Gong.io

SEPTEMBER 26, 2022

Certain products like Software-as-a-Service (SaaS) are well-suited for remote selling. But selling a physical product is much harder — prospects can’t exactly hold it in their hands and try it out. Use sales enablement software. Want to know what separates your top performers? . Demonstrating product features.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

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. Software such as conversation intelligence can help capture that data. Measure Soft Skills. Great sales reps aren’t born. They’re made. Leverage Conversation Intelligence.

Face-to-face 96

Face-to-face Coaching Scale Video 96

MTD Sales Training

APRIL 19, 2020

If so, use meeting software that allows for more people to be online. Do identify other uses of the meeting software. Do ensure people on the call are aware of the meeting software’s capabilities. Most people will be coherent with how the software works, but ensure you know how it works yourself. Do prepare effectively.

Meeting 156

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

Partners in Excellence

OCTOBER 18, 2022

In technology, is it software, electronic components, product oriented companies, services oriented companies, telecom/networking/cloud and so forth. ” Most people think I’m going to respond with something having to do with improving selling skills. We have to develop very rich profiles of these organizations.

Ideal Customer Profile 48

Ideal Customer Profile Customer Pipeline Enterprise 48

LeadFuze

JULY 7, 2023

We’ll also look at how technology can aid in managing your sales targets efficiently with tools like ClickUp’s Goals software and lead management systems. Investing in the right software can streamline your processes and boost productivity. Gotta keep those selling skills sharp. Remember, communication is key.

Sales Goal 52

Sales Goal Churn Incentives Incentive 52

Gong.io

JUNE 8, 2022

Gong’s sales analytics software takes unparalleled data capture and analytical capabilities and applies them to your customer interactions. PS: The MEDDIC sales process was created by Dick Dunkel and Jack Napoli at the Boston-based software and services firm PTC Inc. Get ready to filter like that in your sales funnel.). Unintentional?

Sales Process 62

Sales Process Top of Funnel Sales Methodology Sales Qualified Lead 62

Gong.io

AUGUST 10, 2022

Consultative selling helps you meet the desires of buyers, too. By this point, you know what consultative selling is, why it works, and how it is different from a more traditional, product-based sales approach. . Now let’s talk about how to improve those consultative selling skills. Research like you’re writing a thesis.

Consultative Selling 62

Consultative Selling ACT Cold Calling Buyer 62

Mindtickle

JUNE 28, 2021

For sales managers, being able to track and analyze seller performance all in one place using sales readiness software provides concrete insight into every time you say, “You’re doing a great job,” or “There’s room for improvement.” Data also identifies the exact ways each seller can improve.

Coaching 95

Coaching Data Sales Coaching Conversion 95

Mindtickle

SEPTEMBER 21, 2023

The exact measurements vary from organization to organization. It’s important to understand whether the rep is actually using their newly acquired selling skills while in the field. Conversation intelligence software records sales calls – and then analyzes those calls. But that doesn’t guarantee success.

Ideal Customer Profile 59

Ideal Customer Profile Sales Cycle Sales Enablement Coaching 59

BrainShark

JULY 20, 2022

Easy content authoring: Let anyone can create interactive trainings without needing advanced technical skills. Unless they accurately remember the exact file name or location, they’ll likely spend hours searching for a specific piece of content. To learn more, read: 5 Document automation software (and how to choose).

Distribution 62

Distribution Sales Enablement Coaching Video 62

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.” For instance, consider a software company offering a premium subscription package at a higher price than its competitors. Myth #1: The Best Salespeople are Natural Sellers.

Ideal Customer Profile 62

Ideal Customer Profile Discount Lead Rank Lead Scoring 62

Highspot

NOVEMBER 1, 2022

Because consultative selling provides the exact kind of personalized experience modern buyers have come to expect: an experience that requires intense focus, active listening , and – perhaps most importantly – a solid foundation of mutual respect and trust. Get to Know Each Buyer’s Needs.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Highspot

DECEMBER 5, 2023

Because this type of sales methodology provides the exact kind of personalized experience modern buyers have come to expect: an experience that requires intense focus, active listening, and – perhaps most importantly – a solid foundation of mutual respect and trust.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Gong.io

SEPTEMBER 19, 2022

Whether you’re the head of sales for a Software-as-a-Service (SaaS) startup or an enterprise, you can adapt the framework and continue to refine it over time. If a rep determines that this prospect is a good fit, they can position their software as the solution by emphasizing how it can keep communications centralized and organized.

Sales Qualified Lead 62

Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

Mindtickle

JUNE 28, 2021

For sales managers, being able to track and analyze seller performance all in one place using sales readiness software provides concrete insight into every time you say, “You’re doing a great job,” or “There’s room for improvement.” Data also identifies the exact ways each seller can improve.

Coaching 52

Coaching Data Sales Coaching Conversion 52

Gong.io

APRIL 28, 2021

Picture this: You’re a software sales rep and you gave a stellar demo to your customer’s CFO. Gong Labs’ previous research shows that it’s not a great idea to send executives cold emails with lofty ROI promises (see chart below for a sneak peek). How on earth can that be a bad idea, when all customers care about is ROI? What did you do wrong?

ROI 71

ROI Lead Rank Lead Scoring Benefit 71

The Spiff Blog

AUGUST 25, 2022

When a sales rep doesn’t have the necessary selling skills, leaders have options. But as a team member, feeling like you’re constantly underperforming has the exact opposite effect. They can turn to coaching or training to get the offending rep up to speed. Employees in this quadrant can pose a challenge to managers.

Commission 78

Commission Compensation Motivation Intent Signal 78

Gong.io

NOVEMBER 19, 2021

That’s precisely what our call recording software is for. Concerns are minor points you need to overcome before moving forward with your deal. Customers usually state them pretty plainly, not like smokescreen objections. You know what you’re dealing with here, which is a good thing. Well, that and many other wonderful things.

Objections 108

Objections How To Face-to-face Call-back 108

SalesHandy

JULY 15, 2018

Steli Efti is mainly known for his selling skills and his attitude of never giving up on a prospect. Marc Benioff is the co-founder & CEO of the best CRM software out there, SalesForce. Before SalesForce, he worked for almost 13 years at database software giant, Oracle. Steli Efti. CEO of Close.io (Elastic, Inc).

Influencer 76

Influencer LinkedIn Social Media Demand Generation Agencies 76

Pipeliner

DECEMBER 31, 2017

Lacked requisite selling skills to engage in a value conversation. The company had piloted Julian’s software and decided it didn’t work for them. Perhaps they: Depended on marketing to send them qualified sales leads. Didn’t follow up with the leads they had. Relied on social media and email to communicate with prospects.

Referrals 75

Referrals Sales Qualified Lead Cold Calling Social Media 75

Highspot

JANUARY 3, 2024

An advanced sales training software can provide insights, strategies, and analytics that can help shape successful interactions and elevate your sales team’s productivity. 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

Emissary

JANUARY 23, 2023

Bone up on call skills and coaching. The pandemic was great for tech demand which by definition, made it lousy for skill development. Your team’s selling skills, and your behavioral coaching skills , have likely atrophied. this year, including a 9% growth in software spend. Double down on account planning.

Top of Funnel 52

Top of Funnel Hiring Face-to-face Account 52

Accent Technologies

NOVEMBER 10, 2018

For example, we at Accent Technologies specialize in developing software that makes reps want to use their CRM. CRM is often considered “sales software,” but this is a limitation of CRM’s versatility. Few companies would invest in software that was merely a glorified spreadsheet. Manage customer service cases from anywhere.

CRM 55

CRM ROI Commission Vendor 55

SalesHandy

JULY 15, 2018

Steli Efti is mainly known for his selling skills and his attitude of never giving up on a prospect. Marc Benioff is the co-founder & CEO of the best CRM software out there, SalesForce. Before SalesForce, he worked for almost 13 years at database software giant, Oracle. Steli Efti. CEO of Close.io (Elastic, Inc).

Influencer 52

Influencer LinkedIn Social Media Demand Generation Agencies 52

Gong.io

JUNE 25, 2021

Here’s an (underrated) key to super-effective sales demos: Exactness. Pipeline management software can flag when it happens (and when it doesn’t) so you know what deals are closing this quarter. Sales Stat #19: Don’t feature dump. Your demo should EXACTLY solve your customer’s business problem. But, also, no more. Solve exactly.

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

Gong.io

SEPTEMBER 14, 2022

This strategy is effective for Software-as-a-Service (SaaS) products that provide a relatively simple user experience and don’t cost the earth. Direct distribution models are company owned and operated (think software companies and DTC eCommerce brands). . Some software developers will sell through third parties. .

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Strategy Marketing 62

Gong.io

SEPTEMBER 19, 2018

Selling software-as-a-service? It’s definitely not a selling skills book. This is another sales book that’s less a book about selling skills and more a book about both product marketing and sales management. Blueprints for a SaaS Sales Organization. There are so few books on sales management.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111

Gong.io

AUGUST 20, 2018

There are exact clones of “what” you sell out there. Zuora has 12 established competitors (not counting all of the small startup competitors in the space), and all of the products are pretty much the same as the next one: recurring billing software. I don’t buy it. This is just one example. How could they get away with that?

Competition 54

Competition Trends Case Study Up-Sell 54

Gong.io

DECEMBER 23, 2021

Gong’s sales forecasting software collects data from each point of contact with customers and analyzes exactly where you stand on every deal. Gong eliminates the guesswork and introduces reality into your sales pipeline, and therefore, your sales forecasting. Let AI deliver the insights you need to make informed business decisions.

Closing 62

Closing Forecasting Sales Forecasts Proposal 62

Gong.io

OCTOBER 29, 2019

But with video recordings and software such as Gong.io, your reps and managers can get personalized scoring and feedback. An underestimated and powerful outcome of the video recording challenge and certification process is that managers see exactly where their reps need coaching help.

Top of Funnel 81

Top of Funnel Hiring Coaching Lead Rank 81

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. Sales managers can identify reps’ readiness to sell by seeing how they’d do in a real-life situation.

Training 71

Training Hiring How To Course 71

Mindtickle

MARCH 13, 2020

Since coaching is a 1:1 experience, rather than a large training setting, reps can get specific feedback and guidance on how to improve their communication and selling skills, turn negative questions into positive answers, and more. Continuous coaching is a great way for managers to upskill reps in the areas where they need it most.

Hiring 66

Hiring Top of Funnel Webinar Metrics Coaching 66

DialSource

JANUARY 16, 2020

For example, companies can now use marketing automation software to schedule and manage marketing tasks from a single hub. Using this insight, the startup can develop a niche software solution and promote it with a data-backed marketing strategy, securing a competitive advantage over bigger rivals.

Ideal Customer Profile 41

Ideal Customer Profile Consumer Face-to-face Objections 41

Mindtickle

MARCH 13, 2020

Since coaching is a 1:1 experience, rather than a large training setting, reps can get specific feedback and guidance on how to improve their communication and selling skills, turn negative questions into positive answers, and more. Continuous coaching is a great way for managers to upskill reps in the areas where they need it most.

Hiring 52

Hiring Top of Funnel Webinar Metrics Coaching 52

LeadFuze

MAY 17, 2021

You’re in the ideal position to really empower and motivate your salespeople and kill your sales goals using your amazing sales manager skills. Unfortunately, you also have the opportunity to do the exact opposite if you don’t know how to be an effective sales manager. This is where great sales software can really come in handy.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

Gong.io

FEBRUARY 9, 2019

Here at Gong.io, we try to get our buyers to pilot our software. Here’s a sales tactic to bring closure to the objection: The exact phrasing of this question matters. It might sound like this: Buyer: We have a hard time differentiating from our competitors. Sales rep: Back peddle? Buyer : Exactly. Sales rep : Inconsistent?

Cold Calling 133

Cold Calling Call-back Objections Buyer 133

Vengreso

MARCH 22, 2022

Don’t forget when you’re hiring someone that it’s not just about their skills — they’re going to represent your company! Technical sales knowledge increases a field sales rep’s salary by 24%, while new business development and strategic selling skills are worth 10-24% more.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98