Gong.io

AUGUST 15, 2018

Having spent his career running sales teams at Salesforce.com, Paul Snelson now found himself leading the 70-rep sales organization at TouchBistro. Like many SaaS sales teams, Paul has a specialized sales model. But the rate of converting these leads into sales meetings was low. Booming Leads, Busting Close Rates.

Selling Skills 78

Selling Skills SalesForce Inbound Lead Rank 78

The Sales Hunter

MARCH 11, 2014

We’ve all been told that selling product features is not the way to sell, but even knowing that, it seems it still is what happens, not only by salespeople, but also by marketing. Case in point: I recently was prompted to change a password for some software I have. Excuse me, but doesn’t the customer know better?

Microsoft 247

Microsoft Benefit Consultative Selling Software 247

The Sales Hunter

JANUARY 8, 2013

“Informed-calling” is the prospecting method where in place of making cold-calls, you instead call potential customers with a specific reason based off of something you’re learned about them. An example of how it works is you might be selling B2B in the software industry. ” Sales Motivation Blog.

Cold Calling 181

Cold Calling Prospecting Customer Software 181

Partners in Excellence

OCTOBER 3, 2022

In recent years, we’ve acknowledged the concept of a customer Buying Process. Many have argued abandoning the Selling Process, focusing on the Buying Process, in the least we must align the selling process with the buying process. So our customers really don’t have a buying process. Maybe every few years.

Analysis 117

Analysis System Selling Skills Buyer 117

Apptivo

JANUARY 27, 2022

The best sales team knows when to stop selling. Have you ever wondered what are some of the successful habits of an effective sales team? The most common answer is they have a definite sales plan and also, they know when to stop selling. The customer is not a good fit for your business. Sales Plan.

Real Estate 98

Real Estate Promotion CRM Software 98

Allego

MAY 2, 2019

Today’s post is by Colleen Stanley, president of SalesLeadership—a leading sales development consulting firm that specializes in emotional intelligence and consultative sales skills training. Money is invested in technology and marketing to ensure the sales pipelines are full. It’s the “revolving door syndrome.”.

Customer 75

Customer SalesForce Customer Service Selling Skills 75

Allego

JANUARY 17, 2023

In this capacity, Melissa and her team conduct product, sales and technology training for all employees, which includes training on Lincoln’s annuity, long-term care, life, and small-market retirement plan businesses. Episode 56: Developing Virtual Sales Confidence | Melissa Finnegan. From This Episode. About The Adapter’s Advantage.

Google 118

Google Licensing Sales Enablement Groups 118

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.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

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.

Hiring 220

Hiring Webinar Metrics Social Media Customer 220

The Pipeline

FEBRUARY 1, 2013

Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills. Long Sales Cycles.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. Whether you’re looking to implement a remote sales strategy or improve your current strategy, keep reading. What is remote sales?

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

The Sales Hunter

JANUARY 23, 2014

Sales, including upstream and downstream sales, can be easily generated based on our extensive leading edge products and expertise. Our three innovative IT systems will facilitate your sales during the whole process.” It’s about product features and does zero in attempting to connect with me, the customer.

Direct Mail 201

Direct Mail Selling Skills Software Software 201

LeadFuze

JULY 7, 2023

Knowing how to set sales goals is a crucial skill for any business owner, sales manager or marketer. It not only drives revenue growth but also helps in managing customer churn and acquisition costs effectively. But setting effective sales goals involves more than just choosing an arbitrary number.

Sales Goal 52

Sales Goal Churn Incentives Incentive 52

Allego

MARCH 23, 2023

As a result, sales organizations are under intense pressure to achieve their targets and make sure their sales reps perform at a high level. High-performing sales teams can use this AI-powered tool to gather data to help sales reps overcome their unique challenges and raise overall team performance.

Data 62

Data Face-to-face Remedy Conversion 62

Sales Management Plus -- SMP

NOVEMBER 30, 2023

The phrase also fits in a distribution sales context as well when you start examining sales gaps between your reps. Examining sales gaps is a great way to find ideas for improving the entire performance of your team. What Are Selling Gaps? One example is the sales activity gap.

Distribution 52

Distribution Retention Sales Cycle Selling Skills 52

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know. Sales Leadership Stats. Sales Performance. Remote Selling. is invaluable.

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

Crunchbase

NOVEMBER 18, 2021

Building out a sales organization has historically been an incremental process: Scale in a linear fashion by hiring one salesperson at a time. However, relying solely on employing full-time sales workers may soon become a restrictive and potentially detrimental model. More than one-third of global sales involve salespeople.

Trends 105

Trends Hiring Scale Compensation 105

The Sales Hunter

FEBRUARY 12, 2014

If your customers see what you;re selling as being cheap, then they’ll expect you to sell it to them at a reduced price. Customers will always compare. Help them out with this by making sure the customer sees you as the premium solution. Copyright 2014, Mark Hunter “The Sales Hunter.”

Positioning 228

Positioning Referrals Comparison Selling Skills 228

Hubspot Sales

JULY 13, 2020

In sales, every day is a new opportunity to contact leads, close deals, and move closer to your target. However, it's also important to step back regularly and conduct sales audits to ensure your team is performing at a high level that meets or exceeds your expectations. What is a sales audit? Sales Audit Checklist.

Hiring 101

Hiring Decision Maker Collateral Demographics 101

eGrabber

NOVEMBER 30, 2021

Businesses use various action plans to improve sales performance. However, salespeople find it difficult to improve sales performance. Sales development reps are often busy with too many things on their plate. In addition, they have to handle the pressure of achieving the sales & revenue targets.

Ideal Customer Profile 52

Ideal Customer Profile How To Campaigns Lead Generation 52

Gong.io

DECEMBER 15, 2022

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. . What is sales territory mapping, and why is it important? So everyone has the same sales potential. .

Territories 62

Territories Ideal Customer Profile Hiring Forecasting 62

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

B2B 52

B2B Training Top of Funnel B2C 52

MTD Sales Training

APRIL 19, 2020

In its third edition of ‘the State of Sales’ report in 2020, SalesForce reported that “Sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person.”. He may have been referring to the US market but, globally, we will see a slower return to our usual sales patterns.

Meeting 156

Meeting Face-to-face How To Call-back 156

Sales Hacker

MAY 8, 2020

But now that countless sales professionals are forced to make the transition for the first time, many face an entirely new set of challenges. There probably isn’t a more directly impacted area than the field sales rep. Key Challenges in Remote Sales: Connecting with prospects and coworkers. Delivering a great online demo.

Quota 77

Quota Social Media Face-to-face Follow-up 77

The Sales Hunter

AUGUST 20, 2013

Recently, I began searching for a new software package for my company. Second, you have to negotiate a price knowing the customer is going to beat you up. In my book, that is a pretty lousy sales process. They have sales that drag out much longer than need be and their company makes a lot less profit than they could be making.

Discount 197

Discount Selling Skills Negotiation System 197

Highspot

JANUARY 3, 2024

Whether you’re a seasoned sales manager or a frontline rep hustling for results, we get it – the struggle is real. Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. What is Sales Closing and Why Is It Important How Does the Sales Closing Process Work?

Closing 52

Closing Training Lead Rank Negotiation 52

The Sales Hunter

DECEMBER 8, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. Retail Sales Trends. 4 Ways to Close More Sales By Changing Your Sales Process.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

Gong.io

APRIL 23, 2021

Too often, sales teams spend a significant chunk of their workday in a black hole of subjectivity. How (uber-successful) sales teams use this “film” is the key. Here are five hacks to use sales call recordings to beat your personal best. Here are five hacks to use sales call recordings to beat your personal best.

Coaching 62

Coaching Film Software Software 62

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

The Sales Hunter

FEBRUARY 12, 2013

How much business do you get from customers after they’ve placed their initial order with you? When I was 16, I worked for McDonald’s and one of the first thing they taught me was to “incremental sell” each customer by recommending one additional item after they placed their order. I say that is garbage.

Follow-up 185

Follow-up Up-Sell Motivation Software 185

Sales Training Connection

MARCH 3, 2014

Sales coaching – leverage trigger events. Sales coaching – sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more of it. The “it” of course is sales coaching. So sales coaching gets put off until Friday and it never happens.

Sales Coaching 105

Sales Coaching Coaching Software Software 105

Hubspot Sales

NOVEMBER 9, 2020

Business to Business , or B2B, sales occur between companies that sell products or services to other companies. This could look like a technology company selling marketing software to other companies and wholesalers selling products to supermarkets. The industrial sales industry is also a very specific market.

Industry 119

Industry Buyer Persona Hubspot Retention 119

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. As sales leaders, we are continually looking for more time in our day, specifically to focus on long-term and far-reaching strategic concerns. Give a man a fish, he eats for a day. Absolutely.

Sales Leadership 42

Sales Leadership Tools Selling Skills Negotiation 42

Sales Hacker Training

JUNE 17, 2020

According to statistics from our sales professional user base here at RepVue , only 46.7% of sales professionals globally are achieving quota. And it’s even fewer in software sales organizations. 6 Key Fit Factors When Hiring for Sales. How transactional is your sales process? Not so fast.

Quota 123

Quota Hiring Cold Calling Sales Methodology 123

Allego

OCTOBER 25, 2022

Great sales reps aren’t born. For reps to build up their selling skills and gain the insights they need, they require ongoing coaching from sales managers. Sales Coaching in the Virtual Selling Era. For one, hybrid work enabled sales reps to work from anywhere. 5 Tips to Improve Sales Coaching.

Face-to-face 96

Face-to-face Coaching Scale Video 96

Hubspot Sales

OCTOBER 9, 2019

Just like Liam Neeson in " Taken ," to be a successful salesperson, you need to have a particular set of skills. As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. more deals and the profit margin on sales-won improved by 12.2%.

Film 138

Film Hubspot Sales Cycle Lead Rank 138

Mindtickle

JULY 27, 2022

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. But the truth is, continuous learning is essential for revenue professionals of all levels – from the sales rep to the Chief Revenue Officer.

Sales Enablement 52

Sales Enablement Webinar Metrics Conference Networking 52