Study Proves 3-Deep Questioning Can Strengthen Sales Reps’ Relationship with Buyers

The Brooks Group

A recent study published in the Journal of Personality and Social Psychology analyzed getting-to?know?you According to the study, the follow?up Prospect: We spend a lot of time, energy, and money negotiating the returns and tracking down deliveries.

Study 74

Women, the numbers don’t lie: Sales needs you


As we saw in our recent Customer Revenue Optimization Benchmark Study 2019 , customers are increasingly considering diversity when they are making buying decisions. Sellers who harness the energy and intelligence of the full revenue team to serve their customers are thriving.

Film 60

How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities


The goal for sales during this stage of the sales cycle is to get real buyers with budget and need beyond an initial high-level assessment to commit the time and energy it takes to evaluate a new solution. Case studies answer the question “what do you do for your customer?”

3 Emotional and Mental Keys to Success for Great Salespeople

Jeff Shore

I’ve been studying salespeople for three decades. Keys to Sales Success #1: Positive Energy. I can teach salespeople a lot of things; positive energy is not one of those things. It doesn’t mean they must be hyper – that would be “high” energy. By Jeff Shore.

Energy 126

Are Extroverts or Introverts Better Salespeople?

Hubspot Sales

According to psychotherapist Marti Olsen Laney, introverts and extroverts are the extreme ends of the “ energy continuum. The distinction is defined by where people get their energy from -- other people, or solitude. Hiring salespeople is a high-stakes game.

Energy 112

4 Pillars to Make You an Exemplary Sales Leader

Jeff Shore

In my extensive study, I’ve found there are four primary pillars that all great leaders embody. Their passion becomes our passion, their energy becomes our energy. By Amy O’Connor.

Energy 118

Why “Don’t Send Emails At Night” Is Terrible, Outdated Advice

Hubspot Sales

But that's based on the premise of time, not energy. But in reality, we should be optimizing our energy, not our time. Email should be handled when our energy is lowest (regardless of the time). Tasks that require high mental energy. don’t require high mental energy.

4 Steps to Make Your Sales Life Easier

No More Cold Calling

He writes: Are you working up a sweat just trying to decide where to focus your social selling energy? Decision-making has been proven to deplete mental energy. LinkedIn’s Koka Sexton shares four no-sweat solutions for increasing sales productivity.

There’s a 90 percent chance you’re ineffective

Sales and Marketing Management

In business, the focus is on the “10 Percenters” after a study by European academics Heike Bruch and Sumantra Ghoshal revealed that only about 10 percent of managers take “decisive purposeful action” when necessary. The remainder were busy, but not very effective: 40 percent were energetic but unfocused; 30 percent had low energy, little focus and tended to procrastinate; and 10 percent were focused, but not very energetic

Energy 173

How to Survive the Workday When You're Sick, Tired, or Just Not Feeling It

Hubspot Sales

And that’s okay: A recent meta-study debunked the myth that breakfast is a “magical meal." You’ll get a slow, sustained release of energy from the peanut butter, some brain-fueling glucose from the banana, and digestion relief from the bread. Tired at work?

The Effects of Public Versus Private Recognition


In a study funded by an employee motivation firm Make Their Day, it was found that private recognition given by managers has found to be motivational for 88% of employees surveyed. In the same study conducted by Make Their Day, 76% of respondents found peer praise very or extremely motivating.

How to Use Executive Leadership Changes to Time Sales Outreach

DiscoverOrg Sales

A DiscoverOrg study revealed that 71% of newly-hired or recently promoted decision-makers lead 3+ initiatives within their first 3 months in a new position. CASE STUDY] How Deal IQ Grew Booked 8x More Client Meetings.

The Killjoy

Selling Energy

Some people call them the “Doubting Thomas;” however, I call this persona “The Killjoy” because they likely don’t believe in energy efficiency or have had a bad experience with it in the past. Your ENERGY STAR ® score is suffering. You can also use studies to back you up. Subscribe to the Selling Energy Blog ! At some point, all of us have dealt with (or will deal with) a character I call “The Killjoy.”

Cold calling? These 3 simple voice techniques will help you close more deals

In fact, studies agree that communication is only 7% verbal. Changing how you’re positioned during your cold calls can give you more confidence and energy. That energy you’re feeling is going to make its way into your pitch, making you sound confident and excited.

How you manage makes a difference

Sales and Marketing Management

A 20-year study was conducted with residents of Framingham, Massachusetts, to understand how happiness and heart attacks connect in the real world. In his paper, he noted the presence of someone else “serves to liberate latent energy not ordinarily available.”

Sales Tips: How to Get Past the First 20 Seconds

Customer Centric Selling

Statistics from an AMA study found executives answer only 4% of prospecting calls. The call could begin as follows: This is John Jones with ABC Energy. People buying older homes are often surprised by higher than expected energy costs.

How to develop a winning sales mindset: Critical self talk vs pep talk

Real-time self-criticism robs you of the energy and time you need to make a solid connection with your prospect and close the sale. Most studies have looked at athletes’ self-talk (and I can tell you from my own Muay Thai experience that it’s true).

5 Results-Oriented Sales Tips To Give You a Head Start in 2019


Despite this, more than one in eight jobs in the United States are full-time sales positions according to a study done by The Brevet Group. A clear picture of the lifetime value of the customer will help guide how much energy you invest on a prospect.

How to Effectively Follow-up After Sales Meetings


One great way to do this is to leverage case studies and testimonials. Walking away isn’t necessarily a bad thing either, it means that you can refocus your time and energy on other opportunities.

How Success Traps Great Sales Leaders

Sales Benchmark Index

I have attached a case study and solution guide to help you. To see the complete case study and solution guide click here. Spend 75% of your energy on implementation of the solution and 25% on design. Most sales leaders have this energy/effort allocation flipped.

To Get Off the SaaS Growth Treadmill: Avoid Revenue Churn and Burn


A recent study by Invesp found that 44% of SaaS companies are focused on customer acquisition, as opposed to just 18% that are focused on customer retention.

Churn 106

Why You Should Apply for that Sales Role You Are Not 100% Qualified For

Women Sales Pros

Women Leadership expert Tara Mohr didn’t believe the often-quoted HP Study and did her own research. Turns out that most women don’t want to waste their time or energy applying for something they don’t think they will get.

Say Goodbye to Bad Business

No More Cold Calling

Your resources (and energy) will be drained. My company wants this new logo for the website and case studies. Some customers just aren’t worth the headache. Sam kept me waiting for 30 minutes. When we finally met, he was anything but pleasant.

Energy 270

Who Would You Draft in Your Fantasy Sales League?

Smart Selling Tools

Studies show multitasking drains the brain’s energy reserves and increases anxiety. With this week’s announcement of a professional league for Esports , it’s time to recognize what great salespeople have known all along. Sales is a sport. Think about it.

Sports 142

Time To Get Around To It

The Pipeline

Studies have shown that we are less likely to blow-off an activity that is in our calendar, than those that not, despite best intentions. The emotional rollercoaster, the misspent energy, all avoided by setting an appointment with themselves to secure appointments with their next big client.

Your Executive Presence (When you Don’t Wear Black Turtlenecks)

Performance Sales and Training

Most people don’t speak with as much energy or personality in business as they do in their personal lives. They tend to fall into “business-mode” – an ineffective flattening of tone and energy. Steve Jobs raised the bar on public speaking and executive presence for all of us.

Film 81

The Secret to Sales Rep Motivation

Steven Rosen

The researchers at MIT in a 2005 study for the Federal Reserve Bank concluded that : As long as the task involved only mechanical skills, bonuses and rewards work. Other studies have supported these findings yet sales leaders have continued to use higher incentives to drive performance.

The Difference Between Engagement & Productivity – Why You Need Both


According to a study by the Gallup Organization, “organizations with a high level of engagement report 22% higher productivity.” This increases employee morale and generates positive energy within the office environment — boosting individual and team productivity.

Why You Need To Hire A Coach In 2016

Steven Rosen

Coaching also has an impact on an organization’s financial performance; according to an ICF and HCI study, 60% of respondents from organizations with strong coaching cultures report their revenue to be above average, compared to their peer group. By: William Arruda.

7 Ways to End Your Sales Presentation With a Bang

Hubspot Sales

Begin with an anecdote, analogy, case study, or thought-provoking idea, such as: “Client X was in trouble. A repetitive, rhythmic close isn’t just memorable, it’s also high-energy and engaging. Closing a Sales Presentation. Go back to your opening anecdote or idea. End with a challenge.

Churn 112

Give It Up!

The Pipeline

I recently watched one of bubbly bundles of energy preach at a sales kick off, wax poetic about winners never give up, and find a way to “get it done”. By Tibor Shanto – .

Quota 203

What Dunbar’s Number Means for Professional Networking

Sales Hacker

In a follow-up study , he found that despite the proliferation of social media and the digital world, the human brain still cannot maintain more than about 150 to maybe 180 meaningful relationships. What is Dunbar’s Number?

Harvard Business Review Blog Off Target on Sales Greatness

Understanding the Sales Force

There is Energy and Esprit de Corps! Objective Management Group (OMG) has studied 650,000 salespeople and 100,000 sales managers from around 10,000 companies and if we looked only at common findings we would be completely misled about the top sales management core competencies. Understanding the Sales Force by Dave Kurlan This recent article in the Harvard Business Review Blog was as far off target as any I have ever debunked.

Energy 151

SaaS sales negotiations 101: How to respond to discount inquiries

Instead of debating if you should or shouldn't offer them a discount right away, you need to refocus their energy on what really matters: your product! Prospects will sometimes reach out and ask for a discount before they even sign up for a trial. What do you do when that happens?

How to Actually Unclog Your Sales Pipeline

No More Cold Calling

They drain your energy, test your patience, and waste your time. Your resources (and energy) will be drained. My company wants this new logo for their website and case studies. You can’t choose your family, but you can choose your clients.

The Best Referral Programs Start with a “Referral Culture”

No More Cold Calling

Sales leaders discount the time, energy, and investment (yes, investment) that it takes to execute the best referral programs and to clock repeatable, measurable referral results. A recent study by Insperity Solutions and the Sales Management Association validated this sales coaching paradox.

What Leaders Have to Say on Setting and Achieving Goals

Steven Rosen

In fact, studies indicate that only 8-12 percent of people fulfill their goal setting resolutions. “If you want to be happy, set a goal that commands your thoughts, liberates your energy and inspires your hopes.”

Meet The ‘A Listers’? Who Are Ruining Their Selling Careers

Bernadette McClelland

Sometimes we forget that the thing we need is not more money, more tools, more shortcuts – that it could be a matter of tapping into our resourcefulness and finding a bit more energy and effort in doing something new and perhaps putting a business case together instead of whinging.

Do You Use Ordinary Measures For Extraordinary Results?

Smooth Sale

Depending on the tasks related to your job, most do not consume a lot of energy but can take up a lot of time. Many studies show that money is not the primary factor that makes employees show up to work.

The Sales Manager’s Success Checklist

Steven Rosen

It has been proven in multiple studies that highly engaged sales reps create highly engaged customers. As the leader of your team it is very important that you are feeling good and that your energy levels are high. They can sense your mood and your level of energy. By Steven A.