Sales and Marketing Management

JULY 7, 2020

With stay-at-home mandates causing what many reference as the “groundhog day” effect, your sales team is the perfect audience for incorporating surprise rewards as part of a sales incentive program to keep remote teams engaged and company morale high. How to start applying this to your sales team.

Incentives 394

Incentives Incentive Motivation ACT 394

Understanding the Sales Force

JUNE 27, 2023

Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. Compare that with salespeople who, after five years in sales, could be referred to as veterans. I started coaching him when he was old enough to hold a wiffle bat.

Hiring 307

Hiring Coaching Sales Consultative Selling 307

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

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. The Problem with Virtual Sales Meetings. B2B sales reps have asked me that question repeatedly over the past year.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

JANUARY 27, 2022

The research is clear: Diversity drives sales. Diverse sales teams can make more meaningful connections with your increasingly diverse customer base. Research on the benefits of diversity in the workplace prove it isn’t just a nice-to-have; for modern sales teams, it’s a must-have. 12% higher sales attainment.

Research 257

Research Benefit Hiring Demographics 257

No More Cold Calling

JULY 20, 2018

If only 20 percent of your clients were referred, then your team obviously hasn’t learned how to ask for referrals, which means you’re missing out on your prime source of qualified leads. Sales pros always agree that they get their most qualified leads when they get referrals. It’s a cop out, creepy, and a sales faux pas.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

No More Cold Calling

MAY 21, 2020

He said in an excited voice: “We need to train them how to do that!”. His so-called referral program couldn’t be measured and didn’t hold sales reps accountable for results. Most sales organizations don’t have an outbound referral program that zeroes in on their most neglected revenue channel—existing clients.

Referrals 331

Referrals Outbound Lead Gen Sales Qualified Lead 331

No More Cold Calling

AUGUST 1, 2019

When I refer you, I put my reputation on the line, so I need to trust that you’ll take care of my connection as I would. I refer you to someone I know well. They know I won’t waste their time, and they’ll gain insights from anyone I refer. So, when I refer you, this person’s trust in me gets transferred to you.

Referrals 289

Referrals System Cold Calling Social Media 289

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. Fifty of the company’s best clients said they’d be glad to refer them! Decrease the cost of sales.

Referrals 385

Referrals Cold Calling Webinar Metrics Inbound 385

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

No More Cold Calling

JUNE 23, 2019

Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers. While all salespeople love to receive referrals, most are uncomfortable asking for them, and many sales leaders don’t believe referrals can scale.

Referrals 297

Referrals Scale How To Lead Rank 297

Understanding the Sales Force

MARCH 27, 2019

While someone's reference to a hard sell may differ, the perception of the hard sell is fairly universal. Most salespeople have been trained to handle these objections and put-offs and therein lies the problem. No offense intended to those of you in one of those three industries!

Insurance 264

Insurance Insurance Objections Up-Sell 264

Sales 2.0

JULY 8, 2022

Meanwhile most high tech companies accept this level of productivity in their sales departments. It can be a critical step in filling your sales pipeline with great opportunities. Sometimes that need is something your product can address and hence a sales opportunity is created. Do you know how you help?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

The Pipeline

SEPTEMBER 21, 2021

While the exact number may vary, people in sales continue to accept the false assertion of an 80/20 world. While one looks at buyer’s state of readiness to buy, you can cross-reference with length of relationship with incumbent provider. By Tibor Shanto. Keeps the 80% out of the way, allowing the 20% to do their thing.

Buyer 345

Buyer Demographics Video Territories 345

Mr. Inside Sales

OCTOBER 11, 2021

And that means my clients continue to do business with me and refer new business to me as well. _, if there was a better product or company for you to do business with, I’d be there selling it. ” This technique builds value in the most important part of any sales transaction— you and your belief in your product or service. .

Objections 285

Objections Face-to-face Gatekeeper Licensing 285

Sales 2.0

JULY 17, 2019

If you run a small company, you usually end up being one of your company’s early sales people. I graduated from Wharton’s MBA program in 1993 and had no sales training at all. Along the way I read every sales book I could find and then over time became friendly with many of the authors. Closing is easy. Baylor University.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Anthony Cole Training

FEBRUARY 23, 2024

One of the most important skills that a salesperson needs to possess is the ability to engage in what I refer to as “appropriate and respectful confrontation” with a prospect…at least when the need arises. For the sake of simplicity, let’s just refer to that as the ability to push back.

Prospecting 227

Prospecting Motivation Training Sales 227

Understanding the Sales Force

NOVEMBER 10, 2023

And “We don’t know what we don’t know about sales” is a true statement in most companies. As a result, they can’t anticipate when in a sales cycle or sales process they will be impacted, and don’t have the awareness to take steps to work around it and improve.

Company 227

Company Hiring Scale Forecasting 227

Anthony Cole Training

JANUARY 5, 2024

But the ‘ATMs’ I’m referring to have been around, well a long, long, long time. Bank ATMs (Automatic Teller Machines) have been around for a while.According to Investopedia, Barclays Bank of London in 1967 was the first to have an ATM in use. I remember using my first ATM – Jeanie Machine – in Cincinnati in 1979.

Banking 248

Banking Sales Coaching Motivation Training 248

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Bernadette McClelland

JANUARY 20, 2018

4. Make your key objective to help the customer, not to close a sale. Whilst these are skills that every salesperson must have and is typically the focus traditional sales training provides, I don’t believe they are the basics , nor do I believe they are the focus for the future sales professional that business wants and needs.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

Sales and Marketing Management

MAY 8, 2019

After the event, the video can be used for training and professional development, marketing and sales materials -- the sky’s the limit. Just think of all that valuable content your audience could reference – and you could market – year-round. But it never hurts to go all in and capture everything. Where did viewers disengage?

Video 316

Video Strategy Maximizer ROI 316

Zoominfo

MAY 21, 2020

We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. And we’ve got examples. What is a BASHO Email?

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Sales 2.0

AUGUST 15, 2022

I’ve been using the summer to review some of the classic books in sales and marketing and refresh some of the fundamentals to building world-class “revenue engines” described. I started with Mark Roberge’s book “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million”.

Hiring 195

Hiring Hubspot Inbound Forecasting 195

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. “The world is moving faster. .”

Sales Leadership 177

Sales Leadership Hiring Coaching Account 177

Smooth Sale

SEPTEMBER 11, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Training Programs to Empower Employees and Business Growth In today’s dynamic business environment, investing in employee training isn’t just a luxury—it’s a necessity.

Training 106

Training Lead Rank Hiring Lead Scoring 106

Understanding the Sales Force

JUNE 27, 2023

Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. Compare that with salespeople who, after five years in sales, could be referred to as veterans. See all 21 Sales Core Competencies here. ” Most simply don’t know how to sell!

Hiring 156

Hiring Consultative Selling Coaching Report 156

No More Cold Calling

AUGUST 22, 2024

Referrals solve the key problems that modern sales leaders face. But that growth stalls when your sales team isn’t booking enough meetings, generating qualified leads, or building a reliable pipeline. Top CRO Challenges What stands in the way of sales growth and keeps CROs up at night? Big problem! Marketing is not the answer.

Referrals 177

Referrals Sales Qualified Lead Hiring Face-to-face 177

Understanding the Sales Force

APRIL 1, 2024

Whether it’s Catholics who the Priest referred to, Jews that I referenced, various other Christian denominations, Muslims, Buddhists, Hindus, and more, we are all members of a group – a congregation, and a religion. They should be attending weekly training. They should be reading about sales.

Decision Maker 156

Decision Maker Call-back Training Groups 156

No More Cold Calling

JUNE 30, 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. Sales is like dating. It’s the same with a sales qualified lead. The year was 1996. Do Your Leads Suck?

Referrals 257

Referrals Sales Qualified Lead Lead Gen Ideal Customer Profile 257

Sales and Marketing Management

JULY 4, 2019

Training programs in sales or customer service, negotiation, coaching and leadership all contain the same foundational elements. For example, most sales or coaching conversations include an embedded questioning model. The fundamentals of a good conversation remain consistent across a variety of business and personal situations.

Conversion 264

Conversion Lead Rank Coaching Guidelines 264

Anthony Cole Training

OCTOBER 6, 2022

The start I’m referring to is the entire first contact process whether it is a phone call or an association meeting or the initial meeting after the phone call. When it comes to building the confident and trusting relationship associated with a strong seller / buyer relationship, the start is especially important.

Segment 156

Segment Meeting Buyer Sales 156

Janek Performance Group

FEBRUARY 13, 2024

References and reputation only go so far in evaluating capabilities. For sales managers, look for qualities that build strong teams and motivate others to perform their best. Whether you seek a new hire or promotion, here are several essential qualities of sales managers. Spearheading a sales team is a multifaceted endeavor.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

No More Cold Calling

AUGUST 14, 2019

I would work with small-to-medium companies to craft their sales strategy. 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. From Consulting Business to Referral Business.

Referrals 291

Referrals Cold Calling Survey Scale 291

Understanding the Sales Force

NOVEMBER 14, 2023

This makes two movie posts in a row as I used Sound of Freedom to illustrate that companies don’t know what they don’t know about sales. Commonality with Sales While I thought it had a lot in common with selling, the twelve central figures: Were not professional investors although they did invest in GameStop.

Sales Methodology 207

Sales Methodology Groups Up-Sell Motivation 207

Smooth Sale

NOVEMBER 22, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: How to Make Sales That Benefit You and the Customer Retail and corporate sales have many similarities; they all begin with serving clientele well. Our collaborative blog offers insights on ‘How to make sales that benefit you and your customer.’

Benefit 91

Benefit Customer How To Hiring 91

Pipeliner

NOVEMBER 7, 2024

With over 25 years of experience working with Fortune 500 clients and advanced degrees in business psychology, Joel offers a wealth of knowledge on the critical distinction between perception and reality in sales and hiring processes. Understanding this distinction is crucial for both sales and hiring processes.

Hiring 105

Hiring Video Lead Rank Lead Scoring 105