Value Helps Sellers Reach Decision Makers

Score More Sales

The number of people at your prospect company who are involved in a decision to buy your products and services has increased and often can be 4-7 company representatives. Do you ever look through dozens of email conversations for something that is critical to making a purchase decision?

Direct Dials: More than Meets the Eye

DiscoverOrg Sales

This was just bang the phones, get the decision makers, sell the deals. And so we were trained to seek out a direct number for every prospect on our call list. Verified emails are another critical tool! Empower the sales team to target higher-level decision makers.

So It’s Your First Day as the CMO…

DiscoverOrg Sales

A longer-term goal might be to get better aligned with sales by integrating a specific cross-functional tool, or improving MQL conversion rates by X%. PRO TIP : Sit in on sales demos and trainings at least once or twice per week, to learn common objections and use cases.

Pitch Perfect: Selling into Human Resources (HR)

DiscoverOrg Sales

How can a salesperson get the attention of decision-makers in the HR department? What’s the scope of responsibility for an HR decision-maker? orientation, training, and communication. HR information system (HRS) and cultural health tools.

Sell More! New Online Training—Early Bird Pricing!

Mr. Inside Sales

Do you want to be confident when speaking with gatekeepers and decision makers? Better training = more sales. Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training! This training will literally change your company and your life.

How To Use Company Buzz To Prospect And Network On LinkedIn

MTD Sales Training

As always, my focus in these Techy Tuesday blogs is to keep you update to date with the latest and greatest ways you can use social media and other internet based resources to prospect, network and engage with key decision makers online – and this week is no different!

Internet Killed The Telesales Star?

MTD Sales Training

What online tools are they using to find out about you, your company or your products and services? Just look at these statistics and you will see why cold calling is fast becoming a dying art form: 73% of decision makers won’t accept an inbound cold call – Market Transformations.

Pitch Perfect: Selling to Legal Operations

DiscoverOrg Sales

Legal Operations might work behind the scenes of the General Counsel … but ops wears the pants on tech purchase decisions. What types of legal tech tools are top of mind? A candid interview with Jill Konrath and Synchronoss’ Director of Legal Operations, Dana Huppert.

Sales Summit 2011 – Where Straight Talking, Bare-Knuckle Negotiating, Magic And Mystery Stole The Show

MTD Sales Training

During this session Sean showed his guests how they can use the internet to network with key decision makers, listen for leads, prospect online and position themselves as an industry expert. MTD Sales Training.

The Art Of How Not To Get To Any Decision Maker By Dan Adams

Sales Training Advice

For this reason I was very disappointed to read a newsletter written by a major international sales training firm entitled: “The Art Of How To Get To Any Decision Maker” I thought I would write about it this month in a newsletter that I will call: “The Art Of How Not To Get To Any Decision Maker” The author, president of a major international sales training company, offered claims and advice to get past any gatekeeper/assistant.

[TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email

DiscoverOrg Sales

Problem was, the trip was a last-minute decision, which explains why we only had 2 weeks to book our meetings. Hi {{FirstName}}, I noticed that you’re using {{competing software tool}}. P.S. I’m asking because my company actually developed a similar tool that helps {{solve this problem}}, and I’d love hear your feedback on this. I know this is out of the blue, but as a fellow salesperson, I’d love to hear what your favorite pieces of sales training are.

Selling to Startups and Small Business: A Cautionary Tale

DiscoverOrg Sales

We hired and trained a research team. Of course, few companies make purchasing decisions on a franchise level. It’s not available to the web-scraping tools most data providers use. Decision-makers only. Another common issue that plagues teams who sell into small-businesses and startups: The contacts they have access to aren’t decision makers.

Types of Sales Tools That Boost Productivity

Highspot

The answer lies in using the right tools and strategies to improve sales productivity. In this article, we walk you through the different categories of sales productivity tools that can turn your team into a lean, mean, revenue-generating machine. Lead Generation Tools.

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B2B Sales Podcast with Michael Boylan on Prospecting and The.

Score More Sales

Training. Reaching decision makers is always the goal. Recently I heard more than one speaker at a conference talking about using internal leverage to gain access to decision makers. Sales Tools. Sales Tips and Strategies to Grow Revenues. About. Consulting.

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Best 150+ Sales Tools: The Complete List (2019 Update)

Sales Hacker

And then, there are sales tools…. So if technology improves your process, or helps you close more deals, add it to your arsenal of sales tools and get cracking! There’s Plenty Of Fish (I Mean Sales Tools) In The Sea. There’s a vast ocean of sales tools in the market.

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Sales Techniques Training Courses

The Digital Sales Institute

Sales techniques training courses are about improving a salespersons selling skills across a broad range of activities from sales prospecting to closing to social selling. Sales Techniques Training Courses. Sales Techniques Training Courses for Consistency in all Sales Activities.

How Top Sales Reps Prevent Worthless Training Efforts

Sales Benchmark Index

Every year, Sales Reps are forced into mandatory training. The question Reps want answered: how does this training help me make more money? Assess the value of your training and do one of these three things: If the training is bad, then tell your manager exactly why.

6 Sales Tools Your Team Should Be Using

CloserIQ

Introduce them to the right sales tools. One LinkedIn study suggests that the performance of top sales representatives is correlated to the set of tools they use. 82% of top-performing sales reps say that tools are “critical” to their ability to close deals. For new sales representatives , it’s best to gain familiarity with the most important sales tools early. Of course, tools encompass a lot of different things. 3) Presentation tools.

Sales Skill-Sets vs Sales Tool-Sets

Smart Selling Tools

Our decisions are colored by the history and experiences that shape our perspective. So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills.

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Metrics—Which One is Most Important?

Mr. Inside Sales

If you’d like to know how to improve those skills, then sign up for my new online training course which begins today! Frontline Reps Phone Sales Sales Tips Sales Tools Sales Training Technology sales tip

Gatekeeper Best Practices

Mr. Inside Sales

Join Our Next Training: If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again!

6 Tools that Entry Level Sales Reps Need

CloserIQ

Introduce them to the right tools. One LinkedIn study suggests that the performance of top sales representatives is correlated to the set of tools they use. 82% of top-performing sales reps say that tools are “critical” to their ability to close deals. For new sales representatives , it’s best to gain familiarity with the most important sales tools early. Of course, tools encompass a lot of different things. 3) Presentation tools. 5) Prospecting tools.

6 Tech Tools that Entry Level Sales Reps Need

CloserIQ

Introduce them to the right tools. One LinkedIn study suggests that top sales representatives are more likely to use tools as part of their process. 82% of top-performing sales reps say that tools are “critical” to their ability to close deals, as opposed to 66% of all sales representatives. For new sales representatives , it’s best to gain familiarity with the most important sales tools early. Of course, tools encompass a lot of different things.

Charlie Transforms Into … Detective – A Discovery Tool

Adaptive Business Services

Deploy a global discovery tool and then filter through the results to find usable information. I might also want to see a briefing on their company as well at the decision maker’s profile on LinkedIn.

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Getting Buy-In Before Going Over Price

Mr. Inside Sales

Join Our Next Training: If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again!

Sales Training is Only One-Third of What You Need to Be Doing for Sales Enablement

Sales Hacker

If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. Sales enablement also is not only about supporting sales training events.

Top Ten Ways to Immediately Improve Sales Tool Adoption

The ROI Guy

You’ve worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. So how do you achieve sales tool adoption in 2013? The sales tools need to be integrated into sales’ daily world.

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Come On In, The Water’s Lovely! LinkedIn Is Not Just For Businesses It’s For Sales Professionals Too!

MTD Sales Training

Here are some scary facts and figures for you: 90% of buying decisions are based on internet research – Gartner research. 2 out of 3 decision makers place more trust in their own research than in sales people – Market Transformations. MTD Sales Training.

Catch & Release: Not a Closing Strategy

Mr. Inside Sales

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. Want to be trained how to sell better?

Is there a Way to Improve Sales Tool Adoption?

The ROI Guy

I n 2011 you worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year. So how do you get the much needed sales tool adoption to occur in 20012.

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The Harder You Work, The Luckier You’ll Get

Mr. Inside Sales

Join Our Next Training: If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again!

Still Confused About Modern Day Selling? Watch Sean McPheat In Action At The ISMM

MTD Sales Training

Social media and the internet have become big players in the business world, but few professionals really understand how to use these online tools to develop their sales techniques and generate qualified leads. Sales 2.0

26 SalesTech Leaders Answer the Most Important Question: “WHY”

Smart Selling Tools

Sales tech decision makers suffer from information overload and have to wade through a lot of marketing hype. It doesn’t take long for decision fatigue to kick in. That’s why we publish helpful and free resources—to reduce those frustrations and cut through all the noise.

How To Prospect On LinkedIn Through Your Connections

MTD Sales Training

But these connections might not be potential prospects for you, so how can you get to the key decision makers who you really want to engage with? It quite literally is a prospecting power tool…in the right hands. So how exactly do you prospect on LinkedIn ?

Sales Training Tips to Sell Smarter

Customer Centric Selling

Sales Training Article: 5 Proven Steps to Sell Smarter. You will have access to guides, templates and tools. These tools will help you excel in your current and future sales positions. 84% of B2B Decision Makers Begin their Buying Process with a Referral."

Five Ways to Amp Up Direct Sales

Sales and Marketing Management

Are you speaking to decision makers or gatekeepers or influencers? For example, how many calls your sellers make each day is important, but won’t tell you how many of those dials led to decision-maker conversations.

Three Ways to Get a Prospect to Respond

Mr. Inside Sales

Being that people are more accessible with iPhones, text, laptops, computers, email, messenger, FB, Instagram to name a few, why are business owners/decision makers so hard to reach? I received this question from a reader of my blog last week: “Mike, I have a question for you.

Three Key Metrics for Your 2015 Selling Effectiveness

The ROI Guy

Each stakeholder may be at a different point in the decision making process – some early: just getting a handle on the issues, and some late: already with a clear solution in mind. 2) Training Effectiveness: In the US, companies will spend more than $5B on sales training last year (SPI).

3 Ways to Overcome Call Reluctance

Mr. Inside Sales

No one likes to be rejected, and the resistance you get from gatekeepers, receptionists, decision makers, etc., If you’d like to learn even more strategies or get the tools and skills you need to get better selling over the phone, then see our new online training program.

Lack of Consensus Leads to No Decision

Alice Heiman

No Decision. He felt that his salespeople had adequate training in the product and were able to clearly articulate the value proposition, so he couldn’t understand the low close ratio. The salesperson, or selling team, must id entify who is involved in making the decision.