Hubspot Sales

AUGUST 21, 2023

Price negotiation is central to virtually every sales process, and understanding how to properly prepare for one can be a big help in reducing stress and improving results — especially if you're new to the process. 10 Key Steps to Preparing for a Successful Price Negotiation 1. You need to remain mindful of this.

Negotiation 76

Negotiation Hubspot Discount Guidelines 76

Zoominfo

JUNE 22, 2022

In the age of COVID and increased remote work, sales development representatives (SDRs) and account executives (AEs) are finding that cold calling can be an effective means of reaching prospects — when handled correctly. B2B cold calling is simply calling a prospective customer before they’ve expressed interest in a product or service.

Cold Calling 130

Cold Calling B2B Commission Exact 130

MTD Sales Training

SEPTEMBER 26, 2018

The very thought of picking up the phone or writing an email to a prospect who has never heard of you or knows little about your products can be so daunting to a sales professional that they spend hours doing other things so that the inevitable rejection doesn’t have to be faced. 2) Do your prospecting professionally.

Cold Calling 215

Cold Calling Decision Maker Gatekeeper GoldMine 215

Zoominfo

NOVEMBER 1, 2022

It’s the only way to learn about the challenges your customers face, and find out what kind of features they need from you. In this post, we’ll meet three ZoomInfo customers — Alan, Nic, and Thomas — to learn how ZoomInfo has helped them streamline their workflows, improve their performance, and grow in their careers.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

MTD Sales Training

FEBRUARY 3, 2020

Who would you rather talk to? A new person who you haven’t met before, or a close friend? Who do you trust more? A salesperson you’ve never seen trying to sell you something you’ve never bought, or someone you’ve known for some time and with whom you have great rapport. Who would you rather sell to?

Customer 246

Customer How To Call-back Cold Calling 246

Allego

APRIL 18, 2024

Just a short while ago, AI was all the buzz as the next big thing. Well, it’s no longer just a promise—AI is actively reshaping the way we manage our day-to-day tasks and how we conduct business, particularly in sales. Organizations that invest in AI are seeing an increase in revenue of 13-15% and a sales ROI increase of 10-20%.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Janek Performance Group

APRIL 15, 2024

In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. However, while both sides have their wants, and one side’s needs should not supersede the other’s, it is still essential that sellers control the tone, tenor, and timing of the negotiation.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

Smooth Sale

MAY 6, 2023

Photo by Trusted Images via Pixabay Attract the Right Job Or Clientele: Will You Use Sales Questions to Increase Your Business? NOTE: David Newman provides our guest blog, Can You Use 21 Sales Questions to Increase Your Business? David Newman is a professional services sales expert and founder of Do It! David’s book, Do It!

Scale 78

Scale Hiring Follow-up Lead Rank 78

Janek Performance Group

DECEMBER 20, 2023

Prospecting is one of the most fundamental sales skills. All sales organizations need new business. However, as the sales environment shifts, sellers must update how they prospect. Last July, we hosted the webinar, Mastering the Art of Prospecting: Key Strategies for Success. Familiar names pique interest.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

Hubspot Sales

OCTOBER 24, 2023

To help you ace your interview, we’ve curated this massive list of interview tips to win over your interviewers with a smile and a stellar conversation. These six essential guidelines will prepare you for any interview scenario and set you up for continued success. You don’t have to memorize these answers.

Face-to-face 86

Face-to-face Positioning Trends Research 86

Sales Hacker

JUNE 13, 2023

I hear this a lot from business leaders — and it’s always kind of sheepish: “Chris, how do we actually make a sales process?” Instead, growing companies realize that they don’t actually have a sales process in place, so they either let their sales reps do their own thing — or they cobble something together that pleases no one.

Sales Process 87

Sales Process Hiring Ideal Customer Profile Call-back 87

Janek Performance Group

FEBRUARY 20, 2024

The more you practice, the more there is to learn. With that, let’s examine how some famous golf quotes can improve your sales game. This means, no matter where you are in the sales process, focus on your prospect or client. It’s vital to show clients your investment in them and their needs.

Decision Maker 62

Decision Maker Follow-up Social Media Up-Sell 62

Julie Hanson

APRIL 19, 2022

Video can be a powerful sales outreach tool — but only if the prospect watches it. A great headline can get your video opened, but a lackluster delivery or execution will get you quickly deleted. As the number of videos sent out by sellers has exploded, prospects have become more ruthless about what videos they choose to watch.

Video 134

Video Prospecting How To Face-to-face 134

Gong.io

JULY 22, 2022

You might win your next sales call before it even starts. Here’s what I mean: You’re not just making a sale, you’re building a relationship, one that you hope lasts a long time. Here’s what you need to give you the best chance at building that relationship and achieving success in all of your sales calls.

Decision Maker 118

Decision Maker Hiring How To Buyer 118

Sales Hacker

DECEMBER 29, 2022

Have you ever walked into a store, told the salesperson what your requirements were, and they pointed you in the direction of the solution that answered your needs? I’ll walk you through what solution selling is, why you should adopt it as part of your sales process, and how to do it right for today’s buyer.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Crunchbase

JUNE 28, 2022

An SDR is an individual who specializes in finding and nurturing new prospects, and determining whether those leads are a good fit for the company. What does an SDR actually do? SDRs use a combination of market research to define the target audience or ideal customer and individual prospect research to learn about a specific lead.

Sales Qualified Lead 111

Sales Qualified Lead Social Media Commission Salary 111

Hubspot Sales

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection. Be very clear about what you want to achieve in Q4.

Data 117

Data Discount How To Quota 117

Janek Performance Group

OCTOBER 25, 2021

However, despite all this, a sales career can cause its own unique anxieties and things that go bump in the night. As you settle in with your kids’ stash of candy, here are the top-10 scariest things facing your sales team: Change: While many people fear change, it can be especially difficult for sales professionals.

Face-to-face 117

Face-to-face Cold Calling Film Commission 117

Hubspot Sales

JANUARY 9, 2024

So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. The skills you learn on the job may also help you climb the sales career ladder. But that’s not all.

Face-to-face 98

Face-to-face Up-Sell Research Sales 98

Autoklose

FEBRUARY 6, 2024

“No” is one of the shortest and scariest words in the English language, especially if you ask any salesperson. In business, this one word can shatter many dreams, but it can actually do the opposite by creating new opportunities. No matter what the reason is, you should be professional and don’t behave as if you are offended.

How To 52

How To Follow-up Motivation Objections 52

Janek Performance Group

AUGUST 31, 2023

One of the most important of these is prospecting. In addition, for many sales reps, prospecting is one of the most difficult activities. With so much to do, it’s tough to start. Here, let’s examine some of the challenges sellers face when prospecting. That’s before sellers know if the prospect is even worth pursuing.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting InsideSales Demographics 62

Alice Heiman

FEBRUARY 28, 2023

And he thought sales was so easy, you just get all of the factsheets and battle cards and the information on the features and capabilities and share that with the prospects that they will buy it. That mindset shift is what prepared him to at first do the sales himself and then build a sales organization at Second Nature AI.

Hiring 84

Hiring Scale Company Inbound 84

Hubspot Sales

AUGUST 14, 2023

Value leaks undermine a buyer’s confidence in your solution, reducing your likelihood of closing — and even if you do win, you’ll have a harder time charging full price. In worst-case scenarios, you can lose the sale completely if the buyer’s concerns reach a level that you can’t overcome. Why do value leaks occur?

Closing 120

Closing Proposal Negotiation Discount 120

Rob Jolles

SEPTEMBER 8, 2023

Spoiler Alert: You don’t need to say a thing! You need to hear the questions your prospect wants answered, and you need to answer those questions without talking too much when doing so. Clarification can be a challenge because it requires you to think quickly on your feet.

Objections 52

Objections Call-back Up-Sell Referrals 52

Rob Jolles

SEPTEMBER 8, 2023

Spoiler Alert: You don’t need to say a thing! You need to hear the questions your prospect wants answered, and you need to answer those questions without talking too much when doing so. Clarification can be a challenge because it requires you to think quickly on your feet.

Objections 52

Objections Call-back Up-Sell Referrals 52

Alice Heiman

JULY 15, 2020

So, my question for CEOs is: how will you help your sales leaders keep your salespeople energized and motivated to keep selling, no matter what? . Are your sales leaders teaching your salespeople the planning skills needed to be successful? Coach your leaders to do this and share the following instructions with them.

Exercises 153

Exercises Follow-up Pivotal Up-Sell 153

Hubspot Sales

JANUARY 13, 2021

Think of an experience you had when you were trying to make a purchase, and the salesperson helping you lacked confidence. Or maybe they didn’t do a good job explaining how their product can help you solve your problem, because they didn’t understand what you were looking for. Over-apologizing.

Proposal 119

Proposal Journal Buyer Prospecting 119

Sell Integrity

MAY 13, 2020

What’s next – in how we’ll serve customers, lead teams, and collaborate with each other? In the mere months since the start of the COVID-19 pandemic, much has been written about the need to adjust to a new normal in how we’re doing business – and from where. Are You Planning for Sales Success?

Customer 121

Customer How To Call-back Distribution 121

Alice Heiman

FEBRUARY 12, 2020

Do you ever feel like most of your days are spent going to meeting s, assembling information for reports , a nd putting out fires? Do you w ish you had more time to focus on the things that will make the biggest impact? . How much would that increase your sales? The right daily activity is needed.

Sales Coaching 168

Sales Coaching Coaching Closing Trade Show 168

Sales Evangelist

JANUARY 8, 2024

An article entitled 10 High-Performance Habits that Lead to Success by Justin Su’a is noteworthy. It talks about 10 specific principles that, if practiced carefully, will help increase one’s performance and mental toughness. All you need to do is to start the morning strong by getting up with purpose.

Lead Rank 40

Lead Rank Lead Scoring Leads Marketing Qualified Lead 40

The Spiff Blog

DECEMBER 7, 2023

The end of the year is approaching fast– which means a lot of you are dealing with the usual Q4 anxiety. Join us as we enter the last month of the year with smiles on our faces– because sometimes, when work is at its most frustrating and stressful, all you can do is laugh. Can You Update That Excel Sheet?

Commission 80

Commission Banking Cold Calling Scale 80

Allego

SEPTEMBER 8, 2021

Some of you may think, “The best way to sell is face-to-face” or “Technology creates a barrier between me and a buyer.” It can be challenging to juggle tech while engaging prospects on the call and doing the best presentation possible. That’s true whether you are selling virtually or in person. GoToMeeting.

Sales Meeting 155

Sales Meeting Meeting Face-to-face Wireless 155

Marc Wayshak

AUGUST 16, 2023

And one of the coolest things about being a high-ticket closer is that you get leads fed to you , and ultimately the goal is to just sell that high-ticket product or service over and over again. In this video, I’m going to show you the exact process for how to sell high-ticket products and services—for closers.

How To 77

How To Fashion Video Sales Qualified Lead 77

Crunchbase

FEBRUARY 22, 2021

B2B sales prospecting isn’t always as exciting and glamorous as other parts of the sales routine, as you can imagine; it’s far more behind the scenes and challenging. In fact, sales leaders agree that prospecting is the hardest part of the sales process. Find more prospects with Crunchbase Pro – try it free.

Ideal Customer Profile 90

Ideal Customer Profile B2B Prospecting Cold Calling 90

Salesmate

JUNE 26, 2020

Besides, new players are entering the market and doing all that it takes to prove their mettle. And how can we forget the old players who are innovating and improving the user experience to maintain their position in the industry? The vital things SaaS sales reps must know. It would be best if you play it smartly.

Ideal Customer Profile 126

Ideal Customer Profile Buyer Persona Churn Sales Qualified Lead 126

Close.io

MARCH 31, 2020

Things are changing every day. And although I don’t have any clue what’s going to happen, I do have experience selling during a downturn. This is how I keep selling during a crisis, and you can too. By being realistic, you can prepare for the worst. You need to process what’s going on.

Discount 102

Discount ACT Objections Closing 102

Sales Hacker

OCTOBER 16, 2020

Prospecting in the enterprise environment is just different. On top of that, you have multiple decision makers to be looped in. On the flip side, however, the Enterprise segment offers a vast number of decision makers to go after, and, as we all know, there is a big payoff if you can win the deal. Shifting your mental game.

Enterprise 104

Enterprise Enterprise Prospecting Cold Calling 104