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. What does ABC, or ‘Always Be Closing’ really mean?

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Closing Objections Buyer Proposal 52

Zoominfo

DECEMBER 28, 2020

By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. Buying signals in sales combine verbal cues and intent data, positioning your team to tailor prospect-focused communications. Sales then gets qualified leads they can close sooner. How to spot buying signals.

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Lead Rank Intent Data Closing Buyer Intent 309

Smooth Sale

DECEMBER 22, 2022

Attract the Right Job Or Clientele: Are You Establishing A Positive Business Reputation? Building a positive reputation in business should be relatively easy, with the essentials always in mind. If you can set the right tone, you’ll be in an excellent position to move forward. Establishing A Positive Business Reputation.

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Positioning Hiring Proposal Lead Rank 78

Hubspot Sales

DECEMBER 22, 2020

Affirmations are positive statements that are intended to be encouraging, motivating, and supportive. Academic research claims consistent repetition of affirmations can help people maintain a positive self-esteem, decrease defensiveness, and overcome perceived threats related to competence. Positive Sales Affirmations.

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Positioning Compensation Motivation Commission 141

BuzzBoard

FEBRUARY 19, 2024

Understanding the importance of positioning digital marketing for small business growth can substantially impact your ability to seal a deal. AI has the potential to streamline and automate repetitive tasks, making it simpler for small businesses to manage their marketing endeavors and permitting salespeople to focus more on closing clients.

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Alice Heiman

AUGUST 22, 2018

Your Sales Team is Poorly Positioned. Your salespeople are poorly positioned and that is stretching out your sales cycle and preventing deals from closing. . Your salespeople are starting off too low in the organization and not finding enough of the buyers which is leaving them poorly positioned. . You know it’s true.

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Positioning Closing Top of Funnel Coaching 89

Smooth Sale

SEPTEMBER 28, 2022

Attract the Right Job Or Clientele: How to Create A Positive Workplace Environment. Our collaborative Blog offers insights on how to create a positive workplace environment. Once a positive atmosphere takes over, it is easier to entice employees to remain for the long term, which will positively impact the company’s bottom line.

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Positioning How To Hiring Lead Rank 78

Janek Performance Group

DECEMBER 13, 2021

A recent study found that students given positive information about their school were more likely to do well academically than those given neutral or negative information about their school. In other words, a positive framing helped students do better at school. Another trick is by re-framing challenges in a positive light.

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Positioning Real Estate Face-to-face Study 118

The Center for Sales Strategy

JULY 21, 2021

Imagine this scenario: You’re managing a seller who is excellent at developing close relationships with their clients, but you’ve noticed they've been running late to several prospecting meetings in recent weeks. You want them to be on time for their meetings and are preparing to give them feedback on this issue. The answer?

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Positioning Examples Motivation Meeting 121

Pipeliner

AUGUST 13, 2023

The Power of Positive Reinforcement: A Conversation with Bill Sims As a podcast host, I’ve had the privilege of engaging with some of the most insightful minds in various industries. Bill fondly recalls his mother using positive reinforcement during his childhood, offering him ice cream if he ate his green beans.

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Positioning Lead Rank Motivation Social Selling 52

Hubspot Sales

MAY 24, 2023

A closing call is like the finish line of a marathon. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. The closing call is all about controlling the controllable. In this article: What is a closing call? Why is the closing call so important?

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Closing Proposal Call-back Vendor 102

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.

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Closing Negotiation Buyer ACT 52

Hubspot Sales

AUGUST 4, 2020

But if you can remain positive you have a huge competitive advantage. But there is a secret weapon — positivity. A positive outlook is essential for every sales performer and is one of the keys to my personal success. A positive outlook is essential for every sales performer and is one of the keys to my personal success.

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Positioning Hubspot Face-to-face Quota 136

Sell Integrity

AUGUST 30, 2021

After a devastating year for layoffs and record-setting degrees of turnover on the horizon, open sales positions abound and salespeople are in hot demand. When your focus is on figuring out a way to get this person to buy what you’re selling, you’re in an almost adversarial position right from the get-go. Selling For The Right Reasons.

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Hiring Positioning Journal SAP 89

SalesLatitude

NOVEMBER 29, 2018

The pressure is on: If the end of your sales year is December 31, then you’ll need to close all possible deals in just a few short weeks. But do you know which deals really will close by year-end ? Watch my video for 3 simple tips to help you close your sales year on the best possible note. Let me know how it works for you!

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Positioning Video Closing Sales 71

Marc Wayshak

JANUARY 26, 2023

Don’t you just hate it when the sale seems to be going well…but at the end, the close ultimately proves elusive ? It might seem like the end of the sale is the key moment to close the deal. But in reality, the earlier part of the sales conversation is what ultimately results in a closed deal—or not. Check it out: 1.

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Closing Case Study Face-to-face Study 102

The Pipeline

JULY 10, 2017

While many know some of their metrics and conversion rates, few take time to explore and understand their prospects’ closing average or ratio. All is good till the last scene, curtains close without a deal. The reality is that everyone will paint a positive picture in the start, even the “Brochure Scouts” sent to gather information.

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Closing Energy Vendor Pipeline 198

Sales and Marketing Management

OCTOBER 12, 2017

Do a quick Google search on the topic and you will find list upon list of tricks, hacks and sales “secrets” to closing deals and making millions. You will then be positioned to lead them to solutions (and not necessarily always yours) that will help them stay ahead and prepare for what’s to come – giving them a competitive advantage.

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Positioning Buyer SAP Industry 228

Pipeliner

FEBRUARY 9, 2023

Overcoming Distraction, Faupo, and Shortcuts to Achieve Success In today’s world, it can be challenging to maintain a positive mindset and stay focused on our goals. By focusing on one day at a time and making the most of our 168 hours each week, we can create a positive impact on our overall life. He is CSMO at Pipeliner CRM.

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Positioning Video Social Media How To 52

Mr. Inside Sales

OCTOBER 25, 2019

As you can see, what you’re doing here is reinforcing and assuming the positive outcome here—rather than opening your closing call with doubt and uncertainty. The way to overcome them is to have proven, best practice responses on hand so you can practice perfection and close more sales. You isolate that stall! Upcoming Schedule.

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Follow-up Closing Face-to-face Call-back 120

Hubspot Sales

SEPTEMBER 11, 2023

When you’re working deals, mastering the art of closing is essential. However, the pressure associated with a traditional closing approach can be daunting, especially for new sales representatives. Introduce your closing strategy in the first sales meeting. What’s a tried-and-true way to get there? Fear of Rejection.

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Closing Strategy Face-to-face Lead Rank 103

Pipeliner

FEBRUARY 7, 2023

To improve your mental wellness, it’s important to focus on positivity. Surround yourself with positive people and things, such as inspirational videos or podcasts, and start your day with intention by taking a few moments to be grateful and tell yourself positive affirmations. To improve yourself, you need to do the work.

Positioning 52

Positioning Video How To Journal 52

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?

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Negotiation Closing Case Study Buyer Persona 52

Anthony Cole Training

MARCH 1, 2024

Companies have choices and often it makes sense to hunt, interview, hire and pay for a full-time sales manager, but this is a position very difficult to fill. It will take time, money, lots of effort and then onboarding to your systems, people and culture.

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Hiring Sales Management Motivation Industry 284

SBI

DECEMBER 28, 2020

Nasdaq: TTGT), the global leader in B2B technology purchase intent data today announced the closing of the previously announced acquisition of BrightTALK Limited, a private company incorporated in England. BrightTALK’s leadership position in this space is a key asset. NEWTON, MA – DECEMBER 23, 2020. TechTarget, Inc.

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Closing Intent Data Intent Face-to-face 126

Gong.io

SEPTEMBER 17, 2021

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. The reason most deals don’t close is misalignment. This is where asking the right sales closing questions comes in. Which steps will get us to close. Where they stand.

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Closing Proposal Call-back Buyer 118

Score More Sales

APRIL 5, 2014

Suddenly your first deal closes – or your first deal after a slump – or enough deals to get you to the next level in your comp plan – and wow, is sales great! Research over the years has found that positive attitudes impact sales success. He is known as the father of positive psychology. Close More Deals.

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Inside Sales Positioning Territories Insurance 212

Pipeliner

OCTOBER 8, 2022

Catherine Mattice is the founder and CEO of Civility Partners, an HR consulting company focused on helping organizations create respectful and positive workplace cultures. Today, in this expert insight interview, Catherine and John discuss “How to create positive and respectful workplace culture.”. Focus on employee engagement.

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Positioning Video How To ACT 52

Mr. Inside Sales

AUGUST 16, 2019

The problem I’m hearing is that sales reps—both newer reps and even some seasoned reps—immediately drop the price or offer a trial, or readily hand out references thinking that this is what will close the sale. Can we buy half a position to try it out?”. You’ll close more sales and feel better about yourself! Upcoming Schedule.

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Negotiation Closing Face-to-face How To 137

Mindtickle

APRIL 10, 2024

For example, let’s say an organization finds that its best sellers frequently use a specific piece of sales content to close deals. For example, you may find that one of your top sellers uses a specific piece of sales content every time they close a deal in a specific industry. But not just any content will do. See for yourself.

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Top of Funnel Analytics Revenue Closing 52

The Sales Hunter

JUNE 21, 2013

If you’re a sales leader — and by that I mean a person who leads salespeople — then the last thing you should be doing is closing sales. Your job description doesn’t say anything about closing sales. Closing sales is the job of your salesperson. Copyright 2013, Mark Hunter “The Sales Hunter.”

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Closing Sales Leadership Sales Coaching 243

Pipeliner

SEPTEMBER 19, 2021

In this Expert Insight Interview, Lisa Morton discusses positioning and messaging. This Expert Insight Interview discusses: The evolution of positioning and messaging. What positioning and messaging is all about. The post The Evolution of Positioning and Messaging (video) appeared first on SalesPOP! Walking the Walk.

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Positioning Video Social Media Ideal Customer Profile 52

Pipeliner

JANUARY 1, 2021

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. The post Sales Manager is an Antiquated Position (video) appeared first on SalesPOP! He is CSMO at Pipeliner CRM.

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Positioning Sales Management Video Intent 97

Pipeliner

JUNE 15, 2022

In this Expert Insight Interview, Pamela Jett discusses the concept of relentless positivity, what it means for leaders and people in general, and how it can be transformative. She works with professionals to better understand that choosing to be relentlessly positive even in difficult situations isn’t naïve; it is leadership.

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Positioning Social Selling CRM Pipeline 52

Mr. Inside Sales

MARCH 2, 2024

Study these 3 interviewing mistakes and make sure YOU don’t make them the next time you’re trying to land your next sales position. If you have several years where you moved around a lot, simply list: “Speak to me to clarify most recent positions.” Mistake Number Two: Talking past the close. Too many sales reps like to talk.

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Hiring Face-to-face Gatekeeper Decision Maker 241

MTD Sales Training

FEBRUARY 23, 2012

I believe in the power of positive thinking as much as anyone does, and in fact, more than most people. However, the truth is that sometimes, even if it is only on rare occasion, the proverbial bottom falls out, and thinking yourself into a positive attitude , just isn’t going to happen. 2 – Check the Numbers. Don’t misunderstand me.

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Positioning Exercises Call-back Up-Sell 261

Mr. Inside Sales

NOVEMBER 2, 2015

When I began my sales career all those years ago, I was told that at the bottom of all successful sales was a transfer of emotion – my manager told me that I was either transferring my positive feelings about my product onto my buyer, or he/she was transferring their negative feelings about it to me. Positive Statement #3.

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Positioning Cold Calling Call-back Guarantee 120