The Digital Sales Institute

MAY 20, 2021

Salespeople may have the technical knowledge, the hard sales training, the product knowledge, the sales presentation skills plus the functional skills to work through the entire sales process. However, today to be really successful in a sales career, salespeople will need something else to succeed in selling.

Training 52

Training Proposal Social Media Sales 52

The Digital Sales Institute

MAY 17, 2019

Sales questions for discovery, clarification, engaging prospects or gaining commitments are critical across the entire sales process. The importance of asking the right sales questions is vital if a salesperson is to engage in really meaningful sales conversations with prospects or customers. What does this solution mean to you?

Decision Maker 65

Decision Maker Vendor Ideal Customer Profile Buyer 65

criteria for success

MAY 24, 2022

Having a consistent 30-second commercial allows you to ensure that prospects are hearing the same message, one that is aligned with your company’s ethos. First, work with your team to develop a series of 30-second commercials targeted towards your key prospects. Provide constructive feedback to the team as they share their stories.

Meeting 97

Meeting Training Face-to-face Objections 97

Keith Rosen

MAY 13, 2009

Because the truth is, you just may be running so fast in an attempt to catch up on your sales numbers, that you didn’t recognize the blinders you’ve developed which are obstructing your view of the fuller picture; the landscape you’re trying to farm and manage when it comes to selling and driving the right sales activity.

Account 48

Account Cold Calling Follow-up Up-Sell 48

Allego

FEBRUARY 6, 2024

Align Team Members with Sales Goals: Regular updates and training ensure team alignment with the company’s sales objectives, fostering a culture of continuous improvement and adaptability. Everything from prospecting calls and emails to post-meeting communications must be customized to the buyer.

Ideal Customer Profile 71

Ideal Customer Profile Lead Rank Lead Scoring Webinar Metrics 71

Mindtickle

JUNE 21, 2023

Whether you’re a seasoned sales pro or just starting your journey, understanding and speaking the language of sales is essential to connect with prospects, build relationships, and close deals. BANT BANT is an acronym commonly used in sales to qualify and assess potential leads or prospects.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Janek Performance Group

JUNE 27, 2023

Have you ever been on a sales call where you were convinced that your prospect was using an inadequate product or solution, yet they seemed to dismiss every argument you presented? At that moment, you likely wished you had a wider range of skills to deconstruct their flawed reasoning and effectively deliver an opposing viewpoint.

Decision Maker 62

Decision Maker Sales Qualified Lead Construction Benefit 62

Vengreso

JUNE 27, 2022

To drive B2B sales, you need a team of highly trained B2B sales professionals who fully understand the B2B environment, and prospective buyers, and can be capable of selling products and services which align to the company’s goals and the buyer journey. Social Selling. B2B Sales Cycle. How To Build a B2B Sales Team.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Sales Hacker

APRIL 22, 2022

It also serves as an excellent moment to appreciate the reps’ wins and effort, provide constructive criticism and actionable advice. . Sales reps can use this forum to showcase their key selling skills, strategic and critical thinking capabilities in the past quarter. Always have an eye on the big picture.

Top of Funnel 90

Top of Funnel Hiring Forecasting Quota 90

Gong.io

JANUARY 1, 2021

If they object, asking to just “discuss” via email, counter with, “I get that. You and the prospect are not working together! If you resist the urge to talk for a few seconds longer than feels normal, you are more likely to allow your prospect to respond. How’s tomorrow at 4 PM PT?”. It’s subtle yet intentional. per deal (i.e.,

Negotiation 127

Negotiation Call-back Proposal Decision Maker 127

Gong.io

JANUARY 1, 2021

If they object, asking to just “discuss” via email, counter with, “I get that. You and the prospect are not working together! If you resist the urge to talk for a few seconds longer than feels normal, you are more likely to allow your prospect to respond. How’s tomorrow at 4 PM PT?”. It’s subtle yet intentional. per deal (i.e.,

Negotiation 83

Negotiation Call-back Proposal Decision Maker 83

DialSource

JANUARY 16, 2020

When the potential customer does reach out, Sales is faced with the task of converting a prospect who’s already inundated with other sales messages vying for their attention. 1) Objectives: Set Clear Objectives and Key Performance Indicators (KPIs). KPIs must be created, continuously monitored, and be relevant to the objective.

Ideal Customer Profile 41

Ideal Customer Profile Consumer Face-to-face Objections 41