Julie Hanson

JULY 14, 2019

Video is fast becoming a salesperson’s secret weapon in the battle for attention of today’s busy buyers. Whether it’s recorded videos for prospecting or a webcam for a remote meeting, using video in sales can help you quickly establish a personal connection, stand out from the competition, and close more deals. Research by Gong.io

ACT 99

ACT Video Film Face-to-face 99

Hubspot Sales

MAY 24, 2023

A closing call is like the finish line of a marathon. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. The closing call is all about controlling the controllable. In this article: What is a closing call? Why is the closing call so important?

Closing 102

Closing Proposal Call-back Vendor 102

Zoominfo

JUNE 9, 2019

Good questions and the answers they produce can make a huge difference in your ability to close deals faster. So keep reading as we provide you with our top 12 B2B sales questions to close deals faster. From here you’ll be able to estimate the length of the buyer’s journey and set your expectations accordingly.

B2B 252

B2B Closing Scale Guarantee 252

DiscoverOrg Sales

SEPTEMBER 4, 2018

Closing should be a win for both sides. Hubspot details this sales closing technique with a few questions: Ask your prospect: “Think of a scale of 1 – 10, where 1 is ‘I would NEVER buy from you’ and 10 is ‘I wish you sold more so I could KEEP buying from you!'” Being OK with Walking Away.

Closing 286

Closing B2B Decision Maker Discount 286

Mindtickle

APRIL 2, 2024

With AI, sellers can boost productivity and close more deals , and CROs are taking note by investing accordingly. By 2025, 0 % of CROs will have a centralized AI operations team on their GTM org The most innovative organizations also incorporate AI in sales enablement to ensure their sellers always have what it takes to close deals.

Sales Enablement 52

Sales Enablement Closing Forecasting Scale 52

Zoominfo

NOVEMBER 11, 2019

Closing should be a win for both sides. Sales Closing Questions: The 1-to-10 Framework. Question 2: Act surprised. Act surprised, no matter which number they choose: “I’m surprised you picked a number that high! Question 4: The Closing Question. “It Read More: 10 Discovery Questions to Uncover Buyer Need.

Closing 191

Closing B2B Scale Decision Maker 191

The Pipeline

AUGUST 8, 2011

Talking Long-Term – Acting Short-Term – Sales eXchange – 109. Specifically, the tendency to talk long-term, but act short-term; the effect of which is usually negative on results. But in ways that sabotage the sale but scaring and/or alienating the buyer. April 2008. March 2008. February 2008. January 2008. December 2007.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Highspot

DECEMBER 8, 2020

To navigate these murky waters, salespeople are increasingly relying on the concept of buyer enablement – a sales approach that makes it easier than ever for buyers to champion your product, so reps can close new business. What are the four types of buyers. How do you engage a B2B buyer? What Is Buyer Enablement?

Buyer 98

Buyer Examples Top of Funnel ROI 98

Hubspot Sales

JANUARY 4, 2019

Heading into a closing conversation with a prospect is always nerve-wracking. A "yes" or "no" hinges on far more than just the specific closing sentence or question. A "yes" or "no" hinges on far more than just the specific closing sentence or question. Read on to learn the closing phrases you should (and shouldn't) use.

Closing 145

Closing Objections ACT Buyer 145

No More Cold Calling

SEPTEMBER 28, 2023

To stop acting like sales stalkers and start acting like salespeople (“people” being the operative word). They weren’t even close to making quota. She finally asked her team: “Did you ever close business over email?” Not even close! It’s important to show up online like you show up in-person.

Referrals 177

Referrals Cold Calling Lead Rank Lead Scoring 177

Hubspot Sales

AUGUST 14, 2023

Value leaks undermine a buyer’s confidence in your solution, reducing your likelihood of closing — and even if you do win, you’ll have a harder time charging full price. Buyers will request concessions to address their concerns about perceived shortcomings. Why do value leaks occur? Remain composed when you get here.

Closing 120

Closing Proposal Negotiation Discount 120

The Digital Sales Institute

SEPTEMBER 6, 2022

How to sell and engage buyers in the digital, remote, and noisy world is definitely a challenge we all face. The spray and pray days of contacting buyers with little more than a sales pitch to hit our sales targets have long since passed. The modern buyer demands more and expects a more personalized, tailored experience.

Buyer 59

Buyer How To Ideal Customer Profile Face-to-face 59

Score More Sales

FEBRUARY 18, 2013

In selling there is a lot of big talk about closing deals, as if the act of “closing” is a verb and is something to do TO your prospective client or customer. Gain control of these feeble buyers, right? Guide your buyers by creating value for them. Guide your buyers to set a next action with you.

Buyer 222

Buyer Inside Sales Exercises Outbound 222

Zoominfo

NOVEMBER 13, 2019

Buyers want to feel good about who they’re buying from, and they want to walk away feeling good about the deal they’ve just made. 9 B2B Closing Techniques People buy from people first, then product second, according to ZoomInfo’s Director of Sales Steve Wernke. Closing should be a win for both sides. Question 2: Act surprised.

Closing 130

Closing B2B Decision Maker Scale 130

Salesmate

JANUARY 31, 2020

The smart buyers prefer going through these reviews before making a purchase. 72% of customers won’t act until they read reviews. If the reviews are good, you won’t face much difficulty in closing a deal. It is undoubtedly possible to gain your potential buyer’s trust and close deals even if you have negative reviews.

Closing 125

Closing How To Hiring Social Media 125

Hubspot Sales

MARCH 27, 2023

You have to be prepared to meet them at every stage of the buyer's journey and frame yourself as a knowledgeable, reliable, trustworthy resource. If you do, you run the risk of souring your relationship with a prospect by pushing them to act before they're ready. That starts with asking the right questions at the right time.

Top of Funnel 101

Top of Funnel Hubspot Buyer Prospecting 101

The Digital Sales Institute

SEPTEMBER 13, 2022

How to really close a sale is about getting the prospect to take action now. Some salespeople find closing a sale to be stressful, however with the right skill, mindset, and techniques it does not need to be. TO CLOSE A SALE, YOU NEED TO DEFINE THE NEED. Closing the sale. Defining the need. Defining the need.

Closing 52

Closing How To Negotiation Objections 52

Act!

APRIL 16, 2024

Generic content just doesn’t cut it with the modern-day buyer, seller or tenant, especially when they’ve got plenty of options to choose from. For instance, Act! All you need is a CRM like Act!, Up your personalization game with Act! With a platform like Act!, which enables email marketing automation (and more!).

Campaigns 52

Campaigns Real Estate Ideal Customer Profile CRM 52

Hubspot Sales

APRIL 17, 2018

Ask any sales rep what the hardest part of their job is, and I’ll bet they’ll say “closing.” Here are 17 of the most prevalent -- and devastating -- closing fumbles I see reps make. 17 Sales Closing Mistakes to Stop Making Right Now. Here are 17 of the most prevalent -- and devastating -- closing fumbles I see reps make.

Closing 138

Closing Decision Maker Negotiation Vendor 138

Act!

APRIL 16, 2024

Did you know that by 2025, 80 percent of B2B sale s interactions between buyers and sellers are predicted to happen virtually? It’s difficult to find specialized remote sales professionals In conventional sales, you leverage both verbal and non-verbal communication to build trust with your prospects and close deals.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

DiscoverOrg Sales

SEPTEMBER 4, 2018

Closing should be a win for both sides. Hubspot details this sales closing technique with a few questions: Question 1: A scale of 1 – 10. ” Question 2: Act surprised. Act surprised, no matter which number they choose: “I’m surprised you picked a number that high! ” Question 4: The closing question. “It

Closing 120

Closing B2B Decision Maker Scale 120

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. Without executive buy-in, your deals stall, you lose momentum, and your close rates plummet. So if you want to win over C-suite buyers, you need to show competence in their business, at their level.

Decision Maker 87

Decision Maker ACT ROI How To 87

Miller Heiman Group

MAY 21, 2019

It’s natural to want to carry the conversation, impress others with your knowledge and continue moving the deal forward, especially if you’re eager to educate a potential buyer about your solution. So how can sellers get buyers to listen to a sales pitch? Has the buyer already identified what they believe is their desired solution?

Closing 92

Closing ACT Buyer Groups 92

Hubspot Sales

APRIL 10, 2020

It means recognizing that the way your customer buys from you no longer fits into a convenient one-size-fits-all buyer journey. In today’s market, reviews and word of mouth referrals are the fuel for growth, with 84% of buyers now kick off their buying process with a referral. This is what modern buyers expect.

Buyer 126

Buyer Top of Funnel Ideal Customer Profile Inbound 126

The Pipeline

JUNE 25, 2019

Specifically, the benefits are meant to accrue more to the seller than the buyer. Buyers often opting to delay, involving more people in the decision, increase in tenders, and other impediments. Understand the buyers’ process for making a decision, both in how they prioritize, and then buy.

Buying Cycle 241

Buying Cycle Sales Cycle Lead Rank Lead Scoring 241

MTD Sales Training

NOVEMBER 22, 2016

As a sales consultant , how can you help buyers to build this vision? The journey needs to be clear and not committing you to a particular course of action, but allow the buyer to feel that any decision he makes with you in mind will be great for their future. It helps us to set goals, have purpose and build strategies. Suppose we….or

Lead Rank 120

Lead Rank Closing Prospecting Leads 120

Zoominfo

JUNE 9, 2019

Good questions and the answers they produce can make a huge difference in your ability to close deals faster. Sales Questions To Close Deals Faster 1. From here you’ll be able to estimate the length of the buyer’s journey and set your expectations accordingly. This information indicates that they’re an active buyer.

B2B 100

B2B Closing Scale Guarantee 100

Nutshell

AUGUST 27, 2018

To point you in the right direction, we’ve compiled a list of some of the best and most popular B2B sales tactics from general practices to specific sales techniques you can use to close more of your deals. There are many ways to find potential buyers. Prospecting. What is prospecting? Finding Qualified Leads. Cold Calling.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

Gong.io

DECEMBER 13, 2021

Example #2: You call a millionaire at 5 AM, and you tell her, “I can help you make $20,000 today, but you have to act right now,” She says no thank you and hangs up. If you call that same millionaire at 5 AM, and you tell her, “I can prevent you from losing $20,000, but you have to act right now,” her interest is now piqued.

Closing 62

Closing Journal Benefit ACT 62

Sales 2.0

AUGUST 10, 2023

Non-value-add selling is going away If you don’t add value, the buyer doesn’t really want you there. You need to understand what your buyer is dealing with, and how can you potentially help them. If you don’t add value, the buyer doesn’t really want you there. Sign up for the Sales 2.0

Scale 195

Scale Study CRM Up-Sell 195

Nutshell

DECEMBER 21, 2022

Most sales training focuses on prospecting , lead nurturing, and closing techniques. But what should a seller do after securing a new buyer? Customer Retention: A Definition Customer retention is the act of retaining customers over a specific period of time such as a month, quarter, or year. How much more?

Retention 71

Retention Outsourcing Services Buyer Customer 71

The Pipeline

JANUARY 28, 2020

This is especially true in sales, where so much hangs on what the buyers and we say. What we call something will determine how we look at it, act, and react as a result. No matter how right and tight, your buyer persona is, how much of your drips they have downloaded, or any other factor. An Unvirtuous Circle. And why not.

Cold Calling 344

Cold Calling Buyer Persona Decision Maker ACT 344

Sales Hacker

NOVEMBER 9, 2017

By the time a prospect today talks to a sales rep they are already more than halfway done with the buyer journey. The new breed of salesperson will think like a rep, act like a marketer, and react like customer service. What needs to shift is how sales reps put those traits on display, which brings us to… Act Like a Marketer.

Customer Service 84

Customer Service ACT Hiring Customer 84

criteria for success

MARCH 11, 2020

Handling objections at the close is a common hurdle salespeople must overcome when finalizing a deal. Different buyer personas may also pose final objections to confirm they're making the right decision by purchasing your product or service. 6 Tips for Handling Objections at the Close. Handling Objections. Download Now.

Objections 69

Objections Closing Decision Maker Lead Rank 69

Sales Hacker

JUNE 24, 2021

Adding insult to injury, that imbalance means all that time and money it takes to get prospects to the closing phase goes to waste. But like all other aspects of sales, closing is a process. Radio silence from your prospects at the close stage could be caused by the fact that they haven’t seen the documents your reps sent.

Top of Funnel 109

Top of Funnel Closing Decision Maker Proposal 109

Sales Evangelist

JULY 7, 2023

Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights.

ACT 40

ACT Survey How To LinkedIn 40

LeadFuze

JULY 18, 2023

The art of closing deals involves not only persuading potential customers but also understanding their needs and concerns. In this comprehensive guide, we will delve into the emotional stakes involved in closing sales. FAQs in Relation to How to Close a Sale What are the steps to close a sale?

Closing 52

Closing Top of Funnel How To Case Study 52