Every Great Conversation

Sales and Marketing Management

Author: Randy Sabourin The most important things that happen at any organization are conversations. A salesperson who struggles to have meaningful customer conversations, a leader who is misunderstood when implementing strategy, or a manager who prefers to avoid coaching conversations are all negatively affecting their organizations. The fundamentals of a good conversation remain consistent across a variety of business and personal situations.

How to Start a Sales Conversation that Appeals to Buyers


You’d like to open the sale. Here are five examples of how NOT to start a sales conversation : sales conversations stop selling & start leading DISCOVER Questions™ cold callingYou’d like to appeal to the prospect so they’ll take your call.


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Powerful Virtual Sales Conversations: Preparing Buyers Before the Conversation


So, what does need to change for more successful virtual sales conversations? It boils down to the sales process, which is the What and How of guiding people from the time they first come into our world to converting them to doing business with us and that initial onboarding. We’re going to break this into different tips for before the conversation, during the conversation, and following the conversation. Also, who should be involved in this conversation?

Balanced Sales Meeting Conversations Video

Sales Manager Now

As the sales manager, finding balance in your sales meeting conversations will increase your teams’ meeting engagement. … The post Balanced Sales Meeting Conversations Video appeared first on Sales Manager Now.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

Powerful Virtual Sales Conversations: Preparing Yourself Before the Conversation


With more virtual sales conversations occurring these days than ever, what can you do to make sure that you maximize the productivity and the efficiency of your efforts in that conversation, in that sales opportunity? In a previous video, I shared what you can do before a conversation to help the buyer be ready and have expectations for the experience. What you control is what you do days or moments before the conversation.

4 Ways Tech Can Support Sales During Conversations (Not Distract)

Smart Selling Tools

4 Ways Tech Can Support Sales During Conversations (Not Distract). Now that sales conversations have evolved, and gone more and more digital, there are dozens of types of technology that can support us and make our conversations even stronger.

Pick Up the Damn Phone and Have Sales Conversations

No More Cold Calling

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. Conversations without pitching—just full-on caring about the other person.

Creating A Conversation Starting Message

KO Advantage Group

Those who started in sales are well familiar with what an “elevator pitch” is. Now, sales experts have developed their version of elevator pitches. That’s because when you ask the right questions, it ignites meaningful conversations--this is what we’re after when we make cold calls or “elevator pitches.”. It also incites conversations that can tell you what these potential clients’ problems are, and what kind of solutions they’re looking for.

Insight is the Cornerstone of Conversational Sales

Selling Power

Unfortunately, B2B products don’t sell themselves, and enterprise selling efforts often fall flat precisely because salespeople over-emphasize product-focused sales interactions. Perhaps you’ve heard the old saying, “This product sells itself.”

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

Bringing Clarity to Ambiguous Conversations

Anthony Cole Training

Highly effective salespeople do this through the art of asking great sales questions and not fearing the outcome if they challenge a prospect’s statement, or question, in order to gain clarity. Qualifying skills qualifying prospects salespeople sales management sales advice consultative sellingIn selling, properly qualifying a prospective buyer is crucial in order to move an opportunity through the pipeline and ultimately close in your favor.

Making Memorable Sales Conversations

Increase Sales

If your desire is to increase sales, possibly now is the time rethink how your sales conversations can be memorable first and foremost. With all the emphasis on asking the right sales questions, possibly you have lost sight of making your sales interactions memorable. When salespeople are so entrenched on asking the right sales questions, they lose sight of the end game and become focused on each play or question.

Anticipating Obstacles in the Sales Conversation

Anthony Iannarino

You should never be surprised by routine objections , concerns, and challenges in the sales conversation. Few things in sales are more difficult than getting a meeting with your dream client. Learn how to sell without a sales manager. You need to make sales.

Why Flexible Slides are the Key to Conversational Sales

Jill Konrath

Sales Prospecting Selling ToolsRecently I interviewed Luke Goetting, Director of Puffingston Presentations for an Engaging Presentations video series I did with Prezi. His expertise is in "transforming stale business presentations into visually engaging stories." That's why I asked him to share his thinking with you.

The Impact of Direct Dials on Sales Productivity

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.

Putting the Human Back in Sales Conversations

DiscoverOrg Sales

This is second installment detailing DiscoverOrg’s TiLT Sales Development Challenge and it’s 10 core learning modules. Are you leaving money on the table by not empowering your sales development teams with the ability to connect with prospects? Modern sales teams are now more data-driven than ever before. As sales science continues to evolve, what impacts will that have on the art of sales communications? Or, as we like to call it, the art and science of sales.

CONVERSATIONS Increase Your Sales Influence

Sales Manager Now

Whether it be with family, in a marriage, with friends or in our sales role. Communication plays a pivotal role in reducing misunderstandings or improving clarity and… The post CONVERSATIONS Increase Your Sales Influence appeared first on Sales Manager Now. Communication is not just important but critical in any of our human relationships.

Thinking About “Conversational Intelligence”


Conversational intelligence is increasingly a hot topic, yet too often, it seems it’s more of an oxymoron. Sales Enablement

How To Start A Sales Conversation That Captures The Interest


Sales rep – Hello, I am Kelam, calling from Ace Interno; we are a B2B portal, holding six years of………. This is what happens when sales conversations commence with a boring introduction. Only 31% of salespeople converse effectively with senior executives.

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

How To Improve Your Results By Starting Strategic Sales Conversations

Anthony Iannarino

Over the past couple of weeks, I have had occasion to watch and listen to salespeople enter the conversation from the Left. They start a conversation with their prospective clients with a story about t heir company and how their product might help the client. If you want to improve your results, start strategic sales conversations. If you know people want holes, why wouldn’t you start the conversation there?

11 Points of Failure in the Sales Conversation

Anthony Iannarino

Selling is a conversation, albeit a complex, sometimes difficult one. There are a lot of different ways you can fail throughout the conversation. Here are 11 ways you can fail during the sales conversation. One of the first ways you can fail in sales is not being able to create value for your client. The most common way to fail in the sales conversation is for that conversation to be unworthy of your client’s time.

Learning Conversations

Partners in Excellence

Recently, I was reading a particularly vile conversation thread. The reactions did nothing to illuminate or expand the conversation. They simply were a death spiral of “I’m right, you’re wrong, you are a clueless jerk, you are one of them……” It seems most conversations I see follow this trend. As the “conversation” progresses, positions get hardened. Curiosity was completely absent from the conversation.

5 Ways Conversation Intelligence Is Transforming Sales


Sales leaders, managers, enablement: sales sales leadership sales strategy Conversation Intelligence

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

5 (Critical) Steps to Sales Conversations That Close the Deal

Marc Wayshak

Sales conversations that close the deal are critical to maximizing growth as a salesperson. In this video, you’ll learn the 5 exact steps to having sales conversations that actually lead to closed leads.

Sales Prospecting Success: 4 Steps to Creating New Conversations


If you’re just getting started with developing a prospection motion, you might be wondering how to get your buyer’s attention and create conversations with them. If you want to be successful in creating new conversations, you need to start with a strong Attraction Campaign.

Changing the Sales Conversation [PowerViews LIVE Highlights]


On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. Credited as the visionary and leading authority of the consultative sales movement, Linda is also a best-selling author of 10 books, including the recently released Changing the Sales Conversation. Truncated sales time.

EDGY Conversations: How Ordinary People Can Achieve Outrageous Results

The Pipeline

Those of you who have followed this blog for a while are more than familiar with Dan Waldschmidt , we have done webinars and other events, and his guest post a couple of years back Retarded Sales Behavior and The Reasons We Under-Perform , had one of the biggest responses I have had to a guest post. He never fails to deliver to his moniker of EDDY CONVERSATIONS. By Tibor Shanto - tibor.shanto@sellbetter.ca.

How to Control Sales Conversations


Many sales representatives only start to think about closing the deal later in the sales process. The best way to do this is to exercise control over sales conversations. This approach means diagnosing the prospect’s problems early in the sales process. Then, the sales representative recommends a solution for the problem and explains why the proposed solution addresses the prospects’ needs. Shift the conversation towards value.

Mediafly Launches Jumpstart Presentations, Elevates Sales Conversations in Remote Selling Environments

Smart Selling Tools

Mediafly Launches Jumpstart Presentations, Elevates Sales Conversations in Remote Selling Environments. The data is clear – more than 80% of the sales cycle is happening in remote settings and will likely stay there for the long haul,” said Tom Pisello, Chief Evangelist, Mediafly.

Strategies for Powerful, Virtual Sales Conversations: The Remote Information Exchange – Episode 4


In this episode of Virtual Selling Concrete Results, I’m covering a very important topic in our sales conversations: the information exchange that needs to happen. How Do Virtual Conversations Make the Information Exchange Easier ?

Conversations vs. Combat

Engage Selling

Does your sales team know the difference between conversation and combat? This is not a trait … Read More » Observations from the real World accomplishing goals client attraction Client Communication client loyalty client relationships Client Success closing sales Colleen Francis customer loyalty Customer Service Engage Selling Engage Selling Solutions Lead Up! Far too often, salespeople will get into verbal hostilities with their potential buyers.

Engage in Conversation, Not Combat | Sales Tips

Engage Selling

Far too often sales reps get into combat with their customers over questions and objections and you can get into combat if you want to win the sale, you have to stay in conversations. … Read More » Sales Tips Uncategorized Client Communication client relationships Client Success closing closing sales Colleen Francis Engage Selling Engage Selling Solutions Lead Up!

A Conversation with SalesLoft CEO, Kyle Porter

John Barrows

They have a great technology that solves a problem for sales reps and organizations, an incredible internal culture that breeds excellence and a strong desire to help their customers succeed. Sales done right” has always been our “ Why ” here at JBarrows. We believe that when sales is done right, it’s the greatest profession in the world, but when done wrong it’s the worst. Using Sales Engagement to Free Up Time for Your Customers. General Sales

Stop the Interrogation: Go Forward with Conversion


Unfortunately, sometimes that’s what it seems like happens during sales conversations. It doesn’t make for a good connection, trust, or opportunity for a sale. And instead of chasing down the wrong trail or gathering wrong answers, you’ll be able to connect what you do to their story, which creates value and moves the sale forward. The Winning Formula: How to Win Clients with Conversations that Convert. Collaborative Selling Sales Sales Conversations Sales Tip

B2B Sales Emails that Open Conversations with Executives

Sales and Marketing Management

Because of these obstacles, it takes dogged persistence coupled with sales skills to start a meaningful conversation. Although many sales emails are quickly zapped into electronic junkyards, some companies are highly successful in implementing cold email campaigns. Forget about the sales mantra “Always Be Closing.” Instead of trying to close a sale you should be aiming to open a conversation. Their sales team accepted 85 percent of these leads.”

Chorus.ai Builds Largest Patent Portfolio in Conversation Intelligence Industry

Smart Selling Tools

Builds Largest Patent Portfolio in Conversation Intelligence Industry. 1 Conversation Intelligence Platform for high growth sales teams, today announced it has 13 granted patents, including the most recent addition which models voice calls to improve an outcome of a call between a representative and a customer, making it the most robust portfolio in the Conversation Intelligence market. Conversation Intelligence Platform for high-growth sales teams.

CREATE Powerful Sales Conversations

Increase Sales

Building upon selling or sales being the transference of feelings, the question then becomes how to ensure those feelings are transferred? In working on some sales training for a new client, I discovered this acronym to do just that – CREATE powerful sales conversations. This is especially true for those in sales who may cold call or for inside salespeople who receive inbound sales leads. CREATE Powerful Sales Conversations.