Marc Wayshak

FEBRUARY 6, 2023

I’ve come up with a list of top quick sales tips to help with those exact kinds of situations. In this video, I’m going to show you 21 must-know sales tips to close those deals. This is one of the most important sales tips when it comes to the mindset required to close more deals. Check it out: CATEGORY 1: MINDSETS 1.

Closing 95

Closing Case Study Face-to-face Study 95

Smooth Sale

JULY 5, 2019

As we experience two distinct leadership styles, we realize, how you lead predicts results. Today’s cartoon brings to mind the topic of how you lead predicts results: Boss: We had a leadership meeting to decide how to move forward. Admin: How did you leaders plan to solve that? Analyze from all angles how we may improve.

Leads 68

Leads Marketing Qualified Lead Commission Hubspot 68

DiscoverOrg Sales

APRIL 29, 2016

Yes, I am aware a lot of you have spent dozens of dollars – maybe even hundreds – on sales books that intricately detail the savvy art of sales & persuasion. Here are the most important sales lessons I’ve learned the hard way, through years of experience: Don’t Be a Tool. “How was your weekend?”

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Hiring Negotiation Decision Maker Follow-up 120

Hubspot Sales

MAY 24, 2023

You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process. You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process. It’s nerve-wracking for you and your prospect.

Closing 106

Closing Proposal Call-back Vendor 106

Partners in Excellence

OCTOBER 3, 2017

I’m beginning to think far too many sales and marketing people think customers are stupid. But when I looked at the research, all sorts of questions started popping up. Then, somehow the revenue resulting from a large percentage of their deals was attributable to the use of LinkedIn Sales Navigator.

Customer 48

Customer Social Selling Analysis Face-to-face 48

Keith Rosen

SEPTEMBER 20, 2019

SALES LEADERSHIP Named One of Amazon’s Top Sales and Leadership Books of 2018! I’ve been working with two of my front-line sales managers,” Hans began. Since I didn’t want to make any assumptions that could derail our conversation, I asked, “Hans, when you say you’d like Sven to be more strategic, how do you mean?”.

Coaching 83

Coaching How To Conversion Follow-up 83

Jeffrey Gitomer

MARCH 7, 2012

Make More Sales By Avoiding These Common Blunders. Asking the same questions everyone asks. Why are you asking questions you could have found the answers to online? Asking questions (the answers of which are none of your business) about money to try to “qualify” the buyer. Hire Jeffrey. Who is Jeffrey?

Hiring 225

Hiring Social Media Decision Maker Loyalty 225

No More Cold Calling

JANUARY 29, 2015

Oh, how quickly the “New Year” simply becomes “the year.” Now that the parties are over, many sales reps are coming to the realization that last year’s bonus means diddlysquat when staring at a quota reset to zero sales. It’s not only stupid; it’s a waste of sales time. Read more.) Read more.)

Referrals 120

Referrals Hiring Cold Calling Top of Funnel 120

Chorus.ai

SEPTEMBER 3, 2019

Yet so many sales pros will say or do exactly the wrong thing when reaching out to potential buyers. Here’s a quick look at the 7 Deadly Sins of Messaging to avoid when you're talking to prospects! How many times have you sent a message to a prospect with a first sentence that begins with something like, “Just following up on this …”?

Prospecting 48

Prospecting Decision Maker Cold Calling Outbound 48

Increase Sales

AUGUST 1, 2015

Bucholtz shared his recent survey of the most important sales metric to monitor. His one question survey revealed numerous sales metrics that included: Sales leads volume (how many sales leads are in the pipeline). Product mixed sold compared to strategic sales plan goals. Quote to close ratio.

Trends 70

Trends Loyalty Decision Maker Small Business 70

Partners in Excellence

JUNE 2, 2015

Would you willingly make 10,20, 30 prospecting calls a day if you knew the customer probably thinks you are stupid? No one wants to look stupid! Think of the truly stupid things that could be avoided: “Can I speak to the person responsible for [Insert whatever you want] buying decisions?

eBook 48

eBook Research Prospecting Vendor 48

Partners in Excellence

MAY 11, 2012

There are a huge number of tools available to help sales professionals be more effective and efficient. Properly used and implemented they can have a profound impact in improving sales performance. We too often forget about the fundamentals–the basic blocking and tackling, the foundations of sales effectiveness.

Analytics 91

Analytics Lead Rank Lead Scoring Social Media 91

Hubspot Sales

MARCH 26, 2018

Words Not to Use in Sales. Sales is a language game. Too much of sales depends on chance. 19 Bad Sales Phrases That Kill Deals. 19 Bad Sales Phrases That Kill Deals. Sorry to bother you". I'd like to connect.". "I I thought you might be the right person to connect with.". Is it a good time to connect?".

Prospecting 111

Prospecting Decision Maker Hubspot Call-back 111

Partners in Excellence

AUGUST 3, 2015

I was doing a review with a sales person. The sales person responded, “I think they are looking at competition, but I’m not sure……” He went on, “… I’m really afraid of planting the idea in their heads or of bringing it up… ” I actually hear this too often.

Competition 48

Competition Relationals Up-Sell Influencer 48

The Science and Art of Selling

JULY 2, 2014

To effect a good business growth strategy via sales, a business needs to practice ten rules regularly: Know your product and industry – Consumers aren’t stupid. To effect a good business growth strategy via sales, a business needs to practice ten rules regularly: Know your product and industry – Consumers aren’t stupid.

Sales Methodology 101

Sales Methodology Small Business Small Business Face-to-face 101

Cincom Smart Selling

JUNE 9, 2016

When is the last time you actually interacted with a human being during a sales transaction? We are conditioned now to avoid human interaction in the B2C world, and the fact is, we are moving in that direction in B2B. In the world of B2B, the role of Sales (the human component of the buying transaction) is dramatically changing.

B2C 69

B2C Collateral B2B Ideal Customer Profile 69

Sales Hacker

SEPTEMBER 22, 2020

What is a multi-thread sales deal? Multi-threading a sales deal means that you involve as many relevant stakeholders as necessary to get the deal done. I can give you some fluffy stats on how X percent of successful deals involve 8, 9, or a hundred people. I thought I’d fix that. But hold up, Andrew. The concept is simple.

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Ideal Customer Profile Sales Operations Conversion Follow-up 86

Keith Rosen

MAY 8, 2019

Here’s how to avoid the hypnotic seduction of people’s potential and how to shift from measuring potential to productivity. Here’s how to avoid the hypnotic seduction of people’s potential and how to shift from measuring potential to productivity. Including your customers.).

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Hiring Coaching Positioning Consumer 94

Pipeliner

OCTOBER 6, 2018

Not if you master the following whiz-bang platforms: Man the photon torpedos and tune your dilithium crystals because sales 3.0 AI is steadily creeping into sales assistants that loop into Slack Bots to sync to Salesforce like Troops.ai. You can even deploy a virtual sales assistant that schedules meetings for you (x.ai) !

Account Based Marketing 49

Account Based Marketing Contactual SalesForce Lead Rank 49

Sales Hacker

APRIL 19, 2018

I work with many salespeople across multiple industries every month in my role of mentoring and data driven sales coaching. But here are 12 common drivers of poor sales performance I see in salespeople that make them worthy of being fired. If you’re an individual sales contributor, address all of these issues now to save your career.

Ideal Customer Profile 84

Ideal Customer Profile Forecasting CRM Sales Qualified Lead 84

ExecVision

APRIL 9, 2018

(This post features content originally written by Matt McDarby and Dan Smaida, published in ScaleX: Multi-Channel Sales Acceleration , by Chad Burmeister, January 2018.). Their experience tends to sound something like the following: “We knew it was time to train our sales force. The traditional approach is not working.”.

System 40

System Training Hiring Vendor 40

Engage Selling

JANUARY 3, 2013

I have had it with tele-marketers calling my house who use terribly outdated, manipulative, boring, trite or insulting sales techniques. It’s especially maddening when their gross sales negligence happens in the opening line. ‘ Hi Colleen, How are you today? ‘ (I kid you NOT! This one was used on me in July ).

Up-Sell 48

Up-Sell Lead Rank Lead Scoring Follow-up 48

Engage Selling

JANUARY 3, 2013

I have had it with tele-marketers calling my house who use terribly outdated, manipulative, boring, trite or insulting sales techniques. It’s especially maddening when their gross sales negligence happens in the opening line. ‘ Hi Colleen, How are you today? ‘ (I kid you NOT! This one was used on me in July ).

Lead Rank 48

Lead Rank Lead Scoring Follow-up Research 48

Sales Hacker

DECEMBER 5, 2019

When hiring sales reps, what qualities do you look for? This was the question Scott Barker posted recently on LinkedIn. As I think about the types of people I’ve encountered in my time as a sales or business development representative (SDR/BDR), here’s what I realized… There will certainly be a range of skill level on the team.

Hiring 56

Hiring Top of Funnel How To Call-back 56

Partners in Excellence

SEPTEMBER 25, 2017

How much pre-call research do you need to do to be effective in your prospecting? Frankly, it’s a really loaded question, with answers all over the place. Some sales people claim they have to do similar amounts of research, but often, I actually think it’s an excuse for call avoidance, rather than preparation.

Research 52

Research Prospecting Face-to-face Maximizer 52

Partners in Excellence

DECEMBER 26, 2016

” Perhaps it’s the time of year, perhaps Kelly Riggs pushed me over the edge forwarding this article, “ How B2B Sales Can Benefit From Social Selling.” I usually try avoiding lashing out directly, but I just can’t help it. I think I’m suffering “Social Selling Fatigue.”

Face-to-face 53

Face-to-face Social Selling Referrals Channels 53

Keith Rosen

JANUARY 19, 2014

One of my subscribers emailed me with the following challenges and questions after reading one of my newsletters. Keith, First, thanks for your book, Coaching Salespeople into Sales Champions. This is also a great example of coaching someone via email. ” I was really excited to hear the answers.

Coaching 130

Coaching Conversion Exercises Follow-up 130

Customer Centric Selling

DECEMBER 17, 2012

Sales Training Article: Common Selling Errors By Geoffrey James, Inc. Sales Source Are you making these six common selling errors? Find out what they are and how to easily avoid them. Why does one sales campaign end in success and another in abject failure? Whom they work for. Whom they work with.

Campaigns 40

Campaigns Competition Up-Sell Sales Cycle 40

A Sales Guy

DECEMBER 13, 2012

I spend a lot of time on this blog talking about selling and making new sales. There’s a lot of focus in the business world on making sales. What I haven’t talked a lot about is protecting the base or preventing churn. Churn is becoming increasingly important. These businesses rely on being sticky and keeping their customers.

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Churn Engineering Cancellation Microsoft 113

Paul Cherry's Top Sales Techniques

NOVEMBER 16, 2010

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. → Sales Management Coaching. Sales Store. Distribution Sales Training. Hospitality Sales Training.

Pharmaceuticals 45

Pharmaceuticals Face-to-face Distribution Loyalty 45

The Brooks Group

SEPTEMBER 13, 2011

“ How do I get my team better at handling rejection? ” is a common question from prospective clients. There are three, root causes: Poor sales skills : You’ve somehow failed at the sales process. Ask questions and keep your mouth shut. Unqualified prospects : And this is really related to #1.

Face-to-face 40

Face-to-face B2B How To Study 40

Partners in Excellence

AUGUST 31, 2016

I think it is a critical issue, and I think too few organizations and sales people do good jobs of disqualifying and focusing. I think it is a critical issue, and I think too few organizations and sales people do good jobs of disqualifying and focusing. It’s not often that Anthony Iannarino and I disagree.

Sales Qualified Lead 48

Sales Qualified Lead Lead Rank Lead Scoring Education 48

Marc Wayshak

MAY 17, 2023

Most salespeople spend their entire careers attempting to avoid objections from prospects. And when they do encounter sales objections, they scramble to overcome them. The result is a conversation that’s chock-full of real-world examples and our most effective sales tips for overcoming objections, no matter where you’re starting from.

Objections 80

Objections Call-back Face-to-face Follow-up 80

The Ultimate Sales Executive Resource

MAY 31, 2010

It is a book on sales that is urgently needed. It provides sellers with a set of strategies and tactics enabling them to speed up sales and win more business based on a solid framework. It provides sellers with a set of strategies and tactics enabling them to speed up sales and win more business based on a solid framework.

Proposal 40

Proposal Guidelines Up-Sell Examples 40

Hubspot Sales

NOVEMBER 7, 2023

Also — and perhaps most importantly — both can also easily be derailed if one of the people involved says something really off-putting or stupid while it's happening. Use this question to surface the buyer’s remaining objectives — a far better tactic if you want to reach the finish line. I’ll give you X, but only if you sign by [date].”

Negotiation 104

Negotiation Proposal Buyer Quota 104

Jonathan Farrington

JANUARY 31, 2012

Well, that’s not an unreasonable question. That’s not how it is supposed to work – but it is convenient for the business that doesn’t want to deliver good customer relations. Published by Jonathan Farrington at 3:07 am under General. “ Why should I be nice to someone who slags me off?” says one of your people. Why take stick for that?

Customer Service 32

Customer Service Customer Face-to-face Construction 32

Jonathan Farrington

MAY 27, 2012

Support staff accept that they are paid to (try to) cope (on a good day) with unreasonable, whining, stupid, ungrateful customers who just won’t be told. Production people ignore customers entirely because otherwise they would get in the way of how they want to run the place. Well, that’s not an unreasonable question.

Customer 29

Customer Customer Service Relationals Face-to-face 29