Understanding the Sales Force

JANUARY 6, 2025

Although we’ve attended for close to 23 years, this year I noticed something different and that experience will help you better understand the important role that sales process plays in the context of a modern sales methodology. A well designed sales process has so many benefits. We are happy to help with that!

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Process Sales Conversion Sell 133

Anthony Cole Training

SEPTEMBER 14, 2023

The buyer’s journey has been a critical topic of discussion for salespeople and marketers for a decade now. We have come to recognize how essential it is to understand how a prospect recognizes that they have a problem, how they go about searching for a solution and how they evaluate those solutions to make a resource choice and a decision.

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Process Prospecting Sales 240

Iannarino

NOVEMBER 18, 2024

Unlock the secrets to supercharging your creativity and productivity by embracing the power of AI—just like my brother and I did.

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Process Product 203

Partners in Excellence

JANUARY 7, 2025

More as part of their learning process, they arranged meetings with a few leading companies to see if these types of tools might support what they were trying to achieve. One responded, “We aren’t far enough through our process to have made that determination yet.” Which are your highest priorities?”

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Process Strategize Clients Technology 99

Understanding the Sales Force

JANUARY 15, 2025

Last week, I noticed that people are still using this archaic and overly simplistic sales qualifying process, and too many are still writing about the benefits of BANT (Acronym for Budget, Authority, Need, Timing). Some suggest that it’s a great qualifying process. Some suggest that it’s a sufficient sales process.

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Process Sales Represent Consult 71

Anthony Cole Training

AUGUST 12, 2021

In this post, we will review the skills that contribute to sales coaching effectiveness and introduce a sales coaching process any sales manager can implement immediately to coach sales behaviors. It is also the single most difficult sales management competency to learn and master.

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Sales Process 312

Veloxy

DECEMBER 21, 2021

I shared this insight with a friend of mine who’s a sales executive, and he sent me this 635 page Salesforce guide on automating business processes. When we speak of Salesforce automation, we’re talking about the automatic processing of administrative tasks and manual sales tasks related to Salesforce. Sounds simple enough, right?

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Tradeshows Contract Sales Contact 348

Veloxy

SEPTEMBER 29, 2021

This cloud-based software program improves sales strategies across the board, and it simplifies many elements of the sales process. They know how each Salesforce task fits into a larger process. They know that process fits with the broader goal. Team members may balk at the default enrichment processes.

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Territory Represent Sales Lead generation 342

Tibor Shanto

JULY 27, 2021

This leads to process and metrics. Summer is a great time to update or develop a prospecting process, different from your sales process. People are reluctant to try new things, but if you practice in a “safe” way, by fall, you can make it a habit. Prospecting Fundamentals.

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Prospecting Technique Gaming Process 326

Veloxy

JUNE 23, 2021

Simple: with the following list of tools, techniques, and processes. The sales process matters. If we’re going virtual, then your sales process will need to be highly educational for prospects. This involves mapping out each and every single touch point within the sales process that wraps around meetings. Sound matters.

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Sell Education CRM Up-sell 317

Iannarino

APRIL 4, 2023

Even though the sales process is no longer linear, we still divide it into stages. How you sell is a major factor in sales success. Each stage of an opportunity requires you to achieve a corresponding outcome for you and your potential customers.

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B2B Sales Sell Process 315

Iannarino

JULY 20, 2021

If they were serious about selecting the right partner, they’d abandon the RFP process and spend a lot more time with potential partners—a process they often adopt after their RFPs fail to produce the results they need. No one loves an RFP, but the legacy, linear sales process is inadequate when it comes to a change management project.

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Clients B2B Up-sell Gaming 314

Anthony Cole Training

OCTOBER 25, 2024

Think about a significant purchase you made recently and the process you went through as a buyer. What do you bring to the table, and how do you solve problems for your existing clients? If you cannot pin that down, it is critical that you focus and develop your personal brand.

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Sales Clients Service Process 250

Veloxy

JANUARY 2, 2024

Invest in the Right Technology As mentioned, inefficient processes and manual tasks take up too much of your sales reps’ time. You can easily address this by embracing sales technology to streamline sales processes. This is where a sales process comes into play.

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Product Territory Objectives and Key Results Sales 246

Iannarino

OCTOBER 24, 2023

There are two ways humans process these negative events. A person who processes trauma with this belief will think they are something less than they were before the trauma. The second way humans process trauma is to believe that they are stronger, smarter, and better prepared for the future.

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Process 242

Veloxy

MARCH 15, 2023

It also involves the development of processes and strategies that support the revenue team in achieving their goals, such as marketing initiatives, customer experience improvements, cross-functional collaboration, and more. Sales enablement refers to the processes and tools that help sales teams close more deals and increase revenue.

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Cross-sell Objectives and Key Results Growth Teamwork 246

Anthony Cole Training

SEPTEMBER 6, 2024

If a salesperson follows a stage-based sales process, they know that a proposal only follows when the prospect has hit certain milestones in the discovery process, and they will be ready to give an answer, whether yes or no, at the time of presentation.

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Sales Presentation Prospecting Process 231

Veloxy

NOVEMBER 6, 2023

Let’s start on this journey to simplify, consolidate, and elevate your sales process. This is achieved through: Streamlined tech Lean processes Optimized collaboration In the current economy, 69% of high-performing sales teams use AI to automate repetitive tasks, giving them a competitive edge. Read our Field Sales Guide today!

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Sales Strategize Gaming Up-sell 289

Iannarino

AUGUST 8, 2021

Instead, we stick with a linear sales process intrinsically at odds with what would benefit our clients now. What are the odds of two dysfunctional parties, both with dysfunctional processes and approaches, being able to solve a problem? The Problem with Problems.

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Intrinsic Quota Clients B2B 312

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.

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Technology Technology Sales Closing 262

Iannarino

MARCH 2, 2023

This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations. What if your B2B buyer has a set of pain points that needs your attention before you can process the pain points you are accustomed to resolving ? This approach is often too fast, and it leaves your contacts behind.

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B2B Contact Clients Entertainment 256

Veloxy

JUNE 15, 2023

Short Summary Outside sales is a process that involves traveling to meet potential customers and build relationships. Defining Outside Sales Outside sales is the process in which sales representatives, or outside sales professionals , travel to meet potential customers face-to-face.

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Outside Sales Objectives and Key Results Negotiate Territory 264

Veloxy

JUNE 20, 2024

I’ll look into how these mobile CRM tools can streamline your sales processes, enhance customer interactions, and ultimately drive higher sales efficiency. Mobile CRM Apps Mobile CRM apps are designed to help sales teams manage their customer relationships and sales processes on the go.

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CRM Product Sales Pipeline 246

Iannarino

OCTOBER 11, 2023

You win and lose deals in the discovery process. This is part of your audition for a prospective client, when they will verify that you can create value for them as they pursue a change to improve their results. Most salespeople do a surface-level discovery, as they have been taught to elicit a problem and the client’s pain points.

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Clients Prospecting Process Sales 278

Iannarino

JUNE 10, 2023

The biggest shift is that they do their own research before starting the sales process, and most would prefer to buy without having to speak with a salesperson. Research on B2B buyers shows they have changed how they buy.

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B2B Sales Experience Process Sales 274

Iannarino

DECEMBER 5, 2024

The concept of being One-Up in sales isn't just about knowing more than your client; it's about knowing the right things to guide the client through their decision-making process. To do this, you must create value for your client and position yourself as a trusted expert.

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Clients Trust Conversion Process 229

Veloxy

AUGUST 6, 2021

That’s why the first call after connecting with a prospect is actually the most important action in the process. This means you can give them more attention in the final steps of the sales process. IV: Who is involved in the decision process? For both pre and post-sale, it sets the tone for the entire working relationship.

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Cold Call Pipeline Prospecting Follow-up 328

Anthony Cole Training

JULY 25, 2024

Most say "No" when we ask that question, which means that something in your client outreach and sales process has to change. As sales manager, business line leader, or CEO, is your team finding, qualifying and closing as much business as you think they should? And that change, we believe, starts at the very beginning.

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Prospecting Appointment Clients Start-ups 253

Anthony Cole Training

AUGUST 30, 2024

Dave took the fundamentals of effective selling and used the baseball diamond and baseball terminology to explain his sales process. The baseball analogy is a strong one for developing a milestone-centric sales process with your team. Here are a few additional tips to help your salespeople drive more home runs.

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Gaming Sell Pipeline Prospecting 197

Veloxy

NOVEMBER 30, 2023

Highlighting the enduring significance of in-person interactions in the sales process. By providing streamlined processes and support, enablement boosts the efficiency and productivity of sales representatives. Provide immediate assistance and guidance during the transition period to new processes or tools.

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Objectives and Key Results Territory Inside sales Cross-sell 279