For decades now, the line between inside sales and field sales has been growing increasingly blurry. This was already true well before technology and the pandemic changed how many.

Many sales leaders often tell us that their sellers just need to be better at closing. Often, they point to their sellers’ negotiation skills and want them to get trained on sales.

The SDR to AE handoff is one of the most critical parts of a sales cycle. Most B2B or B2G sales teams have two functions in their initial sales process. There is the Sales.

Crafting a distinct approach to each scenario and facet of your sales process helps set an exceptional sales team apart from a great one. In today's competitive market, prospects.

At Funnel Clarity, we believe a sales lead is defined as someone who is committed to making a change that your product or service can help accomplish. This is not someone who is.

Outsourcing can be a valuable strategy for many parts of a business. It makes sense for certain roles and functions like IT support or payroll processing. However, when it comes.

Gone are the days of countless in-person training workshops with little to no engagement. Online training modules were supposed to be the replacement, but even these courses can.

During a meeting the other day here at Funnel Clarity, our Co-Founder and Managing Partner, Tom Snyder, shared something that really resonated with me: “When selling into a new.

In the fast-paced world of B2B sales, understanding and effectively managing the B2B sales pipeline stages is crucial for sustainable growth and closing deals that matter. A.

Investing in training is so much more than just attending a course and jotting down some notes. As salespeople, it marks a choice to commit to your development and skills, whether.

Sales professionals are resilient, consistently adapting their messaging and presentations to suit varied industry prospects. Overcoming objections, and turning rejections into.

One of the easiest ways sales professionals can advance their careers is to always be learning – whether that's sales training, personal development or reinforcing existing sales.

Most people and businesses these days are already customers of some sort of software as a service, or SaaS. If you subscribe to services like Netflix at home or Salesforce at your.

Cold calling still works. In fact, cold calling is a vital part of any successful sales team. Even if you pursue an inbound lead strategy, you still need cold calling skills to.

Effective sales coaching is one of the most important parts of the sales management process. It has a direct impact on a sales rep’s performance. Sales teams prioritize training.

Many would agree that successful sales people are flexibleduring sales calls. But being nimble and responsive is very different from being unprepared and simply quick on your.

Throughout the 20th century, many technological inventions positioned themselves as disruptions, changing life as we knew it. Perhaps no greater period has influenced the.

A well-planned sales skills training strategy goes hand in hand with a winning sales organization. Modern buyers are well informed, so it’s not enough to just have product.

What is sales culture? Sales culture is the attitude, behaviors and habits your sales team exemplifies at a particular time and place. An organization’s sales culture is.

There are many ways to differentiate a company. You can focus on your product or pricing, but sales training is also an effective way of gaining a competitive advantage. Proper.

One of the most important goals for B2B SaaS companies is customer retention. There are many ways to be successful at retaining customers and different metrics to evaluate a B2B.

Recessions can be daunting for many salespeople. In B2B sales, it means that companies are much more restrictive with their budget and it’s much harder to close deals. Selling in.

The sales process can use various methodologies depending on a product or service. While there is no one-size fits all approach, understanding which is best to implement starts.

Before we dive in, here’s a quick definition of sales acumen: It’s an understanding of prospects and how best to approach a sale. Further, sales acumen comprises the behaviors,.

Far too often, companies invest in the sales process and skills for their reps but ignore the sales management process. There needs to be an equal amount of focus on both the.

Onboarding new sales reps is a tremendous opportunity for setting up your sales force for success. If done correctly, it can help teams establish a cohesive and powerful culture..

Sales training courses can help your sales team perform at their best. Sales is a skill and just like any other skill, it can be taught and honed. A good sales training.

Virtual sales training has become an extremely popular choice for most sales teams. The shift away from in-person sales training towards virtual sales training was already.

A sales kickoff (SKO) is a meeting where the entire sales team has a chance to come together. Companies can host quarterly or biannual meetings but typically, it’s held at the.

Sellers aren’t always motivated by money. The days of expecting people to work 70-hour weeks to hit a quota are on their way out. At the same time, the industry faces a real.

It’s widely accepted that goal-setting is the best way to become more organized, motivated, and successful. This is especially true for sales teams, for whom performance is often.

Choosing a sales training company is not as easy as it seems. The wrong choice can waste time, money, and even set back the sales culture. However, investing in the right sales.

One of the keys to effective prospecting is learning how to find direct dial phone numbers to reach your prospect. With gatekeepers and data privacy on the rise, finding direct.

Most things have moved online this year. The annual or quarterly SKO is no different. Sales teams are used to seeing their colleagues in person for SKOs but many sales leaders are.

John isn’t available right now. Send me your information and I’ll share it with him – is an all too often response from gatekeepers that novice and veteran salespeople alike.

If you find yourself in a position where you have to get your sales team to start selling from their homes and away from clients, there is good news. Almost 50% of sales people .

The outbreak of COVID-19 (Coronavirus) is forcing sellers to work from home. About half of the sales professionals employed today are in inside sales, who sell remotely..

If a prospect shows any level of interest, it’s tempting to get excited and start thinking about the potential sales opportunity. All sales people should be focused on.

The idea of consultative selling is nothing new at this point. Everybody boasts that their sales process is “customer centric” and “consultative”. What does that really mean?

Whenever sales leaders tell me they are planning their sales kickoff (SKO) or annual sales meeting, my first question is, “what’s the purpose of the sales meeting?” To be more.

The typical sales kickoff will have information sessions that are relevant for the whole sales team and/or company. However, some things must be accomplished in smaller groups..

Most people hear Washington DC and think: Washington Monument, Smithsonian Museums, the Capitol, Lincoln Memorial, and the Federal Government. However, many are surprised to.

How would you feel if you went to your doctor for an ailment, and without any diagnosis or investigation, your doctor says: “take some aspirin, you’ll be fine”? Most people.

Revenue forecasts remain elusive - CEOs report that their pipeline forecasts are about 50% accurate. This is a real shame considering the fact that teams with accurate sales.

Demos are not dollars. Product demos and free trials are a great way to bring in leads, however, converting those leads into paying customers is no easy feat. According to a.

Walking through the doors on the first day of any internship is nerve-wracking, no matter your level of confidence. Take it from me; I interned with Funnel Clarity this Summer,.

Sales skills are still widely misunderstood. An HBR article on how to improve your sales skills, outlines the common misconceptions that people have about sellers. The general.

If you’re a sales leader who’s decided your team’s current status quo is no longer working, and sales training is the recourse—you’re in good company. According to LinkedIn’s.

There is little doubt that the sales cycle has undergone substantial evolution over the past several years, and most sales organizations have yet to adapt. Buyers may not be.

When sending sales emails to your prospects, one of the most important elements is the email subject line—in fact, according to Salesforce, 64% of people open an email because.

It would be tough to find a sales leader who encourages their people to call prospects without doing any research. Fortunately, it is now established practice that a good.

One of the more encouraging things about sales prospecting training, is that the statistically proven skills needed to fill the top of a sales funnel with qualified leads are.

This isn’t another blog to add fuel to the fire around the debate of cold calling v. social selling and which one is better. When done properly, data has shown that cold calling.

Are open-ended questions for sales the best tactic? There is no shortage of opinions and articles on why it’s better for salespeople to only ask prospects open-ended questions..

Here you will find outbound calling best practices. I’m a little OCD (my wife says I’m very OCD), so I love the ability to control the variables when testing new tactics. In.

Have you ever found yourself sitting at your desk with absolutely nothing to do, praying you would receive a random call from a sales person you don’t know? I’m willing to bet.

One of the things we’re most proud of here at Funnel Clarity is the pedigree of our training content. We analyzed many, many years of field research and data-and identified.

A prospecting email template that works for any industry is what we are all looking for. Sales people have been sending prospecting emails for decades, so there must be a.

Although these industries may seem on opposite ends of the spectrum, improving sales skills and improv comedy have more in common than you might think. Consider this:.

How well do adults transfer training into actual on-the-job performance? In other words, what carries the professional sales person from their participation in training to the.

The sales follow up email. We’ve all done it—and we’ve likely all cringed every time we send or receive one of those notorious Just Checking-In or Following Up with You emails..

Every sales leader, sales coach and CEO wants their sales people to be successful and close as many deals as possible. The most effective way to do this is to ensure your sales.

It’s widely agreed that C-Level executives are the gold standard when it comes to sales interactions. Nobody has more knowledge or authority to make a deal happen. However,.

There’s no question that video as a medium is rapidly increasing in popularity. In 2017, publishers across different industries and verticals made a ‘pivot to video’ drawing.

Role playing is an indispensable tool for sales people to improve with colleagues. It allows your team to practice techniques in a low-stakes, comfortable environment. In this.

The decision-making funnel is always evolving. Many of the sales people we work with, and sales people in general, assume their prospects are in the market to make a purchase.

Growth mindset training teaches you to accept whatever the present moment is giving you. In other words, always work with whatever happens, not against it. And growth mindset.

Role playing is an indispensable tool for sales people to improve with colleagues. It allows your team to practice techniques in a low-stakes, comfortable environment. In this.

Customer-centric selling is the practice of doing business with your customer in a way that provides a positive customer experience before and after the sale in order to drive.

Role playing is an indispensable tool for sales people to improve with colleagues. It allows your team to practice techniques in a low-stakes, comfortable environment. In this.

It’s an ideal situation for almost every sales leader to promote from within the sales organization. As Ali Powell, Account Executive (AE) at HubSpot writes, there aren’t many.

Role playing is an indispensable tool for sales people to improve with colleagues. It allows your team to practice techniques in a low-stakes, comfortable environment. In this.

It's no secret sales forecasting can be a struggle. But when done effectively, forecasting helps sales leaders plan. Estimating future revenue allows us to see the path to our.

"Hey Siri...sell me this pen." While this vacuous question has become synonymous with sales, artificial intelligence (AI) today is nowhere near selling anything. But make no.

It’s our responsibility to change the negative connotations buyers attach to sellers. Without integrity, our profession is doomed. I love selling because I love helping people.

Closing a few exciting new clients in January is a great start to 2018. As salespeople, we know that the other critical activity to start the year is finding new opportunities to.

How to push past the grueling aspects of the job and connect with a higher purpose. The sun is shining bright outside and it’s a perfectly crisp afternoon. I can see the wind.

In the last decade, the explosion of sales technology has changed the way we conduct sales and marketing. Today, we can find an application to automate and analyze almost any.

Perhaps no process in business is less understood, less scientific and more ad hoc than the sales management process. In the average company, promotions to management are based.

How long do you spend writing the perfect sales email subject line? 10 seconds? 10 minutes? 10 hours? According to ContactMonkey, a sales email tracking tool, you are wasting.

If you’re having trouble pushing some sales through the deal funnel, you should put your best salespeople on it. They are diligent, but also respectful and flexible in the face.

Buying roles continue to change. It's a lot like the ‘telephone game’? When a group of people make a line, and the first person in line whispers a specific message to the next.

A couple months ago, we relocated offices and took the opportunity to participate in a growing trend: co-working. An increasingly popular alternative to working from home or at.

Everyone’s heard the phrase, “Time is money.” Especially in sales, there’s an emphasis on getting the most from your time. This often creates an environment where sellers don’t.

As a sales leader, when I attend events and conferences, I’m in a unique position; I’m looking to meet and engage new business opportunities, while simultaneously being.

Sales teams are always looking for the best sales training programs and strategies. If you google “does sales training work,” you will find no shortage of information promising.

There is perhaps no bigger cliché in the business world than the gap between sales and marketing. We won’t even go there today; there’s already an abundance of material.

To define cold calling, you must first understand what it is. A cold call is an unsolicited call made by a salesperson. It's a term that gets thrown around quite a bit in sales.

As a company who teaches sales people to conduct better prospecting and outreach, we’re always curious to see the approaches sellers take when prospecting into OUR company. We.

Even if you’re not a football fan, you might know the name Marshawn Lynch: recently retired running back for Seattle Seahawks - he’s now coming back to play for the Oakland (soon.

Some time ago, I heard an interview with Cordia Harrington, the founder of Tennessee Bun Co., and was struck by her attitude of strategic persistence. This single mom of three.

Anyone who’s ever gotten married will agree; the preparations leading up to the big day are a blur. Extended family, comprehensive planning and growing expenses all contribute.

It shouldn’t be a surprise that the business development team at Funnel Clarity follows the research and best practices taught in our training courses. This research involved.

Most people would agree that the sales world changes often. A big part of this is due to our close relationship with innovative technology. I’ve been in Inside Sales for five.

Every quarter, sales organizations make revenue forecasts that are overly focused on their own internal sales process. As Funnel Clarity Founder and Managing Partner Tom Snyder.

Did you know that generating 100% improvement in sales performance can be achieved by almost any sales organization and it can be achieved within a 120-day period? Sounds.

Lead Qualification is a difficult job. When we’re following up on leads, we feel more comfortable talking to our prospect. Makes sense, because there’s an action on their part to.

As a sales rep, how frustrating is it to have your manager constantly asking for “what is going to close this month?” or “when is the XYZ opportunity going to close?” All the.

Just because your company bought a booth, it doesn’t mean you will know how to sell at trade shows. Before you make your sales pitch, ask yourself: How can you be proactive to.

Let me start by saying that I love Predictable Revenue author, Aaron Ross, as a human being and as a sales strategist. He has adopted a ton of kids and been the galvanizing.

It pains me to stand by and watch others continuously try to fill the same entry level sales jobs day in and day out. I’ve reached the point where I can no longer sit back and be.

I’d like to take a trip down memory lane with you. All the way back to 2005. Imagine: You’re walking down the street, texting on your new Blackberry Electron. You jokingly.

There's no shortage of sales development blogs offering tips on the best ways to maximize a team's output. Many posts tell readers about how to accelerate their growth and build.

Warning: this article is only for those who want to be amongst the elite in cold calling metrics. One of the ‘Navy SEALs’ of modern outbound prospecting. If you are a seller who.

Sellers often commit three errors in their lead qualification process that prevent them from maximizing the value of their inbound sales lead flow as an engine for revenue.

The rule of thumb for everything in sales is KISS, Keep it Simple Stupid. Meaning - short, sweet and to the point. Your voicemail's should not be any different. Our team of four.

Today’s guest blog comes from Mike Smalls, Founder and CEO of Hoopla Software. The Olympic motto “Citius, Altius, Fortius” — Latin for faster, higher, stronger — need not apply.