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. To execute the Ben Franklin Close, sketch a simple two-column table.

Closing 52

Closing Negotiation Buyer ACT 52

Hubspot Sales

NOVEMBER 24, 2020

Closing deals involving complex price modeling, a need for extensive product knowledge, varying potential discounts, or any other atypical standards and practices isn't exactly intuitive. For instance, say you — a salesperson — are on the brink of closing a massive, high-value deal with a SaaS giant.

Closing 135

Closing Discount Construction Negotiation 135

Understanding the Sales Force

JANUARY 31, 2024

Construction: A formal, staged, milestone-centric, buyer-focused sequence of events. In its most generic form, stages correspond to opportunities as they move from suspect to prospect to qualified opportunity, to closable and finally, closed. Purpose: A framework for consistent, predictable, repeatable results.

Sales Process 182

Sales Process Decision Maker Sports Construction 182

Highspot

JANUARY 29, 2024

There are certain strategies that many successful salespeople use to move the sales process forward and close more deals. 7 Sales Negotiation Strategies to Close More Deals Sales Negotiating Training Example Sales Negotiating Training Program Work With Sales Enablement to Provide Negotiation Materials and Training What is Sales Negotiation?

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Increase Sales

JANUARY 8, 2014

Before constructing an action plan to increase sales, consider the sage words of President Eisenhower: “Plans are worthless; planning is everything.” This talent assessment goes beyond sales skills because selling is more than just closing the sale or what I prefer to call earning the sales. Share on Facebook.

Construction 149

Construction Ideal Customer Profile Sage Coaching 149

Increase Sales

DECEMBER 19, 2014

Before any organization can experience sustainable business growth, leadership must close the gaps between today’s results and tomorrow’s goals. Of course before leadership can close any gaps, they must know what and where those gaps exist. Small Business Coaching Tip: Misalignment happens because of gaps. D.I.AL.O.G.

Closing 140

Closing Construction Small Business Small Business 140

Hubspot Sales

FEBRUARY 18, 2019

Let's hope the client still closes. Sales teams at HubSpot and our customers have used templates from PandaDoc to create proposals, accelerating the way they transact and close deals. This is a simple agreement for realtors out there to use when closing a deal. Construction Proposal Template.

Proposal 91

Proposal Closing Real Estate Hiring 91

Partners in Excellence

APRIL 3, 2024

We scour social channels for shortcuts; what are the easiest ways to prospect, how can I send more emails/make more calls, how do I close more deals with less effort, how do I leverage tools like ChatGPT to do the work for me, and on and on…… ? The same prospecting scripts–so nothing is different or stands out.

Scale 109

Scale Energy Construction Advertising 109

Sales Hacker

SEPTEMBER 11, 2019

If you’d like to go into a sales negotiation with a constructive mindset and achieve the optimum result for your company, follow these tips in developing your own negotiation strategy. Top Negotiation Tips that Help Close the Deal. Listen closely as you negotiate. Listen Closely as You Negotiate.

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Negotiation Closing Energy Construction 111

Hubspot Sales

MAY 11, 2020

Many CRMs have tools dedicated specifically to pipeline construction and maintenance, allowing you to set your own stages to serve as reference points for the maturity and feasibility of deals as they progress. One perk of constructing a sales pipeline model in a CRM is being able to identify where you're losing opportunities.

Opportunity 74

Opportunity Closing Lead Rank Decision Maker 74

Steven Rosen

MARCH 1, 2024

In the competitive world of SaaS sales, 40% of salespeople cite prospecting as the most challenging part of the sales process, ranking it more daunting than closing or qualifying stages. Coaches can elevate a rep’s pipeline mastery by actively observing their calls and providing constructive feedback.

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Pipeline Coaching Revenue Sales Qualified Lead 120

Hubspot Sales

JANUARY 10, 2024

Salespeople become more capable of closing deals only when managers actively coach them, not when they’re badgered about getting the forecast right. Even though it’s tempting to only address the deals about to close, it’s important to spend time on deals early in the selling process as well.

Pipeline 96

Pipeline Opportunity Coaching Meeting 96

Igniting Sales Transformation

OCTOBER 24, 2019

Look closely at the word, and you’ll see the word “me”. Side observations obscure the main point, while over explaining the rationale behind the point they want to make creates a perception that they lack confidence in their abilities. Minimizing. Stop downplaying your achievements! Not we, me. Women, on the other hand, use “we” more often.

Construction 64

Construction Promotion Sales Qualified Lead Face-to-face 64

Hubspot Sales

MARCH 13, 2018

It might even be a mostly good review with constructive feedback tacked onto the end. And we welcome constructive feedback as well! We worked closely with Company X to rectify the situation. HubSpot Co-Founder and CEO Brian Halligan says, " Constructive feedback is the breakfast of champions. We really do appreciate you.

Ideal Customer Profile 94

Ideal Customer Profile Closing Construction Social Media 94

Sales Evangelist

SEPTEMBER 2, 2019

There are three great closing questions that salespeople often ask because everyone in the sales arena wants to make sure that we’re closing effectively. The answers to the three great closing questions will help salespeople close like a pro. There are challenges in closing. It halts the closing process.

Closing 49

Closing Construction Objections Inside Sales 49

Pipeliner

DECEMBER 21, 2023

The Power of Systems Thinking: How Matthew Kleiman is Revolutionizing Industrial Maintenance and Construction “Industrial facilities are like the human body,” says Matthew Kleiman, the visionary co-founder and CEO of Cumulus Digital Systems. Forget siloed thinking. Embrace interconnectedness.

System 52

System Industry Video Construction 52

Understanding the Sales Force

AUGUST 5, 2019

Trucks and construction. Lots of construction. We've been doing a lot of traveling this summer to baseball tournaments ( how one playoff game turned out) , college baseball showcases and back. During these travels, one thing has become abundantly clear. Lots of trucks.

Discount 173

Discount Construction Incentives Incentive 173

No More Cold Calling

DECEMBER 21, 2023

It’s an exciting time: The time of year to construct your business future. I’m introducing a Referral Selling System to ensure companies build a referral culture, source only qualified leads, get meetings with their prime prospects, and close business quickly. Here’s what you might have missed from No More Cold Calling this quarter.

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Referrals Social Media Cold Calling Sales Qualified Lead 156

Sales Hacker

NOVEMBER 19, 2020

Intent data can change how you prospect, manage the sales cycle, and close deals. New Construction Data. In the United States alone, private construction spending reached approximately $992 billion in 2018. Access to new construction intent data could be your golden ticket to exceeding your sales goals. Date of closing.

Intent Data 110

Intent Data Intent Real Estate Data 110

Steven Rosen

JANUARY 14, 2024

.” Byline: By sales leadership and coaching experts Colleen Stanley and Steven Rosen Introduction ​ As sales leaders, we often focus on developing hard skills such as product knowledge and closing techniques. By reflecting on our emotional reactions, we can better manage them and respond more constructively.

Sales Leadership 156

Sales Leadership Account Video Coaching 156

BuzzBoard

MARCH 13, 2024

This persona, a semi-fictitious representation of your ideal customer, should be constructed using a mix of market research and real data garnered from existing customers. For small businesses specifically, constructing an ideal customer profile can markedly enhance your ability to tap into their needs, pain points, and purchasing behaviors.

Ideal Customer Profile 52

Ideal Customer Profile Small Business Small Business Buyer Persona 52

Sales and Marketing Management

NOVEMBER 15, 2018

From here, most well-meaning sales managers pivot into the helpful, inspiring part of the conversation, discussing the need to increase activity, generate more proposals, ask for the sale, and increase the closing ratio. When delivering performance feedback, a little constructive criticism goes a long way. Positivity.

Coaching 257

Coaching Construction Pivotal Positioning 257

Hubspot Sales

APRIL 1, 2019

So, let’s hone that skill with 14 simple sales presentation techniques that communicate an irresistible narrative and get buyers to close. If you want to see how closely your buyer paid attention to your deck, start your call with, " Based on the information in the deck I sent, where should we start? ". Sales Presentation Techniques.

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Closing ROI Call-back Buyer 143

PandaDoc

APRIL 17, 2024

The market for construction software is expected to reach $3.875 billion by 2030. See also How to use contract management software to manage construction contracts What are the challenges of contractor management companies? This could be in construction but could cover many sectors. This is yet another area where CMS is helpful.

Software 52

Software Software Benefit Construction 52

PandaDoc

APRIL 17, 2024

The market for construction software is expected to reach $3.875 billion by 2030. See also How to use contract management software to manage construction contracts What are the challenges of contractor management companies? This could be in construction but could cover many sectors. This is yet another area where CMS is helpful.

Software 52

Software Software Benefit Construction 52

Pipeliner

DECEMBER 6, 2023

Dealing with Failures Constructively Luis and I also discussed the importance of reacting to and approaching failures or setbacks in a constructive manner. He emphasized the importance of leaders being committed to coaching and embracing moments of analysis and growth.

Video 59

Video Construction Coaching Analysis 59

Pipeliner

JULY 21, 2023

Eddie highlights industries like construction, wellness, CBD, pet care, and even travel. And don’t forget to closely work with the franchisor and utilize the franchise disclosure document to set realistic earnings expectations. It’s all about finding your passion and aligning it.

Construction 52

Construction Travel Small Business Small Business 52

Janek Performance Group

NOVEMBER 15, 2023

One way to weed out the actual top performers from all the candidates who appear to be top performers involves introducing constructive challenges early in the interview process. When you probe, superstars can provide quantifiable data on their sales achievements, such as revenue generated, deals closed, or sales targets exceeded.

Coaching 62

Coaching Hiring Strategy Construction 62

Zoominfo

APRIL 6, 2021

And research shows that companies who automate at scale are closing more deals than those who don’t. A business development rep can be alerted every time a company with 50 employees or more in the state of California is showing higher-than-normal levels of online research on the topic of construction technology.

Ideal Customer Profile 130

Ideal Customer Profile Data Hiring Construction 130

Hubspot Sales

MARCH 1, 2018

Effective communication helps you forge strong connections, collaborate with internal and external stakeholders, close deals, and convince people to share your views. In this talk, Sigman shares the results of his experiments and conclusions about how to construct a healthier democracy -- starting with your next Monday morning standup.

Closing 111

Closing Lead Rank Lead Scoring Face-to-face 111

criteria for success

JULY 26, 2022

How accurate are your sales forecasts , both amounts and close dates? Do your salespeople provide constructive feedback to the marketing team on the tools they are given? Do your salespeople effectively hand new customers off to the delivery team when they close deals? Do your salespeople effectively ask for referrals ?

Lead Rank 98

Lead Rank Lead Scoring Scale Construction 98

Awarathon

APRIL 12, 2024

Creating realistic sales scenarios: Generative AI stands out for its ability to analyze vast amounts of data and generate scenarios that closely mimic real-life sales interactions. This hands-on approach accelerates skill acquisition and boosts confidence, preparing sales teams for success in actual sales encounters.

Coaching 52

Coaching Training Ideal Customer Profile Face-to-face 52

Pipeliner

OCTOBER 26, 2023

He offered a list of 250 common tasks that VAs can handle in various industries such as legal, real estate, property management, and construction. Other clients in construction and real estate have experienced improved responsiveness to clients, faster turnaround on quotes, and efficient property management.

Outsourcing Services 59

Outsourcing Services Real Estate Video Construction 59

Pipeliner

AUGUST 12, 2020

Constructive Feedback. Constructive Feedback. The third tip would be for both teams to give more constructive feedback. John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling.

Video 98

Video Marketing Construction Social Media 98

Sales and Marketing Management

OCTOBER 16, 2017

Nearmap, the company I work for, captures, manages and delivers high-resolution aerial imagery to engineering and construction firms, governments, property and real estate companies, solar installers, telecoms, and others. Closing the deal. How has it changed that way they work?

Real Estate 243

Real Estate Construction Scale Hiring 243

Zoominfo

NOVEMBER 22, 2019

When your deal closed? Do you need to close big sales? When your ABM program gets into full swing, advocates become critical to close your biggest deals. Well, each account’s journey will go through some unique phases: Awareness Informational Consideration Closing. Funding How much funding have they raised?

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

Sales and Marketing Management

APRIL 30, 2018

That means you being open to receiving constructive suggestions from your salespeople. Is your sales team having troubles closing sales? Most managers try to fix the problem by getting involved in deals as they approach the close. Problems closing likely stem from the beginning of the sales process, not the end.

Sales Management 268

Sales Management Hiring Motivation Construction 268