The Pipeline

AUGUST 24, 2012

In the first two installments we looked at the anatomy of the typical objection to a prospecting call, that is being an Interruption , and the Conditioned Response to Interruptions. I also told you how 80% of the time you will get one of five common objections: Status Quo. Lack Of Interest. Bad Experience. Wants to Know More First.

Objections 266

Objections Telemarketing Top of Funnel Face-to-face 266

Allego

APRIL 25, 2024

In sales, for example, surpassing targets largely depends on the quality of training provided. In fact, companies that have dynamic and adaptable sales training strategies see an average of 10% more salespeople meet their quotas compared to those with rigid approaches, according to CSO Insights.

Handbook 62

Handbook Analytics Retention Motivation 62

The Center for Sales Strategy

MARCH 19, 2021

Treat objections as requests for further information.". He really did love the pros-and-cons lists, so it's only fitting that there's a pros-and-cons-oriented sales closing strategy that bears his name. - MOTIVATION -. Brian Tracy. AROUND THE WEB -. > > Does the Ben Franklin Close Still Work in 2021 – HubSpot.

Closing 131

Closing Retention Strategy Hubspot 131

Nutshell

MARCH 5, 2021

No salesperson should ever be afraid of objections. Having completed hundreds of successful sales calls, they have learned not to take the objection literally, and focus on the real cause behind the objection —i.e., Neutralize the objection. The info you get from the questions can help you undo the objection.

Objections 99

Objections Decision Maker Strategy Lead Rank 99

Zoominfo

MARCH 3, 2020

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan.

Territories 189

Territories Buyer Retention How To 189

Sales Hacker

FEBRUARY 1, 2021

While the link between retaining customers and profitability is pretty well understood, most companies still approach customer retention with piecemeal initiatives. That’s why closing this gap between what you hope the customer feels and their actual view about your product/service is at the heart of retention.

Retention 73

Retention Ideal Customer Profile Customer Decision Maker 73

Babette Ten Haken

DECEMBER 12, 2018

Customer retention is a business growth, expansion and sustainability strategy. Yes, sales people usually get all the glory. However, in reality, customer retention is firmly in the hands of everyone else in the organization who usually is not part of the customer acquisition process. is available on Amazon.com.

Retention 61

Retention Ideal Customer Profile Customer SME 61

The Center for Sales Strategy

SEPTEMBER 23, 2019

From sales and marketing to service interactions, gender defines the way a message is perceived. When it comes to perception and seeing, feeling, hearing, and sensing things, there is no such thing as objectivity. Women crave connection more than men, and perception is ultimately her reality.

Retention 71

Retention Referrals Consumer Objections 71

Understanding the Sales Force

MARCH 25, 2024

While one of the sales lessons from this trip comes from baseball, the actual travel generated the other two sales lessons. You must pull out all the stops and sell your value without trying to win with low-margin, low-retention pricing.

Decision Maker 182

Decision Maker Hotels Cancellation Travel 182

Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. Here, we’ll explore the role of BDRs, the pros and cons, and best practices to utilize them effectively: The Role of BDRs Typically, BDR is an entry-level position in larger, more complex sales organizations.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Awarathon

APRIL 30, 2024

The automotive industry is witnessing a rapid transformation today, especially with a shift towards D2c in sales modules with EV companies. If OEMs have to sustain in such a competitive market, they will need a robust sales training structure. Innovative technologies like generative AI are reshaping traditional sales methods.

Automotive 52

Automotive Training Analysis Retention 52

Babette Ten Haken

NOVEMBER 20, 2019

Customers sense that, by working with you, they become part of something bigger than just the initial sale of a product or service. Regardless of whether you sell or take care of clients, post-sale. Again, is your conversation focused on a specific objective, which benefits you more than it benefits clients?

Ideal Customer Profile 58

Ideal Customer Profile Retention Education Benefit 58

Steven Rosen

APRIL 18, 2022

Hiring top performers has always been the lifeblood of any sales organization. COVID has changed sales forever. The 3 most important questions that we need to address when making hiring decisions for a sales position are: Can the candidate effectively sell virtually? Hiring Top Performers Post-COVID Recovery . Fit Interview.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Zoominfo

MARCH 3, 2020

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan.

Territories 145

Territories Buyer Retention How To 145

Allego

DECEMBER 22, 2017

Want your team to remember and utilize more of what they learn from sales training? Engaging multiple senses in the act of learning improves knowledge retention. Research shows using images combined with sound improves retention because the brain stores working memory in separate places for each.

Retention 48

Retention Video Distribution ACT 48

Babette Ten Haken

JANUARY 8, 2018

Bright shiny business objects happen. However, bright shiny object rationale is no replacement for remaining focused on overarching strategy. Ultimately, chasing bright shiny objects can spread business focus all over the place. Ultimately, chasing bright shiny objects can spread business focus all over the place.

Objections 66

Objections Retention SME Scale 66

Zoominfo

JULY 13, 2023

The sustained growth that can only come from retaining and expanding your customer base relies on sales reps who consistently build genuine relationships with customers. At ZoomInfo, we tend to think of a successful customer retention and expansion strategy as having three key phases: planning, execution, and enablement.

Strategy 130

Strategy Customer Hiring How To 130

Score More Sales

AUGUST 16, 2019

Let’s get some sales activity going! 21 Cold Calling Secrets From the Sales Masters. Cold Call Objection Handling – Outreach (is gated). 14 Actionable Cold Calling Tips and Techniques – Sales Hacker. Cold Call Objection Handling – Outreach (is gated). 14 Actionable Cold Calling Tips and Techniques – Sales Hacker.

Cold Calling 243

Cold Calling Hiring Distribution Inside Sales 243

Sell Integrity

MARCH 18, 2021

Effective sales recruiting strategies start with a well-defined Sales Success Profile based on objective performance criteria. As a sales manager, it’s pretty frustrating when you spend a significant amount of time and energy coaching and developing someone only to discover in the end that, well, it’s not you, it’s them.

Lead Rank 118

Lead Rank Lead Scoring Hiring Strategy 118

SBI Growth

APRIL 23, 2018

A critical factor for achieving growth and profit objectives lives in the weeds. Talent assessment, powered by the marriage of culture, retention, and the future of HR (aka people analytics), is. CEOs must inspire and lead while setting strategic direction.

Analytics 197

Analytics Retention Objections Leads 197

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion.

Account 89

Account Retention Analytics Vendor 89

Nutshell

JUNE 2, 2019

Coming from a sales management and real estate background, I understood our customers’ hustle. The problem that inspired my next steps was that renewals between 10 months and one year were dropping below 100% MRR retention. Even worse, we were losing over half of new customers at 12 months. The truth is, Nutshell doesn’t sell boxes.

Retention 107

Retention Scale Customer Churn 107

Zoominfo

APRIL 19, 2023

It’s true that most sales professionals improve with experience, but if you can provide feedback and personalized goals, it’s possible to accelerate the learning process and get your sellers engaging with prospects faster. This is the time-tested practice of sales coaching. What is Sales Coaching?

Sales Coaching 130

Sales Coaching Coaching Hiring Analysis 130

Sales and Marketing Management

JANUARY 12, 2018

Author: Jim Ninivaggi Many companies have their annual sales kickoff (SKO) meetings approaching. A well-constructed theme should serve as the SKO’s center of gravity, and should support the overarching objective of the meeting (e.g., The goal is to ensure the field force is ready to execute the sales strategy for the upcoming year.

Retention 243

Retention Motivation Groups Construction 243

The Spiff Blog

OCTOBER 19, 2023

Believe it or not, the new year is right around the corner– and that means it’s time to plan your sales compensation strategy for 2024. But, in this era of constantly shifting market conditions, it can be difficult to know what changes will best set your sales organization on the path towards success. Don’t worry, we’re here to help!

Compensation 83

Compensation Incentives Incentive Commission 83

Zoominfo

JANUARY 23, 2021

Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. The lines between sales and account management get blurry — while they’re both revenue powerhouses, they’re different beasts.

Account 238

Account Lead Rank Ideal Customer Profile Decision Maker 238

InsightSquared

MARCH 4, 2019

Additionally, all other Salesforce objects behave slightly differently than Opportunities. When you enable history tracking for any field (custom or standard) on all objects aside from Opportunities, that data gets preserved in a table called ObjectHistory.

Policies 83

Policies SalesForce Retention Data 83

Nutshell

MARCH 7, 2023

Table of Contents What are KPIs in sales? Why should sales managers track KPIs? How to track and report on KPIs KPIs for Sales Managers What are KPIs in sales? Examples of sales KPIs include customer lifetime value, conversion rate, and number of new leads. Why should sales managers track KPIs?

Sales Management 62

Sales Management Churn Retention Lead Rank 62

The Pipeline

NOVEMBER 8, 2014

As part of their ongoing effort, they have invited me to deliver a two-day Strategic Selling program built on The Objective Seller framework. The two days covers the entire client life cycle from lead to close to retention and growth. Sales Training Selling to Executives Tibor Shanto' Look forward to seeing you there!

Objections 292

Objections Retention Account Pipeline 292

Alice Heiman

AUGUST 23, 2023

When your marketing message resonates with your customers, selling becomes easier, retention becomes easier, and your customers become powerful evangelists who market and sell for you. In this episode of the Sales Talk for CEOs podcast, my guest Kate Bradley Chernis shares advice on how to do just that.

Marketing 62

Marketing Loyalty Objections Retention 62

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Allego

OCTOBER 17, 2023

This is especially true for sales teams dealing with evolving products, shifting markets and dynamic customer preferences. Poorly trained sales reps hurt an organization’s bottom line with inefficient processes, difficulties connecting with prospects and challenges in closing deals. Studies have shown this approach boosts retention.

Hiring 71

Hiring Training Retention Coaching 71

Sales Hacker

OCTOBER 10, 2019

Without it, your sales team will struggle, the pipeline will dry up, and revenue will plummet. Here’s what we’re going to cover: Salesforce objects. Sales process stages. Data Governance & Salesforce Objects. Salesforce objects can be categorized as either Transactional or Customer Records. The challenge?

Government 58

Government SalesForce Objections Lead Rank 58

Allego

MAY 2, 2023

In the sales world, the customer insight and product knowledge that representatives possess offer valuable information sources to enhance sales enablement programs and prepare new reps for the job at hand. Your veteran reps are deep sources of sales wisdom and, more than likely, your top performers.

Video 114

Video Hiring Face-to-face Banking 114

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