The Digital Sales Institute

MARCH 12, 2024

So, for salespeople to cater to the modern buyer, they’ll need to master using soft sales skills such as empathy in sales conversations. The Social Proof Close This closing technique uses case studies, independent research, customer testimonials and success stories to build trust and credibility.

Closing 52

Closing Objections Buyer Proposal 52

Highspot

JULY 6, 2023

These findings highlight the need for salespeople to monitor and adapt to the constantly evolving business landscape, honing the necessary skills of the moment. How Does Sales Enablement Enhance Sales Skills and Sales Techniques? It includes mastering product knowledge and refining communication skills.

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

Highspot

JANUARY 9, 2024

Each stage requires specific selling skills to satisfy prospect needs. It’s about refining those essential skills that build relationships and turn prospects into customers. Incorporate interactive exercises and real-world materials like role-playing and case studies to improve the learning experience.

B2B 52

B2B Training Top of Funnel B2C 52

Sales Hacker

FEBRUARY 17, 2021

As my product knowledge increased and selling skills became more polished, I felt I could really own the deals in my pipeline – proving to myself that I could win deals solo. You could leverage tools like Strengths Finder or simply list them out. First, identify your team member’s strengths and weaknesses.

Energy 121

Energy Up-Sell Call-back Case Study 121

Allego

APRIL 21, 2022

Mastering virtual selling skills. With the right strategies, tactics, and solutions, however, you can overcome those obstacles and help your reps master their hybrid selling skills. Conversation Intelligence is an AI-powered tool that records and analyzes sales calls and makes content recommendations.

Hiring 71

Hiring Video Distribution Buyer 71

Mindtickle

DECEMBER 5, 2016

During her presentation, she explained how she has changed the sales onboarding for new Google sales reps from a pure online and self-serve experience to interactive and case-study based training. Reps face many surprises in real life, so how can you add those dynamics during onboarding?

Google 52

Google LinkedIn Hiring Company 52

Mindtickle

DECEMBER 4, 2016

During her presentation, she explained how she has changed the sales onboarding for new Google sales reps from a pure online and self-serve experience to interactive and case-study based training. Reps face many surprises in real life, so how can you add those dynamics during onboarding?

Google 52

Google LinkedIn Hiring Company 52

Highspot

APRIL 14, 2023

Sales managers will train and certify sellers on new selling skills, yet find that these skills aren’t being used when engaging with customers. Build a robust, customizable sales content and training library for your sellers to easily find case studies, playbooks, and templates that address their specific needs. “I

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

Sales managers will train and certify reps on new selling skills, yet find that these skills aren’t being used when engaging with customers. Build a robust, customizable sales content and training library for your reps to easily find case studies, playbooks, and templates that address their specific needs. “I

Training 52

Training Scale How To Hiring 52

The ROI Guy

JANUARY 11, 2017

The facts are that: Customers will significantly delay decisions and won’t get to “Yes” unless you help them understand and quantify your differentiating value Sales will struggle in communicating and quantifying your unique value without your providing provocative value messaging, tools and consulting support.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Highspot

JANUARY 3, 2024

Solution: Differentiation can be achieved by highlighting unique features, showcasing success stories or case studies, and clearly understanding how your product solves specific problems that competitors might not address. Solution: Sales managers can streamline administrative tasks through automation tools.

Closing 52

Closing Training Lead Rank Negotiation 52

Emissary

JANUARY 23, 2023

Account plans serve as an excellent transition tool to transfer insights. Equip your team with skills, knowledge, and tools. Build a repository where you can share decks, case studies and other sales content. (If Bone up on call skills and coaching. Double down on account planning.

Top of Funnel 52

Top of Funnel Hiring Face-to-face Account 52

The Brooks Group

MAY 16, 2018

What many technical sales reps lack is the consultative selling skills needed to identify what a buyer wants and needs, and translate product features into benefits that align with those wants and needs. They’ll understand their “default” communication style—and how they can adapt it to be more effective in a selling situation.

How To 40

How To Engineering Case Study Face-to-face 40

Vengreso

JANUARY 21, 2020

These tools allow B2B buyers to perform more research and move further along the buyer’s journey before engaging with a salesperson. Instead, effective social sellers are consistent in their approach to sharing both company content, such as blogs, whitepapers, podcasts, and case studies, and third party content from reputable sources.

Social Selling 88

Social Selling Strategy Social Media Buyer Persona 88

Klozers

JUNE 10, 2014

If a sales person was to spend the same time working with your Marketing department, to develop a customer testimonial or creating a case study, this material could be used again and again in many different ways, that could generate interest from a much larger audience via the web.

Cold Calling 48

Cold Calling Sales Qualified Lead Call-back Case Study 48

SalesLoft

MARCH 8, 2016

a profitable way of running a business through process, tools, content, and skills. That is the real art of selling.” Modern SDRs need the skills to have these sincere conversations, and those skills are tiered to match the quality of their selling insights. This generation is Inside Sales 2.0,

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Buying Cycle Account 52

Allego

FEBRUARY 6, 2024

Leverage Technology: Choose the right tools to elevate the digital buying experience. This reduces manual tasks, ensures data accuracy, and optimizes time, allowing teams to focus on selling. This reduces manual tasks, ensures data accuracy, and optimizes time, allowing teams to focus on selling.

Ideal Customer Profile 71

Ideal Customer Profile Lead Rank Lead Scoring Webinar Metrics 71

Vengreso

MARCH 2, 2021

It means using every sales strategy, every tool and every channel to engage and connect with prospects. Modern sellers must develop social selling skills and learn how to use video for sales. That includes social media, personalized video, text messaging, AI, and other tools. Omnichannel Prospecting.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Emissary

AUGUST 29, 2022

Shift the perception from Emissary being “a tool to buy meetings” to “a tool to gain account intelligence.” If you use formal opportunity or account planning tools, help sellers see how Emissary intelligence fuels those methodologies. 1:1 interactions can be a valuable tool for penetration, deal and expansion strategies.

Report 52

Report Hiring Case Study Infusion 52

Highspot

DECEMBER 5, 2023

And though this method is perhaps more nuanced than the usual cut-and-dried sales practices, some market trends indicate consultative selling skills are 100% worth the extra effort. In fact, as far back as 2016, buyers were already expressing a preference for collaborative sales experiences without the standard “hard sell” tactics.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Mindtickle

SEPTEMBER 13, 2023

Consultative selling requires the right tools and technology. They can also use this software to deliver continuous learning to ensure reps have the skills they need – whether their sales interactions are in the field or virtual. You may even have a case study focused on how a similar company overcame a similar problem.

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59

Mindtickle

FEBRUARY 3, 2022

It ensures sellers have all the information and tools they need, plus the essential sales skills and behaviors to go into any sales conversation with any customer, fully prepared. They document these skills in an ideal rep profile to set the baseline against which reps’ knowledge and capabilities are measured. Build knowledge.

Sales Enablement 52

Sales Enablement Remedy Case Study Exercises 52

Janek Performance Group

JANUARY 24, 2022

For sellers, it’s their core selling skills. Your experience is a great tool for overcoming a sales slump. Here are eight ways to break a sales slump: Focus on the Fundamentals. In all professions, the best master their fundamentals. For basketball players, it’s dribbling and footwork. Learn From Experience.

Lead Gen 116

Lead Gen Social Media Face-to-face Networking 116

Mindtickle

JUNE 21, 2023

Tactics employed include personalized demos, free trials, case studies, pricing discussions, and contract negotiations. It serves as a powerful tool for optimizing sales strategies, improving customer interactions, and driving overall sales performance.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Gong.io

MARCH 11, 2021

The above are 3 actual headlines from Gong case studies. When we started Gong in 2015, our intent was to provide sales teams — VPs, managers, and reps alike — with the necessary tools to (a) make their people better, (b) execute on deals / save at-risk deals, and (c) better understand their market. It’s not easy.

Churn 62

Churn Customer Hiring Case Study 62

Mindtickle

NOVEMBER 2, 2023

In fact, asking the right questions is a critical selling skill. Active listening is another key selling skill. For example, a case study can help a prospect understand how your solution helped a company overcome challenges similar to theirs. You may have to ask additional questions to gain clarity.

Solutions Selling 59

Solutions Selling Ideal Customer Profile Sales Methodology Consultative Selling 59

Highspot

NOVEMBER 1, 2022

And though this method is perhaps more nuanced than the usual cut-and-dried sales practices, some market trends indicate consultative selling skills are 100% worth the extra effort. In fact, as far back as 2016, buyers were already expressing a preference for collaborative sales experiences without the standard “hard sell” tactics.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

The ROI Guy

OCTOBER 5, 2011

A Demand-Gen Report interview with Thomas Pisello, The ROI Guy, Chairman & Founder of diagnostic / ROI sales tool provider Alinean Inc. In order to “fight” Frugalnomics and maintain sales effectiveness, sales needs to be armed with a new value-oriented, consultative methodology, training and tools.

Sales Enablement 45

Sales Enablement Report Tools ROI 45

BrainShark

JULY 20, 2022

Many tools for creating and distributing training require advanced technical skills to generate new materials. However, most video coaching tools provide a very limited assessment of reps’ performance. Case Study: How Scantron keeps a distributed sales team prepared with Brainshark. SalesHood.

Distribution 62

Distribution Sales Enablement Coaching Video 62

Mindtickle

JANUARY 25, 2021

You have to help them build their mindset and skillset so they have hardened muscles in terms of the core selling skills and habits that apply to greater influence in a virtual world. What does a tool like this mean for you? What does it cost you not to have this tool? The perfect sales meeting. Apply to the real world.

Sales Meeting 94

Sales Meeting Meeting Buyer Face-to-face 94

Vengreso

JANUARY 24, 2022

Plus, he announced a new tool Vengreso created to help sellers, business owners and sales team deploy a consistent message throughout the sales organization. That’s why we must teach sellers social selling skills , including how to personalize their messaging, bring value and add the right CTAs to their sales messages.

Conversion 104

Conversion Prospecting Sales Methodology Referrals 104

Vengreso

JANUARY 24, 2022

Plus, he announced a new tool Vengreso created to help sellers, business owners and sales team deploy a consistent message throughout the sales organization. That’s why we must teach sellers social selling skills , including how to personalize their messaging, bring value and add the right CTAs to their sales messages.

Conversion 104

Conversion Prospecting Sales Methodology Referrals 104

Hubspot Sales

JANUARY 22, 2018

Because each organization is unique, Sales Readiness Group uses pre-training consultation and customized case studies and exercises to ensure the content is as applicable to participants as possible. Richardson’s Consultative Selling Skills. Vendor: Richardson. Location: On-site training paired with online platform.

Training 145

Training Vendor Top of Funnel Workbooks 145

LeveragePoint

APRIL 17, 2019

Given these origins in crisis, value selling is often characterized in its early stages by the following tendencies: Value selling is primarily reactive to customer demands, not proactive. Value selling is only deployed late in a sales cycle. Strong value selling skills are, at best, limited to a few members of the sales team.

Sales Process 22

Sales Process Case Study Sales Cycle Engineering 22

LeveragePoint

APRIL 12, 2019

Skilled sales teams are increasingly unnecessary to configure a buyer’s solution or quote on it , except when online configuration and pricing tools are incomplete or too complicated to use. Richardson’s top 5 skills: Delivering a Compelling Value Proposition. Support a buyer’s business case to buy.

Buyer 22

Buyer Case Study Marketing B2B 22

LeveragePoint

NOVEMBER 27, 2019

However, the majority of sales reps don’t do this naturally, and investing in training and tools to assist them is a necessary first step to solving this. The good news is that positively impacting the Value Selling skills of the middle of your salesforce will provide the greatest revenue boost possible….and

Data 26

Data Case Study Survey Study 26

Mindtickle

JANUARY 25, 2021

You have to help them build their mindset and skillset so they have hardened muscles in terms of the core selling skills and habits that apply to greater influence in a virtual world. What does a tool like this mean for you? What does it cost you not to have this tool? The perfect sales meeting. Apply to the real world.

Sales Meeting 52

Sales Meeting Meeting Buyer Face-to-face 52