Jose O.

Are too many of your sellers missing quota? You’re not alone. Recent studies show over 50% of sales reps are missing quotas each year. The question is why? A common culprit ➡️ ineffective sales plans – unbalanced territories, unattainable quotas, or delayed commission payments – that frustrate sellers and lead to missed targets. ⚠️ If this sounds familiar, it’s time to rethink your strategy.  Join Deloitte Principal Mark Coleman and Varicent’s Chief Growth Officer Jason Loh for a LIVE webinar on November 13th, 2024, at 12pm ET, where they’ll unpack exclusive insights from Harvard Business Review Analytic Services Briefing Paper: Breaking Down Silos to Boost Sales Performance and Drive Growth. By integrating your go-to-market approach, you can eliminate bottlenecks, improve sales performance, and empower your team to hit their quotas consistently.    Get ready to adopt strategies that can keep up with market changes. Register now! https://lnkd.in/gtBxxDFe

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Most sales reps trigger sales resistance. It’s not their fault, but it's their problem. Top 1% salespeople know how to get their prospects to lower their guard. Here’s how to get ANY prospect to open up and go below the surface Scenario: Prospect tells you the problem or emotional pain they are feeling. ✅ How long has that been going for? Follow-up with: ✅ Ok so you’ve been having this problem for the last 18 months. Has that…has that had an impact on you/your business? They’ll probably say yes in some way. Then, ask this: ✅ Well, in what way though? When you get to this point, you want to ask NEPQ probing questions. Here are a few: ✅ Oh what you mean by that? ✅ Can you tell me more about that? ✅ Can you tell me more about that? ✅ What does that means for you when that happens? ✅ Can you unwrap that for me? ✅ Can you unpack that for me? When you ask probing questions like these, two things happen: 1. You show your prospect you’re concerned about their problems 2. The prospect will tell themselves how those problems are affecting them This makes closing the sale way easier because they feel so much “Internal tension” from where they are to where they want to be, that they feel massive urgency to want to CHANGE. Credit: JeremyLeeMiner on Twitter/X

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SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.la/Q02gg_lV0 #ImpassionedSalesSolutions #SandlerHouston #ModernBuyer

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SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.la/Q02gh1-Q0 #NeubergerCo #SandlerMDAZGA #ModernBuyer

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SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.li/Q02ghH9c0 #TrustPointTX #SandlerTX #ModernBuyer

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Over 50% of reps are missing quota. The "solution" most average managers have? Micromanage KPIs, drive activity, and PIPs 🤮 And what does that lead to? The same awful results and more turnover. The best leaders do things different. They... - Implement world-class onboarding -Develop skills and character -Train them for future roles -Support their growth They are TRUE LEADERS that develop leaders. THIS is what we need more in sales leadership. Do you agree? P.S. I just recorded a badass training on the exact onboarding and training system I used to develop President's Club reps like clockwork. Steal the playbook ungated for free here: https://lnkd.in/ggcEA_Bg

Do your reps struggle turning cold calls into actual conversations? Our senior SDR manager Dyer Whitt's got you. 💥 They've captured 19 techniques that our own reps use to build rapport and create genuine conversations with prospects who pick up. Each technique includes examples and explanations of why it works to give your reps practical tools they can implement immediately ⤵️ https://lnkd.in/eFq75Y7M

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How do you capture a prospect’s interest—and respect their time—when you make a cold call? Mark Sellers @funnelprinciple details his strategy in this episode of @SalesReinvented. #Sales #SalesReinvented #ColdCalling https://bit.ly/4aLvEJZ

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In this episode, Jason unpacks the process we took a client through to increase their qualified meetings landed from cold calling by 135%. Listen here: https://lnkd.in/gVnyhahd #sales

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How do you make sure you’re doing the daily, weekly and monthly activities that are going to drive the results you need as a quota-carrying rep? Don’t miss this conversation with John Kaplan on August 2nd. Learn how to self-assess, course-correct, and achieve your sales goals with practical, actionable strategies. Save your spot here: https://hubs.la/Q02HCmj60

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"What percentage of your reps are actually hitting quota?" This is one of the most important questions you can ask when interviewing for a sales role. We have often seen companies overpromise and underdeliver when it comes to compensation. In this episode, Ryan explains how to avoid this ➡️ https://hubs.la/Q02SqtG20

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Great idea to champion the cost of inaction instead of the return on investment #leadership #management #technology #informationsecurity #ciso #riskmanagement #security #cybersecurity #privacy

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How many touches does it take to start a sales conversation? Get the answer by downloading and using the spreadsheet, What It Takes to Make Quota, from Free Sales Resources at ccs-llc.us. #b2b #b2bsales #salesleadership #salesstrategy #salesprocess #gotomarket #buyercentric #buyerled #prospecting #qualifying #discovery #quota #salestips 

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Your prospects want what your product or service offers; they just need help overcoming their resistance. Understand their hesitations, address their concerns, and guide them toward making the right decision. #FPG #JasonForrest #SalesTraining #SalesTips #SalesMotivation

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