PandaDoc

APRIL 3, 2023

We’re passionate about enabling sales teams to be more efficient and sell more — and we know a thing or two about sales playbooks, too. What is a sales playbook? A sales playbook is a comprehensive collection of all your sales strategies, tactics, tools, and best practices for your salespeople to use and follow.

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Buyer Persona How To Guidelines Top of Funnel 52

Braveheart Sales

AUGUST 26, 2021

Regardless of the products or services you sell, it’s likely you seek to sell consultatively, to uncover deeper buying motives, and to address customer problems rather than to just sell stuff. The days of just selling stuff are over, and everyone knows it. Give the customer what they want, but not too many options.

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Proposal Negotiation Lead Rank Lead Scoring 40

Anthony Iannarino

AUGUST 11, 2020

One of the most significant changes in sales is the meaning of the word “closing.” In the past, sales leaders would suggest that they wanted to hire people who could close deals, asking the prospective client to buy, and getting ink on a contract. This is not only incorrect but also something detrimental to winning big deals.

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Closing How To Negotiation Hiring 122

Marc Wayshak

MAY 25, 2022

If so, you might often find yourself thinking, “I feel like with just a couple of small tweaks, we could be making so many more sales…”. One of the most common questions I get from sales managers is, “How can I make some small changes that will allow my sales team to sell significantly more?”.

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Hiring Sales Management Training Lead Gen 62

PandaDoc

MARCH 13, 2023

If you are a business, then you are well aware of what a sales cycle is. These days, there is a tendency toward sales cycles becoming slower. One solution to effectively speeding up your sales cycle is to optimize the sales processes within your company. What is a sales cycle? Ready to learn more?

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Sales Cycle Decision Maker Proposal Case Study 52

Nutshell

FEBRUARY 6, 2024

When you’re in the depths of the sales process, how do you know what step to take next? How do you know what action will be most effective for moving a lead toward becoming a loyal customer? Just focusing on the desired outcome—a new sale—won’t get you there. Why use a next-action approach to sales?

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Top of Funnel How To Lead Rank Sales Qualified Lead 62

Gong.io

MAY 31, 2021

Pick any (or all) of the above, and you have the reason sales playbooks exist. A sales playbook serves as a guide or a model for capturing best practices for each and every potential sales situation. Best-in-class sales playbooks include: . Resources: Your sales team’s go-to. Sales presentations.

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Examples Top of Funnel How To Segment 118

BrainShark

JULY 9, 2023

Here’s how you can turn your managers into great coaches and develop a coaching culture at your organization. What is a coach’s role, and what can we do to help give them the tools they need to succeed? What is a coach’s role, and what can we do to help give them the tools they need to succeed?

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Coaching How To Lead Rank Lead Scoring 62

Mindtickle

MAY 31, 2023

That’s where the concept of a sales pipeline comes in. As it turns out, it’s actually more helpful to think of a sales pipeline as a sort of road through your sales process. Here’s how to build a sales pipeline and why it matters. What is a sales pipeline?

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Pipeline Top of Funnel Lead Qualification Sales Qualified Lead 52

Allego

DECEMBER 20, 2023

This presents a significant challenge for sales teams that struggle to adapt to these evolving expectations. Traditional selling methods they’ve relied on fall short in the digital era. You’re probably thinking, “That all sounds great, but what does the software actually do? How will it help my sellers sell more?

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Software Software Lead Rank Vendor 125

Sales Hacker

FEBRUARY 6, 2019

There have been many times during my career as a sales executive at Chorus and InsightSquared where I blamed reps for things that were really a result of my broken sales process. Why did we submit this proposal without getting it approved!?” These 3 Sales Process Tips Will Make You Unstoppable. Build sales collateral.

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Sales Process Top of Funnel Sales Management Sales Methodology 81

Nutshell

OCTOBER 9, 2017

If your sales team is operating without a sales process, you need to do something about it—right now. Building a sales process is absolutely necessary to your company’s success, and is perhaps the most important thing you can do as a sales manager to impact your team’s ability to sell. Read this first.

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Sales Process Top of Funnel How To Follow-up 91

Highspot

JANUARY 31, 2020

In this guide, we’re pulling back the curtain to show you what goes into defining, achieving, and maintaining sales excellence and will answer such questions as: What is sales excellence? How do you measure sales excellence? How do you achieve sales excellence? Sales technology.

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Lead Rank How To Sales Enablement Analytics 98

Allego

JANUARY 11, 2024

Like Napster revolutionized how we listen to music, generative AI has revolutionized how we work. To help you out, I did the work for you and found some of the top GPTs for sales professionals. Below you’ll find GPTs for sales coaching, sales content, sales leadership, sales management, and sales strategy.

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Ideal Customer Profile Customer Social Media Negotiation 71

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

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Outsourcing Services Face-to-face Travel Lead Rank 279

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

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Lead Rank Lead Scoring Ideal Customer Profile Customer 113

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy?

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Sales Enablement Webinar Metrics Strategy Top of Funnel 52

PandaDoc

OCTOBER 21, 2022

Hiding your prices or being uncomfortable when you need to discuss them with clients will affect your capacity to make a sale. And that’s a much better option than overstretching your team’s resources and talking to absolutely every lead, regardless of how slim their chance of converting is. When is the best time to discuss pricing?

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Decision Maker Negotiation How To Discount 52

Nutshell

JUNE 12, 2020

Promoting a sales manager internally is tricky, but hiring an outsider might be even trickier. Current sales reps can make great candidates for open positions within the company. Effective managers enable effective teams. However, the way reps and managers apply those skills is quite different.

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Hiring Lead Rank Lead Scoring How To 98

Understanding the Sales Force

JANUARY 14, 2014

Understanding the Sales Force by Dave Kurlan According to FreeDictionary.com , the original definition of Methodology is, "the theoretical analysis of the methods appropriate to a field of study or to the body of methods and principles particular to a branch of knowledge." This is a horribly designed sales process! Qualification.

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DocSend

MAY 17, 2022

What is sales enablement? At a high-level, a sales enablement tool can do two things: help teach your sales team how to sell and enable their ability to sell by providing training, documents, and guidance. Selling virtually through data-driven conversations Download now. On-time enablement.

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PandaDoc

JANUARY 27, 2020

If you’re looking to level up your sales career in 2020 but don’t know where to start, we suggest checking out one, two, or all three of the must-read books listed below to get you equal parts inspired and fired-up to crush your quotas this year. Empathetic sales, like marketing, is the answer to solving tough business challenges and growth.

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Cold Calling Proposal Sales Cycle Quota 121

Anthony Iannarino

JULY 30, 2020

There is a certain variety of sales experts who write as if salespeople, sales managers, and sales leaders are all from central casting for movies like Glengarry Glenn Ross or Boiler Room , movies that define the sales stereotype of self-oriented, manipulative, and high-pressure sales.

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eBook Up-Sell B2B Proposal 112

Nutshell

MARCH 15, 2024

Qualifying leads before sending them through to your sales team lets you learn more about your prospects and build deeper connections with them, which often results in more deals. Table of Contents What does lead nurturing mean? Be sure to avoid diving in with a hard sell each time you communicate with your prospective customers.

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Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71

PandaDoc

JULY 11, 2022

Behind almost every successful business is a successful sales team. Whether you’ve got a small team of inside sales reps, a large outdoor sales team, or a wholesale department working on distribution partners for your next product, sales is the lifeblood of any business. Before you start: Sales reps by the numbers.

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Hiring How To Salary Scale 52

Gong.io

NOVEMBER 7, 2022

Enterprise sales are a different beast than small to medium-sized business (SMB) transactions. A strong sales process is crucial to navigate these deals successfully. . But how do you handle multiple decision-makers? How do you maintain deal momentum and keep large deals from “slipping”? What is a complex sale? .

Ideal Customer Profile 62

Ideal Customer Profile Decision Maker B2C Proposal 62

Janek Performance Group

JANUARY 8, 2024

By performing a white space analysis, you can identify who that customer is and how to best target them. How does white space analysis work? Here’s what you need to know. What is a White Space Analysis? For instance, if you bought a new phone, a cross-sell might include a phone case and a charger.

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Analysis Segment Lead Rank Data 118

Sales and Marketing Management

JUNE 30, 2017

Author: SMM Anthony Iannarino believes not only was Alec Baldwin’s portrayal of a sales manager in “Glengarry Glen Ross” brilliant, it was on target – sort of. The author, blogger and sales professor says “always be closing” is a mantra that makes sense when you look at it right. I’d like to see a proposal and presentation.”

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Proposal Face-to-face Film Closing 136

Hubspot Sales

SEPTEMBER 12, 2018

Growing a healthy pipeline is possible through careful assessment and management. But what is a sales pipeline and why is it so instrumental to selling success? In this guide, you'll learn everything you need to know about sales pipeline management, including: Sales Pipeline Definition.

Pipeline 144

Pipeline Top of Funnel Forecasting Sales Forecasts 144

Janek Performance Group

SEPTEMBER 12, 2022

The soul-crushing experience of telling your sales manager that the deal you were so confident would close is now a no-decision is a bitter pill for sales reps to swallow. As sales professionals, we rack our brains trying to figure out what we did wrong. The Essence of Sales. Curious but Not Committed.

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Call-back Follow-up Sales Methodology Sales Qualified Lead 62

PandaDoc

NOVEMBER 15, 2021

The term “sales culture” is a bit of a fuzzy concept. All of those elements and several others are influenced by your company’s sales culture. Here, we’ll discuss several aspects of sales culture, what a good one looks like, how to improve yours, and how to scale it as your company grows.

Hiring 52

Hiring Scale How To Incentives 52

Highspot

JANUARY 3, 2024

It’s a setback that makes you reassess your approach and wonder – what went wrong? Whether you’re a seasoned sales manager or a frontline rep hustling for results, we get it – the struggle is real. Read on to discover how reps can confidently approach each closing conversation with closing sales training that works.

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Closing Training Lead Rank Negotiation 52

Gong.io

DECEMBER 5, 2022

As a sales manager, you’re like a general marshaling your troops (or sales reps) into battle. It’s your job to lead your team through the trenches and give them direction so they’ll know which markets or territories to target and how best to attack. That’s why having a strategic sales plan is vital.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

Zendesk Sell

JUNE 4, 2019

The sales pipeline is an integral part of the entire sales process. Consider it a visual tracker that provides valuable insights about the number and progress of your incoming and current deals while helping you identify gaps in your sales cycle and ways your reps can achieve their quotas. Sales pipeline management.

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Pipeline Top of Funnel B2C Funnel 73

Mindtickle

FEBRUARY 7, 2018

As a sales manager, one of your many challenges is continuously developing different sales reps. Before you can determine how to approach your reps, it’s essential to understand where they are on the development curve. Newbies will need to cover everything, from your sales process to who everyone in the sales process is.

Training 52

Training Sales Management Hiring Coaching 52

Mindtickle

FEBRUARY 6, 2018

As a sales manager, one of your many challenges is continuously developing different sales reps. Before you can determine how to approach your reps, it’s essential to understand where they are on the development curve. Newbies will need to cover everything, from your sales process to who everyone in the sales process is.

Training 52

Training Sales Management Hiring Coaching 52

Gong.io

JULY 18, 2022

Too often, sales reps jump straight into their pitch without even considering their prospects’ needs or asking what they’re looking for. And in most cases, that’s a losing sales strategy. So how can you build rapport with your prospects? How can you position your solution and boost your win rates?

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