The Sales Readiness Blog

MAY 3, 2023

Sales success requires salespeople to have both selling skills and a sales methodology. Selling skills are crucial for effective sales conversations, while a sales methodology provides a structured approach to the sales process.

Sales Methodology 104

Sales Methodology Selling Skills Revenue Sales 104

Understanding the Sales Force

NOVEMBER 15, 2012

Continue the sales process with these conditions in place (Emotionally Involved). These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills. Do they: Accept it as truth (Too Trusting).

Airlines 269

Airlines Prospecting Decision Maker Vendor 269

Understanding the Sales Force

APRIL 19, 2012

By only modifying how they responded to the price question, they were able to take the first steps toward transitioning from a transactional sale to a consultative process. The consultative sales process is more than just a sales approach. which salespeople have strengths that support consultative selling.

Hiring 189

Hiring Consultative Selling Incentives Incentive 189

The Pipeline

APRIL 27, 2011

The Pipeline Renbor Sales Solutions Inc.s The six elements of a perfect sales meeting. Stored in Attitude , Business Acumen , Coaching , Emotional Intelligence(EQ) , Guest Post , Sales Leadership , Sales Management , Sales Meetings. Do you dread the weekly sales team meeting? EDGE Sales Process.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Understanding the Sales Force

MAY 8, 2024

Poor Sales DNA – they have too many weaknesses in the six Sales DNA Sales Competencies that sabotage their ability to execute Let us know if you need help in any of these ten areas.

Scale 177

Scale Selling Skills Travel Coaching 177

A Sales Guy

JULY 9, 2012

A crappy sales process is the culprit of more stuck deals, or lost deals than many of us want to admit. A crappy sales process consists of bad or misaligned sales stages. When sales stages have little correlation with how your customer buys or with how your product is sold, you have bad sales stages.

Pipeline 113

Pipeline Sales Process Sales Cycle Sales 113

Understanding the Sales Force

JUNE 11, 2012

Understanding the Sales Force by Dave Kurlan What jump starts sales performance? Is it: Improved Selling Skills? New Sales Talent? Optimized Sales Process? Better Sales Methodology? Improved Sales Model? Effective Sales Management? Here are the first 30 I thought of.

Lead Rank 195

Lead Rank Incentives Incentive Sports 195

Gong.io

AUGUST 15, 2018

AEs were responsible for conducting sales meetings and marshaling deals through the rest of the sales process. Our sales conversations were a black box, and we needed to get inside of them,” Paul told me. And it bogged down the sales management team. Sales leaders in the area were using Gong.io

Selling Skills 78

Selling Skills SalesForce Inbound Lead Rank 78

The Sales Hunter

JANUARY 5, 2012

I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. In the book, the authors reveal the findings from their extensive studies regarding the sales process. More importantly, they blow up several of the myths most people have come to believe regarding sales.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

Carew International

OCTOBER 1, 2020

Here are four critical skills all sales professionals should prioritize in order to build trust throughout the sales process. How do you rate among these four skills? Read the entire article here: According to a New LinkedIn Report, You’ll Need 4 Virtual Selling Skills to Attract Buyers.

Selling Skills 54

Selling Skills Decision Maker Report Buyer 54

SBI Growth

AUGUST 16, 2023

Let’s see what sales managers can do amidst this revolution to merge the gap between humans and technology. The objective should be to make the change manageable, iterative and practical in a way that generates immediate benefits while minimizing the downsides and risks as the platform and tools evolve.

Selling Skills 156

Selling Skills Benefit Objections Competition 156

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 111

Sales Management Hiring Top of Funnel Funnel 111

Zoominfo

JULY 13, 2021

Each one represents invaluable solutions such as: Automatic Speech Recognition that transcribes speech to text 3x faster, with 18% more accuracy than the nearest market alternative; A system that learns the language of your business and sales process without any human interaction needed. 20 Ways Businesses are Leveraging Chorus.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

No More Cold Calling

MAY 24, 2011

Hire Joanne As Your Outsourced VP of Sales. Referral-Selling Private Client Program. You need more great clients, more sales, and your sales process and sales strategy need work. You either have too many other things to do, or you just don’t know sales. Develop your proprietary Sales Process.

Cold Calling 212

Cold Calling Outsourcing Services Hiring Top of Funnel 212

Vengreso

MARCH 2, 2021

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. According to HubSpot , 40% of sellers admit that prospecting is the most challenging part of the sales process. Why is this so?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

The Sales Hunter

JANUARY 25, 2012

Not only does the customer have access to more knowledge, but the entire closing process has changed. Inside salespeople need to ensure the inside sales process can continue over an extended period of time, if it should come to that. Sales Training Tip #265: Your Slang is Lost in Translation. high profit selling.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

Steven Rosen

MARCH 25, 2024

Sales Managers: Get Off Your Butt and Start Coaching Your Reps In today’s highly competitive sales industry, which has endless analytic tools and virtual interfaces, the role of the sales manager has quietly pivoted to that of a ‘dashboard coach.’

Coaching 156

Coaching Pivotal Lead Rank Report 156

LeadFuze

MAY 17, 2021

What is a Sales Manager. A sales manager is a person that’s responsible for building, leading, and managing a sales team within an organization. . A sales manager will work closely with managers of other departments, as well as communicate with prospects and customers on a regular or semi-regular basis.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

The Sales Hunter

DECEMBER 6, 2011

Lesson learned for sales: We need to examine each step in our sales process. Too many times when we aren’t able to close a sale and even when we do close a sale, we fail to look at what we did right and where we could improve. Have you taken our quick sales survey yet?! high profit selling.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Cancellation 200

The Sales Hunter

FEBRUARY 25, 2013

.” Your job description says “sales” and you’re part of the sales team. They play a key role in the sale process, but I believe strongly salespeople and customer service people are to be doing two different tasks. Sales managers, what behavior are you rewarding?

Customer Service 251

Customer Service Customer Discount Maximizer 251

No More Cold Calling

OCTOBER 29, 2013

Adopt the only sales strategy where you get meetings at the level that counts and arrive pre-sold, having already earned trust and credibility. It’s the only strategy that is guaranteed to shorten your sales process, and to eliminate sales and marketing costs. It’s called referral selling. Think about it.

Referrals 159

Referrals Decision Maker Banking Social Media 159

The Sales Hunter

FEBRUARY 28, 2012

Use them as a way to find out new information you can use now and as a sounding board as to the effectiveness of your sales process. Always be improving your sales prospecting and sales closing processes. These are the two most critical areas of the sales process. ” Sales Motivation Blog.

System 160

System Motivation Training Hiring 160

The Sales Hunter

NOVEMBER 22, 2011

This is what the selling process is all about. The customer will be far more truthful with you during the sales process phase than they will be during the negotiation phase. Want more ideas on sales negotiation strategies? high profit selling. phone sales tips. sales goals. sales manager.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

Pipeliner

OCTOBER 25, 2022

Her book “The Modern Seller” is an Amazon bestseller, plus LinkedIn also recognizes her as a top sales voice. In today’s expert insight interview, Amy and John discuss “How to improve your consultative selling skills.” Approach to Consultative Selling. He is CSMO at Pipeliner CRM.

Consultative Selling 52

Consultative Selling Selling Skills Video How To 52

Hubspot Sales

NOVEMBER 18, 2020

Sales Performance. 65% of sales leaders that outperformed against revenue targets have a dedicated sales enablement person or team. 61% of over-performing leaders use their CRM to automate parts of their sales process , vs. 46% of underperforming leaders. Sales Leader Priorities. Sales Leader Priorities.

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

The Sales Hunter

FEBRUARY 13, 2012

The questions only solicit the answers that are favorable to the sales amateur and bring pressure to the sales process. ” Phase 4: Open-Ended Questions (Sales Novice). Sales Motivation: Are You Asking the Right Questions? Sales Training Tip #175: Ask the Right Type of Questions. high profit selling.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

Partners in Excellence

NOVEMBER 28, 2022

Managers spend time helping them become productive. Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Typically, the process is: “Lisa, congrats on moving into the front line sales manager role…… I need an updated forecast by Tuesday!”

Hiring 139

Hiring Forecasting Coaching Training 139

The Sales Hunter

OCTOBER 8, 2012

As much as we want to be able to secure an order, there are other things we have to be selling too. What I’m talking about here is many of the other elements that are going on during the sales process. First and foremost, it’s the selling of you.

Motivation 203

Motivation Closing Lead Rank Lead Scoring 203

The Sales Hunter

DECEMBER 20, 2011

They firmly believe there’s no sense in drawing out the sales process, and the best way to speed things along is by putting an amazingly low price on the table quickly. To them this is serving the customer with amazing service, and any profit that is lost in the sale is not their problem anyway. high profit selling.

Motivation 190

Motivation Ideal Customer Profile Negotiation Hiring 190

Customer Centric Selling

MAY 23, 2017

Sales Tips: What IS a Sales Process and WHY Is It Important? By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.

Sales Process 74

Sales Process Channels Sales Sales Forecasts 74

The Sales Hunter

DECEMBER 23, 2011

I like to share this example as a way of getting salespeople to realize the importance they play in the sale process. The natural reaction by the non-confident salesperson is to either forgo attempting to close the sale or attempting to close by offering a discount. high profit selling. phone sales tips.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

Customer Centric Selling

SEPTEMBER 12, 2017

Sales Tips: 4 Components Needed for Sales Process. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Process 69

Sales Process Sales Sales Forecasts Forecasting 69

Understanding the Sales Force

SEPTEMBER 25, 2018

Nearly every coaching call with a sales manager is about a salesperson with a delayed closing. On Sunday, Waze, my favorite navigation app, said that the drive would take just 2 hours and 32 minutes. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours. Delays, delays, delays.

Closing 264

Closing Construction Call-back Coaching 264

The Sales Hunter

NOVEMBER 6, 2012

” If you’re reading this and you’re a sales manager, I want you to think about areas where people who work for you are operating at a sub-optimal level. If you’re a sales manager who believes doing these on time is the norm, then that is what you have to expect today. What are your expectations?

Motivation 183

Motivation Report Follow-up Coaching 183

The Sales Hunter

JANUARY 24, 2012

This is a key part of the sales process. The earlier you can find out this type of information, the more likely you’ll be able to close a sale. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success.

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

Pipeliner

NOVEMBER 28, 2023

Sales process adherence is often overlooked, but it is crucial for the success of any sales organization. When a sales team follows a defined process consistently, it can lead to increased sales, improved customer satisfaction, and reduced costs. Complete each step before moving on.

Sales Process 59

Sales Process Video Comparison Face-to-face 59

Sales Readiness Group

APRIL 21, 2021

For example, if you target the small- and medium-sized business market (SMB) and now want to target enterprise customers – that’s where the money is – you need to rethink how you sell. Enterprise and SMB selling are fundamentally different, and each requires its own sales process, metrics, and unique selling skills.

Enterprise 105

Enterprise Enterprise Customer Marketing 105