The Pipeline

JULY 21, 2020

Ask a salesperson what they would like most in an opportunity and ‘urgency’ is near or at the top of the list. Ask executives what they would like to experience more in sales meetings? Sellers need to recognize that urgency is a result of engagement, and the questions they are asking are just not engaging.

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Decision Maker Buyer Study Intent 343

Bernadette McClelland

FEBRUARY 20, 2023

Will You Take The Road Less Travelled Or The Path Of Least Resistance? On moving to the USA from Australia, I knew there would be a huge component of personal and professional growth. After all, when you shift your environment, something energetic happens. You FEEL different. You feed off the vibe of new people.

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Travel Telecommunications Sage Buyer 195

Mr. Inside Sales

FEBRUARY 5, 2021

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Your script. Your prospects will trust you more, and you’ll appear more professional.

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Face-to-face Hiring Sales Qualified Lead Gatekeeper 258

The Pipeline

FEBRUARY 15, 2022

Last week I kicked off a two part look at questions you should be asking your pipeline. But the questions, posed to yourself, are about planning activities based on the state of your pipeline. Given that time is always depleting, we need a way to ensure we ‘spend’ our time on the right activities. By Tibor Shanto.

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Pipeline Video Opportunity Up-Sell 188

Sales and Marketing Management

DECEMBER 16, 2019

Finally, the study further indicated that less than 5% of organizations actually have any specific strategies for helping their professionals develop and strengthen the relationships required to achieve their goals. . . They don’t share the same age range, income or professional position. That asset is the customer. . .

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Company Customer Insurance Insurance 423

Sales and Marketing Management

MARCH 30, 2020

Author: Andres Lares The phrase “leaving money on the table” is an idiom that means not getting as much money as you could from a transaction. That is why Shapiro Negotiations Institute has taught for decades how to plan for successful sales and negotiations while maintaining and enhancing the relationship for future deals.

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Negotiation Margin Proposal Maximizer 279

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

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Sales Qualified Lead Lead Rank Lead Scoring Real Estate 100

Allego

APRIL 16, 2024

Generative AI has changed the game in sales. Increasingly, sales teams use it to personalize content, enhance sales training , improve onboarding, conduct competitive analysis, streamline sales communication, and more. The results you get from genAI are only as good as the information you put into it.

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Hiring Scale Proposal Analysis 62

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Are you ready for a shocking, next-level revelation that's going to turn your world upside down? That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. You're welcome.

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Prospecting Cancellation How To Revelation 98

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. There's AI — obviously — and all the ways it's changing how we sell. To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024. Let's dive in.

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Lead Rank Lead Scoring Sales Qualified Lead Scale 98

Hubspot Sales

MAY 17, 2023

That makes establishing credibility central to the success of any sales effort. But maintaining that kind of trustworthiness and legitimacy over multiple sales conversations can be easier said than done — a lot of reps run into hitches, hiccups, and human errors that undermine their credibility with prospects. Let's dive in.

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Prospecting How To Call-back Follow-up 127

Hubspot Sales

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.

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Negotiation Telecommunications How To Software 96

Partners in Excellence

MARCH 11, 2024

There are prompts for “researching and understanding” any role you might be selling to. Hacks for structuring and measuring an entire sales organization. Undistinguished, absent of any insight, blah… In fairness, these tools tell us this. They tell us the limitations of their data bases.

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Ideal Customer Profile Face-to-face Engineering Industry 108

Hubspot Sales

AUGUST 8, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sales is, in large part, the art of establishing trust in a tight window. A prospect isn‘t going to invest in your offering just because you seem like a decent person who has their best interest in mind.

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Hubspot Prospecting Education Call-back 87

Smooth Sale

NOVEMBER 29, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Will You Focus On the Year-End Rush? Sadly, the thought is incorrect and often harms salespeople from welcoming a robust year-end and may face the need for a new job in the new year. Sales Questions Throughout the Year What caught your attention to speak with me today?

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Hiring Face-to-face Follow-up Networking 119

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.

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Data Discount How To Quota 117

Janek Performance Group

FEBRUARY 6, 2024

In sales, preparation is the steps taken to understand prospects and clients at each stage of the sales process. Regardless the stage of your relationship, this starts before making contact. Then, it’s utilizing this knowledge to your advantage. Then, it’s utilizing this knowledge to your advantage.

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Social Media Ideal Customer Profile Decision Maker Referrals 71

Nutshell

MARCH 25, 2024

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. DOWNLOAD Is your business ready for a CRM?

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Positioning Customer Churn Face-to-face 127

Partners in Excellence

MARCH 8, 2024

I’ve been getting a variety of people telling their stories on, “ Why I Am So Interested In Selling.” But I decided to do an experiment, I asked ChatGPT to put herself in the role of a seller, answering the question (I actually created several scenarios–a seller, a high performing seller, a manager.

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Incentives Incentive Compensation Salary 77

SalesFuel

FEBRUARY 28, 2024

Costs are on the rise for many goods and services, and sellers, too, are asking for price increases from clients. “It How to Justify Price Increases Because cost is a highly sensitive topic, sellers need to prepare for these tough conversations with clients. Just like when you closed the deal, value must be your focus.

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NetSuite Face-to-face Hiring Objections 52

criteria for success

DECEMBER 1, 2022

Looking to hire new sales reps? Make sure you’re using creative sales interview questions. When hiring sales reps, it can be easy to get a nice illustration of who your candidate wants you to see. This way, you’ll be prepared to ask the best questions no matter what step of the interview process you’re in.

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Hiring Cold Calling Compensation Positioning 98

Hubspot Sales

FEBRUARY 5, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Every time you use a selfish sales tactic, you’re destroying the trust between you and your buyer — but you’re not just hurting yourself. Can I help you with anything today?”

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Commission Call-back Hotels Sales 94

Janek Performance Group

FEBRUARY 16, 2022

Without question, gatekeeper is the most intimidating designation in sales. Often, if the gatekeeper doesn’t like you, you’re not meeting the VIP you need, let alone presenting a pitch. As such, you must win their favor. Distract them with a bone, and you might sneak past. Don’t count on it.

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Gatekeeper Decision Maker Influencer ACT 116

Janek Performance Group

APRIL 15, 2024

In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. By stressing long-term relationships over short-term sales, sellers should form partnerships and work with buyers to achieve the best outcomes. In addition, be alert to casually dropped names.

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Negotiation Decision Maker Discount Lead Rank 62

Anne Miller

APRIL 7, 2024

Is your content important? Podcast, blog, speech, or product, how do you entice someone to listen to you when what you have to say is serious but not an instant attention grabber? In your world What do you present/speak/blog about? Is it complex? Also, somewhat dry? Unfortunate. See how they did it below.

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System Face-to-face Guarantee Report 62

Sales Hacker

MARCH 23, 2023

Sales is the transfer of conviction and inspiration: The person who is most certain during the interaction will win. Because your prospect is uncertain. Which means your sales conversation will either inspire in them the certainty to say yes — or it will reinforce their uncertainty, and they will say no.

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Closing Harvest Top of Funnel Lead Rank 98

Hubspot Sales

APRIL 26, 2023

After all, you've spent time, energy, and resources building a relationship — and giving up means you have nothing to show for it. But in the long run, having a pulse on when to walk away and disqualify leads will help you refine your efforts and make you a much more efficient, effective salesperson.

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Prospecting Decision Maker Lead Rank Lead Scoring 112

Babette Ten Haken

SEPTEMBER 24, 2018

If you practice a hopscotch client retention strategy, do not get your hopes up. Co-partnering in your client’s success involves more than adhering to a mostly-linear protocol. As a result, serve your clients better and better over the duration of your relationship with them. Yes, I know. From customer success.

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Ideal Customer Profile Retention Strategy SME 221

Janek Performance Group

DECEMBER 12, 2023

For sales professionals experiencing a dip in their sales momentum, there could be an opportunity to reassess strategies beyond external factors like product quality, market competition, or economic conditions. Sales strategies need to shift to focus on the art of initiating and nurturing relationships.

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Decision Maker Face-to-face Pivotal Call-back 62

Hubspot Sales

JUNE 29, 2023

Insurance sales is a highly lucrative industry. Paul Moss, Founder of HeyDriver and a 14+ years insurance veteran, says, “There is a lot of cheddar to feed the mouths of insurance professionals.” With a diploma, you can start working as an insurance salesperson. Stay long enough, and you could get massive results.

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Insurance Insurance Salary Policies 94

Hubspot Sales

DECEMBER 4, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Some deals hit walls — that‘s just an unfortunate fact of sales life. As a salesperson, you‘re almost guaranteed to have to handle this kind of situation at some point in your professional life.

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Hubspot Closing Hiring Cold Calling 81

Janek Performance Group

SEPTEMBER 13, 2023

For as long as there have been sales, there have been referrals. However, in B2B selling, referrals are more than positive reviews. They are recommendations from satisfied customers or others in your network or center of influence. And they can’t trust they will tell those who matter most, like potential future customers.

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Referrals Networking Social Media Ideal Customer Profile 62

Hubspot Sales

JANUARY 29, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. As a salesperson, you've probably gotten your fair share of career advice — and it goes without saying that some of those tidbits have definitely been more valuable than others. Do your homework.

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Remedy Software Software Up-Sell 77

Hubspot Sales

AUGUST 2, 2023

Whether you sell furniture or enterprise software, you face the same challenge: finding the right words to say. Sending cold emails, leading prospects through sales calls, and following up all take time and articulation. Sales teams everywhere are starting to use AI to streamline these processes and craft better pitches.

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How To Insurance Insurance Travel 78

Crunchbase

MARCH 17, 2022

Social selling , which is a way to engage and get to know prospects through social media, has become an area in which B2B brands must be competitive. These digital platforms, while different in nature, are about community, and represent opportunities for sales pros to develop reputations as trusted consultants. Social selling tip No.

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Social Selling B2B Ideal Customer Profile Social Media 129

Hubspot Sales

JANUARY 9, 2024

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. Table of Contents What is door-to-door sales?

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Face-to-face Up-Sell Research Sales 98

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

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Lead Rank Lead Scoring Ideal Customer Profile Customer 102