Go for No!

FEBRUARY 24, 2023

Examples include: Listen, Don’t Take It Personally, Don’t Be Desperate, It Might Be a Good Time to Quit, It Might Be a Blessing, You Shouldn’t Be Surprised, You Should Be Surprised, See It as a Gift, Accept It, and more!

Maximizer 77

Maximizer Exact Strategy Positioning 77

Women Sales Pros

OCTOBER 26, 2018

As a former vice president of sales and as a sales trainer for many years, I have observed a lot of sales calls. And too many times, the salesperson blew the call within the first five minutes by not bringing their Sales EQ or Sales IQ to the meeting. Here are some examples of selling behaviors to avoid.

SalesForce 90

SalesForce Consultative Selling ACT Up-Sell 90

Allego

APRIL 21, 2022

Coaching distributed sales teams and providing feedback. Mastering virtual selling skills. With the right strategies, tactics, and solutions, however, you can overcome those obstacles and help your reps master their hybrid selling skills. 5 Best Practices for Sales Success.

Hiring 71

Hiring Video Distribution Buyer 71

Vengreso

JUNE 10, 2022

Here’s an example of a LinkedIn Summary with an “intriguing” CTR. If you can address and speak to that in the first sentence or two, they are a lot more likely to click on “see more” For an example of this, check out my profile: [link]. Specific Examples of About Sections. Their needs? Contact us ?

LinkedIn 105

LinkedIn Ideal Customer Profile Hiring How To 105

Pipeliner

JANUARY 16, 2018

Despite today’s explosion of technology and information, we’re still encountering some of the same selling challenges we did 25 years ago. For example, have you ever seen a salesperson move straight into the “product dump” when she knows she should actually be asking questions instead of pitching solutions?

Proposal 60

Proposal Selling Skills Discount Negotiation 60

SBI

JUNE 4, 2014

Add to that the complex nature of the buyer’s world and this means the volume of knowledge and level of skill a rep must have to be competent has never been higher. It’s important to focus on changing the current approach to reinforcing selling skills and new product knowledge. How do you know?

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Allego

JANUARY 28, 2021

Emotional self-awareness – In Stanley’s eyes, this is “the mega EQ skill”—and she seems to think Socrates would agree, citing the quote often attributed to him, “Know thyself,” as an example of emotional self-awareness. “If for example. If you’re not aware of it, you can’t change it.

Hiring 77

Hiring How To Face-to-face Pivotal 77

Jeffrey Gitomer

NOVEMBER 1, 2011

I will admit that most sales skills and sales tips taught in the 1970′s were somewhat manipulative. Over the last 40 or so years sales models have changed. Probably the best example of change I can offer you comes from a column I wrote several years ago about the “Benjamin Franklin close.”

Hiring 221

Hiring Social Media Loyalty Referrals 221

Marc Wayshak

AUGUST 24, 2021

Because a case study is ultimately just an example, which is, in turn, just a story. Most case studies and customer examples are very focused on the salesperson and the organization offering the services or selling the products. Remember, case studies are really just client examples. Think of any great movie plot.

Case Study 118

Case Study Study Face-to-face Benefit 118

Gong.io

MARCH 27, 2019

Example: If you learn that your buyer is ACTIVELY evaluating products like yours, don’t start with this kind of question: What’s your biggest strategic priority for this year? So, better selling skills is a big part of that answer. Start every sales meeting with this question: “What’s changed since the last time we talked?”.

Call-back 111

Call-back Face-to-face Buyer Follow-up 111

Partners in Excellence

SEPTEMBER 27, 2022

Today’s topic is on Meeting Planning. I want to cover a bunch of meeting types–mostly sales meetings or sales calls, but also meetings we have internally, management meetings, and so forth. The same basic principles apply to having high impact meetings, whoever we are meeting with.

Meeting 109

Meeting Call-back Face-to-face Maximizer 109

Highspot

JANUARY 4, 2024

Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel. This process ensures the training program is laser-focused on bridging these skill gaps. Use clear, jargon-free language and practical examples. This analysis shapes future training modules.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Gong.io

SEPTEMBER 26, 2022

What is remote sales? Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Instead of traditional in-person sales meetings, the salesperson and the prospect are in different places such as their home or work. Meetings booked. Are there any issues?

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Vengreso

NOVEMBER 18, 2020

Candidates are asked to treat the interview as they would a sales meeting. This begins with a personalized connection request via LinkedIn and then ends with engaging with each panelist prior to the meeting to build rapport. For starters, their ability to do research before a sales meeting on each decision-maker.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Mindtickle

JANUARY 25, 2021

It’s now a given that more sales meetings will be virtual for the foreseeable future. While people may commit to attending a meeting but they don’t necessarily attend with purpose or feel energized when attending. The perfect sales meeting. The next meeting is scheduled. Checklist of outcomes reviewed.

Sales Meeting 94

Sales Meeting Meeting Buyer Face-to-face 94

SBI

JUNE 3, 2014

Add to that the complex nature of the buyer’s world and this means the volume of knowledge and level of skill a rep must have to be competent has never been higher. It’s important to focus on changing the current approach to reinforcing selling skills and new product knowledge. How do you know?

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

The Brooks Group

OCTOBER 11, 2017

Buyers are conditioned to question the asking price in today’s competitive selling environment, so it’s vital your salespeople are able to stand up to the price pressure and command premium price. Here are several examples of how you can protect your margin while giving your salespeople some degree of pricing authority: .

Discount 56

Discount Margin Negotiation Face-to-face 56

Sales Hacker

FEBRUARY 17, 2021

For me, the majority of my first sale roles did indeed involve our CEO in the early stage. As my product knowledge increased and selling skills became more polished, I felt I could really own the deals in my pipeline – proving to myself that I could win deals solo. You can use Habits at Work’s two by two approach.

Energy 121

Energy Up-Sell Call-back Case Study 121

BrainShark

MAY 2, 2022

For example, a rep might be in an in-person sales meeting, where the client asks if a new feature is compatible with their updated tech stack. For example, you can take an hour-long course on your new product and break it down into a collection of five-minute videos.

Training 71

Training How To ROI Course 71

Sales Training Connection

MARCH 3, 2014

From our experience the key to the code is not another coaching training program or motivational speech at the national sales meeting. Reason – the problem is not primarily a deficiency of skill or a lack of motivation. Sales Coaching and Trigger Events. There is a need and a great reward for cracking the code.

Sales Coaching 105

Sales Coaching Coaching Software Software 105

SalesLoft

FEBRUARY 5, 2019

When it comes to social selling, it is not as simple as having a perfect online profile, connecting with the most people, or sharing your content. Using social channels to achieve your sales objectives requires a blended approach, one that includes traditional selling skills. People buy from people.

Social Selling 63

Social Selling Social Media Decision Maker Face-to-face 63

Hyper-Connected Selling

MARCH 17, 2020

How do you coach a salesperson to improve their sales results using digital tools like LinkedIn? All you need to do is present it at a sales meeting, maybe send a few articles you found, and that should be it. So let’s look at some ways you can leverage sales coaching to drive online selling skills in your team.

Social Selling 59

Social Selling Coaching LinkedIn Ideal Customer Profile 59

Crunchbase

SEPTEMBER 29, 2022

Meeting the potential customer’s needs, wherever they are in the buying process. The principles of solution selling are based on four key pillars: situational knowledge, capability knowledge, people skills and selling skills. In addition, ask them for feedback on sales training and learning materials.

Solutions Selling 52

Solutions Selling Consumer Ideal Customer Profile How To 52

Gong.io

JULY 6, 2018

So from our brains to yours, here are the 21 best tips you’ll ever read about sales calls. Sales Call Tip #1: Schedule Your Sales Call for the Right Time. Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. Soak them in. Know when they are?

Call-back 103

Call-back Cold Calling Face-to-face Objections 103

MTD Sales Training

OCTOBER 12, 2015

For example, if your response to difficult customers is to walk away from conflict, then it will affect your attitude to those kind of people. So, by deciding what attitude you will take on a call or to a sales meeting, you end up determining the outcome, or at least you confirm your control over your response to the outcome.

Negotiation 120

Negotiation Sales Talent Influencer Positioning 120

Gong.io

SEPTEMBER 19, 2022

It’ll also help you tailor your sales pitch and position your products or services as the solution. For example, let’s say you offer an internal communication tool. . The “sweet spot” for how many sales questions you should ask on a call is 11 to 14. Examples can include scheduling another call or setting up a sales demo.

Sales Qualified Lead 62

Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

Gong.io

AUGUST 1, 2018

analyzed recorded sales meetings from 39,105 deals made on web conferencing platforms. They were transcribed and analyzed with AI to isolate successful and unsuccessful selling behaviors. In fact, successful sales meetings involve only four sales questions on average. Before you tear me to shreds, read on.

Decision Maker 75

Decision Maker Banking Study Call-back 75

Jeffrey Gitomer

APRIL 21, 2011

Your pointed out my #1 hated smarmy sales question in “what would it take to earn your business? If you’re curious about whether you’ve been guilty of asking one of the questions labeled as dumb, I’ve included two of Gitomer’s examples below. Get Sales Blog Updates. Dont let your next sales meeting suck!

Hiring 335

Hiring Social Media Loyalty Commission 335

Mindtickle

JANUARY 25, 2021

It’s now a given that more sales meetings will be virtual for the foreseeable future. While people may commit to attending a meeting but they don’t necessarily attend with purpose or feel energized when attending. The perfect sales meeting. The next meeting is scheduled. Checklist of outcomes reviewed.

Sales Meeting 52

Sales Meeting Meeting Buyer Face-to-face 52

Jeffrey Gitomer

SEPTEMBER 9, 2011

This sets the example, and the environment. Filed Under: Attitude , Customer Loyalty , Sales Tagged With: attitude training , book on attitude , corporate sales training , customer service , customer service training , gitomer , how to sell , Jeffrey gitomer , jefrrey gitomer , professional sales training , selling skills.

Hotels 175

Hotels Training Hiring Social Media 175

Vengreso

MARCH 22, 2022

As statistics show us that external sales reps need at least ten weeks of training to become successful , it can save your time. However, investing in the right sales training has a 353% ROI. Ensuring you have a program to map your sales hires to modern selling techniques is critical for sales recruitment.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

As statistics show us that external sales reps need at least ten weeks of training to become successful , it can save your time. However, investing in the right sales training has a 353% ROI. Ensuring you have a program to map your sales hires to modern selling techniques is critical for sales recruitment.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Gong.io

AUGUST 14, 2018

Here’s just one example: the marketing technology industry. This is just one example. If your product is “at parity” with your competitors, but your sales conversations are on a whole new level, you’ll run circles around them. There are specific things your team can do during sales meetings to make that happen.

Competition 54

Competition Webinar Metrics Comparison Marketing 54

Gong.io

AUGUST 22, 2018

There is a striking negative correlation between asking a C-Suite executive discovery questions, and your likelihood of success: Indeed, successful sales meetings with the C-Suite involve very little discovery. This multi-threaded discovery strategy will inform the sales meeting they finally land with the C-Suite executive.

Training 92

Training Cold Calling Webinar Metrics Objections 92

Gong.io

JULY 6, 2018

So from our brains to yours, here are the 21 best tips you’ll ever read about sales calls. Sales Call Tip #1: Schedule Your Sales Call for the Right Time. Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. Soak them in. Know when they are?

Call-back 54

Call-back Cold Calling Face-to-face Objections 54

Gong.io

JUNE 25, 2019

What’s the best way to earn the right to ask questions during an intro sales meeting? Here’s an example. This is especially true in outbound deals (versus inbound deals, when the buyer is actively looking to solve their own pain). START with a “discovery prompter.”. What’s a discovery prompter?

Top of Funnel 108

Top of Funnel Objections Buyer Video 108

Gong.io

JUNE 25, 2021

These “best” words get dropped in everyday conversation, effortlessly, by the top sales reps. For example: You. Can you help me understand … Can you walk me through… Can you tell me about … Talk to me about… For example, instead of asking: “What’s your biggest challenge?”. Solve exactly.

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93