Sales 2.0

OCTOBER 25, 2021

Sales process efficiency. Sales processes have room for improvement in nearly all companies. Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. Smarter approaches to prospecting are needed. Sales management.

Territories 396

Territories Compensation Scale Decision Maker 396

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. What is Prospecting?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

No More Cold Calling

JULY 29, 2021

But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Sales 2.0

SEPTEMBER 14, 2014

Most startups make their first sales through the founders. In fact when you boil it down they make their first sales through social selling. They use the founders’ networks (and/or those of their investors) to get warm introductions to accounts and greatly increase their sales chances. Startup sales reality.

Scale 373

Scale Hiring Collateral Social Selling 373

Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. Very cool, and now new applications of that capability are popping up.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? You can’t manage revenue. If sales close, you win. Then why are so many account based selling teams given revenue targets and let loose? Revenue can be measured but not managed. Sales managers can’t control the buying process. Referrals received.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Sales 2.0

AUGUST 17, 2014

So this is how you follow up on inbound leads. The webinar promised that these metrics were derived from analyzing thousands of real life sales calls and deriving the best practices. To fess up I haven’t listened to the webinar yet so I don’t know if it really is impressive but I still have it on my list of things to do.

Social Selling 322

Social Selling Webinar Metrics Follow-up Lead Rank 322

No More Cold Calling

JUNE 10, 2021

Why I made referral selling my life’s work. 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

The Pipeline

JUNE 26, 2014

How would you like to be able to easily (almost effortlessly) track your ten hottest prospect and keep them moving toward a sale? In my world it is simply the ten hottest prospects you are currently working, ranked in order of their ability to be closed. Think about that, what we measure we have the ability to manage.

Pipeline 325

Pipeline Positioning Twitter Closing 325

The Pipeline

MAY 18, 2021

As you’ll recall, we have an actionable definition of value , easy to follow, easy to sell. “Buyers will see value in things that measurably move them closer to their objectives. The more people we engage, the better, but it also requires that we become adept at winning with multi-track selling. SALESOLOGY.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

Mr. Inside Sales

JANUARY 8, 2021

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? Think about it: Not everyone you speak with is going to be a prospect or a deal, are they? And regarding fumbling a good lead—my experience is that if a prospect is interested, then they’ll speak with you.

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Licensing 313

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. How do I stay fired up when I prospect? I listen intently and try to figure out what makes each business model unique and each prospect like a snowflake. When you can’t sleep because you are up until 3 a.m. Can you relate to these?

B2B 319

B2B Banking Conference Decision Maker 319

MTD Sales Training

APRIL 23, 2019

Emotional Selling Proposition – have you got one? 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? Do we develop our emotional selling propositions as well as our unique selling propositions?

Call-back 243

Call-back Up-Sell Proposal Benefit 243

Zoominfo

JULY 13, 2021

The acquisition of Chorus will support our aim to be a champion for sales professionals, helping them to identify, connect with, and sell to decision makers at the companies who are most likely to buy their products and services. I still remember how painful the process used to be to prepare for important sales calls.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Hubspot Sales

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. With that said, cultivating and projecting credibility can be extremely tricky in a sales engagement. Check out what they had to say!

Prospecting 105

Prospecting Case Study Industry Study 105

The Pipeline

SEPTEMBER 9, 2020

We have some great news from the Proactive Prospecting Club , we have added a new course, and, members get a discount! Our new addition is timely “How To Conduct A Professional Video Meeting” Since the spring of 2020, it seems almost every meeting, sales, or otherwise is a video meeting. By Tibor Shanto.

Course 235

Course Hiring Video Discount 235

Zoominfo

MAY 13, 2018

Because sales is often commission-based and money-driven, stress and pressure run rampant. Although it’s easier said than done, as a sales rep or sales leader, it’s important to shift your focus to the activities that lead up to a sale. There’s no way around it, stress drives activity and sales managers know this.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Zoominfo

SEPTEMBER 25, 2018

The Ultimate List of Sales Podcasts. From the founder of The Brutal Truth about Sales & Selling and The Sales Questions Podcast. In this podcast, we’ll discuss “Finding the Why in How Clients Buy” by using the latest studies in consumer behavior and neuromarketing to sell more effectively!”.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Sales and Marketing Management

MAY 10, 2020

But there are ways to deliver results, from setting up a good workspace to the way you talk to your team. Encouraging the Team Through Changing Sales Climates. To me, the most important role of management is to motivate and remove obstacles for their sales teams. Shifting Messaging . Finding the Right Customers.

Face-to-face 302

Face-to-face Hiring Lead Rank Lead Scoring 302

Mr. Inside Sales

MARCH 2, 2024

I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! Too many sales reps like to talk. Need More Proven Responses to the Selling Situations You Face Every Day?

Hiring 241

Hiring Face-to-face Gatekeeper Licensing 241

Zoominfo

APRIL 2, 2018

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. Five ways to support your sales team and increase productivity.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

Jeffrey Gitomer

OCTOBER 10, 2018

Know how they sell and what they feature. When you are up against competition on a sales call: Never say anything bad about them, even if the prospect does. Sales Manager Success Rules. Shop them every quarter. Identify where they are weaker than you and play on it. Praise them as worthy competition.

Competition 284

Competition Trade Show Guarantee Call-back 284

No More Cold Calling

AUGUST 14, 2019

As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. Prospects trust us. The book was published in 2006, and it’s selling even better today. But I had to ask.).

Referrals 291

Referrals Cold Calling Survey Scale 291

Understanding the Sales Force

JANUARY 27, 2024

You probably have the same stories showing up in your news feed as me. 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?

Sports 194

Sports Analysis Outbound Examples 194

Sales 2.0

MAY 15, 2023

Dave is also the author of the “ Sales Manager Survival Guide.”​ More human selling Dave thinks AI will drive salespeople to be more focused on improving their relationship skills. “I I think it’s interesting that up to this point the way some companies sell has become increasingly more machine-like. “I

Ideal Customer Profile 221

Ideal Customer Profile Up-Sell Buyer Survey 221

No More Cold Calling

SEPTEMBER 21, 2017

I’ve summarized interviews with three successful women in tech sales, and share why and how they outsell their peers. The first is Sue, a successful field sales manager in a tech company. The more women in account based sales understand the technology they sell, the more credibility they bring into client engagements.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

Zoominfo

SEPTEMBER 10, 2020

A sales dialer is pretty much what it sounds like: technology that automatically dials numbers for salespeople. Dialers will load a list of people that you want to contact, automatically dial their phone number for you, and move on to the next name on the list as soon as you hang up. Here’s where the sales dialer comes in.

Closing 264

Closing Call-back How To Outbound 264

Understanding the Sales Force

OCTOBER 13, 2024

In sales we would call this post-call debriefing and we would role-play what the next conversation should sound like. There were many follow-up coaching sessions between God and Moses and they went on for many days and weeks, preparing Moses to demonstrate even greater powers.

Coaching 194

Coaching Hiring Scale Sales Leadership 194

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. Forrester research.

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Zoominfo

JUNE 24, 2019

Experts across the globe are offering up their own take—trying to be first to tell you exactly how artificial intelligence will impact your industry, your company, your product, your job. The Problem with B2B Artificial Intelligence and Sales. On its own, artificial intelligence can cause a big problem for sales teams.

Forecasting 272

Forecasting B2B CRM Quota 272

Understanding the Sales Force

JULY 2, 2024

” Fred’s sales manager claims that he closed all of Fred’s accounts for him so Fred actually inherited all of his accounts. And his accounts are the biggest accounts so, at best, Fred is an account manager. Account Managers are not producers and therefore, must be measured using different metrics.

Hiring 177

Hiring Account Retention Closing 177

The Sales Hunter

SEPTEMBER 20, 2019

How do I Overcome my Lack of Confidence When Prospecting: It’s sad to say, but this situation is a major issue and one of the biggest reasons why there’s such a high turnover in sales. Sales is merely a mind game. When this is your mental state, regardless of your selling skills, you will never be effective.

Selling Skills 175

Selling Skills Telemarketing Sports Motivation 175

Sales and Marketing Management

SEPTEMBER 4, 2018

Author: Todd Handy Before we start, let’s make sure we’re all on the same page regarding the term “direct sales.” Often, the differentiator may come down to the sales rep, whose product knowledge, experience and ability to solve the customer’s problem end up being the deciding factor in turning a prospect into a customer.

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Mr. Inside Sales

APRIL 16, 2021

This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job. In sales, this means leading by example. What’s interesting in my training these days is that there are a good number of sales managers who resist this idea.

How To 195

How To Face-to-face Gatekeeper Licensing 195

MTD Sales Training

OCTOBER 26, 2018

In other words, he saw the solution tied up with something that was outside of his control, and it needed dealing with now! We approached it from a different angle, and interviewed the sales team to find out if motivation really WAS the main issue. Happy Selling! Managing Director. Often, they are right. Sean McPheat.

Proposal 218

Proposal Face-to-face Motivation Analysis 218