Are your sales calls as productive as you'd like them to be? Ever wonder why you make so many calls with nothing to show for it? Here are the top 10 mistakes reps make that will kill your sales calls
It's inevitable, customer's will object. How you handle them and how effectively you tie them to the Buying Process Map is key to your success. Learn how here.
130 slides include: analyzing your product/service, value added techniques, gaining the competitive advantage, ways for overcoming objections, how to sell features – benefits - solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more.
It's inevitable, customer's will object. How you handle them and how effectively you tie them to the Buying Process Map is key to your success. Learn how here.
130 slides include: analyzing your product/service, value added techniques, gaining the competitive advantage, ways for overcoming objections, how to sell features – benefits - solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more.
Thinking of how you can improve your business sales? Check out this presentation and learn new tips on how you can grow your profit. At the end of this slide, we are inviting you to know our "7 Ways To Grow Your Business" seminar which will help businesses to gain more profit and increase their business value.
Read the rest of the article here http://bit.ly/2kIse47
How to Improve sales Basics and Advance TechniquesSelf-employed
Ready to use presentation : How to Improve sales Basics and Advance Techniques
The ability to sell someone something - whether it's a product, a service, or an idea - is the fundamental skill at the core of many, many jobs in the business world. When it comes to closing a sale, it's not all about smooth-talking your buyer. It's just as important to be able to listen intently, think critically, and to intelligently apply effective sales techniques. By doing these things, not only will your personal sales increase - your business's will as well.
B2B Solutions' Sales success simplified. Follow this path to make success repeatable and profitable consistently.
This presentation was created leveraging my 20+years of living and practicing these success-steps and harnessing them all at www.interactiveye.com : a business tranformation and digital marketing innovation consulting firm. Cheers anshumali@interactiveye.com
Part of your perks for attending the 2014 Summit in Denver was to get first access to the deliverables from the Crowdsourcing session led by Joe Galvin. Read the 12 Best Practices You Can Start Using Today .
How to ask good questions in Sales NegotationsJimmy Ng
Knowing how to ask good questions in sales presentations and negotiations to achieve a desired outcome and objective is what distinguished an experienced sales professional from amateurs. Learn this useful technique to significantly enhance your sales results!
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. It’s one of the oldest, most prominent sales methodologies businesses have at their disposal. This presentation explains briefly what Spin Selling means. If you want to understand it in detail, kinldy check out this: https://bit.ly/SpinSellingBlog
How to Tackle the Top 8 Virtual Selling ChallengesRAIN Group
In Q2 2020, the RAIN Group Center for Sales Research surveyed 538 sellers and buyers on their virtual buying and selling experiences. That research revealed the top challenges sellers face as they transition to selling virtually.
PowerPoint presentation on sales process training session, where topics like buying and selling process, sales funnel, sales in different industries, SPANCO model, and buying motives have been covered
Has hiring been put on hold? Are you being forced to finish the year with less than a budgeted for team? How will you make the number with so few people?
Thinking of how you can improve your business sales? Check out this presentation and learn new tips on how you can grow your profit. At the end of this slide, we are inviting you to know our "7 Ways To Grow Your Business" seminar which will help businesses to gain more profit and increase their business value.
Read the rest of the article here http://bit.ly/2kIse47
How to Improve sales Basics and Advance TechniquesSelf-employed
Ready to use presentation : How to Improve sales Basics and Advance Techniques
The ability to sell someone something - whether it's a product, a service, or an idea - is the fundamental skill at the core of many, many jobs in the business world. When it comes to closing a sale, it's not all about smooth-talking your buyer. It's just as important to be able to listen intently, think critically, and to intelligently apply effective sales techniques. By doing these things, not only will your personal sales increase - your business's will as well.
B2B Solutions' Sales success simplified. Follow this path to make success repeatable and profitable consistently.
This presentation was created leveraging my 20+years of living and practicing these success-steps and harnessing them all at www.interactiveye.com : a business tranformation and digital marketing innovation consulting firm. Cheers anshumali@interactiveye.com
Part of your perks for attending the 2014 Summit in Denver was to get first access to the deliverables from the Crowdsourcing session led by Joe Galvin. Read the 12 Best Practices You Can Start Using Today .
How to ask good questions in Sales NegotationsJimmy Ng
Knowing how to ask good questions in sales presentations and negotiations to achieve a desired outcome and objective is what distinguished an experienced sales professional from amateurs. Learn this useful technique to significantly enhance your sales results!
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. It’s one of the oldest, most prominent sales methodologies businesses have at their disposal. This presentation explains briefly what Spin Selling means. If you want to understand it in detail, kinldy check out this: https://bit.ly/SpinSellingBlog
How to Tackle the Top 8 Virtual Selling ChallengesRAIN Group
In Q2 2020, the RAIN Group Center for Sales Research surveyed 538 sellers and buyers on their virtual buying and selling experiences. That research revealed the top challenges sellers face as they transition to selling virtually.
PowerPoint presentation on sales process training session, where topics like buying and selling process, sales funnel, sales in different industries, SPANCO model, and buying motives have been covered
Has hiring been put on hold? Are you being forced to finish the year with less than a budgeted for team? How will you make the number with so few people?
The world of b2b lead generation is constantly evolving and if you're looking for someone to partner with to help you keep up with its demands connect with Better Inc and check out its range of products & solutions.
Are you still cold-calling? Do you still swear that it's a numbers game? Do you feel like a dinosaur yet? Learn the modern method of prospecting and increase face time with potential clients. Free job aids available throughout the presentation.
Generic customer journey map to be used in BrandLove workshops. Produced by Chantel Botha, Head of Brand Design and Customer Experience Strategy for BrandLove.
This presentation will provide excerpts from the new ebook “Promoted to VP of Sales: The Year 1 Toolkit”. The ebook is free and provides symptoms, causes, and cures for why the average Chief Sales Officer only lasts 19 months in their role. Authored by Matt Sharrers and Greg Alexander of Sales Benchmark Index.
Customer Experience Trends for 2017 that will influence how consumers want to...Chantel Botha
What experiences will customers demand from you in future? Lets look at the current trends and speculate about how people will meet their needs in future and how this will impact the design of your brand experience.
View more about what we do on www.brandlove.co.za
Email us hello@brandlove.co.za
Come to our trends workshop!
Trends Innovation Workshop - 14 Feb - Cape Town
http://www.brandlove.co.za/product/customer-experience-cx-trends-2017-beyond/
Trends Innovation Workshop - 16 Feb - Johannesburg
http://www.brandlove.co.za/product/2017-customer-experience-trends-innovation-workshop-johannesburg/
Ten Slides in Ten Minutes - Thinking about Sales OperationsBill Graham CP.APMP
Without a central (and consolidated) Sales Operations function a sales organisation is heading for disaster. This slide deck presents a few thought on the elements of the Sales Operations function
Part 1 of a 2-part series on how a new Sales Operations Leader navigates their first 12 months on the job. Learn the steps needed for success and also the tools to help along the way. Free job aids are available to download as well as a free copy of the ebook on the last slide.
HOW TO MAP CONTENT TO THE BUYER'S JOURNEY & THE MARKETER'S FUNNEL [INBOUND 2014]HubSpot
Only 44% of B2B marketers and 39% of B2C marketers have a documented content strategy (Content Marketing Institute). Delivering the right content, to the right persona at the right time is essential to achieving success in your marketing, but it isn't going to happen by accident. Attend this session to learn the step-by-step content mapping process developed from content consumption and buyer behavior research. Leave the session with new knowledge and the resources, worksheets and reference guides you'll need to complete your own Content Map. Real-life inspiration and use-case ideas to make it actionable in your own marketing included.
The Mezzanine Group's founder, Lisa Shepherd, shares insight into her book, The Radical Sales Shift. This is the fourth in a five part series. Part four explores lessons 6-12 from her book.
The stock market plunged on both Friday and Monday, made gains on Tuesday and Thursday, and they were sandwiched around another loss on Wednesday. It's the proverbial roller coaster and that sounds very similar to sales performance, doesn't it?
We know why the market goes up and down - in hindsight - but we can never predict when. Do we know why sales performance bounces up and down? Here are my primary reasons for inconsistent sales performance:
The 7 Traits of Successful Sales HuntersSam Mitchell
Most sales reps are mediocre. Others know what it takes to get a leg up, and consistently outperform the crowd.
Which category do you fall into?
Discover the winning behaviors of successful sales reps in this presentation from Business Wise Insiders, your local networking and biz-dev ideas group for Atlanta, Charlotte, and Dallas-Fort Worth.
Effective sales skills of an entrepreneur pdf JyotiK21
Sales becomes the basic fundamental art and a talent of the entrepreneur. The experience that you get in the sales
world becomes responsible to become a successful entrepreneur. There is competition as hell in the present sales
world.
Here are a few effective sales skills which is basically selling skills or the sales tips1. Vision
2. Mission
3. Motivation
4. Know your competition
5. Listen wisely
6. Know why customers buy
7. Be empathetic
8. Be thankful
9. Respond at the right time
10. Overcome the feeling of rejection
Pareto Law Reviews: Top Tips for Telephone SellingPareto Law
Here, Pareto Law gives you some tips to get into the world of telesales. By reading these tips, you'll get one step ahead for when you start your new job, or if you're already working then it can help you to refine your technique to make the most of your sales skills.
Effective sales skills of an entrepreneurSalesBabuCRM
Sales becomes the basic fundamental art and a talent of the entrepreneur. The experience that you get in the sales world becomes responsible to become a successful entrepreneur.
Over the years, it has been proven that Sales is not for the faint of heart. Whether it’s selling a bottle of water, cloths at a store, and a new car to a newly promoted manager or a company, selling a house to a family or pitching a startup to investors etc. making that sale depends on the skill, appearance, confidence knowledge and enthusiasm of the salesperson. Quite frankly, not all of us have those characteristics in us. There is a saying that “salesmen are born, not taught”. Well, not exactly. Undoubtedly, there are natural talents, but can you can learn these characteristics and be just as successful? Yes you can!
A true quintessential salesperson has the following characteristics that they use consistently to succeed in achieving target sales
5 traits of really bad salespeople finalApril Brunt
We’ve all come across really bad salespeople. Everyone has their strengths and weaknesses but what makes a bad salesperson?
View our 5 Traits of a bad salesperson – and ways to tackle the problems.
Sales Hacker Conference San Francisco - Jason Lemkin - The 10 Key Revenue Mis...Sales Hacker
The 10 Key Revenue Mistakes I Made Getting to $100 Million Arr by Jason Lemkin
Sales Hacker Conference San Francisco - November 6, 2014
Visit SalesHacker.com for more sales hacks, tips, and tactics.
Many Sales Managers seem to have only a vague idea of how to get superb results from a sales team. In this presentation I share the realities of what I learned from trial and error and observation over forty years of successfully managing sales forces. It is possible to take a depressed, sleepy, unmotivated sales force in an unprofitable corporation and quickly turn them into a motivated powerhouse that generates millions of dollars in profit. I did it and so can you.
It will require you to initially work very hard in analyzing what you have to do and then convincing your company executives and your sales team to accept the discipline and the fact based, objectives you will share in detail with them.
Why Should The Best Sales Reps Work For You? This is the question top sales talent asks themselves when you try to recruit them to your team. Do you have a compelling answer? You’d better. This year, the demand for sales talent will outstrip the supply.
Learn how to make the number, become a better messenger, and defeat the status quo with Greg Alexander (CEO of Sales Benchmark Index) and Tim Riesterer (CMO of Corporate Visions)
This webinar provides a sneak peek into the Sales Benchmark Index 6th annual study “Make the Number: How Your Peers are Allocating People, Time, and Money in 2013.
Recorded webinar from Sales Benchmark Index: Designing organizational models for inside sales. Links, downloads and registration for future presentations are included.
Set your company on a path to lead generation success. Learn how to generate more cross sell leads from your top accounts, run effective marketing campaign inside the base and grow wallet share. These slides are from the Sales Benchmark Index webinar presentation by Vince Koehler.
This presentation provides the basic 5 steps that are used to build a formal sales process that can double your Sales Reps revenue. The key to success lies in the adoption of the designed process. A presentation by Sales Benchmark Index, A Sales Consulting Firm.
This Lead Generation slide deck by Sales Benchmark Index gives information on setting up Lead Management – approaches, roles, compensation, pros & cons...
Sales Benchmark Index's Bryce Record webinar on how best-in-class sales forces are segmenting their accounts to determine the real potential. Learn how to find hidden revenue opportunities, rank your accounts based on potential and balance territories.
Sales Benchmark Index suggests custom exit interviews for sales. When an "A" player leaves, the standard HR exit interview does not get to the core issue of why they left. Exit interviews should drive action to stop future A player loss.
Sales Territory Design should support your sales strategy. In this presentation by Sales benchmark Index, you will learn the 3 goals of territory design and how to choose the one that best supports your strategy.
Learn about the key steps to a world class lead generation program in this previously recorded webinar by Sales Benchmark Index. A presentation by Sales Benchmark Index.
Key Account Management - Quarterly Research. In this research report, we review 3 case studies of key account management deployments and discuss various elements of success and failure. A presentation by Sales Benchmark Index.
Effective lead generation can turbo charge your sales efforts. This client faced a gap in quota attainment but more importantly it was impacting their valuation as they sought a buyer for the business. A new lead generation approach helped them get to the number fast. A presentation by Sales Benchmark Index.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdfthesiliconleaders
In the recent edition, The 10 Most Influential Leaders Guiding Corporate Evolution, 2024, The Silicon Leaders magazine gladly features Dejan Štancer, President of the Global Chamber of Business Leaders (GCBL), along with other leaders.
FIA officials brutally tortured innocent and snatched 200 Bitcoins of worth 4...jamalseoexpert1978
Farman Ayaz Khattak and Ehtesham Matloob are government officials in CTW Counter terrorism wing Islamabad, in Federal Investigation Agency FIA Headquarters. CTW and FIA kidnapped crypto currency owner from Islamabad and snatched 200 Bitcoins those worth of 4 billion rupees in Pakistan currency. There is not Cryptocurrency Regulations in Pakistan & CTW is official dacoit and stealing digital assets from the innocent crypto holders and making fake cases of terrorism to keep them silent.
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.AnnySerafinaLove
This letter, written by Kellen Harkins, Course Director at Full Sail University, commends Anny Love's exemplary performance in the Video Sharing Platforms class. It highlights her dedication, willingness to challenge herself, and exceptional skills in production, editing, and marketing across various video platforms like YouTube, TikTok, and Instagram.
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
Recruiting in the Digital Age: A Social Media MasterclassLuanWise
In this masterclass, presented at the Global HR Summit on 5th June 2024, Luan Wise explored the essential features of social media platforms that support talent acquisition, including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok.
Navigating the world of forex trading can be challenging, especially for beginners. To help you make an informed decision, we have comprehensively compared the best forex brokers in India for 2024. This article, reviewed by Top Forex Brokers Review, will cover featured award winners, the best forex brokers, featured offers, the best copy trading platforms, the best forex brokers for beginners, the best MetaTrader brokers, and recently updated reviews. We will focus on FP Markets, Black Bull, EightCap, IC Markets, and Octa.
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
3. 3
Sales Leaders
miss or make
the number
one sales call
at a time.
Yet, they rarely pay attention to
each call
4. 4
Most Sales Leaders look at each rep’s
performance to quota
They also review
the pipeline, but
these are too
difficult to control
Sales leaders can control the quality of
sales calls every day.
9. 9
#1. Show up and throw up
(Inward-Out Approach)
Quit talking about how
great your product or
company is.
Nobody cares
10. 10
They want to know how it will help them.
How will your solution help get them promoted.
Make them more money.
Get them recognized by their boss.
Period.
11. 11
Entering a call
unprepared still shocks
me.
But 8 out of 10 calls we
observe don’t have
completed call plans.
Sales people don’t
think they need them.
#2. Poor self-preparation
(no call plan)
12. 12
Your sales rep talks a lot, but doesn’t
engage the audience. The audience
loses interest after 5 minutes.
#3. Call is one-sided –
Talking head syndrome
13. 13
Multiple people trying to get
their point across meeting
leads to little customer
interaction.
The customer ends the call
because time is up without
next steps being discussed.
#4. Overlays/Specialists
aren’t on the same page
as the sales rep
14. 14
We all miss things. A little coaching and
inspection can make a huge impact on a
single call.
#5. Front-line Sales Managers aren’t
providing adequate coaching
15. 15
You know you want to move
the deal forward.
Is that an objective?
NO
Set clear, measurable
objectives for each sales
call. Then self-assess post
call.
#6. Objectives for call aren’t clear
16. 16
The best sales people ask tough questions.
They surface fear and risk.
Average sales people talk about product and
avoid “awkward” discussions.
#7. Topical Conversation
17. 17
#8. Sales Rep Happy Ears
The rep thinks every call went
great.
They ignore risks, gaps, and
pitfalls.
While optimism is a good
thing, it has to be balanced
with reality.
18. 18
The easiest way to
reduce your sales cycle
length is to establish
next steps.
Never end a meeting
with “I’ll call you next
week to catch up”.
#9. The call ends without steps
being defined
19. 19
Sales people that talk
product and price are a
dime a dozen.
Great sale people teach
the customer
something new.
They bring insight and
thought leadership that
isn’t the norm.
#10. Lack of Value
20. 20
The best sales teams do something
that is very difficult.
They execute on a daily basis.
You either move the deal forward or you don’t.
21. 21
1.Track:
you have to know what
interactions are coming
up.
2. Inspect:
CRM: is the deal
progressing?
Job Aids: Has the rep
completed a call plan?
3. Ask:
Probing questions to
ensure they are
prepared
4. Provide:
ideas, insights, content,
examples, use cases and
best practices.
How to Prepare your Sales Team
for Major Interactions
23. 23
Learn More
If you don’t have a content management process or need help
optimizing your current one,
Contact us to hear the rest of the story...
Email - info@salesbenchmarkindex.com
Phone - 1-888-556-7338
Web: http://www.salesbenchmarkindex.com
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Editor's Notes
Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com