Anthony Iannarino

APRIL 28, 2020

Why would you call on a prospective client to sell your products or services if you didn’t have a relatively well-formed theory about the problems and challenges they are almost certain to be experiencing? Before you make a discovery call, you should already know the primary challenges your dream client is likely to be experiencing.

How To 120

How To Trends eBook Industry 120

Gong.io

FEBRUARY 14, 2022

Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. Chris was an early Gong guy (Nov ‘16 start date) where he’s served as the Senior Director of Product Marketing followed by the Head of Sales for Existing Accounts. Cold calling to SEO.

Examples 121

Examples Strategy Hiring Cold Calling 121

The Sales Hunter

JUNE 25, 2019

The days of making random phone calls are gone. You need to know what questions you will ask to open up and engage with the prospect. Your priority is to immediately engage them with a question that they find interesting. If you’re making initial calls, your objective is to secure a time for a discovery call.

Prospecting 192

Prospecting VanillaSoft Gatekeeper Decision Maker 192

Gong.io

MAY 20, 2021

You’re not there to ask questions. You’re there to prompt them to ask questions. . Wins begin in discovery. A common feature we saw across winning demos is that they were backed by good discovery calls. . A common feature we saw across winning demos is that they were backed by good discovery calls. .

Data 83

Data Infusion Call-back Exact 83

Partners in Excellence

SEPTEMBER 27, 2021

Recently, I was doing a workshop with a really great sales team. Some of them tried to convert those features to discovery questions. ” The team struggled for a few minutes, they kept asking questions that were product focused. Suddenly, one sales person got frustrated with my goading.

Exercises 120

Exercises Conversion Prospecting Customer 120

Gong.io

JULY 5, 2022

It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. The B2B sales funnel is a popular method for modeling this journey. What is a B2B sales funnel? . Now, there are a few naysayers who proclaim that “SaLeS fUnNeLs ArE dEaD.” .

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Gong.io

JUNE 25, 2021

Hard-hitting sales stats. ” Our product gives sales leaders data-backed insights into their sales team. And our Gong Labs team pores through stats from millions of sales interactions to uncover actionable sales tips. Sales Stats for Prospecting. Sales Stat #1: DON’T use ROI in cold emails.

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

Partners in Excellence

OCTOBER 7, 2020

I had a fascinating call with a young sales person. He’d been reading a lot of my blogs, particularly on the “ customer’s why.” “Dave,” he asked, “I tried everything you suggested in your blogs. ” “What did you do, how did you end the call?”

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Face-to-face Conversion Customer Relationals 77

Partners in Excellence

OCTOBER 29, 2021

Questions are probably one of the most critical tools for sales people and all leaders. It’s through questions and questioning, we think about change, doing things differently. But sometimes, our questions are less effective or actually weaponize our intent. So we ask questions, but with an agenda.

Intent 118

Intent Positioning Coaching Lead Rank 118

Zoominfo

MAY 10, 2018

Under constant pressure to meet quota, productivity is at the forefront of every sales rep’s mind. Yet, regardless of the many sales productivity tips and tricks published online, 65% of B2B organizations say they still struggle with sales productivity ( source ). You make too many cold calls. of the time.

Cold Calling 236

Cold Calling Top of Funnel Direct Mail Referrals 236

MTD Sales Training

NOVEMBER 5, 2018

Here’s a question to get you thinking: What do you need to do today, tomorrow and next week that would have the biggest impact on your business growth? It’s a far-reaching question that determines how and where you should be spending your valuable time. The answers to the last three questions will help you answer this one.

How To 224

How To Buying Cycle Social Media Follow-up 224

Mindtickle

NOVEMBER 16, 2022

That’s the short and sweet version, but we go into the depths of the difference between skill and deal coaching in this blog if you want to learn more. For example, you choose discovery and focus on assessing and building this skill for each rep. Conversation intelligence call scores. Talk time % on calls vs attendees.

Coaching 52

Coaching Sales Coaching Call-back Face-to-face 52

No More Cold Calling

NOVEMBER 2, 2018

This time, she arranged a call with her colleague to get the referral. It’s not only presumptuous; it’s rude—and a big sales mistake. That’s not cold calling. But referral sources can’t explain the business reason for the call if they don’t know it, nor can they be sure your sales team will provide relevant insights.

Referrals 253

Referrals LinkedIn Social Media Ideal Customer Profile 253

Sales and Marketing Management

JULY 24, 2017

Author: Mark Kosoglow, VP of Sales, Outreach Unlike most professions, sales has a standard that literally dictates success or failure. It’s called quota. In industry speak, this is called forecasting, and most reps fail at it because they don’t trust the pipeline their CRM presents. Payout – How big is the deal?

Forecasting 224

Forecasting Quota Pipeline Follow-up 224

Gong.io

DECEMBER 19, 2019

There’s no shortage of sales tips online. In fact, Google returns 1,370,000,000 results when you search “sales tips”. Some of those results are Gong’s articles, and what sets them apart is our focus on data-backed sales tips. So when we share an article that includes the “7 best data-backed sales tips,” we mean business.

Data 122

Data Insurance Insurance Cold Calling 122

Partners in Excellence

APRIL 22, 2022

To be honest, I may respond to less than 5% of the sales outreaches I get. ” By that, I mean, some sales person has taken the trouble to find me and reach out to me, and I’m interested enough to say, “tell me more… ” But they disappear. .” I trash or spam most. However, a response is a response.

Follow-up 91

Follow-up Prospecting Up-Sell Objections 91

DiscoverOrg Sales

JUNE 19, 2018

Let’s agree that the goal of your marketing team should be to help your sales team. But as sales professionals, how can you feed your sales intelligence in to your marketing team and how can they use that intelligence to better help you close sales? Read it: 7 Quick Wins for Sales and Marketing Alignment.

Buyer Persona 214

Buyer Persona Marketing Scale Collateral 214

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know whether to move prospects through your sales funnel or disqualify them? We’ll explain what sales qualification is and why it’s important. What is sales qualification?

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

criteria for success

MAY 4, 2022

Many senior executives in sales and marketing don’t know who their buyers are, and don’t know how to position a selling conversation. Using a buyer persona template will allow your sales and marketing teams to be more effective by understanding more about your buyers. We implemented the CFS Sales Growth Program. Download Now.

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Buyer Persona Buyer Collateral Case Study 96

Crunchbase

DECEMBER 13, 2021

We are honored to feature and promote their contribution on the Crunchbase blog. If you’ve been working in sales for a while, you probably know the ins and outs of sales prospecting. In recent years, we’ve all had to adapt to the sales digital transformation. However, you may still be wary of selling online.

Hiring 105

Hiring Face-to-face Demand Generation Agencies Video 105

Anthony Iannarino

AUGUST 13, 2020

In August of 2017, I wrote about the fact that the linear sales process is broken. Because the sales conversation is nonlinear, it isn’t easy to follow a linear path from target to close. All of this is true, and none of it means you no longer need a sales process. What Is the Sales Process?

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Sales Process How To eBook Sales Qualified Lead 118

Gong.io

AUGUST 22, 2018

“I’m running out of sales training ideas ,” the director of sales told me, a bit embarrassed. “My My job is to upskill the sales team ,” he said. But keeping a calendar of sales training topics has been tough to juggle with everything else I have to do.”. This story is more common than many sales managers care to admit.

Training 92

Training Cold Calling Webinar Metrics Objections 92

Jeff Shore

NOVEMBER 20, 2018

Mindset is everything in sales. Sales technique is important, but mindset will always guide technique. Here are the top five beliefs that dramatically limit many sales professional’s success: 1. Buyers don’t like discovery questions. ?Every By Amy O’Connor . Buyers won’t buy without a discount or incentive. ?. ???Not

Discount 109

Discount Follow-up Incentives Incentive 109

Adaptive Business Services

MARCH 23, 2022

Events, social media activity (primarily Twitter and LinkedIn), calls, coffee, Zoom meetings…they’re all part of the process. Something like 95% of all blogs are abandoned. I started my first marketing blog in 2005, then sold it in 2010 and started the Webbiquity blog. How do you manage to stand out from the noise?

Social Selling 101

Social Selling Social Media Twitter Networking 101

Alice Heiman

APRIL 10, 2024

This week’s episode of “Sales Talk for CEOs” is out of this world, literally! Key Takeaways for CEOs: Foster a Culture of Curiosity: Beth’s endless questions at NASA showcase the need for leaders to cultivate curiosity within their teams. Change is not just inevitable; it’s an opportunity for growth.

Nonprofit 62

Nonprofit Education Lead Rank Lead Scoring 62

Anthony Iannarino

JULY 8, 2019

In the past, the word discovery was used to describe both a stage in the sales process as well as an outcome. Discovery presupposed that the client was dissatisfied, and if you get them to share all the ways they were unhappy, you could share with them how you might help improve their results and their experience.

How To 99

How To eBook Closing Call-back 99

Gong.io

JANUARY 5, 2019

The best sales methodology for your situation will change; it’s not static. Your company needs different sales methodologies at different stages of its maturity. The sales methodology that works in one stage of your company’s growth may actually harm it at a different stage. The Top 10 Sales Methodologies.

Sales Methodology 131

Sales Methodology How To Inbound Lead Rank 131

Shari Levitin

MARCH 9, 2023

Ask more questions, listen, and look interested. It’s easy to put off sending emails, cold calling and stalking new territories, but like the leopard, this is the lifeblood of your business. It’s better to personalize your outreach and call fewer clients than to dial for dollars and spray and pray. Quick question?”

ACT 118

ACT Territories Sports Cold Calling 118

Chorus.ai

DECEMBER 12, 2018

In our last two blogs in the sales discovery series we answered questions like -. What is the ideal discovery flow? Reps often wonder whether it makes sense to give prospects an early teaser of the product during discovery. Or should demos be saved for later and have discovery focused only on….

Call-back 48

Call-back Sales Forecasts Forecasting Google 48

Chorus.ai

NOVEMBER 19, 2018

During discovery we mostly think of the things we need from the prospect — budget, authority, next steps, timelines. But what about the value the prospect expects to get from the call? In our last article in the Discovery Call blog series , we called it an ideal discovery experience. the list goes on.

Education 48

Education Prospecting Case Study Google 48

Anthony Iannarino

JULY 27, 2020

One can work in sales for a very long time without getting better. You can work in sales for ten years and have the same year ten times. How the Best Get Better in Sales. There is never a shortage of people who tell you that you should—or should not—make cold calls. 4 Ways to Boost Your Cold Call Results.

Negotiation 81

Negotiation How To eBook Cold Calling 81

SBI Growth

DECEMBER 7, 2012

To hire effectively you need to observe sales candidates in action. Most sales leaders discount the job tryout because it is difficult. This post is written for the head of sales of a rapidly growing organization. We will discuss how to test for great sales talent. Want to start hiring better sales talent today?

Hiring 282

Hiring Face-to-face Salary Sales Talent 282

Selling Essentials RapidLearning Center

APRIL 19, 2022

True or false: Salespeople should emphatically NOT ask their prospects stupid questions. True or false: Salespeople SHOULD emphatically ask their prospects stupid questions. Because there are stupid questions that you should ask, and then there are “stoopid” questions that you shouldn’t. Feels so good.

Hiring 59

Hiring SalesForce CRM Software 59

No More Cold Calling

JUNE 13, 2013

Guest blogger, Michael Nick, explains where (and how) to use ROI in your sales process. In this month’s guest blog, Michael breaks the ROI process into simple, easy-to-follow steps. If I had a dollar for every time someone asked me that question, I would be rich. In your current sales process, what do you do first?

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

Openview

NOVEMBER 30, 2017

The most decisive factor separating your superstar reps from everyone else on your team comes down to their sales conversations. And no matter which way you slice the data, it’s clear: There are almost always major differences between how “A-players” and “B-players” run sales conversations. They send out the same quantity of emails.

Data 119

Data Quota Call-back Face-to-face 119

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. The future of AI in sales What AI can do for account executives The Harvard Business Review found sales teams using AI increased leads by more than 50% and reduced costs by up to 60%.

Ideal Customer Profile 74

Ideal Customer Profile Lead Rank Lead Scoring Proposal 74

Marc Wayshak

MAY 25, 2022

Do you manage a sales team or an organization that has a sales team? If so, you might often find yourself thinking, “I feel like with just a couple of small tweaks, we could be making so many more sales…”. Simply put, small tweaks have an outsized impact in sales. That way, your sales team is starting with an advantage.

Hiring 62

Hiring Sales Management Training Lead Gen 62