High Performance Sales Needs High Performance Sales Planning. If you want better sales performance, you need better sales planning. The goal for most sales teams is pretty straightforward – grow profitable sales. 4 Steps for Better Sales Planning. MORE
Solution sales training experts agree that sales performance pressure never stops. But solution sales training experience tells us there are ways to make your job easier and keep your pipeline filled with real opportunities even while you spend less time prospecting. MORE
Description: Anthony Iannarino is an international speaker, author, and sales leader of the top ½% of all businesses in America. Between consulting, writing, sales, and running a staffing firm, Anthony has proven that he is on a mission to serve and to help people achieve better business results than they could otherwise. Key Takeaways: [:40] Is sales a dirty word? Anthony explains the shift of power that has taken the dirt out of previously used sales tactics. [4:50] MORE
The New Sales Funnel. Companies decided which products or services they wanted to promote, then their Sales and Marketing teams went to work to build awareness, create interest and drive demand. Now customers move themselves through the sales cycle, gathering information online, doing research, reading reviews, and so on. If and when a sales rep gets involved, it’s often much later in the sales process. Sales as Sherpa. MORE
A lot of consultants fear that they will give away too much in terms of advice during the pre-sales process. Keep your pre-sales activities pretty tight. For example you might limit your pre-sales sessions to 2 to 3 meetings of 1–1.5 MORE
Sales and leadership expert Deb Calvert thinks people should abandon those old stereotypical ways of selling that make them feel icky or pushy because that’s not selling; that’s manipulating and forcing. MORE
Here’s how to win more consulting sales. People often refer to it as “closing” more sales. Forget About Closing The Sale (For Now) The key to closing more sales is don’t focus on the close. MORE
Pre-Call Sales Planning Meeting Questions Matter. The varied amount and inconsistent quality of pre-call sales planning creates a wonderful opportunity for hungry sales teams to outperform their peers. Because sales reps who prepare by knowing the answers to critical pre-call sales planning meeting questions are more likely to add value, handle objections and secure the next steps required to move the sale forward. Buyers Expect More from Sales People. MORE
To motivate, manage, and reward B2B salespeople, many companies use sales incentive plans that link large commissions or bonuses to individual results metrics, such as territory quota achievement. As digital channels continue to reduce and redefine salespeople’s role in customer buying, these traditional sales incentive plans are becoming less effective at driving sales outcomes. The right sales incentive plan creates a double win. Sales Digital Article MORE
Based on research for my book Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling , here are five specific areas where AI algorithms can be leveraged to help your business grow by helping your sales team sell more: Price Optimization: Knowing what discount, if any, to give a client is always a tricky situation. Forecasting: Sales managers face the daunting challenge of trying to predict where their team’s total sales numbers will fall each quarter. MORE
Sales Questions for Every Client Meeting. Today, sales presentation skills are less important than being proficient at the top three types of sales questions that matter most for every client meeting. What Sales Experts Say. Sales is About Them, Not You. MORE
Optimize Sales Success. Just casting your line to snag any client as they happen to swim by is no way to run a sales team or to optimize sales success. It may be the way to run a kid’s lemonade stand but not a high performing sales team. llocating Sales Resources. MORE
By getting five basic elements right, sales teams can drive new revenue while building analytics muscles for the future. Marketing & Sales Insights MORE
If you could invest just a few hours to dramatically improve the results of your sales efforts, would you? This is the person who’s head starts nodding in approval when your sales team tells their story, because it aligns so elegantly with their own issues, concerns and objectives. MORE
Jeb Blount, CEO of Sales Gravy, Grow Revenue In Subscription-Based Consulting With Jeb Blount, CEO Sales Gravy: Podcast #44 is a post from: Consulting Success. Consulting Success Podcast Grow Revenue In Subscription-Based Consulting Grow Revenue In Subscription-Based Consulting With Jeb Blount CEO Sales Gravy Jeb Blount CEO Michael Zipursky Subscription-Based ConsultingSending hourly invoices to your client can get awkward really fast. MORE
Why a Winning Sales Strategy Matters|. Strategic sales clarity accounts for 31% of the difference between high and low performing sales teams. Six Questions For a Winning Sales Strategy. What Are The Few Sales Scenarios That Matter Most? MORE
Product Training Versus Sales Training – Which Matters Most? Many of our clients who are moving from selling products to selling more complex solutions struggle with the concept of product training versus sales training. Product training versus Sales Training? MORE
Most consultants could easily track their sales opportunities in a spreadsheet and avoid the cost of paying for CRM software. Downloads Selling Consulting Services crm sales pipeline MORE
Recently I’ve been helping a client through the selection process for technology platforms, and I’ve noticed something disturbing: Many of the vendors we’ve approached have a decidedly unfriendly sales process. Try Customer Focused Sales. MORE
I find the prejudice against working in sales incredibly ironic. It’s sales too. There are only two unanswered questions that remain: 1) Whether you like the idea or not, will you accept and embrace the idea that you are in everyday sales situations more than you realize? 2) Will you decide to improve your sales skills, or not? To be notified of the release, and for future articles on improving your sales skills, just complete the form below. MORE
While the sales process may be vastly different for B2B, buyers are still people. If you’ve ever filled out a form to snag an interesting white paper, then received a sales call, event invite or other series of follow-up messages, you’ve been on the prospect side of a marketing automation (MA) solution. It raises the question, “If speaking to someone in sales is this difficult, imagine what happens when I need to contact support.” MORE
What Are the Top Sales Techniques? As a sales leader, this is the question you should be asking…what are the traits and behaviors that distinguish top solution sellers from average producers? Five of the Top Sales Techniques. You (and your sales forecast) will be glad you did! MORE
This is Sales 101, people buy with emotion and back it up with logic. The post Science & Sales appeared first on Martinka Consulting. Earth Day featured multiple marches across the country, protesting the anticipated cuts in federal dollars to science. An interview with one scientist hit the proverbial nail on the head. He said marches, protests, and similar won’t do anything, i.e. it’s preaching to the choir. MORE
Missed Sales Opportunities. Heaven knows, with the increase in competition and expectations it’s hard enough to hit sales quotas on a regular basis. But it’s near impossible if you are guilty of some of the most common missed sales opportunities even the most seasoned solution sellers make. The Top 4 Missed Sales Opportunities. We are often called in to help clients improve the revenue, margin, win-rate, portfolio mix or retention of their sales force. MORE
I’ve seen all kinds of sales leaders. Some that are as inspiring to their sales teams as Churchill and Napoleon, some as forgettable as King Edward V (he lasted less than 3 months). Digital Transformation Sales Leadership MORE
Do You Know What Stops Sales Managers from Coaching? If you are responsible for the performance of your sales team, you must first identify what stops sales managers from coaching so you can systematically remove the big obstacles to their acting as effective coaches. MORE
The Art of Effective Sales Questions. The best sales people typically ask the most effective sales questions. Insightful Sales Questions = Insightful Customer Conversations. Poor Sales Questions = Poor Customer Conversations. MORE
High Sales Attrition Can Be a Major Problem. Most studies peg average sales attrition between twenty-five and thirty percent split fairly evenly between voluntary and involuntary attrition. The Costs of High Sales Attrition. The Top Three Reasons Behind High Sales Attrition. MORE
Wouldn’t it be nice to know the traits of successful sales managers? Sales managers have an awesome responsibility. The Job of a Sales Manager. The Top Seven Traits of Successful Sales Managers. The top performing sales managers are: 1. The Pressure to Succeed. MORE
Growing portfolio companies must focus on their sales, messaging, and go-to-market. Craig Wortmann of Sales Engine consulting reveals the key to sell more: networking. People may roll their eyes, but it’s true! MORE
Transform your failures into success in no time by implementing sales systems that will work for you. Description: Bob Burg is a sought-after speaker at company leadership and sales conferences around the world. The challenge he then faced was a lack of knowledge about sales. MORE
Perry is the author of several fantastic sales and marketing books and splits his time between higher-end client work and equity in companies as well as his science and technology project Evolution 2.0. Today we’re diving deep into the ways you can find your ideal clients, how to successfully manage your sales, marketing […]. 4 Steps To Specializing Your Sales and Marketing Techniques with Perry Marshall: Podcast #30 is a post from: Consulting Success. MORE
Sales and Marketing Leaders Want to Convert More Sales Prospects. Too many sales and marketing leaders treat all leads with the same amount of time, attention and effort. Defining Marketing and Sales Leads to Convert More Sales Prospects. The Job of Sales. MORE
Asking Good Sales Questions Matters. Afraid of Asking Basic or Challenging Sales Questions? Two Tips for Asking Good Sales Questions. Good sales questions convey your commitment to getting the information that will help you help the customer succeed. #1. MORE
Lead generation webinars are a powerful tool for generating high-ticket sales appointments. In recent years, building high-converting sales webinars and sales presentations have become a top priority for coaches, consultants, and solo entrepreneurs looking to sell their courses through specialists. High Converting Webinar Sales In Consulting With Joel Erway: Podcast #46 is a post from: Consulting Success. MORE
Are you aware of the steps that top sales people take to successfully land those new clients? Try following these seven steps to increase sales and reach those new clients. 5) Answer objections and ask for the sale ! As a sales consultant at Savvy Selling NOW! I help business owners to improve in all areas of the sales process, so they can make more money. Top Consulting Tips Sales sales process Seven steps in Sales process MORE
King of Sales Jeffrey Gitomer gives an account of his journey from selling Encyclopedia Britannica to consulting to writing and to creating a sales training empire. Consulting Success Podcast from expert to authority King of Sales sales expert sales training empire Sell or Die MORE
Sales Leadership Techniques To Tell if You Have Realistic Sales Targets. Sales strategy accounts for 31% of the difference between high and low performing sales teams. Setting realistic sales targets that drive higher performance is no easy task. MORE
Types of Sales Negotiation Styles. Much has been written about various sales negotiation styles and how to adapt and flex to them to resolve conflict and make win-win agreements. Consider These 4 Basic Sales Negotiation Styles to Up Your Game. MORE
Create and managing a sales funnel. We spoke to our friend Brian Sullivan, Vice President of Global Accounts at Sandler Training , who offered us this advice: View Your Sales Funnel as a Live Tool. Your sales funnel is a living entity that needs regular attention. To make it easy, make sure you have a simple vehicle in place that enables you to collect details about prospects and where exactly they are in your sales funnel. MORE
Based upon over 800 sales training measurement projects, we have come to believe that solution selling training on its own is often an exercise in futility…and we say this as a business consulting and training company. The best sales coaches keep the focus forward. MORE
Sales Related Topics Consulting Success
SEPTEMBER 10, 2018
King of Sales Jeffrey Gitomer gives an account of his journey from selling Encyclopedia Britannica to consulting to writing and to creating a sales training empire. Consulting Success Podcast from expert to authority King of Sales sales expert sales training empire Sell or Die
Consulting Success
SEPTEMBER 13, 2018
Here’s how to win more consulting sales. People often refer to it as “closing” more sales. Forget About Closing The Sale (For Now) The key to closing more sales is don’t focus on the close.
Consulting Success
JULY 23, 2018
Lead generation webinars are a powerful tool for generating high-ticket sales appointments. In recent years, building high-converting sales webinars and sales presentations have become a top priority for coaches, consultants, and solo entrepreneurs looking to sell their courses through specialists. High Converting Webinar Sales In Consulting With Joel Erway: Podcast #46 is a post from: Consulting Success.
Joellyn Sargent
JULY 21, 2016
Recently I’ve been helping a client through the selection process for technology platforms, and I’ve noticed something disturbing: Many of the vendors we’ve approached have a decidedly unfriendly sales process. Try Customer Focused Sales.
Consulting Success
DECEMBER 18, 2017
Transform your failures into success in no time by implementing sales systems that will work for you. Description: Bob Burg is a sought-after speaker at company leadership and sales conferences around the world. The challenge he then faced was a lack of knowledge about sales.
Consulting Success
JULY 3, 2017
Description: Anthony Iannarino is an international speaker, author, and sales leader of the top ½% of all businesses in America. Between consulting, writing, sales, and running a staffing firm, Anthony has proven that he is on a mission to serve and to help people achieve better business results than they could otherwise. Key Takeaways: [:40] Is sales a dirty word? Anthony explains the shift of power that has taken the dirt out of previously used sales tactics. [4:50]
LSA Global
JUNE 11, 2018
Missed Sales Opportunities. Heaven knows, with the increase in competition and expectations it’s hard enough to hit sales quotas on a regular basis. But it’s near impossible if you are guilty of some of the most common missed sales opportunities even the most seasoned solution sellers make. The Top 4 Missed Sales Opportunities. We are often called in to help clients improve the revenue, margin, win-rate, portfolio mix or retention of their sales force.
Consulting Success
AUGUST 20, 2018
Growing portfolio companies must focus on their sales, messaging, and go-to-market. Craig Wortmann of Sales Engine consulting reveals the key to sell more: networking. People may roll their eyes, but it’s true!
LSA Global
JANUARY 10, 2018
Do You Know What Stops Sales Managers from Coaching? If you are responsible for the performance of your sales team, you must first identify what stops sales managers from coaching so you can systematically remove the big obstacles to their acting as effective coaches.
Steve Shu Consulting
JULY 18, 2017
A lot of consultants fear that they will give away too much in terms of advice during the pre-sales process. Keep your pre-sales activities pretty tight. For example you might limit your pre-sales sessions to 2 to 3 meetings of 1–1.5
LSA Global
FEBRUARY 9, 2018
Why a Winning Sales Strategy Matters|. Strategic sales clarity accounts for 31% of the difference between high and low performing sales teams. Six Questions For a Winning Sales Strategy. What Are The Few Sales Scenarios That Matter Most?
LSA Global
MAY 21, 2018
Product Training Versus Sales Training – Which Matters Most? Many of our clients who are moving from selling products to selling more complex solutions struggle with the concept of product training versus sales training. Product training versus Sales Training?
CaseInterview.com
MAY 2, 2018
I find the prejudice against working in sales incredibly ironic. It’s sales too. There are only two unanswered questions that remain: 1) Whether you like the idea or not, will you accept and embrace the idea that you are in everyday sales situations more than you realize? 2) Will you decide to improve your sales skills, or not? To be notified of the release, and for future articles on improving your sales skills, just complete the form below.
LSA Global
APRIL 11, 2018
Optimize Sales Success. Just casting your line to snag any client as they happen to swim by is no way to run a sales team or to optimize sales success. It may be the way to run a kid’s lemonade stand but not a high performing sales team. llocating Sales Resources.
Joellyn Sargent
JUNE 13, 2013
The New Sales Funnel. Companies decided which products or services they wanted to promote, then their Sales and Marketing teams went to work to build awareness, create interest and drive demand. Now customers move themselves through the sales cycle, gathering information online, doing research, reading reviews, and so on. If and when a sales rep gets involved, it’s often much later in the sales process. Sales as Sherpa.
LSA Global
AUGUST 14, 2018
High Performance Sales Needs High Performance Sales Planning. If you want better sales performance, you need better sales planning. The goal for most sales teams is pretty straightforward – grow profitable sales. 4 Steps for Better Sales Planning.
LSA Global
APRIL 16, 2018
Types of Sales Negotiation Styles. Much has been written about various sales negotiation styles and how to adapt and flex to them to resolve conflict and make win-win agreements. Consider These 4 Basic Sales Negotiation Styles to Up Your Game.
McKinsey
MAY 30, 2018
Successful B2B sales teams strike the human-digital balance customers want in three core areas: speed, transparency, and expertise. Marketing & Sales Insights
LSA Global
DECEMBER 27, 2017
Asking Good Sales Questions Matters. Afraid of Asking Basic or Challenging Sales Questions? Two Tips for Asking Good Sales Questions. Good sales questions convey your commitment to getting the information that will help you help the customer succeed. #1.
Martinka Consulting
MAY 31, 2017
This is Sales 101, people buy with emotion and back it up with logic. The post Science & Sales appeared first on Martinka Consulting. Earth Day featured multiple marches across the country, protesting the anticipated cuts in federal dollars to science. An interview with one scientist hit the proverbial nail on the head. He said marches, protests, and similar won’t do anything, i.e. it’s preaching to the choir.
Consulting Success
APRIL 2, 2018
Perry is the author of several fantastic sales and marketing books and splits his time between higher-end client work and equity in companies as well as his science and technology project Evolution 2.0. Today we’re diving deep into the ways you can find your ideal clients, how to successfully manage your sales, marketing […]. 4 Steps To Specializing Your Sales and Marketing Techniques with Perry Marshall: Podcast #30 is a post from: Consulting Success.
The Clever Consultant
JUNE 24, 2013
Create and managing a sales funnel. We spoke to our friend Brian Sullivan, Vice President of Global Accounts at Sandler Training , who offered us this advice: View Your Sales Funnel as a Live Tool. Your sales funnel is a living entity that needs regular attention. To make it easy, make sure you have a simple vehicle in place that enables you to collect details about prospects and where exactly they are in your sales funnel.
LSA Global
FEBRUARY 20, 2018
Sales Questions for Every Client Meeting. Today, sales presentation skills are less important than being proficient at the top three types of sales questions that matter most for every client meeting. What Sales Experts Say. Sales is About Them, Not You.
McKinsey
APRIL 18, 2018
By getting five basic elements right, sales teams can drive new revenue while building analytics muscles for the future. Marketing & Sales Insights
LSA Global
NOVEMBER 22, 2017
Sales and Marketing Leaders Want to Convert More Sales Prospects. Too many sales and marketing leaders treat all leads with the same amount of time, attention and effort. Defining Marketing and Sales Leads to Convert More Sales Prospects. The Job of Sales.
Harvard Business
JULY 30, 2018
Based on research for my book Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling , here are five specific areas where AI algorithms can be leveraged to help your business grow by helping your sales team sell more: Price Optimization: Knowing what discount, if any, to give a client is always a tricky situation. Forecasting: Sales managers face the daunting challenge of trying to predict where their team’s total sales numbers will fall each quarter.
Consulting Success
SEPTEMBER 17, 2018
Sales and leadership expert Deb Calvert thinks people should abandon those old stereotypical ways of selling that make them feel icky or pushy because that’s not selling; that’s manipulating and forcing.
LSA Global
MAY 3, 2018
Pre-Call Sales Planning Meeting Questions Matter. The varied amount and inconsistent quality of pre-call sales planning creates a wonderful opportunity for hungry sales teams to outperform their peers. Because sales reps who prepare by knowing the answers to critical pre-call sales planning meeting questions are more likely to add value, handle objections and secure the next steps required to move the sale forward. Buyers Expect More from Sales People.
Joellyn Sargent
JUNE 16, 2016
While the sales process may be vastly different for B2B, buyers are still people. If you’ve ever filled out a form to snag an interesting white paper, then received a sales call, event invite or other series of follow-up messages, you’ve been on the prospect side of a marketing automation (MA) solution. It raises the question, “If speaking to someone in sales is this difficult, imagine what happens when I need to contact support.”
LSA Global
JULY 17, 2017
Based upon over 800 sales training measurement projects, we have come to believe that solution selling training on its own is often an exercise in futility…and we say this as a business consulting and training company. The best sales coaches keep the focus forward.
LSA Global
SEPTEMBER 12, 2017
What Are the Top Sales Techniques? As a sales leader, this is the question you should be asking…what are the traits and behaviors that distinguish top solution sellers from average producers? Five of the Top Sales Techniques. You (and your sales forecast) will be glad you did!
MBO Partners
DECEMBER 29, 2017
I’ve seen all kinds of sales leaders. Some that are as inspiring to their sales teams as Churchill and Napoleon, some as forgettable as King Edward V (he lasted less than 3 months). Digital Transformation Sales Leadership
Harvard Business
AUGUST 3, 2017
To motivate, manage, and reward B2B salespeople, many companies use sales incentive plans that link large commissions or bonuses to individual results metrics, such as territory quota achievement. As digital channels continue to reduce and redefine salespeople’s role in customer buying, these traditional sales incentive plans are becoming less effective at driving sales outcomes. The right sales incentive plan creates a double win. Sales Digital Article
Women in Consulting
NOVEMBER 6, 2014
Are you aware of the steps that top sales people take to successfully land those new clients? Try following these seven steps to increase sales and reach those new clients. 5) Answer objections and ask for the sale ! As a sales consultant at Savvy Selling NOW! I help business owners to improve in all areas of the sales process, so they can make more money. Top Consulting Tips Sales sales process Seven steps in Sales process
LSA Global
DECEMBER 12, 2017
High Sales Attrition Can Be a Major Problem. Most studies peg average sales attrition between twenty-five and thirty percent split fairly evenly between voluntary and involuntary attrition. The Costs of High Sales Attrition. The Top Three Reasons Behind High Sales Attrition.
Joellyn Sargent
MAY 13, 2012
If you could invest just a few hours to dramatically improve the results of your sales efforts, would you? This is the person who’s head starts nodding in approval when your sales team tells their story, because it aligns so elegantly with their own issues, concerns and objectives.
LSA Global
AUGUST 15, 2017
Solution sales training experts agree that sales performance pressure never stops. But solution sales training experience tells us there are ways to make your job easier and keep your pipeline filled with real opportunities even while you spend less time prospecting.
LSA Global
OCTOBER 5, 2017
Sales Leadership Techniques To Tell if You Have Realistic Sales Targets. Sales strategy accounts for 31% of the difference between high and low performing sales teams. Setting realistic sales targets that drive higher performance is no easy task.
LSA Global
NOVEMBER 30, 2017
The Art of Effective Sales Questions. The best sales people typically ask the most effective sales questions. Insightful Sales Questions = Insightful Customer Conversations. Poor Sales Questions = Poor Customer Conversations.
McKinsey
DECEMBER 14, 2016
Analytics plays an increasingly important role in B2B sales—and high-performing sales organizations take it to a new level to differentiate themselves from the also-rans. Our insights
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