SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

Highspot

JANUARY 18, 2024

Lengthy sales pitches often fall short. But with SNAP selling’s concise and customer-centric approach, you can enhance sales performance by reducing stress and focusing on needs. This acronym stands as a best seller in sales strategies, aligning perfectly with the demands of the modern buyer. What Is SNAP Selling?

Ideal Customer Profile 52

Ideal Customer Profile Real Estate Customer Decision Maker 52

Vengreso

JANUARY 18, 2022

With digital selling taking over traditional sales methodologies, there has never been a more exciting time to be in sales. 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. What is Sales Prospecting?

Tools 132

Tools Prospecting Top of Funnel Ideal Customer Profile 132

Allego

MAY 25, 2021

What is AI-assisted sales? These pop culture references show how little the average person knows about this amazing technology. Today, AI is used across industries to help decision-makers draw insights from vast quantities of data. And now, AI has come to the profession of sales. AI-Assisted Sales Solutions.

Scale 149

Scale Sales Enablement Decision Maker Buyer 149

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

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Mr. Inside Sales

SEPTEMBER 9, 2019

Here is another excerpt from a really good book on sales I’ve been reading—and quoting from—this summer: “The Salesman’s Book of Wisdom” by Chriswell Freeman. Mr. Watson was not only a founding father of the computer industry, he was also a master salesman. And he had this practical advice about sales presentations. Sales Adage.

Face-to-face 144

Face-to-face Gatekeeper Inside Sales Decision Maker 144

Zoominfo

SEPTEMBER 17, 2019

A lot of people don’t dig very deep into the possibilities of direct contact information – but in today’s whiteboard session, you’ll see the real impact on your sales team. This was pre- technology stack. It was as simple as: “bang the phones, get the decision makers, sell the deals”. And you have a silent sales floor.

Meeting 166

Meeting Decision Maker Top of Funnel Funnel 166

Mindtickle

MARCH 14, 2024

Enablement teams are under pressure to ensure sellers are always ready to deliver outstanding experiences and provide value throughout the sales cycle. Alkami Technologies , a digital baking solutions provider for financial institutions in the U.S., That all changed when they started using digital sales rooms.

Revenue 52

Revenue Sales Cycle B2B Decision Maker 52

Close.io

DECEMBER 10, 2018

When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Picking up the phone to call leads that didn’t know who I was, to pitch them on why they should hand over their hard-earned money in exchange for my product, was enough to make my stomach turn in my early days of sales prospecting.

Lead Rank 131

Lead Rank Lead Scoring Sales Qualified Lead Prospecting 131

Janek Performance Group

MAY 2, 2023

In an instant, sales organizations saw their operations and teams rendered dramatically less productive. In addition to an uncertain economy, organizations now face dispersed sales teams and a lexicon of new phrases. Here, they estimated that, by 2030, automation and AI technology could force 375 million workers to switch jobs.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

Janek Performance Group

JANUARY 25, 2023

From product details to solution recommendations, sales reps present a lot. As a sales training company, we study, teach, and coach best practices for presentations. However, today, with so much uncertainty, budgets are tight, decision makers are plentiful, and competition is stiff.

Decision Maker 62

Decision Maker Collateral Maximizer Case Study 62

MTD Sales Training

DECEMBER 7, 2017

Here are 33 tips and techniques that I believe will help every salesperson to improve their overall sales figures and create more motivation and drive. Whether it’s a cold call on a prospect or a follow-up email after a client visit, have the clarity to know exactly what you are trying to achieve. 5) Learn from every experience.

Buying Cycle 169

Buying Cycle Cold Calling Call-back Follow-up 169

Gong.io

JULY 7, 2022

Sales reps don’t need the latest sales automation tool , CRM, or email template to close deals. Modern tips, tricks, and software certainly have their place, but they help you maximize an effective sales methodology — they don’t replace it. Sales reps focus on qualification, not closing — and everyone is better off for it. .

Decision Maker 118

Decision Maker System Sales Methodology ACT 118

Zoominfo

SEPTEMBER 17, 2019

This was pre-technology stack. It was as simple as: “bang the phones, get the decision makers, sell the deals”. And so we were trained to find direct dial numbers for every prospect on our call list. So we went from a sales team of 15 people in a call boutique to 45 people – more of an inside sales body shop.

Meeting 130

Meeting Decision Maker Top of Funnel Funnel 130

BrainShark

SEPTEMBER 10, 2023

The sales profession isn’t what it used to be. Today’s sellers are dealing with the high expectations of savvy B2B buyers, decision-by-committee, disruptive technology, M&A, product innovations… and more. It’s no surprise that 20% of salespeople say their training needs a complete overhaul.

Training 62

Training Hiring Objections Coaching 62

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

LeadFuze

AUGUST 13, 2021

Stay Ahead With These Sales Training Courses this 2021! Predictable Revenue, sales hacking, and now account-based everything has massively impacted the sales profession over the last 10 years. In partnership with LeadFuze, Sales Hacker has launched FREE LeadFuze Certified Sales Hacker Bundle.

Course 98

Course Ideal Customer Profile Training Account Based Marketing 98

Highspot

MARCH 13, 2024

Artificial Intelligence (AI) is reshaping sales, transitioning from a buzzword to a core component of how sales teams connect, predict, and work. Let’s explore how AI can become your team’s MVP, making your sales efforts more competitive. Why Do You Need AI in Sales? Why Do You Need AI in Sales?

Webinar Metrics 52

Webinar Metrics Strategy Lead Rank Lead Scoring 52

SBI

JULY 12, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Joe Andrews, VP of Product & Solution Marketing for InsideView. Connect with him on LinkedIn or Twitter.

InsideView 104

InsideView Ideal Customer Profile Lead Rank Marketing Qualified Lead 104

Pipeline

APRIL 1, 2024

In fact, most sales teams rely on long-term accounts and word-of-mouth to maintain revenue, which is not a sustainable approach. Create a Formal Sales Process The first step in elevating your lead generation process is to build a definite sales process. Lead evaluation: not every lead is worth pursuing.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

The Digital Sales Institute

NOVEMBER 13, 2023

Sales methodologies play an important role in the nearly every selling situation. The specific sales methodology is only relevant to the buying and selling situations of any individual company as everyone needs to tailor their sales motions to their markets, industries etc. Sales Methodology Training – Why you need it.

Sales Methodology 52

Sales Methodology How To Decision Maker Consultative Selling 52

Janek Performance Group

JANUARY 23, 2023

The new year is upon us, and this year looks to be anything but easy for telecom sales. It was rollercoaster of a year last year for enterprise sales: It’s not how we start in January but how we finish in December that counts. With this background in mind, I want to share some insights I’ve gained about the industry.

Telecommunications 62

Telecommunications Enterprise Enterprise Decision Maker 62

Emissary

DECEMBER 13, 2022

Empowering your sales team with the right resources, tools, training, and information is key to successfully closing the deal. Organizations see a significant impact on sales as a result of sales enablement; 76% of organizations see an increase in sales between 6% to 20%. Source: G2 ) .

Sales Enablement 52

Sales Enablement Decision Maker Scale Buyer 52

Highspot

DECEMBER 5, 2023

Explore a range of sales process examples and learn how to align with the customer’s journey for better buyer engagement , relationships, and sales success. What is a Sales Process? Sales Methodology Sales Process Examples Sales Process Mistakes to Avoid Mastering Your Sales Process With Highspot What is a Sales Process?

Sales Process 52

Sales Process Top of Funnel Ideal Customer Profile Real Estate 52

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Hubspot Sales

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. You’ll also need a thorough knowledge of sales trends and stats to succeed. With a modest, go-get-'em attitude, you can learn the stats you need to know to anticipate what a career in sales has in store for you.

Ideal Customer Profile 111

Ideal Customer Profile Salary Hiring Lead Rank 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. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales? Self Sales.

Enterprise 95

Enterprise Enterprise Ideal Customer Profile Sales Process 95

Highspot

SEPTEMBER 6, 2023

Learn how this sales method builds trust and loyalty while emphasizing value. Key Value Selling Strategies Sales Methodology for Value Selling Benefits of Value Selling How Does Value Selling Compare to Other Methodologies? Incorporating value selling into sales training can help your company stay ahead of the competition.

Lead Rank 59

Lead Rank Lead Scoring Sales Methodology Decision Maker 59

Highspot

OCTOBER 24, 2023

Sales training can be like sailing the high seas – an always-on adventure where focus, navigation, and teamwork are vital. We’ve curated a collection of the best sales training tips so you can build a program that will put wind in your team’s sails to navigate an uncertain selling landscape and outperform every quarter.

Training 52

Training Hiring Coaching Course 52

Salesmate

MARCH 17, 2020

You also have a reliable team of sales professionals. You are gearing up to launch your product’s sales process. You realize that your sales process and other operations can improve tenfold. You realize that your sales process and other operations can improve tenfold. As B2B sales have multiple stakeholders and steps.

Sales Process 125

Sales Process Top of Funnel Buyer Persona Lead Rank 125

Zoominfo

JULY 1, 2018

We know B2B decision makers are using social media to inform their buying decisions. In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ). Monitor online review sites.

Buyer 190

Buyer Social Media Social Selling Incentives 190

Janek Performance Group

OCTOBER 4, 2023

Sales technology feels like it is evolving faster than we can keep up. Here I will explore the current state of AI in sales, and its potential for improving seller productivity. AI is a transformative technology that will change society more than the internet. Most likely neither one of these options.

Decision Maker 62

Decision Maker Face-to-face Sales Qualified Lead Lead Rank 62

Crunchbase

JANUARY 12, 2022

The world of B2B sales has undergone significant transformation over the past two years, and while some changes are starting to settle in as the new normal, I anticipate 2022 will bring yet another round of shifts. Grow your revenue with all-in-one prospecting solutions powered by the leader in private-company data. Search less.

Retention 52

Retention Trends Intent Signal B2B 52

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. The trick is knowing what training program and techniques to use. Why sales training is important. or a 353% ROI.

Training 92

Training Lead Rank Hiring Course 92

Allego

OCTOBER 16, 2020

For those responsible for training and L&D, the question on everyone’s mind was, “How do we deal with this and still come out on top?”. One answer to the training challenges posed by a rapidly changing world is situational sales enablement. The Future of Training in a Post-Pandemic World. It’s a chaotic environment.

Sales Enablement 133

Sales Enablement Scale How To Churn 133

Close.io

DECEMBER 10, 2018

When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Picking up the phone to call leads that didn’t know who I was, to pitch them on why they should hand over their hard-earned money in exchange for my product, was enough to make my stomach turn in my early days of sales prospecting.

Lead Rank 80

Lead Rank Lead Scoring Sales Qualified Lead Prospecting 80