Score More Sales

JANUARY 29, 2013

Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. Just like most humans, many sales professionals fear rejection. Asking for referrals as a regular part of a company’s sales activities requires organization, process, and a plan.

Referrals 263

Referrals InsideView Outbound LinkedIn 263

Zoominfo

NOVEMBER 11, 2019

People buy from people first, product second, according to Director of Sales Steve Wernke. Let’s explore this conundrum with nine tips from our top sales closers. Russell Van Leuven, Senior Director of Sales, stresses the importance of being comfortable saying no and walking away from a deal. The Rule of Three.

Closing 191

Closing B2B Scale Decision Maker 191

The Pipeline

SEPTEMBER 11, 2017

If you are in sales, especially leading a team, this should be a major concern, especially if you “have a sales process” you think is driving your success. The good things is that in sales, you can get ahead of this and ensure greater success and results. How you get across the road?”,

Decision Maker 264

Decision Maker Groups Follow-up Quota 264

Gong.io

SEPTEMBER 1, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. After I’d evaluated the two vendors and chosen a solution, I couldn’t help but compare the two sales approaches. After I’d evaluated the two vendors and chosen a solution, I couldn’t help but compare the two sales approaches.

Video 152

Video Data Face-to-face Call-back 152

Zoominfo

NOVEMBER 13, 2019

Today we’re exploring this conundrum with nine tips from our top sales closers. 9 B2B Closing Techniques People buy from people first, then product second, according to ZoomInfo’s Director of Sales Steve Wernke. So here are nine steps to humanize your closing process, and strengthen your overall sales strategy.

Closing 130

Closing B2B Decision Maker Scale 130

LeadFuze

MAY 24, 2021

What is Sales Enablement. For those out of the loop, sales enablement is when you provide your sales reps with all the information they need. They’ll also be able to answer any question their prospect throws at them, all while guiding them to the end goal (a sale!). 6 Most Common Sales Enablement Problems.

Sales Enablement 91

Sales Enablement How To Case Study Sales Qualified Lead 91

Zoominfo

JUNE 15, 2020

Most other sales development representatives could say something similar. Sales Voicemail Statistics Today’s sales professionals have more ways than ever to get in touch with prospects. And yet, sales reps can’t escape the most common and frustrating method of sales prospecting communication — voicemail.

Cold Calling 113

Cold Calling Ideal Customer Profile Call-back Decision Maker 113

Zoominfo

JULY 2, 2020

In an ideal world, marketing automation can help you engage with your prospects and customers efficiently and effectively. Closing more sales. Slow time to action: Sales teams spend a lot of time looking for contact information, which cuts into the time they have to actually make a touchpoint with a potential customer.

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

Sales Hacker

MAY 15, 2023

It’s hard to know when you’re ready to hire a sales team — and the consequences can make or break your startup. And that may include owning and executing the sales process , from initial outreach and lead generation to closing deals — not hiring a sales team right away. How do you know you’re ready to hire a sales team?

Hiring 85

Hiring Outsourcing Services Pivotal Ideal Customer Profile 85

Gong.io

DECEMBER 31, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. We published a ton of content here at Gong, including tips designed to help sales teams stabilize and adjust to a new virtual reality. Below are seven best-of-the-best tips from 2020 — all backed by data.

Data 96

Data Top of Funnel ROI Video 96

DiscoverOrg Sales

AUGUST 31, 2017

When used correctly, voicemails are one of the quickest ways for a team to increase response rates and get the attention of their prospects. For something that takes less than 30 seconds, it seems like a no brainer, right? Your voicemail should point towards an email that you will send to the prospect immediately following your call.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

Sales Hacker

JULY 17, 2020

Not only is call reluctance prevalent amongst the professional sales world, but it’s also scientifically proven to be caused by three main factors. The incomparable Dave Kurlan, the founder of Objective Management Group, has done amazing work in sales science. All of this is rooted in a desire to be liked by their prospect.

Decision Maker 120

Decision Maker How To Call-back Cold Calling 120

Pipeliner

MAY 19, 2021

Content marketing involves creating articles, videos, case studies, and more to reel in your target audience and improve your sales performance. In this article, we’re going to outline a few different tips to help get you started. Creating content for every stage of the customer journey can help your sales team greatly!

Case Study 98

Case Study Marketing Insurance Insurance 98

Hubspot Sales

DECEMBER 8, 2020

Luckily, some major companies, like LinkedIn, have discovered a way to improve sales relationships, customer trust, and — ultimately — sales numbers. Recently, HubSpot sat down with Kwesi Graves , Regional Sales Manager at LinkedIn, to learn more about how he centers his team's sales approach completely around the ideal buyer.

Buyer 139

Buyer LinkedIn Sales Management Sales Qualified Lead 139

InsideSales.com

JUNE 23, 2020

There is no doubt that emails are a great tool in the B2B sales industry, particularly when marketing and prospecting. Email Response Tips. Email prospecting is best when you want to reach a lot of people for lead generation. Getting people to click on your emails is key to increasing sales conversion rates.

Hiring 98

Hiring Cold Calling Follow-up Lead Generation 98

Hubspot Sales

APRIL 12, 2023

When assessing your team’s performance, sales activities offer crucial metrics. That includes the number of sales calls, VP-level meetings, new qualified opportunities, and so on. With proper sales activity management, you can influence sales objectives and business results. Get started with this three-step process.

Revenue 118

Revenue Proposal SalesForce Lead Rank 118

Sales Hacker

NOVEMBER 26, 2019

The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. Sales Hacker Success Summit: Level Up for 2020. So, start clearing your schedule, and get ready for the best week of your sales career!

Webinar Metrics 103

Webinar Metrics Sales Up-Sell Objections 103

Sales Hacker Training

MAY 27, 2019

Wondering how other sales teams are working their magic? Sure, their processes and talent have something to do with their success, but so does their sales stack. Namely… What does the perfect sales stack look like? To find the answer, we reached out to top sales companies to learn more about the tools they’re using.

Top of Funnel 143

Top of Funnel Scale Lead Rank Sales Qualified Lead 143

SBI Growth

DECEMBER 21, 2012

Leads from blog readers convert 10X more times than tele-prospecting leads. Here are four must-have metrics in ascending order of importance: Views – A no brainer. Your sales message should pull them through and ensure they buy from you. I will cover 10 tips for writing clear body copy in a later post. It’s all about ROI.

Buyer Persona 296

Buyer Persona Lead Rank Lead Scoring Follow-up 296

Sales Hacker

APRIL 18, 2023

Table of contents Joel’s background: 80% interview rate, 0 sales experience Burn your resume! Here’s why Statistics: Video pitches vs. resumes How to make a video pitch Video pitch + follow-up cadence Real success stories Hone your mindset My story: How I landed an 80% interview rate with 0 sales experience It was early 2020.

Video 78

Video Hiring Follow-up Lead Rank 78

Showpad

NOVEMBER 28, 2021

In this interview, Leea shares with us how she’s implemented marketing automation, digital deal rooms, and digital media content to support the sales team in a hybrid sales environment. . “We The biggest change was working from home—and our sales team has been most impacted by the shift.

Face-to-face 98

Face-to-face Decision Maker Pivotal Distribution 98

DiscoverOrg Sales

SEPTEMBER 4, 2018

Reading Time: 8 minutes First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. Here’s how to manage so much winning, with nine tips from our top sales closers. Here’s how to manage so much winning, with nine tips from our top sales closers. The Rule of Three.

Closing 120

Closing B2B Decision Maker Scale 120

Hubspot Sales

FEBRUARY 12, 2020

However, you are more likely to have prospects who are weighing their options, and considering your product as a contender. In the context of sales, persuasion typically takes place when a sales rep is trying to convince a prospect that their product or service is the best solution for their problem.

Closing 115

Closing Software Software Small Business 115

MTD Sales Training

MAY 21, 2015

I believe in giving my sales team a lot of my time. Whether it’s for input into a proposal, how to approach a prospect or how to structure a deal – I’m there for them. You’ve got to make sure that your prospect knows they are comparing apples to oranges. How are you making the decision a “no brainer”? . Dead wood….

Face-to-face 120

Face-to-face Sports Proposal Positioning 120

Score More Sales

NOVEMBER 20, 2013

One sales expert I know recently went on a rant about how social selling has not affected KPIs in any of the companies they have talked with. They went so far as to say that many of us “other sales experts” don’t know what we are talking about when it comes to understanding business improvement and revenue increases.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Hubspot Sales

SEPTEMBER 4, 2020

At the beginning of a sales engagement, most get stuck in that precarious middle ground between trustworthy and downright dishonest. To become a "trusted advisor" — as so many thought leaders advocate — a rep must first gain their prospects' trust. Here are 11 psychology-inspired tips to help you build trust with buyers in a snap.

Prospecting 128

Prospecting Ideal Customer Profile Face-to-face Cold Calling 128

Vengreso

DECEMBER 3, 2021

If your sales team’s pipeline is feeling stuck or your team just simply isn’t booking enough meetings it’s time to roll out a strategy for your team to use video for sales. That means the methods your sales reps use to sell and attract new business or take the buyers through the sales funnel, are affected.

Video 52

Video Top of Funnel Ideal Customer Profile Proposal 52

Allego

DECEMBER 18, 2019

A common refrain among sales managers, this implies that selling is more magic trick than science, and that great salespeople are born, not made. Cloning 10 copies of a great sales rep would merely produce 10 look-alikes who might (or might not) have a lick of talent. Spending enough time with customers and prospects.

Networking 62

Networking Coaching Exact Study 62

Pipeliner

FEBRUARY 26, 2023

Remember the days when sales managers routinely scolded sales reps for being in the office? The orders were “Get out of here and go see your prospects and clients!”, “Make something happen!” And while sales reps may long for the good old days of “walking the halls”, research shows that buyers feel differently. I’m good!”.

Account 52

Account Face-to-face Sports Scale 52

Sales Hacker

OCTOBER 16, 2020

Prospecting in the enterprise environment is just different. So, today, we’re going to cover four prospecting tips for breaking into Enterprise Accounts (plus some bonus tips at the end). Building rapport with prospects. Leveraging information to become your prospects doctor. Tip #1: Shifting Your Mentality.

Enterprise 104

Enterprise Enterprise Prospecting Cold Calling 104

DiscoverOrg Sales

FEBRUARY 13, 2017

Not only was writing a good, short, email message to prospects difficult – it felt familiar. My colleague, Steve Waters, penned an article last year on, “ How Prospecting is Like Online Dating: 5 Mistakes Online Daters Can Teach Salespeople. ” As a sales guy, Steve talks about getting on the phone, listening, and sharing.

Email Marketing 136

Email Marketing Marketing Ideal Customer Profile Lead Rank 136

InsideSales.com

MARCH 11, 2020

Do you need cold calling tips to get more clients? RELATED: Cold Calling the CEO – 7 Tips to Get Your Foot in the Founder’s Door. In this article: Cold Calling Tips for Successful Lead Generation. Cold Calling Motivation for Sales Teams: What Sales Managers Can Do to Motivate Reps. Cold Calling Rules Today.

Cold Calling 77

Cold Calling Sales Qualified Lead Call-back eBook 77

Sales Hacker

DECEMBER 3, 2019

The Data-Driven Sales Manager. The average tenure of a sales VP these days is just 19 months, according to Xactly CEO Chris Cabrera, who expects that number to drop lower as businesses become increasingly data reliant. Here’s how he sees data changing sales management. Use data to show sales reps their commissions in real time.

Sales Enablement 84

Sales Enablement Data Hiring Decision Maker 84

Nutshell

AUGUST 14, 2020

The way we see it, sales and marketing are on the same team, working towards the same goal: to drive revenue and grow your business. The purpose of growth software is to close that gap and get sales and marketing teams operating as an organized unit. More insight into how marketing efforts impact sales. What is growth software?

Software 126

Software Software Email Marketing Lead Rank 126

SalesLoft

FEBRUARY 3, 2016

Mindfulness is a psychological trend that’s quickly making its way over to the sales industry. Seems like a no-brainer — but it actually takes a real effort to insert mindfulness into daily conversations such as your sales calls and emails. But you have to think about the prospect. Happy closing!

Video 52

Video Call-back Trends Channels 52

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. Prospects talk uninterrupted for 3.5

Sales Process 103

Sales Process Cold Calling Call-back Cancellation 103

Zoominfo

JULY 2, 2020

In an ideal world, marketing automation can help you engage with your prospects and customers efficiently and effectively. Closing more sales. Slow time to action: Sales teams spend a lot of time looking for contact information, which cuts into the time they have to actually make a touchpoint with a potential customer.

Marketing 113

Marketing Webinar Metrics Reachforce Top of Funnel 113