Hubspot Sales

DECEMBER 19, 2018

At ValueSelling, we recently conducted a survey on B2B sales reps' top prospecting challenges and found that 50% of sales reps surveyed feared making cold calls. However, I believe it all comes down to sales reps not being sure how to initiate a discussion that will add value. 5 Tips for Overcoming Phone Anxiety.

Survey 133

Survey Trade Show Call-back Webinar Metrics 133

Shari Levitin

DECEMBER 16, 2020

If you asked me to name the most common challenges among the people I coach, I wouldn’t say it was talking too much, an inability to overcome objections, poor prospecting skills, or fear of closing, although these conditions are all too common among those I’ve coached, admired and guided to excellence.

Government 118

Government Coaching Closing ACT 118

Janek Performance Group

DECEMBER 7, 2022

The high number of no-decisions in the CRM proves how challenging it is. The worst way to challenge the status quo is to tell a prospect what they are currently doing is a mistake. That’s like poking decision-makers in the eye and saying, “You need to learn how to prevent getting poked in the eye.”

Decision Maker 62

Decision Maker Face-to-face Buyer Scale 62

Smooth Sale

FEBRUARY 7, 2023

Photo by beate bachmann from Pixabay Attract the Right Job Or Clientele: Do You Heed Life Lessons? When we begin our careers, we have yet to learn about the pitfalls we may soon face. Those who do succeed are the ones who heed life lessons to overcome unforeseen challenges and move beyond.

Hiring 78

Hiring Cold Calling Call-back Lead Rank 78

The Digital Sales Institute

JANUARY 23, 2024

But it doesn’t matter how many there are or what they’re called as long as everyone agrees and understands each stage. As what each company sells to whom is different, you should adjust or add steps as needed to accommodate your business, product, or prospect. What are the characteristics of prospects targeted by my competitors?

Sales Process 52

Sales Process Ideal Customer Profile Top of Funnel Buyer Persona 52

No More Cold Calling

JULY 31, 2016

Tired of watching your sales reps spend hours on the phone, calling prospects who rarely ever call them back? During the “Turn Cold to Gold” webinar I hosted earlier this month, I polled the audience to uncover their greatest lead generation challenges. How to Really Heat Up Your Referral Sales Strategies.

Referrals 120

Referrals Webinar Metrics Cold Calling Social Media 120

Salesmate

NOVEMBER 30, 2020

Sales rep – Hello, I am Kelam, calling from Ace Interno; we are a B2B portal, holding six years of………. This is what happens when sales conversations commence with a boring introduction. Try to make your sales conversations compelling to capture the interest of a prospect. How to do that? Not being prepared.

Conversion 114

Conversion Face-to-face How To Commence 114

Sales Hacker Training

JULY 24, 2020

If a salesperson knows their product like the back of their hand, there’s hardly a question or objection they can’t answer and overcome. So, today, I’m going to walk you through five key areas you need to focus on for successful product knowledge training so your reps can start winning more deals. Where do I start?

Training 116

Training ROI Software Software 116

DiscoverOrg Sales

SEPTEMBER 26, 2018

The reason is, objections allow us to get an idea of what our prospect is feeling internally. We’re going to focus on overcoming objections in five steps. did an interesting study where they found that the longer the sales cycle goes on, the more negative sentiment you should be getting from your prospect. Of course it is.

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Objections Sales Cycle Call-back Vendor 154

Act!

FEBRUARY 27, 2024

Q: Can you share some details about your professional journey and how your past experiences have equipped you for your current role as the Chief Product Officer (CPO) at Act!? Over the past 20+ years, I have dedicated myself to the world of product design and development. Market conditions and customer requirements change over time.

ACT 52

ACT Lead Rank Lead Scoring CRM 52

The Spiff Blog

MARCH 16, 2023

As we hear from this group of high-performing women, we want to remind our readers that this is not just a celebration of their accomplishments, but also a recognition of the obstacles they have overcome. In doing so, we hope to show the next generation of women that sales is a viable career path for women.

Negotiation 69

Negotiation Face-to-face Hiring Lead Rank 69

No More Cold Calling

OCTOBER 1, 2017

It has nothing to do with airplanes. It’s the number of views on my LinkedIn Status Update asking why referrals aren’t discussed as the #1 approach to smart prospecting. The best salespeople I know are women.” In doing so, we earn trust, and trust is key to getting referrals. That’s what salesmen tell me.

Referrals 136

Referrals Cold Calling Account Engineering 136

No More Cold Calling

SEPTEMBER 1, 2015

But saleswomen still have challenges to overcome. They say women have strong intuition, ask good questions, don’t rush the sale, connect with people, and are terrific at building long-term relationships with prospects, clients, and referral sources. My answer to this question: “all of the above.” We’ve come a long way, baby.

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Hiring Sales Qualified Lead Referrals Cold Calling 120

Smooth Sale

JANUARY 13, 2022

Do Opposites Contribute to Business Growth? You may wonder how opposites can collaboratively contribute to business growth and replace the typical arguments. Frequently we will experience the sentiments of, ‘my idea is better’ vs. ‘no, my idea is better!’ Photo by Jeremy Bezanger via Unsplash.

Hiring 78

Hiring Lead Rank Networking Sales Qualified Lead 78

Autoklose

FEBRUARY 6, 2024

In business, this one word can shatter many dreams, but it can actually do the opposite by creating new opportunities. What you should do is reframe rejection and see how you can benefit from this seemingly worst-case scenario. Turning every no into a yes in sales is a must. It’s crucial to be gracious in defeat.

How To 52

How To Follow-up Motivation Objections 52

Sales Hacker

OCTOBER 23, 2020

Sure, we’ve got competitors, but the other two are self-generated enemies that we bring to the party… Having an Expert Mindset (I know my s*#t). They lead to you missing valuable information and failing to create trust with your prospect. Your prospect is a human being. So, how do you create emotional safety?

Top of Funnel 82

Top of Funnel How To Lead Rank Vendor 82

CloserIQ

APRIL 2, 2019

Do any of these ring a bell with you? In truth, my sales career started off reading from a script. I was a telesales rep – and isn’t telesales the worst for this behaviour? What I hate about scripts is the total lack of flexibility. They can’t adapt their pitch because they’ve never learned how.

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Company Scale Guidelines Call-back 100

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. Confidence and competence. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. Here’s how you do it.

Decision Maker 87

Decision Maker ACT ROI How To 87

Shari Levitin

DECEMBER 16, 2020

If you asked me to name the most common challenges among the people I coach, I wouldn’t say it was talking too much, an inability to overcome objections, poor prospecting skills, or fear of closing, although these conditions are all too common among those I’ve coached, admired and guided to excellence.

Government 62

Government Coaching ACT Closing 62

Janek Performance Group

APRIL 25, 2022

You are not as good as you think, is a phrase that whispers in my head after a round of golf. The more you practice it, the more you realize how much there is to learn. In this article we explore famous golf quotes and how they can be applied to improve your sales game. I never learned anything from a match that I won.

Sports 62

Sports Lead Rank Lead Scoring Course 62

SendBuzz

MAY 2, 2023

Nowadays, the majority of marketers and salespeople believe it is safe to infer that a prospect is indifferent if their email does not receive a response. Instead of using follow-up emails to encourage a prospect to purchase their product or service, they instead move on to new prospects. A follow-up email, what is it?

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Follow-up Examples How To Top of Funnel 52

Highspot

JUNE 6, 2023

Sales productivity is the backbone of revenue generation, and during a time when businesses are being forced to achieve more with less, strengthening it has never been more vital. Sales productivity refers to the measure of how efficiently and effectively a sales team operates to generate revenue. What is Sales Productivity?

Closing 52

Closing Hiring How To Lead Rank 52

Vengreso

MAY 28, 2020

The questions you’d have to answer are: How will you measure the sales tools’ ROI and over what period of time? How quickly will the company see ROI? How will you ensure buy-in & adoption from the sales reps? And that’s exactly the position I was in a few years ago when I sat in the seat as a VP of Sales.

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ROI Sales Tools Tools How To 122

Close.io

NOVEMBER 4, 2019

Heck, we even do a pilot for them when they ask. What are we doing wrong?". This is the main sales challenge of a startup I talked to in a sales consulting session. Their business is doing very well, through referrals. They’ve got a qualified prospect. So they do a demo for her. “Our product works.

Case Study 52

Case Study Decision Maker Objections How To 52

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. Confidence and competence. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. Here’s how you do it.

Decision Maker 52

Decision Maker ACT ROI How To 52

Corporate Visions

FEBRUARY 4, 2020

The post Selling to the C-Suite: How to Get Executive Decision Makers to Act Now by Jim Druckrey appeared first on Corporate Visions. Confidence and competence. All too often, that’s what salespeople lack when selling to the C-suite and other financial decision makers. Here’s how you do it.

Decision Maker 52

Decision Maker ACT ROI How To 52

Hubspot Sales

JANUARY 17, 2018

Those who do usually don’t possess a special skill or different approach, they simply show up and do the work -- even when it’s hard. I just call it Grit. When I joined HubSpot in its early days I was one of the few employees who hadn’t graduated from MIT. How to Build Grit Each and Every Day.

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Call-back Incentives Incentive Motivation 99

Sales Hacker

JANUARY 30, 2023

I’ve spent the last year working to find product-market fit for my startup, Dock. I’ve used our sales process to iterate our way to product market-fit and wanted to share what I’ve learned along the way. So how do you get there? You’re looking to answer the questions: What can I build that people want?

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Ideal Customer Profile Conversion Marketing Hiring 88

Salesmate

MARCH 17, 2020

Your company is scaling at an affordable rate, giving you enough time to check how your operations are running right now. You can overcome this by restructuring your sales process into different steps and prepare your sales team to tackle each of them individually. You’re the CEO and a proud founder of a new startup venture.

Sales Process 125

Sales Process Top of Funnel Buyer Persona Lead Rank 125

Sales Hacker

SEPTEMBER 25, 2020

Working in my family’s barbeque restaurant, I learned about lagniappe: giving a little unexpected, extra something to your customers. But long before I was building high performing sales campaigns, I was learning about authentic connection through southern cooking. I think I can help with that. Only 23.9%

Campaigns 68

Campaigns Webinar Metrics Follow-up Consumer 68

Cience

JULY 9, 2020

How is cold calling still viable? How To Get Phone Numbers For Cold Calling. How To Warm Up Cold Leads. How to Handle Objections In Sales Calls. How To Overcome Call Reluctance. How To Make Cold Calling Fun. In fact, this is one of the most popular lines in the field. Table of Contents. Telemarketing.

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

LeadFuze

DECEMBER 2, 2021

The prospect is telling you what they don’t want, which helps guide your conversation to make sure the deal goes through. The first sentence of this article says “With my first salespeople, I made the mistake of constantly testing pay and commission structure.” Who have more than 10 employees. Who use Hubspot.

Objections 52

Objections Hiring Scale Lead Rank 52

Pipeliner

MARCH 24, 2018

When I ask sales leaders about their strategy for growth, more often than not they tell me it is simply to hire experienced salespeople. My argument, though, would be that experienced salespeople need coaching more than anyone else. But really that just means recruiting resources rather than taking a true strategic approach.

Hiring 60

Hiring Referrals Coaching Social Media 60

LeadFuze

JULY 7, 2023

Honesty when dealing with sensitive information is another critical factor we’ll discuss that establishes credibility. Gaining proficiency in the art of creating a bond over the telephone is an indispensable capability for salespeople, recruiters, startups, marketers and entrepreneurs.

Outsourcing Services 52

Outsourcing Services How To Negotiation Lead Generation 52

Pipeliner

MARCH 24, 2018

When I ask sales leaders about their strategy for growth, more often than not they tell me it is simply to hire experienced salespeople. My argument, though, would be that experienced salespeople need coaching more than anyone else. But really that just means recruiting resources rather than taking a true strategic approach.

Hiring 55

Hiring Referrals Coaching Social Media 55

Janek Performance Group

MARCH 17, 2023

I am still trying to figure out the answer, but my initial thought was ten percent of top-line revenue. The post-pandemic sales boost has faded, and now companies are scrutinizing how they allocate their more limited resources. The Cost of Average How do we quantify the cost of average sales skills?

Referrals 62

Referrals Exercises Discount Study 62

Hubspot Sales

DECEMBER 3, 2017

Calling prospects in the last few weeks of Q4 means you’ll hear a season-specific objection: “Can you call me back after the holidays?”. Calling prospects in the last few weeks of Q4 means you’ll hear a season-specific objection: “Can you call me back after the holidays?”. 3) “I understand. Point out the benefits of talking now.

Objections 101

Objections Call-back Follow-up Buyer 101