Sales and Marketing Management

JUNE 19, 2018

Author: John Ruhlin Decades ago, sales professionals hit upon a mantra to understand how to woo prospects: “What’s in it for me?” Look no further than a recent DiscoverOrg study on buyer personas. Such a negative viewpoint only fosters a feeling of distrust for sales experts, making it tough to close deals and garner referrals.

Referrals 219

Referrals Journal Buyer Persona Study 219

Hubspot Sales

AUGUST 26, 2018

How to Find Prospects. Business Journals. Prospecting can be tedious and time-consuming, but it’s something that has to be done to keep pipelines healthy. However, while sales reps can’t avoid prospecting, they can certainly make it easier for themselves. Where Do Salespeople Find Prospects? Job Boards.

Prospecting 83

Prospecting Hiring Journal Territories 83

Hubspot Sales

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Where Sales Prospecting Went Bad. Any takers?

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145

Janek Performance Group

OCTOBER 17, 2022

The prospect is not returning my calls. Maybe I don’t belong in sales. These are thoughts we’ve all had during a sales rough patch. When sales are slow, it’s not an excuse to get down on ourselves. If you have been in sales long enough, you know there are times when it seems like dark clouds are following you every day.

How To 62

How To Hiring Journal Gatekeeper 62

Zoominfo

MAY 23, 2019

On the ZoomInfo blog we often discuss the use of data in sales, marketing, and recruiting. Large companies have the means to fund complex research studies, run advanced data analysis, or partner with other companies, while smaller organizations are often left to gather and analyze data on their own. Simple enough, right?

Data 188

Data Strategy Survey Retail 188

Sales and Marketing Management

APRIL 7, 2019

Author: David Sill In August 2017, the DiscoverOrg sales team was working at top speed, well aware that Q4 was right around the corner, when our CEO announced the acquisition of a formidable competitor, RainKing. A sort of panic set in: this meant merging two sales teams that had been accustomed to going head to head. It isn’t easy.

Hiring 176

Hiring Pivotal Scale Journal 176

Selling Essentials RapidLearning Center

MAY 24, 2023

Beyond goals to implementation The problem is that you committed to your goal — but not to the activities required to realize it, like identifying prospects, reaching out to them, and consistently following up. You had what behavioral researchers call “goal intentions,” but numerous studies have shown that these aren’t enough.

Intent 52

Intent Sales Goal Exercises Cold Calling 52

Hubspot Sales

JANUARY 13, 2021

Why Confidence Is Critical in Sales. Prospects take their cues from salespeople. If the rep sounds calm, collected, and self-possessed, prospects instinctively trust them more. Will/did this significantly inconvenience my prospect? Don’t: When he can’t make the first time the prospect proposes.

Proposal 125

Proposal Journal Buyer Prospecting 125

Zoominfo

APRIL 16, 2018

If you’re one of the few sales professionals who’s never heard of Keenan the Sales Guy, here’s a little introduction. Keenan is the self-described CEO/President and Chief Antagonist of A Sales Guy Inc. With more than 20 years of sales experience, Keenan has influenced, learned, and shaped the world of sales.

Journal 171

Journal Influencer Case Study Sports 171

Hubspot Sales

MARCH 15, 2021

If your entire draw is rooted less in a strong value proposition and more in showing how much money prospects can save, you might come off as sleazy or substandard. Lower prices can often be conflated with lower quality, so if that's all your prospects are hearing about, your product or service might seem higher risk or unreliable.

Margin 118

Margin Remedy Lead Rank Lead Scoring 118

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 9 Sales Motivation Ideas You Can Use NOW.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

Partners in Excellence

AUGUST 15, 2022

A reader wrote me, “Dave do you think sales enablement professionals need selling experience?” ” It’s a follow on to many of the discussions about “Do sales managers need sales experience?” Those who read, study, and learn obsessively. How would customers respond to the same question?

Sales Enablement 91

Sales Enablement Hiring Engineering Scale 91

Sales Hacker

APRIL 8, 2020

Credibility helps you stand out and build trust with prospects who are complete strangers to you. Keep reading to learn how to overcome a credibility gap, plus five things you can do to create credibility with your ideal prospects — even if they’re perfect strangers. You have an active presence on every channel your prospects use.

Closing 115

Closing Top of Funnel Social Media Prospecting 115

Sales Hacker

APRIL 15, 2020

It’s been six weeks since you gave your prospect a demo. Your worst fears are realized… Your prospect has ghosted you faster than your last Hinge date. For sales professionals in particular, it’s become far more normal for prospects to drop out of the picture after a seemingly great conversation. And then, poof.

Prospecting 94

Prospecting How To Call-back Face-to-face 94

Selling Essentials RapidLearning Center

JULY 20, 2021

But in sales, we have to think and talk about money, right? After all, a sale is all about money: You’re proposing a solution to a customer problem, for which the customer will pay you. These psychological effects are described in a number of research studies. Journal of Experimental Social Psychology, 55, 229-233.

Scale 59

Scale Journal Salary Groups 59

Selling Essentials RapidLearning Center

NOVEMBER 22, 2022

In one study , researchers at the University of Alabama used mock witnesses in simulated court trials and found that witness prep made the participants less jittery and more confident, even when confronted with hostile cross-examination. The blog post and Rapid Learning video module are based on the following research study: Boccaccini, M.

Closing 59

Closing Vendor Journal Buyer 59

Selling Essentials RapidLearning Center

MARCH 17, 2021

Experienced salespeople know that telling stories is a powerful way to get key points across to prospects. Obviously, these experiments have major implications for sales. This blog entry is adapted from the Rapid Learning module “The Science Behind Storytelling in Sales,” based on the following research studies: Green, M.

Transportation 109

Transportation Closing Face-to-face Journal 109

Crunchbase

MARCH 17, 2022

Social selling , which is a way to engage and get to know prospects through social media, has become an area in which B2B brands must be competitive. The best salespeople leverage social media to start conversations, learn about their clients, and ultimately build long-term relationships with their clients or prospects. Search less.

Social Selling 129

Social Selling B2B Ideal Customer Profile Social Media 129

HeavyHitter Sales

JUNE 19, 2012

I’ve written extensively about how the successful salesperson’s mind thinks and processes language in my recent books Heavy Hitter Sales Psychology and Heavy Hitter Sales Linguistics. Obviously, you are mentally and emotionally frustrated but you are also in physical pain according to a recent Columbia study. Are You Optimistic? 

Chemicals 162

Chemicals Journal Face-to-face Penetration 162

Hubspot Sales

JUNE 21, 2018

It takes grit to be in sales. You will get rejected by prospects multiple times a day, there are some months when you won't hit your number, and losses are just part of the job. A 2006 study showed that regular physical exercise led to increases in willpower and self-regulatory behavior. Start with "Why". Make your bed.

Motivation 145

Motivation Exercises Journal Energy 145

Allego

OCTOBER 25, 2022

This article originally appeared in Training Journal. Great sales reps aren’t born. For reps to build up their selling skills and gain the insights they need, they require ongoing coaching from sales managers. Sales Coaching in the Virtual Selling Era. For one, hybrid work enabled sales reps to work from anywhere.

Face-to-face 96

Face-to-face Coaching Scale Video 96

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales? Self Sales.

Enterprise 95

Enterprise Enterprise Ideal Customer Profile Sales Process 95

Hubspot Sales

MARCH 22, 2021

Successful sales professionals are great storytellers. How can you up your sales game by learning how to tell value-based stories? I can’t emphasize enough not to jump into a sales pitch before you establish credibility. Unlike case studies, they do NOT discuss your company’s capabilities, products, or services.

Lead Rank 127

Lead Rank Lead Scoring Face-to-face Decision Maker 127

Corporate Visions

SEPTEMBER 20, 2018

What does the typical sales meeting look like today? million sales professionals in the U.S.—47% 47% are inside sales reps, while about 53% are outside. That means 75% of all sales meetings are now remote. The post Research: Differentiating Your “Virtual” Sales Meetings appeared first on Corporate Visions.

Research 40

Research Sales Meeting Meeting Journal 40

Selling Essentials RapidLearning Center

APRIL 14, 2021

The very fact that they’re salespeople – and so are good at persuading sales managers in job interviews that they can do things they can’t. Meantime, sales managers, under pressure to fill positions and meet sales targets, often let their emotions and biases sway their choices without even realizing it.

Hiring 59

Hiring Positioning How To Sales Qualified Lead 59

Hubspot Sales

DECEMBER 26, 2023

And, as a result, it’s a valuable channel for businesses and entrepreneurs looking to increase sales, if you know how to optimize your profile and posts. Table of Contents How X Can Boost Your Sales 15 Optimization Tips to Boost Your Sales How X Can Boost Your Sales Like most social platforms, X offers advertising and promotional programs.

Twitter 95

Twitter Margin Social Media Ideal Customer Profile 95

BrainShark

SEPTEMBER 10, 2023

The sales profession isn’t what it used to be. Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? But before we dive into sales training ideas, let’s clarify what we mean when we talk about sales training. What about sales training programs?

Training 62

Training Hiring Objections Coaching 62

Anthony Iannarino

NOVEMBER 19, 2019

Some avoid voice mail, believing that it hurts them to put their prospective clients on notice that they are calling. Trade Journals : The industry rags always have relevant content, even if not everything is appropriate for the case you are trying to make about why your dream client should change and what they should do. Download Now.

Tools 89

Tools Case Study eBook Study 89

Selling Essentials RapidLearning Center

MAY 10, 2022

The big difference between the successful and the unsuccessful is what a landmark psychological study calls “explanatory styles.” The study we’re referring to was conducted by University of Pennsylvania psychologist Martin Seligman. Journal of Personality and Social Psychology , 50(4), 832-838. and Schulman, P.

Motivation 52

Motivation Insurance Insurance Journal 52

Miller Heiman Group

OCTOBER 17, 2019

The Challenger Sale—popularized in 2011 by the book of the same name—posits that consultative selling is dead. That evolution is what will strengthen relationships between buyers and sellers and bring success to sales organizations as we face an increasingly challenging global economy. It’s evolved.

Customer 51

Customer Face-to-face Scale Journal 51

Hubspot Sales

OCTOBER 23, 2017

In other words, you can rely solely on first-hand experiences to gain sales knowledge -- but it might be painful. To dramatically cut down on your learning curve, pick up some sales books. We've curated the top-ranked books from Amazon's sales best-sellers. The Best Sales Books for Salespeople and Sales Managers.

Lead Rank 112

Lead Rank Lead Scoring Referrals Influencer 112

Pointclear

OCTOBER 24, 2011

In the process of learning more about Kenandy, I found additional information in Deborah Gage’s Wall Street Journal Venture Capital Dispatch blog in which she talks about Sandy Kurtzig’s initial reluctance to raise venture capital.

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

Selling Essentials RapidLearning Center

OCTOBER 14, 2020

But your job as a sales professional is to get the prospect in front of you thinking about something else, like the value of your offering, as soon and as often as possible. In one landmark study , Vohs and her collaborators performed a series of experiments in which participants were primed in various ways to think about money.

Journal 59

Journal Salary Study Research 59

Selling Essentials RapidLearning Center

DECEMBER 8, 2020

Ever find yourself telling somebody – maybe a prospect – “This is what you need to do,” or words to that effect? Because when you use phrases like these, you’re less likely to persuade the buyer than to trigger a psychological effect known as “reactance” that can be fatal to your sale. Miron, A. &

Buyer 59

Buyer How To Journal Research 59

Sales Hacker

SEPTEMBER 24, 2018

Rev up your sales process with the best sales books. Need a reason to pick up a new sales book? In fact, a five-year study of self-made millionaires from author Tom Corley found that 88% of respondents read for at least 30 minutes a day. Do you struggle to settle down with a good sales book? Simplified.

Strategy 67

Strategy Influencer Ideal Customer Profile Handbook 67

Xactly

NOVEMBER 19, 2018

People who write in a gratitude journal even sleep better, according to a study in Applied Psychology: Health and Well-Being. In the spirit of the holidays, we reached out to top industry experts and asked them what they are especially grateful for in sales this year. Brian Burns, Host, The Brutal Truth About Sales Podcast.

SalesForce 75

SalesForce Journal Face-to-face Social Selling 75

Gong.io

DECEMBER 13, 2021

Specifically, we’ll be diving into behavioral economics, “the study of psychology as it relates to the economic decision-making processes of individuals and institutions” ( Investopedia ). What does finance (and psychology and behavioral economics) have to do with sales?” . The answer: EVERYTHING, of course.

Closing 62

Closing Journal Benefit ACT 62