Understanding the Sales Force

JANUARY 27, 2024

Wouldn’t it be cool if, instead of the news that currently appears in your feed, or the sports analysis you just heard, you could read the news of your last few days of selling, or hear the play-by-play analysis of your sales call from earlier today? Which broadcast would you prefer to hear about your selling? Great move by Dave!

Sports 182

Sports Analysis Outbound Examples 182

Bernadette McClelland

MARCH 30, 2023

And during those 12 months, we have been asked these 7 questions many times over: 'How did you just up and move?' What possessed you to sell everything?' To live in the United States of America as residents, not just tourists on extended visas. What are the biggest changes?' 'How Did you have a plan?'

Networking 397

Networking Licensing Up-Sell Banking 397

Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. So, what is the most effective way to sell a pencil?

Face-to-face 254

Face-to-face Gatekeeper How To Sales Qualified Lead 254

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? And a bonus layering question: #6 “And what would change that for you?”. Happy Selling! Ever feel stalled during a close?

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

Understanding the Sales Force

SEPTEMBER 20, 2023

They need to improve their listening and questioning skills. They need to improve their ability to sell value. I am concerned about the subjects being curated for sales and sales leadership professionals. There seems to be a blurring of the lines between sales and marketing and that’s not useful to anyone. You can start here.

Sales Leadership 203

Sales Leadership Hiring How To Account Based Marketing 203

The Pipeline

AUGUST 10, 2021

Questions are the weapon of choice for consistently successful salespeople, so listen up the half that aren’t making quota. But most sales professionals don’t approach question in a strategic fashion, meaning going beyond the obvious. Take closed ended questions, most people have bought into the myth that they are bad.

Fashion 329

Fashion Campaigns Outbound Education 329

Mr. Inside Sales

JULY 5, 2022

I love to read—or reread—inspiring books that get me thinking about ways to improve my attitude and performance. Below are three books that inspire me each time I read them. This book, Beyond Positive Thinking , is a complete rewrite of my all-time favorite motivational book of his: The Advanced Formula for Total Success.

Face-to-face 156

Face-to-face Gatekeeper Decision Maker Licensing 156

Partners in Excellence

MARCH 26, 2024

During the Q&A, a salesperson asked me, “What are your favorite books on sales? ” There are lots of outstanding books on selling. While the basic principles at the core of high performance selling are the same, each book has a slightly different perspective on how to implement them.

Journal 116

Journal Banking Influencer Strategy 116

Mr. Inside Sales

NOVEMBER 5, 2021

Want some free, proven resources to help you or your team sell more right now? The point is, anything you need to get better at selling over the phone is at your fingertips. Question is, are you taking advantage of it? Here’s an e-book for you: Click here. The post Free Scripts and Resources to Help You Sell More!

Resources 242

Resources Face-to-face Gatekeeper Inside Sales 242

Anne Miller

JANUARY 7, 2024

It’s kind of like having a virtual friend who knows a lot of stuff and can help you with all sorts of questions and problems. It then uses its huge brain, which is filled with information from books, websites, and other sources, to come up with answers and responses that make sense. But, suppose you have a different challenge.

Engineering 126

Engineering Up-Sell Follow-up Exact 126

The Pipeline

MARCH 31, 2020

As I mentioned yesterday, I am going to point you to two great books coming just at a crucial time. The Question. There it is, a clear question. Orchestrate your Way of Selling in times like these. Read Stop Killing Deals and turn HOW you sell into your competitive advantage. Keep selling! By Tibor Shanto.

Call-back 279

Call-back ROI Sales Enablement Sales Coaching 279

Mr. Inside Sales

SEPTEMBER 10, 2021

In my book, Power Phone Scripts , I talk about the secret of sales. And the secret is to be prepared for the recurring selling situations, blow offs, objections, and situations you get 80 to 90% of the time. “I Go back to your qualifying questions here and try to engage them. Think of that. I already have a supplier for that.”.

Face-to-face 240

Face-to-face Objections Gatekeeper Decision Maker 240

Sales 2.0

DECEMBER 19, 2023

McKinsey interviewed the authors of a new sales book called the Unsold Mindset. One of the key points in the book is that the most successful salespeople are socially aware. This question needs to come from a place of authentic curiosity and caring. It’s not a rote, let me act like I care question.

Film 150

Film Lead Rank Intent ACT 150

Partners in Excellence

MARCH 5, 2024

Tobia engaged me, complementing my book, I accepted his invitation. Then he started sending me questions and views on some of my posts. They were really good questions, I enjoyed our correspondence. Since then, I pay attention to everything he does, he’s a great thinker/practiioner in selling.

Fashion 73

Fashion Study ACT Retail 73

Alice Heiman

JANUARY 6, 2023

I read at least one book a month and this past year so many important books on selling were published. Dr. Dover leads this movement by starting with a simple question: If sales teams have more and more tools at their disposal to increase sales, why is the data pointing in the opposite direction?

Lead Rank 138

Lead Rank Sales Methodology Promotion Quota 138

Mr. Inside Sales

NOVEMBER 26, 2022

Now ask an engaging qualifying question…. Again, as an engaging qualifying question…. Now re-engage by asking a qualifying question. Then keep the conversation going by asking an additional qualifying question. We’ve already got a company that handles that.”. We’re fine for right now.”. Let me ask you…”. Let me ask you…”.

Face-to-face 156

Face-to-face Decision Maker Objections Gatekeeper 156

Mr. Inside Sales

FEBRUARY 3, 2023

And by adopting the questions above, you will! And if you’d like more scripts like this, then download my Complete Book of Scripts by clicking here. Need More Proven Responses to the Selling Situations You Face Every Day? Want some quick (and easy!) tips that will make you better Right Away? And you can.

Face-to-face 233

Face-to-face Gatekeeper Decision Maker Licensing 233

A Sales Guy

MARCH 30, 2021

In celebration of over 50,000 copies of Gap Selling sold, I wanted to take a moment and highlight other books that influenced my perception or help expand on concepts within Gap Selling. Reading Gap Selling is a start to changing the way we sell, but the truth is, it is a sophisticated and inherently difficult sales approach.

Sales 166

Sales Intent Campaigns Promotion 166

Partners in Excellence

MARCH 4, 2024

Jack has written one of the best books on business/financial acumen, I ‘ve ever read: Bottom Line Selling. He’s also written one of the best books on “communications,” in Lean Communication , as well as Strategic Sales Presentations. He suddenly found himself in selling, developing a deep passion for it.

Banking 73

Banking Industry Exact Training 73

No More Cold Calling

AUGUST 14, 2019

I added a question on the last round: “Would you be willing to offer a referral to this client?”. To this day, I have no idea where the question came from, but that survey was the genesis of my business. The average response to my question was 6.5. I asked specific questions about referrals. But then I was fired.

Referrals 291

Referrals Cold Calling Survey Scale 291

No More Cold Calling

JANUARY 16, 2020

Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. Referral selling is not just one more initiative to introduce to your organization. Sales Team Questions.

Referrals 328

Referrals Sales Management Hiring Scale 328

The Pipeline

SEPTEMBER 14, 2021

But if we pointed to and asked a question about where they want to be or go? Your question can be a key to unlocking a train of thought. All these and similar questions cause a gag reflex to hold their ground. Sell Different ! Which is not as had as people think, but most approach things emotionally, not with thought.

Objections 339

Objections Prospecting Fashion Face-to-face 339

No More Cold Calling

OCTOBER 10, 2019

For example, updating my No More Cold Calling book has been on my list for awhile, but I knew I couldn’t take on such a huge project for the foreseeable future. In the last week, I met two independent publishers who focus on small books (130 pages or less). I originally questioned small books—Do they look professional?

Cold Calling 228

Cold Calling Referrals Analytics Data 228

Sales Gravy

JANUARY 23, 2024

Ryan is the author of the hit new sales book Story Getter. Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more. When a salesperson is genuinely curious, they ask questions that go beyond the standard script.

Pivotal 91

Pivotal Loyalty Engineering Lead Rank 91

A Sales Guy

MAY 7, 2021

As Gap Selling has crossed the milestone of 50,000 copies sold , we are highlighting some of our favorite books to compliment your Gap Selling journey. Our 3rd book recommendation? I still believe if Gap Selling is on your bookshelf, and Keenan is on your playlist, Quiet is another great one to add to your collection.

Energy 170

Energy Up-Sell Lead Rank Lead Scoring 170

Partners in Excellence

MARCH 22, 2024

Preface: For those of you who are fortunate enough to know Maddy Goldberg , you might be asking yourself, “I didn’t think Maddy was a sales person… ” In reality, everyone sells! ” Why I’m So Interested In Selling It’s all about the “ask.” She has an ability to listen deeply.

Film 73

Film Advertising Advertising Media 73

SMEI

APRIL 23, 2024

As the excerpt from “Open the Mind and Close the Sale: The secret to success in Selling!” They need to be able to answer questions, address concerns, and provide solutions that meet the customer’s needs. In the world of sales, it’s a common misconception that a great product is enough to guarantee success.

Training 97

Training Guarantee Competition Closing 97

Smooth Sale

DECEMBER 27, 2022

The laughter was about my question, Why Now?’ My favorite example that I previously shared is, at age 10, I excitedly went into the neighborhood to sell Girls Scout Cookies. Putting myself in her shoes, not knowing a thing about formal selling, I stared at her for a few minutes. Listen to ask questions.

Lead Rank 145

Lead Rank Hiring Salary Lead Scoring 145

Adaptive Business Services

APRIL 10, 2024

I remember 20 years ago selling a sign to an attorney. Many of those may be related to marketing which I abhor or they might be used to clumsily circumvent those selling activities that I consider to be both personal and professional. He had a Jaguar convertible with personalized plates … Luddite. I’m feeling a little bit old.

Hiring 71

Hiring CRM Training Sales 71

Alice Heiman

FEBRUARY 7, 2023

Well, that is an interesting question but I think by now most of us know that our methods are outdated and simply don’t work. The better questions are how do we keep new business flowing in? Almost every company I know is struggling to bring new business in at the pace required. I’ve always had a fascination with weeds.

Strategy 136

Strategy Scale Lead Rank Channels 136

SalesProInsider

MARCH 16, 2023

Think about the last time that you read a non-business book or watched a new release movie. You probably made the decision to read or watch based on a book jacket cover, a movie trailer, or a friend’s recommendation. If they don’t have a question or a comment, ask something like this: “What would be helpful for you?

Examples 132

Examples Opportunity Prospecting Up-Sell 132

Pipeliner

APRIL 5, 2024

Questions Propel Open Conversations Before attempting to begin a serious conversation, it’s more essential than ever to ask for the individual’s preferred communication style. I owe my story-sharing efforts to a Dale Carnegie public speaking class long ago, plus his book How to Win Friends and Influence People.

Influencer 75

Influencer Consumer Conversion Benefit 75

criteria for success

NOVEMBER 8, 2022

My guest today is the author of 5 best-selling books, including her latest Selling From Your Comfort Zone: The Power of Alignment Marketing. My guest today is the author of 5 best-selling books, including her latest Selling From Your Comfort Zone: The Power of Alignment Marketing. …And so much more!

Social Media 98

Social Media Twitter Networking LinkedIn 98

Pipeliner

OCTOBER 7, 2023

I recently had the pleasure of hosting an enlightening podcast episode with Karen Roy , an acclaimed author, leadership expert, and the creator of the online book course, Author FastTrack. Karen and I agreed on the importance of asking questions and learning from others. Embracing Curiosity: Discovering Your Superpower Hello everyone!

Face-to-face 69

Face-to-face Retail Course Social Selling 69

Outside Sales Talk

JANUARY 30, 2024

His top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants is one of BookAuthority’s “100 Best Sales Books of All Time” In this episode, Larry and Steve will be discussing the importance of asking the right questions during the sales process.

Outside Sales 52

Outside Sales Field Sales LinkedIn Coaching 52

Shari Levitin

FEBRUARY 10, 2021

What does it mean to have your heart in selling? As I say in my book, Heart and Sell: ” It means living in an ethical and principled manner, of course. If you are in a leadership position, selling with heart will increase job satisfaction among your management teams and sales forces. Shari strikes gold with this book.

Course 125

Course Up-Sell Lead Rank Lead Scoring 125

Partners in Excellence

NOVEMBER 3, 2023

Business is would not exist if some group of people wanted to do something and another group of people could help them do that (either through buying or selling.) I posed the question, “Is there room for humanity in business… ” The conversation was disappointing. Thanks for the insight, Brent.”

Study 107

Study Exercises Groups Tools 107