Gong.io

AUGUST 22, 2018

Sales Training #1: Discovery Calls. Your first (and most impactful) sales training should be on discovery. Discovery sets the trajectory of the deal. So what do you talk about during your discovery-focused sales training? Your sales team can be amazing at discovery, presenting, and objection handling.

Training 92

Training Cold Calling Webinar Metrics Objections 92

Chorus.ai

OCTOBER 21, 2019

On weekends I’d read sales blogs or listen to productivity Podcasts. Things like “Buy my parents tickets to SF” or “launch my new blog.” For example, if we just adjusted our demo flow, I might review a product demo checklist beforehand. In fact, even when fully ramped top sellers listen to eight calls per month to self-coach.

Cold Calling 52

Cold Calling Exercises Top of Funnel Face-to-face 52

Sales Hacker

SEPTEMBER 25, 2019

A checklist for how to target early adopters. Instead of getting on a call and exposing themselves to an SDR’s discovery process, they want to understand your unique point of view, insights, and recommendations to problems. For that, they’ll check out your website and read your blog. The #1 Hurdle to Fast Growth.

Enterprise 73

Enterprise Enterprise Ideal Customer Profile Lead Rank 73

Sales Hacker

JULY 26, 2018

Let’s explore how to run top-notch discovery calls and avoid the biggest outbound prospecting mistakes AEs are making. The definitions for these are helpful to understanding this blog, so please skim through those before you continue. Article overview: How to do an Inbound Discovery Call (for context).

Outbound 49

Outbound Inbound Trade Show Sales Qualified Lead 49

Sales Hacker

JULY 15, 2019

Sharing a blog post. This tendency is so strong, cultural anthropologists Lionel Tiger and Robin Fox call it a “web of indebtedness.” We recently published a checklist for implementing the solution we shared in that ebook. Our checklist has made a big difference in getting [end result/solution]. That’s a mistake!

Lead Rank 92

Lead Rank eBook Campaigns Lead Scoring 92

Your Sales Management Guru

JULY 21, 2014

Does the vendor have a simple checklist for quality onboarding, or does it have a more proactive automated tool to ensure you fully understand its offering, market and sales approach? For example, I have new salespeople call me and leave voicemails so I can listen to what and how they sell the voicemail. ” Got the idea?

Hiring 87

Hiring Training Sage Vendor 87

CloserIQ

NOVEMBER 23, 2018

. “When talking to a new prospect, it helps to start with a detailed, consultative discovery process. ” 5 Voicemail Tactics to Get More Callbacks (John Barrows of JBarrows Blog). A 6-point Checklist to Find Out Where You Stand (Darren Bounds of Breezy HR). Don’t assume their pains — ask about them.”

Hiring 53

Hiring Lead Rank Lead Scoring Scale 53

Mindtickle

MAY 2, 2023

In this blog post, we break things out into two parts: Foundational, strategic initiatives are necessary for any successful sales enablement program. Discovery call role plays : In this type of role play, a salesperson practices asking questions to understand the prospect’s needs, pain points, and goals.

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

Mindtickle

DECEMBER 5, 2016

They implemented an interesting framework called Manager Checkpoints that revolves around the following elements: Plan. Checklists rule. Providing manager checklists can help with coaching sessions and ensures consistency and the ability to track progress. Pitch Perfect. This ensures reps are still knowledgeable but not lost.

Microsoft 52

Microsoft Facebook Hiring Company 52

Mindtickle

DECEMBER 5, 2016

They implemented an interesting framework called Manager Checkpoints that revolves around the following elements: Plan. Checklists rule. Providing manager checklists can help with coaching sessions and ensures consistency and the ability to track progress. Pitch Perfect. This ensures reps are still knowledgeable but not lost.

Microsoft 52

Microsoft Facebook Hiring Company 52

SugarCRM

FEBRUARY 2, 2022

For example, blog posts that help you show up in the search engine results drive traffic to your site. Trade a checklist, ebook, or another free download for someone’s email address or phone number and the permission to contact them about your services. Here’s a high-level overview of what a common lead management process looks like.

Lead Management 49

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 49

LeveragePoint

OCTOBER 5, 2018

A recent analysis of over 1 million sales calls by Gong identified a number of key elements that separate the best sales performers (the top 20% by performance) from their peers. Having just one sales call with multiple participants from your company makes you 258% more likely to close a deal than flying solo during the entire sales cycle.”

Account Based Marketing 20

Account Based Marketing Account Case Study Marketing 20

Chorus.ai

AUGUST 13, 2019

Use this blog to refine your existing sales process with data-backed best practices. Below you’ll find insights from millions of calls we recorded with Conversation Intelligence. Learn how some of the world’s top performing SaaS organizations run various stages in their sales processes, including discovery calls and demos.

Sales Process 48

Sales Process Collateral Proposal Lead Rank 48

MEDDIC

OCTOBER 19, 2021

Steve : your book is called Always Be Qualifying. Obviously, first with a good discovery and then aligning your solution to the customer’s needs. Being a great Detective and understanding the customer’s needs; discovery is obviously good. Steve : And you mentioned the checklist evaluation process. Darius : Right.

Sales Qualified Lead 52

Sales Qualified Lead Sales Methodology Forecasting Hiring 52

Gong.io

MAY 31, 2021

Pilot resources could include checklists, customer reference materials, presentation and training assets, and set-up resources. These can include, but are certainly not limited to, Gong call library, sales process breakdown, Customer Success handoff guidelines, messaging channels to follow (i.e. Slack), team dashboards, and more.

Examples 118

Examples Top of Funnel How To Segment 118

Gong.io

FEBRUARY 9, 2019

Discovery 4. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. There seems to be a ‘ cold calling is dead’ trend floating around these days. But fear of cold calling is going to hold you back. No cold calling is BAD. Starting Meetings 3. Pitching 5.

Cold Calling 133

Cold Calling Call-back Objections Buyer 133

LeadFuze

DECEMBER 31, 2021

Here’s how you can make them work for you: When the prospect has taken an action, I call them back to see if they have any questions about what we discussed. Sharing a blog post. Recently, we published a checklist that guides you through the steps to implement our solution for [pain point]. Call to action.

Email Marketing 52

Email Marketing Marketing Lead Rank Lead Scoring 52

Sales Hacker

FEBRUARY 19, 2019

We love her even more, because she also wrote up some timeless advice in her article, 6 Horrendous Ways to Begin Your Sales Call (And What to Do Instead). Tito gave us a set of templates and a checklist to understand SaaS costs basics, and how to accurately set sales goals and metrics that drive success for your sales team.

Webinar Metrics 11

Webinar Metrics Cold Calling Marketo Hiring 11

PandaDoc

SEPTEMBER 2, 2020

This is understandable when you consider that data shared in the Harvard Business Review suggests that 90% of decision makers won’t respond to cold calls, according to Sales Leadership Forum. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

LeveragePoint

APRIL 17, 2019

As highlighted in our last blog , great Value Propositions provide content to: Help identify the buyer problems or objectives that you address. Efficient Call Preparation. Our reps are reaching for the value prop as early as their first or second call. When we pulled out the calculator, they clammed up and called procurement.”.

Sales Process 22

Sales Process Case Study Sales Cycle Engineering 22

LeveragePoint

APRIL 12, 2019

If the only reason that a buyer calls a sales rep is to get a price quote, that call is more likely to come from procurement than from a buyer sponsor or champion. The specifics in a Value Proposition draw sales teams together in call preparation, as they focus on key customer information. Positioning Insights. Tell a story.

Buyer 22

Buyer Case Study Marketing B2B 22

Jeff Shore

NOVEMBER 7, 2018

Brain Blocks discusses what I like to call the seven habits of highly ineffective people. And the discoveries that have been made have made our work much easier as well. What’s happening and what would be called the emotional core of a human being? Find out how to overcome them in this episode of The Buyer’s Mind.

Training 79

Training Study Banking Call-back 79

Sales Hacker

OCTOBER 7, 2021

When I started as a BDR I didn’t have the highest volume of activities on the team but I made every email and call count with thoughtful messaging so I had high conversion rates for meetings and opportunities created. I scheduled a demo on my very first cold call and that felt like the first “aha moment” of my career!

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

OnePageCRM

MARCH 2, 2017

TOF content: blog posts, infographics, quizzes, sales calculators/tools, videos. The top of the funnel is the discovery phase where a lead first becomes aware of your product but may not yet be ready to buy. Is it the number of calls made? Then create content on optimizing your sales calls. Onboarding checklist.

Top of Funnel 48

Top of Funnel Lead Rank Marketing Qualified Lead Lead Scoring 48

Cience

JANUARY 6, 2020

At CIENCE, we have a specific questionnaire called “Ideal Customer Profile” for our client companies to complete. We call this position a Sales Development Representative , though there are many other names for this role ( Business Development, Account Development, Inside Sales, or Market Development Reps ).

Lead Generation 89

Lead Generation Outsourcing Services Paid Content Lead Rank 89