KO Advantage Group

JANUARY 17, 2020

But when I was in corporate sales one of the things I hated the most was being taught techniques and "tips and tricks" that had no backing! Think about it. I go to company A, and when I can't find what I'm looking for I move on to company B, and so on. Your prospects want to talk price.

Call-back 87

Call-back Follow-up Sales Cycle Retail 87

The Pipeline

NOVEMBER 13, 2014

Recent headlines about AC/DC’s drummer brush with the law, got me thinking why would someone want to kill someone? Then I remembered that in sales we see this all the time, over and over, people are trying to kill cold calling. I am not here to argue the stats, but I do want to point out that both stats refer to BUYERS.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

John Barrows

AUGUST 26, 2019

In this episode, Todd talks us through the science behind decision making and how transparency at a high level moves the needle…. I mean that volume of reviews we’ve always associated with B2C. But 2 things I have found about this surprised me. As a CRO, I had 61 people on my team at the time.

Lead Rank 97

Lead Rank Sales Qualified Lead GoldMine Negotiation 97

Partners in Excellence

JANUARY 7, 2020

I’m at the ripe young age where I have seen a lot of different scenarios for marketing, demand gen, lead gen, and prospecting. Even with phone calls, there was an actual cost that we attributed to the call. The bottom line is any demand gen programs had very real costs that could be $100s of thousands or even millions.

Lead Gen 62

Lead Gen Sales Qualified Lead Collateral Travel 62

Pipeliner

JANUARY 5, 2023

I have always pointed out that salespeople have very similar characteristics to entrepreneurs—therefore they are, in fact, “entrepreneurs within the enterprise,” or in a word I coined, salespreneurs. Finally, if all of this is conducted with an altruistic approach, we will win even more together, as we will see further in this article.

Networking 94

Networking Call-back Top of Funnel CRM 94

Partners in Excellence

NOVEMBER 29, 2011

In spite of the challenges to success in selling, I see too many sales people making bad choices—they focus on doing what they want to do rather than what they have to do. If I could achieve my goals/quotas by just spending my time thanking customers for their orders, then I’d be 1000% every year!

Proposal 90

Proposal Negotiation Quota Report 90

Zoominfo

DECEMBER 13, 2018

Sales Hacker brings together top sales execs from the biggest tech companies to learn about the tactics and strategies they’re using to attain nine-figure revenues in B2B sales. Check out the Sales Hacker YouTube channel for a wide range of content, from talk about sales readiness to developing curiosity and passion.

Channels 187

Channels Face-to-face Video Hubspot 187

Hubspot Sales

MARCH 2, 2018

I need to use this budget somewhere else.". "I I don't want to get stuck in a contract.". I can get a cheaper version somewhere else.". Competitor X says [false statement about your product].". I can't sell this internally.". I don't see what your product could do for me.". "I I need help with Y, not X.".

Objections 145

Objections How To ROI Call-back 145

Sales Hacker

MAY 24, 2020

Then, I’m going to give you real-life cold calling examples that my team and I use on our best calls. I can recall starting out in inside sales and hearing sales reps around me become short or rude with the person answering the phone on the other end. I am ( insert AE name ), calling from itelligence, an SAP Platinum Partner.

Cold Calling 94

Cold Calling Examples How To Sales Qualified Lead 94

Pipeliner

AUGUST 13, 2019

The ancient Hebrew had a term, Jada, which means “I acknowledge you, I recognize you, I identify you.” The term came about when Adam recognized Eve as a whole person, body, mind, and soul, and they were united wholly. But there was still an enormous curiosity about what happens after death. Focus on the Hereafter.

Exercises 75

Exercises Banking Guarantee Call-back 75

John Barrows

JANUARY 30, 2019

One of the most common questions we’re asked is “How do I become a better listener?” While I hate hacks and tricks, something Oscar said toward the end of the interview really resonated. This means that as your prospect is telling you something, they’re only able to communicate about 11% of what they’re thinking.

Call-back 133

Call-back Up-Sell Sales Ideal Customer Profile 133

Zoominfo

DECEMBER 13, 2018

Sales Hacker Sales Hacker brings together top sales execs from the biggest tech companies to learn about the tactics and strategies they’re using to attain nine-figure revenues in B2B sales. Check out the Sales Hacker YouTube channel for a wide range of content, from talk about sales readiness to developing curiosity and passion.

Channels 100

Channels Video Hubspot Face-to-face 100

Gong.io

JUNE 15, 2018

Discussions about the competition then level off, and peak again in the middle of the sales cycle during technical discussions. Having a discussion about your competitors at any stage of the sales cycle reduces your odds of winning the deal, compared to if competitors were completely absent from your deal. Prepare accordingly.

Competition 78

Competition Sales Cycle How To Education 78

Sales Evangelist

JUNE 9, 2019

It’s bad enough that you’re already nervous about the interview, but if you’re thrown into a situation where the director of sales asks you to sell him a pen when you really have very little information to start from, you may find yourself fumbling for something to say. It has a clicky thing and even a laser pointer.

Up-Sell 40

Up-Sell Buyer Consumer Benefit 40

Gong.io

JUNE 15, 2018

Discussions about the competition then level off, and peak again in the middle of the sales cycle during technical discussions. Having a discussion about your competitors at any stage of the sales cycle reduces your odds of winning the deal, compared to if competitors were completely absent from your deal. Prepare accordingly.

Competition 48

Competition Sales Cycle How To Education 48

Keith Rosen

DECEMBER 20, 2012

I was concluding a training session that I was delivering in Florida for a national association. As I bring the program to its natural conclusion, I let the audience know that I will open the floor to them to answer any questions they may have. I could never do that with a prospect.” I’m scared!”).

Call-back 100

Call-back Up-Sell Prospecting Fashion 100

InsideSales.com

MAY 20, 2021

The way we use data, though, is reshaping our experiences in a big way. They talk to people in their own networks. But with the right kinds of automation, a reliable and compliant system, and with intelligence about your buyers’ behaviors, you can go beyond guessing at scale and start guiding your selling. Nobody else does this.

Lead Rank 77

Lead Rank Lead Scoring Call-back SalesForce 77

InsideSales.com

MAY 20, 2021

The way we use data, though, is reshaping our experiences in a big way. They talk to people in their own networks. But with the right kinds of automation, a reliable and compliant system, and with intelligence about your buyers’ behaviors, you can go beyond guessing at scale and start guiding your selling. Nobody else does this.

Lead Rank 52

Lead Rank Lead Scoring Call-back SalesForce 52

Pipeliner

MAY 7, 2020

Most headlines emphasize the bad ones, and I don’t want to minimize them. It’s time to think about whether and how you can capitalize. One development is a reality we’ve all know about but has ignored for decades: Long supply chains carry risks that we failed to analyze properly. Value of Risk Avoidance vs. Price Premium.

Opportunity 85

Opportunity Networking Hiring Retail 85

Marc Wayshak

JUNE 22, 2021

Have you noticed that the world of selling has changed a lot from what it was even just a few years ago? We live in an unprecedented time of science and data about sales —and it all supports the idea that selling has changed at a rapid pace over the past few years. They don’t care about you. If so, you’re not alone.

Marketing 75

Marketing Face-to-face Discount Up-Sell 75

Close.io

FEBRUARY 11, 2020

That’s because sales are all about change. When you ask someone to buy your product or service, you’re really asking them to change their workflows, habits, and even business. Yet humans hate change. Caring personally isn’t about getting all up in someone’s business. Now, what about sales reps?

Closing 118

Closing Hiring Sales Qualified Lead Objections 118

Jeff Shore

NOVEMBER 28, 2018

Topics we’re going to cover on today’s podcast: [1:05] How do I find a mindset change? [4:50] More about our guest Anthony Iannarino: Anthony is a speaker, author, and sales leader. Price: (41 customer reviews). Price: $12.95. Price: $12.95. Go to home street bank dot Com to learn more about them.

Call-back 79

Call-back Hiring Lead Rank Banking 79

John Barrows

APRIL 5, 2018

Be authentic and do what you feel is right, even if it means upsetting your boss. I was the fifth employee (the second after our three co-founders) of a business that grew to a staff of 85 before being bought out by one of the largest chains in the nation. Acquisition talks change everything. Build it into a powerhouse.

How To 126

How To Banking Negotiation Face-to-face 126

SaaStr - Sales Strategy

JULY 30, 2018

At our inaugural SaaStr Europa last June, podcast host-with-the-most Harry Stebbings sat down with MuleSoft Founder and CTO Ross Mason to discuss the organization’s sales strategy, building a strong company culture, how to think about international expansion, and much more. Tell me about the founding story of MuleSoft.

Scale 71

Scale Video Hiring Enterprise 71

Close.io

SEPTEMBER 24, 2019

Don't let these numbers mislead you though—getting into B2G sales doesn't mean that you have to chase multi-billion dollar deals. So whatever you're selling, as long as it could help the a government agency work more efficiently, you could sell it, even if you're running a tiny operation. I work for the state of Tennessee.

B2G 91

B2G Government Buyer Persona Cold Calling 91

Hubspot Sales

APRIL 5, 2018

I swear, every day I see some salesperson on LinkedIn say, “ What you missed is that in my 500 years of sales experience, people always buy from people. Not because the salesperson definitively adds value to the buyer (Though they certainly can!). The “Buy Now” button is all I need. That will never change. ”.

B2C 93

B2C Call-back Hubspot Up-Sell 93

Sales Hacker

JULY 8, 2020

Michael talks about how he does that at scale and how he thinks about scale. Making something big even bigger with strategic revenue generation [12:03]. Then the other sponsor that we have for you, I’m sure you can guess who it is. Now, let me tell you about Outreach. with Andrew Sykes.

Scale 113

Scale Real Estate Tools Lead Rank 113

Nutshell

NOVEMBER 25, 2020

They’re both sent using similar tools, map to a larger sequence or campaign, and can even serve similar purposes, like winning back lost leads. It’s all about attraction here, rather than attempting to pull them in. How are marketing emails different from sales emails? Email marketing for current customers.

Marketing 143

Marketing Webinar Metrics Email Marketing Top of Funnel 143

Close.io

JANUARY 7, 2020

Let’s begin with defining sales quotas, establish why you need to care about them, and identify top objectives for setting them. In a healthy economy, your revenue goals might get met even without an annual improvement performance of your sales team. Hate the idea of dealing with spreadsheets and just generally not a numbers person?

Quota 92

Quota Meeting Forecasting Lead Rank 92

Cience

JANUARY 6, 2020

I magine if you could choose an industry-leading service provider with years of experience and complete knowledge about lead-generation companies. Even though the buyer’s journey rarely lacks resources, research doesn’t guarantee the understanding of how a process is actually implemented in practice.

Lead Generation 89

Lead Generation Outsourcing Services Paid Content Lead Rank 89