Mr. Inside Sales

JULY 30, 2021

Ever feel stalled during a close? Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? And a bonus layering question: #6 “And what would change that for you?”. Happy Selling!

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

The Pipeline

AUGUST 24, 2021

This makes it interesting for them as they figure out how to close the deal, but what about the prospect? How much curiosity is there in it for them after sitting though the same questions over and over? Don’t be surprised if prospects find it becomes dreary after the third time they’ve endured those questions.

SME 391

SME Margin Video Quota 391

Mr. Inside Sales

JUNE 11, 2021

And that’s because when your mouth is open, your ears are closed. And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch. Ask questions frequently of your prospect. Ask questions frequently of your prospect.

Face-to-face 317

Face-to-face Gatekeeper Decision Maker Licensing 317

The Pipeline

FEBRUARY 22, 2022

Quota attainment remains under 60%, closed forecasted deals aren’t much better. It takes preparation, but you need to arm yourself with why questions. More important, is to remember why you are asking why questions. But why seems to be a hard line of question for some in sales. But to get the prospect to think.

Objections 351

Objections Forecasting Quota Buyer 351

No More Cold Calling

APRIL 15, 2021

Considering half of the deals that are forecasted to close don’t, and customer retention has decreased as seller attrition increases, sales teams are facing yet another frustrating year if something doesn’t change. Every sales leader says their #1 prospecting challenge is getting leads in the pipe. They don’t want to see your demo.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Partners in Excellence

APRIL 25, 2024

We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? What’s our win rate, what’s our average deal size, what’s the sales cycle, what’s the quality of the opportunities we are managing in the qualified funnel? What if we changed our deal size?

Top of Funnel 77

Top of Funnel Funnel Sales Qualified Lead Leads 77

Sales and Marketing Management

JANUARY 31, 2021

With sales coaching, sales reps receive one-on-one time with their managers where they can ask questions, discuss their current performance, and determine personal goals. Close More Deals. However, no two deals are alike. Author: Brian Trautschold As a new hire, structured training and onboarding programs are expected.

Sales Coaching 317

Sales Coaching Coaching Top of Funnel Hiring 317

Partners in Excellence

APRIL 2, 2024

For example, as sellers, our focus is on closing a deal. We know what questions we need the customer to answer to qualify the deal, we know how to present the capabilities of our products, how to handle objections, how to move to close. Our focus is on the critical activities to close the deal.

Customer 111

Customer Maximizer Closing Objections 111

Zoominfo

JUNE 9, 2019

If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. Good questions and the answers they produce can make a huge difference in your ability to close deals faster. So keep reading as we provide you with our top 12 B2B sales questions to close deals faster.

B2B 252

B2B Closing Scale Guarantee 252

Mindtickle

APRIL 18, 2024

In fact, research shows that sales mirroring can increase sales reps’ closing rates by 17%. Sales mirroring can increase closing rates by 0 % But what it? And what techniques can help you close more deals? In this blog, we’ll discuss what mirroring in sales is and why it’s a powerful approach for closing more deals.

How To 52

How To Buyer Revenue Prospecting 52

Hubspot Sales

MARCH 11, 2024

I’ve seen the benefit of async video messages to close deals and build prospect relationships as both a quota-carrying seller and a sales team leader. Why is video so effective at increasing email response rates, generating engagement, and improving close rates? Reduce meeting no-shows by sending a preview of the meeting agenda.

Quota 105

Quota Video Revenue Call-back 105

Hubspot Sales

MARCH 25, 2024

Here it is: Prospects aren't always easy to deal with. So to help you get a sense of the kinds of buyers you need to look out for (and what to do when you‘re dealing with them), we asked some sales leaders for their takes on the most difficult types of prospects to work with and how to engage with them effectively. You're welcome.

Prospecting 98

Prospecting Cancellation How To Revelation 98

Janek Performance Group

APRIL 18, 2024

Need Dialogue Whether in person or on the phone, an effective questioning strategy is key. For teleselling, target your questions. Also, avoid firing off a list of questions. Instead, incorporate questions into the flow of conversation. Use a blend of open and closed-ended questions.

Training 62

Training Outbound Inbound Benefit 62

SalesFuel

APRIL 16, 2024

The person who possesses outstanding prospecting skills may struggle to close deals. In that case, you’ll want to coach them on how to improve their closing strategy. They may benefit from listening in on a colleague's closing session. Beyond that, the constant content wave is too overwhelming to be effective.

Coaching 115

Coaching Top of Funnel How To Hiring 115

Hubspot Sales

JANUARY 15, 2024

Many moons ago, I was pitching a huge deal to Sony Pictures. A deal we thought we had in the bag all of a sudden hit the skids. A deal we thought we had in the bag all of a sudden hit the skids. They’re working on a deal with your competitor. Things were looking good. And then … they dropped off the face of the Earth.

Prospecting 113

Prospecting Follow-up Call-back Proposal 113

Adaptive Business Services

FEBRUARY 14, 2024

Next let’s look at a simple sales process and it will be divided into two stages … a lead qualification workflow and a deal pipeline. Leads will be moved from stage to stage through the workflow and deals will do the same through their pipeline. Authority – Is who you are dealing with, the person who can approve this investment?

Lead Qualification 77

Lead Qualification Hiring Pipeline Guidelines 77

Gong.io

SEPTEMBER 17, 2021

Your job isn’t to use closing techniques, it’s to lead. Here are 8 sales closing questions that are 0% closing gimmicks and 100% effective. The reason most deals don’t close is misalignment. This is where asking the right sales closing questions comes in. Which steps will get us to close.

Closing 118

Closing Proposal Call-back Buyer 118

Gong.io

SEPTEMBER 12, 2022

It helps them close deals faster and project sales pipelines more accurately. . The sales cycle refers to the steps a team goes through to close a deal, while the sales process refers to how salespeople carry out those steps. There’s no shame if your team aligns more with the latter than the former.

Sales Cycle 118

Sales Cycle Ideal Customer Profile Lead Rank Marketing Qualified Lead 118

Sales Evangelist

APRIL 17, 2024

Are you tired of pouring your heart into sales deals only to watch them fizzle out at the eleventh hour? There's nothing more frustrating than a deal that stalls, especially when it is just within your grasp. But what if you could pinpoint why your deals are stalling and prevent it before it happens?

Hubspot 40

Hubspot LinkedIn Pivotal Survey 40

Autoklose

APRIL 8, 2024

Closing sales is a joint effort that takes time, particularly in the B2B industry. And while it’s the sales rep who actually seals the deal and receives all the accolades, the truth is that the successful outcome heavily depends on the early stages of the process. Source: Gartner How to Prepare for a Discovery Meeting?

Meeting 98

Meeting Objections Research Face-to-face 98

BuzzBoard

MARCH 28, 2024

It focuses on small and local businesses, where the process involves building relationships, offering effective solutions, and ultimately closing sales to secure clients. Lastly, the follow-ups and closing the sale come in. Any questions or concerns from the client need to be thoroughly addressed to earn their trust.

Webinar Metrics 98

Webinar Metrics Case Study Comparison Small Business 98

Marc Wayshak

JANUARY 26, 2023

Don’t you just hate it when the sale seems to be going well…but at the end, the close ultimately proves elusive ? It might seem like the end of the sale is the key moment to close the deal. But in reality, the earlier part of the sales conversation is what ultimately results in a closed deal—or not.

Closing 102

Closing Case Study Face-to-face Study 102

PandaDoc

APRIL 8, 2024

A deal desk introduces a new approach to managing deals. This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. Deal desk stakeholders and their roles are clearly defined, streamlining approval workflow. Let’s get to it!

Strategy 52

Strategy Decision Maker Proposal How To 52

Partners in Excellence

MARCH 12, 2024

Why I Love Sales Dave, I found your question very thought provoking. It affords a great deal of freedom along with direct accountability. You initiate the work: securing meetings, creating opportunities with prospects and clients, and closing deals that produce revenue for your company (and income for you).

Face-to-face 112

Face-to-face Sports Territories Forecasting 112

Marc Wayshak

APRIL 12, 2023

In this video, I’m going to show you 7 consultative selling strategies to close the deal. To effectively disqualify, you must ask the right questions to find out what’s really going on in your prospect’s world. While many salespeople ask questions of their prospects, they’re not digging deep enough.

Consultative Selling 95

Consultative Selling Closing Strategy Case Study 95

Gong.io

JANUARY 2, 2023

Improves your close rates. As a result, their close rates will suffer. It typically involves comparing a prospect against an ideal customer profile (ICP) — a description of the company that would benefit from your solution. If there’s a good match, the sales rep can qualify the prospect. Why is sales qualification important?

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

Nutshell

MAY 1, 2023

Tactful qualifying questions can save you the hassle of potentially going through the entire pipeline with a non-starter. This is why sales qualifying questions are so important. This is why sales qualifying questions are so important. Why are qualifying questions important in sales? How did you hear about us?

Sales Qualified Lead 115

Sales Qualified Lead Ideal Customer Profile Top of Funnel Decision Maker 115

The Digital Sales Institute

MARCH 12, 2024

A guide to closing sales with ABC, or “Always Be Closing,” is a learning journey for salespeople looking to improve their sales performance, or “Return on Sales Effort (ROSE). Closing sales is about consistently moving customers towards a desired action or outcome. What does ABC, or ‘Always Be Closing’ really mean?

Closing 52

Closing Objections Buyer Proposal 52

Mindtickle

APRIL 9, 2024

Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. By 2025 0 % of B2B sales interactions will happen via digital channels When it comes to inside sales, you may have questions like: What is inside sales? We’ll answer these questions (and more) in this post.

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. All the previous steps lose their significance once finalizing the deal is postponed or canceled. Let’s start with a clear understanding of the phrase “to seal the deal.”. Closing the deal faster.

Negotiation 98

Negotiation Decision Maker How To Face-to-face 98

Partners in Excellence

MARCH 26, 2024

My responsibilities included building profitability models for large, multi-million deals. Eventually, I was invited into customer meetings to answer questions, and occasionally, I presented the pricing models and assisted in negotiating pricing and deal structures. Initially, I provided the models to sales teams.

Hiring 95

Hiring Lead Rank B2C Conference 95

Hubspot Sales

APRIL 26, 2023

Walking away is hard, especially when it comes to potential deals. Every minute you spend on an impossible or low-value deal is one you could be spending on a viable, valuable one. To avoid the pitfalls of bad-fit prospects, look out for these seven signs you should give up on a deal. They can’t answer these three questions.

Prospecting 112

Prospecting Decision Maker Lead Rank Lead Scoring 112

Miller Heiman Group

SEPTEMBER 3, 2020

One way to break the cycle is to create a better buying experience using the questioning techniques taught in SPIN Selling Conversations. SPIN helps sellers engage customers in conversations, questioning and listening until they understand why their customer is exploring new solutions. Four Types of Questions Lead to Better Deals.

Customer 154

Customer Lead Rank Lead Scoring Buyer 154

Highspot

JANUARY 3, 2024

Picture this: you’ve invested so much time and effort into a potential deal and victory feels within reach, only to see it slip away to a competitor or the client decides to back out at the last minute. Read on to discover how reps can confidently approach each closing conversation with closing sales training that works.

Closing 52

Closing Training Lead Rank Negotiation 52

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. For instance, let‘s say a salesperson is selling a product that isn’t backed by 24/7 support — and once upon a time, that factor held up a deal or two.

Closing 120

Closing Proposal Negotiation Discount 120

Mindtickle

JANUARY 25, 2024

We’ll also share some tips and best practices for creating more effective sales content that’ll help your reps close more deals. Outstanding collateral can accelerate the sales cycle, which means sales reps can close deals faster. When reps can close more deals, your revenue will grow.

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Collateral Top of Funnel Closing Buyer Persona 59