Jeffrey Gitomer

APRIL 21, 2011

Here Are The Dumbest Questions Salespeople Ask — And Why They’re Dumb. Tweet Share Sales Truth: Salespeople become known by the questions they ask. Knowing this truth, you’d think all salespeople would ask smart questions. And maybe the prospect feels that’s none of your business. Low margin.

Hiring 335

Hiring Social Media Loyalty Commission 335

Alice Heiman

NOVEMBER 14, 2018

Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership. Best Books to Read Over the Holidays. This book shows how to build, orchestrate, and lead sales enablement as a sustainable system. Stop Selling and Start Leading by Deb Calvert.

Decision Maker 126

Decision Maker Handbook Lead Rank Lead Scoring 126

Customer Centric Selling

DECEMBER 10, 2012

Sales Training Article: Why Are Your Deals Bleeding Margin? By John Kenney, Sales Benchmark Index (SBI) This blog post is for those who sometimes find their sales teams negotiating against themselves, closing dirty deals to make quota, or finding their margin-rich transactions disintegrate at the end of quarter.

Margin 40

Margin Negotiation Proposal Face-to-face 40

The Pipeline

MARCH 6, 2012

Stored in Attitude , Book Notice , Price , Proactive , Sales Leadership , Sales Success , Sales Technique , execution. In High-Profit Selling , my friend, Mark Hunter shows you how to close deals that truly make a profit. Book Notice. Book Review. EDGE Selling. Gap Selling. Impact Questions.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Bernadette McClelland

JANUARY 27, 2014

Whose salespeople will add more value to their current clients and have stories to tell their prospective clients? Whose salespeople will sell more? I think they are missing a standalone tenet – Conscious Selling. Whose salespeople will care more? Whose salespeople will be more proud, passionate and paid up?

Margin 247

Margin Lead Rank Lead Scoring Discount 247

Janek Performance Group

DECEMBER 28, 2021

It’s part of an organization’s sales enablement strategy that primes reps to believe in and sell their products and services to the best of their ability. As we close out 2021, here are our top five blogs of the year: How to Sell Virtually. One of the biggest changes for sellers was the shift into virtual selling.

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Generation 118

Sales and Marketing Management

MAY 24, 2018

But this conventional approach, and the premises underlying it, raise a crucial performance question: What does it really have to do with helping a company’s business strategy, responding to shifting market demands, and intervening to fix acute, emergent needs when they arise? The decisions your prospects and customers are making.

Territories 185

Territories Margin Training Pipeline 185

Smooth Sale

DECEMBER 27, 2021

With the success rate of selling to a current customer, you already have reached a staggering 70% (compared to the 5-20% of selling to a new customer). Average Profit Margins per customer. Mikkel Andreassen is passionate about customer experience in every color of the beautiful customer engagement spectrum.

Lead Rank 78

Lead Rank Lead Scoring Customer Social Media 78

Igniting Sales Transformation

SEPTEMBER 5, 2018

For those women just starting out in sales or for those women who’ve not considered a career in selling, I started off by asking Mandy how she got started in a career in sales. Other questions we tackled: Being a woman of color in sales – have there been specific challenges that you’ve faced? What about the opportunities?

Sales Leadership 86

Sales Leadership Microsoft Margin Face-to-face 86

Hubspot Sales

OCTOBER 9, 2019

more deals and the profit margin on sales-won improved by 12.2%. Courses or certifications can specialize in sales skills such as sales presentations, sales methodology, social selling, or sales coaching. Plus, it's important to practice the flow of conversation and learn how to ask questions authentically, instead of interrogatively.

Film 132

Film Hubspot Sales Cycle Lead Rank 132

Sales Evangelist

DECEMBER 24, 2019

Great salespeople who know they are guides for prospects and clients make great B2B sales reps. There are seven reasons why Jesus was so persuasive and Donald is going to expand on each to show how they can be applied in B2B selling, even today. He talked to people who were marginalized by society and could relate to them.

Face-to-face 95

Face-to-face Ideal Customer Profile Margin Lead Rank 95

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. 1. Jeb Blount (Sales Gravy). Criteria for Success. 9. SalesPOP!

Channels 187

Channels Face-to-face Video Hubspot 187

Crunchbase

JULY 7, 2022

In B2B sales , SPIN selling is a well-known technique and is one of the oldest and most widely used in business. This primer will cover the questions that create the foundation, what the SPIN selling acronym stands for, and how to use it to enhance your sales team. What is SPIN selling? Situation questions.

Maximizer 59

Maximizer How To Lead Generation Lead Rank 59

Crunchbase

JANUARY 5, 2023

For example, suppose a salesperson fails to sell a particular product but performs well when selling another. Throughout the year, you would monitor your KPIs to determine whether you are on target to hit that goal. Countless KPI examples for sales demonstrate how you can use your raw data to measure and track sales performance.

Cost per Lead 52

Cost per Lead Top of Funnel Lead Rank Lead Scoring 52

Janek Performance Group

APRIL 20, 2022

Every sales organization wants to think their sales reps are delivering valuable conversations to their prospects and clients. Paradoxically, the solution to both problems is to improve the quality of the conversations with your prospects and clients, not increase the quantity. Pause for a moment and think about that question.

Conversion 62

Conversion Hiring GoldMine Scale 62

Pipeliner

AUGUST 27, 2018

American Express Offers a Teachable Moment in Ethical Selling. Every ethics question a business person could face comes down to a question you face on your very first sale: what are you willing to do for a buck?”, Philip Broughton wrote in his book, Mastering the Art of the Sale. Obfuscation of facts.

Journal 72

Journal Margin Face-to-face Negotiation 72

The Digital Sales Institute

FEBRUARY 24, 2021

Every B2B sales strategy must now be able to answer these questions: NOW. How do we enable virtual selling that drives sales? Reduce leakage and sales costs while improving margins by getting salespeople to focus only on the “worthwhile” customers to boost productivity, conversion rates and value captured. Virtual Selling.

B2B 59

B2B Strategy Margin Negotiation 59

Close.io

AUGUST 7, 2019

You’ll hear from other sales leaders and discover the tips and techniques they use to sell more, faster, and better. Read this post: Sell like an entrepreneur: The simple mindset shift that wins more deals. In addition to valuable sales content, we’ve got downloadable sales books, templates, checklists, scripts, and more.

Hiring 108

Hiring Webinar Metrics Call-back Follow-up 108

The Pipeline

FEBRUARY 3, 2012

One approach that intrepid leaders can look to is too shrink the size of territories, based on a number of factors driven by deal size, length of cycle, nature of the offering (new or mature), is the focus margin or market share, is there opportunity for organic growth, or strictly competitive account growth, and others. Tibor Shanto.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Marc Wayshak

JULY 8, 2021

Your IPP stands for your ideal prospect profile. For most salespeople, half the people they get on the phone with aren’t even marginally a fit for what they do. To avoid this, make sure you’re only going after people who fit your ideal prospect profile. At least 20 touches per prospect. It’s as simple as that.

Lead Generation 116

Lead Generation Lead Rank Lead Scoring Leads 116

Anthony Cole Training

APRIL 18, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Why Arent Your Salespeople Selling? 3 Lessons for Effective Communication in Selling. How to Sell (21). open ended sales questions (11). Prospecting (25). Selling (45).

Hiring 175

Hiring Ideal Customer Profile Webinar Metrics eBook 175

Close.io

JANUARY 30, 2020

The more effort you put into understanding the prospect or their problems, the more they tend to persuade themselves to buy, moving you closer to product-market fit. So, always try to highlight features of your product that impact your prospects’ pain points. Selling to the right decision-makers increases your odds of winning a deal.

Decision Maker 90

Decision Maker Face-to-face Negotiation Up-Sell 90

Understanding the Sales Force

JANUARY 28, 2013

They're holding us back - no question - but I can't do anything about it. That's when they realize that until that very day, they'd never actually been selling. They also realize just how much selling has changed, not just since they started in the 60's, 70's or 80's, but even in the past 5 years! Increase their income.

Face-to-face 208

Face-to-face Margin Coaching Proposal 208

The Sales Hunter

DECEMBER 9, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. One way to look at this is by asking yourself this question: What would have happened if you had been able to close one additional sale in the previous quarter? high profit selling. prospecting. prospecting.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

Cincom Smart Selling

NOVEMBER 30, 2016

Selling successfully is more and more frequently a matter of handling complexity effectively. Companies like to make and sell products that are profitable. Margin can be assured by setting the price for the finished product at a level above the cost of manufacturing and selling that product. Let’s take a look at each.

Margin 66

Margin Discount System Fashion 66

LeadFuze

DECEMBER 31, 2021

There are times when it is appropriate, but for enterprise software sales its often a bad idea because you want your prospect or customer to think about what they would like in their system before making a decision on which one will best suit them. Need Help Automating Your Sales Prospecting Process? But how do you actually close?

Closing 52

Closing Discount Banking Follow-up 52

Anthony Cole Training

FEBRUARY 14, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Why Arent Your Salespeople Selling? 3 Lessons for Effective Communication in Selling. How to Sell (21). open ended sales questions (11). Prospecting (25). Selling (45).

Hiring 169

Hiring Ideal Customer Profile Webinar Metrics eBook 169

Anthony Cole Training

APRIL 11, 2014

The meeting with the prospect is at 1:00pm and so a meeting is scheduled from 10:00am to 11:00am on Friday. In your world of selling, it''s "just one suspect" out of many. Yasiel Puig - ( yah-see-EL PWEEG ) is your "A" player that you signed at the beginning of last year to a 7-year $42,000,000 contract. We''ll take our chances.".

Hiring 152

Hiring SME Margin Account 152

The Pipeline

MARCH 2, 2012

Stored in Attitude , Business Acumen , Impact Questions , Interactive Selling , Negotiations , Price , Sales Strategy , Sales Success , execution. Price continues to be the boogie man for many sales people; soft economies just serve to compound and heighten the situation giving buyers an obvious lever in sales negotiations.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Women Sales Pros

MARCH 1, 2019

Now the question is, what to watch? Total sales, either revenue or margin based on how you compensate sales reps Net new clients Current account revenue Sales growth Client retention Sales Activity Metrics Set these metrics based on daily, weekly and monthly performance based on the sales role. Of course, it’s not that easy!

Marketing Qualified Lead 101

Marketing Qualified Lead Sales Qualified Lead Lead Rank Cold Calling 101

Partners in Excellence

NOVEMBER 26, 2018

As we “instrument” more of the selling process, whether through CRM, mobile tools, and other means, we have the capability of measuring many more things than we have in the past. If we aren’t doing enough prospecting, we won’t have enough qualified opportunities, and we are highly unlikely to make our numbers.

Cost per Lead 79

Cost per Lead Lead Rank Lead Scoring Churn 79

Anthony Cole Training

APRIL 15, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Why Arent Your Salespeople Selling? 3 Lessons for Effective Communication in Selling. How to Sell (21). open ended sales questions (11). Prospecting (25). Selling (45).

Hiring 174

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 174

Smooth Sale

JANUARY 25, 2022

’ but below, you will see that many industries are affected. One way or other, challenges for changing food business finance are similar to ones many others face in recent times. Christopher Lao is the Managing Member of Charlie’s Fixtures , LLC, and is responsible for the overall well-being of the company’s operations.

Hiring 78

Hiring Lead Rank Face-to-face Conference 78

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like sales prospect research , sales outreach, and professional development. His focus is to accelerate peak performance fast. Enter Jeffrey Gitomer.

Channels 100

Channels Video Hubspot Face-to-face 100

Gong.io

DECEMBER 30, 2022

For example, instead of saying that you want to bring in new clients or boost profit margins, you might say something like, “We’ll close more accounts with cold calls.” If social media selling isn’t part of your sales process, it doesn’t make sense to set a revenue goal to bring in new accounts via Facebook. What is a sales objective?

Objections 62

Objections Examples Ideal Customer Profile Sales Management 62

Sales Evangelist

MARCH 30, 2020

How Do I Sell During The Coronavirus Outbreak? With that, there are a lot of questions in the sales community about how to move through this season well. How can you sell while everyone is quarantined and practicing social distancing? Many industries are affected by the coronavirus pandemic. It’s still going and very much alive.

Social Media 52

Social Media Face-to-face Media Margin 52

Smooth Sale

MARCH 22, 2022

Behind the tips is the question, are you up to date with all the latest strategies for marketing, branding, and sales and keeping clients satisfied? The amount you can save negotiating with dealers tends to be relatively small because of their margin requirements. Eight Actionable Strategies to. Slash Your Fleet Costs.

Strategy 78

Strategy Ideal Customer Profile Hiring Licensing 78