Gong.io

MAY 20, 2021

A common feature we saw across winning demos is that they were backed by good discovery calls. . A good discovery call gives you a sense of the buyer’s problem. This is why they’re so important to value-based selling. (In As a mentor of mine once said, “Simplicity sells, complexity kills.”. Train before you demo.

Data 83

Data Infusion Call-back Exact 83

Gong.io

SEPTEMBER 26, 2022

Training virtual teams. It’s easier to conduct sales training when your reps are in the same location. But training and aligning your team with your sales strategy becomes harder when they’re in different parts of the country (or world). Certain products like Software-as-a-Service (SaaS) are well-suited for remote selling.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Sales Hacker Training

JUNE 17, 2020

And it’s even fewer in software sales organizations. As someone who has hired sales professionals for over 15 years — both as a sales leader/hiring manager, as well as a consultant helping start-ups with their early-stage sales hires — I made the decision a while back to stop asking candidates about their quota attainment in prior roles.

Quota 123

Quota Hiring Cold Calling Sales Methodology 123

Mindtickle

JUNE 28, 2021

Not only should sales coaching be personalized to each rep, but it should also be backed by data. . It can be especially difficult to call out areas for improvement when you don’t have the specifics to back it up. This will gauge their overall confidence in selling your solution. .

Coaching 52

Coaching Data Sales Coaching Conversion 52

Salesmate

AUGUST 18, 2020

It will not only help in enhancing your skills but also rewire your thinking to get a fresh approach towards sales. They covered almost everything from cold calling to sales forecasting and even provided helpful tips to handle prospects and close more deals. Sales podcast 2 – Sales Gravy. Host: Jeb Blount. Host: John Barrows.

Cold Calling 113

Cold Calling B2B Pipeline Sports 113

Gong.io

AUGUST 10, 2022

By taking a consultative approach, you may realize that a higher-priced product is a better fit than the standard solution you sell. Or you may identify opportunities to upsell the prospect on additional features or training depending on their needs and concerns. . Consultative selling helps you meet the desires of buyers, too.

Consultative Selling 62

Consultative Selling ACT Cold Calling Buyer 62

The Sales Hunter

JANUARY 31, 2012

Selling a Price Increase. Sales Call Best Practices. Communication Skills. What You MUST Know About Cold-Calling and Your Website. This one is regarding cold-calling and websites. I’ve always been an advocate of cold-calling as part of an overall sales strategy. Cold-Calling Never Goes Out of Style.

Cold Calling 180

Cold Calling Ideal Customer Profile Hiring Negotiation 180

Mindtickle

JULY 27, 2022

Training isn’t “one and done.” Instead, sales reps need continuous learning opportunities (what we call everboarding ) to ensure they always have the latest and greatest skills and knowledge necessary for success. The largest software conference in the world is returning to downtown San Francisco this fall. Dreamforce.

Sales Enablement 52

Sales Enablement Webinar Metrics Conference Networking 52

Hubspot Sales

FEBRUARY 21, 2020

Call didn’t go well? A tool like HubSpot Sales Hub can help your team save time on grueling administrative tasks so they can focus on selling and engaging with prospects. Start by polling your salespeople to see if your CRM or sales enablement software is still making the grade. That can easily lead to burnout.

Hiring 135

Hiring Lead Rank How To Hubspot 135

Customer Centric Selling

JUNE 24, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. After graduating from college, IBM spent a year teaching me about computers for the SMB market, business fundamentals and selling skills. When he made calls with me, little skill transfer took place.

Epiphany 40

Epiphany Territories Call-back Small Business 40

Gong.io

NOVEMBER 19, 2021

You’ll eventually want to go back and listen to game tape from across the deal to figure out where you could have nailed the message sooner, and how to do so in the future. That’s precisely what our call recording software is for. What matters is whether they’re trained up and skilled enough to handle them.

Objections 108

Objections How To Face-to-face Call-back 108

Gong.io

OCTOBER 29, 2019

They’re data-backed, so you know they’re spot on. If they don’t, the team is likely to fall back on what they know best: features. Better yet, present the stories at the event, then give your reps a library of call recordings they can listen to afterward, whenever it’s convenient. That’s not where you want them.

Top of Funnel 81

Top of Funnel Hiring Coaching Lead Rank 81

Adaptive Business Services

AUGUST 30, 2017

Certainly, if I were to hire and develop salespeople today, you would have to be an idiot to not take advantage of today’s technologies like hiring software, videos, and video conferencing. What I can’t train …. I suppose that I could also train tech fundamentals , if needed. Training / Coaching. Evaluation.

Hiring 54

Hiring Sales Management Face-to-face Training 54

Emissary

JANUARY 23, 2023

Not only does this make you a decent human being, but these folks may also be prospects one day, or they may ‘boomerang’ back. Train on new context. Bone up on call skills and coaching. The pandemic was great for tech demand which by definition, made it lousy for skill development. CX, EX) or verticals (e.g.,

Top of Funnel 52

Top of Funnel Hiring Face-to-face Account 52

Nutshell

AUGUST 4, 2020

Many episodes are only five minutes long, but each one delivers powerful insights into closing bigger deals, overcoming fears, and improving call-back rates. Sell or Die. This is a fun sales podcast that’s sure to boost your selling skills. who has trained over 10,000 sales professionals in the U.S.

Resources 71

Resources Hiring Cold Calling Channels 71

BrainShark

MAY 20, 2022

However, the goal of onboarding is to train new agents effectively, so they start talking to clients, opening deals, and generating revenue as fast as possible. Capability #2: Deliver interactive trainings to in-house (captive) and independent agents in an easy to use platform.

Insurance 62

Insurance Insurance Software Software 62

Vengreso

MARCH 22, 2022

We’ll also explain some essential things like why a good sales candidate is so important, where to find good candidates, how to make an offer, and how to hire and train your sales team to create successful salespeople who will improve your business. Want to train and develop talent in your company. It, however, was back in 2015.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

We’ll also explain some essential things like why a good sales candidate is so important, where to find good candidates, how to make an offer, and how to hire and train your sales team to create successful salespeople who will improve your business. Want to train and develop talent in your company. It, however, was back in 2015.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Mindtickle

MAY 25, 2021

Sales readiness and enablement are now an essential part of the sales ecosystem, influencing selling skills before, during and after buyer interactions to accelerate win rates and optimize the sales cycle as a whole. Seven reasons why investing in conversation intelligence software should be a priority.

Software 80

Software Software Conversion Hiring 80

Mindtickle

MAY 25, 2021

Sales readiness and enablement are now an essential part of the sales ecosystem, influencing selling skills before, during and after buyer interactions to accelerate win rates and optimize the sales cycle as a whole. Seven reasons why investing in conversation intelligence software should be a priority.

Software 52

Software Software Conversion Hiring 52

Mindtickle

NOVEMBER 2, 2023

We’ll also share some of the key challenges and benefits of making the shift to the solution-selling methodology. What is solution selling? Solution selling isn’t exactly a new concept. The solution sales methodology was developed back in the 1970s. But solution sales training shouldn’t stop at onboarding.

Solutions Selling 59

Solutions Selling Ideal Customer Profile Sales Methodology Consultative Selling 59

Vengreso

JUNE 27, 2022

Gone are the days when B2B sales were about making a hundred cold calls a day or visiting clients in person. Although cold calling, inbound marketing, inside sales and field sales still have a place in the sales planning of many companies, the modern B2B buyer is looking for a different type of interaction with B2B sellers.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Zoominfo

JULY 13, 2021

We announced the acquisition of Insent last month (now called ZoomInfo Chat ). With Chorus, the entire organization can make better decisions by surfacing insights and analytics that you would only get if you sat in on every sales or customer success call. ZoomInfo Engage); Call Recording (e.g. Why Conversation Intelligence?

Top of Funnel 130

Top of Funnel Conversion Marketing Lead Rank 130

Vengreso

MARCH 2, 2021

Old school prospecting like cold calling may still work at times but it’s a numbers game (it takes about 8 calls to get someone to pick up the phone and that’s just one touchpoint). For that reason, we teach sellers in our LinkedIn training to subscribe to omnichannel prospecting for the best sales success while prospecting.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Highspot

DECEMBER 5, 2023

Here are some basics: Consultative selling is a sales technique that emphasizes offering the very best solution for each customer’s specific needs. And though this method is perhaps more nuanced than the usual cut-and-dried sales practices, some market trends indicate consultative selling skills are 100% worth the extra effort.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

SalesLoft

SEPTEMBER 1, 2022

Grow soft skills that can’t be mastered in sales training. What Is the Difference Between Sales Training and Sales Coaching ? . Let’s first establish the difference between sales training and sales coaching. During sales training , sales managers provide concrete ideas and concepts.

Sales Coaching 52

Sales Coaching Coaching Data Channels 52

Highspot

NOVEMBER 1, 2022

Here are some basics: Consultative selling is a sales technique that emphasizes offering the very best solution for each customer’s specific needs. And though this method is perhaps more nuanced than the usual cut-and-dried sales practices, some market trends indicate consultative selling skills are 100% worth the extra effort.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Gong.io

MARCH 11, 2021

Onboard new CSMs while providing continuous training and coaching to keep teams productive and increase their effectiveness. It’s time to get your Customer Success team on the Gong train. Instantaneously, Red has visibility into all essential emails and calls that include that keyword. Bonus: Clutter-free workspace.

Churn 62

Churn Customer Hiring Case Study 62

Sales Hacker

DECEMBER 23, 2020

The difference between a good email and a great email could decide whether you get a response back. ExecVision Call Camp. Call Camp is offering an alternative to boring webinars. This webinar series from ExecVision is a crash course in real-world cold calling tactics that work. Professional Sales Training.

Resources 81

Resources Webinar Metrics Hiring Hubspot 81

LeadFuze

MAY 17, 2021

He or she is in charge of a variety of functions within an organization, including setting sales goals, managing sales quotas, creating sales plans, monitoring progress, overseeing sales training, keeping an eye on key accounts, and recruiting, hiring, and mentoring sales reps. A pat on the back goes a long way. Simple, right?

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

Zoominfo

JULY 13, 2021

We announced the acquisition of Insent last month (now called ZoomInfo Chat ). With Chorus, the entire organization can make better decisions by surfacing insights and analytics that you would only get if you sat in on every sales or customer success call. ZoomInfo Engage); Call Recording (e.g. Why Conversation Intelligence?

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Accent Technologies

NOVEMBER 10, 2018

For example, we at Accent Technologies specialize in developing software that makes reps want to use their CRM. Demystifying your CRM platform by making it a part of new sales-rep training. It is understandable for reps to be apprehensive about anything that takes time away from their selling and prospecting activities.

CRM 55

CRM ROI Commission Vendor 55

Platinum Rules for Success

NOVEMBER 9, 2016

In this week’s story on Platinum Rules for Success, Rick addresses this issue, by sharing recommendations for sales managers who want to recapture the lost art of selling and improve their team’s performance. The Lost Art of Selling. Why we need selling skills more than ever. by Rick Barrera.

Face-to-face 49

Face-to-face Chemicals Real Estate Social Media 49

Gong.io

SEPTEMBER 19, 2018

The thesis is that the days of generic discovery calls and overly broad question-asking are over. Instead, The Challenger Sale recommends a new, provocative approach to selling: Commercial teaching. podcast host Andy Paul has spent decades as one of the foremost experts on sales strategy, process, and training.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111

Partners in Excellence

FEBRUARY 19, 2018

But SaaS means a lot of different things, even within SaaS selling is very different depending on the solution. SaaS is a product/software implementation approach. Rather than buying a software license, the hardware to support it, on premise, it’s implemented in the cloud. ” What is “SaaS selling?”

Account Based Marketing 52

Account Based Marketing Revelation Sales Methodology Inbound 52

Gong.io

FEBRUARY 9, 2019

They’re split into sections from discovery call tips , to product demos , to objection handling , and more. There seems to be a ‘ cold calling is dead’ trend floating around these days. But fear of cold calling is going to hold you back. No cold calling is BAD. This is a common way new reps use to open a cold call.

Cold Calling 133

Cold Calling Call-back Objections Buyer 133

Hubspot Sales

FEBRUARY 7, 2018

Industry and career path: Are you interested in working for Software-as-a-Service (SaaS) companies? SDRs (also commonly called business development reps, or BDRs) are responsible for the first part of the sales process: Researching, prospecting, and qualifying leads. Take the following five points into consideration. Account Manager.

Hiring 132

Hiring Salary Engineering Compensation 132