Janek Performance Group

AUGUST 29, 2023

The truth about salespeople who are reluctant to prospect boils down to two things: First, they are reluctant to prospect because past attempts resulted in failure. Second, they don’t know what to say to prospects. Prospecting reluctance can be the silent killer of sales careers.

Prospecting 62

Prospecting Hiring Face-to-face Pipeline 62

Zoominfo

NOVEMBER 13, 2019

9 B2B Closing Techniques People buy from people first, then product second, according to ZoomInfo’s Director of Sales Steve Wernke. So here are nine steps to humanize your closing process, and strengthen your overall sales strategy. Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close.

Closing 130

Closing B2B Decision Maker Scale 130

SalesFuel

APRIL 16, 2024

And they may also realize that sales training only goes so far in generating higher success rates. The average sales organization publishes continuous content updates to reinforce training. Interestingly, Mindtickle reports, around 80% of new training content sees only a 30% engagement rate.

Coaching 114

Coaching Top of Funnel How To Hiring 114

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. This equips them with vital skills to engage with prospects on their preferred social media platforms, building meaningful relationships that lead to increased revenue. Tips for adoption of social selling training.

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

Score More Sales

DECEMBER 22, 2014

As the year draws to a close, it can be challenging to find inspiration to be productive when there are so many distractions going on. What if you spent several hours working on a prospecting strategy for success – if in fact you really were reaching NO ONE now? Close More Deals. Close More Deals.

Prospecting 262

Prospecting Ideal Customer Profile Decision Maker Twitter 262

Vengreso

JANUARY 18, 2022

Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep. It is through the use of the right B2B prospecting that we can continue to succeed in this always-evolving field. But before we start, let’s define what sales prospecting is.

Tools 132

Tools Prospecting Top of Funnel Ideal Customer Profile 132

DiscoverOrg Sales

SEPTEMBER 4, 2018

Closing should be a win for both sides. The sales professional tells their prospect that after all of their discussion, even though they had initially appeared to be a great fit, the salesperson might have misread and seem to be speaking two different languages. If you’ve done your job well, the prospect knows they are a good fit.

Closing 120

Closing B2B Decision Maker Scale 120

Hubspot Sales

JUNE 10, 2020

After researching how vulnerability can impact sales, I decided to talk to CeCe Aparo , Vice President and GM of Corporate Training at Hoffman , a sales management training organization. It allows reps to close bigger deals and advance deals in ways they never thought possible.". Close for what you want. Get on the phone.

Closing 76

Closing Cold Calling Training Conference 76

Hubspot Sales

JUNE 10, 2020

After researching how vulnerability can impact sales, I decided to talk to CeCe Aparo , Vice President and GM of Corporate Training at Hoffman , a sales management training organization. It allows reps to close bigger deals and advance deals in ways they never thought possible.". Close for what you want. Get on the phone.

Closing 76

Closing Cold Calling Training Conference 76

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. FinancialServices. Insurance. ITServices.

Company 156

Company Prospecting Oracle Transportation 156

Smart Calling

MARCH 22, 2018

Do you really know where you stand with the prospects in your follow-up files right now? Although some reps argue that at least they are making contact and “touching” their prospects through their messages, I reject that totally. ” “How close are we to making this happen?” Come on, really now?

Follow-up 91

Follow-up Closing Prospecting How To 91

John Barrows

APRIL 10, 2019

In those situations, I prefer to be flexible or get creative, but only when the prospect brings it up. Why would you bring up a discount before it’s even mentioned by the prospect? Just because it’s my name on the contract, take a look at JBarrows Sales Training on LinkedIn, or check out your own CRM records. Make It Happen!

Closing 161

Closing Licensing Discount Account 161

Mr. Inside Sales

JULY 24, 2022

Here’s how: If you’re qualifying a prospect to pitch later, and you know that price is the biggest objection you get, then qualify for it so you’re not ambushed when you get to the close. Remember: You can’t close an unqualified lead! ON DEMAND SALES TRAINING THAT GETS RESULTS! Get Access Today.

Objections 156

Objections Face-to-face Sales Qualified Lead Gatekeeper 156

MTD Sales Training

JANUARY 12, 2012

For every minute a sales person spends putting out fires or pointless admin, is a minute they are not closing a sale. After closing the sale, the sales person must handle the needed time-consuming paperwork, set up the account in the delivery system and more. MTD Sales Training. Income Producing Tasks. “Do the Math!

Closing 284

Closing Cold Calling Proposal Up-Sell 284

Shari Levitin

JUNE 30, 2021

What Your Prospects Aren't Telling You. Here are three strategies you can leverage right now to enhance your customer experience and make prospects feel like doing business with you. Later, I incorporated this idea into our training programs. Customer’s need to feel good doing business with you. Create T-Shirt Moments.

Prospecting 149

Prospecting B2C Travel Face-to-face 149

LeadFuze

DECEMBER 31, 2021

Sales training accounts for less than one-third of what you should be doing to enable sales. If your sales enablement initiative is not having a big enough impact, it could be because of the common mistake made by companies to confuse training with enablement. Most sales training is focused on the basics of a company and its products.

Sales Enablement 52

Sales Enablement Training Hiring Banking 52

Smooth Sale

AUGUST 11, 2022

Attract the Right Job Or Clientele: Do You Struggle with Being Nice to Prospects? An early morning friendly conversation brought up the topic of struggling with being nice to prospects. In all honesty, sometimes it is a struggle to be nice to prospects and, occasionally, a client. My Story : Being Nice to Prospects.

Prospecting 78

Prospecting Hiring Networking Conversion 78

MTD Sales Training

JULY 26, 2016

You’ll have heard of open questions and closed questions. Should I be asking more closed questions now?”. Instead, think about how you can get the prospect to think of what you have in terms of how it will benefit them. This helps you see what is most important to the prospect. Have I probed enough? Happy selling!

Examples 120

Examples Prospecting Decision Maker Buying Cycle 120

Sales Hacker Training

MARCH 23, 2023

Because your prospect is uncertain. Related: 3 Steps to Transform Your Mindset in Sales and Overcome Any Challenge How I know: My first 70,000 hours of selling Malcolm Gladwell famously said it takes 10,000 hours of practice to attain mastery. Can you guess how many sales are closed at the first meeting? A staggering 2%.

Closing 52

Closing Harvest Top of Funnel Relationals 52

Marc Wayshak

OCTOBER 7, 2020

In fact, acknowledging that you’ve still got a lot of sales training basics to learn is the first step to starting to crush your sales. 1) You can try to figure out sales training basics out on your own— banging your head against the wall as you keep doing the same things over and over again. Are you relatively new to selling?

Training 62

Training Call-back Up-Sell Conversion 62

MTD Sales Training

FEBRUARY 6, 2012

Often you get that prospect that wants to get you into a conversation about a sensitive issue such as political beliefs or theology. Also, there are those prospects that wish to use you as their personal sounding board for personal views on everything from racial issues to the sexual relations. MTD Sales Training.

Prospecting 308

Prospecting Travel Exact Up-Sell 308

Score More Sales

JULY 7, 2014

Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? You need to start planning during your prior work day for upcoming prospecting you’ll be doing on the next business day. read the related post “The Power of Trusts in B2B Selling” here ). Close More Deals.

Prospecting 222

Prospecting Education Territories B2B 222

Highspot

APRIL 14, 2023

If you want your sales team to efficiently and consistently close deals, you need to arm them with the resources and materials they need to be successful. Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

If you want your sales team to efficiently and consistently close deals, you need to arm them with the resources and materials they need to be successful. Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key.

Training 52

Training Scale How To Hiring 52

Vengreso

DECEMBER 6, 2018

Every sales professional wants to be closing sales on a higher level. After building a multi-million dollar law firm, Adam became CEO of one of the largest business and personal development training companies in the world, overseeing more than $100 million in sales. Are you closing #sales or opening relationships? You know that.

Closing 111

Closing SAP Harvest Pivotal 111

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. Companies often use this model with specialized products with high price points and usually require more training and customer support. Expand your pipeline of ideal prospects. Transactional sales.

Enterprise 96

Enterprise Enterprise Ideal Customer Profile Sales Process 96

Anthony Iannarino

MAY 5, 2020

The senior sales leader said, “When I have the right team, I will train them.” He believed investing in this particular team wasn’t worth investing in, and that he was better waiting until he could assemble something like the cast of characters in an Avengers movie to train, coach, and develop them. His salesforce is poorly led.

Training 108

Training Face-to-face B2B Coaching 108

Hubspot Sales

DECEMBER 4, 2018

It's easy to sell to prospects who are already interested in your product. But the best salespeople are distinguished from the average ones when it comes to uninterested prospects. But the best salespeople are distinguished from the average ones when it comes to uninterested prospects. How to Earn Your Prospect's Interest.

Prospecting 142

Prospecting Hiring Up-Sell Guarantee 142

Sales Hacker Training

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Know why you’re training your team before you start. Training during the last 15+ months [10:43]. powered by Sounder. Sam’s Corner [28:12].

Training 119

Training Scale Webinar Metrics Face-to-face 119

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Never go into a sales call not knowing how you’re going to close the sale. The most common part left out of any presentation is the close. This does not mean you’re only going to use one type of closing technique. prospecting.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

The Digital Sales Institute

MARCH 6, 2019

The use of an online sales training platform can have multiple benefits within any sales organization. Due to time pressure, cost and changing learning preferences, classroom-based or day long sales training is becoming obsolete. Online sales training platform. Online sales training platform. Benefits of sales training.

Training 67

Training Social Media Course Cold Calling 67

The Sales Hunter

DECEMBER 8, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 4 Ways to Close More Sales By Changing Your Sales Process. It’s only natural for salespeople to be focused on how many sales they close and what their overall numbers are. Client List. Testimonials. Mark’s Insights on PRICING.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

Hubspot Sales

JANUARY 19, 2018

I’m a big believer in preparation, so whenever I can, I create a deal plan with my prospect. The deal plan should cover whatever your prospect suggests but will generally encompass the remainder of the sales cycle, how to sell the product internally, and the implementation of the product. Why You Should Create a Deal Plan.

Closing 139

Closing Tools Sales Cycle ACT 139

CloserIQ

OCTOBER 30, 2018

If you consider sales training to be the first of several steps toward boosting profits, it’s easy to see why it’s such a crucial investment. Sales training lays the foundation for future revenues by increasing your team’s satisfaction, loyalty and competence, all of which improve their interaction with the customer.

Training 98

Training Top of Funnel Scale Sales Enablement 98

Salesmate

NOVEMBER 3, 2021

Do you ever spend an excruciatingly long time behind a prospect and then the deal falls apart? Moreover, you also need to follow a specific framework when you’re closing any deal. So, they don’t get sufficient time to actually focus on closing the deal. What is sales closing and why is it important? Table of contents.

Closing 52

Closing Face-to-face Buyer Persona Lead Rank 52

Hubspot Sales

SEPTEMBER 4, 2020

To become a "trusted advisor" — as so many thought leaders advocate — a rep must first gain their prospects' trust. Prospects coming to you cold might warm up to you a bit after reading a few glowing endorsements (especially if they know or share common connections with your referrer). Establish Your Credibility. Look Them in the Eye.

Prospecting 130

Prospecting Ideal Customer Profile Face-to-face Cold Calling 130

Hubspot Sales

MARCH 19, 2019

Sales training is a big investment. Not only are you paying for the training itself and related expenses, but your sales team is also losing prime selling hours to attend workshops and sessions. So, how do you make your training a success , not a flop? Top Reasons Your Sales Training Will Fail. Some are neutral.

Training 90

Training Hiring Discount Hotels 90