Posts Tagged ‘Sales Process’
How Do You Quantify A Lead To Expand Your Sales Pipeline And Increase Sales Velocity | Stretching The Sales Funnel
Speed up and expand your sales funnel by learning how to quantify your leads. In this article: The Problem with Overqualifying Leads Qualifying Leads with BANT Quantify Leads in High-Velocity Sales Funnel Work on BANT with These Questions How Quantifying Your Leads Can Help Your Business The Problem with Overqualifying Leads The ability to quantify…
Read MoreWhat To Say On Your Second Voicemail Message
What do you say when you’re calling a prospect for the second time and get asked to leave a voicemail message instead? Do you have a plan, or do you just wing it and hope for the best? In this article: Sales Voicemail Tips from Michael Pedone The Follow-Up Problem How to Get People to Call…
Read MoreHow Working Out Collegiate Basketball Players Taught Me To Develop Top Sales Talent w/Jake Larsen @Weave
Sports and sales go together like peanut butter and jelly, they are meant for each other. Many sales leaders have found their best people have participated in formal sports. So what is it? What is it that make sports and sales so similar and what can we learn sports that applies to sales? In this…
Read MoreA Day In The Life Of A Millennial Sales Rep: Why A.I. Is Causing A Sales Revolution
The workforce is changing. According to a White House report, 33% of the current workforce is a millennial and in 4 years time, millennials will make up over 50% of the entire U.S. workforce. I shadow a lot of sales reps in my job. I’ve done hundreds of ride-alongs and stakeholder interviews, many of them with millennials.…
Read MoreHow Many Deals Are You Missing Out On Right Now?
We live in a world of inside out marketing. We’re guessing at who we are talking to. We are guessing at what we should say to them. We need to rethink how we are engaging with the marketplace. Chief Customer Officer at Big Willow, Neil Passero poses the question, how many deals are you missing…
Read MoreNext Era Selling: Key Strategies to Make Your Business Unstoppable
In this emerging era of virtual selling, you can pursue strategies that previously would have been cost prohibitive. You can open up markets that would have proved elusive. You can run experiments that would have been expensive or difficult to run. All this is according to the best-selling book, Next Era Selling, co-authored by…
Read More3 Common Sales Funnel Disasters (And How to Avoid Them)
Your sales funnel can be a treacherous place. If you manage it properly, your funnel can flood your reps with opportunities that consistently turn into new customers. But let’s face it, most organizations face serious challenges with their sales funnels, many of which can be quite tricky to solve. Maybe that’s why research reveals startling…
Read MoreSales Development Experiment: Switch Your Best Outbound Reps to Inbound
Do you assign your most experienced sales development representatives to inbound lead response or outbound dialing campaigns? For years, the sales industry has mostly operated under the assumption that the most experienced and talented reps belonged on outbound teams. XANT decided to challenge this assumption by moving our most seasoned outbound reps to inbound leads.…
Read MoreDigging Into the Data: How Sales Coaching Affects Performance
Do your sales reps consistently hit their quotas? Barry Trailer, co-founder of CSO Insights, shared some fascinating data on quota attainment during the Inside Sales Virtual Summit. He presented a compelling case for using consistent sales coaching to improve your team’s performance. You can view Trailer’s presentation in the video below or read a brief…
Read MoreOptimizing Inside Sales With Salesforce.com
Salesforce.com, the cloud-computing juggernaut, understands the challenges of today’s sales teams as well as anybody. That’s why it’s building innovative solutions that serve the unique needs of the inside sales industry, which is growing 300 percent faster than traditional field sales. You can learn about the tools and processes that successful inside sales teams are…
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