiring Follow-up Proposal Training 300

SBI Growth

MAY 6, 2013

This signals the end of sales training and readiness to handle a territory. In the weeks that followed he grew impatient, hammering through self-paced training modules. He felt isolated from the sales team, waiting for the classroom training. Angie’s training was built in layers; it wove concepts together.

Hiring 320

Hiring Guarantee Territories Course 320

No More Cold Calling

JANUARY 16, 2020

And you will align all systems in your organization—recruiting, training, and compensation—to support the referral selling process. You may think that because you are hiring experienced people, you don’t need to train them. Train your new hires and your pros, not only in what they do, but in how to do it. Think again.

Referrals 328

Referrals Sales Management Hiring Scale 328

The Pipeline

AUGUST 14, 2014

Examples in sales may be lead to opportunity conversions, or proposals to close. I was recently contacted by a sales director about training the team. No no, I love the program as is, we just need to do it in half a day, I have to include some product training in October as well (another KPI no doubt).

Workbooks 288

Workbooks Distribution Incentives Incentive 288

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. It’s true that sample presentations, proposals or business plans give valuable insight. And it''s reserved only for finalists.

Hiring 300

Hiring Proposal Exercises Lead Scoring 300

Understanding the Sales Force

MAY 10, 2013

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. Now the salesperson is the added value.

Negotiation 304

Negotiation Proposal Competition Positioning 304

Anthony Cole Training

SEPTEMBER 19, 2024

Our definition of “winning” eliminates “think it overs,” which is often where many great proposals die. 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.

Proposal 242

Proposal Positioning Sales Prospecting 242

SBI Growth

JANUARY 8, 2014

Learn the differences between simple software training and true social prospecting adoption. You haven’t even shown me a proposal yet. For training, LinkedIn provided live and recorded webinars. This was software training – nothing more. These “experts” used the entire 2013 SKO meeting to “train” the sales force.

Hiring 288

Hiring Ideal Customer Profile Comparison Webinar Metrics 288

SBI Growth

MAY 24, 2013

Sales Onboarding vs. Sales Training. Sales onboarding programs differ from on-going sales training. Using standard sales training for new hires is a sure-fire recipe for long ramp times. She was eager to train for her new role selling software solutions. Her sample proposal was compelling.

Hiring 324

Hiring Customer Telecommunications Pharmaceuticals 324

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. Use a sales training template.

Hiring 144

Hiring Training Exercises Hubspot 144

SBI Growth

SEPTEMBER 21, 2013

You answer an RFP or provide a pricing proposal. Give pricing too early – over the years, buyers have been trained by bad sales people. They have been trained to ask for product information and a price. You have to train them otherwise. You talk through functional requirements and objectives. You wait and wait and wait….

Buyer Persona 297

Buyer Persona Decision Maker Buyer Objections 297

MTD Sales Training

APRIL 23, 2019

So, do we often come up with emotional selling points in our proposals? MTD Sales Training | Sales Blog. appeared first on MTD Sales Training. We all know that sales are based mostly on emotion and the decision is backed up with logic. That’s the law of the salesperson! You’ve heard of a USP right? Sean McPheat.

Call-back 243

Call-back Up-Sell Proposal Benefit 243

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. Studies show that sales teams who complete highly-rated sales training programs see a 10% higher win rate and are at least 10% more likely to hit quota.

Hubspot 135

Hubspot Training Hiring How To 135

The Pipeline

JANUARY 23, 2014

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. And the battle was on. They kept on for a bit, I got off before it ended, I am sure they negotiated an amicable outcome.

Negotiation 296

Negotiation Proposal Course ACT 296

MTD Sales Training

OCTOBER 26, 2018

You’ll see that these questions actually address the real problems the client is facing rather than just going along with the solutions they had originally proposed. Then discuss whether their proposed solution, based on what they thought they needed or wanted, will actually achieve that solution. Happy Selling! Sean McPheat.

Proposal 218

Proposal Face-to-face Motivation Analysis 218

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. What’s basic value proposition can you offer?

Negotiation 214

Negotiation B2B Proposal Ideal Customer Profile 214

SBI Growth

OCTOBER 12, 2013

Get the sales team trained on how to sell socially. Align Your Sales Process to the Buyer : Does your sales process have stages titled “Qualify”, “Propose” and “Close”? As the primary team responsible for sales tools, it’s time to re-evaluate. Get LinkedIn upgrades. If you don’t have Personas developed, it’s past time - giddy-up.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

The Pipeline

SEPTEMBER 14, 2017

If based on your process and onboarding, and related training, there is still a divergence around this core issue, you need to stop, step back and plug this hole. I know this is an extreme, but you need to go through your pipeline and ask how much an extreme, how many opportunities do you have a proposal stage without a next step?

Prospecting 274

Prospecting Forecasting Call-back Pipeline 274

Sales and Marketing Management

FEBRUARY 27, 2020

Develop and propose your response. You could also propose an escalating renewal rate or an incentive structure for mutually agreed upon goals. Andres Lares is the CEO of Shapiro Negotations Institute , a global provider of sales, influence and negotiation training and consulting. a signing-bonus) that gives them an up-front win.

Negotiation 270

Negotiation Exercises Discount Proposal 270

Sales and Marketing Management

OCTOBER 1, 2017

While sales training is important, it’s only the beginning – and many sales reps forget the best practices and fine details they learn in training as time goes by. This means training sales people to use multiple tools with different functions and work in different ways, which takes time and creates confusion for sales staff.

Sales Enablement 261

Sales Enablement Vendor Marketing Infusion 261

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. Here are five reasons you should.

Inside Sales 110

Inside Sales Training Hiring Outsourcing Services 110

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is specific to RFPs. When complete, they email the proposal back to procurement and hope to win. Watch this short video to get my feelings and then continue reading for more.

Decision Maker 207

Decision Maker Data Hiring Proposal 207

The Pipeline

FEBRUARY 4, 2020

What is the impact of that on the use of freed resources, training, managing, and more? Shouldn’t the freed-up time, resources, training, and more – resulted in increases in output? AE’s should do more, especially with better handoffs; leading to more quality proposals and a higher proportion of those accepted.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Sales and Marketing Management

OCTOBER 6, 2019

Starting discussions early will provide some breathing room for you and your clients alike, and it allows you to propose a rough timeline of key dates that would work for you. Think back to the original scope you proposed to your client. In either case, the clarity around their goals should drive your proposed renewal.

Negotiation 184

Negotiation Proposal Forecasting Objections 184

No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. He knew how to write a proposal that sold, and it did. Why I made referral selling my life’s work. The year was 1996. The economy was booming, and my colleagues encouraged me to go out on my own. I had no name for my company, but I knew my focus.

Referrals 385

Referrals Cold Calling Webinar Metrics Inbound 385

SBI Growth

OCTOBER 21, 2013

It mapped to a proposal generating tool. Continually develop and train on new strategies. Systems Enhancement. The tools and resources in your organization play a large part in future success. A media organization recently created home grown CRM system. Accounts had to be entered in both systems, which required double the reporting.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

MARCH 2, 2013

marketing collateral, proposals, executive summaries, letters, emails, presentations, etc). Platforms: Methodologies, Processes, Training. If you’re theme sticks out, customers are more likely to remember it. Socialized – Once you have your theme, you need to spread it. Short & Sweet – You want to target 2 to 3 word statements.

Meeting 316

Meeting Customer Scale Collateral 316

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back on our sales training and coaching when it comes to dealing with RFPs. When complete, they email the proposal back to procurement and hope to win. ” Or, “This is how it’s always been done.”

Decision Maker 177

Decision Maker Proposal Distribution Territories 177

Sales Hacker

DECEMBER 20, 2021

As a result, much of the evaluation, investment, and rollout of virtual training technology in 2020 was rushed, limited in scope, and poorly planned. How to maximize customer training investment. Intelligent, strategic investment in customer training is crucial to remaining competitive in the upcoming year.

Maximizer 105

Maximizer Training Customer How To 105

MTD Sales Training

JANUARY 4, 2019

It’s one of the most-frequently asked questions on our sales courses – ‘how do we overcome objections to our proposals?’. If you are able to find out the main concerns or issues the prospect has in mind, you can then incorporate these in your presentation, highlighting each one and how you propose to overcome them or deal with them.

Objections 161

Objections How To Fashion Proposal 161

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. Sure, they haven’t invested in their careers.

Outsourcing Services 207

Outsourcing Services Territories Proposal Sales Methodology 207

Selling Energy

AUGUST 31, 2023

You may find yourself in an environment where you are the lucky person to attend one of our sales trainings. Either way, your co-workers might think you're from Mars when you talk about using one-page proposals or other tools we provide through Selling Energy. Maybe you attended it while working for a previous employer.

Training 83

Training Proposal Energy Tools 83