Igniting Sales Transformation

FEBRUARY 4, 2019

I read a LinkedIn post recently that focused on the many complaints about cold calling and sales spam being talked about online. You have no hope of engaging buyers in sales conversations if they simply ignore you. Let me share a real-world example to illustrate what makes buyers mad. Put yourself in the buyer’s shoes.

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Buyer Sales Qualified Lead Decision Maker Cold Calling 86

Hubspot Sales

DECEMBER 4, 2023

For instance, let‘s say you’re selling call-tracking software, and you‘re on your way to closing a startup that has struggled with converting cold calls. Instead, you need to come from a place like, “Your current cold calling strategy is under-informed. Better understand your buyer's company's priorities. Go negative.

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Hubspot Closing Hiring Cold Calling 81

Zoominfo

JUNE 22, 2022

In today’s crowded B2B ecosystem, where personalization and relevance are seen as crucial competitive differentiators, the idea of cold calling might seem archaic. As daunting as cold calling may be, it still has a place in today’s sales pipelines. What is B2B Cold Calling? Nearly 70% of buyers still accept cold calls.

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Cold Calling B2B Commission Exact 130

Hubspot Sales

FEBRUARY 5, 2024

Every time you use a selfish sales tactic, you’re destroying the trust between you and your buyer — but you’re not just hurting yourself. So many salespeople have done so many slimy things over the years that at this point, buyers now think of “sales” itself as a dirty word. There wasn't a big difference. Is this the cheapest one?

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Commission Call-back Hotels Sales 94

Hubspot Sales

JULY 25, 2023

Cold calling is the bread and butter of sales reps in real estate. So, how should you cold call in real estate? In this post, we'll share 11 cold-calling scripts for real estate agents. Whether your prospect is a potential buyer, seller, or tenant, use these scripts to grab their attention. So, how do you get it right?

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Real Estate Cold Calling Commission Face-to-face 88

Sales and Marketing Management

JUNE 17, 2020

I’m a marketer myself, but let’s not kid ourselves: Now is not the time to build out your library of buyer personas or to launch a grandiose, top-of-funnel campaign. Why should I care about buyer personas?” “I You could call it the Growth Strategy team or the Customer Success Taskforce. Where are those MQLs?” “Why

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B2B Buyer Persona Marketing Top of Funnel 177

Mr. Inside Sales

JUNE 23, 2019

Back in the day, you left $1 stapled to your card and they called back. “I Nobody likes hearing from a salesperson who has “commission breath” as a manager once told me. 2: Make more calls without leaving a message. I take the opposite approach: I call. It’s almost like they are hiding. That’s right.

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Prospecting Face-to-face Decision Maker Call-back 147

Mr. Inside Sales

MAY 26, 2019

Simple: they don’t spend enough time making calls. I fact,” he offered, “If they just spent more time dialing, they would all make a heck of a lot more sales and commissions,” he concluded. we can qualify more in advance than simply “dialing for dollars,” but this should actually make the calls we do make even more successful!

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Face-to-face Inside Sales Commission Call-back 141

Sales Hacker Training

JANUARY 12, 2023

Which means most sellers are focused on getting better and setting goals like: A pipeline that’s 3X bigger… And adds an extra zero to my commission… While working 10 hours less each week. Call them, followed by a voice memo if there’s no answer, so can text back if it’s easier. It’s a classic mindset. I’ll add this, too.

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Buyer Lead Rank Lead Scoring Demand Generation Targets 52

Gong.io

DECEMBER 27, 2021

And a discovery call “best practice” that actually tanks your success rates. To help you get the most out of your year end, I pulled together the 5 best data-backed tips of 2021. . You’ve been told that it’s a bad call — but how bad, exactly? It might be obvious, like your buyer asking for a lower price.

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Data Negotiation Call-back Decision Maker 127

Xactly

MAY 9, 2018

Sales reps were able to time sales and maximize their commission pay with certain products, which also added to volatility. Ultimately, the best solution for this company was to switch back to an aggregate sales measure with a strategic product pay modifier. “We We need to bring-in heavy hitters.”. What’s the Best Solution?

Commission 49

Commission Incentives Incentive Compensation 49

Gong.io

SEPTEMBER 1, 2020

And I kept coming back to one thing: the winning rep sold with video. We analyze anonymized B2B sales interactions from our product users, which includes everything captured by Gong’s Revenue Intelligence platform: web conference meetings, phone calls, and emails. Then we analyze how seller and buyer actions impact success rates.

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Video Data Face-to-face Call-back 152

SBI Growth

MARCH 29, 2013

When you give, others are more inclined to give back. Making time for a sales call takes away from an already limited schedule. These resources do not get a commission from your sale. Product and Marketing experts help you deliver what the Buyer needs (Read more about Buyer alignment here ). Incentive Structure.

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B2B Incentives Incentive Commission 293

Gong.io

SEPTEMBER 8, 2021

Once buyers understand the value they sprint through the sales cycle. And bigger commission. This allows successful AEs to set up the demo so that: The problem with the status quo is clear in the buyer’s mind. Use these 3 money-making sales call scripts to kickstart your sales demo script. Better win rates.

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ACT Examples Call-back Lead Rank 109

The Pipeline

JUNE 26, 2018

Oddly enough most salespeople seem to be able to manage objections better at the end, then in a first prospecting call. Most salespeople seem to prefer the ‘NO’ at the end; they feel they can deal with it better; if only their commissions were driven by emotion not execution. Follow The Stats. Get Past The Distraction.

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Sales Qualified Lead Objections Fashion Call-back 200

LeadFuze

JULY 4, 2023

We’ll explore the importance of balancing reward with profitability, the role commission plays in motivation, and why shifting focus from split percentages to actual income numbers can prove beneficial. What is a typical real estate team commission split? How do you calculate a 70/30 commission split?

Real Estate 52

Real Estate Compensation Commission Hiring 52

SBI Growth

OCTOBER 13, 2013

Does my potential peer group understand the modern buyer and how to reach them? He took a small haircut on current base and commission and took the leap. But their leadership did not know how to approach the buyer. Back then, John was making $150K total annual compensation. A job interview is similar to a sales call.

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Hiring Lead Gen Top of Funnel Penetration 310

Gong.io

JANUARY 1, 2021

The phone is back-and-forth in real-time. Negotiating pricing over email gives your buyer an infinite amount of time to respond. First call? Second call? when pricing is discussed on the first call. Note: To avoid bias, all the opportunities we analyzed included at least three calls. Right out of the gate?

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Negotiation Call-back Proposal Decision Maker 127

A Sales Guy

NOVEMBER 19, 2018

Ask any buyer. They are fed up with the countless, lame, intrusive, valueless emails, cold calls and LinkedIn requests for 15-minutes of their time. Buyers want something different. Buyers want salespeople who uncover latent needs they, the buyer, didn’t know they had. ” Buyers want authenticity.

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Face-to-face Cold Calling Buyer Commission 135

Hubspot Sales

JUNE 8, 2021

There's the hustle to find leads, the hundreds of calls, and the high of delivering a flawless pitch. This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Sales seems like a fast-paced, hardball kind of career. That can be true. Inside Sales Rep.

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Hiring Salary Top of Funnel Commission 104

Janek Performance Group

SEPTEMBER 22, 2021

But the good old days of flipping open your Rolodex (or CRM) calling your best customer from a landline (or cell phone) and winning the business are gone, (if they ever existed). This person might believe they have the gift of gab, are aggressive, with a wolf mentality, looking for their next commission. No business acumen is required.

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Hiring Call-back Training Up-Sell 118

The Spiff Blog

NOVEMBER 17, 2022

We’ve compiled some of the best expert quotes and opinions to keep in your back pocket while planning for the new year. I hear companies talk about having a buyer-first mentality, and then it’s funny — when you dig a little deeper, you see they have a linear sales process. When you dig in, you see the process is not buyer first at all.

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Compensation Commission Motivation Incentives 72

The Spiff Blog

JULY 21, 2022

77% of B2B buyers state that their last purchase was very complex or difficult ( source ). Not only do today’s buyers have more choices than ever before, they also have more opinions to factor in. So today, let’s get back to the basics and look at a simple framework that will help you make more informed B2B software purchases.

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Software Software B2B Vendor 76

Gong.io

NOVEMBER 9, 2020

He replied: They don’t always buy from me, but they always invite me back because they like talking to me. . If you want to win deals with virtual sales, you need to build trust with buyers and differentiate yourself from your competition. . It occurs at cocktail parties (take me back!) and at the beginning of sales calls.

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Video Call-back Buyer Study 118

SBI Growth

NOVEMBER 1, 2012

57% of the buying process is completed before buyer-rep interaction. Source – SEC) This statistic is based on the “average” buyer. Your buyer isn’t average. Buyers are increasingly listing ease of doing business as evaluation criteria. Buyers are more educated before interacting with a rep. Next you call Verizon.

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Face-to-face Education Consumer Buyer 267

Sales 2.0

APRIL 27, 2014

“As we discussed, I’ll get back to you with ideas and the data you requested on A, B & C”. Probably because I’m so keen on helping sales people I tend to be a pretty “open” buyer. The concept is that buyers don’t know what’s good for them. That’s how an initial meeting ended recently with a technology sales person.

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Lead Rank Lead Scoring Proposal Gatekeeper 268

John Barrows

OCTOBER 10, 2018

I remember reading a study done by Harvard a while back on the characteristics of the top 1% of sales professionals in the US. We’ve all heard “buyers are liars” right? Unfortunately, I would tend lean towards the Sales rep being the one since people do weird things when commissions are on the line.

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Gatekeeper Forecasting Commission Call-back 119

Partners in Excellence

JULY 21, 2023

We read about how email is failing, phone calls, social, and virtually every other engagement platform. We have continuing debates about “Is cold calling dead?” At the same time, we see similar data on “buyer regret.” ” And we keep coming back to the same thing. We are driving buyers away!

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Customer Prospecting Revelation Trade Show 75

Vengreso

MARCH 22, 2022

We have helped many B2B companies create more opportunities with qualified buyers, start new sales conversations, develop effective sales strategies, improve their sales-oriented content, and optimize their presence on LinkedIn. It, however, was back in 2015. Don’t forget the commission plan is just as important as the salary.

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Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

We have helped many B2B companies create more opportunities with qualified buyers, start new sales conversations, develop effective sales strategies, improve their sales-oriented content, and optimize their presence on LinkedIn. It, however, was back in 2015. Don’t forget the commission plan is just as important as the salary.

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Hiring Paid Content Salary Sales Qualified Lead 98

Score More Sales

OCTOBER 6, 2014

Just like CSI detectives look for facts to back up an assumption or a hunch, you need to do the very same thing with your beliefs about your potential buyers, your existing clients, current partners and prospective referrers. The sales rep, feeling written off, left the company once he got his commission check.

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Opportunity Lead Rank Lead Scoring Ideal Customer Profile 194

Gong.io

DECEMBER 14, 2022

A good sales objective can be just as motivating as a good commission structure. . These are sales objectives related to the activities reps complete every day as salespeople — things like making cold calls , updating your CRM, and booking product demos. . Buyer-focused objectives. Achieve business goals.

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Objections Ideal Customer Profile Churn Quota 62

The Spiff Blog

MARCH 16, 2023

Support your buyer, help them prove value when needed. Alexine Mudawar, CEO of Women in Sales “If I could go back in time to my first sales job, I would tell myself to keep pushing forward! Erica Bukowski, Inside Sales at Evolve Vacation Rentals “Make the phone call. You’ll never grow if you only make the easy calls.”

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Negotiation Face-to-face Hiring Lead Rank 69

Chorus.ai

MARCH 5, 2021

The modern method — inbound sales — is centered on the actions of a buyer and takes advantage of automatic methods of data capture. Developing your sales strategy first requires that you diligently build up a concept of your target audience — otherwise known as your buyer personas — before setting goals and constructing your sales funnel.

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Top of Funnel Webinar Metrics Strategy Buyer Persona 113

The Pipeline

MARCH 28, 2016

As rare as that may (should) be, when it does happen, the buyer can usually procure the product through other means, depriving the “bad seller” of both the satisfaction and the commission. Isn’t that what you want to be when the person you’re calling has heard it 6,000 time before.

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Call-back ACT Construction Commission 120

Gong.io

JANUARY 1, 2021

The phone is back-and-forth in real-time. Negotiating pricing over email gives your buyer an infinite amount of time to respond. First call? Second call? when pricing is discussed on the first call. Note: To avoid bias, all the opportunities we analyzed included at least three calls. Right out of the gate?

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Negotiation Call-back Proposal Decision Maker 83

Hubspot Sales

SEPTEMBER 17, 2018

When a buyer and seller don’t align on price, you might guess the sale won’t go through. Because their commissions were based on margin, it was in the seller’s best interest to close the best deal possible with each buyer. The study identified two probable culprits: buyer tactics and seller behavior. But, often, it does.

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Margin Negotiation Call-back Cancellation 115