Jeffrey Gitomer

MAY 12, 2011

Want To Learn How To Sell To Tough Customers? Tweet Share If you’re having a hard time selling to tough customers, I have a solution for you. Here’s what you’ll learn: How to transform an angry customer into a loyal client. How to use email to resolve customer issues. Customer Loyalty.

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Hiring Webinar Metrics Social Media Customer 220

LeadFuze

JULY 7, 2023

It not only drives revenue growth but also helps in managing customer churn and acquisition costs effectively. In this thorough overview, we’ll investigate the significance of creating intelligent sales objectives and approaches that can assist you with accomplishing them.

Sales Goal 52

Sales Goal Churn Incentives Incentive 52

Apptivo

JANUARY 27, 2022

That’s why an effective sales strategy involves a sales team knowing when to stop selling. There are two types of sales detractors whom you will come across when selling your products or services. The customer is not a good fit for your business. The customer is not ready for upselling or cross-selling.

Real Estate 98

Real Estate Promotion CRM Software 98

Klozers

JUNE 5, 2014

Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved.

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Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

Allego

MARCH 23, 2023

Using data from conversation intelligence software , sales managers can identify sales reps’ skill gaps, pinpoint where revenue is won or lost, prescribe training to fix specific behaviors that lose deals, extract best practices for their entire team and keep deals moving through the pipeline.

Data 62

Data Face-to-face Remedy Conversion 62

Gong.io

AUGUST 23, 2022

For example, say you’re building software. This may work in an Economics 101 course, but is hardly relevant for real-world software businesses. In the software world, we implement a small subset of new product features and iterate based on customer feedback. Bias toward recent customer requests. The problem?

Software 62

Software Software Objections Enterprise 62

Gong.io

SEPTEMBER 26, 2022

Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. In this guide, we’ll look at what remote selling is and why it’s replacing traditional sales models. Remote selling offers more data points. Not meeting customers in person means these learnings can appear more fragmented than before.

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Face-to-face Decision Maker Lead Rank Pipeline 108

Highspot

JANUARY 3, 2024

Common Challenges in Sales Closing The Benefits of a Closing Sales Training Strategy 8 Sales Closing Techniques The 6 Most Important Closing Tips Tried and Tested Sales Training Tips for Closing More Deals Elevate Your Closing Skills with Highspot What is Sales Closing and Why Is It Important? How Does the Sales Closing Process Work?

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Closing Training Lead Rank Negotiation 52

Gong.io

APRIL 23, 2021

Recorded calls prevent sales teams from repeating the same mistake — like losing deals to the same objection. There is no reason to make up customer quotes. Sales call recording software provides real, authentic, best-in-class examples of the best customer conversations: actual calls. Those days are gone.

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Coaching Film Software Software 62

Highspot

JANUARY 9, 2024

A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers. This makes B2B sales training more important than ever.

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B2B Training Top of Funnel B2C 52

Allego

OCTOBER 25, 2022

For reps to build up their selling skills and gain the insights they need, they require ongoing coaching from sales managers. For instance, a seller can record themselves doing a practice selling session and show how they’d approach a call, share it with their manager for review, and then receive feedback on improvements.

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Face-to-face Coaching Scale Video 96

Mereo

MARCH 1, 2023

In the end, when leadership takes the time to create this tool, organizations reduce Customer Acquisition Cost (CAC) and enhance operational efficiency by better deploying marketing and sales resources (e.g. Salespeople reinforce all this with a consistent engagements and value messaging approach.

Lead Rank 41

Lead Rank Lead Scoring Sales Qualified Lead B2B 41

Hubspot Sales

OCTOBER 9, 2019

When you're on an exploratory call , you want to be prepared for every question, objection, or circumstance a prospect throws your way. Overcoming common objections. When a sales call doesn't go the way you thought it would or you get a question or objection you aren't sure how to respond to, ask your manager or peers for advice.

Film 135

Film Hubspot Sales Cycle Lead Rank 135

Hubspot Sales

NOVEMBER 18, 2020

43% of sales leaders believe customer satisfaction is the top insight for measuring sales performance. Remote Selling. Sales leaders ranked video conferencing software as the most important tool for their teams, followed by their CRM. 51% of sales leaders rely on data to measure sales rep performance.

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Sales Leadership Hiring Face-to-face Decision Maker 142

The Sales Hunter

MARCH 18, 2012

Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. Here are the steps I recommend that all salespeople follow before meeting with prospects or customers: Know the objective. Be able to answer questions such as: What outcome do I want? Prepare questions.

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Groups Call-back Sports Selling Skills 186

Carew International

FEBRUARY 4, 2019

Solomon replied that he divides his time in thirds, with a third of his time spent on strategy, a third on his people and a third on customers. They are likely intimidated by customer objections when, in fact, these are opportunities to move the sales process forward and deepen the customer relationship. Absolutely.

Sales Leadership 42

Sales Leadership Tools Selling Skills Negotiation 42

Sales Hacker

MAY 8, 2020

If you sell complex enterprise software, a show-and-tell format may not be useful or persuasive enough to demonstrate your solution. These can be purpose-built to enable sales engineers to quickly spin-up customized, real-world environments necessary to close deals. Selling software is a highly collaborative process.

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Quota Social Media Face-to-face Follow-up 75

Carew International

FEBRUARY 4, 2019

Solomon replied that he divides his time in thirds, with a third of his time spent on strategy, a third on his people and a third on customers. They are likely intimidated by customer objections when, in fact, these are opportunities to move the sales process forward and deepen the customer relationship. Absolutely.

Sales Leadership 40

Sales Leadership Tools Selling Skills Negotiation 40

eGrabber

NOVEMBER 30, 2021

1 Automated Lead Generation Software for Sales Reps to Improve Sales Performance & Increase Sales Try for Free. Create your Ideal Customer Profile. before that you need to know who your ideal customers are. If you want to improve sales performance & increase sales, you need to know who your ideal customers are.

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Ideal Customer Profile How To Campaigns Lead Generation 52

Sales Training Connection

MARCH 3, 2014

The underlying problem is a lack of sufficient focus, urgency and long-term commitment by the key players to overcome the seduction of shiny objects that take precedent. All Trigger Events represent some type of strategic shift so the sales team will indeed need to adjust and adapt their selling skills to the new reality.

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Sales Coaching Coaching Software Software 105

Vengreso

AUGUST 21, 2023

Digital marketing can leverage this skill to establish lasting customer loyalty and improved brand awareness. The Importance of Social Selling Training Social selling training offers tremendous rewards to sales professionals, enabling them to stay ahead of competitors and effectively tackle challenges in achieving their objectives.

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Social Selling Training Outsourcing Services Top of Funnel 52

Jeffrey Gitomer

JANUARY 6, 2012

Hard to imagine Bill Gates in his dorm room cooking mac and cheese on a hotplate as he struggles with his 128k computer to create the future of software. Yes, I’m somewhat successful now, BUT I didn’t start with nine best-selling books. Customer Loyalty. Overcoming Objections. But they all did. Share this Post.

Hiring 226

Hiring Social Media Loyalty Journal 226

No More Cold Calling

APRIL 9, 2015

According to the Objective Management Group, 74 percent of sales reps are failing. It’s not complicated to teach people how things work—a software system, a sales training program, a consulting process, a social media platform. Teaching selling skills requires a clear and repeatable process.

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Hiring Lead Rank Lead Scoring Guidelines 120

Salesmate

JUNE 2, 2020

Therefore, it is essential to focus on solution selling rather than just emphasizing the product’s features. You have to understand customer needs before they understand your technologies” – Steven Haines. But wait; what is solution selling? Benefits of solution selling. How you sell matters. Tiffani Bova.

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Solutions Selling Sales Methodology Face-to-face Up-Sell 119

SBI

OCTOBER 25, 2017

Sales Proficiency (Knowledge & Skills). Believe it or not, many managers don’t stop to consider what each of their sales reps is actually prepared to bring to every customer interaction. And we aren’t just talking about selling skills. Here are 3 key sales metrics you may be missing: 1.

Lead Rank 139

Lead Rank Lead Scoring Hiring Analytics 139

Gong.io

JUNE 8, 2022

Gong’s sales analytics software takes unparalleled data capture and analytical capabilities and applies them to your customer interactions. Identify pain : What are their primary business objectives? PS: The MEDDIC sales process was created by Dick Dunkel and Jack Napoli at the Boston-based software and services firm PTC Inc.

Sales Process 62

Sales Process Top of Funnel Sales Methodology Sales Qualified Lead 62

Showpad

APRIL 9, 2020

In this blog, we’ll discuss how to implement a successful coaching culture for a virtual workforce, as well as the tools and techniques leaders should leverage to boost reps’ selling skills, knowledge and overall performance. Sales coaching involves providing ongoing instruction and advice to develop sales skills.

Sales Coaching 111

Sales Coaching Coaching Face-to-face Sales Enablement 111

Mindtickle

APRIL 26, 2017

Efficiency and effectiveness indicators can be tracked using sales readiness tools (like Mindtickle) and customer engagement tools (like Showpad and Seismic). They not only have the requisite knowledge of their products or services, but their skills are developed enough to have meaningful customer interactions, consistently.

Sales Coaching 52

Sales Coaching Coaching Lead Rank Lead Scoring 52

Mindtickle

APRIL 26, 2017

Efficiency and effectiveness indicators can be tracked using sales readiness tools (like Mindtickle) and customer engagement tools (like Showpad and Seismic). They not only have the requisite knowledge of their products or services, but their skills are developed enough to have meaningful customer interactions, consistently.

Sales Coaching 52

Sales Coaching Coaching Lead Rank Lead Scoring 52

Mindtickle

MARCH 21, 2017

Procore is the world’s most widely used construction project management software. Managing and delivering sales collateral in a way that ensured a consistent customer experience. Maybe it’s about understanding the pitch, understanding the customer stories and understanding how to demo and that’s all that it is.

Sales Enablement 52

Sales Enablement Conversion Hiring Webinar Metrics 52

Mindtickle

MARCH 21, 2017

Procore is the world’s most widely used construction project management software. Managing and delivering sales collateral in a way that ensured a consistent customer experience. Maybe it’s about understanding the pitch, understanding the customer stories and understanding how to demo and that’s all that it is.

Sales Enablement 52

Sales Enablement Conversion Hiring Webinar Metrics 52

SalesHandy

JULY 15, 2018

Steli Efti is mainly known for his selling skills and his attitude of never giving up on a prospect. Jeb Blount is a CEO of Sales Gravy where they advise top company executives on the influence of emotional intelligence and interpersonal skills on sales, experience, leadership, customer acquisition and much more.

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Influencer LinkedIn Social Media Demand Generation Agencies 76

BrainShark

MAY 3, 2022

When starting a new job, there’s usually a long list of onboarding tasks that need to be completed, like getting the necessary hardware and software set up, receiving account credentials, and going through mandatory HR training. For example, say that a specific objection has been coming up more and more over the last few months.

Training 71

Training Hiring How To Course 71

Gong.io

SEPTEMBER 10, 2018

Customer story length (i.e., how long your reps can get customers to talk in response to their questions). Follow the same process when you want to prevent your reps from selling on price (rather than value). Better Objection Handling. Talk about mastering objection handling skills. Number of questions.

Scale 48

Scale Objections Case Study Coaching 48

Gong.io

SEPTEMBER 19, 2022

Likewise, if you can justify the value of your solution, you can overcome pricing objections and convince your prospects to buy. It’s better to prioritize those who have an actual need for your solution because they’re more likely to derive value from it and turn into lifelong customers. Create an Ideal Customer Profile (ICP).

Sales Qualified Lead 62

Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

The Brooks Group

MAY 19, 2014

No matter what industry you're in, if you have customers, then customer relationship management software is an essential tool. Fully Define Your Objectives Before Executing An Implementation Many companies make the mistake of thinking that implementing a new software platform is the key to solving all their problems.

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CRM Software Software Guarantee 40

The Digital Sales Institute

JANUARY 26, 2022

Today, it is worth noting that learning sales skills online is not limited to basic topics or a few simple sales training videos. The reality is that it facilitates salespeople to learn both soft sales skills and the hard selling skills. Learn Better With Sales Skills Online.

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Course Retention Face-to-face Cost per Lead 52