Sales 2.0

JULY 8, 2022

Meanwhile most high tech companies accept this level of productivity in their sales departments. This post describes a framework that I have found over the last two decades can really change the math on prospecting. Now look a little more closely at your clients and think about the types of people that buy from you.

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Prospecting Outsourcing Services Cold Calling Hiring 370

Mr. Inside Sales

MAY 11, 2019

Do you want to be a top producer in sales? If yes, then do what I did: Get the best training you can and use what you learn. Enroll yourself or your team in next week’s 7-week online training program. If you get this objection—while closing or qualifying—then the worst thing you can do is try to answer it or overcome it.

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Closing Training Gatekeeper Face-to-face 165

Highspot

JANUARY 3, 2024

Whether you’re a seasoned sales manager or a frontline rep hustling for results, we get it – the struggle is real. Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. How Does the Sales Closing Process Work?

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Closing Training Lead Rank Negotiation 52

Mr. Inside Sales

JULY 31, 2022

I was giving a training today and emphasizing the importance of directing the sale, assuming the deal, and leading the prospect through the close. As I did, I reminded the team of closers of my very favorite closing phrase, and one that has literally made me millions of dollars in my career. Get Access Today.

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Closing Face-to-face Gatekeeper Licensing 156

Mr. Inside Sales

MARCH 6, 2021

This may sound elemental, but I rarely hear sales reps use it when speaking with gatekeepers. ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. The first word is “please.”.

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Anthony Cole Training

APRIL 19, 2024

From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been inconceivable a few decades ago.

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Sales Technology Competition Industry Sales 243

Mr. Inside Sales

AUGUST 10, 2018

Inside Sales Management: Are you Measuring What Matters Most? Learn about successful inside sales force management closing strategy, process techniques, training ideas, prospecting tools and best practices for managers and representatives. If you’re an inside sales manager , then you know all about metrics.

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Inside Sales Closing Training Top of Funnel 120

MTD Sales Training

OCTOBER 31, 2018

The excitement you feel when you get a positive response from your prospect is palpable. All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. Your closing presentation didn’t quite work. It’s all going so well.

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Closing Discount Buyer ROI 243

Mr. Inside Sales

MAY 14, 2021

Arguably, these may be the two most frustrating objections sales reps get, and interestingly, there is one technique that works amazingly well—but few sales reps use it. Then hit that oh-so-important MUTE button, and let your prospect tell you how to sell them. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Closing Face-to-face Gatekeeper Decision Maker 197

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? Similarly, many prospects are also non-believers in your product or service.

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Sales Process Sales Methodology Decision Maker Pipeline 334

MTD Sales Training

MAY 23, 2018

We had an enquiry last month from a sales manager who asked us to work with his sales team for half-a-day on closing techniques. He said his team was good at relationship-building but when it came to the close, they needed help. Here are 5 phrases that you can use to ensure you get a positive response from the prospect.

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Closing Prospecting Benefit Training 169

Alice Heiman

APRIL 11, 2023

Is your sales team struggling to have conversations with the right buyers? Better prospecting is the most direct path to increase sales conversations. Wendy Weiss takes us through the four steps to improve your sales team’s ability to schedule sales calls. Watch the podcast below or on our YouTube channel.

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Lead Rank Sales Qualified Lead Conversion Prospecting 125

The Pipeline

SEPTEMBER 2, 2020

From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. But while prospecting part/start of the sales cycle. By Tibor Shanto.

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Mr. Inside Sales

OCTOBER 2, 2020

Wondering if the prospect is sold and/or what they’re going to do next? Remember: You can’t close an unqualified lead. Yet that’s still what many sales reps and teams are trying to do. Try this today and this week during the beginning of your demos and listen to how your prospects respond. Get Access Today.

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Closing Face-to-face Sales Qualified Lead Gatekeeper 189

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. However, many B2B sales teams struggle with inefficient qualification processes. In fact, two statistics cited in Spotio are eye opening: 46% of B2B sales reps list lead quantity and quality as their top challenge.

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Lead Rank B2B Ideal Customer Profile Lead Scoring 62

Zoominfo

JUNE 9, 2019

When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. But this is often easier said than done. How did you hear about us?

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B2B Closing Scale Guarantee 252

Mindtickle

APRIL 23, 2024

In business, it’s often assumed that a person who excels as a sales rep will also be successful as a sales manager. As such, top sales reps are often promoted to sales managers and left to find their way into their new roles. Even the most seasoned sales reps need proper training to be effective sales managers.

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Sales Management Training Hiring How To 52

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. Handling Sales Objections.

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Mr. Inside Sales

NOVEMBER 25, 2020

Want to make more sales? Then learn and use better sales techniques. And today, I have an easy way for you and your team to do that: Get access to the Best Inside Sales Training available anywhere and save 20% for the first time ever! ON DEMAND SALES TRAINING THAT GETS RESULTS! It’s really as simple as that.

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Training Hiring Gatekeeper Face-to-face 178

DiscoverOrg Sales

SEPTEMBER 4, 2018

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. Here’s how to manage so much winning, with 9 tips from our top sales closers. To make customers feel good about the sale, throw in three freebies, in this order: additional support. The Rule of Three. price discount.

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Closing B2B Decision Maker Discount 286

Mr. Inside Sales

NOVEMBER 18, 2018

I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening. He continued: “This situation revealed the real challenge we face as inside sales reps. This was unexpected and he had to think fast! This is the worst thing we can do.

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Closing Decision Maker Inside Sales Face-to-face 227

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?” In an earlier blog , I introduced the term, “Spray and Pray” as way to describe how many sales rep’s presentations go. This is just one small example of introducing an objecting by pitching past the close.

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Closing Face-to-face Inside Sales Gatekeeper 169

Janek Performance Group

APRIL 18, 2024

Since then, teleselling has been a staple of sales. Despite videoconferencing and virtual selling, the telephone remains essential for connecting with clients and, especially, prospects. Use a blend of open and closed-ended questions. The first is a closed-ended question. Watson, come here. I want to see you.”

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Training Outbound Inbound Benefit 62

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?! A typical B2B sales strategy relies on Sales Development Reps (SDRs) making cold calls or cold emails to try to set up an appointment for an Account Executive (AE) to deliver a sales pitch.

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Referrals Top of Funnel Closing Strategy 131

MTD Sales Training

NOVEMBER 30, 2017

Many salespeople fear the ‘close’ of the sale, as they think it might be putting too much pressure on the decision-maker. Use these 19 tips to reduce this fear and build confidence when you get to this strategic part of the sales cycle. 1) Get rid of sales objections before they come up. MTD Sales Training.

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Closing Decision Maker Sales Cycle Objections 186

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team.

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Sales Coaching Coaching Training Exercises 52

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

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Negotiation Closing Case Study Buyer Persona 52

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

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B2B Training Top of Funnel B2C 52

Mindtickle

APRIL 10, 2024

When it comes to B2B sales, content is still king. According to the Demand Gen Report , more than half of B2B buyers rely on sales content to guide their purchase decisions more now than in the past. Instead, you must understand how sales reps and prospects are (or aren’t) using sales content.

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Analytics Top of Funnel Revenue Closing 52

SalesFuel

MARCH 19, 2024

Organizations spend billions on B2B sales training every year. Despite the heavy investment in training, some businesses won’t benefit as much as they should. That’s because they overlook the way the B2B sales world has changed. Today’s B2B buyers research their options online long before they connect with any sales rep.

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B2B Training Hiring Lead Rank 52

Anthony Cole Training

APRIL 22, 2021

In business, especially in sales; delays, misunderstandings, and communication can go awry. Sometimes, even with the influx of technology and communication tools, it is easy to misinterpret what a prospect, or salesperson, says. So, how do we make these communication lines more efficient?

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Closing Tools Sales Prospecting 232

Jeffrey Gitomer

JANUARY 14, 2019

Are you blaming the prospect when you can't close? Are you telling the boss it's the prospect's fault that you can't set an appointment, or they won't order now? If your prospect is constantly telling you. Prospects could care less about your stuff unless they perceive the need or a benefit to themselves.

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Closing Call-back ACT Objections 191

Mr. Inside Sales

APRIL 1, 2019

I was onsite training in Montreal , Canada last week—a software company, hi everyone! and one of the sales reps brought up today’s quote as we were reviewing calls during the training. What was blatantly missing was any kind of a close attempt! Think of your own company’s sales presentations.

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Closing Strategy Face-to-face Inside Sales 140

Mr. Inside Sales

AUGUST 16, 2019

And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free trial to demo services or products. If you’ve done this yourself, then you know all too well the sickening feeling of “giving away the store” only to have the prospect then refuse to do business with you.

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Understanding the Sales Force

JANUARY 31, 2024

Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those who don’t want to be restricted by sales process. Think of the sales process as a journey rather than an adventure. Similarly, there are stages to the sales process.

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Sales Process Decision Maker Sports Construction 182

Mr. Inside Sales

JUNE 11, 2021

Sales people like to talk; if you don’t believe me, just listen to a recording of one of your reps (or of yourself!). And that’s because when your mouth is open, your ears are closed. Ask questions frequently of your prospect. Why do sales reps talk so much? ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Face-to-face Gatekeeper Decision Maker Licensing 317