Understanding the Sales Force

AUGUST 25, 2022

If you don't enjoy reading my baseball analogies, you can ignore this but I must warn you that today's analogy will reveal the two underlying causes for sales opportunities getting stuck in the pipeline and not reaching a close. If you don't care about that then bye-bye until the next article.

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MTD Sales Training

FEBRUARY 11, 2020

Below are three powerful closing questions that will ease the tension and help you maintain the flow of your sales interaction as you begin to ask for the order. #1 Try these five closes sometime soon and see if there are improvements in your confidence and closing rates. 1 – “Does that make sense for your business?”.

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Anthony Cole Training

MAY 21, 2021

We recorded a video on Laying the Foundations for the 8 Steps to More Effective Closing to close more business more quickly with higher margins. And we talked about the foundation. Today we are going to get into the actual 8 Steps of Becoming an Extraordinary Closer.

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Sales and Marketing Management

APRIL 30, 2021

Until the pandemic is over (and maybe beyond that) businesses must adopt new strategies to close sales deals. The post How to Keep Closing B2B Deals Amidst the Pandemic appeared first on Sales & Marketing Management.

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Steven Rosen

JULY 15, 2020

If you want to close the gap you need to act now! If you want to close the gap, you and your team need a sense of urgency, a plan, and you need to execute the hell out of that plan. 3 Steps to Close the Gap. Close the Gap: This year will go down as a crazy one. For most businesses, the first half of 2020 is a write-off!

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Closing Territories Sales eBook 306

Sales and Marketing Management

JUNE 19, 2023

The post How to Reinvigorate Sales Staff to Close More Deals in Tough Times appeared first on Sales & Marketing Management. With the right strategies, leaders can empower their teams to deliver their best performance. Here are some proven approaches.

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MTD Sales Training

OCTOBER 31, 2018

Your closing presentation didn’t quite work. Your first choice statement (Close A) has been met with reluctance from the prospect because of high risks involved. Your Close B has given them food for thought and enabled them to weigh up the consequences of the delay for their business. It’s all going so well. Happy Selling!

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Hubspot Sales

MAY 24, 2023

A closing call is like the finish line of a marathon. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. The closing call is all about controlling the controllable. In this article: What is a closing call? Why is the closing call so important?

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Closing Prospecting Hiring Call-back 101

Grant Cardone

AUGUST 16, 2023

Ever since I discovered that stat, I have been able to close more deals than ever before. Now, I will let you in on it and how you can use it in your sales process… The 57% Rule As I mentioned earlier, I discovered […] The post Use THIS Stat to Close More Deals appeared first on GCTV.

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Steven Rosen

JUNE 3, 2020

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? 5 Things Sales Managers Can do to Close the Sales Gap. Sales coaching is a pivotal factor in closing the sales gap. With fewer months to achieve your objectives, flawless execution becomes much more critical to close the sales gap.

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Sales Leadership Sales Closing Sales Coaching 394

Sales and Marketing Management

MARCH 6, 2023

The post How to Close More Deals With a Robust Referral Program appeared first on Sales & Marketing Management. Customers have more impact on brand image than ever before. Using a referral program will bring customers into the loop of helping you grow your business.

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Mr. Inside Sales

MAY 21, 2022

If you get this objection—while closing or qualifying—then the worst thing you can do is try to answer or overcome it. The reason this technique—among others you’ll learn in my on-demand training—took my sales career to a new level is because by using it I avoided talking past the close and chasing what wasn’t even the real objection!

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Closing Training Sales Inside Sales 156

Hubspot Sales

SEPTEMBER 11, 2023

When you’re working deals, mastering the art of closing is essential. However, the pressure associated with a traditional closing approach can be daunting, especially for new sales representatives. Introduce your closing strategy in the first sales meeting. What’s a tried-and-true way to get there? Fear of Rejection.

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Closing Strategy Sales Process Sales 102

Sales and Marketing Management

MARCH 14, 2022

The post 5 Ways Marketers Can Close the Engagement Gap with Sales Enablement appeared first on Sales & Marketing Management. The answer lies in building a full-scale, comprehensive sales enablement strategy.

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Zoominfo

AUGUST 11, 2021

It’s what keeps your sales team organized and focused on managing opportunities to close deals. The outcome is always the same, too: low close-won rates and slow growth. It shows where leads and opportunities are in the sales cycle, from prospecting and first approach to discovery and (hopefully) closed-won. Closing the Deal.

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Pipeline Top of Funnel Closing Sales 217

The Pipeline

FEBRUARY 12, 2019

Salespeople are preoccupied with closing; makes sense, that seems to be where the pay-off is for everyone, at times even the prospect. However, the biggest challenge most sales organizations have is not closing but opening. One challenge is that most salespeople do not know what they “need” to close to make quota.

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Zoominfo

MAY 7, 2021

The nickname was his team’s way of both cheering him on and also playfully acknowledging the elephant in the room: He wasn’t closing any deals (or, in other words, he — despite his last name — “was not yet a lion”). Fast forward seven years later, and Lyon has just closed the biggest deal in ZoomInfo history: an eight figure deal.

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Engage Selling

JANUARY 25, 2022

If you want to close more deals faster, it’s important to make your buyer part of the solution. Primarily, they want to co-create the solution with you and be a part … Read More » The post Close More Deals With This Strategy first appeared on The Sales Leader. Confused about what this means, exactly? Let me explain.

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Closing Strategy Buyer Exact 159

Marc Wayshak

JANUARY 26, 2023

Don’t you just hate it when the sale seems to be going well…but at the end, the close ultimately proves elusive ? It might seem like the end of the sale is the key moment to close the deal. But in reality, the earlier part of the sales conversation is what ultimately results in a closed deal—or not. Check it out: 1.

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Closing Sales Case Study Prospecting 113

The Center for Sales Strategy

APRIL 24, 2023

For any sales manager, it's incredibly frustrating when their salespeople don’t seem to be able to close the deal. Here's our breakdown on how you can help your team move past these sticking points and finally start seeing those eagerly awaited closed deals!

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The Pipeline

OCTOBER 19, 2021

Because most salespeople are quota drive, they get distracted by close dates. They forget that there is no getting to closed without the journey. The post There Is No Getting To Closed Without The Journey appeared first on TiborShanto.com. It is all a question of what you focus on. Getting From Now To Then.

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Closing Quota SME Prospecting 188

Zoominfo

DECEMBER 28, 2020

By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. Read on to discover how your marketing and sales teams can close more leads by recognizing and responding to prospects’ buying signals. Sales then gets qualified leads they can close sooner.

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Lead Rank Intent Data Closing Buyer Intent 309

DiscoverOrg Sales

SEPTEMBER 4, 2018

Closing should be a win for both sides. Hubspot details this sales closing technique with a few questions: Ask your prospect: “Think of a scale of 1 – 10, where 1 is ‘I would NEVER buy from you’ and 10 is ‘I wish you sold more so I could KEEP buying from you!' Being OK with Walking Away. Van Leuven agrees.

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Closing B2B Sales Decision Maker 286

Zoominfo

JULY 12, 2021

Imagine your sales team is extremely close to signing an important deal with a prospect. It’s time to bring in your CEO to close the deal. Case in point: This past Memorial Day, a sales team at ZoomInfo had a closing that looked to be in jeopardy. “[The Why Bring in the CEO. When to Bring in the CEO. And it works.”.

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Mr. Inside Sales

APRIL 22, 2019

How many tie-downs and trial closes do you or your team use during their presentations? What’s a trial close?” There are obviously many problems with this kind of approach, but the one I want to focus on today is ‘talking past the close.’ This is just one small example of introducing an objecting by pitching past the close.

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Closing Inside Sales Prospecting Face-to-face 168

Sales and Marketing Management

MARCH 30, 2023

A comprehensive sales prospecting process is essential to closing more business, and it helps companies improve conversion rates, boost revenue, and so much more. The post A Comprehensive Sales Prospecting Process is Essential to Closing More Business – Here’s Why appeared first on Sales & Marketing Management.

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The Sales Heretic

MAY 22, 2018

Every sales manager I’ve ever talked with has agreed on one thing: The single biggest challenge salespeople have is closing the deal. There are two reasons closing is such a big problem. One is psychology. The other is physics. That’s right, physics. Let me explain. First, the psychology part. When we’re selling (and especially [.].

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Mr. Inside Sales

OCTOBER 2, 2020

Remember: You can’t close an unqualified lead. The post One Question to Close More Demos appeared first on Mr. Inside Sales. Wondering if the prospect is sold and/or what they’re going to do next? If this describes you, then using today’s ‘one question’ before your demo can eliminate almost 100% of that dreaded feeling….

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Closing Sales Qualified Lead Face-to-face Inside Sales 185

Marc Wayshak

APRIL 12, 2023

In this video, I’m going to show you 7 consultative selling strategies to close the deal. That’s what disqualification is all about: not starting with the assumption that you’re going to close every single person that you get in front of, but instead, determining whether the person in front of you is a good fit for what you offer.

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Consultative Selling Closing Strategy Case Study 108

The Center for Sales Strategy

APRIL 26, 2022

The higher the close ratio of your sales team, the more sales you are making. It can benefit your team and your company if you know what your close ratio is and how to increase it. Knowing where you stand and what your obstacles are is helpful when it comes to having a goal in mind.

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