Hubspot Sales

MAY 17, 2023

The average buyer in this day and age is shrewd — naturally skeptical of salespeople and having certain standards reps have to measure up to. That makes establishing credibility central to the success of any sales effort. It’s also an easy way to prematurely kill a deal. Confirm you heard the prospect correctly.

Prospecting 128

Prospecting How To Call-back Follow-up 128

No More Cold Calling

APRIL 17, 2014

How many of us studied sales in college? But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. In fact, three out of four salespeople aren’t performing up to par, according to research from sales training consulting firm, Kurlan & Associates.

Face-to-face 278

Face-to-face Social Media Oracle Hiring 278

Hubspot Sales

DECEMBER 22, 2020

Working in sales isn’t easy, and I’m sure that isn’t news to you. Even if you love selling, the most seasoned salespeople can feel the pressure of working in such a competitive field. If your sales self-care toolkit is empty, affirmations are a great place to start. Positive Sales Affirmations. I deliver results.

Positioning 142

Positioning Compensation Motivation Commission 142

Jeffrey Gitomer

MARCH 8, 2013

Tweet What are you doing to keep your salespeople? elements to build and grow a stellar sales team: 1. People get into sales because it’s got the potential for great financial rewards. They help salespeople sell, and they’re a reflection of the quality of your business in the mind of the prospect.

Incentives 255

Incentives Incentive Compensation Referrals 255

Anthony Iannarino

MAY 20, 2020

Here are some sales conspiracy theories you may be believing: 1. You don’t really lose deals because you didn’t differentiate your approach throughout the sales conversation or create greater value. You may have noticed all of the expensive cars in your parking lot on the way into work this morning.

Lead Rank 128

Lead Rank Lead Scoring Territories Cold Calling 128

Hubspot Sales

SEPTEMBER 30, 2019

There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training.

Hiring 142

Hiring Training Hubspot Exercises 142

Hubspot Sales

MARCH 19, 2018

New research from Richardson Sales Training reveals the biggest focus for sales professionals in 2018 should be articulating value. Top challenges facing salespeople in 2018 included: Creating a targeted prospecting strategy. Balancing sales and relationship management. Building the right sales skills.

Ideal Customer Profile 141

Ideal Customer Profile Lead Rank Lead Scoring Decision Maker 141

Zoominfo

OCTOBER 27, 2021

Shortening the deal cycle is one of the most effective ways to increase revenue. When deal cycles shrink, account executives can meet with more prospects, generate more leads for account managers, and ultimately, close more sales. They may even land your product listings in roundups such as G2’s Highest Satisfaction Products.

Closing 100

Closing Lead Rank Lead Scoring Sales Qualified Lead 100

Sales Hacker

JANUARY 29, 2021

The right words can give you the boost you need to make a winning sales pitch every time. Which words and phrases should you avoid in sales, and which are the secret to closing the deal? 6 Words and Phrases to Avoid. These are phrases that water down your promises and kill deals. That’s the end of your sales pitch.

Hiring 127

Hiring Case Study Sales Qualified Lead Study 127

Product Management University

NOVEMBER 2, 2021

Directly from many salespeople (clients) over the past 20 years, here are the most popular responses (in no particular order) to the question, “Why don’t you use the corporate positioning deck? This would kill my credibility. It’s way too long and prospects get aggravated. See #6 from the top 10 list above.

Positioning 52

Positioning Guidelines Buyer Follow-up 52

Hubspot Sales

JANUARY 4, 2019

How to Close a Sale. Ask for the sale. And throughout the sales process, do your research on the prospect's company. Set expectations early in the sales process. Ask for the sale. Once you're confident in the solution you're providing to the buyer and their company, it's time to ask for the sale.

Closing 145

Closing Objections ACT Buyer 145

Anthony Cole Training

OCTOBER 18, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Why Arent Your Salespeople Selling? 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies.

Hiring 150

Hiring Ideal Customer Profile Face-to-face Webinar Metrics 150

The Sales Hunter

JANUARY 9, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Stage Fright: Don’t Let It Kill Your Presentation. It’s Time To Kill Social Media.

Motivation 167

Motivation Ideal Customer Profile Negotiation Hiring 167

Close.io

FEBRUARY 21, 2020

We have lot's of interesting topics to discuss from the world of sales this week: sales cadence, battle cards, social selling, and much more. This week's Sales Brief will equip you to accelerate your sales productivity , inspire you to pick up the phone and start cold calling , and prep you to ace that next product demo.

Cold Calling 62

Cold Calling Social Selling Sales Enablement Retention 62

DiscoverOrg Sales

SEPTEMBER 4, 2018

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. Here’s how to manage so much winning, with 9 tips from our top sales closers. To make customers feel good about the sale, throw in three freebies, in this order: additional support. The Rule of Three. price discount.

Closing 286

Closing B2B Decision Maker Discount 286

The Brooks Group

FEBRUARY 21, 2020

Sales negotiation is a critical skill for any high-performing team, and a major aspect of sales negotiation is overcoming sales objections. When your salespeople are effective at overcoming sales objections, they enjoy several benefits that also benefit your organization: Higher win rates. Better profit margins.

Objections 72

Objections Negotiation How To Discount 72

Vendor Neutral

JUNE 2, 2021

The 20 Best Sales Podcasts for 2021. Insight, Advice, and Guidance into Sales, Leadership, and Life. Through unprecedented times, people invariably find new ways to learn and to develop themselves both personally and professionally. Best Sales Podcasts - The Results Are In…. The Sales Management. Simplified.

B2B 130

B2B Sales Enablement Sales Webinar Metrics 130

Hubspot Sales

MAY 10, 2018

Bad sales advice is shockingly common -- and you don’t want to find out you’ve been misdirected the hard way. After all, every mistake means it’s harder to achieve your sales goals. I once worked for a manager who put a great deal of emphasis on activity metrics rather than actual sales results. 3) "Call them back.".

Hiring 103

Hiring Hubspot Inbound Promotion 103

CloserIQ

SEPTEMBER 25, 2019

We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. 11 Ways to Stand Out During a Sales Interview. And with so many people vying for sales jobs, it can be tough to make yourself stand out during your sales interview. Featured Article.

Hiring 49

Hiring Cold Calling Field Sales Objections 49

LeadFuze

SEPTEMBER 29, 2020

In other words, sales will be hard to come by for quite a while. The trends covered in this article will be a combination of general trends in sales (technology and processes) and those influenced by the Covid-19 pandemic. 6 Emerging Sales Trends to Watch. 2 Digital Sales. This is not fear-mongering.

Trends 76

Trends Top of Funnel Consumer Travel 76

Zoominfo

NOVEMBER 11, 2019

People buy from people first, product second, according to Director of Sales Steve Wernke. Let’s explore this conundrum with nine tips from our top sales closers. To make customers feel good about the sale, communicate these three pieces of value, in this order: additional support additional product and services price discount.

Closing 191

Closing B2B Scale Decision Maker 191

MTD Sales Training

SEPTEMBER 5, 2013

How much do you REALLY LOOK FORWARD to your sales meetings with the boss? I think the answer can often come down to the attitude we as salespeople choose to take into the meetings. Here are some tips on contributing effectively to your sales meetings so they don’t always turn out to be a waste of time: 1. Happy Selling!

Sales Meeting 120

Sales Meeting Meeting How To Salary 120

Gong.io

JUNE 25, 2019

These 7 sales mistakes are just that: Horrifying. SALES MISTAKE #1: “Feature dumping”. Feature dumping is to sales what bad breath is to dating. Feature dumping is to sales what bad breath is to dating. It kills “what could have been.”. SALES MISTAKE #2: Asking annoying questions. Hoping something sticks.

Top of Funnel 108

Top of Funnel Objections Buyer Video 108

Zoominfo

NOVEMBER 13, 2019

Today we’re exploring this conundrum with nine tips from our top sales closers. 9 B2B Closing Techniques People buy from people first, then product second, according to ZoomInfo’s Director of Sales Steve Wernke. So here are nine steps to humanize your closing process, and strengthen your overall sales strategy.

Closing 130

Closing B2B Decision Maker Scale 130

Sales Hacker

AUGUST 12, 2019

Have you ever wondered how other salespeople are tackling their roles? In this series, we’re going behind the scenes with top salespeople to get the inside scoop. Today, we’re pulling back the curtain on a VP Sales in an early-stage, high-growth company, and for that, we talked to Collin Cadmus of Aircall. Title: VP Sales.

Energy 80

Energy Report Up-Sell Follow-up 80

Sales Hacker

JANUARY 20, 2020

But if you ask anyone who has had a “C” or a “VP” at the front of their title, you’ll quickly learn that most modern executives face a firehose of sales reps, recruiters, marketers, and pick-your-brain-over-coffee-ers making direct requests for their time every day. This is another example of a confidence-killing filler phrase.

Real Estate 110

Real Estate Follow-up Face-to-face Trends 110

Smooth Sale

OCTOBER 16, 2018

Upon hearing a friend’s unhappy story, many sales lessons come to mind. Trust Is the Soul of Sales. Or, it’s possible the company culture is one of demanding sales. The threat of being fired potentially hangs over the heads of all the salespeople. 6 Ways Leaders Inspire Their Teams . Sales Tales. .

Commission 60

Commission Loyalty Hubspot Travel 60

The Brooks Group

MARCH 7, 2018

Building trust between sales leaders and their team members is essential to driving high performance. So, if you want your sales team to be engaged and productive, they must trust you (and the rest of the team.). Here are 9 keys to establish and build trust with your sales team. Start at the Top. Spend Time with the Team.

Hiring 56

Hiring Account Motivation Coaching 56

SBI Growth

AUGUST 21, 2012

As a Sales Leader of a growing organization, do you struggle to scale your sales force? Do you wonder to yourself, “why is it so hard to get salespeople to execute consistently? The board and CEO expect you to create a sales force capable of growing to match market demand, with no drop off in quality.

Scale 276

Scale Hiring Face-to-face Quota 276

Hyper-Connected Selling

MARCH 20, 2019

They rarely connect mindfulness with salespeople prospecting on the phone or delivering a sales presentation. But I’m going to suggest that salespeople can get a lot out of mindfulness tools. Let’s look at why mindfulness can be a powerful path for salespeople and how they can start walking it.

Journal 84

Journal Exercises Scale Lead Rank 84

A Sales Guy

NOVEMBER 24, 2015

Sales people are not leveraging the benefits of good sales data. What about your average sales cycle? We’re sneaking up on 2016 planning, and if you’re like most salespeople, you don’t know them and you DO NOT include those numbers in your plans or reviews. Don’e believe me? What’s the gap?

Data 60

Data Benefit Groups Remedy 60

Hubspot Sales

FEBRUARY 16, 2018

After a long day of sales calls, juggling what feels like a million prospects, and filling out endless CRM fields -- it’s easy for salespeople to slip into bad work habits. 15 Bad Work Habits Salespeople Should Avoid. In sales, we’re faced with rejection every day. Finally, reward yourself when successful.

Top of Funnel 109

Top of Funnel How To Hiring Face-to-face 109

HeavyHitter Sales

MARCH 11, 2011

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made? Sales Career Advice.

Penetration 140

Penetration Face-to-face Commission Software 140

Hubspot Sales

JUNE 4, 2018

Hopefully, you're avoiding the phrases that kill an introductory email -- like "Hi my name is X and I work at Y" -- but which ones should you replace them with? With better knowledge of the prospect’s most pressing priorities, you can showcase the value of your product in a way that resonates with their struggles and aligns with their goals.

Guarantee 110

Guarantee Social Media Buyer Persona Research 110

Adaptive Business Services

AUGUST 8, 2018

Powerful Sales Results. This book is dedicated to the passionate and hard-working men and women who eat what they kill in the sales profession. Your goal is to ensure that they make that decision (conclude the sale) in a timely manner regardless of the outcome. This is your repeatable sales process. Every Lead.

Lead Rank 89

Lead Rank Guarantee Lead Scoring Buyer 89

Nutshell

JANUARY 17, 2023

Sales and marketing teams and other business units benefit from the key functionality of CRM systems. The real problem is that your most important data is spread across multiple systems and people, making it difficult to leverage your information and collaborate on sales. What can a CRM do? ‍ This is where CRM comes into play.

CRM 62

CRM Software Software Report 62

Close.io

JANUARY 13, 2020

The sales process is about refinement: you take raw material and turn it into valuable, long-lasting customer relationships. If you don't know exactly how your leads move from one stage of the process to the next and why it's happening, your lead management isn't working, and you need a better sales lead tracker. Let's get to it. ?

Lead Rank 81

Lead Rank Lead Scoring Sales Qualified Lead Leads 81