Marc Wayshak

AUGUST 24, 2021

That means it’s time to jump into the features and benefits of your offering, right? Actually, no —that’s old-school selling, and it simply doesn’t work anymore. Feature and benefit selling has been around for a really long time. And while it worked for many years, today it’s outdated and ineffective.

Case Study 118

Case Study Study Face-to-face Benefit 118

Janek Performance Group

AUGUST 23, 2023

No one wants to miss a deal, and, in sales, time counts. Of course, B2B selling is different. Let’s look at ways B2B sellers can create the urgency that benefits themselves and their clients. For example: How often do you hit your weekly, monthly, and quarterly goals? Like it or not, even skeptics listen. It’s the budget.

B2B 62

B2B Case Study Collateral ACT 62

Sales Hacker

MARCH 8, 2024

Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. 4 huge benefits: Cost-effectiveness.

Lead Rank 93

Lead Rank Referrals Lead Scoring Ideal Customer Profile 93

Autoklose

MARCH 18, 2024

Having a well-versed and highly-skilled sales team is an essential ingredient when it comes to the success of your entire business. When you’re starting out, and it’s just you and maybe another salesperson, it’s not difficult to make a sales strategy, implement it, and learn from the results. Do you have a sales process in place?

Hiring 98

Hiring Training Cold Calling How To 98

Hubspot Sales

AUGUST 3, 2023

Everyone’s talking about AI and ChatGPT, but despite the buzz, selling AI products presents challenges for salespeople. In this article, we’ll delve into the challenges and share expert tips for selling your AI products to an apprehensive buyer or within a competitive market.

Hubspot 85

Hubspot How To Lead Rank Scale 85

Nutshell

MAY 11, 2023

It seems everywhere you turn these days, you hear something about artificial intelligence (AI)—how it’s disrupting industries, helping people be more efficient, and sometimes causing controversies. You might be wondering, can you use AI for sales? AI is one of the latest technologies that’s making a big impact on the world of sales.

Sales Process 118

Sales Process Lead Rank Lead Scoring Sales Automation 118

Allego

FEBRUARY 15, 2024

It’s the same for sales and enablement teams. The key is knowing how AI-enhanced enablement can help. Revolutionize Sales Excellence with AI Watch Revolutionize Sales Excellence with AI to learn how to harness AI to develop sales reps’ skills, leverage Conversation Intelligence to optimize limited managerial time, and more.

B2B 71

B2B Coaching B2C Tools 71

Hubspot Sales

SEPTEMBER 6, 2023

How do you go from putting out fires to running like a well-oiled machine? Read on to find out how Teamwork.com increased sales efficiency by 50% when they ditched "more is better" in favor of "better is better." Teamwork.com's Sales Story Who are you and what is Teamwork.com all about? How did Teamwork.com get its start?

Hiring 104

Hiring Hubspot Forecasting Up-Sell 104

Sales Hacker

DECEMBER 8, 2023

Rather, how you go-to-market is a significant determinant of success. Instead, how you launch them into the market is a huge factor in success. On the menu: less ‘obvious’ tactical tips on how these experts have aced the art of nailing a product launch – from pre-launch, to launch-day, to post-launch. Let’s get into it.

Scale 99

Scale Conference Distribution Exercises 99

Nutshell

MAY 3, 2023

If your company has a unique sales process or sells a variety of products and services, it can be tempting to build a CRM from scratch. However, the benefits end there, especially if you’re a small to medium-sized business with a limited budget or resources. How do I create my own CRM?

CRM 127

CRM Customer Outsourcing Services Lead Rank 127

Vengreso

MARCH 30, 2022

LinkedIn Sales Navigator is arguably one of the most powerful social selling tools available – but most teams are underutilizing it. We are seeing only about 20-30% adoption, on average, in our clients, and even many of the power users are not maximizing the incredible potential LinkedIn Sales Navigator offers.

LinkedIn 115

LinkedIn Lead Rank Lead Scoring Ideal Customer Profile 115

Hubspot Sales

FEBRUARY 14, 2024

The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! A focus on user benefits over product or service features.

Data 87

Data Segment Email Marketing Webinar Metrics 87

Autoklose

FEBRUARY 19, 2024

Your sales pitch is a critical element of your entire sales process. Making a memorable impression is your ultimate goal, and that can be pretty challenging because you can easily slip into bragging about how cool your product is without actually offering value to your prospect. People buy benefits, not features.

Ideal Customer Profile 52

Ideal Customer Profile How To Benefit Prospecting 52

Hubspot Sales

NOVEMBER 20, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. AI and the pandemic threw a wrench in the typical sales funnel that companies have now realized is too outdated to consistently bring in the profits they want to see. Clients aren’t buying like they used to.

Industry 95

Industry Top of Funnel Decision Maker Demographics 95

Hubspot Sales

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. If you're in sales, this result shouldn't be a big surprise. As part of our 2024 State of Sales Series , our Sr.

Data 90

Data Tools Closing Hubspot 90

Highspot

SEPTEMBER 6, 2023

Learn how this sales method builds trust and loyalty while emphasizing value. Plus, explore the future of value selling using advanced tech. What is Value Selling? Key Value Selling Strategies Sales Methodology for Value Selling Benefits of Value Selling How Does Value Selling Compare to Other Methodologies?

Lead Rank 59

Lead Rank Lead Scoring Sales Methodology Decision Maker 59

SMEI

MARCH 3, 2022

Sales presentations can be a make-or-break moment for any sales organization. Our step-by-step guide on how to craft the perfect sales presentation walks you through everything sales organizations need to know to make an impactful presentation that will close more sales. What are their needs and wants?

How To 99

How To Competition Benefit Case Study 99

Hubspot Sales

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career? Table of Contents Is SaaS sales a good career? occupations. Professional growth. A valuable network.

Hiring 102

Hiring Salary How To Ideal Customer Profile 102

Nutshell

MARCH 18, 2024

Customer relationship management (CRM) systems have become vital in managing customer data, creating effective sales processes, and boosting sales team efficiency. So, how do sales managers and their teams overcome this challenge? It all depends on the CRM system. Attend a live guided tour!

CRM 71

CRM Face-to-face Software Software 71

SalesHandy

MARCH 21, 2023

Sales email templates work as a great time-saving blessing when one has to send similar emails to multiple recipients who are in different stages of the sales funnel. Only 30% of emails get opened across all industries, making it important to write a compelling sales email that prompts a click.

Closing 98

Closing Top of Funnel Ideal Customer Profile Follow-up 98

Janek Performance Group

SEPTEMBER 22, 2021

and heard and read how selling is changing. So why do so many sales reps continue to sell like they were in 2001? The changing dynamics of sales have not been an overnight revolution. Imagine a job posting describing the sales function like this…. We’ve all heard and read…and heard and read….and

Hiring 118

Hiring Call-back Training Up-Sell 118

Mindtickle

NOVEMBER 2, 2023

All too often, sales reps accidentally adopt a “one size fits all” approach to selling. They focus too much on touting the features and benefits of a product or service – without regard to whether or not these features are actually relevant to a specific buyer. What is solution selling? The result?

Solutions Selling 59

Solutions Selling Ideal Customer Profile Sales Methodology Consultative Selling 59

Nutshell

MARCH 15, 2024

Qualifying leads before sending them through to your sales team lets you learn more about your prospects and build deeper connections with them, which often results in more deals. The prospect may have shown interest, which means they’ve entered your sales funnel as a lead. DOWNLOAD Ready to become a better sales leader?

Lead Nurturing 71

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1. How to Handle Them: Create urgency. Want more content like this? Subscribe to our newsletter! Let’s hear what they had to say.

Prospecting 98

Prospecting Cancellation How To Revelation 98

Janek Performance Group

MARCH 8, 2024

Sales training is one of the most significant investments an organization can make in their sales team. In fact, research cited by taskdrive.com shows sales training has an average return on investment of 353 percent. From this, the benefits are clear. The same is true of sales training.

Training 62

Training Face-to-face Education Negotiation 62

Allego

SEPTEMBER 8, 2021

Virtual selling is a new way to sell—and it’s so much more than simply moving your meetings online. Some of you may think, “The best way to sell is face-to-face” or “Technology creates a barrier between me and a buyer.” There are a lot of balls to keep in the air and the price of dropping any of them could be a lost sale.

Sales Meeting 155

Sales Meeting Meeting Face-to-face Wireless 155

BuzzBoard

OCTOBER 26, 2023

As businesses grapple with evolving consumer preferences, increasing competition, and unprecedented volumes of data, the quest for the most effective AI sales solutions has never been more critical. So, don’t let the wrong sales solution make your business growth chart stagnant. Start by defining your objectives.

Sales Tools 104

Sales Tools Tools Vendor How To 104

Alice Heiman

MARCH 7, 2023

A typical B2B sales strategy relies on Sales Development Reps (SDRs) making cold calls or cold emails to try to set up an appointment for an Account Executive (AE) to deliver a sales pitch. The SDR in turn calls the prospect and sets up a sales call for the AE to pitch. Referrals were hit and miss.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

Marc Wayshak

FEBRUARY 6, 2023

Ever find yourself in a selling situation where it seemed like everything was on track —and then, for one reason or another, it just didn’t hold together ? I’ve come up with a list of top quick sales tips to help with those exact kinds of situations. If you can’t get there, then you need to sell something else.)

Closing 95

Closing Case Study Face-to-face Study 95

Vengreso

MARCH 30, 2022

LinkedIn Sales Navigator is arguably one of the most powerful social selling tools available – but most teams are underutilizing it. We are seeing only about 20-30% adoption, on average, in our clients, and even many of the power users are not maximizing the incredible potential LinkedIn Sales Navigator offers.

LinkedIn 99

LinkedIn Lead Rank Lead Scoring Ideal Customer Profile 99

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. Source: ResearchGate.

How To 122

How To Face-to-face Sales Enablement Retention 122

Allego

FEBRUARY 8, 2024

Effective sales coaching can lead to a 28% increase in quota attainment and a 32% increase in win rates, Korn Ferry research revealed. However, a poll conducted by the firm found 80% of sales leaders said they have no formal, or have inconsistent, sales coaching processes. Technological barriers also play a role.

Sales Coaching 71

Sales Coaching Coaching Tools Handbook 71

SalesFuel

MARCH 19, 2024

Organizations spend billions on B2B sales training every year. New employees must be educated on how the company sells. All employees require sessions on the best features of the latest products. Despite the heavy investment in training, some businesses won’t benefit as much as they should.

B2B 52

B2B Training Hiring Lead Rank 52

Product Management University

MARCH 23, 2023

If you’re a pre-sales solution consultant or sales engineer, falling into the trap of telling vs selling can happen before you even know it, even though your intentions are always on the mark to start the demo. Here’s how to avoid the trap. Selling demos are like therapy for buyers. The trap door is now open.

Engineering 97

Engineering Sales Cycle Buyer Up-Sell 97

Vengreso

MAY 23, 2023

Salespeople and business owners aiming to expand their profits and businesses need to learn how to convert more prospects into customers with powerful and effective selling techniques and tactics. In this Modern Selling Podcast episode, I am joined by the founder of MasterMessaging , David Kurkjian.

Social Media 52

Social Media Sales Qualified Lead Webinar Metrics Twitter 52

Sales Gravy

JULY 21, 2023

Great Sales Messaging Isn't Rocket Science On this episode of the Sales Gravy Podcast, Jim Karrh, Ph.D. You’ll learn how to translate marketing messages into effective sales conversations, whether in person, virtually, or over the phone. teaches coursework around innovative marketing and sales messaging.

Strategy 82

Strategy Face-to-face Lead Rank Lead Scoring 82

Gong.io

DECEMBER 19, 2022

Selling will only take your team so far. And the best way to become a consultant is to take a value-based selling approach. Value-based selling sees your sales reps putting buyers first, focusing on their needs at every sales funnel stage. What is value selling? Why adopt a value-selling solution?

Ideal Customer Profile 90

Ideal Customer Profile Lead Rank Lead Scoring Buyer Persona 90