CloserIQ

APRIL 30, 2019

As founder and CEO of a B2B SaaS startup , I realized fairly early the importance of a team-driven approach to sales. More specifically, their failure to apply a more comprehensive approach to their sales strategies. Marketing and sales teams dedicate a considerable amount of time and energy into developing outreach campaigns.

B2B Sales 101

B2B Sales Sales Prospecting Sales process 101

Medical Device Success

MAY 1, 2022

In 2021, Episode 55 was the most downloaded podcast of the year. Scott also shares a case study of where micro-marketing and micro targeting helps a company ramp initial sales and pivot to a what they thought was a secondary market that turns out to be their primary market. Reading time: 2 – 3 minutes. It was published July 18.

Physicians 100

Physicians Marketing Sales Prospecting 100

Integrity Solutions

OCTOBER 6, 2020

Do they have some special sales skills that others don’t? If your sales force is somewhat normal, just 20% are high performers. After all, you have all these loyal, honest, conscientious, good people on your sales team. They watch all the videos on the latest sales techniques. Why Sales Skills Aren’t the Whole Story.

Training 85

Training Sales Education Sales process 85

Spotio

NOVEMBER 28, 2022

Looking for a set of tools to boost your sales productivity? Between prospecting and cold outreach, data entry, disorganization, and getting stuck in the inbox, sales productivity is hard to come by. How Can Tools Help Maximize Sales Productivity? 14 Best Sales Productivity Tools. That’s 15 full days every year.

Sales 97

Sales Prospecting CRM Management 97

Map My Customers

AUGUST 10, 2022

Why are successful businesses willing to put so much money into mobile sales enablement tools? Because they know it works — according to statistics from G2’s LearnHub , 76% of organizations see an increase in sales between 6% to 20% due to the use of sales enablement tools.

Sales 97

Sales Prospecting CRM Leads 97

CloserIQ

APRIL 2, 2019

Research continually finds them at the bottom of the list of trusted professions , and anyone who’s ever been on the receiving end of a bad sales experience will know why. Putting aside the bad eggs who are blatantly conning their way through deals, there are plenty of other poor sales behaviours that put customers off. Agh, scripts.

Sales 100

Sales Prospecting Sales experience Sales process 100

Integrity Solutions

AUGUST 28, 2019

Simply knowing how to sell doesn’t in and of itself create sales winners. For sales training to help all salespeople grow, we have to search for deeper reasons—the real reasons why people sell or fail to sell. In most organizations, we see: 20% of all salespeople reach high sales levels. 20% produce unacceptable sales volumes.

Training 18

Training Sales Sales Management Management 18

Spotio

MAY 10, 2023

However, B2B sales prospecting strategy is not as easy as it sounds. B2B sales prospecting is the process of evaluating leads and prospective customers as potential sources of new business. This is why you may need to adjust your B2B sales prospecting techniques. Prospects: A lead that fits the profile of your target customer.

B2B Sales 98

B2B Sales Prospecting Sales CRM 98

Spotio

NOVEMBER 30, 2022

Your sales commission structure is a critical piece of your company’s success. It sets the bar for the level of talent that you’ll attract to your sales team. Elite sales professionals expect to be paid a salary as well. What Is A Sales Commission Structure? It seems simple, right? More money = better salespeople?

Sales 98

Sales Leads Marketing Sales process 98

CloserIQ

MAY 8, 2018

That makes it even harder for sales teams to close deals. There’s no one-size-fits-all sales pitch that will work with every prospect. This information will come in handy as you craft your sales pitch. This will allow you to get to know them so you can tailor a sales presentation to fit their needs and desires.

Sales 89

Sales Prospecting Sales pitches Specialization 89

Medical Device Success

FEBRUARY 25, 2022

The episodes below represent over 7,000 downloads of the over 20,242 cumulative MDS downloads in 2021. Every week they continue to get downloaded because they are ever green. FYI, the total cumulative downloads over the history of the podcast is now 42,000. Reading time: 3 – 5 minutes. That is over 30%!

Medical 130

Medical Recruitment Doctors Physicians 130

Spotio

FEBRUARY 6, 2023

On average, 50% of a sales rep ’s time daily is wasted on the wrong prospects. This stat might be less surprising when you learn that companies spend 5x more on hiring a sales rep than they do training them. Poor sales training is a problem that persists in any industry. Sales enablement. What Is Sales Enablement?

Sales 98

Sales CRM Training Leads 98

World of DTC Marketing

APRIL 20, 2022

” We heard more negative comments than positive ones from sales reps, even in Oncology. The most likely reason to visit a pharma website for HCPs is to download the product label. In these cases, HCPs were more likely to go to different sites either bookmarked or via search results.

Marketing 218

Marketing Pharma Insurance Medical 218

CloserIQ

MARCH 17, 2019

One thing that nearly every sales team needs to prioritize is constantly improving their customer service skills. Of course, companies depend on their sales teams to deliver effective and phenomenal customers services. Your sales team interacts with different personalities every day, subjecting them to a certain negativity level.

Sales 89

Sales Management Training Leads 89

CloserIQ

APRIL 23, 2019

Technology is essential in sales today. For buyers, finding the right sales technology can be a baffling process. Photo source: The 6 biggest sales-tech trends to watch in 2016. There will be heavy internal costs if you have to stop or slow sales. 3) Conduct sales post mortems. 1) Find a champion.

Sales 88

Sales Sales technology Sales process Training 88

The Brooks Group

APRIL 3, 2019

As the marketplace shifts, your sales organization should also evolve to meet buyers where they want to be met in the sales cycle. This requires an intentional sales hiring strategy. At The Brooks Group, we often think of personal skills as the “professional polish” of a sales rep. Your organization’s sales strategy.

Sales 85

Sales Interpersonal Skills Management Consulting 85

CloserIQ

JANUARY 21, 2019

Hiring candidates for entry-level sales positions can feel like a perilous endeavor. Most candidates lack sales experience, and that tends to make hiring managers nervous. Even if a candidate doesn’t have a sales record, there are still plenty of ways to evaluate his or her potential to sell. 3) Familiarity with data analysis.

Sales 92

Sales Competition Sales experience Prospecting 92

Integrity Solutions

JUNE 19, 2024

Do they have some special sales skills that others don’t? If your sales force is somewhat normal, just 20% are high performers. Imagine what a difference it would make if motivating sales teams was tied directly to sales training and increasing their ability develop stronger customer relationships and sell more.

Training 68

Training Sales Education Sales process 68

CloserIQ

JULY 1, 2019

And the same is true of sales. An effective process is essential to consistent sales revenue. It doesn’t matter if you have the best sales reps in the world and a value proposition that turns your competitors green with envy. So, here’s how to create a winning sales process in seven steps. . Assess new leads.

Sales process 89

Sales process Sales Prospecting Leads 89

The Brooks Group

JULY 23, 2019

This guest post comes from Dan Tyre , Sales Director at HubSpot. Dan is skilled at inbound marketing, inbound sales, inbound service & building a culture of personal responsibility and achievement. And this was perfect for me, a self-confessed goof -- and an obsessive sales manager. We have beer on tap. That’s powerful.

Sales 75

Sales Sales Management Management Marketing 75

The Brooks Group

FEBRUARY 14, 2018

This is especially true in sales since customers and prospects will immediately trust a salesperson more if they are confident and knowledgeable. As the leader of a sales team, you can help your team members build their confidence and achieve sales success with these 7 tips. 7 Tips for Building Confidence in Sales.

Sales 70

Sales Sales process Training Prospecting 70

Integrity Solutions

JANUARY 15, 2020

It’s within their reach, you think, if only they’d increase their sales activity. And until you get to the root of the issue- their sales mindset- both of you will continue to be frustrated. This isn’t a new problem in sales, but it’s becoming increasingly prevalent in today’s business environment.

Sales 80

Sales Sales Management Management Pharma reps 80

Map My Customers

AUGUST 4, 2022

The 2022 Field Sales Benchmark Report is now available! This second annual survey by Map My Customers reveals the state of the field sales profession, trends in sales roles, sales time management, key sales statistics, and how technology impacts the way teams operate. And sales reps are spending 7.7

Sales 76

Sales CRM Prospecting Sales experience 76

The Brooks Group

APRIL 9, 2019

So, you’ve taken on a role as the leader of an existing sales team. Whether you’ve been brought on board to turn around an underperforming sales team with a winning sales strategy, or it’s just a standard changing of the guard, this is your opportunity to make an impact. What are the numbers you need the sales department to hit?

Sales 75

Sales Sales process Sales Management Management 75

The Brooks Group

SEPTEMBER 11, 2018

Your sales representatives must be capable of selling not only your product, but also of selling themselves as strategic advisors capable of helping solve their prospects’ and customers’ business problems. A sales rep must focus less on transactional sales, and more on building long-term relationships with your customers. .

Consulting 67

Consulting Sales Prospecting Competition 67

CloserIQ

SEPTEMBER 4, 2018

The research is very clear: more diverse sales teams do better. A more diverse sales team is better able to think outside of the box, solve complex problems, and ultimately generate revenue. But while savvy sales leaders recognize the value of a diverse team, sometimes actually recruiting a diverse team is challenging.

Sales 81

Sales Recruitment Leads Marketing 81

CloserIQ

SEPTEMBER 18, 2018

Movable Ink made an unorthodox shift last year: We merged our sales team with our post-sales team. This strategy isn’t right for every company, but I strongly recommend sales leaders at least consider it. Conventionally, there’s this idea that the sales team are hunters while the post-sales teams are farmers.

Sales 66

Sales Training Management Sales experience 66

Quantified

DECEMBER 31, 2024

The metrics don’t lie: AI-powered role play is transforming sales training by helping teams, both in pharma and other industries, scale their impact. Mastering the Modern SKO Remember when SKOs (Sales Kick-Offs) felt more like information dumps than transformation catalysts? The secret? ” “So how often do you do them?”

Sales 52

Sales Training Pharma Healthcare Provider 52

The Brooks Group

JUNE 10, 2019

For most sales reps, the selling style they use is based on their own behavioral style, and what they’re most familiar and comfortable with. High-performing sales reps, on the other hand, are able to recognize a buyer’s personality type and adapt their own approach to be most effective. Your Sales Reps Are Sending Ineffective Emails.

Sales 82

Sales Prospecting Consulting Competition 82

The Brooks Group

JUNE 13, 2019

Yet many organizations focus primarily on building hard sales skills on their sales teams, while neglecting emotional intelligence skills. Here’s why developing emotional intelligence in sales matters, and how it impacts sales performance. Why Is Emotional Intelligence Important in Sales? Self-Awareness.

Sales 80

Sales Prospecting Training Sales process 80