No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

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. Table of Contents What Is a Discovery Meeting?

Meeting 98

Meeting Objections Research Face-to-face 98

Sales and Marketing Management

NOVEMBER 9, 2020

Author: Thiago Sa Friere With the shift to a remote workplace, sales reps and account executives are engaging with the C-suite. From prospecting to discovery and demo calls, executives like CEOs and CFOs have become not just a name on an invite, but an active participant with plenty of questions and unique problems to solve. .

Buyer 334

Buyer Strategy Buyer Persona ROI 334

Sales 2.0

MARCH 15, 2023

This is the fourth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. AI as a sales assistant The most exciting application of AI will be as a sales assistant.

Outsourcing Services 195

Outsourcing Services Tools Buyer Industry 195

The Pipeline

AUGUST 10, 2021

Questions are the weapon of choice for consistently successful salespeople, so listen up the half that aren’t making quota. But most sales professionals don’t approach question in a strategic fashion, meaning going beyond the obvious. Your Swiss Sales Knife. Questions For More Than Info. By Tibor Shanto.

Fashion 329

Fashion Campaigns Outbound Education 329

Steven Rosen

APRIL 4, 2022

In the pre-COVID days, sales managers would ride along with a sales rep for the day. They would observe calls, ask questions to help the sales rep evaluate what worked well and didn’t work, and have the rep come up with ways they would commit to improving their selling skills. Step 2, is Coaching Focus.

Coaching 290

Coaching Face-to-face Selling Skills Sales Coaching 290

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

Sales Leadership 203

Sales Leadership Hiring How To Account Based Marketing 203

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. We don’t want that, so to help, here are four four-letter words to banish from your sales vocabulary. I like to do a proper discovery, allowing the prospect to discover what they did not know.

Objections 291

Objections Sports Up-Sell Buyer 291

No More Cold Calling

FEBRUARY 1, 2024

And why does taking these conversations offline give your sales team a competitive advantage? It’s not only presumptuous; it’s rude—and a big sales mistake. That’s not cold calling. They know they won’t get a pitch from the sales reps this person introduces. They get valuable sales intelligence.

Social Media 194

Social Media Referrals Media Lead Generation 194

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. These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more.

Negotiation 96

Negotiation Telecommunications How To Software 96

Sales Hacker

APRIL 25, 2023

And too often, I see salespeople taking the quick and lazy path on discovery calls — the path that alienates and annoys the very prospects they’re trying to win over. You might call this discovery , but it’s actually more like scoping — that is, determining the scope of the eventual job. And your buyers hate it.

Buyer 77

Buyer Face-to-face Call-back Guidelines 77

Gong.io

SEPTEMBER 28, 2021

The best reps ask the best questions. Asking questions is good for your brand and your career, according to this Forbes article. The research shows that asking more questions builds emotional intelligence.”. It turns out, asking (more, better) questions also translates well to the most successful reps. often plays well.

Top of Funnel 108

Top of Funnel Call-back Buyer Funnel 108

Gong.io

MAY 4, 2021

We analyze sales conversations and outcomes using AI, then share the results to help you win more deals. I was four slides into my discovery deck, thinking everything was going smoothly. I turned off the screen share and quickly pivoted to asking questions in hopes of sparking a dialogue. . Follow me to read upcoming research.

Buyer 118

Buyer Pivotal Follow-up Data 118

Allego

FEBRUARY 23, 2023

The telephone company donated a dozen rotary phones, and we paired up to practice how to answer the phone, take a message, call a neighbor, and call 911. It was a room full of 8-year-olds running through call scripts like pint-sized sales reps. But old-school sales training will only take you so far these days.

Call-back 127

Call-back Analysis Coaching Face-to-face 127

Janek Performance Group

APRIL 18, 2024

Since then, teleselling has been a staple of sales. While email is often the first contact, an initial call establishes a first impression. For outbound calls, know the client you are calling. For inbound calls, imagine customers with problems hearing a genuine “How can I help?” Of course, it’s a phone call.

Training 62

Training Outbound Inbound Benefit 62

Mindtickle

JULY 13, 2021

Discovery calls are an essential part of the sales process, allowing sales reps and prospects to determine if it makes sense to move the relationship forward. On these calls, your sales reps have one chance to make a great first impression — and set the tone for the entire sales process.

Analysis 98

Analysis Lead Rank Decision Maker Conversion 98

Steven Rosen

APRIL 15, 2021

Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans. The Head office should prepare any sales report or dashboard. Quarterly Business Reviews . Keep the Process Simple.

Territories 336

Territories Quota Coaching Sales 336

The Pipeline

MARCH 19, 2019

With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?”. Either one leads to the same corner of no prospecting and any cross street in sales. Either one leads to the same corner of no prospecting and any cross street in sales. By Tibor Shanto.

Prospecting 306

Prospecting Proposal Cold Calling Quota 306

Force Management

DECEMBER 14, 2023

When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. Increasing Channel Partner Productivity When it comes to channel sales, your ability to control the sales process is limited. What is our proof?

Channels 137

Channels Revenue How To Case Study 137

Mindtickle

MAY 2, 2023

In many ways, sales discovery calls are the heart of the whole sales process. Much like a first date, a discovery call allows reps and prospects to decide if it makes sense to move the relationship forward. A sales discovery call occurs well into the overall sales discovery process.

Lead Rank 52

Lead Rank Lead Scoring Decision Maker Lead Qualification 52

LeadFuze

JULY 6, 2021

Sales Discovery Calls should be part of the new product launch marketing plan. The point of a sales discovery call is exactly that: to discover. You are attempting to either discover a sales opportunity or disqualify a prospect so as not to waste further time.

Face-to-face 98

Face-to-face Hiring Ideal Customer Profile Exact 98

Gong.io

DECEMBER 27, 2021

We analyze sales conversations and deals using AI, then share the results to help you close more revenue. And a discovery call “best practice” that actually tanks your success rates. By analyzing MILLIONS of sales data points. Negotiating is one of the most important skills in sales. . Why did we do it?

Data 127

Data Negotiation Call-back Decision Maker 127

Shari Levitin

MAY 4, 2022

I hate to disillusion you, but the truth is no one thing will bring you success in life or sales. Then my mother made a discovery. I love to watch her answer this question.) If I didn’t structure my time to write blogs and call prospects each day, I’d never succeed. Which discovery questions do I ask?

Call-back 118

Call-back Face-to-face Follow-up Exact 118

Zoominfo

AUGUST 18, 2021

In sales, as with any other field or practice, sometimes you need to think outside the box to come out on top. Knowing the rules for a sales call is vital; so is knowing when to break those rules. Our research has shown how much sales calls have changed in the last year. Longer sales cycles.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Leads 130

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

Gong.io

JANUARY 12, 2022

Sales scripts — the elusive and oft-discussed topic on every sales team’s agenda (or should be). Sure, some Sales teams seem to be more script-driven than others, but have you ever considered exactly what makes up a sales script ? Or how you could use a sales script to boost your conversion rates? . you are in.

Examples 62

Examples Cold Calling Top of Funnel ROI 62

A Sales Guy

JUNE 16, 2021

The Sales world is desperate for an upgrade. It’s time sales let’s go of the tired and ineffective belief systems if we’re going to truly deliver the value we say we want to in the 21st-century. Sales management is equally infamous for making the CRM a tool the salespeople hate. Yes, I said the CRM.

CRM 163

CRM Fashion Face-to-face System 163

Gong.io

MARCH 27, 2019

Are you looking for the BEST discovery call tips? Ones that will set your sales calls on FIRE? You have to know the basics of good discovery for these to work. With that said, let me jump right in and show you the first discovery call tip…. ONE: Discovery is a process, not an event. Take notes.

Call-back 111

Call-back Face-to-face Buyer Follow-up 111

Gong.io

MAY 9, 2019

What is a discovery call in sales? It’s the most important conversation in the sales process. Discovery calls set the trajectory of your deal and will determine how you’ll do everything else in the sales process. Here’s our breakdown of “what is a discovery call?” Think about it.

Face-to-face 107

Face-to-face Buyer Distribution Follow-up 107

Mindtickle

APRIL 9, 2024

In the past, most B2B sales were conducted face-to-face – perhaps in a prospect’s conference room or at a golf course. Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. The shift to remote sales accelerated during the pandemic. How is it different from outside sales?

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Gong.io

FEBRUARY 14, 2022

Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. Chris was an early Gong guy (Nov ‘16 start date) where he’s served as the Senior Director of Product Marketing followed by the Head of Sales for Existing Accounts. Cold calling to SEO.

Examples 121

Examples Strategy Hiring Cold Calling 121

Sales Readiness Group

MARCH 5, 2021

Early in the sales process, typically during discovery, it’s critical to learn as much about your customer’s issues, concerns, problems, and desires as possible. But often, during a discovery call, customers are reluctant to share information, or they give incomplete answers to your questions.

Customer 117

Customer Positioning Sales Process Selling Skills 117

Gong.io

NOVEMBER 7, 2022

Enterprise sales are a different beast than small to medium-sized business (SMB) transactions. A strong sales process is crucial to navigate these deals successfully. . In this article, we’ll explain complex sales and how they differ from traditional sales. What is a complex sale? . Average sales cycles are longer.

Ideal Customer Profile 62

Ideal Customer Profile Decision Maker B2C Proposal 62

Janek Performance Group

NOVEMBER 7, 2023

High-achieving sales representatives exhibit uniquely different sales behaviors compared to their lower-performing counterparts. Unfortunately, many low performers remain unaware of the sales behaviors hindering their success. This feeling is familiar among most sales reps, resulting in a lack of outreach during these periods.

Decision Maker 62

Decision Maker Ideal Customer Profile Lead Generation Sales Qualified Lead 62

Anthony Iannarino

APRIL 28, 2020

Why would you call on a prospective client to sell your products or services if you didn’t have a relatively well-formed theory about the problems and challenges they are almost certain to be experiencing? Before you make a discovery call, you should already know the primary challenges your dream client is likely to be experiencing.

How To 120

How To Trends eBook Industry 120

Gong.io

JULY 31, 2019

Are you looking for a rich list of sales questions you can use today? Not only that, but you’ll also learn how and when to use these questions. Master sales pro know that this skill is as important as what they ask. Take the advice below and shift your line of questioning. Sweet, because we have you covered. .

Top of Funnel 128

Top of Funnel Decision Maker Outbound Face-to-face 128

Gong.io

JUNE 25, 2021

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. Sales Stats for Prospecting. Sales Stat #1: DON’T use ROI in cold emails.

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93