Salesmate

FEBRUARY 21, 2020

You need to stay focused, get past the gatekeepers, connect with the right decision-makers, and convince them to meet you. You should be able to get the decision-maker at ease as quickly as possible for setting a meeting. Effective B2B appointment setting tips to get more sales meetings. Try Salesmate For Free!

Sales Meeting 99

Sales Meeting B2B Meeting Decision Maker 99

PandaDoc

JULY 14, 2020

If you are running a business, a lot hinges on your ability to close a deal through a sales meeting. By following a sales meeting agenda that you know is effective, you will have a consistent framework to turn leads into clients. . Creating a sales meeting agenda will help you keep your meeting on track.

Sales Meeting 52

Sales Meeting Meeting Conversion How To 52

The Pipeline

JULY 21, 2020

Ask a salesperson what they would like most in an opportunity and ‘urgency’ is near or at the top of the list. Ask executives what they would like to experience more in sales meetings? Another Sales Paradox. Odd, because sellers love to wax poetic about all the research they do for meetings. By Tibor Shanto.

Decision Maker 343

Decision Maker Buyer Study Intent 343

Steven Rosen

AUGUST 26, 2021

Do All Your Sales Reps Have Strong Business Plans? Two key areas of focus are: what accounts represent the best opportunity to achieve their quota, and which accounts are new business going to come from. I know I am obsessed with the value of sales managers being out in the field coaching. Is Your Sales Team Engaged?

Compensation 386

Compensation Lead Rank Lead Scoring Quota 386

Vengreso

JULY 20, 2023

This can “feel” like a grueling and often frustrating process, if you don’t maintain the right sales focus and mindset. Having a sales mindset rooted in positive thinking is what ultimately drives sales people to see opportunities for selling where others may not. And, it is your actions as a sales rep (i.e.

Positioning 105

Positioning Coaching Up-Sell Sales Coaching 105

Highspot

MARCH 21, 2024

They usually aim to create new or repeat customers, speed up the sales cycle, or encourage recipients to take immediate action. Do you have irresistible savings, limited-time offers, or other exclusive opportunities? Is it causing them frustration, rejection, loss of opportunity, or any other negative outcomes?

Lead Rank 96

Lead Rank How To Lead Scoring Follow-up 96

Zoominfo

OCTOBER 30, 2018

Modern sales reps rely on a variety of tools and technologies to conduct their work—including email, social media, video chat tools and more. As a result, the traditional in-person sales meeting has become far less common than it once was. Be candid and personable. Be mindful of your body language.

Face-to-face 225

Face-to-face Sales Process Skype B2B 225

No More Cold Calling

MAY 3, 2018

The RAIN Group Center for Sales Research studied 488 B2B buyers who represented $4.2 Explain the potential ROI of taking action on an improvement opportunity. The biggest challenge sales reps face is getting a meeting at the right level. That’s how to prospect for sales. It’s not hard to understand why.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

Sales Management Plus -- SMP

NOVEMBER 30, 2023

If you can identify which behaviors your most successful sales reps employ and then teach those behaviors to all of your reps, you will go a long way toward creating a rising tide of improved sales strategies. Using SMP, you could create this analysis in less than five minutes before your next sales meeting.

Distribution 52

Distribution Retention Sales Cycle Selling Skills 52

Mr. Inside Sales

AUGUST 30, 2019

“Selling is a skill, and like all skills, it must be learned through study and practice.” – Thomas J. A salesperson’s education is never completed: each day offers new opportunities to learn. Part of a salesperson’s training comes from nose-to-nose selling; in sales, there is no substitute for practical experience.

Education 139

Education Face-to-face Inside Sales Gatekeeper 139

Sales Hacker

MARCH 23, 2023

When you have conviction for what you are selling, buyers know According to a recent study from the Sales Insight Lab , 51% of top-performing salespeople know they are top performers: They have the confidence, attitude and conviction to walk into a sales meeting knowing exactly the problem they are helping to solve.

Closing 98

Closing Harvest Top of Funnel Lead Rank 98

No More Cold Calling

SEPTEMBER 18, 2014

A new research study unlocks the key to using social media for sales. Is it just another term to check off your buzzword bingo card at the next sales meeting you attend? Working with PITA (“pain in the ass”) clients isn’t just an unpleasant experience; it’s an opportunity cost. Social engagement. Not really.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

SBI

DECEMBER 14, 2021

As a result, 90% of B2B businesses miss their forecast goals , and those that hit often miss out on significant growth opportunities — all due to incomplete visibility and insight. What happens in the sales meeting is no longer the sole indicator of deal health.

Top of Funnel 140

Top of Funnel Lead Rank Forecasting Lead Scoring 140

Sales and Marketing Management

AUGUST 31, 2017

Vision usually follows a ‘spark’, a flash of inspiration, frustration or a gleam of an opportunity. First it provides direction for you, your team and anyone keen to work with you, and then it steers you toward the opportunities that will help grow your business. You think a set vision will limit your sales.

Top of Funnel 246

Top of Funnel Scale Oracle Small Business 246

Zoominfo

OCTOBER 30, 2018

Modern sales reps rely on a variety of tools and technologies to conduct their work—including email, social media, video chat tools and more. As a result, the traditional in-person sales meeting has become far less common than it once was. Be sure to share this agenda with the prospect beforehand so know what to expect.

Face-to-face 130

Face-to-face Sales Process Skype B2B 130

MTD Sales Training

JUNE 22, 2018

When sales managers have opportunities to develop their sales team, it’s something they should throw their whole time and attention at, as they seldom have the chance to get out of the fire-fighting mode and spend time working on. So what are some ways to ensure success in this important part of the sales manager role?

Coaching 149

Coaching Sports Objections Up-Sell 149

Allego

NOVEMBER 11, 2021

If you’re like most marketers, you’ve got a full production calendar of sales content, solution briefs, case studies, videos, blog posts, product guides, and more to support sellers and help them be productive. Your first priority is to deliver the best sales content that will move deals through the pipeline.

Revenue 128

Revenue Scale Collateral Harvest 128

Gong.io

FEBRUARY 23, 2023

Virtual sales meetings and calls were 15% longer on average in 2022 when compared to 2020 , signaling that the perceived value for buyers is worth their time to make the right decision. Working fewer opportunities allows sellers to shift the focus from quantity to quality. Don’t bombard your buyers with more content.

Data 121

Data Closing Buyer Call-back 121

Highspot

DECEMBER 3, 2020

Past opportunities. Trigger events provide a great opportunity for you to reach out. Having common connections and attending the same school as a prospect drove InMail acceptance most in this study, regardless of the prospect’s seniority. Making a good first impression is critical for lining up new sales meetings.

Conversion 99

Conversion Prospecting Hiring Campaigns 99

Pipeliner

MAY 11, 2021

Clients mean more opportunities to help people with your product or service, more opportunities to generate revenue, and more opportunities to grow your business. Say that to yourself as you prepare for a sales meeting, and let these positive thoughts ring true. Who doesn’t want more clients? Affirm Success.

Energy 52

Energy Construction Positioning Benefit 52

SalesLoft

SEPTEMBER 12, 2022

How you define your sales pipeline stages and the length of time buyers spend in each will depend on your buyer’s journey , but here’s an example with five different stages of the pipeline. . Marketing efforts such as social media , landing pages , case studies , and webinars target an ideal customer (i.e. Sales Meeting.

Top of Funnel 52

Top of Funnel Funnel Pipeline Decision Maker 52

SBI Growth

APRIL 20, 2013

An article written by Jenna Cheng cites the following: “Several research studies reveal the growing importance of social technologies to competitive and marketing strategy. As a result, you should include it as part of your Sales Cadence. Include it as a part of your agenda during regular sales meetings.

Social Media 316

Social Media Competition Media Eloqua 316

Altify

OCTOBER 11, 2019

As a result, sales teams scramble to win new business and miss massive opportunities to upsell, cross-sell and maximize customer value. According to the CRO Benchmark study , 62% of first sales meetings don’t progress to the next meeting because the prospective customer doesn’t see value.

Revenue 40

Revenue Lead Rank Lead Scoring Study 40

Hubspot Sales

AUGUST 13, 2018

analyzed recorded sales meetings from 39,105 deals made on web conferencing platforms. This study revealed our most counterintuitive insight yet: Asking discovery questions decreases your win rate. In fact, successful sales meetings involve only four sales questions, on average. Our team here at Gong.io

Decision Maker 95

Decision Maker Webinar Metrics Banking Study 95

SalesLoft

DECEMBER 1, 2021

However, MEDDIC is one sales methodology that has stood the test of time. MEDDIC helps sellers accurately gauge deal strength so they can stop wasting time chasing the wrong opportunities. Andy Whyte, the author of MEDDICC the book, experienced firsthand how this methodology improved his results as a sales rep and leader.

Sales Cycle 52

Sales Cycle Top of Funnel Decision Maker Hiring 52

Highspot

MAY 6, 2021

And yet, many sellers are wasting their opportunities to connect with potential buyers and lead them into the sales process. What works better is creating a targeted list of people and businesses that include existing buyers and accounts, past buyers, past opportunities, members of your network, and high-value targets.

Prospecting 116

Prospecting How To Buyer Campaigns 116

Igniting Sales Transformation

DECEMBER 1, 2019

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Igniting Sales Transformation

SEPTEMBER 16, 2019

The idea is to deliver the right articles, white papers, case studies, videos or webinars at the right time in the buyers’ decision-making process. Or, use content to provide insights into problems buyers’ may not know they have yet but are bound too, and they are more likely to book a sales meeting. A lot of it.

Webinar Metrics 126

Webinar Metrics Loyalty Buyer Case Study 126

Sales Hacker

OCTOBER 27, 2022

Sales cycle lengths extending? There may be an easy path to make a marked impact on all three metrics by studying the fine art of losing. However, I’ve also failed to see a sales environment where learning from mistakes is prioritized. As a sales leader, merely telling the team, “It’s ok to lose” isn’t enough.

Forecasting 86

Forecasting Buyer Persona Inbound Sales Cycle 86

Gong.io

AUGUST 1, 2018

analyzed recorded sales meetings from 39,105 deals made on web conferencing platforms. This study revealed our most counterintuitive insight yet: Asking discovery questions decreases your win rate. In fact, successful sales meetings involve only four sales questions on average. Our team here at Gong.io

Decision Maker 75

Decision Maker Banking Study Call-back 75

Marc Wayshak

DECEMBER 1, 2021

Many salespeople find that getting questions during presentations is nerve-wracking or scary, but actually, any question asked during a presentation is an opportunity to understand what the prospect really cares about. So, when you’re in the presentation phase of the sale, let the prospect’s questions drive that conversation forward.

Closing 77

Closing Case Study Face-to-face Prospecting 77

Sales Hacker

APRIL 19, 2021

Sales reps change jobs all the time. Changing jobs occurs more regularly in sales than in other professions because it presents reps with an opportunity to increase their earning potential. When sales reps look for a new job, they’re never looking for a different role or new responsibilities. Close the meeting.

Hiring 71

Hiring Gatekeeper Territories Sales Cycle 71

Pipeliner

AUGUST 18, 2020

Number of Opportunities. These closing ratios will be used to then figure out the next raw figure Lisa will need: the number of opportunities she will need in the pipeline, and their value. For simplicity’s sake, let’s say that the average opportunity is $25,000. This will also need to be taken into consideration.

Sales Management 92

Sales Management Quota Pipeline Top of Funnel 92

Altify

APRIL 9, 2019

The first sales call is where the magic is supposed to happen! As a salesperson, this is your opportunity to put your customer first, deepen your relationships, uncover and address vulnerabilities and progress your opportunity forward. In the absence of a plan, many sales interactions stumble, where they should stride.

Customer 40

Customer Study Revenue ACT 40

Hubspot Sales

JUNE 15, 2020

When moving to virtual sales meetings, most would argue that video conferencing is the go-to. While video conferencing through platforms like Zoom are intended to make meetings feel more personal, studies show this isn’t necessarily the case. Here are my top tips for smoothly transitioning to remote selling.

How To 94

How To Face-to-face ROI Video 94

Sales Hacker Training

MARCH 23, 2023

On a sales call, attitude and conviction are your two superpowers. Related: 77 Motivational Sales Quotes To Inspire Your Team in 2023 4. Set goals In the book, What They Don’t Teach You at Harvard Business School, Mark McCormack tells of a study conducted between 1979 and 1989 with graduates of the MBA program at Harvard.

Closing 52

Closing Harvest Top of Funnel Relationals 52

Allego

DECEMBER 11, 2020

55% of marketers don’t know which assets sales uses most. If you’re like most marketers, you’ve got a full production calendar of solution briefs, case studies, videos, blog posts, product guides, and more to support sellers and help them be productive. It’s challenging to keep your sales content program firing on all cylinders.

Collateral 83

Collateral Marketing Harvest Scale 83