Gong.io

SEPTEMBER 12, 2022

The sales cycle refers to the steps a team goes through to close a deal, while the sales process refers to how salespeople carry out those steps. After arming themselves with the list of names and research, your sales reps need to start cold contacting their prospects. Why is a sales cycle important? Contact prospects. Close the sale.

Sales Cycle 118

Sales Cycle Ideal Customer Profile Lead Rank Marketing Qualified Lead 118

Marc Wayshak

OCTOBER 16, 2021

Or maybe you’re not brand-new, but you’re still struggling to get to that next level of selling. This is a really common place for salespeople and business owners to find themselves…. That’s why I’ve compiled the basics of sales to help anyone master the foundation of selling, so getting to that next level is within reach.

Follow-up 100

Follow-up Up-Sell System Prospecting 100

Janek Performance Group

JUNE 27, 2023

Interestingly, salespeople share a similar purpose. Unfortunately, the rush to judgment is a common pitfall for inexperienced or untrained salespeople. Here at Janek, we call these components Critical Selling Skills. Examples of circumstantial evidence include talking about company history and product features.

Decision Maker 62

Decision Maker Sales Qualified Lead Construction Benefit 62

Zoominfo

MARCH 10, 2021

Choosing the right model for your business will tell you how many salespeople you need to hire, how you will contact and interact with customers, who your potential customers are, and how you can successfully close the deal. An active sales team can help educate your prospects and sell at non-discount rates. No pressure, right?

Company 100

Company Hiring Enterprise Enterprise 100

Janek Performance Group

DECEMBER 20, 2022

When selling SaaS, customers are buying a service that solves their business problems. If SaaS customers are not buying software, why do sales reps spend so much time selling software features? Yet, all too often, average sales reps ramble through the sales process. This is where a lot of sales organizations stay average.

Ideal Customer Profile 62

Ideal Customer Profile B2B Negotiation How To 62

Gong.io

NOVEMBER 30, 2022

You keep telling your reps to sell the benefits rather than the features. Yet you still hear them pitch the latest product feature on their sales calls. But what if there’s a sales methodology that forces them to sell the solution? Enter concept selling. Conceptual selling does the same thing for B2B products.

How To 62

How To Sales Methodology Decision Maker Buyer 62

Marc Wayshak

JANUARY 12, 2022

Are you genuinely excited about selling right now? Selling can sometimes lose its luster when the right motivation hasn’t kicked in…. Whether you’re brand-new to sales or you’ve been selling for decades, getting inspired about sales is key to success. Ready to get pumped up about selling? My goal here is twofold….

Motivation 84

Motivation Training Face-to-face Discount 84

Hubspot Sales

AUGUST 3, 2023

Everyone’s talking about AI and ChatGPT, but despite the buzz, selling AI products presents challenges for salespeople. In this article, we’ll delve into the challenges and share expert tips for selling your AI products to an apprehensive buyer or within a competitive market. For example, BDR.ai

Hubspot 85

Hubspot How To Lead Rank Scale 85

Hubspot Sales

JUNE 9, 2021

Only 3% of buyers trust salespeople. In fact, the only people that buyers trust less than sales reps are car salespeople, politicians, and lobbiers. It’s a great way to slow down your conversation, and speed up the sales process. If the prospect understands the value of what you are selling. Does that sound right?

Loyalty 111

Loyalty Conversion Buyer Prospecting 111

Openview

FEBRUARY 20, 2018

What makes your top-performing reps so good at selling? That the best salespeople are born, not made — which is great news for them, but not so good for your B and C players (or for you, unless you have a never-ending pipeline of A players to hire.). Maybe you think every great rep has something different going for him or her.

Conversion 98

Conversion Hiring eBook Call-back 98

Janek Performance Group

MAY 2, 2023

As the way we work has changed, the way we sell must change. For salespeople, change is constant. Upskilling ensures your team is ready for the increasing complexity of modern selling. These help your sales team generate interest and differentiate themselves and your products from the competition.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

Gong.io

AUGUST 10, 2022

Being a pushy salesperson who only focuses on their product’s features and benefits won’t get you very far in today’s market. That’s not great for them, but it presents an opportunity for everyone else. . If you’re ready to become a customer-centric salesperson, then read on to discover how consultative selling works. .

Consultative Selling 62

Consultative Selling ACT Cold Calling Buyer 62

Marc Wayshak

JANUARY 13, 2022

Do you ever find yourself in a selling situation where things just start to fall apart … and you’re not sure why? This happens to salespeople all day long—and the reason is virtually always that they’re lacking the right sales process. With both of these approaches, prospects think to themselves “Whoa, whoa, whoa.

Sales Process 83

Sales Process Sales Qualified Lead Face-to-face Case Study 83

Janek Performance Group

SEPTEMBER 2, 2022

There is a selling crisis today, and it is not caused by a pandemic, inflation, or the great resignation. Because of the information available to buyers today, selling this way is drastically outdated. In this article, we’ll explore how sales professionals can position themselves as trusted advisors by selling with integrity.

Handbook 62

Handbook ACT Referrals Buyer 62

Janek Performance Group

SEPTEMBER 2, 2022

There is a selling crisis today, and it is not caused by a pandemic, inflation, or the great resignation. Because of the information available to buyers today, selling this way is drastically outdated. In this article, we’ll explore how sales professionals can position themselves as trusted advisors by selling with integrity.

Handbook 62

Handbook ACT Referrals Buyer 62

Gong.io

NOVEMBER 12, 2021

In practice, it looks something like this: For this particular article, we reviewed millions upon millions of web conference meetings, phone calls, and emails to understand what separates the average sales rep from the pros. But the top sales reps are great at prospecting. The goal of prospecting is to sell the meeting.

Cold Calling 118

Cold Calling Negotiation Face-to-face Objections 118

The Digital Sales Institute

MARCH 5, 2021

How to sell in the digital era has become somewhat more complicated. So, salespeople and businesses need a different approach if they are to flourish in the new world or way of sales. Selling is all around us and buyers are being bombarded with emails, phone calls, social media messages, connection requests etc.

How To 52

How To Social Media Networking Channels 52

The Spiff Blog

MARCH 14, 2023

Mental Selling: The Sales Performance Podcast Psychology plays a pivotal role in sales — which is why we kick off today’s list with a podcast called Mental Selling. Each episode features a long-form interview with a sales leader or expert who offers their firsthand insights on a particular topic in the world of sales performance.

Hiring 73

Hiring Scale Pivotal Lead Rank 73

Allego

DECEMBER 18, 2019

A common refrain among sales managers, this implies that selling is more magic trick than science, and that great salespeople are born, not made. Cloning 10 copies of a great sales rep would merely produce 10 look-alikes who might (or might not) have a lick of talent. Of course, most of us know this isn’t true.

Networking 62

Networking Coaching Exact Study 62

Showpad

JUNE 20, 2022

Nowadays, people want to find that information themselves.”. Connor works within DuPont’s Corian® Design division, which specializes in Corian® Solid Surface, Quartz and Endura surfacing solutions for worktops, countertops, feature walls and more. . “A To deliver a great buying experience at scale, Connor turned to his ABM toolkit.

Account Based Marketing 98

Account Based Marketing Buyer Scale Customer 98

Crunchbase

AUGUST 19, 2021

We are honored to feature and promote their contribution on the Crunchbase blog. But what you probably haven’t read yet is how it has specifically impacted the lives and livelihood of the people who proudly call themselves “salespeople.”. This article is part of the Crunchbase Community Contributor Series.

Lead Gen 52

Lead Gen Sales Qualified Lead Scale Advertising 52

BuzzBoard

FEBRUARY 26, 2024

Clean native integrations with platforms, such as Salesforce, Hubspot, and Zendesk Sell, making the data more actionable. Making Hyper-Personalization Possible for Account-Based Selling Today’s organizations find the most success in their customer acquisition efforts by employing an account-first approach.

Ideal Customer Profile 52

Ideal Customer Profile Demand Generation Agencies Top of Funnel Customer 52

Marc Wayshak

MAY 3, 2021

We live in a truly unprecedented time in selling for many reasons. Up until just a couple of years ago, most sales training ideas were just some guru’s anecdotal ideas about how to sell… Because of this, it was impossible to tell whether those same ideas would work for individual salespeople. Check it out: 1. Disqualify.

Data 104

Data Face-to-face Call-back Objections 104

Xvoyant

FEBRUARY 25, 2020

Salespeople have changed. It doesn’t matter what your company sells or how it is sold, how a person sells is more important than what the salesperson sells, and because of this, the art and science of sales is evolving faster than it ever has as sales teams work to create new competitive advantages. Buyers have changed.

Coaching 79

Coaching Sales Coaching Face-to-face Quota 79

Marc Wayshak

DECEMBER 14, 2022

One of the biggest mistakes salespeople make when overcoming objections in sales is that they get nervous and start to freak out as soon as a prospect pushes back. When salespeople have this reaction of being obviously “thrown off” by sales objections, prospects can sense it immediately. ” Or say, “Great question.

Objections 66

Objections Lead Rank Face-to-face Up-Sell 66

Mindtickle

MARCH 9, 2022

We recently launched a new podcast called Ready, Set, Sell , where we’ll regularly sit down with industry thought leaders to provide listeners with smart insights, tangible advice, and actionable tips they can apply to the work they do in their own roles. Creating unique selling propositions. Mindtickle is on the airwaves!

Coaching 59

Coaching Scale Up-Sell Sales 59

A Sales Guy

JULY 25, 2014

Unfortunately, this is where many salespeople drop the ball, losing additional opportunities and referrals as a result. Since it is clearly much easier to sell customers who have already bought from you, it is always in your best interest to master the critical elements of the subtle art of follow-up.

Follow-up 137

Follow-up Referrals Commission Up-Sell 137

Marc Wayshak

DECEMBER 9, 2020

Ever find yourself in a selling situation where you thought things were going well… but then suddenly the prospect disappeared , or the sale just didn’t go the way you expected? Salespeople often want my advice on how to deal with specific sales problems that arise, asking “How do I overcome this exact objection ?”

Cold Calling 90

Cold Calling Follow-up Sales Qualified Lead Cost per Acquisition 90

Gong.io

SEPTEMBER 22, 2021

Not getting great results? Our research shows a 2X higher success rate for salespeople who state it right away. Cold calling isn’t about discovery, it’s about selling a meeting. Not getting great results? Sell the conversation , not the meeting. Not getting great results? Want to know more? Questions asked.

Analytics 132

Analytics Cold Calling Call-back Lead Rank 132

Gong.io

FEBRUARY 9, 2019

Art and science are both essential to GREAT prospecting. The next time you meet someone new, see if they introduce themselves by stating their full name. People who introduce themselves with their full name command respect. Cold calling isn’t about discovery – it’s about selling the meeting. It’s all important.

Cold Calling 133

Cold Calling Call-back Objections Buyer 133

Hubspot Sales

JANUARY 4, 2018

Each of the sales regions created their own video about the average day in the life of a salesperson. Give each of your top salespeople from last year a superhero persona. Divide salespeople into tribes. Salespeople want to learn what the top people at the company did so they can achieve the same success. 2) Star Wars.

Hiring 120

Hiring Call-back Exercises Networking 120

Sales Hacker

DECEMBER 30, 2020

Meanwhile, 64% of sales leaders who doubled down on remote selling reported meeting and/or exceeding their revenue targets in 2020. And with many companies planning to stay remote into 2021 (and some fully remote indefinitely), knowing how to navigate remote selling isn’t optional anymore. READ THIS: Selling From Home?

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

Marc Wayshak

DECEMBER 1, 2021

Most salespeople tend to jump right into their pitch when they present. No matter what you sell, your offering or service ultimately helps them get from where they are to where they want to go. This is not about doing a feature and benefit presentation. Check it out: 1. Deep discovery first. Get constant feedback.

Closing 77

Closing Case Study Face-to-face Prospecting 77

Hubspot Sales

OCTOBER 29, 2017

Sales Videos by Well-Known Selling Experts. You might know him from The Little Red Book of Selling, the best-selling sales book of all time (and one of our picks for 10 must-read sales books for rookie reps). I recently featured a few of Gitomer’s videos on writing sales emails on this blog. Best Sales Videos.

Channels 111

Channels Video Training Hiring 111

Vengreso

MARCH 7, 2022

Anyone responsible for selling knows that prospecting includes cold emails (aka unsolicited emails), but who’s actually good at it? How can a salesperson drive a solid open and email engagement rate from a series of unsolicited sales emails, especially now in a virtual selling and digitally polluted environment? Their answer?

How To 98

How To Cold Calling Webinar Metrics Lead Rank 98

Gong.io

NOVEMBER 12, 2021

In practice, it looks something like this: For this particular article, we reviewed millions upon millions of web conference meetings, phone calls, and emails to understand what separates the average sales rep from the pros. But the top sales reps are great at prospecting. The goal of prospecting is to sell the meeting.

Cold Calling 71

Cold Calling Negotiation Face-to-face Objections 71

Bigtincan

NOVEMBER 2, 2021

You should be looking for those four features when evaluating high-quality sales onboarding solution options. Key Feature #1: Curriculum-Based Training That’s Easy to Navigate and Track. Key Feature #2: Subject Matter Experts Can Quickly Create Impactful and Fresh Content. Content creation. Scorecards.

Comparison 105

Comparison Software Software Hiring 105