Understanding the Sales Force

MARCH 13, 2024

He started strong which you can see here. While RFPs aren’t going away, there are two ways that salespeople can approach them: Passively – in this capacity, they are nothing more than facilitators, waiting for an RFP to drop in their inbox, so they can get it off to the folks who write the proposals.

Decision Maker 170

Decision Maker Proposal Distribution Territories 170

SalesFuel

APRIL 17, 2024

Using video in social selling can boost engagement across social networks. Thanks to the shareability of video, and the continued use of social, combining the two is a smart choice. “It And, Sell With Social points out , “videos allow viewers to see and hear from you, fostering a stronger personal connection.”

Social Selling 112

Social Selling Video Social Media Face-to-face 112

Bernadette McClelland

MARCH 30, 2023

And during those 12 months, we have been asked these 7 questions many times over: 'How did you just up and move?' How could you leave your kids and your new grand-daughter?' What possessed you to sell everything?' What made you move halfway across the world at YOUR age?' 'Did Did you have a plan?'

Networking 397

Networking Licensing Up-Sell Banking 397

SalesFuel

MARCH 29, 2024

Two out of every five visitors to the average website experience frustration. Focusing on providing valuable website content marketing will not only drive website interaction, it can also drive traffic. A previous SalesFuel blog based on data from WordPress VIP says you can find that information by looking at your client’s search data.

Conversion 98

Conversion Marketing Ideal Customer Profile Consumer 98

The Pipeline

SEPTEMBER 21, 2021

They not only do things differently and better, but start with a different vision, view if you will. Here we will look at two aspects of the same attribute, the ability to be “where the buyer is at.”. This can be a million places based on industry, geography, and other basic demographics, again there are loads.

Buyer 345

Buyer Demographics Video Territories 345

Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. When I’m interviewing sales reps, this is my favorite question.

Face-to-face 254

Face-to-face Gatekeeper How To Sales Qualified Lead 254

No More Cold Calling

JUNE 24, 2021

After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. I’m going to answer them right now. In no particular order, here are the most common referral selling questions I hear … 1. That would blow the trust you’d cultivated and embarrass you to no end.

Referrals 256

Referrals Outsourcing Services Sales Outsourcing Meeting 256

The Pipeline

JANUARY 14, 2020

And when you think about it, we are a car culture, and in addition to going from point A to point B, we do other things in the car. In driving nightmares like Toronto, sitting in traffic, you have a lot of time to think. It is also true that you want to talk about things other than product. One of those is thinking.

Lead Rank 250

Lead Rank Lead Scoring Buyer Objections 250

The Pipeline

OCTOBER 4, 2021

Taking a bit braver approach, translating data into questions, then leveraging the response to educate the buyer. Simply saying you grind 22% more/faster, or the average amp doesn’t go to 11, hardly engages a prospect. Remember, you prepared for this meeting, (let’s say), they have not. And that comes through your questions.

Data 368

Data Objections ACT Lead Rank 368

Sales and Marketing Management

FEBRUARY 23, 2020

Memory doesn’t just keep track of the past; it helps you navigate the future. So, if you want to persuade your buyers to act in your favor, you need your content to stick in their minds?—?you you need your message to become part of their memory. What are the two opposing colors in the game of chess?

Intent 296

Intent ACT Influencer Call-back 296

SalesProInsider

AUGUST 18, 2023

The two words you should never say or ask when a prospective client shares a concern, an objection, or an unfavorable decision. Roll – Roll into an Acknowledge, Ask, and Answer strategy. For example, “I appreciate you sharing that you see time constraints for getting started.” Just acknowledge that you heard them.

Opportunity 112

Opportunity Intent Objections Face-to-face 112

Partners in Excellence

FEBRUARY 17, 2024

These tend to fall into two categories: “Mis-diagnoses,” incorrectly identifying the problem/solution; and Missed Diagnoses, not recognizing that something might be changed or improved. Missed diagnoses can fall into several categories. Both concepts are hugely important, so I need to separate writing about them.

Face-to-face 107

Face-to-face Opportunity Education Customer 107

The Pipeline

FEBRUARY 15, 2022

Last week I kicked off a two part look at questions you should be asking your pipeline. If it answers run. But the questions, posed to yourself, are about planning activities based on the state of your pipeline. Sales is an emotional game, especially if you are selling to people in status quo.

Pipeline 188

Pipeline Video Opportunity Up-Sell 188

Janek Performance Group

APRIL 18, 2024

I want to see you.” For outbound calls, know the client you are calling. Prepare what you want to say. You have seconds to get to your purpose. For inbound calls, imagine customers with problems hearing a genuine “How can I help?” No one will see you. You don’t have time to waste. Watson, come here.

Training 62

Training Outbound Inbound Benefit 62

Zoominfo

JULY 1, 2020

Trying to communicate with someone who speaks a different language can be difficult. This can make alignment between the two difficult. And using it collaboratively can help alignment and improve go-to-market results from a campaign planning standpoint. I’m here to tell you you’re wrong. What is data collaboration?

Data 246

Data Intent Data How To Intent 246

Partners in Excellence

AUGUST 18, 2021

.” As sales people, there are dozens of acronyms, if any are applied, you have a “qualified deal.” These can be helpful if applied, but too often, sales people don’t apply them in a disciplined fashion. ” And the customer may not know this answer! They will wander, get lost, diverted and never buy.

Ideal Customer Profile 165

Ideal Customer Profile Outsourcing Services Customer Enterprise 165

Selling Essentials RapidLearning Center

MARCH 19, 2024

When coaching employees, was there ever a time when you feel you did most of the talking? Maybe you did. But it can derail a coaching session. If the coachee feels you are rushing in to talk all the time, they may well subside into silence or monosyllables.

Coaching 52

Coaching Journal Face-to-face Education 52

Selling Essentials RapidLearning Center

MARCH 19, 2024

When coaching employees, was there ever a time when you feel you did most of the talking? Maybe you did. But it can derail a coaching session. If the coachee feels you are rushing in to talk all the time, they may well subside into silence or monosyllables.

Coaching 52

Coaching Journal Face-to-face Education 52

Hubspot Sales

MAY 12, 2023

How do you prepare for a test when you don’t know what questions they’ll ask? Fortunately, most hiring managers stick to many of the same executive assistant interview questions and themes. In my interview, one of his first questions was, “How do you feel about [gesturing at his desk covered in papers] this?”

Hiring 103

Hiring Examples Social Media Software 103

Sales Hacker

DECEMBER 20, 2023

At the end of every weekly podcast episode, host Scott Barker asks guests the same two questions. Today, you’ll hear the compilation of their responses to one of the questions. Spoiler alert: you’ll get to tune into the other question next week, which is slightly spicier as it’s full of hot takes.

Intent Data 93

Intent Data Intent B2B Data 93

The Sales Hunter

JUNE 14, 2019

What level of risk are you willing to take? What are you doing to nurture your network? It’s amazing what you can achieve when you address those three questions. Average is what other people do, but it’s not what you do. Average is what other people do, but it’s not what you do.

Networking 182

Networking Motivation Follow-up Meeting 182

Hubspot Sales

APRIL 4, 2023

When people think of consulting interviews, they immediately think of case study questions. You know the ones: you're given a hypothetical problem and asked to analyze the situation and recommend a solution. You also need to answer behavioral questions that assess your experience, skills, and fit for the job.

Face-to-face 95

Face-to-face Lead Rank Lead Scoring Positioning 95

Hubspot Sales

MARCH 16, 2023

So when interviewing to fill that position, you should expect questions to be just as thorough. Your interviewer will be asking questions that encompass all these responsibilities and more. General Account Executive Interview Questions Expect the interview to start with simple questions. Why do you want this role?

Account 91

Account Hiring Remedy Education 91

PandaDoc

MARCH 6, 2024

With that being said, we’re also seeing a boom in AI tools in the market these days — so the questions that remain are: Which AI tools are actually a necessity vs. which ones are a fad? What AI technology do you need for your organization, and for which use cases? How can you benefit from these tools (especially as a small business)?

Tools 97

Tools Video Government Social Media 97

Alice Heiman

MAY 10, 2022

Having a sales goal is important, but a sales strategy doesn’t start with the number of sales you need to hit your goal. It’s the strategy that allows you to hit the goal. . Set yourself up for #success by answering these 6 questions to ensure you hit your sales #goals! Answer These Questions!

Strategy 140

Strategy Buyer Persona Lead Rank Lead Scoring 140

Partners in Excellence

MARCH 8, 2024

But I decided to do an experiment, I asked ChatGPT to put herself in the role of a seller, answering the question (I actually created several scenarios–a seller, a high performing seller, a manager. The answers weren’t too different). Dave: I’m posing the question, “Why are you so interested in selling?”

Incentives 77

Incentives Incentive Compensation Salary 77

Hubspot Sales

OCTOBER 24, 2023

Interview anxiety is real and can easily shake your confidence. To help you ace your interview, we’ve curated this massive list of interview tips to win over your interviewers with a smile and a stellar conversation. These six essential guidelines will prepare you for any interview scenario and set you up for continued success.

Face-to-face 86

Face-to-face Positioning Trends Research 86

Alice Heiman

NOVEMBER 1, 2023

After building and exiting two Blue Ocean startups that, in her own words, were painful, my guest, Melissa Kwan, figured it out. “It’s important to know what you want to do, but even more important to know what you don’t want to do. But these aren’t things that you just know right off the bat.

Webinar Metrics 91

Webinar Metrics Real Estate Lead Rank LinkedIn 91

Partners in Excellence

NOVEMBER 30, 2023

The author started with the concept she had been taught, “Make it about the customer, tell them how you want to learn more about them, their strategies, and challenges.” As far as I can tell, she has never looked at our website, which would also give her more insight in “learning about your company.”

Company 102

Company Ideal Customer Profile Scale Construction 102

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Lead Rank 102

Lead Rank Lead Scoring Ideal Customer Profile Customer 102

Hubspot Sales

MAY 17, 2023

Executives can make or break your company. As a result, the right executive interview questions are critical. The questions let teams understand how executives think, where they take action, and what they see as their role within the company. What are executive interview questions? Personality Interview Questions 1.

Hiring 82

Hiring Motivation Face-to-face Examples 82

Allego

DECEMBER 20, 2022

Have you heard? When the company released a beta version two weeks ago, it racked up more than a million users in the first five days. You may have seen the headlines: “Why Everyone’s Obsessed With ChatGPT, the Mind-Blowing AI Chatbot” – CNET. You can read more about this here. So what’s the big deal?

How To 116

How To Lead Rank Face-to-face eBook 116

Partners in Excellence

NOVEMBER 3, 2023

” If you aren’t watching it, you should. Do they even have Venmo or Paypal accounts so they can pay each other? Perhaps doing things humans can’t easily do. Perhaps doing things humans can’t easily do. Perhaps to enable humans to spend their time on doing things that only humans can do.

Study 107

Study Exercises Groups Tools 107

Gong.io

SEPTEMBER 17, 2021

Here are 8 sales closing questions that are 0% closing gimmicks and 100% effective. Here’s what that sounds like: You: “Are you ready to move forward with our sales proposal ?”. Here’s what that sounds like: You: “Are you ready to move forward with our sales proposal ?”. Question #1: Confirm Timing.

Closing 118

Closing Proposal Call-back Buyer 118

Julie Hanson

OCTOBER 25, 2023

This passivity can be a challenge for salespeople – especially since more engagement typically produces a more successful outcome. To avoid this, many salespeople prematurely answer their own questions, setting a dangerous precedent. However, embracing the pause can be a powerful tool for enhancing engagement.

Meeting 71

Meeting Face-to-face Real Estate Influencer 71

Hubspot Sales

APRIL 26, 2023

After all, you've spent time, energy, and resources building a relationship — and giving up means you have nothing to show for it. But in the long run, having a pulse on when to walk away and disqualify leads will help you refine your efforts and make you a much more efficient, effective salesperson.

Prospecting 112

Prospecting Decision Maker Lead Rank Lead Scoring 112

Pipeliner

OCTOBER 30, 2023

Basics of Character I previously wrote an ebook , Who Are You? I highly recommend you read it. Who Are You? In that character is one’s destiny, you can see how vital character traits are. Let your conversation be always full of grace, seasoned with salt, so that you may know how to answer everyone.

Exercises 64

Exercises Call-back eBook Lead Rank 64