Gong.io

JULY 5, 2022

What is a B2B sales funnel? . B2B sales teams use the funnel model to determine how best to engage with a given prospective customer, and to understand what types of questions to ask and information to provide in order to progress that buyer through the funnel. Awareness, Interest, Evaluation, Purchase). Example, please!

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Marc Wayshak

DECEMBER 21, 2022

Our latest research study analyzed about 24,000 sales conversations to determine what top-performing reps are doing to close more deals than everyone else. In fact, we learned that top performers have 54% more conversation switches in discovery, and 78% more conversation switches during presentations. Of course your answer is yes.

Data 93

Data Closing Case Study Call-back 93

Anthony Iannarino

AUGUST 11, 2020

One of the most significant changes in sales is the meaning of the word “closing.” In that book, Rackham explained that closing behaviors worked very well when the sales were what we might call transactional, the idea that is a frequent decision and one with low consequences. Understanding Conversations and Commitments.

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Closing How To Negotiation Hiring 122

Partners in Excellence

OCTOBER 7, 2020

Right now, open up your CRM system. Largely what the activities in your sales process describe are the activities we, sales people, complete. It’s moved from a prospect into qualifying, then perhaps into discovery, proposing, and closing. What’ this mean to we sellers? Source: Gartner.

Customer 122

Customer Proposal Negotiation Forecasting 122

The Digital Sales Institute

OCTOBER 13, 2023

Selling is changing rapidly and having a longer term career as a salesperson now depends on having a far wider of value added sales skills than even five years ago. Educated and well informed customers now shift their focus from the product being sold to the salesperson who sells the product. What Is Free Sales Training?

Training 52

Training Webinar Metrics Channels Video 52

Marc Wayshak

MAY 17, 2023

What Objections Really Are—and Why They Happen Marc Wayshak: I’m psyched to have you here, Tiffany. Everything from, “Great, I just have to run this by my boss or my partner,” all the way to, “I’ll try it on my own,” or, “I think I’m going to try what I’ve already got.” Marc Wayshak: Yeah. Or, “The price is too high.

Objections 80

Objections Call-back Face-to-face Follow-up 80

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) no more updating the CRM): Automating the repetitive, manual tasks means more time spent on meaningful tasks.

Ideal Customer Profile 74

Ideal Customer Profile Lead Rank Lead Scoring Proposal 74

Gong.io

JUNE 25, 2021

” A lot of sales blogs say you should do it (good ones too!). Or asked “What does your calendar look like next week?” It’s a “pattern interrupt,” meaning it scrambles the receiver’s brain. Give the people what they want! The reason for my call is… Sales Stat #6: Avoid discovery.

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

The Spiff Blog

FEBRUARY 24, 2023

This blog post will discuss the most common sales objections and provide actionable tips on how to combat them. Once you’ve identified the underlying meaning behind the objection with the right questions, be direct in addressing that specific pain point for your buyer with evidence to ease their concerns. Above all else, be helpful.

Objections 80

Objections Hiring Face-to-face Buyer Persona 80

Gong.io

DECEMBER 19, 2019

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. What should you do instead? Great People Are Now Doing This Instead. What is multi-threading?

Data 122

Data Insurance Insurance Cold Calling 122

Sales Hacker

MAY 22, 2020

It’s heavily inspired by SP3V, a sales discovery call framework we learned from the Winning By Design team, who we highly recommend. Here’s what we’re going to cover: Why most people such at outreach. I loved your recent blog post on how the solar eclipse was actually a hoax perpetrated by big pharma to sell more vitamin D.

Prospecting 109

Prospecting Scale Case Study Top of Funnel 109

Anthony Iannarino

AUGUST 14, 2020

All of this is true, and none of it means you no longer need a sales process. What Is the Sales Process? The sales process is our best guess at what we need to do throughout the sales conversations we have with our clients and our prospective clients. Your contact invites you to explore what might be a solution.

Sales Process 62

Sales Process How To eBook Sales Qualified Lead 62

Anthony Iannarino

JUNE 26, 2020

Without meaning to, a high focus on “product” can cause people to believe that sharing their solution is how they are going to win. Some in sales believe that “what they sell” is capable of creating a preference on its own, and one strong enough to win a big deal. This is now a rather grave mistake.

eBook 120

eBook Sales Qualified Lead B2B Up-Sell 120

The Accidental Negotiator

FEBRUARY 4, 2022

As negotiators, we need to know what our options for resolving disputes are. Lawyers typically dominate litigation, which often ends in a settlement agreement during the pretrial period of discovery and preparation. What All Of This Means For You. Learn what you need to know to do the job. Dealing With Disputes.

Negotiation 98

Negotiation Face-to-face ACT Exact 98

Anthony Iannarino

FEBRUARY 21, 2020

Creating new opportunities in B2B sales means capturing mindshare , shaping the way clients view their business, their challenges, their opportunities. Mindshare also means consulting and providing advice around the decisions where your business and industry intersect with your prospective client’s industry. Offering Advice.

Opportunity 126

Opportunity How To Trends Data 126

Anthony Iannarino

JULY 27, 2020

But what is more important than the number of hours is deliberate practice. What You Need to Prospect Successfully. Improving Discovery. Most people think that you win a deal during the discovery phase of the sales conversation, and I include myself here. What is the Value of Your Discovery?

Negotiation 81

Negotiation How To eBook Cold Calling 81

Marc Wayshak

MAY 25, 2022

Check out the 9 keys to building a high-velocity sales team now: 1. People must actually want or need what you’re selling. Now, obviously, many products or services are either invisible or commonly available, which makes it hard to literally throw them out into the market to sell on their own. Scalable offering. Sales process.

Hiring 62

Hiring Sales Management Training Lead Gen 62

The Accidental Negotiator

NOVEMBER 17, 2022

Both sides may come to believe that they are going to be able to reach a deal by themselves and that perhaps they will need to go to court in order to get the other side to do what they want them to do. Unfortunately, the desire to prove we’re right can distract us from pursuing what our underlying interests are.

Negotiation 52

Negotiation Face-to-face Lead Rank Lead Scoring 52

Anthony Iannarino

MAY 15, 2019

While there is plenty of material from the sources I have culled over time at on Feedly, these sites also vet links to other content, making it easier to find new discoveries without spending time browsing. Because I travel, I have kept YouTube on the phone, especially since it is now possible to download videos to listen to when traveling.

Travel 85

Travel Channels Twitter Video 85

Zoominfo

NOVEMBER 20, 2023

Now imagine you’re doing that in an industrial kitchen that can turn out hundreds of cakes in an hour. What Does this Mean for Marketers? Customer expectations are changing, and businesses now have the opportunity to leverage AI to drive customer connection at scale,” Rangan says. How Do Marketers Use Generative AI?

Data 130

Data Scale Lead Rank Marketing 130

Marc Wayshak

JUNE 8, 2021

Let’s be honest: There’s a ton of conflicting information out there about what actually works in sales. At my firm, we have our finger on the pulse of what’s really happening in sales—so we see the good, the bad, and the ugly of sales advice. But guess what? What they want to do is talk. I see it all day long.

How To 110

How To Up-Sell Conversion Face-to-face 110

Zendesk Sell

JULY 16, 2019

Staying competitive in sales means understanding changes in the customer journey and adjusting strategy accordingly. This methodology is what agile sales is all about. The move to agile means that accountability and transparency are back in and talking trendy nonsense etherial sales concepts is out!”. “The

Sales Management 98

Sales Management Microsoft Survey Banking 98

Marc Wayshak

JUNE 22, 2021

Have you noticed that the world of selling has changed a lot from what it was even just a few years ago? With all this fast-paced change , it can be hard to know what’s really working for salespeople out there today. What you learned in 2015 is now old-school. Earn the discovery questions. If so, you’re not alone.

Marketing 76

Marketing Face-to-face Discount Up-Sell 76

Partners in Excellence

APRIL 20, 2022

” But too often, we ask the wrong questions, both we and the customer fail to learn what we might. ” We’re trained to ask questions as part of need discovery. ” These questions, again, focus on informing us, but not on helping the customer think about what they are doing or what they need to learn.

Customer 82

Customer Software Software Groups 82

Partners in Excellence

NOVEMBER 16, 2021

Usually, these are all focused on what we have to do to achieve our goal–getting a PO. Then we go through some sort of discovery process. The famous Gartner “spaghetti chart” is a great illustration of what a buying journey might look like and how customers struggle. What are the critical digital interventions?

Sales Process 122

Sales Process Customer Top of Funnel Sales Qualified Lead 122

Anthony Iannarino

AUGUST 1, 2020

Thinking like a client can help you discover what they might need from you and how you can best help them. What Would Cause You to Change? What Results Would You Find Challenging? In What Area Would You Need to Know More? What Would Change Mean for You? What would change mean for you if you were the client?

eBook 105

eBook Conversion Up-Sell Prospecting 105

Partners in Excellence

DECEMBER 1, 2021

Usually, these are all focused on what we have to do to achieve our goal–getting a PO. Then we go through some sort of discovery process. The famous Gartner “spaghetti chart” is a great illustration of what a buying journey might look like and how customers struggle. What are the critical digital interventions?

Sales Process 118

Sales Process Customer Top of Funnel Sales Qualified Lead 118

SBI Growth

AUGUST 16, 2012

Let’s be honest, the majority of reps would be out on the street if they had to rely solely on marketing for Lead Generation What can you do about it? Now you have a 40% window where you once had 70%. What are they going to do before the meeting? What are they going to do before the meeting? What will they find?

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

Gong.io

AUGUST 22, 2018

Sales Training #1: Discovery Calls. Your first (and most impactful) sales training should be on discovery. Discovery sets the trajectory of the deal. So what do you talk about during your discovery-focused sales training? So what do you talk about during your discovery-focused sales training?

Training 92

Training Cold Calling Webinar Metrics Objections 92

The Pipeline

JANUARY 27, 2012

Ah, value, the ever-present and undefined term in sales, so before going further let’s define value right here: Definition of Value: Those offerings that remove barriers, obstacles, or helps bridge gaps present between where the buyer is now – and – their objectives! What’s in Your Pipeline? Tibor Shanto.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

Partners in Excellence

SEPTEMBER 27, 2022

What we do, why we do it, who it’s for… The reality is few training programs address these things well, focusing instead on how we do these things. We just do what we have always done, moving unconsciously through our and our customer’s days. What is a meeting? We focus on what we want to accomplish.

Meeting 107

Meeting Call-back Face-to-face Maximizer 107

Chorus.ai

DECEMBER 15, 2020

As a sales rep, it’s your chance to ensure “conversation alignment” — did what they say translate to what you heard? And what do you do if there’s no response to your initial follow-up? Follow-up emails serve as an opportunity to reconnect with your future customers and reinforce that you understand their issues and priorities.

Follow-up 118

Follow-up How To Call-back Social Media 118

Zoominfo

MAY 10, 2018

In today’s blog post we break down your bad sales habits and teach you the tactics you need to be more productive. Now, we aren’t saying that you should get rid of cold calling altogether. We know what you’re thinking– warm calling sounds like more work, how is that going to boost productivity? of the time.

Cold Calling 236

Cold Calling Top of Funnel Direct Mail Referrals 236

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) no more updating the CRM): Automating the repetitive, manual tasks means more time spent on meaningful tasks.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Lead Scoring Proposal 52

Marc Wayshak

JUNE 7, 2023

Or the prospect pushes back and you don’t know what to say? What we really want to jump into is the issue of sales mindsets. I remember that when I would try to call people, or when I would have a discovery meeting with somebody, I would just go into the space of thinking, “Oh no, what am I going to say?

Call-back 90

Call-back Face-to-face Up-Sell Prospecting 90

Gong.io

JANUARY 2, 2023

We’ll explain what sales qualification is and why it’s important. What is sales qualification? That means more revenue and happier buyers — buyers who can act as brand ambassadors for your company through word-of-mouth marketing. What are the steps in the sales qualification process? Read on to learn more. Employee count.

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

Sales Hacker

NOVEMBER 26, 2019

WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. RESERVE YOUR SEAT NOW. Here’s what you can expect. As a sales coach, Carole Mahoney knows the importance of having the right mindset and has seen firsthand what attitudes lead to success. Save the date! COST : Nada.

Webinar Metrics 103

Webinar Metrics Sales Up-Sell Objections 103