Iannarino

APRIL 20, 2023

A senior leader was unhappy with his sales force because they consistently failed to meet their sales targets. To improve their sales results, he ran some calculations that showed his team had a 12 percent win rate.

Quota 258

Quota Pipeline B2B Meeting 258

Understanding the Sales Force

APRIL 10, 2013

Understanding the Sales Force by Dave Kurlan Two clients called this week to express their concerns. I asked what drove sample requests and he told me that sales visits led to sample requests. During the past 6 months we dramatically changed what their salespeople were doing on sales visits. My client agreed.

Sales 89

Sales Clients Presentation Prospecting 89

Iannarino

JULY 19, 2021

The Gist: The legacy approaches to the sales conversation have created a form of commoditization. For salespeople who want to be treated as partners, there is a new sales conversation that creates greater value. Here is the order in which sales conversations were (and mostly still are) conducted in legacy approaches to B2B sales.

Conversion 335

Conversion Clients Sales Contract 335

The Sales Hunter

AUGUST 4, 2015

I’ve seen far too many sales proposals, and I’ll admit 90% of them are a waste. Reason is simple: We don’t take the time to do them right. Reason we don’t take the time is we’re too busy scrambling to get them out, as we feel it’s what the customer wants. What gives us the right […].

Closing 89

Closing Sales Customers Consult 89

Selling Power

JULY 2, 2018

While companies are trying to fill plenty of entry-level sales and marketing roles, there is one underrated job they should emphasize: the sales proposal writer.

Sales 49

Sales 49

Selling Power

JULY 2, 2018

While companies are trying to fill plenty of entry-level sales and marketing roles, there is one underrated job they should emphasize: the sales proposal writer.

Sales 48

Sales 48

The Sales Hunter

JANUARY 11, 2014

The first word you should say after you give your proposal? To see what I mean, check out this video: Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . ” Sales Motivation Blog. . That’s right! You shouldn’t say one word at all. Use silence to your advantage.

Technique 103

Technique Price Drivers/motivators Closing 103

Iannarino

SEPTEMBER 5, 2022

Different types of sales require different approaches. A salesperson who sells to the government (B2G) is going to need to make sure they are on every list to ensure they receive a request for a proposal (RFP). Prospecting in B2B sales is different than the other types of sales.

B2B 202

B2B Prospecting B2C Government 202

Search Engine Land

FEBRUARY 26, 2024

The sale was unsuccessful because Apple had concerns about Bing’s search quality, advertising unit and monetization capabilities, according to a document in Google’s antitrust case against the U.S. Microsoft allegedly proposed either selling Bing to Apple or creating a Bing-joint venture together. Justice Department.

Territory 115

Territory Engineering Market share Sell 115

PandaDoc

APRIL 8, 2024

This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. Key takeaways One of the primary functions of a deal desk is to bring together decision-makers from sales, legal, financial, and marketing departments to optimize the deal creation and execution process.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

Understanding the Sales Force

JANUARY 22, 2024

That exact same thing happens to salespeople on their sales calls. You probably ended the call with a mind-blowing, spectacularly biased perspective on your likelihood of getting the business and, if forty years in the sales development business has taught me anything, your perspective could be completely wrong. What did you miss?

Closing 85

Closing Entertainment Sales Prospecting 85

Tibor Shanto

JUNE 17, 2021

I am proposing that you make it safe to miss a sales target. I have some research that makes this a great debate to have in your sales team right now. What hypothesis I am proposing is this: Ambition is key – investing energy in low balling targets will hurt you in the long run. Yes, you did read that correctly.

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

PandaDoc

MARCH 29, 2024

This article outlines steps to establish and optimize a deal desk process flow with your team to help advance your sales strategy. Key takeaways A deal desk is a cross-functional team assembled to oversee opportunity qualification, solution and proposal development, and negotiation stages of a sales process.

Process 52

Process Non-Profits Negotiate Legal 52

Iannarino

JULY 25, 2021

The first line of the post said “The true nature of consultative sales is providing advice about the business decisions your contacts are making,” with an accompanying image stating “If your client knows everything you know, they are not going to need you.” He is correct about the value of the questions, but not in the way that he suggests.

Consult 324

Consult Clients Represent Sell 324

Salesfolks

APRIL 25, 2024

This article delves into the hidden challenges of hiring full-time sales employees and proposes an alternative approach that mitigates these risks while maximizing the potential for revenue growth.

Sales 52

Sales Growth 52

PandaDoc

JANUARY 29, 2024

Hopefully, the start of the new year has you super jazzed about what your sales organization will achieve in 2024. We know we’re excited about the potential our sales team has at PandaDoc. A sales team is the powerhouse behind any thriving software company. It’s no secret that tech has revolutionized the sales process.

Closing 52

Closing Drivers/motivators Quota CRM 52

Membrain

MARCH 11, 2018

But there’s only a small window of opportunity to present a proposal, so timing is mission critical. You’ve nailed your opening call, delivered a superb value proposition and you’ve piqued your client’s curiosity. Are you sure you’re ready – and what about the client? Is there such a thing as too soon in the world of consultative selling?

Consult 81

Consult Presentation Clients Sales 81

PandaDoc

SEPTEMBER 6, 2023

The sales landscape is evolving rapidly, with sales apps playing a pivotal role in shaping the future of sales. We were recently recognized as an “Essential App for Sales 2023” by HubSpot. Let’s chat about why we earned this prestigious title and how it can revolutionize your sales process.

CRM 78

CRM Sales Gaming Up-sell 78

Understanding the Sales Force

AUGUST 16, 2023

If they were anything like the bottom 56% of all salespeople, who don’t effectively follow a sales process, they would begin with step 4 so that they could quickly get to steps 7-9. Worse, the thing that occurs post presentation is almost always a proposal. But what will you propose?

Process 90

Process Presentation Sales Follow-up 90

Understanding the Sales Force

JANUARY 9, 2024

Back in August, I wrote an article about Dinger’s torn ACL and how the Veterinarian went about her sales process to strongly recommend (sell us) the most expensive surgery. ” While some of those quotes or proposals convert to sales, many more do not. Kudos to the Vet! Why is this important?

Repeat business 77

Repeat business Price Conversion Sell 77

Lead Fuze

OCTOBER 20, 2023

Writing a winning business proposal can feel like an uphill battle. How to write a winning business proposal is more than just penning down your thoughts – it’s about empathy and understanding pain points, showcasing your unique solutions with conviction, and using persuasive language that resonates with potential clients.

Objectives and Key Results 52

Objectives and Key Results Clients Pitch Trust 52

Sales Hacker

JUNE 24, 2021

Are your sales org’s deals getting stuck in the proposal stage more often than not? But like all other aspects of sales, closing is a process. 3 sales ops strategies your sales team should be following. The first solution to the stalled proposal problem is arguably the simplest. It’s a process problem.

Closing 108

Closing Contact Sales Follow-up 108

Partners in Excellence

MAY 30, 2023

We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. We have our classic, “marketing catches them/sales skins them” approach. Marketing creates awareness/demand, sales qualifies/closes.

Objection handling 105

Objection handling Quota Entertainment Up-sell 105

Salesforce

OCTOBER 10, 2023

It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. Let’s take a look at the stages of a sales cycle, and how you can use it to secure regular deal wins. What you’ll learn: What is a sales cycle?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

The 5% Institute

JULY 17, 2023

Are you looking for a proposal template, or proposal guidelines to write an effective proposal? Whether you’re pitching a new project, seeking funding, or collaborating with clients, a well-structured and professional proposal can make all the difference. Why Should You Use This Proposal Template?

Presentation 52

Presentation Pitch Closing Trust 52

Hubspot

AUGUST 21, 2023

That's where business proposals come in. A solid proposal can outline your value proposition and persuade a company or organization to do business with you. Here, we'll take a look at the various kinds of business proposals and go over how to write one. Jump to one of the following sections: What is a business proposal?

Objectives and Key Results 69

Objectives and Key Results Price Clients Legal 69

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back on our sales training and coaching when it comes to dealing with RFPs. When complete, they email the proposal back to procurement and hope to win. But there’s a problem.

Territory 68

Territory Manufacturing Finance Consult 68

SalesProInsider

APRIL 28, 2023

Why Do Advisors Send Premature Proposals? Would you send us a proposal to review?” After final comments and confirmation of when the proposal will be sent, the conversation is over. After all, they said they WANTED the proposal, so they must be serious, right? Share the proposal with other advisors.

Promote 62

Promote Prospecting Pitch Conversion 62

Sales Gravy

OCTOBER 23, 2011

Is Your Sales Proposal Customer Focused? Sales proposals are very often the most boring documents ever written. Sales and bid professionals spend a huge amount of time and money producing this garbage, and inextricably they keep doing it.

Customers 40

Customers Sales 40

Sales Hacker

AUGUST 8, 2022

It’s time we take an honest look at the relationship that strong proposals have on a buyer’s decision-making process. After analyzing nearly 570,000 proposals sent in 2021 (from companies of all sizes), PandaDoc has learned what works, and what doesn’t, in composing a winning proposal. Ways to control your proposal process.

Consult 79

Consult Process Customers Sales 79

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is specific to RFPs. When complete, they email the proposal back to procurement and hope to win. Watch this short video to get my feelings and then continue reading for more.

Manufacturing 77

Manufacturing Territory Price Finance 77

PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? Lead management focuses on achieving sales goals in the short to medium term, while opportunity management is more about leveraging strategic relationships to achieve long-term growth goals. But opportunities can be much more than that.

Objectives and Key Results 52

Objectives and Key Results CRM Contract Strategic partnership 52

Engage Selling

MAY 22, 2015

I’m a little shocked and appalled by the poor practice I discuss in this week’s video sales tip. Avoid common sales mistakes and implement useful sales strategies instead. Get your copy of Nonstop Sales Boom! Make sure you’re not making the same mistake.

Sales 91

Sales 91

Gong.io

SEPTEMBER 17, 2021

Sales cliche: Top sales pros could sell ice to eskimos. Sales reality: Today’s top sellers know their jobs aren’t about tricking buyers into a sale. Here are 8 sales closing questions that are 0% closing gimmicks and 100% effective. And it’s even worse for virtual sales. It’s true for in-person.

Closing 118

Closing Sales Cold Call Legal 118

Understanding the Sales Force

JANUARY 9, 2024

Back in August, I wrote an article about Dinger’s torn ACL and how the Veterinarian went about her sales process to strongly recommend (sell us) the most expensive surgery. ” While some of those quotes or proposals convert to sales, many more do not. Kudos to the Vet! Why is this important?

Repeat business 62

Repeat business Price Conversion Sell 62

Hubspot

AUGUST 14, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. In worst-case scenarios, you can lose the sale completely if the buyer’s concerns reach a level that you can’t overcome. An outreach email sets the tone for your entire sales process.

Closing 85

Closing Hospitality Negotiate Price 85

SalesProInsider

DECEMBER 4, 2019

And in listening to the stories of these new couples, no matter how they initially met, there was time, shared experiences, and getting to know each other before the engagement proposal. Premature Proposals Lead to Broken Engagements. How to Know if It’s Time for a Proposal. An Opportunity or an Assignment? What to Do Instead.

Conversion 120

Conversion Closing Prospecting Process 120