The Digital Sales Institute

MARCH 12, 2024

A guide to closing sales with ABC, or “Always Be Closing,” is a learning journey for salespeople looking to improve their sales performance, or “Return on Sales Effort (ROSE). Closing sales is about consistently moving customers towards a desired action or outcome. Handling Sales Objections.

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Closing Objections Buyer Proposal 52

MTD Sales Training

OCTOBER 31, 2018

All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. Your closing presentation didn’t quite work. Everything you said was correct, but it didn’t hit this particular buyer’s hot button. It’s all going so well.

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Closing Discount Buyer ROI 243

Zoominfo

DECEMBER 28, 2020

By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. Your marketing and sales teams need both. Let’s break that down. How to spot buying signals.

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Lead Rank Intent Data Closing Buyer Intent 309

Sales Hacker

JUNE 23, 2022

Do you find yourself wondering if you can even “make it” in sales? What does this shift mean for sales teams? How do you build a buyer experience that gives the modern buyer what they are looking for when they’re making purchasing decisions? You’ll learn: How the buyer experience has evolved.

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Buyer Closing How To Sales Process 80

Adaptive Business Services

FEBRUARY 28, 2024

I received my first formal B2B sales training in 1977. As you might guess, given the decade, it was heavy doses of handling objections and closing the deal. As you might guess, given the decade, it was heavy doses of handling objections and closing the deal. Closes”, by nature, have always seemed to be adversarial to me.

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Closing Sports Buyer Selling Skills 71

Sales Gravy

FEBRUARY 4, 2024

On this episode of the Sales Gravy podcast Jeb Blount and Carole Mahoney, author of the hit new book Buyer First, underscore the importance of putting buyers first and aligning with the buyer's journey.

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Buyer Closing Sales 78

Zoominfo

JULY 12, 2021

Imagine your sales team is extremely close to signing an important deal with a prospect. But then, unexpectedly, the buyer pushes back, not sure if this is the best time. It’s time to bring in your CEO to close the deal. We needed that new voice and we needed that CEO title to get [the buyer] to open up.”.

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Closing How To Call-back Buyer 246

Mindtickle

APRIL 10, 2024

When it comes to B2B sales, content is still king. According to the Demand Gen Report , more than half of B2B buyers rely on sales content to guide their purchase decisions more now than in the past. Instead, you must understand how sales reps and prospects are (or aren’t) using sales content.

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Analytics Top of Funnel Revenue Closing 52

GTM Buddy Blog | Sales Enablement Resources

DECEMBER 22, 2023

Sales reps can achieve faster revenue growth with digital sales rooms because they reduce buyer friction and drive customer relationships.

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Buyer Closing Revenue Sales 52

MTD Sales Training

JANUARY 4, 2018

These questions and countless others often show salespeople are looking at sales from an old, out-of-date, perspective. These days, it isn’t about how good you are at selling; it’s about how good you are at determining the needs and wants of your buyers. It means knowing what buyers would tell you if you would only listen.

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Buyer Cold Calling Objections Call-back 257

Hubspot Sales

FEBRUARY 12, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Buyer beware.” We’ve all heard that expression before, and unfortunately, it’s because buyer-seller relationships haven’t traditionally been great. That’s why I’m not the biggest fan of the one-call close.

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Hubspot Buyer Sales Process Churn 115

Engage Selling

JANUARY 25, 2022

If you want to close more deals faster, it’s important to make your buyer part of the solution. Primarily, they want to co-create the solution with you and be a part … Read More » The post Close More Deals With This Strategy first appeared on The Sales Leader. Confused about what this means, exactly?

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Closing Strategy Exact Buyer 159

MTD Sales Training

NOVEMBER 30, 2017

Many salespeople fear the ‘close’ of the sale, as they think it might be putting too much pressure on the decision-maker. Use these 19 tips to reduce this fear and build confidence when you get to this strategic part of the sales cycle. 1) Get rid of sales objections before they come up.

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Closing Decision Maker Sales Cycle Objections 186

Alice Heiman

MARCH 7, 2023

If a referral closes up to 70% of the time, why are we spending most of our effort on strategies that close less than 1% of the time?! A typical B2B sales strategy relies on Sales Development Reps (SDRs) making cold calls or cold emails to try to set up an appointment for an Account Executive (AE) to deliver a sales pitch.

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Referrals Top of Funnel Closing Strategy 131

Zoominfo

SEPTEMBER 20, 2021

Every salesperson has a hefty responsibility: find new business, engage decision-makers, and close deals. Their success hinges on buyer engagement — getting the prospect’s attention, holding it throughout the sales cycle , and maintaining interest to build customer loyalty beyond closing. And guess what?

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Buyer Data Intent Signal Decision Maker 130

Miller Heiman Group

APRIL 23, 2019

Closing the deal can be challenging—but it doesn’t have to be. In most cases, sellers lose deals because they don’t make the right connection with the buyer, leading to buyer apathy, indecision and stalled progress. The Five Buyer Personas You’ll Encounter. Using the Five Personas to Defeat Buyer Apathy.

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Buyer Persona Buyer Closing Decision Maker 97

Zoominfo

SEPTEMBER 7, 2021

Scenario Towards the end of the month, quarter, or year, sales teams want to get as many deals finalized as possible. To shake loose accounts that need an extra push to close, sweeten the deal by sending gift cards, a direct mail campaign , holiday cards, handwritten notes, buy one/get one offers, or a free 30-day trial.

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Closing Direct Mail Lead Rank Lead Scoring 130

MTD Sales Training

DECEMBER 13, 2017

When getting to the closing of a sale, salespeople often start to feel nervous because they feel they may get a rejection or they are putting the buyer under some pressure. So they hold back in asking for the order, or project a nervous attitude so the buyer wonders if they are really making the right decision.

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Closing How To Buyer Sales 189

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

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Negotiation Closing Case Study Buyer Persona 52

Engage Selling

JUNE 10, 2022

??????? Is there such thing as an ideal buyer? The post The Ideal Buyer in Today’s Marketplace | Sales Strategies first appeared on Colleen Francis - The Sales Leader. I recently have been interviewed on a number of podcasts because there’s great interest in my new book, Right on the … Read More.

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Buyer Strategy Sales Closing 125

DiscoverOrg Sales

SEPTEMBER 4, 2018

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. Here’s how to manage so much winning, with 9 tips from our top sales closers. To make customers feel good about the sale, throw in three freebies, in this order: additional support. The Rule of Three. price discount.

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Closing B2B Decision Maker Discount 286

Zoominfo

JUNE 9, 2019

When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. This information indicates that they’re an active buyer.

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B2B Closing Scale Guarantee 252

Sales and Marketing Management

MAY 19, 2019

Author: Theresa O'Neil, Chief Marketing Officer of Showpad Today’s B2B buyers have higher expectations than ever before, and their criteria for making purchase decisions is evolving. A study from SiriusDecisions found that 81 percent of B2B buyers today make purchase decisions based on buying experience, rather than product or price.

Buyer 235

Buyer B2B Guarantee Data 235

Gong.io

SEPTEMBER 17, 2021

Sales cliche: Top sales pros could sell ice to eskimos. Sales reality: Today’s top sellers know their jobs aren’t about tricking buyers into a sale. Your job isn’t to use closing techniques, it’s to lead. Here are 8 sales closing questions that are 0% closing gimmicks and 100% effective.

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Closing Proposal Call-back Buyer 118

Gong.io

FEBRUARY 23, 2023

We analyze sales conversations and deals using the Gong Reality Platform’s proprietary AI, then share the results to help you win more deals. Be a sense-maker and confidence-builder for your buyers The number of interactions buyers have with sellers is decreasing. Today’s buyers are completing more of their journey solo.

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Data Closing Buyer Call-back 121

Force Management

JUNE 22, 2022

Companies that drive significant growth in their markets all have one thing in common — cross-functional alignment around buyer value and solution differentiation. However, misalignment can significantly impact your sales organization's ability to land high-value accounts.

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Buyer Margin Sales Qualified Lead Lead Rank 107

Close

MARCH 27, 2023

Want to close deals faster? Buyer enablement speeds up the sales process -- and makes selling easier. Here's what you need to know.

Buyer 52

Buyer Closing Up-Sell Sales Process 52

RAIN Group

MARCH 16, 2022

The best sellers do more than just close sales. They reshape buyer thinking and drive change through the value they provide. We call this insight selling , and it hinges on the concept of cognitive reframing.

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Buyer Closing Sales 126

Partners in Excellence

APRIL 18, 2022

Are you order, seller, or buyer centric? Increasingly, buyers are choosing rep-free buying experiences. Buyer centricity, starts in a very different place than order or seller centric sellers. Buyer centricity, starts in a very different place than order or seller centric sellers. As a result, we focus on the buyer.

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Buyer Face-to-face Groups Objections 140

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.

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Sales Enablement Closing Forecasting Scale 52

Jeff Shore

OCTOBER 11, 2018

It’s every salesperson’s worse nightmare – the non-urgent buyer. The buyer who says they are in no rush to make any type of decision. buyer strategy! It’s important to understand that the buyer’s number one strategy is to appear non-urgent in front of a sales person. So how do you close the “non-urgent” buyer?

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Buyer Closing Strategy Opportunity 105

The Digital Sales Institute

AUGUST 29, 2023

Closing techniques to finalize a sale should be understood by every salesperson. In the dynamic and competitive realm of sales, the ability to close a deal is the ultimate measure of success. However, closing a sale is often easier said than done.

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Closing Negotiation Buyer ACT 52