Gong.io

JULY 22, 2022

You might win your next sales call before it even starts. No, it isn’t a new “sales hack”. Yes, I’m talking about sales call planning. 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. Sales Call Planning Tip #1: Review account history.

Decision Maker 118

Decision Maker Hiring How To Buyer 118

Zoominfo

NOVEMBER 11, 2019

People buy from people first, product second, according to Director of Sales Steve Wernke. They want to feel good about who they’re buying from, and they want to walk away feeling good about the deal they’ve just made. Let’s explore this conundrum with nine tips from our top sales closers. The Rule of Three.

Closing 191

Closing B2B Scale Decision Maker 191

Gong.io

DECEMBER 19, 2022

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. Value selling and solution both acknowledge that buyers are trying to solve a problem.

Ideal Customer Profile 90

Ideal Customer Profile Lead Rank Lead Scoring Buyer Persona 90

Zoominfo

NOVEMBER 13, 2019

Buyers want to feel good about who they’re buying from, and they want to walk away feeling good about the deal they’ve just made. Today we’re exploring this conundrum with nine tips from our top sales closers. Today we’re exploring this conundrum with nine tips from our top sales closers. Let’s get into it!

Closing 130

Closing B2B Decision Maker Scale 130

Zoominfo

SEPTEMBER 1, 2018

If you’re dealing with a sales objection… congratulations! We should relish objections,” says Steve Bryerton , ZoomInfo’s Vice President of Sales. When sales prospects offer objections, it means they’re taking you seriously. What Does a Sales Objection Look Like? As professionals, respecting time is a two-way street.

Objections 130

Objections Face-to-face Exact Software 130

Hubspot Sales

FEBRUARY 9, 2021

2021 will bring sales professionals a host of new challenges and trends to consider, and it could be tricky to adapt. Several salespeople are coming into this new year holding onto some dead weight — outdated strategies that are bound to undermine sales efforts instead of enhancing them. Relying Heavily on Discounts.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

Sales Hacker

APRIL 18, 2022

This is still an article about sales. But just because it’s about sales, doesn’t mean the dragons are not real. I’m talking, of course, about sales myths – giant, all-consuming ideas that seem to loom over the sales mindscape and impact our every action. . – Neil Gaiman.

Cold Calling 88

Cold Calling Call-back Lead Rank Decision Maker 88

DiscoverOrg Sales

AUGUST 29, 2018

My name is Jake Shaffren, Director of Sales here at DiscoverOrg, and today we’ll talk about the do’s and don’ts of voicemails. You really want to circle the wagon from all sides, connecting the dots. Voicemail is meant to be a touchpoint, where you articulate a pain point that you solve.

Cold Calling 159

Cold Calling Video Call-back Face-to-face 159

Close.io

JANUARY 30, 2020

Why do salespeople win or lose a sale? When salespeople win, they assume it’s because of their sales expertise or their solution’s high-level performance. They really don’t know one way or another. Here’s a list of reasons that can make all the difference between winning or losing a sale. ? Addressing the problem.

Decision Maker 90

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

Zoominfo

OCTOBER 21, 2021

Every business needs to fill its sales funnel with qualified leads, convert those leads into customers, and retain paying customers for the long term. What makes the difference between a high-performing sales funnel and one that isn’t ready for the needs of a modern B2B sales motion? Interest Stage 3.

Top of Funnel 130

Top of Funnel Funnel Data Sales Qualified Lead 130

DiscoverOrg Sales

SEPTEMBER 4, 2018

Reading Time: 8 minutes First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. They want to feel good about who they’re buying from, and they want to walk away feeling good. Here’s how to manage so much winning, with nine tips from our top sales closers. The Rule of Three.

Closing 120

Closing B2B Decision Maker Scale 120

The Spiff Blog

FEBRUARY 24, 2023

Sales objections are a common occurrence during a typical sales cycle. Therefore, learning how to effectively handle objections is crucial to hitting goals, crushing sales quotas , and developing a successful sales career. Whether you’re new to sales or a seasoned professional, today’s post is for you.

Objections 80

Objections Hiring Face-to-face Buyer Persona 80

Allego

MAY 21, 2020

During challenging times, sales reps need to tap into the collective wisdom of their peers and other subject matter experts. Is there really such a thing as beginner’s luck? However, rank amateurs sometimes beat top professionals and, more important, beginners often display more creativity when it comes to problem-solving.

Distribution 87

Distribution Face-to-face How To Groups 87

Hubspot Sales

MAY 24, 2021

Exceptional sales reps — the ones who are prepared to both dedicate and deliver — don't grow on trees. When you're interviewing for a sales role, you're bound to run into both kinds of candidates, so the question becomes, "How do I tell them apart?". They're not professional throughout every stage of the interview process.

Hiring 139

Hiring Inbound Account Based Marketing Motivation 139

MTD Sales Training

DECEMBER 8, 2011

Unfortunately, for many professional sales people, this otherwise joyous and happy time spells a predictable period of slowed sales and reduced income caused by an age-old seasonal objection. “It Relate the Problem to the Christmas Break. Relate the problems that you solve to the negative effects of Christmas.

Objections 214

Objections Infusion ACT Exact 214

John Barrows

FEBRUARY 3, 2020

Successful sales processes usually have a ton of “yes”. You might be thinking that I’m referring to your sales process. That’s one reason it’s crucial to educate your buyers on how the buying process works at your organization. Some shoppers only shop for discounts, or buy what’s on sale. Well, not really.

Education 118

Education Prospecting Lead Rank Lead Scoring 118

Sales Hacker

JULY 8, 2020

Moving into sales from another industry is tough. We’re going to break down the top 7 transferable skills that will help you stand out no matter what sales role you’re applying for. If you can really embody these skills, you’ll be a Sales Success, guaranteed. I’ve been in Sales for nearly a decade. Let’s dig in.

Guarantee 86

Guarantee Hiring Negotiation Face-to-face 86

SBI Growth

OCTOBER 30, 2013

The responsibilities of Sales Operations continue to evolve. You require a team of proactive, strategic professionals. Average hiring won’t improve team productivity or boost credibility and trust from sales leadership. The reasons are varied. To get the Sales Ops Leader Hiring Guide, click here.

Hiring 276

Hiring Salary Report Sales Operations 276

DiscoverOrg Sales

FEBRUARY 27, 2018

Knowing the technology stack of your prospect is an important piece of marketing and sales intelligence. This is part of a larger examination of 7 specific ways sales intelligence impacts marketing and sales processes : In Part 1, we tackled data quality and management. Sales just need to convince them to make the switch.

Competition 145

Competition Ideal Customer Profile Intent Data Intent 145

DiscoverOrg Sales

AUGUST 29, 2018

Reading Time: 5 minutes My name is Jake Shaffren, Director of Sales here at DiscoverOrg, and today we’ll talk about the do’s and don’ts of voicemails. You really want to circle the wagon from all sides, connecting the dots. Voicemail is meant to be a touchpoint, where you articulate a pain point that you solve.

Cold Calling 120

Cold Calling Video Call-back Face-to-face 120

Gong.io

AUGUST 31, 2021

Our prospective employee video is titled, “8 Reasons People Hate Working For Gong.” Pink and purple aren’t colors most sales and business intelligence companies use—most, if not all, are different shades of blue. . When thinking about how to brand my company, I wanted to do the opposite of what is expected. Expected is boring.

Intent 118

Intent Marketing Scale ACT 118

Hubspot Sales

MAY 26, 2023

You are greeted with a pitch from a pushy sales rep. Even if you do, the pushiness is a turnoff and you might buy the product elsewhere or through a different sales rep. You could also consider shadowing top-selling salespeople to learn about their techniques, or having them shadow you and offering feedback.

Outbound 106

Outbound Inbound Cold Calling Buyer Persona 106

Zoominfo

OCTOBER 15, 2020

We invited a trusted outsider—an expert on the sales and marketing technology landscape—to join us and share a unique perspective. We have the ability to quickly customize and we can understand exactly what a web page is about with unbelievable accuracy. The Leader in Buyer Intent. Not good enough.

Intent Signal 246

Intent Signal Intent Data Intent Buyer Intent 246

Janek Performance Group

OCTOBER 11, 2022

In some ways, sales proposals are the overlooked middle child of the selling process. This makes proposals a key component of your sales strategy. This makes proposals a key component of your sales strategy. Here are four tips for writing effective sales proposals: Simplicity. The same is true in sales proposals.

Proposal 62

Proposal Top of Funnel Lead Rank Lead Scoring 62

Nutshell

JUNE 25, 2021

If your sales pipeline feels like you’re herding cats, it might just be that you’re focusing on the wrong animal. In fact, it could be argued that customer self-education makes the salesperson’s job easier because many prospects already know the ins and outs of a product or service before they contact a sales rep.

Prospecting 112

Prospecting Lead Rank Sales Qualified Lead Lead Scoring 112

Showpad

AUGUST 18, 2020

Sales enablement shouldn’t automate bad practices. It’s about developing the sensitivity to wisely leverage technology where it makes sense, instead of using technology just because you can across the board without looking into the details and potential negative impact on your prospects and customers. What are “bad” sales practices?

Sales Enablement 127

Sales Enablement Outsourcing Services Ideal Customer Profile Hiring 127

LeadFuze

NOVEMBER 30, 2021

As a manager, we found out the reasons why sales presentations are often ignored. Need Help Automating Your Sales Prospecting Process? Why your prospect hates your sales proposal process. It is easy to become complacent when you are in a high-volume sales position. It†s happened to all of us. It†s too boring.

Proposal 52

Proposal Prospecting Hiring Vendor 52

Hubspot Sales

AUGUST 3, 2023

Everyone’s talking about AI and ChatGPT, but despite the buzz, selling AI products presents challenges for salespeople. It seems like everyone is talking about AI, and it is logical to assume that everyone is interested in buying and using AI. Marie Brunet , global vice president of sales at Uniphore , supports this.

Hubspot 92

Hubspot How To Lead Rank Scale 92

Zoominfo

MARCH 28, 2018

For this reason, you must be transparent, both in your brand messaging and your interactions with prospects and customers—even when it’s difficult. We don’t mean this literally—we just mean that you should allow customers and prospects to see what your company is really like—put a human face to your brand name. Own up to mistakes.

Face-to-face 178

Face-to-face B2B Loyalty Consumer 178

criteria for success

JUNE 3, 2020

It’s a common thing among professionals in all levels of responsibility and hierarchy. It’s also the reason why a some employees make mistakes along the way. But most of the time it’s easy to make a focused schedule and solve one thing after another. When faced with a stressful problem or challenge, take a breather for a moment.

Transportation 82

Transportation Face-to-face Exercises Twitter 82

Pipeliner

JANUARY 25, 2024

Have you ever wondered what really draws you into reading an article or lingering on a social media post? Content marketing is all about creating connections. A study found that a staggering 82% of consumers feel more positive about a company because of it. Now, let’s talk about putting this into action.

Lead Rank 59

Lead Rank Lead Scoring Marketing Webinar Metrics 59

Crunchbase

AUGUST 12, 2022

With solid earnings and endless opportunities for growth on offer, there’s never been a better time to consider starting a career in tech sales. In this article, we’ll discuss what a career in tech sales looks like and tips to succeed in the role. What is tech sales really about? What is a tech sales job like?

Salary 52

Salary How To Software Software 52

Hubspot Sales

APRIL 7, 2023

Doing so comes with some unique benefits like low overhead costs and not having to worry about storing inventory. How to sell digital products 10 best digital products to sell There are a number of reasons why selling digital products is advantageous for businesses. How can your business sell digital products?

Buyer Persona 114

Buyer Persona eBook How To Social Media 114

Trinity Perspectives

MAY 30, 2017

Enterprise sales is not actually about selling, it’s about earning the right to move to the next step of the process, until you run out of steps. Enterprise sales is the term used to describe selling a high-end product or service to large or complex businesses. 1 Sell to the people, not the company. 2 Know your customer.

Enterprise 101

Enterprise Enterprise Intent Decision Maker 101

Nutshell

AUGUST 16, 2018

For outbound sales teams, cold calling is often the first—and arguably the most important—step towards creating sales opportunities. In the meantime, here’s all you really need to know… Sign up for the Sell to Win newsletter and we’ll notify you when more of our Ultimate Guide to Cold Calling goes live. LEARN MORE.

Cold Calling 132

Cold Calling Sales Qualified Lead Ideal Customer Profile Decision Maker 132

LeadFuze

JUNE 1, 2021

What are Sales Closing Techniques. Sales closing techniques are the skills sales professionals use to close more deals. They can be anything from asking open-ended questions that get the prospect talking about their needs, or actively listening and following up on objections. Importance of Sales Closing Techniques.

Closing 64

Closing Sales Qualified Lead Email Marketing Lead Rank 64

Anthony Cole Training

FEBRUARY 21, 2013

Learning about sales and selling is one of the things I enjoy most about what I do. When I started my personal quest to improve my understanding of sales, my ability to execute a sales process effectively and to ultimately improve my sales results, there was much for me to learn. in Dallas, Texas.

Insurance 211

Insurance Insurance Hiring Sales Qualified Lead 211