Sales 2.0

OCTOBER 9, 2020

By doing so you will (a) sell more, (b) get a bigger commission check, and (c) be less stressed. If you’ve bought into any of this “social selling” stuff then you are probably thinking “that sounds like a lot of work, posting content, curating content, maybe even creating some content. Train Your team. You need to train them.

Account 385

Account Scale Social Media Small Business 385

No More Cold Calling

JULY 25, 2024

If you want this to be a game-changing year, it’s up to the CRO to make skills-building and practice a requirement, an integral part of your culture, and a major component of your sales strategy. They train with unparalleled rigor. Are You Selling Your Sales Team Short on Practice? They get paid to sell.

Referrals 334

Referrals Cold Calling Coaching Incentives 334

MTD Sales Training

MAY 3, 2020

If you sell a transactional product then it may be hard to add value. As I said earlier if you sell a transactional product, fair enough. Think about how you can move up the ladder. We cover a lot of material on how to be a trusted advisor within our Online Sales Training and our Key Account Management Training courses.

How To 350

How To Vendor Loyalty Call-back 350

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. Once most entrepreneurs and business people are in the door most of them are actually reasonable at selling their product but they mostly stink at getting there.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Sales 2.0

APRIL 23, 2020

It’s a really tough time for most companies to sell their products and services. Some firms sell products designed only for small businesses but many companies have products or services that can work for bigger companies but they have fallen into the habit of selling to smaller companies. Much buying is “paused.” A time to plan.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

Steven Rosen

APRIL 6, 2020

There is no playbook we can refer too, most of us are making it up as we go along. From a team perspective, we know that for the first two weeks people are catching up on unread emails but then it shifts to busy work. We are ensuring our sales team learn and are well-trained so they can emerge very successful. Online roleplays.

Face-to-face 359

Face-to-face Motivation Groups Training 359

MTD Sales Training

SEPTEMBER 24, 2018

One of the biggest changes in sales over the years has nothing to do with selling itself. So what do you need to do to keep up with these changes? Here are five up-to-date ways to sell to the modern-day buyer : 1) Be social-media savvy. Happy Selling! But the evolution of the buyer has been exponentially faster.

Buyer 308

Buyer Social Media Inbound Loyalty 308

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? Happy Selling! Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS!

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Mr. Inside Sales

DECEMBER 18, 2020

When he entered the store, I recognized him from many years before when we were both struggling reps trying to sell investments over the phone. After I got my coffee, he came up to me and said, “You’re Mike Brooks, right?”. He asked me what I was up to these days, and I told him I was an inside sales consultant. Yes” I said.

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Licensing 310

No More Cold Calling

JULY 13, 2021

Referrals help you ace Part One and set you up for success in Part Two. New research from Dave Kurlan and The Objective Management Group (OMG) backs up my claims. Try these tips for reaching the decision maker: Make referrals a process and a priority: Referral selling must be your #1 business-development outreach.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Sales 2.0

MAY 30, 2023

Traditional sales models vs. AI-enabled selling. Heidi says we are moving into a new age of selling driven by the availability and adoption of AI (Sales 2.0?). She says “There’s been a bifurcation of the way people manage sales organizations: There’s the traditional model which dumbs down selling. Think about that.

Face-to-face 312

Face-to-face CRM Forecasting Cold Calling 312

Understanding the Sales Force

NOVEMBER 1, 2024

This year, much like when I was growing up, the leaves turned in mid-October and had mostly fallen from the trees by the end of October. A lot of sales leaders and their salespeople believe that sales cycles are determined by their industry, or are specific to the industries they sell to. Long Foliage Cycle. Short Foliage Cycle.

Sales Cycle 358

Sales Cycle Decision Maker Government Up-Sell 358

Mr. Inside Sales

JULY 6, 2021

You can use the intel you got from your initial pitch to open up the upsell. In addition, often times other products or services bump up the dollar amount, and this often slows down decision making as well. At that time, load them up! Happy selling! Need More Proven Responses to the Selling Situations You Face Every Day?

Face-to-face 317

Face-to-face How To Pivotal Call-back 317

The Pipeline

MARCH 3, 2020

Change is a constant , it’s all around us, and it’s hard; keeping up is a continual challenge. For example, many want me to layer on or retrofit my curriculum on something they trained three years ago. Your front-line managers are crucial to retrain managers whenever you introduce new training. By Tibor Shanto.

Face-to-face 362

Face-to-face Pipeline ROI Energy 362

Understanding the Sales Force

JUNE 8, 2023

Yesterday, Andy Miller and I delivered onboarding training to a group of new partners at Objective Management Group (OMG). With yesterday for context, I will answer the following important question: Which is better – live training, self-directed training, or blended training? With self-directed training That.

Training 156

Training Face-to-face Travel Groups 156

No More Cold Calling

JUNE 10, 2021

Why I made referral selling my life’s work. I was working for a global consulting and training firm. If referrals are so great (and every sales pro seemed to know that they are), then why wasn’t referral selling a priority for any sales organization? Pick Up the Damn Phone (paperback) is $9.95 (was $23.95).

Referrals 385

Referrals Cold Calling Webinar Metrics Inbound 385

Mr. Inside Sales

JANUARY 2, 2021

If I get an, “Ah, I don’t know,” then I once again use layering questions like: “Have you heard of our new ‘ On-Demand Inside Sales Training Program’ ?” . Or I ask a good assumptive question like: “How much of a budget do you have per quarter for sales training?” Need More Proven Responses to the Selling Situations You Face Every Day?

Face-to-face 314

Face-to-face Gatekeeper Inside Sales Licensing 314

Mr. Inside Sales

JUNE 11, 2021

Many reasons: nervousness, not wanting to hear no, lack of training, etc., On the other hand, if you continue to ad-lib and make your pitch up, then you will continue to struggle, talk past the close, introduce objections, and, worse, keep talking…and talking…and talking. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 317

Face-to-face Gatekeeper Licensing Decision Maker 317

Mr. Inside Sales

AUGUST 13, 2021

While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. By including this sentence my communications, I not only get more responses, but I remove the “beg” in my pitch/follow up. They send email after email or leave a couple of voice mails and then give up. That’s right.

Face-to-face 317

Face-to-face Call-back Gatekeeper Licensing 317

Mr. Inside Sales

NOVEMBER 16, 2020

Begin thinking about how to point out those aspects of your product or service that matches up with what they want (because you’ll be clear what they are). Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! Become a better listener.

Motivation 332

Motivation Face-to-face Gatekeeper Licensing 332

Understanding the Sales Force

SEPTEMBER 27, 2022

When they learned that our core offering is evaluating their existing sales team they became excited about what that would mean for addressing their two biggest selling challenges.

Software 272

Software Software Follow-up Groups 272

Understanding the Sales Force

MARCH 20, 2024

As I read and learned about the author’s methods for uncovering the truth, or proof, I felt that salespeople could learn a lot about proof of concept, presenting facts, backing up claims, return on investment, and offering credible testimonials. This begins with training and coaching Sales Leadership to support such an organization.

Sales Process 348

Sales Process Sales Methodology Decision Maker Pipeline 348

Mr. Inside Sales

SEPTEMBER 11, 2020

And, since many sales reps don’t qualify thoroughly enough, most of the leads they stuff into their pipeline are made up of 6’s and 7’s. This is the approach to use if you hear in their tone that they have completely lost interest—or won’t set a follow up call with you.]. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Sales Qualified Lead 320

Sales Qualified Lead Face-to-face Scale Call-back 320

SalesFuel

MARCH 26, 2024

But since they can’t, the next best thing may be to reengineer your sales training program. How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers. Remember that detail as you reengineer your sales training program.

Training 116

Training Hiring How To Proposal 116

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. A culture of coaching won’t happen overnight or over a series of training programs.

Sales Coaching 317

Sales Coaching Coaching Top of Funnel Hiring 317

Steven Rosen

APRIL 4, 2022

They would observe calls, ask questions to help the sales rep evaluate what worked well and didn’t work, and have the rep come up with ways they would commit to improving their selling skills. The most likely scenario is that your reps will be doing a combination of face-to-face and virtual selling calls.

Coaching 290

Coaching Face-to-face Selling Skills Sales Coaching 290

Mr. Inside Sales

SEPTEMBER 25, 2021

Be honest: Do you dutifully send an email and then ask when you can follow up when you get this blow off objection? Let me know when it pops up, and I’ll show you a couple of links you’ll want to explore later. “In This is actually great because it tells you that you won’t need to follow up on the email—they aren’t buying!

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Licensing 284

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 result is a good thing, it frees up time and bandwidth to apply to other high-value sales activities. By Tibor Shanto. And it has to a degree been. Smaller Treadmills.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Mr. Inside Sales

APRIL 29, 2024

I hope you’re not making this common mistake when following up on an email you sent: “I’m just calling to see if you got the email I sent you?” While this may sound like a reasonable way to follow up after sending an email, do you see how you’re providing your prospect with the perfect stall? ON DEMAND SALES TRAINING THAT GETS RESULTS!

Follow-up 226

Follow-up Face-to-face Gatekeeper Licensing 226

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? Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! In fact, after I adopted this approach, I actually looked forward to making calls! Imagine that….

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Licensing 313

No More Cold Calling

JANUARY 16, 2020

Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. Referral selling is not just one more initiative to introduce to your organization. Image attribution: fauxels ). Think again.

Referrals 328

Referrals Sales Management Hiring Scale 328

No More Cold Calling

JULY 29, 2021

Follow-up consisted of a series of emails that promoted products, didn’t address the client’s unique concerns, and had no calls to action. What is their sales plan for following up? Don’t even think about training your sales team on closing the deal. If your reps chase cold leads, they’re set up to fail. Save your money.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Mr. Inside Sales

MAY 22, 2020

And some of them have come up with some really interesting ways of handling this. Tell you what I’d like to do: Let’s set up a 10-minute call, and I’ll share some of those solutions with you and let you know what we’re doing to help them. Don’t worry: I won’t try to sell you anything…just give you some information.

Face-to-face 281

Face-to-face How To Call-back Gatekeeper 281

Mr. Inside Sales

OCTOBER 21, 2022

My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. 3: Get up and walk around when you’re on the phone. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 271

Face-to-face Gatekeeper Licensing Decision Maker 271