Gong.io

APRIL 2, 2021

Sales prospecting is dead. Sales prospecting is an essential part of your process. . That’s why I stole these 10 sales prospecting techniques from the best-of-the-best sales pros. That’s why I stole these 10 sales prospecting techniques from the best-of-the-best sales pros. at the beginning of a sales call.

Meeting 124

Meeting Prospecting Cold Calling ROI 124

Customer Centric Selling

FEBRUARY 15, 2017

Sales Tips: Quantity vs. Quality and Making Sales Numbers. By John Holland, Chief Content Officer, CustomerCentric Selling®. Some of the most creative selling was done to convince the manager that numbers would be made. As a sales manager I noticed something curious….

Pipeline 64

Pipeline Buying Cycle Quota Call-back 64

Customer Centric Selling

MARCH 5, 2014

Sales Training Article: Trouble Closing or Selling? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Pakorn at FreeDigitalPhotos.net Unlike other B2B selling skills, closing gets a disproportionate amount of attention.

Closing 61

Closing Training Buying Cycle Incentives 61

SBI

JUNE 4, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

KLA Group

JULY 21, 2021

By Kendra Lee Sales as sport – the comparisons abound. Sales TEAMS look to WIN business. More specifically, coaching sales reps how to better convert inbound leads into sales-qualified opportunities. Sales […]. Sales […]. Top salespeople are often recognized with TROPHIES. The list goes on.

Sales Qualified Lead 110

Sales Qualified Lead Inbound Coaching Leads 110

Mindtickle

MAY 20, 2021

Call AI collects and analyzes data across all aspects of readiness – all in one place, giving sales leaders the unique ability to understand readiness levels, knowledge gaps and skill improvements for each seller. Unlock the skills that drive successful sales interactions . Sales leaders. Organization.

Conversion 52

Conversion Lead Rank Lead Scoring Analysis 52

Miller Heiman Group

NOVEMBER 1, 2019

Incorporate these four tactics, based on proven sales training techniques that use perspective to engage key buying influences. When a sales organization drives perspective into its approach to customers, win rates go up by 12%. And for those sales organizations that master delivering perspective, win rates climb to 23%.

Competition 50

Competition Lead Rank Lead Scoring Decision Maker 50

SalesLoft

MARCH 8, 2016

We’ve heard from the Salesloft family this morning, with Kyle Porter and friends on the main stage sharing their gratitude for the people and processes that have gotten us to where we are today in the sales development community. the top analyst in the sales development game. And sales didn’t know what was going on.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Buying Cycle Account 52

Jonathan Farrington

APRIL 14, 2014

The only other differentiators in these circumstances is the quality of your selling skills, and your ability to think “out of the box” But in most scenarios, when I dig below the surface I discover a whole host of far more complex – although obvious – reasons. General Sales Post-Mortems Win-Loss Reviews'

Buying Cycle 48

Buying Cycle Exercises Influencer Proposal 48

Partners in Excellence

JUNE 6, 2018

A friend forwarded me an article entitled, “Giving People More Time To Sell Is BS.” The article started with a statement to the effect of “ill informed pundits quoting data that sales people spend only 10-30% of their time F2F with customers.” Customers don’t want to spend time with sales people.

Up-Sell 52

Up-Sell Revelation CRM Buying Cycle 52

Jonathan Farrington

JULY 7, 2014

The only other differentiators in these circumstances are the quality of your selling skills and your ability to think “out of the box” But in most scenarios, when I dig below the surface, I discover a whole host of far more complex – although obvious – reasons. Perfection is an imaginary target for us all.

Buying Cycle 42

Buying Cycle Exercises Influencer Proposal 42

Jonathan Farrington

MARCH 27, 2013

The only other differentiators in these circumstances is the quality of your selling skills, and your ability to think “out of the box” But in most scenarios, when I dig below the surface I discover a whole host of far more complex – although obvious – reasons.

Buying Cycle 36

Buying Cycle Exercises Influencer Proposal 36

Jonathan Farrington

AUGUST 29, 2012

The only other differentiators in these circumstances is the quality of your selling skills, and your ability to think “out of the box” But in most scenarios, when I dig below the surface I discover a whole host of far more complex – although obvious – reasons.

Buying Cycle 35

Buying Cycle Exercises Influencer Proposal 35

Jonathan Farrington

APRIL 7, 2015

The only other differentiators in these circumstances is the quality of your selling skills, and your ability to think “out of the box” But in most scenarios, when I dig below the surface I discover a whole host of far more complex – although obvious – reasons.

Buying Cycle 20

Buying Cycle Exercises Influencer Proposal 20

Gong.io

MAY 3, 2018

At Gong.io, we have the largest database of recorded sales calls in the world. We’ve analyzed this database of sales calls with AI to understand what’s actually working during sales conversations (and what’s not working). It’s your job to take this time and sell them on why they should attend the meeting. Let us explain.

Cold Calling 48

Cold Calling Call-back Education Buyer 48

Partners in Excellence

MARCH 13, 2023

The sales pipeline is, perhaps, one of the most misunderstood things in selling. I’ll minimize repeating what I said in those articles, here they are: Pipeline Quality Win Rates Leveraging Deal Size And Sales Cycle In this article, I want to start tying some ideas together, wrapping up this series.

Pipeline 73

Pipeline Sales Cycle Forecasting Face-to-face 73

Jonathan Farrington

JUNE 10, 2013

Recently, I made the point that the role of sales management – dare I say “sales leadership” – is now pivotal in the success of every organization and yet, it is becoming clear that around 80% of managers are unqualified to fulfil the role that is being asked of them. Needs to win battles (Individual sales). What does that mean?

Sales Management 47

Sales Management Promotion Influencer Sales Leadership 47