Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. The “Always Too Busy” Prospect Baidhurya Mani , Founder of SellCoursesOnline , suggests that particularly preoccupied prospects can pose real challenges for salespeople. Want more content like this? You're welcome.

Prospecting 98

Prospecting Cancellation How To Revelation 98

Sales Gravy

JULY 7, 2023

When They Say No: Overcoming Rejection And Shifting Your Mindset Introduces Andrea and Richard's new book, When They Say No, and provides valuable insights on overcoming rejection in sales. The fear of rejection has evolutionary roots, but it can be reframed to reach positive sales outcomes.

Face-to-face 87

Face-to-face How To Influencer Positioning 87

Janek Performance Group

SEPTEMBER 22, 2021

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…. Bombarding prospects with rebuttals and outdated sales tactics is like throwing a brick into a beehive.

Hiring 118

Hiring Call-back Training Up-Sell 118

Zoominfo

DECEMBER 14, 2021

Sales plays an outsized role in driving growth at many organizations. Yet despite its importance, recent data suggests that sales as a profession is facing a looming hiring crisis. Data from ZipRecruiter indicates that sales vacancy listings are reaching unprecedented highs , up 65 percent to more than 700,000 listings as of July 2021.

Hiring 100

Hiring Face-to-face Sports Scale 100

Sell Integrity

AUGUST 30, 2021

When it comes to hiring salespeople, why has it become so hard to get people excited about a job in sales in the first place? If you’re hiring salespeople right now, you’re not alone. Why Hiring Salespeople Is So Difficult. So, why has it become so hard to get people excited about a job in sales?

Hiring 89

Hiring Positioning Journal SAP 89

Apptivo

OCTOBER 8, 2021

Companies across the world, irrespective of their industry type, often have a defined sales process. The concept of sales process came into existence after considering the redundancies faced by sales teams due to unstructured sales management. This applies to sales concepts and definitions as well.

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Top of Funnel Funnel Pipeline Decision Maker 98

Janek Performance Group

OCTOBER 19, 2021

Has the Great Resignation caused you to re-think your sales team hiring practices? And the sales department is not immune to this phenomenon. To reach your sales goals in 2022 preventing a sales talent exodus is critical. To reach your sales goals in 2022 preventing a sales talent exodus is critical.

Hiring 118

Hiring Lead Rank Compensation Sales Talent 118

A Sales Guy

MARCH 31, 2020

To illustrate, I feel it best to point to an article in the Harvard Biz Review , written by the authors of the Challenger Sale. This translates into a very practical approach: A rep begins by identifying customers who recognize a problem that the supplier can solve, and gives priority to those who are ready to act.

Solutions Selling 136

Solutions Selling Buyer Motivation Commission 136

Janek Performance Group

SEPTEMBER 29, 2021

Need to improve your sales team’s results? That’s the advice from a recent Harvard Business Review article that concluded, women are the future of B2B sales. If you are skeptical, ask yourself this: Which do you think is more likely to have a positive impact on your sales results next year — more women on your sales team or less?

Hiring 118

Hiring Travel Promotion Sales Leadership 118

The Digital Sales Institute

NOVEMBER 26, 2020

Sales Techniques Examples. Sales techniques examples for an ever changing world to which all salespeople now find themselves selling into. We know that sale success is a based on two main things, hard sale skills, like product knowledge, and soft sale skills, which are harder to define. What Is Sales?

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Examples Ideal Customer Profile ACT Sales 100

Janek Performance Group

JUNE 7, 2023

Communication breakdowns can leave sales reps scratching their heads, questioning where things went wrong. This article delves into communication errors, their underlying causes, and, most importantly, how sales reps can overcome them to forge stronger connections with prospects. It would be a challenging task.

Lead Rank 62

Lead Rank Lead Scoring Face-to-face Groups 62

Sales and Marketing Management

JULY 4, 2019

Training programs in sales or customer service, negotiation, coaching and leadership all contain the same foundational elements. For example, most sales or coaching conversations include an embedded questioning model. The fundamentals of a good conversation remain consistent across a variety of business and personal situations.

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Conversion Lead Rank Coaching Guidelines 264

MTD Sales Training

FEBRUARY 24, 2017

At some point in the sales process we need to make our pitch. This is an area where most salespeople could do a lot better. Most people in sales present a standard pitch that all their customers get to hear. There are many safety features that could be integrated to form a sales pitch to a safety minded Mercedes customer.

Motivation 133

Motivation Objections Call-back Benefit 133

Janek Performance Group

FEBRUARY 6, 2024

In sales, preparation is the steps taken to understand prospects and clients at each stage of the sales process. The more we know about our clients, the more we can solve their problems and help them succeed. Yet, research in LinkedIn shows 70 percent of B2B buyers think sales reps are not adequately prepared.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Miller Heiman Group

JUNE 4, 2019

It’s a buyers market, even in B2B sales. One way that sellers can work on improving buyer perception and exceeding those expectations is to consider the role that service plays in B2B sales. Let’s start by considering how customer perception has evolved in the past few years. Customer Loyalty: The Secret to Success.

Customer Service 96

Customer Service Customer Loyalty Social Media 96

Adaptive Business Services

MAY 26, 2021

In this series of articles, we are exploring the many reasons why salespeople seem, almost universally, to HATE CRM. This phenomenon will be particularly acute for salespeople who’s earnings are largely based on making sales. This is pretty easy to understand if your perception is that CRM will, at best, inhibit your selling.

CRM 77

CRM Salary Pipeline Commission 77

DiscoverOrg Sales

SEPTEMBER 2, 2016

For years we’ve provided in-depth intelligence on the IT, Engineering, Marketing, and Finance departments of companies, but we wanted to talk to Sales Departments and specifically the leaders there. So, we’re selling to sales – that creates some unique challenges for us. Aligning Sales & Marketing. Crazy right?

Data 181

Data Engineering Call-back Forecasting 181

Steven Rosen

AUGUST 23, 2016

announces the release of its 2016 STAR Sales Manager Report which captures the opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. Companies continue to struggle to meet their sales objectives.

Report 120

Report Sales Management Hiring Selling Skills 120

Janek Performance Group

JANUARY 4, 2023

A sales rep recently complained, “We had the better solution and price, and we still lost the sale.” ” These missed opportunities leave sales reps wondering if the prospect was even listening during the presentation. Let’s explore the significant bias impacting sales professionals. Confidence Bias.

Decision Maker 62

Decision Maker Lead Rank Lead Scoring Buyer 62

Sell Integrity

JULY 20, 2021

In many ways, building confidence in sales is about expanding belief boundaries, addressing some underlying perceptions and providing the type of sales training and coaching that maximizes strengths, encourages risk taking and helps your customers think differently. Confident salespeople believe in themselves.

Decision Maker 52

Decision Maker Face-to-face Coaching Lead Rank 52

Pipeliner

OCTOBER 22, 2020

How many salespeople would consciously put their sale at risk in order to protect a long term customer relationship? How many would continue to put time in with the customer even though they realize the probability of making the immediate sale is low? The flogger is bad business. Square peg in a round hole.

Compensation 86

Compensation Energy Government Face-to-face 86

Showpad

AUGUST 18, 2020

Sales enablement shouldn’t automate bad practices. What are “bad” sales practices? Automating those only amplifies the problem. The worst of bad sales practices happens in the prospecting phase, sometimes processed by marketing, sometimes by sales. This is where sales enablement comes into play.

Sales Enablement 127

Sales Enablement Outsourcing Services Ideal Customer Profile Hiring 127

SBI

AUGUST 1, 2019

Sales Enablement: Marketing and Sales Alignment by Design. Marketing and sales both work to drive demand and grow revenues. The problem is that they each focus on different areas of the buying process. Buyers taking control of the purchasing process in a complex sale creates a quandary for both marketers and salespeople.

Sales Enablement 94

Sales Enablement Marketing Buyer Education 94

MTD Sales Training

JANUARY 18, 2017

At some point in the sales process we need to make our pitch. This is an area where most salespeople could do a lot better. Most people in sales present a standard pitch that all their customers get to hear. There are many safety features that could be integrated to form a sales pitch to a safety minded Mercedes customer.

How To 120

How To Motivation Objections Call-back 120

criteria for success

OCTOBER 28, 2021

For this week's blog post, I sat down with our CEO and Founder, Charles Bernard, to discuss why old school hunting in sales outreach doesn't work in today's market, and what new school outreach asks of salespeople and leaders. Sales Outreach: Why Old School Hunting Doesn't Work. Read on to learn more!

Hiring 98

Hiring Banking Call-back Trends 98

Seismic - Sales Effectiveness

JULY 2, 2019

Buyers today can obtain product information without ever talking to a salesperson, embarking on as much as 57% of the buyer’s journey alone before ever speaking to a sales rep. Because prospects and buyers are savvier and more educated, they expect salespeople to act as trusted advisors and present them with information.

ACT 84

ACT Buyer Face-to-face Sales Enablement 84

Pipeliner

FEBRUARY 23, 2024

The concept of customer service has evolved from a post-sale afterthought to a key driver of business success. Today, it’s not just about solving customer problems but creating an experience that resonates with them at every touchpoint. Post-sales support: The role of sales doesn’t end with the closing of a deal.

Customer Service 59

Customer Service Customer Company Lead Rank 59

Janek Performance Group

APRIL 4, 2023

Many organizations have created specialized sales roles that require a specific skill set because selling, in general, has become more complex. Organizations have copied the Henry Ford assembly line model and applied it to their sales process. However, as buyers evolve, sales organizations must as well. And for a while, it was.

Lead Rank 62

Lead Rank Outbound Decision Maker Scale 62

Pipeliner

JUNE 10, 2018

Is anyone besides me tired of hearing complaints from salespeople about how much more difficult sales is today than 20 years ago? Salespeople have more tools to be successful with today than 20 years ago. Salespeople have more tools to be successful with today than 20 years ago. No problem. Good selling!

Education 90

Education Influencer Call-back Google 90

MTD Sales Training

DECEMBER 9, 2016

Many salespeople have heard this reckoning and have identified how recognising a client’s ‘pains’ and ‘problems’ can have a big effect on the decision-making process. But the main caveat here is that many clients don’t realise they actually have a problem. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Prospecting 120

Prospecting How To Benefit Course 120

Hubspot Sales

DECEMBER 9, 2020

It's a sales methodology that became popular in the 1980s, and it's based on a pretty simple premise: A salesperson diagnoses their prospect’s needs, then recommends the right products and or services to accommodate them. Solution selling is one of the best ways salespeople can sell with empathy. Let's take a closer at those elements.

Solutions Selling 135

Solutions Selling Retail Face-to-face Sales Methodology 135

Hubspot Sales

JANUARY 9, 2024

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. Table of Contents What is door-to-door sales?

Face-to-face 98

Face-to-face Up-Sell Research Sales 98

The Sales Hunter

JULY 23, 2013

Management is naturally hetsitant to dump a customer due to the perception they’re going to lose business. The reason it is short-sighted is because by caving to the the desire to not lose sales, they give up far more profitable business from other customers with whom they could be spending time. ” Sales Motivation Blog.

Customer 252

Customer Customer Service Motivation Company 252

Increase Sales

DECEMBER 12, 2015

Real estate listing sites such as Zillow.com, Trulia.com, Realtor.com and For Sales By Owner have disrupted selling real estate. Even though there are well over 100 different sites selling residential to commercial to vacant land, the top four as noted above gather well over 80% to 90% of all searches (Internet traffic) for homes for sale.

Real Estate 70

Real Estate Commission Education Ideal Customer Profile 70

Increase Sales

JULY 9, 2016

In doing some research for a webinar I conducted on using LinkedIn Pulse as a marketing platform, I came across this sustainable sales success barrier: The Inability to Articulate Value. 66% (2/3) of executive buyers said salespeople cannot articulate value according to Gartner. This also may be part of the problem.

Lead Rank 78

Lead Rank Lead Scoring Decision Maker LinkedIn 78

Pipeliner

MAY 28, 2020

Most people do not associate the sales process with an enjoyable activity. Usually, the most common thing that comes to mind when thinking about a sales process is a horrible sales experience that still haunts your past. This is the discovery phase of the sales process. Step 3: Gain insights and do a discovery.

Sales Process 72

Sales Process Up-Sell Exact Sales 72

Keith Rosen

DECEMBER 2, 2020

Have you ever wanted a sale so badly that you were willing to make compromises in pursuit of that sale? Here’s my story, and the valuable lesson I learned that everyone in sales can relate to. Here’s my story, and the valuable lesson I learned that everyone in sales can relate to. I Got the Sale!

Hiring 109

Hiring Ideal Customer Profile Coaching Call-back 109