The Digital Sales Institute

MARCH 12, 2024

The Urgency Close This technique works best where there is a genuine offer or some time limited event such as end of quarter discounting. It is a powerful psychological tool that can influence your prospects’ decisions and help you close more sales. Creating a sense of urgency can motivate buyers to take immediate action.

Closing 52

Closing Objections Buyer Proposal 52

The Sales Hunter

DECEMBER 15, 2011

It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. It’s time we kill the term “social media” and replace it with “business marketing.” What about Plaxo and dozens of other second-tier networking tools — same thing.

Social Media 152

Social Media Media Motivation Hiring 152

The Sales Hunter

FEBRUARY 27, 2012

Sorry, social media is just one tool. Have in place some sort of a low-touch contact or marketing program that allows you to remain in contact with these cold-leads from time to time. If you aren’t positive about both yourself and what you sell, then how do you expect anyone you meet to even think about being a prospect?

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

Janek Performance Group

MARCH 17, 2023

However, because the $100,000 shortfall from average sales skills is money never received, sales leaders are more comfortable ignoring average sales skills. Every business has an annual budget for marketing, technology, and payroll. Another hidden cost of average sales skills is customer dissatisfaction.

Referrals 62

Referrals Exercises Discount Study 62

The Sales Hunter

DECEMBER 19, 2011

A far more effective response is to create a sales and marketing system that provides an interconnected, measurable set of processes and tools that ultimately result in increased sales. Sales and marketing can be treated in exactly the same way. Selling a Price Increase? Selling a Price Increase: Is There a Good Time?

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

SBI

OCTOBER 25, 2017

Some also admitted they didn’t have the skills, data, or tools to coach effectively. And we aren’t just talking about selling skills. For other groups or other time periods, it may be expanded to include skills like handling competitive objections, or responding to a recent regulatory change in your market.

Lead Rank 139

Lead Rank Lead Scoring Hiring Analytics 139

The ROI Guy

NOVEMBER 16, 2016

The key, providing the content, tools and training to help your sales reps and channel partners better assess and align with needs, prove the high cost of “do nothing”, and communicate and quantify your unique and superior business value.

Closing 77

Closing ROI Survey Discount 77

Gong.io

AUGUST 14, 2018

Here’s just one example: the marketing technology industry. It usually looks something like this: The use of this comparison tool leads to a fierce competitive “bakeoff,” and triggers what I call the “spec war.”. You offer a 10% discount. How can I say this? In 2011, this industry had 150 vendors. And so it goes.

Competition 54

Competition Webinar Metrics Comparison Marketing 54

The ROI Guy

JANUARY 11, 2017

The facts are that: Customers will significantly delay decisions and won’t get to “Yes” unless you help them understand and quantify your differentiating value Sales will struggle in communicating and quantifying your unique value without your providing provocative value messaging, tools and consulting support.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Highspot

JANUARY 3, 2024

Solution: Focus on educating the prospect about the evolving market trends and how your solution aligns. Solution: Sales managers can streamline administrative tasks through automation tools. Ongoing Reinforcement and Coaching Reinforce training with regular coaching sessions where selling skills can be practiced and refined.

Closing 52

Closing Training Lead Rank Negotiation 52

The Sales Hunter

FEBRUARY 6, 2012

Methodology: A system of strategies, principles, rules, guidelines, tools, learning approaches, language, and evaluation methods for selling. John Doerr draws upon an extensive career in business leadership which has included senior executive management, business development and marketing, and product and service development.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

Janek Performance Group

OCTOBER 18, 2023

A common misconception in sales is that top-performing salespeople are born with inherent selling skills, the so-called “gift of gab.” Myth #4: Discounts Win Clients When salespeople rely on discounts, they often turn a big deal next month into a small one this month.

Ideal Customer Profile 62

Ideal Customer Profile Discount Lead Rank Lead Scoring 62

The ROI Guy

OCTOBER 5, 2011

A Demand-Gen Report interview with Thomas Pisello, The ROI Guy, Chairman & Founder of diagnostic / ROI sales tool provider Alinean Inc. In order to “fight” Frugalnomics and maintain sales effectiveness, sales needs to be armed with a new value-oriented, consultative methodology, training and tools. Frugalnomics changes everything.

Sales Enablement 45

Sales Enablement Report Tools ROI 45