Rob Jolles

JULY 30, 2021

In sales, it seems the toughest prospects are the ones we know best. Fortunately, my sales numbers were strong, and my manager forgot about following up on that list… that is until I hit my first sales slump. Then, my manager’s memory improved, and we went back to that list. Have you ever wondered why?

Insurance 96

Insurance Insurance Motivation Call-back 96

Rob Jolles

MAY 7, 2021

I was carrying on quite a conversation until I started hearing from the coaches yelling, “You missed that call! I was carrying on quite a conversation until I started hearing from the coaches yelling, “You missed that call! I was taught as a salesperson that those in marketing didn’t have a clue as to what we were up to in sales!

Coaching 98

Coaching Call-back Territories Training 98

Gong.io

JUNE 25, 2021

Hard-hitting sales stats. ” Our product gives sales leaders data-backed insights into their sales team. And our Gong Labs team pores through stats from millions of sales interactions to uncover actionable sales tips. Sales Stats for Prospecting. Sales Stat #1: DON’T use ROI in cold emails.

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

Hubspot Sales

SEPTEMBER 14, 2020

However, just because a rep can tackle every aspect of the sales process as one person, that doesn’t always mean they should all on their own. This may sound familiar to you if you have experience with the sales development process. Salespeople tend to be highly motivated and scrappy, reaching their goals by any means necessary.

Outsourcing Services 101

Outsourcing Services Sales Qualified Lead B2B Strategy 101

Crunchbase

FEBRUARY 22, 2021

B2B sales prospecting isn’t always as exciting and glamorous as other parts of the sales routine, as you can imagine; it’s far more behind the scenes and challenging. In fact, sales leaders agree that prospecting is the hardest part of the sales process. Find more prospects with Crunchbase Pro – try it free.

Ideal Customer Profile 90

Ideal Customer Profile B2B Prospecting Cold Calling 90

Gong.io

JULY 31, 2019

Are you looking for a rich list of sales questions you can use today? Master sales pro know that this skill is as important as what they ask. You’ll see a massive improvement in the outcome of your discovery calls. That’s true in face-to-face meetings and on discovery calls. Sweet, because we have you covered. .

Top of Funnel 128

Top of Funnel Decision Maker Outbound Face-to-face 128

Crunchbase

JUNE 15, 2023

Getting responses to your sales prospecting emails is tougher than ever — the average cold email reply rate is just 8.5% , according to a recent study. In this article, we’ll explore the six key components of an effective sales email, along with seven prospecting email examples you can use to close more deals.

Prospecting 52

Prospecting Follow-up Study Lead Rank 52

Crunchbase

SEPTEMBER 19, 2019

Essentially everything is virtual these days – even sales calls – 92% of all customer interactions happen over the phone or through video. Maximize the time you have with prospects on sales calls by following the below tips and tricks: . The Most Commonly Overlooked Tips for Conducting a Great Sales Call.

Cold Calling 71

Cold Calling Call-back Lead Rank Lead Scoring 71

Rob Jolles

MARCH 25, 2022

I back that up with a professional backdrop, a powerful microphone, side lights, a strong camera, and a standup desk so I can move. I know it’s a tall order but, ultimately, the success of your presentation will depend on whether you can fuel others with your energy, and utilize their energy to fuel yours.

Energy 52

Energy Airlines Hotels Call-back 52

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. Why sales training is important. The different types of sales training programs. The 15 best sales training programs.

Training 92

Training Lead Rank Hiring Course 92

Rob Jolles

JULY 2, 2021

Aetna had signed up for Xerox sales training and I flew off to pilot the training in their Hartford, Connecticut facility. With my own insurance background, I felt I was well prepared to knock them dead with the sales training I was ready to deliver. I had studied the company, their customers, and the features they had to offer.

Insurance 52

Insurance Insurance Call-back Training 52

Hubspot Sales

JULY 17, 2019

“Sales stack” is jargon for the technology/software salespeople need to do their jobs and communicate effectively with prospects. To determine what you need in your stack, start by looking at your sales process. At HubSpot, we use the Inbound Sales Methodology to help us frame our sales process. Sales Stack.

Top of Funnel 76

Top of Funnel Hubspot Face-to-face Software 76

Hubspot Sales

FEBRUARY 16, 2018

After a long day of sales calls, juggling what feels like a million prospects, and filling out endless CRM fields -- it’s easy for salespeople to slip into bad work habits. In sales, we’re faced with rejection every day. I don’t have an answer for you at the moment, but I’ll get back to you as soon as I can.

Top of Funnel 108

Top of Funnel How To Hiring Face-to-face 108

SalesLoft

AUGUST 29, 2019

Does the phone call have a place in today’s digital world? In this episode of the Hey Salespeople podcast , Dan reveals how phone calls and call recording can enhance your sales process. But first, he describes how to be more engaging in a sales pitch and the balance between being likable and being effective as a manager.

Lead Rank 71

Lead Rank Lead Scoring Face-to-face Call-back 71

SalesLoft

JULY 9, 2019

According to Rob Falcone , Director of Sales Engineering at Guru, they all can teach a valuable lesson about demos. In this episode, Jeremey Donovan, SalesLoft’s VP of Sales Strategy, and Rob walk through the entire demo process. What does a three-minute mock discovery call sound like between SalesLoft and Guru?

Engineering 45

Engineering Call-back Up-Sell Conference 45

Hubspot Sales

OCTOBER 2, 2017

Recently, I asked my colleague Dan Sally, a HubSpot and sales veteran, what he thinks is the most important skill a sales rep should develop. Sales success is dependent on resource allocation. Earlier this year, a VP of sales booked time on my calendar to evaluate the HubSpot CRM and Sales Pro tools.

Prospecting 108

Prospecting Sales Qualified Lead Hubspot ACT 108

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. Equipping your reps to execute.

Sales Process 103

Sales Process Cold Calling Call-back Cancellation 103

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. consists of books that were published between October 2011 and December 2012. While the title says “Sales Books” I encourage marketing pro’s, business executives and entrepreneurs that need to win the support and dollars from others to read these books as well.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

The Sales Developers

MARCH 19, 2020

The end of a quarter is a scary time for salespeople and sales teams struggling to hit their quota. . Then a new campaign or new product release is looked to that will push sales into the stratosphere. Even some of the best salespeople will get caught at the end of quarter trying nearly anything to close a sale. kind of scary.

Top of Funnel 56

Top of Funnel Ideal Customer Profile Outbound Call-back 56

SalesLoft

NOVEMBER 20, 2018

In Hollywood’s most famous movie about sales, Glengarry Glen Ross , Alec Baldwin’s character, Blake, hammers home the “ABCs” to his salespeople. He’ll say whatever it takes to makes a sale. Blake didn’t understand what we do today about the sales process. As sales professionals, our purpose is to give people what they want.

Proposal 64

Proposal Closing Follow-up eBook 64

Sales Hacker

JULY 27, 2020

PART II: A Weird Visualization to Help With Sales. PART II: A Weird Visualization to Help With Sales. I call it the Secret Smile. I teach it in my Sales Inner Course to get you in the ideal mental state for making sales. I teach it in my Sales Inner Course to get you in the ideal mental state for making sales.

Call-back 95

Call-back Email Marketing Up-Sell Groups 95

Sales Hacker

OCTOBER 22, 2017

Modern sales teams need competent professionals with a variety of talents, skills and abilities. But in a hyper changing landscap e, which are the most crucial sales skills and traits that reps must possess (or develop) in order to exceed targets and deliver consistent sales success? Technology Will Never Replace Sales Talent.

Social Media 102

Social Media Sales Qualified Lead Negotiation Policies 102

Gong.io

JULY 13, 2022

We’ll even share some SNAP Selling questions you can use to dial in your sales team. SNAP Selling is a sales framework that helps sales reps bring value to today’s overwhelmed and frazzled buyers. As with any sales methodology , there are tons of moving parts, and the SNAP Selling methodology is no exception.

Decision Maker 62

Decision Maker Ideal Customer Profile Buyer Software 62

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. Equipping your reps to execute.

Sales Process 48

Sales Process Cold Calling Call-back Cancellation 48

LeadFuze

APRIL 23, 2019

And to win it, savvy strategists lead on three pillars in sales: Creativity. Implementing these features to sales content, you build emotional connections with consumers. Pro tips for writing stellar headlines: Make them around 8-12 words. So why make it difficult for them to scan and digest your sales content?

Marketing 74

Marketing Lead Rank Lead Scoring Consumer 74

SendBuzz

APRIL 27, 2023

Just by using emails, you can get the desired sales that you want. Will they answer back? While waiting for the prospect to reply is not easy, but when you do receive a reply and its positive boost the motive of your sales reps. It’s obvious that not every cold email you send will get you a client or sales.

Email Marketing 52

Email Marketing Marketing Campaigns Advertising 52

Nutshell

DECEMBER 8, 2023

For sales professionals, business card scanner apps that automatically transfer contact info to your CRM are much more useful than hardware devices that only generate and store images. Are you capturing it properly? We’re long past the days when each business card was treated as a collector’s item.

CamCard 123

CamCard Hubspot SalesForce CRM 123

Sales Hacker

JULY 15, 2019

Cold email is like door-to-door sales. You’re going to get a lot of no’s. Unless, that is, you learn how to write cold emails that actually convert. Keep reading to get 25 cold email tips — in 4 areas of mastery — that you can start using today: Cold email tips: the basics. Cold email tips for writing a better email. Let’s dive in, shall we?

Lead Rank 92

Lead Rank eBook Campaigns Lead Scoring 92

Zoominfo

SEPTEMBER 7, 2021

Yet, historically, getting the CEO, CFO, or even the CTO to engage early in the sales process—if at all—has been a long shot. Yet, historically, getting the CEO, CFO, or even the CTO to engage early in the sales process—if at all—has been a long shot. We all know the residents of the C-suite hold the real power in their organizations.

Decision Maker 259

Decision Maker Analysis ROI Sales Meeting 259

Nutshell

DECEMBER 8, 2023

For sales professionals, business card scanner apps that automatically transfer contact info to your CRM are much more useful than hardware devices that only generate and store images. Are you capturing it properly? We’re long past the days when each business card was treated as a collector’s item.

CamCard 62

CamCard Hubspot SalesForce CRM 62

Zoominfo

MAY 1, 2020

says Director of Sales Michael Veschio. A lot of companies struggle to get prospects to show up to sales demos. Effective salespeople focus on solution sales instead, which includes a thoughtful demo process that addresses issues specific to the customer. Software Sales Demo Tips & Best Practices.

Software 236

Software Software Lead Rank Top of Funnel 236

Sales Hacker

FEBRUARY 19, 2019

Outreach’s annual sales industry summit, Unleash, has a speaker lineup for 2019 that is absolutely packed with genius-level sales insights. It just so happens that many of the speakers (26 of them, actually) are also some of our favorite Sales Hacker contributors! Think of this as a sneak-peek of what’s coming up at Unleash ‘19!

Webinar Metrics 11

Webinar Metrics Cold Calling Marketo Hiring 11

DiscoverOrg Sales

MAY 29, 2019

says Director of Sales Michael Veschio. A lot of companies struggle to get prospects to show up to sales demos. Effective salespeople are focused instead on solution sales : A thoughtful sales demo process that addresses issues specific to the customer. Watch it: How to Crush Your Sales Demo in 3 Easy Steps!

Software 198

Software Software Decision Maker Lead Rank 198

Gong.io

SEPTEMBER 19, 2018

This is it – the 52 best sales book you’ll ever read. Of all the different types of books I read, sales books have probably been the most common (though I spend a lot of time reading books that have nothing to do with sales, which has tremendous value). The Challenger Sale.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111

Close.io

DECEMBER 23, 2019

Another year is in the books—so it’s time to ready your sales game-plan for 2020. In this post, we look back at the sales posts and topics that sparked the most engagement in 2019. As you devise your own sales approach for the next year, incorporate the outreach , negotiation , and sales development tactics shared below.

B2G 89

B2G Outbound Government Sales Forecasts 89

Nutshell

APRIL 17, 2020

Featuring live presentations from some of the brightest minds in sales, marketing, and customer retention, the event was a massive step forward from the first BOUNDLESS show back in February 2019 , both in terms of production value and attendance. If you missed it, watch the full replay here.). KRISTEN GRAY, CUSTOMER SUCCESS MANAGER.

Conference 126

Conference Top of Funnel Promotion Social Media 126

PandaDoc

APRIL 25, 2023

When you have loyal customers, you’re likely to have lower customer acquisition costs (CACs), better sales figures, and higher customer lifetime values (CLVs). Let’s look at how CRM tools can help your sales process, as well as what the best sales CRM systems available on the market in 2023 are. These can include: 1.

Software 52

Software Software CRM Lead Rank 52