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Bust These Sales Operations Myths for a Better 2015

SBI Growth

When it comes to Sales Operations, it’s better to believe in fact over fiction. In SBI’s Annual Research Report we gathered facts about the best sales teams. We asked: “What are the top 10% of sales teams doing differently that is contributing to their outstanding performance?” Children believe in myths.

CRM 95
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Sales Success in 2015

Engage Selling

Observations from the real World client relationships closing Colleen Francis Engage Selling Solutions optimizing sales Sales Leader sales success selling The Sales Leader' You must develop an unwavering […].

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How to Boost Sales Productivity with Account Planning

Upland

Let’s face it, B2B sales can’t happen without good leads. Winning sales teams know strong leads must be converted into successful sales transactions. If sales productivity isn’t achieved effectively—through high lead conversion rates, efficient sales cycles and low sales costs—overhead goes up, and revenue goes down.

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What is Socratic questioning? (Questioning skills)

Red Star Kim

Ask a series of focused, open-ended questions that encourage reflection (Clark & Egan, 2015). – Kim Tasso March 2010 How do you close a sale? For notes on reflection: Marketing Continuing Professional Development (CPD) (kimtasso.com) You may or may not have a specific goal in mind when you ask questions.

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4 Differences Between Sales Coaching and Feedback

Hubspot Sales

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Feedback Benefits 1. Sales Coaching Benefits 1.

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Sales Targeting Toolbox for Professional Services Firms

Red Star Kim

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms.

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Defeating the "No-Decision" Trap: The Power of Divergent Thinking

Holden Advisors

Imagine if you could banish “no-decision” from your sales funnel. More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. In a review of 50,000 B2B sales calls, tech company Gong.io What’s standing in your way?