Nutshell

MARCH 11, 2024

The sales cycle can be a mysterious concept for a lot of people. Most businesses subconsciously understand that it exists, but they may not use the cycle as effectively as possible. The sales cycle is a universal reference of what happens in a successful sales process for all kinds of industries.

Sales Cycle 77

Sales Cycle Ideal Customer Profile Sales Qualified Lead Negotiation 77

The Pipeline

OCTOBER 1, 2019

I have often said that the schoolyard taunt “ sticks and stones can break my bones, but words can never hurt me ,” doesn’t hold up in sales. Words can kill you, your pipeline, and career. We don’t want that, so to help, here are four four-letter words to banish from your sales vocabulary. By Tibor Shanto.

Objections 291

Objections Sports Up-Sell Buyer 291

Gong.io

SEPTEMBER 12, 2022

What rules your sales team – order or chaos? Do your reps follow a consistent and repeatable process that makes it easy to predict quarterly sales? Some of the best sales teams start that way. Some of the best sales teams start that way. It can be easily done by building a simple and repeatable sales cycle.

Sales Cycle 118

Sales Cycle Ideal Customer Profile Lead Rank Marketing Qualified Lead 118

Alice Heiman

JUNE 17, 2021

We’ve talked in the past about the sales leader’s role in conquering the complex sale. In fact, I have a free webinar you can watch if you’re finding it harder to close large enterprise deals. Today, I want to share six actions sales leaders can take to manage complex sales – even while working remotely.

Hiring 140

Hiring Quota Call-back Webinar Metrics 140

The Pipeline

SEPTEMBER 17, 2019

There is a lot written about what has changed in sales, no doubt a lot has, but when you look at results, not much evidence. Given all the noise about better ways to sell, one would expect better outcomes, but they are not. All this in the most robust economy anyone alive can remember. By Tibor Shanto.

Outsourcing Services 212

Outsourcing Services Lead Rank Vendor Buyer 212

The Spiff Blog

SEPTEMBER 26, 2023

Consider this: 67% of lost deals occur as a result of sales reps not properly qualifying potential customers before taking them through the sales process ( source ). In fact, 22% of salespeople say qualification is the most challenging part of selling ( source ). Let’s get into it!

Sales Qualified Lead 83

Sales Qualified Lead Lead Qualification Sales Cycle Scale 83

Zoominfo

AUGUST 5, 2021

Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Sales Hacker

DECEMBER 29, 2023

What better way to cap off the year 2023 than with some. 20 GTM leaders answer the question: What is one widely held belief that revenue leaders have that you think is bull$ or no longer serving us? When you’re ready, let’s get into it. Not being clear about your intention. ” For what?

Hiring 71

Hiring Call-back Cold Calling Scale 71

The Spiff Blog

OCTOBER 19, 2023

Believe it or not, the new year is right around the corner– and that means it’s time to plan your sales compensation strategy for 2024. But, in this era of constantly shifting market conditions, it can be difficult to know what changes will best set your sales organization on the path towards success. in 2020 to 52.9%

Compensation 83

Compensation Incentives Incentive Commission 83

Mindtickle

FEBRUARY 15, 2024

Sales forecasting is foundational for any revenue organization. With accurate forecasting, sales teams can make smarter decisions about revenue generation factors, including goal-setting, budgeting, hiring, and prospecting. But all too often, sales forecasts aren’t accurate. We’ll cover: What is sales forecasting?

Sales Forecasts 59

Sales Forecasts Forecasting Hiring Lead Rank 59

Sales Hacker

DECEMBER 14, 2022

One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If The truth is that most sales meetings, online or in person, always were and often still are boring lectures. . The basics: What is sales enablement?

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

DiscoverOrg Sales

SEPTEMBER 26, 2018

Remember that last sale that you made where you ran into an objection? So that’s what we’re going to focus on in today’s Whiteboard Wednesday. The reason is, objections allow us to get an idea of what our prospect is feeling internally. Step 1: Love sales objections. It’s tough, right?

Objections 154

Objections Sales Cycle Call-back Vendor 154

Gong.io

JUNE 25, 2021

We’re serious about data. Hard-hitting sales stats. ” Our product gives sales leaders data-backed insights into their sales team. And our Gong Labs team pores through stats from millions of sales interactions to uncover actionable sales tips. How do they do it? Hello reality.”

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

Janek Performance Group

OCTOBER 10, 2023

Today, most salespeople would bristle at these characterizations. However, an interesting thing about stereotypes is how easily they’re overcome. Here, let’s examine five sales stereotypes, where they come from, and how to overcome them. Before this, we must first understand how a changing sales environment affected sellers.

Decision Maker 62

Decision Maker How To Consultative Selling Buyer 62

Understanding the Sales Force

OCTOBER 16, 2013

Understanding the Sales Force by Dave Kurlan It''s amazing what Harvard Business Review will print on their pages when it comes to the subject of sales. My post marks the 6th time I have strongly felt the need to question an article appearing on their pages. So they say. It was a survey! 5 Steps don''t make a process.

Sales Process 249

Sales Process Margin Survey Forecasting 249

The Pipeline

OCTOBER 8, 2019

We all know the expression “the calm before the storm”, but most of us in sales experience the reverse. Selling can feel like the storm before the calm, with the calm is always “just around the corner”. Everyone talks about how prospecting has changed; some say it is harder, some say easier, some don’t know. The Native Truth.

Prospecting 241

Prospecting Call-back Face-to-face Lead Rank 241

Zoominfo

AUGUST 5, 2021

Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Janek Performance Group

OCTOBER 25, 2023

In sales, most lessons are learned the hard way. The process of learning these lessons can create stress, and stress can influence our behaviors. We all know the sales profession can be high-pressure at times. The euphoria of a successful deal can quickly change to the frustration of a missed opportunity.

Harvest 62

Harvest SAP Lead Rank Lead Scoring 62

Gong.io

JULY 25, 2022

It sounds nice, but that doesn’t really solve our dilemma as salespeople because, obviously, it’s our job to sell to people. So, this leaves a pretty big question on the table: How can we sell to a prospect without them feeling like they’re being sold to? What exactly is the Sandler pain funnel? . Upfront contract.

Top of Funnel 117

Top of Funnel Funnel Scale Sales Methodology 117

Salesmate

JANUARY 19, 2021

Enterprise sales was a distant idea to me. And so I decided to consult my friend Jay, an enterprise sales expert. How do you manage to excel at Enterprise Sales, Jay?” And so he presented me with a detailed guide on how one can leverage Enterprise Sales to grow their business and scale it. Millard Drexler.

Scale 124

Scale Enterprise Enterprise How To 124

Anthony Iannarino

JULY 2, 2020

Many decades ago, the theory about how to close deals faster was to use a trial close, followed by increasing pressure, regardless of your prospective client’s objections (which were unresolved concerns). The most popular theory now is to improve your sales velocity, the speed at which you complete “the sales conversation.”

Closing 121

Closing Territories Decision Maker eBook 121

Sales Hacker

OCTOBER 30, 2020

And with every sale, customers aren’t just buying your product or service, they were buying YOU. If they were buying YOU in the good times, what does it mean when they aren’t buying in the bad times? How to Tell if You’ve Fallen Into the Feast or Famine Sales Trap. You’re annoyed that you let it get this bad.

Outsourcing Services 121

Outsourcing Services How To Lead Rank Lead Scoring 121

Zoominfo

JUNE 17, 2019

You don’t have to be in the B2B sales world to be familiar with the term “cold calling.” Though just about everyone knows of cold calling as a concept, it has been given several different definitions and interpretations as a sales practice. What is cold calling? Less than 1% of cold calls result in a sale ( source ).

Cold Calling 189

Cold Calling Direct Mail Social Media Face-to-face 189

Gong.io

MAY 6, 2020

What’s worse than hearing “ I’m not interested ,” “ Your price is too high ,” or “ I don’t have budget ”? These six words: “I need to think about it.” . This phrase can come down on you like a ton of bricks. . Sidebar: What is Gong Labs? We analyze sales interactions from our product users (anonymized of course).

Buyer 128

Buyer Top of Funnel Data How To 128

The Digital Sales Institute

OCTOBER 8, 2020

Sales skills for the digital era requires a change in both mindset and skill application. We know that selling is not getting any easier. For salespeople to improve selling opportunities they need to apply a level of research that creates valid reasons for any buyer to listen to them. What do they think about?

Buyer 98

Buyer ACT Proposal Decision Maker 98

Alice Heiman

MAY 9, 2018

Is your sale complex? Are there multiple buying influences and long sales cycles? Does it seem like these deals are getting more complex and harder to close? Not every B2B sale is a complex sale. Some sales are merely a transaction. Defining the Complex Sale. Defining the Complex Sale.

Sales Cycle 91

Sales Cycle Decision Maker Influencer Proposal 91

Janek Performance Group

AUGUST 29, 2023

The truth about salespeople who are reluctant to prospect boils down to two things: First, they are reluctant to prospect because past attempts resulted in failure. Second, they don’t know what to say to prospects. Prospecting reluctance can be the silent killer of sales careers.

Prospecting 62

Prospecting Hiring Face-to-face Pipeline 62

Hubspot Sales

MAY 5, 2020

And as a sales leader, you already know this. Your sales reps have a deep knowledge of how prospects can leverage your product, and they can craft customized plans about the best ways to do so. Those are what allow you to tweak your sales process and fill gaps in knowledge as needed.

Analysis 113

Analysis Report Churn Collateral 113

Crunchbase

JANUARY 26, 2021

Every year in the sales industry brings new trends and processes for business leaders to consider. Over the last few decades, we’ve seen the rise of everything from e-commerce, to virtual reality sales. As technology continues to evolve, the possibilities of what could come next are endless. Here’s what we discovered for 2021.

Trends 98

Trends Social Media Discount Decision Maker 98

Hubspot Sales

DECEMBER 2, 2020

As I work with sales organizations across the world, I am frequently asked if the inbound sales philosophy works in an industry defined by a transactional sales process. Many salespeople find it difficult to overcome price objections, especially when their sales process is short and their product isn’t highly differentiated.

Industry 107

Industry Lead Rank Lead Scoring Inbound 107

Alice Heiman

FEBRUARY 9, 2022

So, why do some companies make it so difficult for customers to buy? My favorite question is, “What are you doing to make it easier to be your customer and harder to be your competitor?” That means that they have to set an appointment with a salesperson to get details or a demo. . Most not even realizing. .

Hiring 80

Hiring Customer Top of Funnel Decision Maker 80

Gong.io

DECEMBER 31, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. We published a ton of content here at Gong, including tips designed to help sales teams stabilize and adjust to a new virtual reality. that we’re rounding a corner, let’s get you ready for what comes next: GROWTH.

Data 96

Data Top of Funnel ROI Video 96

Crunchbase

JULY 21, 2020

COVID-19 has shined a very bright light on the single biggest reason most salespeople are failing. . A big part of your future success in sales will now hinge on your ability to establish trust online. However, before you get a chance to establish some trust or credibility, you first have to get attention.

Ideal Customer Profile 104

Ideal Customer Profile Fashion Face-to-face How To 104

Vengreso

JUNE 27, 2022

Gone are the days when B2B sales were about making a hundred cold calls a day or visiting clients in person. Also gone are the days when ideal customers from your target companies are knocking at your sales team’s doors in droves. We’re going to help you also understand the B2B sales processes, strategies, and more.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Sales Hacker

APRIL 12, 2021

Selling in the face of sales objections can be tough. But our self-limiting beliefs can make it tougher. We analyzed 224K+ sales calls spread over 2 million minutes to uncover the truth about the impact of the most common sales objections on deal outcomes. Are sales objections just a mind game?

Objections 129

Objections Decision Maker Face-to-face Coaching 129

Gong.io

DECEMBER 19, 2022

They’ll need to become consultants to get some deals across the line. Value-based selling sees your sales reps putting buyers first, focusing on their needs at every sales funnel stage. Value-based selling sees your sales reps putting buyers first, focusing on their needs at every sales funnel stage. Here’s why.

Ideal Customer Profile 90

Ideal Customer Profile Lead Rank Lead Scoring Buyer Persona 90

SBI

JUNE 21, 2018

As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. What did he do? Shorten the sales cycle by engaging multiple stakeholders earlier in the sales process.

Account Based Marketing 139

Account Based Marketing B2B Oracle Sales Cycle 139