Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI.

Sales Process 48

Sales Process Cold Calling Call-back Cancellation 48

SBI Growth

JULY 1, 2013

Revelations and epiphanies that seem so promising to start. You see visions of making your 2013 and 2014 sales number. Generating a custom sales process to stay up to speed with the massive changes in the buyer’s journey. Equipping sales team with the skills they need to engage prospects with social selling.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

Braveheart Sales

NOVEMBER 12, 2020

While I was watching ESPN’s College Game Day, I heard Chris “The Bear” Fallica, who is a research producer and sports betting analyst for ESPN, make an observation about betting odds that was a revelation to me. Salespeople project their own excitement onto prospects. Making Sales Wagers. They wanna believe.

Sports 52

Sports Sage Revelation Face-to-face 52

SBI

MAY 15, 2012

You stand before your prospects fully armored, battle-ready, and poised for a stunning and mind-numbing display of the vast and all-embracing array of your knowledge. My point here, if I still have at least your valued attention, is that your prospects won’t know what to remember most, unless you tell them.

Revelation 117

Revelation How To Decision Maker Twitter 117

Partners in Excellence

FEBRUARY 7, 2013

We all know this–much to the chagrin of sales. Marketing is providing rich content and relevant information for customers and prospects. Whether it’s marketing or sales is absolutely irrelevant to them! Challenger has brought an interesting possibility, perhaps a revelation—maybe sales initiates the process.

Top of Funnel 96

Top of Funnel Marketing Lead Rank Sales Qualified Lead 96

HeavyHitter Sales

MARCH 22, 2012

Therefore, it is much more comfortable for the prospect to say something they think you want to hear than the actual truth.     In order to win every deal you need a constant, accurate source of information revealing the internal machinations of the customer’s selection process. Did I listen to my sales intuition?

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

Hubspot Sales

OCTOBER 18, 2017

I needed my sales team to take the same approach to conversations with prospects. Whether you’re a CEO or simply hold a sales leadership position, it’s important to coach your reps on having great conversations with their prospects. This decreases your surface area for failure or misalignment with prospects.

Lead Rank 92

Lead Rank Lead Scoring Leads Marketing Qualified Lead 92

SBI

FEBRUARY 26, 2013

Shuffling through catalogs and stuffing brochures into cars is a fast track to insanity—especially when you find you’re missing the one sales material you need at that precise moment! Think too, about what happens when your prospect asks, “Can you just leave me some materials?” That process takes time and time is a deal killer.

Collateral 115

Collateral Revelation Trends CRM 115

Sales Hacker

NOVEMBER 21, 2019

This is a start, but to stay ahead of the competition in today’s sales world, sales teams need to start utilizing AI much more than that. The Salesforce State of Sales report notes that only 46% of sellers have access to client and prospect data insights (something that 85% of salespeople say helps them produce).

Ideal Customer Profile 83

Ideal Customer Profile How To Churn Face-to-face 83

Gong.io

SEPTEMBER 19, 2018

Mastering the Complex Sale is for the latter group. The first book to take stock of the Information Age and the new realities it brings to sales, Positioning is timely, authoritative, and essential to the modern sales professional seeking to be heard and understood in today’s noisy, crowded marketplace. Power Prospecting.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111

Vengreso

DECEMBER 19, 2018

The Future of The Sales Profession by Graham Hawkins. High Profit Prospecting by Mark Hunter. Sales Enablement by Byron Matthews and Tamara Schenk. The Sales Development Playbook by Trish Bertuzzi. Combo Prospecting by Tony J Hughes. New Rules of Sales and Service by David Meerman Scott.

Conversion 112

Conversion Paid Content Hiring Pivotal 112

Vengreso

JANUARY 13, 2023

#DigitalSelling #SocialSelling Click To Tweet Get the Book Here #2 Coffee’s for Closers by Tony Morris LISTEN TO THE PODCAST HERE In the current marketplace, it’s key to always be on the top of your game: on every sales opportunity. Pink shares insightful revelations about how to achieve success and breakthroughs with others.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81