Zoominfo

OCTOBER 5, 2023

In a perfect world, sales professionals would spend most of their time talking with eager prospects who’ve done the homework, seen the marketing campaign, and asked for a meeting. And doing it well, at scale, is a skill that separates the best sales reps from the rest. I’ll be honest, this is a cold call — will you hear me out?

Cold Calling 130

Cold Calling Scale Lead Rank Lead Scoring 130

Mr. Inside Sales

AUGUST 7, 2020

I listen to a lot of calls each week that my clients send me. This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”. Nice start, huh?

Prospecting 199

Prospecting Decision Maker Face-to-face Gatekeeper 199

SBI

DECEMBER 8, 2021

Six Essential Skills for Responding to Sales Objections. By Randy DeHaan, Director of Sales, Chorus.ai. Every sales rep has experienced it: A call is going well until a prospect voices objections that throw you off, leaving you searching for a response as the silence grows.

Objections 139

Objections Case Study Face-to-face Coaching 139

Act!

APRIL 16, 2024

Did you know that by 2025, 80 percent of B2B sale s interactions between buyers and sellers are predicted to happen virtually? That’s how fast the remote sales landscape is evolving. Virtual sales teams allow organizations to optimize costs, hire the best sales talent worldwide, and engage with prospects in different time zones.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

Mr. Inside Sales

APRIL 16, 2021

In sales, this means leading by example. When I became a sales manager, I was already the top producer in the office (and this is how many managers are promoted), and it was easy and natural for me to jump on the phone and take over a call. Or, they tell me that it’s the job of the sales rep to make the calls—not them.

How To 195

How To Face-to-face Gatekeeper Decision Maker 195

Allego

MAY 2, 2023

In the sales world, the customer insight and product knowledge that representatives possess offer valuable information sources to enhance sales enablement programs and prepare new reps for the job at hand. Their know-how, especially regarding product and customer insights, is incredibly difficult to duplicate.

Video 114

Video Hiring Face-to-face Banking 114

Allego

MARCH 23, 2023

As a result, sales organizations are under intense pressure to achieve their targets and make sure their sales reps perform at a high level. High-performing sales teams can use this AI-powered tool to gather data to help sales reps overcome their unique challenges and raise overall team performance.

Data 62

Data Face-to-face Remedy Conversion 62

The Spiff Blog

JANUARY 9, 2024

What does this mean for sales teams? If you’re responsible for reaching demanding sales targets, you must be more dynamic and strategic in 2024. But, if cost-efficiency is a top priority, then extensive sales hiring is an expensive last resort– not a dependable solution. B2B sales has an average turnover rate of 35% ( source ).

Banking 84

Banking Hiring Churn Scale 84

Steven Rosen

JUNE 12, 2017

Sales Management Challenges . Many sales managers are finding it increasingly more difficult to keep juggling all their priorities. Well, here is a great opportunity to hear it straight from two leading sales management experts. Mike Weinberg will be joining me for a no holds barred FIRESIDE Chat called.

Webinar Metrics 184

Webinar Metrics Sales Management Hiring Case Study 184

Allego

AUGUST 24, 2021

Sellers are facing one of the most difficult buying landscapes in recent memory—and they need your help. Tapping into the Power of Sales Enablement. As a CMO or product marketer, the ball is in your court for how well your company handles market pressures. 5 Transformative Sales Enablement Priorities.

Sales Enablement 171

Sales Enablement Top of Funnel Face-to-face Hiring 171

Pipeline

APRIL 1, 2024

Add cold calling to your sales outreach strategy. Reports show that cold calling is still among the top five outreach methods in terms of effectiveness. You can get up to 82% of buyers to accept a meeting by starting a series of communication with sales cold calls. What is Cold Calling? Sounds good, right?

Cold Calling 52

Cold Calling Lead Generation Leads Marketing Qualified Lead 52

Gong.io

NOVEMBER 19, 2021

The moment a customer voices a sales objection, it’s tempting to do two things. Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!”. Handling sales objections well is a skill that separates good reps from their top-performing peers. But you can learn how to handle them.

Objections 108

Objections How To Face-to-face Call-back 108

Zoominfo

APRIL 11, 2018

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Successful sales professionals are often very perceptive. Question: What are some common sales objections you’ve received? Often, sales objections aren’t always what they seem.

Hiring 178

Hiring B2B Sales Cycle Call-back 178

Mr. Inside Sales

AUGUST 23, 2020

While it may be difficult to reach lots of new clients by phone, you probably do have the phone numbers of your existing clients. Call them this week; reconnect with them. And don’t forget to get a handle on their needs this fall. ON DEMAND SALES TRAINING THAT GETS RESULTS! And then ask for referrals. Need ideas?

Face-to-face 220

Face-to-face Referrals Call-back Quota 220

Zoominfo

OCTOBER 20, 2019

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. These are as follows: Interview Questions For Sales Rep Qualities 1. Perceptive Successful sales professionals are often very perceptive.

Hiring 130

Hiring Sales Cycle B2B Call-back 130

Sales and Marketing Management

JANUARY 23, 2020

Author: Dave Gerry Building a winning sales organization is no small task. More than ever, that scenario calls for strong leadership and effective communication. More than ever, that scenario calls for strong leadership and effective communication. But here’s the rub: sales organizations are not all the same.

Hiring 284

Hiring Ideal Customer Profile Scale Compensation 284

Mr. Inside Sales

JULY 11, 2020

My (brother/relative/friend) handles that…”. How to Handle, “My supplier is my friend/brother/long term relationship, etc.”. This is, at first glance, a seemingly difficult objection to overcome—and sometimes, if it’s true, won’t be overcome right away. ON DEMAND SALES TRAINING THAT GETS RESULTS! Get Access Today.

Comparison 180

Comparison Face-to-face How To Objections 180

Allego

DECEMBER 22, 2021

During the pandemic, sales managers in all industries have faced time constraints, reduced visibility into seller activity, and hybrid work environments that make personalized coaching even more difficult than it was before. Arco’s sales team of 30-strong outbound reps faced a number of challenges.

Conversion 139

Conversion Decision Maker Hiring Face-to-face 139

Janek Performance Group

MARCH 12, 2024

Many sales professionals often don’t receive the crucial tools needed for success right away. This may end up contributing to a lack of direction and belonging many sales professionals experience, and ultimately may negatively impact performance. While you’re at it, assess your other sales team members.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Hubspot Sales

SEPTEMBER 29, 2023

Every winning sales team has an excellent coach guiding them. This is no different in sales. The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support. Pricing is available upon request. Source Chorus.ai

Sales Coaching 85

Sales Coaching Software Software Coaching 85

Hubspot Sales

JANUARY 27, 2021

Navigating rejection and helping your potential customers move through their objections and reservations are the name of the game when working in sales. What are the most common objections you get during the sales process? How do you handle them? Years ago, I worked for a great Boston Consultancy called the Forum Corporation.

Objections 112

Objections ROI Face-to-face Examples 112

Emissary

SEPTEMBER 20, 2022

Most technology revenue teams include a sales enablement function, but its mission has been evolving over the last several years. Recently, enablement has flexed to provide better support for sales in the face of the post-pandemic business environment and increasingly demanding technology buyers. Train Early, Often, and in Small Doses.

Sales Enablement 130

Sales Enablement Strategy Hiring Face-to-face 130

Zoominfo

APRIL 11, 2018

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Successful sales professionals are often very perceptive. Question: What are some common sales objections you’ve received? Often, sales objections aren’t always what they seem.

Hiring 138

Hiring Sales Cycle B2B Call-back 138

SalesLoft

AUGUST 4, 2020

Red flags, hurdles, deal crushers — whatever you like to call them, they often surface at the worst possible time. . For sales teams, there’s simply nothing worse than progressing a deal through the pipeline only to have a no-go objection come up at the 11th hour. Objections don’t have to be your sales team’s kryptonite.

Objections 105

Objections Scale Call-back Coaching 105

Allego

MARCH 30, 2021

How are successful teams adapting their coaching to ensure sales reps can find and close deals despite the challenges of virtual selling ? With reps working remotely, sales leaders are often no longer physically in the same building for observation and mentoring of their team. This model is a four-step pyramid.

Coaching 160

Coaching How To Sales Coaching Film 160

Hubspot Sales

DECEMBER 29, 2020

Sales is a critical function – without it, your company wouldn’t bring in revenue. While every member of your staff carries out an essential function, none of them would have jobs if your sales team isn’t closing deals. The leads for potential customers start out great, yet they aren’t making it through the sales process.

How To 133

How To Top of Funnel Hiring Proposal 133

Sales Hacker Training

OCTOBER 10, 2022

It’s not the first time you’ll hear this, and it’s not the last: training new sales reps is crucial. I’m the Director of Enablement at WorkRamp, with more than 12 years of experience in enablement, training, and sales operations. Related: How to Run Sales Trainings Your Reps Will Actually Enjoy. Learning beyond onboarding.

How To 122

How To Face-to-face Sales Enablement Retention 122

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. Whether you’re looking to implement a remote sales strategy or improve your current strategy, keep reading. What is remote sales? Image Source ).

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Crunchbase

MAY 22, 2023

Sales prospecting is an integral part of the sales process. When done manually, it can be time-consuming and demand substantial effort — but automated sales prospecting can help. Automated sales prospecting tools, also known as sales automation software , streamline your workflow and allow you to spend more time selling.

Maximizer 98

Maximizer Prospecting Lead Rank Lead Scoring 98

Allego

OCTOBER 25, 2022

Great sales reps aren’t born. For reps to build up their selling skills and gain the insights they need, they require ongoing coaching from sales managers. Unfortunately, hybrid work has made it even more difficult for reps to get the coaching they need. Sales Coaching in the Virtual Selling Era. They’re made.

Face-to-face 96

Face-to-face Coaching Scale Video 96

Salesmate

MARCH 31, 2020

Besides fear and anxiety, we’ve experienced a massive hit on sales in these last few weeks due to COVID-19. 75% of US small-business owners say their businesses have been impacted by fewer sales. Sales have never been easy. Sadly, due to this infectious pandemic, the pressure has increased on the sales teams.

Face-to-face 123

Face-to-face How To Pivotal Motivation 123

Hubspot Sales

SEPTEMBER 7, 2020

Sales calls' value extends beyond their main purpose. Yes, the endgame of any sales call is to move prospects through your sales process, but the information gathered through these kinds of conversations can be a big help in other ways as well. Sales Call Reports. Contact, Title, and Company.

Report 116

Report How To Trends Follow-up 116

Mindtickle

JUNE 29, 2021

Whether you’re taking up a new hobby or developing on-the-job skills in a sales role, it’s true what they say: Practice makes perfect. There’s only so much that a seller can digest through sales onboarding and training content — and in order for a rep to truly hone their skills, they must practice. The value of sales role-play.

Negotiation 105

Negotiation Exercises Objections Coaching 105

Anthony Iannarino

JULY 15, 2020

You need strong skills in objection handling if you want to control the process, serve your contacts and their companies, win their business, and help them improve their results. You must get this first step right if you want to be skilled at objection handling. No more pushy sales tactics. Recognize It’s a Concern.

Objections 129

Objections Call-back Follow-up eBook 129

Sales Training Connection

SEPTEMBER 19, 2019

Sales coaching can make a difference, and it should be a priority. In fact, pros agree that sales coaching is a critical piece of the puzzle in developing a world-class sales team. Yet, when it comes to giving coaching feedback, most sales managers don’t do it enough. ©2018 Sales Momentum® LLC. Approach 1.

Sales Coaching 74

Sales Coaching Coaching Call-back Objections 74

Partners in Excellence

MARCH 14, 2024

Stopping programs that do not directly contribute to the organization’s goals is critical, but it is one of the most difficult things to do. In implementing sales, marketing, and customer service strategies, go back to the fundamentals, execute them with perfection. Managing through tough times is difficult work.

Face-to-face 111

Face-to-face Lead Rank Lead Scoring Churn 111

Salesmate

NOVEMBER 30, 2020

Sales rep – Hello, I am Kelam, calling from Ace Interno; we are a B2B portal, holding six years of………. Buyer hangs up the calls). This is what happens when sales conversations commence with a boring introduction. Try to make your sales conversations compelling to capture the interest of a prospect.

Conversion 114

Conversion Face-to-face How To Commence 114