Understanding the Sales Force

FEBRUARY 22, 2023

I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more.

Top of Funnel 409

Top of Funnel Positioning Scale Inbound 409

Sales 2.0

MAY 20, 2020

If you’ve done any selling at all, you know that referrals work way more effectively than cold calls. It’s like people not wearing protective equipment or masks and hanging up 2 feet apart. It helps you sell your product. The chance of your message getting through goes up many times. Trust changes everything.

Cold Calling 501

Cold Calling Referrals Networking Education 501

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. Since then I’ve sold millions of dollars of technology and services, run my own sales outsourcing and training company, grown a digital agency and pioneered a new approach to selling now known as “social selling”. Baylor University.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Sales 2.0

OCTOBER 25, 2021

New technology like AI may help in better prospect identification and referral selling approaches that leverage social networks have been shown to increase conversion rates. The problem of missing decisionmakers most often shows up when companies submit a proposal and never hear anything back. as this channel has become saturated.

Territories 396

Territories Compensation Scale Decision Maker 396

The Pipeline

MAY 25, 2020

Steve Gielda , is the co-founder and CEO of Ignite Selling, and someone I have been looking forward to having on the podcast. Our line up includes: Tuesday, May 26, John Moore – The Collaborator – Vice President of Revenue Enablement – Bigtincan. ‘Rethink The Way You Sell’.

Social Selling 391

Social Selling LinkedIn Energy Enterprise 391

Steven Rosen

JUNE 3, 2020

Even though we are still social distancing and face to face selling may not resume until 2021, you are still responsible for sales results. What can you do to jump-start your sales and make up for any lost sales during the last several months? Your salespeople have had to adapt to selling via Zoom or telephone.

Sales Leadership 394

Sales Leadership Closing Face-to-face Call-back 394

Sales 2.0

MAY 14, 2020

If you’re going to sell an enterprise account, you have to do this contact research, so what’s the discussion? Sales people should sell. Even outside of enterprise sales where I could claim this burden is higher than in selling to small business, sales people seem to spend a huge amount of time not selling.

Data 396

Data Enterprise Enterprise Insurance 396

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

Sales 2.0

SEPTEMBER 18, 2020

Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days). For higher end consultative selling I would recommend a cadence along these lines.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

Understanding the Sales Force

AUGUST 31, 2024

One thing I have excelled at in my hole digging responsibilities is cutting into the coaxial cable that makes up Dinger’s invisible fence, rendering it useless. That got me thinking about how salespeople chase their tails and waste time that could be better utilized on actual selling activities.

Cold Calling 316

Cold Calling Call-back Follow-up Proposal 316

The Pipeline

MAY 6, 2020

Jeff wants you to Rethink The Way You Sell, and do it with swagger. I am going to let you read the book, and certainly listen to the podcast, but this is a guide for the current times, and how to sell at the best and worst of times. A roadmap for the best way to sell during challenging seasons.” Weight In Gold.

Construction 377

Construction Energy Up-Sell ACT 377

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

MTD Sales Training

JANUARY 28, 2020

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. What’s the best response when the competition are brought up? Instead of knocking them down, build yourself up. Show how your ideas can build their business up now.

Competition 375

Competition Sales Meeting Meeting How To 375

Understanding the Sales Force

SEPTEMBER 21, 2020

It becomes easier for salespeople to renew accounts, cross-sell, up-sell and succeed. When a company's customer service is thoughtful, helpful, kind and thorough, that great customer service actually serves the sales organization.

Customer Service 344

Customer Service Training Objections Up-Sell 344

Sales 2.0

JULY 8, 2022

Before you can go setting up meetings, you need to figure out who you need to meet. If you sell a product of a reasonable value to a reasonably large company there will be several people involved in the buying of such a product ( 6-10 based on Gartner’s research ). Avoid banging your head up against the same wall over and over again.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

No More Cold Calling

OCTOBER 1, 2020

I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Referral selling is hard for us all, because it’s the most personal kind of selling. 3 Referral Selling Skills All B2B Sales Reps Should Practice.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Sales 2.0

MARCH 12, 2020

Big events are happening so quickly it’s hard to keep up. The global crisis is taking up everyone’s mindshare. It’s time for business owners and sales leaders to take action to make sure you can sell effectively if we enter a downtown. Your top of funnel may dry up. It’s time to take action…and to do so soon.

Top of Funnel 378

Top of Funnel Pipeline Follow-up Proposal 378

Understanding the Sales Force

FEBRUARY 9, 2021

And this was fifteen years before I wrote the best-selling book Baseline Selling ! I brought up the Fantasy Camp experience because it's not all that different from what participants experience when they attend my Sales Leadership Intensive (SLI).

Sales Leadership 367

Sales Leadership Follow-up Coaching Up-Sell 367

Sales 2.0

MAY 1, 2020

We will start selling at some reasonable rate again, soonish. Selling to enterprise accounts needs to be a habit, like eating well or working out, you need to make it part of your DNA. If you don’t make this a habit you may just keep snapping up the small fry that come to you more easily. Don’t panic. Big fish have big wallets.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

Understanding the Sales Force

FEBRUARY 2, 2023

Is it really because they don't enjoy selling? My plan was to mine OMG's data to see what might support the claim that 84% don't enjoy selling and to conduct a Google search to find the source of that claim. Most of the data I write about comes from Objective Management Group which has assessed more than 2.3 million salespeople.

Data 316

Data Google Up-Sell Groups 316

No More Cold Calling

APRIL 16, 2020

It means pushing back when a client tells you what they want, and you know the consequences will be dire if you don’t speak up. The rest just want to sell you their products—the heck with caring about who you are. Wondering how your team will keep selling in an economic downturn? In a word, it’s fidelity.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

No More Cold Calling

JUNE 10, 2021

Why I made referral selling my life’s work. 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? When I told her I was going to write a book about referral selling, she said, “You have to meet my father-in-law, Gerry Sindell. ”

Referrals 385

Referrals Cold Calling Webinar Metrics Inbound 385

Understanding the Sales Force

JANUARY 26, 2021

Speaking of creatures of habit, there's Bob, and he's up to his old tricks. If you don't know who Bob is, you can learn about his sales misadventures i n this article on not properly selling a trial , and this article about not selling value. Both articles are of the must-read variety.

Data 348

Data Up-Sell Sales 348

Sales and Marketing Management

AUGUST 13, 2021

Organizations with modern sales presentations have a leg up in today’s selling environment. They meet establish trust and build confidence with buyers, and, ultimately, influence their purchase decisions. The post 6 Traits of the Modern Sales Presentation appeared first on Sales & Marketing Management.

Influencer 347

Influencer Up-Sell Buyer Meeting 347

SBI Growth

NOVEMBER 12, 2020

While the world innovated rapidly and continually adopts many advanced technologies, the sales environment is still catching up. In most cases, face-to-face selling was the top method or process, allowing for strong relationship building, effective communication, and the ability to.

Face-to-face 344

Face-to-face How To Up-Sell Buyer 344

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

Bernadette McClelland

MARCH 30, 2023

And during those 12 months, we have been asked these 7 questions many times over: 'How did you just up and move?' What possessed you to sell everything?' Apart from missing our Saturday morning Bunning’s ‘sausage in bread’ and the amazing barristas that serve up the BEST coffee!, Did you have a plan?'

Networking 397

Networking Licensing Up-Sell Banking 397

No More Cold Calling

MAY 28, 2020

This was even the premise of my second book, Pick Up the Damn Phone!: That’s not how social selling works. Maybe, if you sell widgets. Wondering how your team will keep selling in an economic downturn? How People, Not Technology, Seal the Deal. For the rest of us, people buy from people, not technology.

Referrals 391

Referrals Social Media Cold Calling Social Selling 391

The Pipeline

JULY 13, 2020

Joanne Black is America’s leading authority on referral selling; she practically invented it, and that is the focus of this episode. In a connected planet where people buy from people, referrals are your leg-up in a competitive world. Joanne shares the overlooked opportunities in properly and consistently leveraging referrals.

Referrals 351

Referrals Competition Up-Sell Sales 351

Sales 2.0

JANUARY 17, 2020

When I was only selling and had been prospecting hard for a long time I started to feel that buyers had no problems. I’d be up for milking every bit of information out of that company. Can you come up with some? In my life, I’m sometimes a buyer and sometimes a seller. Your prospect probably really needs some good ideas.

Prospecting 83

Prospecting Account Call-back Buyer 83

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