Gong.io

FEBRUARY 23, 2023

We analyze sales conversations and deals using the Gong Reality Platform’s proprietary AI, then share the results to help you win more deals. In fact, Gartner finds nearly 3 out of 4 buyers say they would prefer to make a purchase without ever engaging with a sales rep. Subscribe here to read upcoming research. Understandably so.

Data 121

Data Closing Buyer Call-back 121

Janek Performance Group

MAY 2, 2023

In an instant, sales organizations saw their operations and teams rendered dramatically less productive. In addition to an uncertain economy, organizations now face dispersed sales teams and a lexicon of new phrases. Think of that in terms of sales, an industry on the forefront of change. It wasn’t just prolonged downtime.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

Sales Hacker

MARCH 30, 2022

Selling was created as an alternative to older and stale sales methodologies like BANT, ANUM, and AN. It was designed to function specifically in a non-linear process because no sales process is exactly linear. We do not believe you should rip and replace your current sales process or methodology. Sales Philosophy.

Sales Methodology 93

Sales Methodology Sales Qualified Lead Negotiation ROI 93

Sales Hacker

JANUARY 12, 2023

Selling more, earning more, and one-upping your 2022 self. The point is: If you want uncommon results — revenue that’s literally unmatched by anyone else on the leaderboard — then you’ll need to develop a set of uncommon sales practices. Tested, hard-won uncommon sales practices. ‘Tis the season for reflections and resolutions.

Buyer 95

Buyer Lead Rank Lead Scoring Demand Generation Targets 95

BrainShark

SEPTEMBER 20, 2022

The sales world is no exception. With dozens of fantastic podcasts available today, sales professionals have no shortage of insights and tips at their disposal. That’s why we’ve compiled a list of the 23 best sales podcasts (in no particular order) for reps, managers and executives to check out. The best sales podcasts for 2022.

Hiring 71

Hiring Negotiation Buyer Persona Influencer 71

The Spiff Blog

MARCH 16, 2023

Last week we explored gender bias in sales. Today, we’re continuing the conversation by celebrating a group of incredible women from a variety of sales organizations who have made their mark in the world of sales. In doing so, we hope to show the next generation of women that sales is a viable career path for women.

Negotiation 69

Negotiation Face-to-face Hiring Lead Rank 69

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. In our context, it means finalizing the negotiation process by setting an agreement. There are two common goals that exist when we speak about the finalizing of the sales process: To make it as fast as possible.

Negotiation 98

Negotiation Decision Maker How To Face-to-face 98

Allego

MARCH 31, 2023

While we may strive for sifting and recruitment strategies that leave us with rock star sales reps, it’s never bulletproof. Even when you provide sales coaching, a sales rep may still leave. The average tenure of an SDR (Sales Development Rep) stands at just 1.4

Coaching 71

Coaching Sales Coaching Hiring Face-to-face 71

Mindtickle

MAY 2, 2023

Odds are, if you’re a sales enablement leader right now, you’re operating your team much differently than you did less than a year ago. According to our 2022-2023 Sales Enablement Outlook Report , almost 40% of sellers achieve below 75% of their quotas. Less (or no) budget. More pressure. Heightened competition.

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

Sales Hacker

SEPTEMBER 2, 2023

Pipeline analytics: Offers sales managers a view of their teams’ pipelines that goes beyond what’s available in their native SFA applications. Here’s what we use: CRM (SFDC), Sales Acceleration (SalesLoft), Forecasting (SalesLoft), Conversation Intelligence (Gong), Data (custom in-house), Automation (Momentum).

Revenue 78

Revenue Lead Rank Lead Scoring Infusion 78

SalesLoft

SEPTEMBER 12, 2023

There’s too much guesswork in sales. How CI works — and how to apply it Getting value from Conversation Intelligence How Conversation Intelligence helps teams outside of sales The CI feature trap: why some organizations miss the red flags How to get started with Conversation Intelligence from Salesloft What is Conversation Intelligence?

Conversion 52

Conversion Intent Signal Follow-up Revenue 52

SalesLoft

SEPTEMBER 12, 2023

There’s too much guesswork in sales. How CI works — and how to apply it Getting value from Conversation Intelligence How Conversation Intelligence helps teams outside of sales The CI feature trap: why some organizations miss the red flags How to get started with Conversation Intelligence from Salesloft What is Conversation Intelligence?

Conversion 52

Conversion Intent Signal Follow-up Revenue 52

Sales Hacker Training

JANUARY 12, 2023

Selling more, earning more, and one-upping your 2022 self. The point is: If you want uncommon results — revenue that’s literally unmatched by anyone else on the leaderboard — then you’ll need to develop a set of uncommon sales practices. Related: How to Create Sales Decks That Work In 2023 6. It’s a classic mindset.

Buyer 52

Buyer Lead Rank Lead Scoring Demand Generation Targets 52

Smooth Sale

MARCH 25, 2023

This team is responsible for the ideation, creation, execution, and optimization of first-class editorial content for all client-facing publishing platforms. __ Steps to Maximize Employee Loyalty Four million workers quit their jobs in October 2022. The great resignation of 2022 left many companies struggling to keep up with business demands.

Loyalty 78

Loyalty Maximizer Lead Rank Hiring 78

No More Cold Calling

OCTOBER 13, 2016

Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Fears also rose over technology stealing sales jobs following the advent of both the phone and internet.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

SBI

JANUARY 6, 2022

5 Reasons Sales Enablement is Critical for 2022. Over the past few years, we are witnessing a rapid digitalization of all sales processes. It is best exemplified in sales departments, where until recently many activities were carried out in a traditional way using paper documents and faxes, and, in later years, Excel.

Sales Enablement 150

Sales Enablement Engineering Scale Tools 150

Highspot

JULY 20, 2023

Managers juggle many duties, from taking care of current business to training new sales reps. At the same time, account executives must keep up with new product features and customer needs, manage their deals, and meet their sales goals. Conversation intelligence is like having a smart coach for your sales reps.

Conversion 52

Conversion Hiring Software Software 52

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. B2B sales prospecting in a nutshell. The more detailed and accurate your ICP is, the more resultative your sales will be.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

SugarCRM

JANUARY 5, 2023

In the negotiation phase, one of the main goals was to identify legacy systems and processes and integrate them into Sugar. Now, the company has a full view of the sales funnel. Want to learn more about how having the right CRM solution can empower your sales teams to aim higher and achieve more?

Ideal Customer Profile 26

Ideal Customer Profile SugarCRM Customer Face-to-face 26

Apptivo

JULY 27, 2022

The sales pipeline is the representation of your prospects along the funnel. You can have a complete outlook on the sales stages and how the opportunities go through each sales stage. What is a sales pipeline? A sales pipeline is a visual presentation of where the prospects are in the sales process.

Pipeline 52

Pipeline Benefit Ideal Customer Profile Sales Cycle 52

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

The Spiff Blog

MARCH 31, 2023

Welcome back to our Sell Like a Girl series– where we’ve spent recent weeks unpacking gender bias in sales. Today we’re continuing this conversation by sharing a preview of our latest research on sales commission. The Current State of Gender Bias in Sales Before we take a look at our newest findings, let’s level-set.

Commission 52

Commission Data Salary Face-to-face 52

Apptivo

APRIL 28, 2022

Real estate is a business based on trust and loyalty, and it is to be noted that more than 80% of new sales in property businesses come from referrals either through friends, family members, existing clients, current contacts, relatives, and peer groups. You need to continuously follow up and negotiate in order to close the deal.

Real Estate 52

Real Estate Software Software Ideal Customer Profile 52

PandaDoc

JANUARY 10, 2023

Effective sales proposals are data-driven and essential for closing deals faster. Prospects only make purchase decisions after evaluating a sales proposal document ; hence, the proposal should be crafted according to the customer’s requirements in order to provide complete solutions. What is a sales proposal and why is it important?

Proposal 52

Proposal Lead Rank Closing Lead Scoring 52

KO Advantage Group

JANUARY 3, 2022

In traditional sales teams, this often led to management telling the team just to go “knock on doors” or “make more cold calls”. Videos (check out this article for selling predictions for 2022 ). This is the value the premium version of LinkedIn, Sales Navigator, will provide you. Practice your sales skills.

Pipeline 62

Pipeline Ideal Customer Profile LinkedIn Video 62

PandaDoc

SEPTEMBER 28, 2022

A wide variety of possible price negotiation strategies exist but all of them have a common baseline. That’s why successful bargaining requires special knowledge of negotiation tactics and advanced negotiation skills. Expect to be much more efficient at the following: How do I negotiate the price politely?

Negotiation 98

Negotiation Lead Rank Discount Lead Scoring 98

Julie Hanson

DECEMBER 27, 2022

9-12 Seconds: Negotiating – Maybe Bob is going to answer… 12-15 Seconds: Pressure – I guess Bob’s not going to answer. 0-3 Seconds: Processing – What do I think of that? 3-6 Seconds: Formulating – Do I have an answer? 6-9 Seconds: Debating – Should I share it? 17+ Seconds: “I have the answer!!”.

Meeting 62

Meeting Negotiation Video Follow-up 62

Apptivo

APRIL 27, 2022

Improve supplier negotiations backed by analytics. The Sales module. The Sales Module helps manage the sales and marketing activities effectively. The sales module has the following capabilities: Keeps track of communications with prospects and customers. Minimizes underbuying and overbuying.

Enterprise 98

Enterprise Enterprise Resources Lead Rank 98

PandaDoc

NOVEMBER 25, 2022

Probably the most popular approach to complex B2B sales, solution selling has been around for decades. It is still being taught to many sales reps around the world, and there are compelling reasons to do so. Personalization has a strong effect on sales effectiveness. Ready to fortify your sales pipeline? Simplification.

Solutions Selling 52

Solutions Selling Ideal Customer Profile Lead Rank Lead Scoring 52

Gong.io

DECEMBER 23, 2021

Sales templates help guide new and seasoned salespeople. If done well, they serve as a starting point for various steps along the sales process — incorporating best practices and often company and product-specific messaging. However, most sales templates are not backed by data and science. The BEST sales deck ever.

Closing 62

Closing Forecasting Sales Forecasts Proposal 62

Hubspot Sales

JUNE 13, 2022

Read on to learn everything you need to know about the metaverse and its relation to sales. What are metaverse sales? Metaverse sales are sales that occur within an online alternate reality world. However, sales that currently happen in the metaverse vary from the traditional sales you might be used to.

Real Estate 91

Real Estate Channels Face-to-face Energy 91

Hubspot Sales

SEPTEMBER 16, 2022

A job in sales is exciting, with plentiful career opportunities and development paths. As you grow, you may have the opportunity to progress into a sales director role. In this position, you’ll be responsible for growing profit and overseeing the sales team’s operations. This article will cover: What is a sales director?

Salary 82

Salary Hubspot Lead Rank Promotion 82

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. That said, with companies spending $2,020 per sales rep on average, sales training can be expensive.

Inside Sales 78

Inside Sales Training Hiring Outsourcing Services 78

Allego

FEBRUARY 7, 2023

Sales technology has come a long way in recent years and has become an integral part of most organizations. During that time, however, sales teams have amassed a large number of tools, and that’s created some problems. 4 Sales Technology Trends for 2023 1.

Sales Technology 123

Sales Technology Trends Hiring Webinar Metrics 123

Act!

MARCH 11, 2024

Today, you or your sales reps have to scroll through hundreds (if not thousands) of rows in a spreadsheet to find the necessary client details. The 2022 Act! Here are a few common drawbacks of using Excel as a CRM system: Version control issues Picture this: You share the spreadsheet with customer data with your sales team.

ACT 52

ACT Lead Rank Lead Scoring Top of Funnel 52

Mindtickle

MAY 5, 2022

Our fifth episode of Ready, Set, Sell recently aired featuring Christine Rogers, President & COO of Aspireship , a reskilling and job placement platform that helps people pivot their careers into SaaS sales. The role of sales enablement. How sales leaders can evolve their own skillset. Building a winning sales culture.

Sales Enablement 52

Sales Enablement Hiring Tools Call-back 52

Julie Hanson

MAY 31, 2022

Direct eye contact is non-negotiable to be seen as confident and credible. This is just one of the tips that I include in my new book that won the 2021 Gold Medal Top Sales Book , Look Me In The Eye Using Video to Build Relationships with Customers, Partners and Teams. And on video, the camera is the eyes of your audience.

Meeting 12

Meeting Face-to-face Video Exercises 12