Tibor Shanto

AUGUST 24, 2021

If you follow this blog, you know our tag line is “execution, everything else is just talk!”; One thing people talk about are the attributes of successful salespeople, let’s make that a low bar, making quota. Most salespeople’s’ curiosity only extends to things their “solution” claims to solve. By Tibor Shanto.

Objectives and Key Results 326

Objectives and Key Results Quota Technique Prospecting 326

Iannarino

JULY 31, 2021

Grove introduced OKRs in his book High Output Management , outlining his approach to getting the right things done and continually improving results. But even if you don’t, take some time to read Measure What Matters by John Doerr, who Grove forced into sales. He listened, learned, and made adjustments.

Objectives and Key Results 344

Objectives and Key Results Contract Sales Clients 344

Veloxy

NOVEMBER 29, 2021

Salesforce is arguably the best customer relationship management system for B2B companies. While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. Before you continue reading. Table of Contents. What is Sales Acceleration?

Sales 290

Sales Quota Up-sell B2B 290

Iannarino

JULY 16, 2021

The stereotype that defines salespeople as pushy, smarmy, lazy, high-pressure, self-oriented, entitled, and willing to do absolutely anything to win a deal hasn’t been true for decades. Every time the sequence runs without a human being doing any work, it reinforces the idea that selling requires neither effort nor competence.

Prospecting 312

Prospecting Cold Call Pitch Negotiate 312

Iannarino

JULY 20, 2021

The Gist: Your clients have expectations for how you use the time they give you. While some decision-makers and decision-shapers still have “ legacy expectations ,” more and more, they are left unimpressed and unsatisfied by their conversations with salespeople. How to Make Sense of Their World.

Clients 325

Clients B2B Up-sell Gaming 325

Veloxy

FEBRUARY 15, 2022

Today, field salespeople have had to pivot to a hybrid approach consisting of inside, remote, and virtual selling. Sales managers typically assign field salespeople to specific territories, such as cities and states. In doing so, they have demanded more personalization from the seller, most notably the field salespeople.

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Veloxy

MARCH 24, 2022

Because with the integration of real-time intelligence, sales technology, and AI-optimized sales processes, cold calling is shortening the sales process in record time. This book was written with high-performing salespeople in mind. As all salespeople know, the next “Yes!” And you want to know something?

Cold Call 214

Cold Call Technique Referrals Inside sales 214

Veloxy

MAY 3, 2022

As a high-performing sales professional, you don’t have the time to sift through dozens, if not hundreds of sales resources. Sales Resources : Sales Calculators Sales Checklists Sales KPI Dashboard Sales Technology Landscape Continuous Learning for Salespeople. 10 Sales Resources Used by High-Performing Salespeople.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Iannarino

JULY 25, 2021

The Gist: Too many salespeople still believe that consultative selling means asking the client about their pain. A recent comment thread on LinkedIn reminded me that a large number of salespeople define the word consultative inaccurately. They know as much as the other and yet they do not diagnose or represent themselves.

Consult 322

Consult Clients Represent Sell 322

Iannarino

JUNE 30, 2021

The salesperson who called me was talking very fast, and I had a difficult time making out what she was trying to say. They may as well have asked for “a chance to pitch you our service,” as neither phrase promises anything of value in exchange for my time. Decision-makers and decision-shapers have always been protective of their time.

Prospecting 284

Prospecting Cold Call Pitch Clients 284

Iannarino

JULY 24, 2021

For a host of reasons, many professional salespeople mistakenly violate this order, as do their sales managers and leaders. None of these messages are urgent, and few are even worth the time it takes to read them. Build your sales workday around the outcomes you need to create, working in the order that enables the next outcome.

Sales 316

Sales Clients Prospecting Meeting 316

Veloxy

JANUARY 18, 2023

It also helps save time and reduce costs by automating repetitive tasks. Managers face challenges such as keeping sales representatives accountable and achieving visibility over their location. However, prioritizing in-person meetings over digital channels doesn’t mean you can’t leverage technology. What is field sales software?

Territory 246

Territory CRM Represent Lead generation 246

Iannarino

JULY 15, 2021

Anyone who is oblivious that B2B sales are mainly about change management is playing the wrong game. After mindshare, there may be no more significant advantage than time. Conversely, having less time is a tremendous disadvantage, limiting how much you can cover. In a zero-sum game, you need to create a competitive advantage.

Gaming 309

Gaming Clients Contract Up-sell 309

Veloxy

JULY 26, 2022

In 2019, Salesforce discovered that the golden rule was now the buyer’s new standard for interacting with salespeople. Customers have been demanding an improved experience for years, and the time is now for you to exceed their expectations better than all competing salespeople. But does it apply to the world of sales?

Quota 173

Quota Sales Promote Technology 173

Iannarino

JULY 19, 2021

For salespeople who want to be treated as partners, there is a new sales conversation that creates greater value. The structure of the legacy sales conversation was sound in its time, but like everything else, it must adapt to a new business environment. Our Solution. ” You need to make sales. You need help now.

Conversion 334

Conversion Clients Sales Contract 334

Iannarino

JULY 4, 2021

Many salespeople, though, launch the sales conversation with a firm intention to secure a signed contract and an agreement to install their “solution.” Once you waste a client’s time, they are reticent to agree to another hour of time-wasting. The first thing you need to do is to create value for your prospective client.

Contract 339

Contract Contact Clients Conversion 339

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Should marketing understand what salespeople really do? Should salespeople understand what marketing does? Some are written by sales experts. Some are written by marketing experts. Absolutely.

GTM 81

GTM Sales Manufacturing Lead generation 81

Veloxy

NOVEMBER 29, 2021

60% of customers will shake their head NO to a sale up to 4 times before they actually say YES to it. Should we be surprised when only 42% of salespeople expect to meet (not exceed) quota ? It’s time you replace your dart board with a crystal ball. What is a salesperson to do? Why is the Data so Important?

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Veloxy

NOVEMBER 29, 2022

Track and respond to buyer signals in real-time. Sales managers want more meetings, opportunities, and closed deals at the end of each trip, but they’re always left with “just enough” Closing more deals becomes much easier for managers and salespeople with the help of a field sales engagement software solution.

Territory 246

Territory CRM Sales Contact 246

Iannarino

JULY 10, 2021

Generally, salespeople don’t spend enough time preparing for the conversations they have with their clients and prospects, even though conversational effectiveness makes the difference between meeting or missing their goals. I almost called this post “How to Have a Difficult Conversation with Your Client.” The key is preparation.

Clients 301

Clients Conversion Up-sell Start-ups 301

Iannarino

JULY 22, 2021

The sales manager believes more calls is better than fewer, without any consideration for the overall effectiveness of the message and how it is communicated. “The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn.” ? Alvin Toffler. No more pushy sales tactics.

Technique 320

Technique Growth Clients Contact 320

Iannarino

JUNE 15, 2021

At one time, information about your products and services would have been valuable enough to earn a meeting. The idea of what makes up value in B2B sales has changed dramatically over time. Before there was an internet, buyers had a difficult time finding information about the things they needed to buy.

Cold Call 235

Cold Call Clients Sales B2B 235

Veloxy

NOVEMBER 17, 2021

Using the applicable insight and practices in this article, you’ll not only help salespeople widen their pipeline and shorten their sales cycles, but you’ll also improve sales team morale and modernize the sales process at your company. Only assign selling activities to salespeople—delegate or automate everything else.

Process 162

Process SQL Objectives and Key Results Contact 162

Iannarino

JULY 21, 2021

But you don’t have a sales manager who can give you the time and attention you need. In fact, they also have clients that they struggle to take care of, at least from time to time. Any conversation about your competition takes up time that would be better spent in a conversation that creates value for the client.

Cold Call 306

Cold Call Cross-sell Gaming Clients 306

Hubspot

APRIL 15, 2024

But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible. At the same time, they allocate about 25% of their prospecting to focus on long-term aspirational goals.

Cold Call 79

Cold Call Territory Prospecting Sales 79

Iannarino

JULY 26, 2021

The more time you take to address a low-performing salesperson, especially one with a bad attitude, the longer you go without the results you need. The amount of time you invest in that individual should be determined by their willingness to engage, their effort at changing their behaviors, and their sincere desire to improve.

Clients 304

Clients Account management Contact Start-ups 304

Veloxy

JUNE 27, 2022

There are dozens of movies and television programs that inspire salespeople to push their limits and reach for new heights. The 10 Best Sales Movies of All Time. Since 2020, salespeople have been battling COVID related sales restrictions, such as limited travel, lower response rates, and reduced budgets. The Wolf of Wall Street.

Non-Profits 162

Non-Profits Cold Call Tradeshows Real Estate 162

Veloxy

NOVEMBER 16, 2022

Fortunately for you and me, I’ve invited a cold email expert to complement this blog post who has sent over 2.5 In this post, we’ll cover five cold email templates we empower our users (salespeople) with to help them increase their sends and response rates. When is the best time to send this template?

Cold Call 246

Cold Call Territory Campaign Clients 246

Iannarino

AUGUST 5, 2021

Fail to impress your client, though, and that’s the last time you’ll end up on their calendar. Your client is going to classify you by your performance, putting you in the category of time-waster if you fail to make a good first impression. The key to a good first impression is the ability to create value for your client.

Clients 340

Clients Meeting Conversion Strategize 340

Iannarino

JUNE 21, 2021

In 2011, I was asked to help a client’s strategic account management team improve their results. Their company was considering removing the team completely: over time, they had turned into something like “glorified customer service,” and it was their leadership’s belief that they were not making a contribution.

Strategize 179

Strategize Clients B2B Sales 179

Iannarino

JULY 13, 2021

The stereotype that defines salespeople as pushy, smarmy, lazy, high-pressure, self-oriented, entitled, and willing to do absolutely anything to win a deal hasn’t been true for decades. Every time the sequence runs without a human being doing any work, it reinforces the idea that selling requires neither effort nor competence.

Prospecting 229

Prospecting Pitch Negotiate Meeting 229

Iannarino

JULY 16, 2021

Or perhaps it’s that the relationship has soured and it’s time to move on. Every time you lose a deal, track who won and what you learned about why the client changed. Over time, you can identify trends that will help you create and win future opportunities. There is nothing you can do about how your rivals compete.

Price 338

Price Gaming CRM Clients 338

Veloxy

AUGUST 4, 2022

For salespeople, predictably connecting with interested leads can be a daily challenge — and that’s where the right dialer for Salesforce can make all of the difference. In this blog post, we’ll answer those questions and help you choose the right dialer for all of the right reasons. Do you struggle to get leads to pick up the phone?

Outside Sales 173

Outside Sales Inside sales Quota Commission 173

Veloxy

JULY 19, 2023

In this blog post, we will guide you through the essential steps to create an effective sales territory management plan that will lead your team to success. Master Key Sales Territory Management Principles Sales territory management is an important tool to help outside sales reps be effective and successful.

Territory 130

Territory Objectives and Key Results CRM Outside Sales 130

Understanding the Sales Force

AUGUST 21, 2023

The same is true of this Blog. Bookmark this article so that over time, if you want to improve your sales effectiveness, you can read more of the topics below: To shorten your sales process, differentiate, uncover compelling reasons to buy and create urgency, read articles on taking more of a consultative approach.

Pipeline 62

Pipeline Price Sales Consult 62

Understanding the Sales Force

AUGUST 21, 2023

The same is true of this Blog. Bookmark this article so that over time, if you want to improve your sales effectiveness, you can read more of the topics below: To shorten your sales process, differentiate, uncover compelling reasons to buy and create urgency, read articles on taking more of a consultative approach.

Pipeline 62

Pipeline Price Sales Consult 62

Veloxy

JUNE 21, 2022

Get your hands on all of the data, timely insights, and applicable takeaways. If the majority of the competing proposals are being managed by a single sales rep, you immediately gain the upper hand no matter the difference in price or product. Well, it’s a sales process managed from beginning to end by a single sales representative.

Sell 189

Sell Inside sales Sports Cross-sell 189