Understanding the Sales Force

JANUARY 31, 2024

Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those who don’t want to be restricted by sales process. Think of the sales process as a journey rather than an adventure. A journey is planned.

Sales Process 188

Sales Process Decision Maker Sports Construction 188

Understanding the Sales Force

OCTOBER 9, 2024

Most sales teams win fewer than half their “games,” and while defense can’t be blamed, pitching can! Unlike the Red Sox, most sales teams have too much pitching (demos and presentations)! They will be part of the company’s future with proper training and coaching.

Hiring 352

Hiring Lead Rank Lead Scoring Compensation 352

Partners in Excellence

FEBRUARY 4, 2025

” Or they accept the default process embedded in CRM systems or from their training methodology. “Of course my selling process in selling complex enterprise software is the same as those selling toilet paper, soap, and sanitary supplies to Home Depot! Afterword: I hesitated posting this AI discussion of this post.

Sales Process 79

Sales Process Guidelines Up-Sell Analysis 79

Anthony Cole Training

NOVEMBER 22, 2024

Many companies monitor their pipeline opportunities with the use of a CRM in order to have information about the opportunities being created by the sales team. Companies want to know:

Sales Process 242

Sales Process Pipeline CRM Opportunity 242

Anthony Cole Training

FEBRUARY 21, 2025

An effective sales pitch should begin with the early "bonding and rapport" part of selling. An effective sales pitch should begin with identifying areas of connection, often achieved by doing research on the industry and client prior to the meeting. Finding commonality and relating to a prospect is an important first step.

Coaching 193

Coaching Relationals Research Buyer 193

Understanding the Sales Force

JANUARY 4, 2025

Coincidentally, accountability is one of the competencies at which most sales leaders are lacking. Many sales leaders fail to set targets for much more than revenue/quota and perhaps 2-3 others from my list. Having a job in sales should not be the equivalent to membership in a country club, where you are welcome until you resign.

Account 173

Account Hiring Quota Territories 173

Zoominfo

MARCH 21, 2025

Sales is no longer about dialing faster or pitching harder. Today, it all comes down to using smarter sales coaching techniques. Using AI sales tools can help teams level up by analyzing real sales conversations, identifying what works and what doesnt. Sales teams need every advantage they can get.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Vengreso

MARCH 26, 2025

Mastering sales fundamentals has become more crucial than ever for sales professionals. Whether you’re new to the field or looking to close more sales, online sales training offers a flexible and effective path to success. Here are the essential sales skills that sales training programs provide.

Training 63

Training Strategy Ideal Customer Profile Lead Rank 63

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. 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.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Understanding the Sales Force

FEBRUARY 11, 2020

Do you partake of dessert prior to eating your appetizer? Do you eat your dinner in the morning and have breakfast at night? Would you prefer to have the builder complete the finish work on your new house prior to framing it and installing the roof? Would you back your car out of the garage before opening the garage door?

Company 320

Company Training Hiring Sales 320

Anthony Cole Training

JULY 8, 2021

On average, salespeople possess only 15% of the attributes required to sell consultatively.

Sales Process 226

Sales Process Sales Consultative Selling 226

Vengreso

JANUARY 22, 2025

Ready to enhance your sales skills? Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. These blogs provide insights and strategies tailored specifically for sales managers , focusing on leadership, productivity , team motivation, and effective sales strategies.

Training 75

Training Top of Funnel Ideal Customer Profile SalesForce 75

Highspot

OCTOBER 22, 2024

Consistently hitting your sales goals can sometimes feel like a game of darts – you’re trying to hit the target and close every deal, but it can be easy to miss the mark. If reps are misaligned on even just one step in the sales process, it can become nearly impossible to drive predictability within your sales force.

Sales Process 52

Sales Process Infusion Face-to-face Quota 52

Zoominfo

JANUARY 13, 2025

Go-to-market teams that adopt AI-powered sales automation can reap major benefits: research shows they spend more time with customers, drive higher customer satisfaction, and most importantly, boost sales by up to 10%. But savvy sales leaders know AI isnt a magic wand that can close deals for you.

Lead Rank 130

Lead Rank Lead Scoring Conversion Prospecting 130

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

Zoominfo

JANUARY 30, 2025

Go-to-market teams that adopt AI-powered sales automation can reap major benefits: research shows they spend more time with customers, drive higher customer satisfaction, and most importantly, boost sales by up to 10%. But savvy sales leaders know that AI isnt a magic wand that can close deals for you.

Lead Rank 130

Lead Rank Lead Scoring Intent Signal Conversion 130

Understanding the Sales Force

DECEMBER 11, 2024

On this page you’ll find everything you always wanted to know about how to get Baseline Selling content and training – all in one place. Baseline Selling is a proprietary sales process and methodology that Dave Kurlan developed in 2005.

Course 156

Course Sales Process Training Company 156

Understanding the Sales Force

FEBRUARY 25, 2024

Because sales managers are not coaching – still – at least not consistently or effectively. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. It’s low hanging fruit.

Coaching 341

Coaching Guidelines Margin Incentives 341

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

Understanding the Sales Force

APRIL 9, 2020

Forget Consultative Selling, Value Selling and Sales Process - the things I talk about most often. Most companies expect their sales teams to be not only active, but proactive; to replace face-to-face meetings with virtual meetings; and to continue pipeline building so that there is business to close when we return to work.

Company 361

Company Face-to-face Consultative Selling Pipeline 361

Highspot

NOVEMBER 24, 2024

Imagine having a sales team that hits or exceeds their targets without fail. It might sound like a lofty goal, but there’s a proven way to get there with sales enablement training. 54% of enablement teams that manage sales training programs report a six-percentage-point increase in customer retention.

Sales Enablement 52

Sales Enablement Training Top of Funnel How To 52

Steven Rosen

MARCH 10, 2024

Indeed, 40% of salespeople cite it as the most challenging part of the sales process, more daunting than either closing or qualifying. However, the significance of prospecting is often overshadowed by the allure of the deal’s close, leading many sales managers to neglect to coach the top of the funnel.

Coaching 334

Coaching Sales Management Prospecting Top of Funnel 334

Sales and Marketing Management

JANUARY 31, 2021

Author: Brian Trautschold As a new hire, structured training and onboarding programs are expected. Today, it is rare to see a company that doesn’t have a strict training program in place from the moment a new hire walks through the door. That’s where sales coaching comes in. In a week, that average increases to 90 percent.

Sales Coaching 317

Sales Coaching Coaching Top of Funnel Hiring 317

Cincom Smart Selling

MARCH 6, 2025

Introduction In the fast-paced world of sales, speed is everything and lets face it, manually creating quotes is time-consuming and prone to errors. CPQ stands for Configure, Price, Quote , a tool that helps sales teams generate accurate quotes quickly and efficiently by automating configuration, pricing, and proposal processes.

Training 48

Training Proposal System Face-to-face 48

Pipeliner

NOVEMBER 8, 2024

The integration of artificial intelligence (AI) into business processes has been revolutionising industries across the world and inbound sales is no exception. According to a study by McKinsey, businesses that use AI to streamline sales processes report a 40% increase in productivity.

Inbound 98

Inbound Outsourcing Services Customer Service Inbound Sales Team 98

Sales 2.0

MAY 30, 2023

This is number 7 in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Traditional sales models vs. AI-enabled selling. The traditional sales model is robotic. Think about that.

Face-to-face 312

Face-to-face CRM Forecasting Cold Calling 312

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do. I’m including myself here.

Referrals 328

Referrals Sales Management Hiring Scale 328

Zoominfo

JANUARY 21, 2025

The rapid adoption of GPT-based AI tools isnt simply a technological evolution in sales; its a fundamental restructuring of how teams work. And theyre moving the needle: According to McKinsey , sales orgs that use AI see revenue uplifts of up to 15% and sales ROI uplifts of up to 20%. Its about building GPT-native sales teams.

Hiring 130

Hiring Lead Rank Intent Data Territories 130

Anthony Cole Training

APRIL 19, 2024

From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been inconceivable a few decades ago.

Sales Technology 288

Sales Technology Competition Sales Industry 288

Sales Hacker Training

NOVEMBER 22, 2024

That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. You’re not alone.

Sales Enablement 111

Sales Enablement Scale Hiring Sales Operations 111

SBI Growth

FEBRUARY 3, 2025

As a sales leader, there is a time and place to be a manager, a coach, or both. A sales coach, on the other hand, works to develop the sellers and foster growth within the team. Managers focus on operational tasks, ensuring the day-to-day activities run smoothly.

Coaching 156

Coaching Sales Management Sales Coaching Sales 156

Vengreso

JANUARY 17, 2025

Entering this 2025, to embrace a virtual sales program, like our own FlyMSG Sales Pro Plan , could be pivotal for achieving unprecedented business success. The Rise of Virtual Sales Programs As we enter 2025, the landscape of sales training programs is undergoing a revolutionary transformation.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

Cincom Smart Selling

FEBRUARY 21, 2025

Speed, accuracy, and the ability to meet customer demands efficiently are the pillars of success for the sales team. Configure, Price, and Quote (CPQ) software plays a vital role in automating product configuration, pricing, and quote generation helping sales teams to easily handle complex pricing scenarios.

Training 48

Training Closing Discount Lead Rank 48

Highspot

FEBRUARY 20, 2025

Key Takeaways AI-powered sales training helps reps build trust by personalizing conversations and addressing buyer needs. Unified tools streamline workflows, enhancing collaboration and driving better sales outcomes. And without trust, deals stall, sales cycles drag on, and your competitors swoop in.

Buyer 52

Buyer Training Coaching Scale 52

Mindtickle

JANUARY 10, 2025

Modern sales reps are bogged down with many tasks, leaving them far too little time to do what they do best: sell. In this post, well cover the basics of the BANT framework, including: What it is How to use it How the BANT framework differs from the MEDDIC framework How to determine if the BANT framework is working for your sales process.

Ideal Customer Profile 98

Ideal Customer Profile Sales Qualified Lead Lead Qualification Sales Cycle 98