MTD Sales Training

JANUARY 21, 2020

Do you often hear people say ‘Oh, I’m not in sales…I can’t sell anything!’. If you do, and they work in your company, you’re letting go of many opportunities for successfully creating a great image for your brand. I say this because everyone, from the CEO to the janitor , creates an image for what you do.

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Face-to-face How To ACT Opportunity 280

The Sales Hunter

APRIL 26, 2019

Many of you reading this blog post are aware of one of the largest sales event that I have the honor to co-host each year called OutBound. Thank you from the bottom of my heart for your support. Let me share a few of my thoughts from what I’ve learned learned this week: First, we never know who we will impact.

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Outbound Sales Leadership Sports Conference 177

The Pipeline

JANUARY 28, 2020

This is especially true in sales, where so much hangs on what the buyers and we say. What we call something will determine how we look at it, act, and react as a result. Consider the way we look at disruption vs. interruption. If you are not in their calendar, you are interrupting, and therefore inviting rejection.

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Cold Calling Buyer Persona Decision Maker ACT 344

Sales and Marketing Management

NOVEMBER 23, 2020

Author: Andrian Valeanu Are you starting a newsletter to keep your customers abreast of news from your company? Whether you feel like an expert on newsletter creation or you’re only a beginner, a few tips can improve your marketing to reel in customers. Boosting the number of sales. Give individuals a reason to subscribe.

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Social Media Video Incentives Incentive 380

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Even if you do get your prospect’s attention, you can’t expect them to read your long, fluffy emails filled with the buzzwords of the day when they have many other emails to open. It should grab them.

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Case Study Proposal Lead Rank Follow-up 98

Mr. Inside Sales

FEBRUARY 20, 2021

How long does it take you to respond to an email? The answer, I suspect, is “It depends on who it’s from.”. Let’s get more specific then: How long does it take you to respond to a client or to a prospect’s email or voice message? Like you, I receive a lot of emails and phone calls. How about a text message?

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Face-to-face Call-back Gatekeeper Decision Maker 271

Hubspot Sales

MARCH 11, 2024

Time is money, and that’s doubly true when you work with customers. For the last six years, I’ve been an avid user and champion of using async video in my day-to-day as a seller — well before joining Loom to lead its Sales and Customer Success teams. 5 Ways Sales Professionals Can Leverage Async Video to Crush Their Quota 1.

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Quota Video Revenue Call-back 105

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know if a potential customer is a good fit for your solution? How do you know whether to move prospects through your sales funnel or disqualify them? What is sales qualification?

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Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

No More Cold Calling

JUNE 10, 2021

I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. Would you be willing to be a referral to this company?” Their answer 25 years ago is the same answer I still hear every time I ask this question today: No.

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Referrals Cold Calling Webinar Metrics Outbound 385

Sales Hacker

JUNE 13, 2023

I hear this a lot from business leaders — and it’s always kind of sheepish: “Chris, how do we actually make a sales process?” Sales processes don’t just happen. You gain some traction and see some success and start growing. And, sometimes last of all, they hire sales. First you have your discovery stage.

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Sales Process Hiring Ideal Customer Profile Call-back 87

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Sales prospecting techniques are the tactics a salesperson uses to find new customers. Sales prospecting techniques are the tactics a salesperson uses to find new customers. Let’s jump in.

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Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Alice Heiman

JUNE 17, 2021

We’ve talked in the past about the sales leader’s role in conquering the complex sale. In fact, I have a free webinar you can watch if you’re finding it harder to close large enterprise deals. Today, I want to share six actions sales leaders can take to manage complex sales – even while working remotely.

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Hiring Quota Call-back Webinar Metrics 140

Hubspot Sales

JANUARY 22, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. But getting there isn't always straightforward — being able to routinely leave well-constructed, effective sales voicemails can elude even the sharpest reps. Go in with the right expectations.

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Closing Leads Marketing Qualified Lead Call-back 112

SalesProInsider

AUGUST 11, 2022

And the words we choose to use during our sales conversations can make or break the opportunity to close that sale and help that person. Here’s the most common wimpy, or passive, words I hear. Remove these from your language during sales conversations to describe, ask for, or commit to something: Try. “

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Closing Education Conversion Sales 132

SalesFuel

MARCH 4, 2024

SalesFuel reports on a survey that found “approximately one-fifth of sellers’ monthly outreach calls never turn into a sale.” SalesFuel reports on a survey that found “approximately one-fifth of sellers’ monthly outreach calls never turn into a sale.” If a prospect doesn’t trust you, they won’t buy.” Not sure where to begin?

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Prospecting Social Media Hiring Call-back 92

Zoominfo

MAY 7, 2020

If you’re dealing with a sales objections…congratulations! You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. That’s exactly where you want to be. “We We should relish objections,” says Steve Bryerton , ZoomInfo’s Vice President of Sales. We’re too small.

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Objections Decision Maker Case Study Face-to-face 213

Keith Rosen

OCTOBER 27, 2020

Download Your Free Copy of The 60 Second Sales Coach . Over 600 Coaching Questions and 40 Critical Conversations Managers Must Master to Develop Sales Champions and Coach More Customers to Succeed. ” If this is what you and your company think, then you have no idea what coaching is, and you’ve never coached before.

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Sales Coaching Coaching Twitter Consumer 139

SalesFuel

MARCH 25, 2024

When a company is able to effectively recover from a service failure, the customer’s satisfaction can actually increase,” he explains. And thankfully, it’s a soft skill you can learn and improve. And clients also don’t want to hear a list of excuses or a defensive response. And show empathy when you apologize to a customer.

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Hiring How To Remedy Call-back 52

Allego

FEBRUARY 23, 2023

It was a room full of 8-year-olds running through call scripts like pint-sized sales reps. That actually isn’t too far off from how some companies train and coach sales reps today. But old-school sales training will only take you so far these days. Here’s a look at three. But buyers don’t want to hear it.

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Call-back Analysis Coaching Face-to-face 127

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.

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Closing Top of Funnel Ideal Customer Profile Follow-up 98

Allego

MARCH 7, 2023

They’re conduits of information and the connective tissue between product developers, the marketing team, and the sales force. They monitor go-to-market programs, develop product strategies , research competitors, keep analysts informed, document the buying process, craft sales collateral, train sales on how to sell products, and much more.

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Marketing Sales Enablement Collateral Microsoft 115

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.

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Prospecting Cancellation How To Revelation 98

Sales Hacker

AUGUST 29, 2022

Want to write sales emails like a pro? Kristina and Will look at common email mistakes (using real examples) and rewrite them so that you can learn what to do differently. I am from, XXXXX XXXXX a 350+ member, Certified partner with multiple Global IT vendors PEGA, Microsoft, Oracle, TOSCA, Google. Hi Will, Greetings!

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Outsourcing Services Oracle Insurance Insurance 80

Sales Hacker

JANUARY 27, 2024

Take a look at these contrasting statements: GTMfund is an early-stage venture capital firm investing in pre-seed to series A software companies. Let us help you get from 0 – IPO. But how do you gauge if your messaging hits the mark? Here are a few indicators: Look at your top-of-the-funnel bounce rates.

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Positioning Top of Funnel Ideal Customer Profile Intent Signal 88

Hubspot Sales

JANUARY 14, 2021

As The Office ’s Michael Scott famously noted, it was Wayne Gretzky who said, "You miss 100% of the shots you don't take." In other words, you can't succeed unless you try. Are more likely to meet or exceed their sales goals. Buyers Want to Hear from Sellers. Buyers want to hear from you.

Prospecting 127

Prospecting Lead Rank Lead Scoring Proposal 127

Hubspot Sales

OCTOBER 3, 2021

LinkedIn is one of the most straightforward, accessible forums for effective sales prospecting. It gives you immediate access to millions of potential customers with needs and interests that align with your offering and sales process. But how can you make the most of the platform? Where should you be looking?

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LinkedIn Prospecting Ideal Customer Profile Remedy 109

Accent Technologies

SEPTEMBER 30, 2023

You don’t have to be Einstein to see the potential of generative AI for sales teams. Enterprise ChatGPT = Sales Reps 2 is not too far off the mark. This AI helps in so many ways and has such massive potential to make sales teams much more productive that you need to take a close look sooner rather than later.

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Enterprise Enterprise Ideal Customer Profile Lead Rank 97

Hubspot Sales

JUNE 21, 2023

An objection is a legitimate concern that could threaten a deal, while a brush-off comes from a less genuine place — it's a knee-jerk reaction prospects raise when they want to quickly and abruptly end a sales call. So don’t be surprised when you hear a hasty “Now’s not a good time,” as soon as the buyer realizes this is a sales call.

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Buyer Decision Maker Vendor How To 103

BrainShark

AUGUST 15, 2023

Sales role play exercises are one of the tried-and-true approaches that sales teams use to help reps practice and prepare for real-world buyer interactions. Now that many sales organizations are permanently adopting hybrid and remote work, there’s been a shift from in-person to virtual coaching sessions.

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Exercises Ideal Customer Profile Buyer Persona Decision Maker 62

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

SalesProInsider

JANUARY 24, 2024

“How are you today?” Sorry to hear about the Packer’s loss last weekend, what was your highlight of the season?” “How What do you think about those questions? Well, “small talk” is only small if you make it so. Here’s how to make Smart Talk in your sales conversations: 1. Make it about them, not you.

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Sports Conversion Networking Travel 62

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

Smooth Sale

SEPTEMBER 4, 2023

Photo by John Hain via Pixabay Attract the Right Job Or Clientele: Will You Encourage Leadership to Contribute to Your Legacy? The compelling question is, ‘Will you encourage leadership to contribute to your legacy?’ Many enjoyed learning and advancing their careers; equally surprising is that they looked forward to their daily work.

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Lead Rank Lead Scoring Promotion Loyalty 98

Hubspot Sales

JANUARY 15, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Things were looking good. Even though you might use tools like Spiro to remind yourself to follow up with prospects, sometimes they just stop getting back to you. The timing isn’t right.

Prospecting 113

Prospecting Follow-up Call-back Proposal 113

SalesProInsider

JANUARY 6, 2022

“Staging” is a term used in many endeavors, from getting a house ready to sell to producing a play. Staging in your selling efforts is a critical step in ensuring success in that sales opportunity. Let’s take a look at the stages of a sales process, which can be thought of as the key points in your sales roadmap.

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Sales Process Top of Funnel Sales Qualified Lead Referrals 126

Janek Performance Group

APRIL 23, 2024

In our digital sales age, we’re seeing increasing attention paid to the idea of personal branding. Although the idea itself is by no means new (a brief history is below), awareness of its importance and value in business – including for sales reps – is now reaching a critical mass of awareness. There’s a problem, however.

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Social Media Media ACT Follow-up 62

Sales Hacker

JANUARY 19, 2024

You might have even initially heard of my newsletter through LinkedIn. There are tons of ‘hacks’ you can do for social growth, but we always look longterm. This called for insight from one of the most knowledgeable on LinkedIn’s platform – let’s get into it. LinkedIn has exploded as a social channel.

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LinkedIn Ideal Customer Profile Intent Signal Social Media 93