Selling Essentials RapidLearning Center

MARCH 26, 2024

In many studies, they’ve been shown to diminish the perceived authority of the person using them and make arguments less persuasive. But a study suggests that the earlier research was overlooking a key variable – and that under certain circumstances, tag questions can make you mor e persuasive with your buyer. or “Makes sense, right?”

Journal 52

Journal Groups Buyer Cold Calling 52

Selling Essentials RapidLearning Center

MARCH 26, 2024

In many studies, they’ve been shown to diminish the perceived authority of the person using them and make arguments less persuasive. But a study suggests that the earlier research was overlooking a key variable – and that under certain circumstances, tag questions can make you mor e persuasive with your buyer. or “Makes sense, right?”

Journal 52

Journal Groups Buyer Cold Calling 52

Zoominfo

MAY 23, 2019

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. The food company then pitches the following: Study shows vitamin B-12 is necessary for weight loss. Simple enough, right?

Data 188

Data Strategy Survey Retail 188

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. No, this isn't an infomercial.

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145

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

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

Janek Performance Group

OCTOBER 17, 2022

The prospect is not returning my calls. Make more calls, send more emails…prospect…prospect…and more prospecting. On YouTube, I may watch a comedian with the purpose of borrowing a joke to use as an ice-breaker with a gatekeeper or a prospect. Your prospects are still the same.

How To 62

How To Hiring Journal Gatekeeper 62

HeavyHitter Sales

JUNE 19, 2012

  However, an MIT study found that this ability is an inherited specialized trait that is not linked to a person’s IQ in general. Obviously, you are mentally and emotionally frustrated but you are also in physical pain according to a recent Columbia study. Does Rejection Really Hurt? Do You Like to Doodle? Are You Optimistic? 

Chemicals 162

Chemicals Journal Face-to-face Penetration 162

Sales and Marketing Management

APRIL 7, 2019

According to the International Journal of Applied Studies , the largest contributor to merger and acquisition failure is people – specifically, a lack of effective communication between them, and an inability to successfully traverse cultural differences. Says the study author, “…the employee must be pivotal.

Hiring 176

Hiring Pivotal Scale Journal 176

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

Hubspot Sales

JUNE 21, 2018

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". Remind yourself of your wins. Remind yourself of your goals.

Motivation 145

Motivation Exercises Journal Energy 145

Selling Essentials RapidLearning Center

NOVEMBER 14, 2023

Here’s the problem, though: Most employers never explicitly discuss the psychological contract with prospective hires. The specter of disengagement Multiple studies show that misaligned expectations trigger disengagement. Journal of Managerial Psychology, 26(1), 12-27. Making sense of psychological contract breach.

Salary 52

Salary Promotion Journal Government 52

Selling Essentials RapidLearning Center

JULY 20, 2021

But salespeople need to understand that money can mess up your sales experiences, too, simply because of a set of psychological phenomena that take place when human beings — including your prospects and customers — think about money. These psychological effects are described in a number of research studies. Jiang, Y.,

Scale 59

Scale Journal Salary Groups 59

Allego

OCTOBER 25, 2022

This article originally appeared in Training Journal. Sellers will get coaching before talking to a customer or prospect, while managers can coach when it’s convenient for them. Great sales reps aren’t born. They’re made. Unfortunately, hybrid work has made it even more difficult for reps to get the coaching they need.

Face-to-face 96

Face-to-face Coaching Scale Video 96

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

Hubspot Sales

JANUARY 13, 2021

Prospects take their cues from salespeople. If the rep sounds calm, collected, and self-possessed, prospects instinctively trust them more. But if the salesperson communicates uncertainty, timidity, or nervousness, prospects doubt their credibility — and consequently, the product’s ability to meet their needs.

Proposal 119

Proposal Journal Buyer Prospecting 119

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Studies have shown people who are thankful and complimentary of others have a much better outlook of their own situations. Keep a journal and record your successes and the goals you achieve. prospecting. Client List. Testimonials.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

Hubspot Sales

MARCH 22, 2021

It’s all about being knowledgeable and relevant to your prospect or customer, having insight and actively listening. Unlike case studies, they do NOT discuss your company’s capabilities, products, or services. During your research, pay attention to the prospect's business acumen. 3 Steps to Create Value-based Stories.

Lead Rank 124

Lead Rank Lead Scoring Face-to-face Decision Maker 124

Partners in Excellence

AUGUST 15, 2022

The experience I might need to credibly engage prospects changes very quickly, I could find the skills and turnover the organization in a way that would match seller experience with customer function/experience. Those who read, study, and learn obsessively. They attend conferences, talk to experts, read the right journals and books.

Sales Enablement 99

Sales Enablement Hiring Engineering Scale 99

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 110

Margin Remedy Lead Rank Lead Scoring 110

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.

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

Zoominfo

APRIL 16, 2018

Administrative tasks and prospect research eat up a ton of time that reps could spend selling. And as if that wasn’t enough, Keenan has been cited in the Harvard Business Journal, Huffington Post, Entrepreneur Magazine, Inc., We’ve experienced this no-nonsense attitude firsthand. KeenanTakeover ”. Keenan’s response? and Forbes.

Journal 171

Journal Influencer Case Study Sports 171

Selling Essentials RapidLearning Center

MARCH 17, 2021

Experienced salespeople know that telling stories is a powerful way to get key points across to prospects. This blog entry is adapted from the Rapid Learning module “The Science Behind Storytelling in Sales,” based on the following research studies: Green, M. Journal of personality and social psychology , 79 (5), 701.

Transportation 109

Transportation Closing Face-to-face Journal 109

Corporate Visions

SEPTEMBER 20, 2018

As you’ll see in this article from the International Journal of Sales Transformation , there’s no shortage of theories about what makes for a compelling sales call. Much conventional wisdom centers on “reducing friction” by keeping the conversation strictly verbal or simply directing prospects to a weblink with a Powerpoint.

Research 40

Research Sales Meeting Meeting Journal 40

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

APRIL 14, 2021

In one study , researchers from the University of Missouri analyzed eight months of taped job interviews by three interviewers at a large corporation. For your job, you need someone who has made complex sales by persuading multiple buying influencers at prospect companies. Journal of Applied Psychology, Vol. 5, 659-665.

Hiring 59

Hiring Positioning How To Sales Qualified Lead 59

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

Sales Hacker

FEBRUARY 2, 2021

Having a clear organizational chart of who will be involved in sales, following up with your prospects, and associated departments such as marketing and customer success will help create clarity in your overall sales process. It is essential that you take time to study your ICP as well as emerging market trends and developments.

Enterprise 95

Enterprise Enterprise Ideal Customer Profile Sales Process 95

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? This blog entry is adapted from the Rapid Learning module “Reactance: Why Buyers Feel Pressured and Why They Push Back,” based on the following research studies: Brehm, J. And that’s too bad.

Buyer 59

Buyer How To Journal Research 59

Selling Essentials RapidLearning Center

DECEMBER 1, 2020

Some employees are excited by the prospect of change. In another study , an economist at the Stockholm School of Economics explored “future lock-in” in the real world, with real money. Journal of Public Economics , 95(11-12), 1349-1357. A critical part of any potentially disruptive change is the timetable. and Bazerman, M.

Journal 52

Journal Sports Study Research 52

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 ). Once you convince your prospect that the status quo means more pain and discomfort, the more likely they will turn to you to help them.

Closing 62

Closing Journal Benefit ACT 62

Selling Essentials RapidLearning Center

JUNE 16, 2021

That’s right, just asking questions can create the rapport salespeople try so hard to build with prospects. Judging by the research study, he would have come away feeling that she was likable, and the kind of salesperson he wanted to see again. Journal of Personality and Social Psychology, 2017, Vol. 3, 430-452.

Buyer 59

Buyer Journal Groups Research 59

Mereo

FEBRUARY 9, 2022

There is no argument that, especially with new prospects or early buyer relationships, salespeople can make stronger impressions in face-to-face meetings than virtually. A study published in the Journal of Experimental Social Psychology found in-person requests are 34x more successful than those made via email.

Buyer 41

Buyer Meeting Face-to-face Travel 41

Jeff Davis

OCTOBER 18, 2017

I had the privilege of recently reading a study conducted by Northern Illinois University in conjunction with Miller Heiman (Journal of Selling - Volume 15, Number 1). The study was titled "The Upside of Sales and Marketing Alignment". Detailed findings from the study can be seen below in Figure 1.

Sales Qualified Lead 54

Sales Qualified Lead Lead Generation Study Lead Rank 54

Close.io

SEPTEMBER 11, 2019

Introverts take longer to process information than extroverts , according to a study published in the Journal of Motor Behavior in 2008. Extroverted sales reps are often so eager to pitch their solution that they miss out on the little things that matter to the prospect. Do your homework to show you care.

How To 72

How To Journal Motivation Up-Sell 72