No More Cold Calling

OCTOBER 1, 2015

Earn trust and credibility with your prospects, who are pre-sold on your ability to deliver results. Convert prospects into clients at least 50 percent of the time (usually more than 70 percent). Meet with hot prospects while your competitors are still figuring out how to get in. Is that how you want to spend your selling time?

Referrals 120

Referrals Lead Rank Lead Scoring Prospecting 120

Janek Performance Group

DECEMBER 24, 2024

In addition to the career benefits for reps, such as increased knowledge and skill development, it provides numerous advantages for the organization, including greater quota attainment and higher margins. This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc.,

Training 118

Training Hiring How To Retention 118

Jeffrey Gitomer

SEPTEMBER 7, 2011

If you don’t love what you do, you will never achieve the goals that you’ve set for yourself, let alone the arbitrary ones your company sets for you (also known as quotas). Trying to sell instead of getting people to buy. Failing to realize that the prospective customer has heard the same pitch 20 times.

Hiring 245

Hiring Training Social Media Follow-up 245

Vengreso

MARCH 26, 2025

The Benefits of Choosing Sales Training By investing in these proven methodologies, sales professionals can: Improve their sales skills Boost their confidence Ultimately win more deals Sales training online for sellers has become essential for developing high-performing sales teams. They should also be able to: Discover and target leads.

Training 68

Training Strategy Ideal Customer Profile Lead Rank 68

The Sales Hunter

MAY 22, 2015

What are the best B2B salesforce.com hacks for selling in the digital age? I will be part of a tweet jam on May 28 at 2 pm Eastern with 35 other selling experts to give you the tips that can be gamechangers. You have an opportunity to find out! Find out more about this […].

Quota 100

Quota B2B Opportunity SalesForce 100

Sales and Marketing Management

JANUARY 2, 2019

Frontline managers often inherit outdated sales territories that are out of synch with current market/competitive dynamics, that are not aligned with sales reps’ capabilities, and that carry quotas which are not well correlated to the market opportunity.

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

The Sales Developers

DECEMBER 6, 2019

Sales teams have everything needed for outbound prospecting activities. Yet, surprisingly most aren’t getting better at achieving quota. and allow more time for non-selling activities, like hitting quotas. If they’re distracted by the 80% of the funnel, reps don’t have as much time to work on their selling skills.

Top of Funnel 81

Top of Funnel Outsourcing Services Funnel Outbound 81

Hubspot Sales

DECEMBER 20, 2017

In sales, success is a reflection of two things: The strength of their hard skills and the strength of their soft skills. What are soft skills in sales? Unlike hard selling skills, which are relatively easy to teach and measure, soft skills are "fuzzy." Understanding why they’re succeeding is trickier.

Quota 145

Quota Objections Follow-up Call-back 145

SalesFuel

MARCH 26, 2024

In any organization, the top sellers often make quota. And in general, Rain Group analysts point out, the quota numbers are not easy to reach. In addition, consultative selling skills stand out when top performers engage with prospects. These sellers quickly determine the business problems facing their prospects.

Training 116

Training Hiring How To Proposal 116

Vengreso

JANUARY 10, 2025

Common metrics include sales cycle length, quota attainment, and win/loss ratios. increase in quota attainment compared to those without. Interactive Elements: Quizzes, calculators, and infographics not only engage but also educate prospects, helping them self-qualify as leads.

Sales Enablement 66

Sales Enablement How To Webinar Metrics Objections 66

Hubspot Sales

MARCH 19, 2018

Top challenges facing salespeople in 2018 included: Creating a targeted prospecting strategy. Building the right sales skills. Creating a targeted prospecting strategy. The Challenge: Selling today requires more resources. Show what a higher price tag gets the prospect -- and make it worth their while.

Ideal Customer Profile 145

Ideal Customer Profile Lead Rank Lead Scoring Decision Maker 145

Sales Hacker

DECEMBER 9, 2022

Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas.

Lead Rank 120

Lead Rank Territories Lead Scoring Quota 120

Hubspot Sales

FEBRUARY 7, 2018

SDRs (also commonly called business development reps, or BDRs) are responsible for the first part of the sales process: Researching, prospecting, and qualifying leads. Unlike a closing sales rep, SDRs don’t carry a traditional quota. The typical SDR role requires excellent written and verbal communication skills.

Hiring 145

Hiring Salary Engineering Compensation 145

Hubspot Sales

OCTOBER 9, 2019

When you're on an exploratory call , you want to be prepared for every question, objection, or circumstance a prospect throws your way. Getting comfortable breaking up with prospects. Challenging prospects on why they're stuck. A separate study from CSO Insights reveals a correlation between quota attainment and coaching.

Film 144

Film Hubspot Sales Cycle Lead Rank 144

A Sales Guy

SEPTEMBER 23, 2019

Little respect for prospects and buyers time. A hello, the thud of a large yellow pages phone book hitting my desk and a quota. That was selling in 1996. Email became prevalent, websites were showing up, but selling was still a job of grind. To be successful selling just a decade ago meant you had to hone your skills.

Sales Tools 108

Sales Tools Tools Cold Calling SalesForce 108

SalesFuel

APRIL 25, 2024

This is in addition to your core responsibilities of prospecting, upselling, data management, and continuous improvement of your selling skills. Strategically identifying accounts that contribute the bulk of your quota is key to account management.

Hiring 115

Hiring Scale Referrals Promotion 115

Hubspot Sales

FEBRUARY 21, 2020

If you have reps on your team who aren’t making their quota, parting ways with them can be the right move. A tool like HubSpot Sales Hub can help your team save time on grueling administrative tasks so they can focus on selling and engaging with prospects. But turnover can also be a positive thing. Signs of Sales Rep Burnout.

Hiring 137

Hiring Lead Rank How To Hubspot 137

Allego

JANUARY 16, 2020

She is the creator of the Ei Selling System ®, a powerful sales and management training program that integrates emotional intelligence skills with consultative selling skills. Pay attention to the hard skills AND soft skills contributing to their sales success. Teach your sales team the power of practice.

Strategy 116

Strategy Consultative Selling Selling Skills Face-to-face 116

Allego

OCTOBER 15, 2024

They should be patient and focus on the buyer’s timeline and goals, not their own quotas. Conversation intelligence software highlights opportunities for improvement, allowing for targeted, data-driven coaching that focuses on specific consultative selling skills.

Consultative Selling 62

Consultative Selling Lead Rank Lead Scoring How To 62

Vengreso

JULY 11, 2022

A lot has changed over the last few years and with the rise of remote selling in 2020, social selling training is at an all-time high. This has ushered in an era for sales prospecting tools such as LinkedIn and their premium social selling platform, LinkedIn Sales Navigator. We’ve got a lot to cover so sit tight.

Lead Rank 107

Lead Rank Lead Scoring LinkedIn Ideal Customer Profile 107

Jonathan Farrington

JULY 10, 2014

Outdated selling skills of the team? Greater numbers of prospects buying online, etc.? Is it any wonder that smart salespeople don’t surge through their quotas? Their targets are set somewhat sympathetically – if indeed they carry a quota at all. So, no thought about economic conditions?

Quota 43

Quota Sports Comparison Face-to-face 43

Sales Hacker

NOVEMBER 22, 2017

Yes, prospects can be frustratingly unresponsive. Yes, quotas seem cruel and your pricing strategy doesn’t make sense. But these hitches only balance out the selling dynamic: competent sales professionals reap eye-popping rewards, while laggard performers fall behind. Our quotas are too high. Our marketing team sucks.

Ideal Customer Profile 100

Ideal Customer Profile Cold Calling Sales Qualified Lead Lead Rank 100

Gong.io

DECEMBER 7, 2022

The only way your sales reps can meet their quotas and close deals is if they have enough prospects in their pipeline. So how can you prospect more effectively? How can you ensure that you’re targeting and focusing on the right prospects? With a proven sales prospecting process. What is sales prospecting?

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Prospecting Lead Scoring 62

Sales Hacker

APRIL 22, 2022

Sales reps can use this forum to showcase their key selling skills, strategic and critical thinking capabilities in the past quarter. You can evaluate how well reps did against quota. If not, how long until they can hold their weight of the quota? Wins: Discuss what worked well for individuals and the team collectively.

Top of Funnel 119

Top of Funnel Hiring Forecasting Quota 119

Jonathan Farrington

AUGUST 1, 2012

Outdated selling skills of the team? Greater numbers of prospects buying online? Is it any wonder that smart salespeople don’t surge through their quotas? New recruits, graduates, younger salespeople, or those just promoted: Their targets are set somewhat sympathetically – if indeed they carry a quota at all.

Quota 38

Quota Sports Collateral Face-to-face 38

Gong.io

MARCH 16, 2020

The bad news: quotas aren’t going down. Vital piece of advice, especially for managers who are onboarding new hires remotely: start tracking behaviors that matter, not just quota attainment. . This includes measuring prospecting activity, calls, talk-time ratio, new product mentions, or use of up-to-date messaging. .

Strategy 145

Strategy Hiring Call-back Handbook 145

Highspot

JANUARY 14, 2024

Here’s a closer look at what virtual selling entails in day-to-day sales: 1. Prospecting Virtual prospecting utilizes tools like email, social media, and video to reach potential customers. Whether in-person, hybrid, or virtual selling, now is the time to reimagine your virtual sales training and tools with Highspot.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

A Sales Guy

AUGUST 10, 2017

I’m going to blog about how to sell better. Each post will highlight something that sales people should be doing to improve their selling skills — pretty simple. Yet with confidence and pride, we come in every day, pick up the phone, scour social media, pound the keyboard and connect with customers and prospects.

How To 96

How To Commission Guarantee Salary 96

Hubspot Sales

JANUARY 4, 2018

Their mission: Hit or exceed their annual quota. Over the course of the kickoff, hold several “challenges” to test their product knowledge, selling skills, engagement during sessions, etc. Live call (optional): Have a top performer run through an actual call with a prospect. 8) [Your company slogan]. 9) Survivor.

Hiring 145

Hiring Call-back Exercises Networking 145

Mindtickle

DECEMBER 3, 2024

3: Digital selling skills and tools will be more important than ever Today, a large (and growing) portion of deals are completed without the buyer and seller ever setting foot in the same room. Or, generative AI will compose a first draft of an email to a prospect so the seller doesn’t have to start from scratch.

Sales Enablement 52

Sales Enablement Trends Scale B2B 52

The Brooks Group

MARCH 12, 2019

If their close rate is lower than other salespeople, it may mean there is a problem in the way they are selling, but that doesn’t make them an inadequate person. It just means they need more training, skills, practice—or a reevaluation on whether the prospect is fully qualified. No, we don’t have the budget right now.

Hiring 96

Hiring Face-to-face Call-back Up-Sell 96

Crunchbase

NOVEMBER 18, 2021

Further affecting turnover is the fact that more than 40 percent of salespeople never make quota 2. And now, due to the zeitgeist of COVID-19, more salespeople than ever are looking for the personal independence and career autonomy to sell what they want, when they want, from where they want. To sell is human.

Trends 105

Trends Hiring Scale Compensation 105

Partners in Excellence

MAY 3, 2023

Mobile devices, email, Zoom, and so many other technologies help us reach prospect and customers more easily, eliminating travel time. When I started selling I was responsible for prospecting and managing qualified deals through closing. New tools and technologies continue to help us gain leverage over our time.

Proposal 125

Proposal Travel Tools Up-Sell 125

Mindtickle

MAY 25, 2021

Organizations with a dedicated sales enablement program increase average quota attainment between 45% to over 52%. Sales readiness and enablement are now an essential part of the sales ecosystem, influencing selling skills before, during and after buyer interactions to accelerate win rates and optimize the sales cycle as a whole.

Software 80

Software Software Conversion Hiring 80

The Sales Hunter

JANUARY 17, 2013

Look at your prospect list. It’s early in a new year, which means the number of opportunities out ahead of you are significant. But for some of you wearing training pants or diapers, you’re still making excuses as to why you can’t do something. See the big accounts on the list.

Motivation 183

Motivation Training Account Opportunity 183

Pipeliner

JANUARY 16, 2018

Or what about the rep that offers a discount early and often, despite the fact he just attended a training course on negotiation skills? If a salesperson is missing quota, the boss tends to focus on coaching and teaching more hard selling skills. Certainly such skills are important. This looks really interesting.

Proposal 60

Proposal Selling Skills Discount Negotiation 60

CloserIQ

SEPTEMBER 11, 2018

Look Beyond Selling Skills. A sales rep consistently exceeds quota, but when they’re promoted to a role in sales management, they flounder. They want tools that can measure content engagement from both reps and prospects. You’ll get tips on how to evaluate candidates, and how to make sure they thrive once you hire them.

Hiring 95

Hiring Sales Enablement How To Collateral 95