Rob Jolles

MAY 6, 2022

Listen to some of the greatest sales people, and although I’m sure you’ll be impressed with their ability to ask questions and engage with their customers, I’m typically more impressed with the timing that’s being used to make those questions work. The fact is, timing really is everything, but not in the fate versus reality perception.

Proposal 52

Proposal Follow-up Up-Sell Call-back 52

Hubspot Sales

MAY 29, 2019

If you're in sales or marketing, I'm willing to bet you answered 'no' to that question. A group scheduler will enable you to mitigate unnecessary back-and-forth emails, and ultimately reduce friction in your workflow. Nowadays, a good scheduler has powerful sales integrations. Sales automation tools (ex.

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Groups Tools Outsourcing Services Hubspot 129

The Spiff Blog

JUNE 8, 2023

Here’s a scenario that any salesperson can relate to, whether they’re an entry-level sales rep or an expert seller with decades of experience: a prospect demonstrates interest in a product, responds to inquiries with enthusiasm– and then, out of nowhere, they disappear. What’s wrong with “touching base” with cold prospects?

Prospecting 72

Prospecting Top of Funnel Follow-up Face-to-face 72

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

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

Sales and Marketing Management

SEPTEMBER 1, 2017

Are you that business pro who just thought of this incredible way to get a load of new business? I’m a huge fan of the trend to animate our sales and marketing stories. Many of these pros are voiceover artists who have worked on-camera. Author: Dan Seidman Testing and launching your brilliant ideas. An image that pops?

Video 136

Video Face-to-face Promotion Resources 136

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.

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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

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

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.

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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. .

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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

Crunchbase

JANUARY 7, 2021

This article addresses ways to bring back prospects who stopped interacting and offers creative ideas on how to warm up, re-engage, and reconnect with cold leads. In sales, creativity is the only way to stand out from your peers and competitors who are all doing the same thing. Discover new prospects with Crunchbase Pro – try it free.

Prospecting 109

Prospecting How To Scale Social Media 109

Hubspot Sales

JULY 17, 2019

Here’s a question: How should sales teams spend their time? A full 21% of their day is spent writing emails, 17% is spent entering data, 12% is going to internal meetings, and another 12% is spent scheduling calls. Decrease the time spent on “non-sales” tasks, or better yet, automate them. Sales Force Automation Examples.

Exact 95

Exact Lead Rank Lead Scoring Hubspot 95

Nutshell

AUGUST 23, 2019

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 collector’s items. Skip ahead to: CRM business card scanners.

CamCard 93

CamCard CRM Hubspot SalesForce 93

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

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.

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B2G Outbound Government Sales Forecasts 89

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.

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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.

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Proposal Closing Follow-up eBook 64

Pipeliner

AUGUST 20, 2021

The sales process in B2B is not self-sufficient. In addition to the sales team’s efforts, certain tools are also required to achieve the main goal. In addition, you should use automated sales management tools as often as possible. SaaS B2B Sales. All of these should ultimately lead to increased profits.

Inside Sales 98

Inside Sales B2B Tools Top of Funnel 98

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

Hubspot Sales

JULY 14, 2020

Now go ahead and put your salesperson hat back on so we can talk about what it means to be a sales industry influencer. Wonder what it takes to become a sales industry influencer? If you’re relatively new in your sales career, that doesn’t mean you can’t build influence from where you are. Are you a SaaS pro?

Influencer 82

Influencer Industry Hiring Social Media 82

Gong.io

JULY 18, 2022

Too often, sales reps jump straight into their pitch without even considering their prospects’ needs or asking what they’re looking for. And in most cases, that’s a losing sales strategy. Solution Selling is a customer-centric sales methodology. Instead, it takes a more consumer-centric approach to sales. .

Solutions Selling 62

Solutions Selling Ideal Customer Profile Outsourcing Services Sales Methodology 62

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.

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Conference Top of Funnel Promotion Social Media 126