Costello

JANUARY 9, 2019

When we speak with marketing agencies about using our sales playbook software to sell their own services, one of the questions they always ask us is, “What questions should I ask my prospects?”. In total, we gathered sales qualification questions from 26 experts, as well as the answers they expect to hear from their prospects.

Prospecting 111

Prospecting Ideal Customer Profile Marketing Sales Qualified Lead 111

Close.io

FEBRUARY 24, 2020

First off, let’s make one thing very clear: sales enablement isn’t just another fun trend that’s here today and gone tomorrow. Just five years ago, CSO Insights ran a study about sales enablement and only 25% of the companies they surveyed had developed sales enablement for their teams. 9 sales enablement best practices.

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

OnePageCRM

MARCH 8, 2017

There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. TOTAL $19,547 from 322 sales. Sales had increased 25% over the previous book due to larger audience, but revenue was up by 77%.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

The Pipeline

MAY 21, 2015

Sales is all about the execution, and execution, or at least good execution, is a result of proper planning, ignore or short cut any part of that, and you will have to work harder, or miss winnable opportunities. First and foremost you need to be a Subject Matter Expert (SME). The difference is in the execution.

SME 120

SME Objections Margin Buyer 120

Mindtickle

SEPTEMBER 15, 2021

Though the article is now a quarter of a century old, the sentiment has never been more true – especially for sales organizations. There’s no doubt sales content is a key ingredient of sales readiness and selling success. Virtually every sales enabler and marketer spends a lot of time creating content to support the sales team.

Top of Funnel 95

Top of Funnel Face-to-face SME B2B 95

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

InsideSales.com

MARCH 15, 2020

Good sales leaders are those who can successfully manage a sales team and escalate them to great heights. Here are some sales team management tips to set your team up for success. RELATED: 3 Questions Data-Driven Sales Managers Must Answer. In this article: Build a Sales Team Based on Your Needs. Specialize Early.

Hiring 58

Hiring Top of Funnel Promotion Distribution 58

Mindtickle

SEPTEMBER 15, 2021

Though the article is now a quarter of a century old, the sentiment has never been more true – especially for sales organizations. There’s no doubt sales content is a key ingredient of sales readiness and selling success. Virtually every sales enabler and marketer spends a lot of time creating content to support the sales team.

Top of Funnel 59

Top of Funnel Face-to-face SME B2B 59

Tony Hughes

MARCH 13, 2018

It's being done right now in the field by a sales team near you [perhaps a competitor], it's remarkable and it's not for the faint of heart. Just reading Jonathan Farrington's statistic that, 'the average quota attainment in B2B sales is below 60%,' prompts me to lay out a blueprint on how to fix it. May the 'first in' win!

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63