Hubspot Sales

JANUARY 10, 2024

But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” Salespeople become more capable of closing deals only when managers actively coach them, not when they’re badgered about getting the forecast right. As a sales manager, I’m sure you have pipeline meetings often. If so, you’ve come to the right place.

Pipeline 96

Pipeline Opportunity Coaching Meeting 96

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 By highlighting what could be happening in the future , you open up opportunities for further discussions. 1 – “Does that make sense for your business?”. Happy selling!

Closing 300

Closing Proposal Negotiation Benefit 300

Pointclear

MAY 15, 2013

For those of you unfamiliar with the movie, Blake’s philosophy of salepersonship is that, if sales people do nothing else, then they should at least Always Be Closing. I have many clients approach me believing that their problem is simply that their sales people can’t close. The alternative close. A Question of Technique?

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248

Anthony Cole Training

MAY 1, 2018

That is the Sales Opportunity Gap. It’s different for every person and every organization but it’s out there. And for every person and every organization there is the actual sales production result that is being achieved today.

Opportunity 163

Opportunity Closing Sales Sales Goal 163

Sales Gravy

JANUARY 4, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. Reality testing sales pipeline opportunities is an important step in ensuring the success of your sales efforts and the effective use of your time. The content quality is excellent.

Pipeline 98

Pipeline Opportunity Forecasting ACT 98

Zoominfo

SEPTEMBER 7, 2021

Scenario Use a free trial offer to save opportunities that look like they are unlikely to close. If you have a deal that is not progressing and activity is slowing, it’s likely that you’re not going to close the deal unless you do something significant.

Opportunity 100

Opportunity Promotion Sales Cycle Closing 100

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. This is an excellent opportunity to see your customers, help your salespeople and observe how they are selling. Sales coaching is a pivotal factor in closing the sales gap.

Sales Leadership 394

Sales Leadership Closing Face-to-face Coaching 394

Zoominfo

SEPTEMBER 7, 2021

Scenario Just because an opportunity was created by a sales rep doesn’t mean it’s chugging right along toward becoming a closed deal. When an opportunity stalls, have your VP of sales intervene with an email that includes a clear call to action. Trigger Opportunity remains in the same stage for 30 days Action Email sequence

Follow-up 100

Follow-up Opportunity Closing Sales 100

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.

Closing 292

Closing Quota Proposal Face-to-face 292

Zoominfo

SEPTEMBER 7, 2021

Scenario Every sales rep has been there: you work on closing a prospect for weeks, you finally discuss pricing, and at the last second, the prospect loses interest. While it’s tempting to mark them closed-lost and forget about them — don’t. Instead, set up an automated sales flow to re-engage the opportunity after 90 days have passed.

Opportunity 100

Opportunity Decision Maker B2B Closing 100

Partners in Excellence

OCTOBER 26, 2022

We think we are successful winning 2 out of 10 opportunities we invest trying to win. Let’s run a thought experiment: Let’s say we need to close 10 deals. And then to find those 125 qualified opportunities, we have to prospect 5 customer for each opportunity (you and I know it is probably far larger than this).

Opportunity 68

Opportunity Scale Ideal Customer Profile Hiring 68

Understanding the Sales Force

FEBRUARY 14, 2022

I heard from Bob last week and whenever I hear from him it usually means he got himself into a jam with another sales opportunity. Regular readers are familiar with Bob, one of the worst salespeople on the planet. New readers might want to catch up on the six prior articles about Bob. Part 1 Part 2 Part 3 Part 4 Part 5 Part 6.

Closing 294

Closing Influencer Opportunity Prospecting 294

Fill the Funnel

AUGUST 1, 2018

Closed-mindedness will kill more opportunities than procrastination. The post Closed-Mindedness Will Kill More Opportunities Than Procrastination appeared first on Fill the Funnel. It creeps into the mind of each of us over time. “We have always done it this way.” ” “I only use Microsoft products.”

Opportunity 91

Opportunity Closing Microsoft Vendor 91

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.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Anthony Cole Training

FEBRUARY 21, 2019

In this article, we discuss and identify the three main reasons why salespeople get duped into believing a specific opportunity will close and why some deals are not worth chasing. They are: Weak pipeline. Failure to ask tough questions. Afraid to pull the plug.

Opportunity 150

Opportunity Pipeline Closing Sales 150

The Pipeline

OCTOBER 19, 2021

The power of these indicators is they allow you to act now, impacting your current opportunities, not strictly future ones. Because most salespeople are quota drive, they get distracted by close dates. They forget that there is no getting to closed without the journey. It is all a question of what you focus on.

Closing 188

Closing SME Face-to-face ACT 188

Zoominfo

MAY 7, 2021

We pulled out every resource we possibly could, and we didn’t let ‘no’ defeat us, because we knew it was a good opportunity.” — Andy Lyon. Fast forward seven years later, and Lyon has just closed the biggest deal in ZoomInfo history: an eight figure deal. Challenges to Closing Big Business Deals. Best regards, Andrew Lyon.

Closing 246

Closing Commission Licensing Hiring 246

The Digital Sales Institute

MARCH 12, 2024

A guide to closing sales with ABC, or “Always Be Closing,” is a learning journey for salespeople looking to improve their sales performance, or “Return on Sales Effort (ROSE). Closing sales is about consistently moving customers towards a desired action or outcome. What does ABC, or ‘Always Be Closing’ really mean?

Closing 52

Closing Objections Buyer Proposal 52

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?

Closing 102

Closing Proposal Call-back Vendor 102

Zoominfo

SEPTEMBER 7, 2021

Scenario A closed-lost opportunity doesn’t mean “closed forever.” For example, using website tracking software, you may discover that a closed-lost account recently visited your product page. Triggers Opportunity is closed-lost for at least 60 days and the account has visited your website in the last 30 days.

Closing 100

Closing Campaigns Software Software 100

Hubspot Sales

MAY 11, 2020

At that point, that lead is no longer a lead — they've become an opportunity. But let's say you have no overarching structure, milestones, or reference points for converting that opportunity to a customer? And what happens if you have multiple opportunities to keep track of? How to Start Opportunity Management.

Opportunity 74

Opportunity Closing Lead Rank Decision Maker 74

PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? But opportunities can be much more than that. Below, we’ll discuss the impact that a robust opportunity management process can have on your bottom line. What is opportunity management — and why should you care?

Opportunity 52

Opportunity Sales Qualified Lead How To Proposal 52

Zoominfo

FEBRUARY 28, 2021

Using your CRM system (and supplemental data from a provider), you can find new opportunities close to those you’re already working with. Find the right prospects for a deal close. Take that valuable information, and put it into your next outreach strategy for more sales opportunities.

Opportunity 130

Opportunity Customer Face-to-face CRM 130

Zoominfo

FEBRUARY 28, 2021

Using your CRM system (and supplemental data from a provider), you can find new opportunities close to those you’re already working with. Find the right prospects for a deal close. Take that valuable information, and put it into your next outreach strategy for more sales opportunities.

Opportunity 130

Opportunity Customer CRM Data 130

Sales Hacker

MARCH 6, 2023

In order to succeed in B2B sales, you need to have a solid process in place for managing opportunities. Even if you’re dealing with a short sales cycle, you still need to be able to close deals predictably. So what does effective opportunity management look like for a modern seller?

Opportunity 86

Opportunity B2B Sales Cycle Pipeline 86

SBI Growth

OCTOBER 18, 2013

The typical sales VP looks at late-stage opportunities. They can’t let one opportunity slip, regardless of its importance. 2) Bad Behavior: This occurs when a VP is trying to push the customer to close. By closing all the deals, the VP justifies his existence. This is because she is closing out key deals for the quarter.

Opportunity 303

Opportunity Negotiation Discount Follow-up 303

Mindtickle

APRIL 10, 2024

For example, teams can use these insights to understand when there are opportunities to: Update existing content to improve performance Eliminate unused or underperforming content Create new content Content analytics can also help organizations determine where additional sales training and sales enablement are needed.

Analytics 52

Analytics Top of Funnel Revenue Closing 52

Alice Heiman

MARCH 7, 2023

If a referral closes up to 70% of the time, why are we spending most of our effort on strategies that close less than 1% of the time?! When they start to see that the leads that come from referrals close faster and more often, they will continue asking for referrals. These are all common complaints that Joanne hears.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

Understanding the Sales Force

MAY 14, 2018

That said, spring leaves on May 11 are exponentially more predictable than pipeline opportunities. Why might an opportunity not close when it was forecast to? Technically, there are seven possibilities: Closes as forecast and you win. Closes when forecast and you lose. A short delay that you will close.

Closing 159

Closing Forecasting Pipeline Opportunity 159

Adaptive Business Services

NOVEMBER 16, 2022

You closed the order. Deals have unique elements including … a dollar value, an expected close date, and a predicted percentage chance of closing. We already know that a deal represents a dollar opportunity. They have expressed an interest in our services but they do not yet represent an opportunity.

Opportunity 71

Opportunity CRM Forecasting Pipeline 71

BuzzBoard

FEBRUARY 19, 2024

Considering the increasingly digital world we inhabit, small businesses without a digital footprint are missing out on significant opportunities. This insight will assist in creating customized pitches, increasing the probabilities of closing deals and overall efficiency.

Closing 52

Closing Small Business Small Business Commence 52

Zoominfo

JUNE 9, 2019

Good questions and the answers they produce can make a huge difference in your ability to close deals faster. So keep reading as we provide you with our top 12 B2B sales questions to close deals faster. You may think you’re on track to close a deal when your solution meets 22 of your prospect’s 25 requirements.

B2B 252

B2B Closing Scale Guarantee 252

Score More Sales

JULY 11, 2013

It can take weeks or months for some in sales to truly qualify a sales opportunity. This exercise will help you determine if a sales opportunity is probable or not – it can save you hours or months of effort, and it can help you close business sooner. Increase Opportunities. Close More Deals. Get those answers.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

The Pipeline

JULY 11, 2017

Not one to rest on laurels, Anthony is about to release his next epic, The Lost Art Of Closing. Based on the feedback from the initial book, this is sure to stir discussion and a buzz, and more importantly, help you close more deals. Today, you have an opportunity to pre-order the book , and get the jump on the also-rans.

Closing 185

Closing Opportunity Sales 185

SBI Growth

APRIL 2, 2019

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Opportunity 286

Opportunity Closing Sales Research 286