The Brooks Group

DECEMBER 18, 2018

This blog – the Sales Leader blog – is designed to provide resources for anyone charged with leading a sales team or improving its performance. To round out the year we’ve compiled a list of our top 10 most-viewed blog posts of 2018. Most-Viewed Blog Posts of 2018. Request Strategy Session ?. ×.

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Sales Qualified Lead Incentives Incentive Groups 49

The Brooks Group

NOVEMBER 18, 2019

This blog – the Sales Leader blog – is designed to provide resources for anyone charged with leading a sales team or improving its performance. To round out the year we’ve compiled a list of our top 10 most-viewed blog posts of 2019. Most-Viewed Blog Posts of 2019. 7 Tips for Building Confidence in Sales.

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Incentives Incentive Negotiation Groups 40

Selling Essentials RapidLearning Center

JANUARY 30, 2024

The more prospects you have in your pipeline, the more sales you’ll eventually make. Yet research from a leading sales consultancy demonstrates that this simple statement of “fact” is anything but. Truth is, full-to-bursting pipelines don’t necessarily lead to more sales. million in sales – an 11.4%

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Pipeline Sales Qualified Lead Lead Rank Lead Scoring 52

Selling Essentials RapidLearning Center

JANUARY 30, 2024

The more prospects you have in your pipeline, the more sales you’ll eventually make. Yet research from a leading sales consultancy demonstrates that this simple statement of “fact” is anything but. Truth is, full-to-bursting pipelines don’t necessarily lead to more sales. million in sales – an 11.4%

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Pipeline Sales Qualified Lead Lead Rank Lead Scoring 52

MTD Sales Training

JULY 26, 2016

You’ve probably been on courses where you’ve discussed the different types of questions that are available to you. You’ll have heard of open questions and closed questions. You’ll be familiar with probing questions and possibly leading questions, too. Have I probed enough? Happy selling! Sean McPheat.

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Examples Prospecting Decision Maker Buying Cycle 120

Selling Essentials RapidLearning Center

FEBRUARY 20, 2024

The problem is that Jane’s question sounded offhand, like an afterthought — but it was much more than that. But there are no offhand remarks in sales. This holds true in sales and many other situations. Send out a probing message – a Ping – and see what comes back. You feel blindsided — but should you?

Journal 52

Journal Call-back Research Video 52

Selling Essentials RapidLearning Center

FEBRUARY 20, 2024

The problem is that Jane’s question sounded offhand, like an afterthought — but it was much more than that. But there are no offhand remarks in sales. This holds true in sales and many other situations. Send out a probing message – a Ping – and see what comes back. You feel blindsided — but should you?

Journal 52

Journal Call-back Research Video 52

MTD Sales Training

APRIL 12, 2016

No doubt you have been on those sales courses that discuss asking questions to get information from prospects and customers. You may even have a suite of quality questions in your armoury that you roll out whenever you need to dig deeper and analyse the situation more closely. This is one of my favourites. Happy Selling!

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Awarathon

AUGUST 24, 2023

Elevate Your Sales Team with AI-based sales training software! A cutting-edge solution offers realistic training scenarios that refine skills, ensure consistency, and provide instant feedback to scale your training efforts, boost confidence, and drive sales success ultimately leading to improved sales performance and business success.

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Software Software Training Lead Rank 52

Marc Wayshak

FEBRUARY 6, 2023

I’ve come up with a list of top quick sales tips to help with those exact kinds of situations. In this video, I’m going to show you 21 must-know sales tips to close those deals. This is one of the most important sales tips when it comes to the mindset required to close more deals. Don’t jump into a probe.

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Closing Case Study Face-to-face Study 95

LeadFuze

JULY 5, 2023

Crafting a sales script is an essential skill for those in sales, marketing, and business ownership. In this post, we will delve into key aspects of creating highly effective sales scripts. Identifying Key Benefits for Customers To create a killer sales script, you need to know what your customers want.

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Webinar Metrics Hiring Strategy B2C 52

Partners in Excellence

NOVEMBER 20, 2020

It seems odd to write a post for sales professionals (and unprofessionals), posing the question, “Are You Curious About Who Your Customer Is?” But, sadly, too many sales people don’t really care about who their customers are. This doesn’t mean deep probing or engagement. What do they dream about?

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Customer Face-to-face LinkedIn Facebook 96

Partners in Excellence

SEPTEMBER 22, 2021

” Not getting a “No,” probably means we aren’t asking the right questions. We may not be probing enough to understand what the real issues are, what they want to do and why, how they will organize themselves to make a decision, how they will make a decision. It should cause us to wonder, “Do they care?

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Customer Forecasting Sales Enablement LinkedIn 83

Hubspot Sales

APRIL 10, 2018

Probing Questions. That's an interesting question, and one I'm happy to answer. The seller who asks the right questions guides the sale and wins the deal. Of course, you’ve got to be good at the fundamental questions to understand the customer’s current situation and the problems they want to solve.

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Guarantee Airlines Face-to-face Real Estate 82

Pointclear

MARCH 7, 2018

This is a skill that we teach our associates, who spend their days making dials (80 to 100 a day) and engaging B2B sales prospects on behalf of our clients. Don’t be shy about asking questions about any issue that is ambiguous or unclear. Open-ended, clarifying and probing questions are important tools. Pay attention.

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PointClear Revenue Lead Rank Lead Scoring 133

No More Cold Calling

NOVEMBER 2, 2018

She learned what George valued, the best way to communicate with him, key topics to probe, insights to share, and most importantly, what he was like. It’s not only presumptuous; it’s rude—and a big sales mistake. That might come as a surprise if you’ve spent much time on my blog. That’s what sales is about.

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Referrals LinkedIn Social Media Ideal Customer Profile 253

Partners in Excellence

MARCH 7, 2021

Perhaps one of the most important capabilities/skills for sales people and managers is “attention do detail.” Whether it’s probing to determine root causes underlying customer “pain.” Our sales enablement programs look at “Discovery.” We have to probe, ask questions, listen, learn.

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Analysis Face-to-face Data Sales Enablement 48

Partners in Excellence

SEPTEMBER 16, 2020

As the customer talks about something they want to do or achieve; a problem they have; an opportunity they’d like to address; we ask a question. As an example, I was speaking to a great sales person the other day. After some coaching, the sales person went back to the customer and started asking the 5 Why’s.

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Call-back Coaching Tools Consumer 113

Miller Heiman Group

JUNE 10, 2020

As a result of the coronavirus pandemic, everything seems different, but sales fundamentals haven’t changed that much, if at all. Because every moment matters, foundational selling and questioning skills are more critical now than in the past. In this blog, we’ll take a closer look at the first three categories of the Big Six.

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Sales Qualified Lead Webinar Metrics Lead Rank Lead Scoring 81

Partners in Excellence

DECEMBER 9, 2020

Whenever I ask the questions, “What is the customer trying to do, What are they seeking to change about how they grow their businesses,” the responses follow a similar pattern. Fewer than 20% of the sales people I talk to can get to this explanation. The main reason is sales people focus on their goals and objectives.

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Customer Software Software Maximizer 102

MTD Sales Training

MARCH 31, 2017

One of the biggest objections sales people face that causes most discussion is the issue of price. One way to probe deeper about the meaning behind the objection is to ask something like ‘Does the cost seem out of proportion to the product’s value to you?’. MTD Sales Training | Sales Blog | Image courtesy of Dollarphotoclub.

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Objections Comparison Face-to-face Conference 120

Partners in Excellence

APRIL 7, 2021

This is a complaint I hear from too many sales managers. ” I probe them, “Are you modeling the behavior you want?” ” Any parent knows these approaches don’t work with children, so why would they think it works with their sales people? Often, this comes up in discussions about coaching.

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Hiring Coaching Face-to-face CRM 62

LeadFuze

JUNE 1, 2021

What are Sales Closing Techniques. Sales closing techniques are the skills sales professionals use to close more deals. They can be anything from asking open-ended questions that get the prospect talking about their needs, or actively listening and following up on objections. Sales Closing Techniques vs Sales Technique.

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Closing Sales Qualified Lead Email Marketing Lead Rank 64

SBI Growth

DECEMBER 7, 2012

To hire effectively you need to observe sales candidates in action. Most sales leaders discount the job tryout because it is difficult. This post is written for the head of sales of a rapidly growing organization. We will discuss how to test for great sales talent. Want to start hiring better sales talent today?

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Hiring Face-to-face Salary Sales Talent 282

Marc Wayshak

JANUARY 26, 2023

Don’t you just hate it when the sale seems to be going well…but at the end, the close ultimately proves elusive ? It might seem like the end of the sale is the key moment to close the deal. But in reality, the earlier part of the sales conversation is what ultimately results in a closed deal—or not. Prospects today are smart.

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Closing Case Study Face-to-face Study 102

Trinity Perspectives

JULY 15, 2021

So every time he picks up the phone or sends a prospecting email, this burning need to make a sale or land a hot prospect clouds his vision and the desperation seeps out. ” Our spider senses start to tingle, we put up our invisible defences and the chance of a sale progressing drops to almost zero. What do I mean?

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How To Cold Calling Webinar Metrics Lead Rank 62

MTD Sales Training

MARCH 2, 2017

You should have been asking questions around what their current situation is, what problems they are facing, the impacts that the problem is causing, what they would like to achieve and so on. By asking quality questions up-front you will save yourself the excuses down stream! With this question you are isolating the objections.

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Objections Face-to-face Discount Up-Sell 120

Marc Wayshak

APRIL 7, 2022

Ever been in a sales situation where things suddenly seem to fall apart out of nowhere ? It’s the same in sales. That’s why I made this video to show you the 10 things sales prospects hate about you …or most salespeople, anyway. All sales prospects really care about is getting value from you. Check it out: 1.

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Prospecting Discount Intent Closing 62

Marc Wayshak

JULY 5, 2023

By embodying these top qualities of great salespeople , you can elevate your sales game and achieve next-level success. Embracing discomfort is part of the sales process, and those who are comfortable with it excel in their role. They ask probing questions and dig deeper to uncover the real issues and provide valuable solutions.

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Lead Rank Lead Scoring Maximizer Pipeline 71

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% So, how can you improve your sales skills?

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Film Hubspot Sales Cycle Lead Rank 132

The Sales Hunter

MARCH 22, 2012

Sales prospecting is all about finding potential customers. What I’m talking about is the amount of time salespeople can spend networking with people who have zero potential of ever being a customer. How much time are you spending each week talking with people who aren’t helping you achieve your sales prospecting goals?

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Prospecting Referrals Networking Motivation 204

No More Cold Calling

MAY 12, 2015

Gartner’s Tiffani Bova identifies three dangers looming over modern sales organizations. What is predictable is the challenges sales organizations face. Sales organizations are finding it harder and harder to deliver predictable revenue, and historical sales models are beginning to show cracks. Conference. Conference.

Lead Rank 120

Lead Rank Top of Funnel Face-to-face Lead Scoring 120

Pointclear

MARCH 22, 2018

I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs. Our people do as well.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

MTD Sales Training

SEPTEMBER 3, 2013

” If they say ‘yes’ then ask more probing questions to identify the specific needs that your products and services will cater for. After asking if your approach sounds fair, then you can go on to to probe for more information. The post Dealing With Premature Evaluations appeared first on MTD Sales Training.

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Discount Negotiation Exact Prospecting 120

Partners in Excellence

APRIL 12, 2021

But “Why” is a fundamental question we too seldom challenge ourselves with. Our customers do this, we do this as we look at performance issues in sales and our businesses. Probing for root cause is tough work. It requires us to question our assumptions and premises. Why is this important?

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Face-to-face Incentives Incentive Discount 65

Mindtickle

MAY 21, 2021

It might not come as a surprise that 57% of sales reps are expected to miss their quotas in 2021. Sellers often can’t explain why deals don’t work out, leaving your sales managers in the dark. Conversation intelligence solutions offer invaluable support to sales managers. Pre-qualification call. Discovery call.

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Coaching Conversion Sales Coaching Lead Rank 104

Selling Essentials RapidLearning Center

APRIL 14, 2021

The very fact that they’re salespeople – and so are good at persuading sales managers in job interviews that they can do things they can’t. Meantime, sales managers, under pressure to fill positions and meet sales targets, often let their emotions and biases sway their choices without even realizing it.

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Hiring Positioning How To Sales Qualified Lead 59