Highspot

JANUARY 29, 2024

7 Sales Negotiation Strategies to Close More Deals Sales negotiation strategies are essential for navigating the complexities of deal-making and securing favorable outcomes. Here are some effective sales negotiation techniques that will help you build trust with prospects, close more deals , and streamline your sales cycle: 1.

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Negotiation Closing Case Study Buyer Persona 52

Fill the Funnel

FEBRUARY 9, 2012

The #1 way for individual sales people to be found by prospects is to have a targeted LinkedIn Profile. Your company hopefully has many other platforms that are generating leads for the sales team. The most effective way for you as an individual sales person to get on the radar for your prospects is via your LinkedIn Profile.

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Top of Funnel Prospecting Ideal Customer Profile LinkedIn 115

SBI

OCTOBER 27, 2019

Think how effective it would be if salespeople could mix and match content for prospects without changing the originals. Resources All Blog Article Case Studies ebooks & Guides Funding & Acquisitions Guide Industry News Interview Video Video Reviews Webinars. Sales Enablement. Field Sales. Case Studies.

Video 59

Video Cost Per Thousand Case Study Collateral 59

Zoominfo

APRIL 16, 2022

In today’s environment, it’s getting harder to connect with prospects on a cold call. Field work went away because events went away, and field sales and outside sales all went away or went inside,” says Nina Wooten, director of demand generation at ZoomInfo. Do your prospects still have a commute?

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Cold Calling Channels Demand Generation Agencies Call-back 100

Mereo

SEPTEMBER 24, 2020

With the business world still experiencing great disruption from COVID-19, we are taking an in-depth look at exactly how sales teams are being altered by this situation — and the best ways to adapt for success in the uncertain future. Sales will follow. Field Sales Teams. Field Sales Teams.

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Inside Sales Face-to-face Field Sales Sales Enablement 78

Sales Hacker

DECEMBER 14, 2022

Because of that, buyers are expecting salespeople to be experts and trusted advisors in their fields. Sales enablement allows sales teams to understand products and services in greater detail than ever, along with questions and even objections. Case studies. What are the motivations for purchasing? Objections. Collateral.

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Sales Meeting Meeting Collateral Ideal Customer Profile 89

SBI

JUNE 25, 2020

Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. Another priority should be making sure sellers have access to a bank of quality content, such as case studies, that allows them to engage with buyers in a meaningful way at each stage of the buying journey.

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Scale Buyer Case Study Banking 120

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management. Potent prospecting works more holistically.

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Sales Management Hiring Inside Sales Cold Calling 257

Gong.io

NOVEMBER 9, 2020

My grandfather was a field sales rep for 3M in the ‘90s. . He knew which colleges his clients’ kids went to and what they were studying. There are a ton of studies that show that appearances have a massive impact on how we perceive people, from the clothes we wear to our facial expressions. You’d be surprised. .

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Video Call-back Buyer Study 118

Hubspot Sales

MARCH 20, 2020

High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. Are Internal or External Sales Coaches Best? A survey of 330 U.S. A survey of 330 U.S.

Sales Coaching 106

Sales Coaching Research Coaching Sales Methodology 106

No More Cold Calling

AUGUST 4, 2015

How Sales Executives Keep Rainmakers Happy How do you create an environment that inspires and celebrates the success of your sales team? Nick Hedges, CEO of Velocify, shares his strategies in his Entrepreneur.com article, “ The Secrets to Building a World-Class Sales Team.” Reward great sales performance.

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Hiring Cold Calling Referrals Face-to-face 120

Chorus.ai

JULY 28, 2020

Sales objections come in many forms, and it takes experience and quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face.

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Objections Case Study ROI Lead Rank 104

Frontline Selling

DECEMBER 16, 2022

On the one hand, they shower love on their SDR’s because (let’s face it) their job of sales prospecting is really, really hard! (Oh, But it’s so hard that most sales reps won’t even try to do it. A field sales rep gets days to prepare for a demo or a meeting. Oh, and critical to the organization’s success.)

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Face-to-face How To Lead Rank Call-back 52

SBI Growth

OCTOBER 5, 2012

To drive the right behavior and hit your targets, your sales compensation must evolve at the same pace as your company. Sign up for our no-cost event here and receive our Field Sales Compensation Assessment Sheet to find out if your program is outdated. Are you clinging to a legacy Sales Compensation model?

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Compensation Company Hiring Salary 257

Pointclear

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

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Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

Hubspot Sales

NOVEMBER 17, 2020

To answer this question, let’s start with some data: According to the latest HubSpot Research Study , we found that 40% of businesses will miss revenue targets this year. Before this year, there was already a clear split in sales models. Blanket outreach or prospecting will be ignored, and worse, despised.

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Hubspot Lead Rank Opportunity Lead Scoring 125

Pointclear

JUNE 26, 2012

Having recently authored a piece for SandHill.com called Mastering the Virtual Sale , I discovered that the inside sales profession is growing at a rapid clip—far exceeding growth in field sales. So I attended this event expecting to find out more about how and when resources would be flowing to inside sales teams.

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Inside Sales Hiring Conference Field Sales 162

Chorus.ai

DECEMBER 1, 2020

Sales objections come in many forms, and it takes experience and a quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face.

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Objections Case Study ROI Lead Rank 73

Nutshell

AUGUST 24, 2018

Inside sales refers to any form of selling that isn’t done face-to-face. Unlike outside sales (or field sales ) reps, inside sales reps connect with potential customers remotely through phone, email , and web conferencing. Among B2B companies, the use of inside sales reps has exploded in popularity.

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Outside Sales Inside Sales Hiring Face-to-face 91

Miller Heiman Group

JULY 11, 2019

To forge these lasting customer relationships, sellers must create a world-class sales system that consists of three components: customer engagement, performance support and sales enablement. Make Sure Every Sales Call Delivers Value for You—and Your Customers and Prospects.

Customer 55

Customer Face-to-face Top of Funnel Channels 55

Selling Essentials RapidLearning Center

JUNE 14, 2019

Wholesale distributors are feeling urgency to change their sales models, a joint MDM/RLI research study shows. Many distributors have a field sales culture in markets where inside sales models may make more sense. Field Sales vs. Inside Sales. Only 1 percent are entirely inside sales.

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Distribution Selling Skills Lead Rank Lead Scoring 45

Cincom Smart Selling

FEBRUARY 16, 2018

Corporate sales managers are less concerned with the individual sales rep, their appearance, personality and work ethic, and more concerned with ensuring that the field sales force has the tools, data and knowledge required to achieve success in their target market. CPQ Enables Cross-selling and Upselling.

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Hiring Margin Proposal Penetration 48

DialSource

JULY 8, 2020

Based on these different approaches, these models impact variables such as scheduling, software use, sales environment, etc. For example, outside sales reps close deals the old-fashioned way, typically face-to-face. Inside Sales Is Here to Stay — Here’s Why . Lower costs and higher profits.

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Inside Sales Scale Outside Sales Face-to-face 69

SugarCRM

FEBRUARY 2, 2022

Lead management is an umbrella term that describes the entire process of identifying prospective customers interested in your services, tracking and following up with those potentials, and nurturing them to increase the chance they make a purchase. Prospects would include parents with students who are that age and the students themselves.

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Lead Management Lead Rank Lead Scoring Sales Qualified Lead 49

Highspot

JANUARY 14, 2024

Leveraging various digital platforms will help enhance customer engagement throughout the sales process. Here’s a closer look at what virtual selling entails in day-to-day sales: 1. Prospecting Virtual prospecting utilizes tools like email, social media, and video to reach potential customers.

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Quota Face-to-face Ideal Customer Profile How To 52

Vengreso

NOVEMBER 18, 2020

million professional salespeople in the U.S , and field sales make up 52.8%. Face-to-face meetings have been replaced by video conferencing, and many sales leaders are scrambling to train their sales teams on how to sell remotely. Your outside field sales reps have already been doing some of these activities.

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Hiring Face-to-face Lead Rank Lead Scoring 111

Janek Performance Group

JUNE 24, 2022

If you are in sales and you have been in front of your biggest prospect and started sweating, getting clammy hands, or a racing heart, you felt the pressure. It’s been said that everyone practices their sales, but some sales reps only do it with live prospects. Sales is not always sunshine and rainbows.

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Sports Hiring Coaching Quota 62

Chorus.ai

MAY 15, 2020

We realized we have to keep speaking to clients, keep speaking to prospects. The most commonly heard challenge facing sales teams now is motivation. This isn’t a particularly new challenge - sales leaders have come up with ways to creatively motivate their teams for time on end. Then it was an adjustment period.

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Face-to-face Travel Pivotal Inside Sales 62

Xactly

JULY 16, 2018

If you want to capitalize on a sales trend, then you have to see it before it becomes a trend. Start studying these insights and watching in any way that you can. Read online trade publications, pore through social media, and look for sales trends that appear to be gaining steam. Then, open things up for discussion.

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Trends Hiring How To Social Media 55

Pointclear

AUGUST 30, 2012

Craig talks about the critical role of the phone in connecting with the right prospects as quickly as possible: “I was just reading Aaron Ross’s blog post the other day. Concluding Thoughts: Consumerized B2B Software & the Resurgence of Field Sales. There’s a lot to learn there, and I’ve really enjoyed studying that.”.

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Software Software B2B Top of Funnel 187

Velocify

JUNE 28, 2017

In fact, given a list of current sales technologies, high-growth companies were more familiar with 95% of the categories listed than flat or declining revenue companies, which on average, were 56% more likely to be unfamiliar with each technology. See full study for more. 1) Sales Gamification. 7) Sales/Content Enablement.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53

Miller Heiman Group

APRIL 18, 2018

If your enablement function is just getting off the ground, your audience may be limited to one role such as field sales. One more important note about providing content and training services: The type of information customers and prospects need varies, depending in large part on where they are along the customer’s path.

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Sales Enablement Face-to-face Demand Generation Agencies Handbook 66

Mindtickle

FEBRUARY 14, 2016

One of the most important sales behaviors is demonstrating to prospects the benefits that your products offer. A key objective for sales training is to increase the number of benefits focused conversations while decreasing the number of features focused conversations. Stay tuned!

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Hiring Training How To Lead Rank 52

Mindtickle

FEBRUARY 14, 2016

One of the most important sales behaviors is demonstrating to prospects the benefits that your products offer. A key objective for sales training is to increase the number of benefits focused conversations while decreasing the number of features focused conversations. Stay tuned!

Hiring 52

Hiring Training How To Lead Rank 52

Zoominfo

AUGUST 12, 2020

Popular to contrary belief, sales teams can not only survive in the age of buyer empowerment, but use buying behavior to their advantage — so long as processes and prospecting tools that help engage the right buyer, at the right time, with the right message. Inside Sales or Field Sales? (or

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B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Hubspot Sales

MARCH 11, 2019

Alongside coaching, we're focusing on hiring and how employing the same kind of person limits your team, dissuades your prospects, and hurts your business. Simply put, your sales team needs to be more diverse if you want your team to grow better. The Sales Playing Field. Who wouldn't want a sales team like that?

Hiring 87

Hiring Ideal Customer Profile Customer Hubspot 87

Mindtickle

DECEMBER 5, 2016

Reps can use this knowledge in customer conversations to explain the value your product can provide to a prospect. How do you create a sales success story? Sales success stories can be created in several different formats, depending on what is most useful for your audience. Make them available on their mobile device.

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Motivation Face-to-face Hiring Case Study 52