Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. Sales Prospecting Techniques.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Alice Heiman

SEPTEMBER 13, 2021

FACT or FICTION: Virtual Sales are HARD. . A recent Gartner research study cited that “An overwhelming 93% of sales reps are experiencing significant virtual sales challenges.” But really, your salespeople are reporting that they are experiencing significant virtual sales challenges? How can this be?

Referrals 96

Referrals Cold Calling Account Based Marketing Conversion 96

Nutshell

FEBRUARY 6, 2024

When you’re in the depths of the sales process, how do you know what step to take next? Just focusing on the desired outcome—a new sale—won’t get you there. That’s where the next-action-based selling methodology comes in—an approach to sales that focuses on the activities that truly drive results.

Top of Funnel 62

Top of Funnel How To Lead Rank Sales Qualified Lead 62

Mindtickle

SEPTEMBER 13, 2023

In many cases, sellers engage in product-based selling, which involves pushing the features and benefits of a given product – without regard for whether these features and benefits are relevant to the customer. But in today’s world, product-based selling will no longer cut it. What is consultative selling?

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. B2B sales prospecting in a nutshell. Sales leads vs. prospects vs. customers.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Hubspot Sales

JANUARY 9, 2024

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. That said, the typical base salary for D2D reps is around $61,800 per year — a figure above the national average. But that’s not all.

Face-to-face 98

Face-to-face Up-Sell Research Sales 98

Vengreso

JUNE 12, 2023

There are many misconceptions about modern selling. Some sales leaders immediately disregard the principles, claiming it is just another buzzword. Others are caught in the constant grind of achieving quota and cannot fathom trying to implement a new sales plan. What Is the Modern Sales Approach?

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

Vengreso

JUNE 16, 2020

As a sales leader, your team’s sales pipeline is everything. Pipeline drives key decisions including how you assess and coach your reps to success. For that reason, I’m devoting this post to this all-important topic of building sales pipeline. What Is a Sales Pipeline? How did the lead become an SQL?

Pipeline 99

Pipeline B2B Top of Funnel Sales Qualified Lead 99

BrainShark

SEPTEMBER 20, 2022

Why all the podcast love? The sales world is no exception. With dozens of fantastic podcasts available today, sales professionals have no shortage of insights and tips at their disposal. That’s why we’ve compiled a list of the 23 best sales podcasts (in no particular order) for reps, managers and executives to check out.

Hiring 71

Hiring Negotiation Buyer Persona Influencer 71

Vengreso

MARCH 22, 2022

The success of your business depends on the success of your sales hiring process. Recruiting salespeople is so important that companies spend $10,000-$15,000 a year on average per person hiring salespeople, and if you want to increase your profits, you should do it too. Can’t handle inbound leads with your existing sales team.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

The success of your business depends on the success of your sales hiring process. Recruiting salespeople is so important that companies spend $10,000-$15,000 a year on average per person hiring salespeople, and if you want to increase your profits, you should do it too. Can’t handle inbound leads with your existing sales team.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

JANUARY 21, 2020

As modern buyers have greater access to information, reviews, and solutions to their business challenges, much of the sales process has shifted to digital platforms. These tools allow B2B buyers to perform more research and move further along the buyer’s journey before engaging with a salesperson. Has your #sales team adapted?

Social Selling 88

Social Selling Strategy Social Media Buyer Persona 88

Mindtickle

NOVEMBER 2, 2023

All too often, sales reps accidentally adopt a “one size fits all” approach to selling. Increasingly, top sellers are adopting a more effective approach: solution selling. Increasingly, top sellers are adopting a more effective approach: solution selling. What is solution selling? The result?

Solutions Selling 59

Solutions Selling Ideal Customer Profile Sales Methodology Consultative Selling 59

Sales Hacker

APRIL 20, 2020

As a result, B2B sales and marketing teams are yanked towards inside sales strategies like account-based marketing and remote selling. Sales and marketing must banish silos and band together during this turbulent time. With COVID-19, outside sales teams have switched to inside.

Account Based Marketing 82

Account Based Marketing Webinar Metrics Strategy Marketing 82

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. This equips them with vital skills to engage with prospects on their preferred social media platforms, building meaningful relationships that lead to increased revenue. Tips for adoption of social selling training.

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

Close.io

DECEMBER 23, 2019

Another year is in the books—so it’s time to ready your sales game-plan for 2020. In this post, we look back at the sales posts and topics that sparked the most engagement in 2019. As you devise your own sales approach for the next year, incorporate the outreach , negotiation , and sales development tactics shared below.

B2G 89

B2G Outbound Government Sales Forecasts 89

Hubspot Sales

JANUARY 17, 2018

Best Sales Podcasts. B2B Growth Show. The Advanced Selling Podcast. Sales Gravy. Linking Into Sales Podcast. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast. Sell or Die. Accelerate!

Scale 145

Scale Sage Lead Rank Lead Scoring 145

Gong.io

JULY 20, 2022

Nothing breaks down your sales engine like poor targeting. No matter how skilled your reps or what sales methodology you use, you can’t close someone who has no need for your product or service. What exactly is an ICP in sales? . The ICP sales acronym stands for Ideal Customer Profile. Sales organizations.

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Lead Scoring Buyer Persona 62

Nutshell

MAY 4, 2020

None at all? For a lot of B2B companies, revenue is plunging right now. The result is a new sales landscape that is objectively more difficult than before. The result is a new sales landscape that is objectively more difficult than before. Sales: Discuss recent CRM data from high-value accounts. Show empathy.”.

Lead Generation 119

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 119

Sales Hacker

MARCH 27, 2018

Every business runs like a B2B sales prospecting operation. You then focus on refining (nurturing) the good finds and attempt to make a hefty profit by selling value to the best buyers. For B2B organizations, customers now represent the new gold to be desired and the sales team’s pipeline the new gold mine to be developed.

B2B 87

B2B Ideal Customer Profile Sales Qualified Lead Lead Rank 87

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

The Brooks Group

NOVEMBER 15, 2017

In the race to finish the year strong, prospecting often gets put on the back burner while sales reps spend time and energy on closing the open business opportunities they’re working. For B2B salespeople, LinkedIn is key. Effective prospecting on LinkedIn should start with your salespeople optimizing their profiles.

Prospecting 63

Prospecting Ideal Customer Profile Sales Qualified Lead Referrals 63

Hubspot Sales

OCTOBER 26, 2017

Professional conferences are not only an opportunity to meet industry leaders -- and maybe do a little prospecting -- they’re also a way to break yourself out of your usual routine and pick up new skills. After all, as valuable as conferences can be, they’re still time away from the office. The Best Sales Conferences.

Conference 111

Conference Scale Inbound Hiring 111

Vengreso

APRIL 10, 2022

Are your sellers using a sales methodology to guide them, step-by-step, in their daily prospecting and closing sales activities? However, most sales methodologies and most sales teams do not subscribe to a sales method that covers prospecting. What is a Sales Methodology? The Challenger Sale.

Sales Methodology 128

Sales Methodology Pipeline Ideal Customer Profile Buyer Persona 128

Hubspot Sales

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. If you’re looking for a specific insight, you can skip ahead to these sections: The Top Sales Trends.

Trends 81

Trends Report Data Strategy 81

Close.io

JUNE 17, 2019

Lots of people will tell you that outbound sales is a lost cause—that inbound is the only way to go, and that anyone doing outbound is wasting their time. Outbound sales is a staple tactic of successful businesses, and has been for a long time. You just have to use the right outbound sales strategies. What is outbound sales?

Outbound 91

Outbound Tools Strategy Hiring 91

Close.io

SEPTEMBER 23, 2019

Do you have 100% confidence in your selling process? First, make sure that you've built your selling process from the ground up for success. What's a selling process? A selling process (or sales process) is the series of steps your sales team goes through to make a sale. A sale, of course!

Hiring 91

Hiring Ideal Customer Profile Cold Calling Follow-up 91

Hubspot Sales

OCTOBER 23, 2017

In other words, you can rely solely on first-hand experiences to gain sales knowledge -- but it might be painful. To dramatically cut down on your learning curve, pick up some sales books. A read penned by a selling expert will offer you all the benefits of personal experience without negatively affecting your quota or efficacy.

Lead Rank 112

Lead Rank Lead Scoring Referrals Influencer 112

Vengreso

JANUARY 13, 2023

Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. In fact, I find books a little overwhelming at times.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Close.io

DECEMBER 2, 2019

It’s a great addition to your sales skills , pave the way for closing more business, and become a top-performing sales rep. What is cold canvassing in sales? It’s conducted in geographical regions with a high concentration of your prospects, which might mean business districts for B2B companies. Thought so.

Campaigns 80

Campaigns Cold Calling Territories Face-to-face 80

Sales Hacker Training

NOVEMBER 21, 2022

It takes a lot to succeed in sales. And then, there are inside sales tools… The human element of sales will never go away — that’s a fact. But here’s another fact: sales is HARD! There are thousands of options when it comes to software for sales that promise to make your life easier as a sales professional.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

Nutshell

MAY 4, 2020

None at all? For a lot of B2B companies, revenue is plunging right now. The result is a new sales landscape that is objectively more difficult than before. The result is a new sales landscape that is objectively more difficult than before. Sales: Discuss recent CRM data from high-value accounts. Show empathy.”.

Lead Generation 62

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 62

Tenfold

SEPTEMBER 19, 2017

Remember this Sales 101 basic: be where your market is. billion global population as of July 2015, more than 3 billion use the internet. It’s not just the wide use of social media that drives companies to explore social selling possibilities. It is now a necessary component of your sales team’s toolbox.

Social Selling 71

Social Selling Enterprise Enterprise Social Media 71

Hubspot Sales

MARCH 12, 2018

Where Sales Prospecting Went Bad. I'm not sure where sales prospecting went bad. My theory is that someone applied some math to this whole prospecting sales funnel-y thing and realized that spam is actually a decent prospecting method. This sad state of affairs is fully the fault of sales leaders -- including myself.

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145

LeadFuze

JUNE 17, 2021

What are B2B Scarcity Examples. B2B scarcity examples are a powerful way to get your prospective customers’ attention. These tactics can be applied in the form of limited-time offers or products with only a few remaining items left for sale. It’s all about scarcity. 8 Winning B2B Scarcity Examples.

Examples 100

Examples B2B Ideal Customer Profile Webinar Metrics 100

Tony Hughes

MARCH 13, 2018

Can you close million dollar deals with social selling fully inside? It's being done right now in the field by a sales team near you [perhaps a competitor], it's remarkable and it's not for the faint of heart. Get a good night of sleep and unleash your inner advanced strategic social selling 'beast mode' tomorrow.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63