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

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

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

SBI Growth

APRIL 20, 2013

Your competitor rolls out a new groundbreaking feature / tool, and you had no idea it was coming. Download this tool for Tips on Tracking Competitive Activity. An article written by Jenna Cheng cites the following: “Several research studies reveal the growing importance of social technologies to competitive and marketing strategy.

Social Media 316

Social Media Competition Media Eloqua 316

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.

Face-to-face 130

Face-to-face Sales Process Skype B2B 130

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

SalesLoft

SEPTEMBER 12, 2022

Since every prospect moves through the sales process differently, sales leaders and sales management need a full picture of the pipeline to forecast which deals will close in a given timeframe. . A sales pipeline can also keep you from losing leads. Every sales rep is guilty of forgetting to follow up every now and then.

Top of Funnel 52

Top of Funnel Funnel Pipeline Decision Maker 52

Highspot

JANUARY 14, 2024

Ways Virtual Selling Can Benefit Your Business Virtual Selling Best Practices and Tips Virtual Selling Tools Virtual Selling Challenges What Is Virtual Selling? Virtual selling is a technology-driven approach to sales. Unlike traditional face-to-face interactions, sales reps use digital tools to engage with customers remotely.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

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

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 96

How To Face-to-face ROI Video 96

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

KO Advantage Group

OCTOBER 15, 2021

If you’ve wondered what virtual sales means, this article will break down the differences between virtual selling and traditional sales and give you the tips, tools and techniques you need to take advantage of this new era we find ourselves in. Defining virtual sales. Virtual tools for sales.

B2C 62

B2C Video Demographics Social Selling 62

Highspot

MAY 6, 2021

And yet, many sellers are wasting their opportunities to connect with potential buyers and lead them into the sales process. The first step of an Attraction Campaign is identifying the people and businesses you want to secure a meeting with. Mistake Five: Not Being Prepared for Your Meeting.

Prospecting 116

Prospecting How To Buyer Campaigns 116

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

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 97

Decision Maker Webinar Metrics Banking Study 97

SBI

MARCH 25, 2020

If you’re moving your in-person sales meetings online, most would argue that video conferencing is a must. While video conferencing is meant to make meetings feel more personal, studies show it does not deter people from multitasking, and in some cases, completely zoning out. But is it enough? In Closing.

Face-to-face 101

Face-to-face Scale Sales Enablement Video 101

Sales Hacker

FEBRUARY 17, 2021

Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side. At the time, COVID-19 was in full effect, so sales opportunities aplenty were turned upside down.

Energy 121

Energy Up-Sell Call-back Case Study 121

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

Vengreso

NOVEMBER 18, 2020

Face-to-face meetings have been replaced by video conferencing, and many sales leaders are scrambling to train their sales teams on how to sell remotely. A 2020 study by the RAIN Group found that pre-pandemic, only 27% of respondents reported conducting more than half of their sales activities virtually.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

CloserIQ

SEPTEMBER 25, 2018

With their permission, you might even shadow them on a sales call or demonstration so you can see how they work. When opportunities arise, give back to your mentor. Get to know the key decision-makers within the sales department and company. Introduce yourself to the most important players in sales.

Decision Maker 76

Decision Maker Case Study Hiring Resources 76

Salesmate

JULY 8, 2020

You can do this manually, but that is time-consuming and puts you at risk of missing an opportunity due to human error. Therefore, I recommend you use an automated tool for your CRM. During the lead qualification stage of the sales pipeline, you develop a relationship with your leads and segment your leads according to quality.

Pipeline 126

Pipeline Top of Funnel Negotiation Proposal 126

Hubspot Sales

MAY 18, 2021

This research study was conducted by ValueSelling Associates and Selling Power and surveyed more than 150 U.S. business-to-business senior sales leaders to identify the mindsets, attributes, and behaviors of top-performing salespeople. A methodology creates a common skillset, toolset, and mindset around the sales process.

Lead Rank 117

Lead Rank Lead Scoring Hiring Data 117

Vengreso

FEBRUARY 10, 2022

Leveraging your LinkedIn profile is a great way to get sales referrals. When you use tools like LinkedIn Sales Navigator, you’re able to see the connections you have in common with a potential lead, so you know whom to reach out to for a referral. What is a Good Sales Referral Strategy? Ask for Success Stories.

Referrals 78

Referrals Strategy Buyer Persona LinkedIn 78

Vengreso

FEBRUARY 10, 2022

Leveraging your LinkedIn profile is a great way to get sales referrals. When you use tools like LinkedIn Sales Navigator, you’re able to see the connections you have in common with a potential lead, so you know whom to reach out to for a referral. What is a Good Sales Referral Strategy? Ask for Success Stories.

Referrals 78

Referrals Strategy Buyer Persona LinkedIn 78

The ROI Guy

JULY 9, 2018

Over 70% wait until needs are defined before taking a sales meeting, and almost half have already identified a solution. Schenk says, “We see it in our study, and also in other studies that are out in the market: Being relevant, valuable in differentiating in every buyer interaction is THE challenge.

ROI 53

ROI Survey Quota Vendor 53

Allego

JUNE 6, 2023

Allego Customer Use Cases & Success Stories Unlocking the Full Potential of Allego: Join Berry Global for an exciting case study on how Allego’s platform has transformed their content management approach. And you’ll leave with effective onboarding and training strategies you can implement in your company.

Revenue 62

Revenue Networking Distribution Scale 62

Allego

MAY 3, 2022

You’ve got HR, clinical messaging, sales training, market access, legal and compliance training, all of this. It was difficult, but amazingly the tools were already there so we were able to do it successfully,” said Young. To address those gaps, targeted training was created and delivered at regional team meetings.

Hiring 62

Hiring Video Pharmaceuticals Course 62

Hubspot Sales

DECEMBER 1, 2020

Psychologist Gabriel Radvansky studied how entering or exiting through a doorway serves as an “event boundary" in our minds—subconsciously separating episodes of activities and storing them away. One key word or phrase, a question or answer, can mean the difference between a long-term relationship or a missed opportunity.

Sales Meeting 132

Sales Meeting Meeting Case Study Scale 132

The Brooks Group

JUNE 1, 2017

Ideally, your team is regularly conducting post-sale analyses and documenting the findings. This process is often overlooked as salespeople are eager to move on to the next business opportunity, but the results are extremely effective for creating a sales strategy moving forward. Is it in the early stages or in the late stages?

Top of Funnel 68

Top of Funnel Sales Qualified Lead Funnel Face-to-face 68

The Brooks Group

JANUARY 24, 2018

Sales professionals should keep in mind that their presentations are taking time out of a prospect’s day. This can be achieved by tailoring communication and case studies to match the behavior style of the buyer—and also by getting creative with the style of the presentation. Request Sales Negotiation Training Info Packet Now ?. ×.

Guidelines 49

Guidelines Closing Case Study Face-to-face 49

Showpad

SEPTEMBER 26, 2019

Sales Enablement technologies are becoming increasingly popular for an innovative sales organization that wants to empower their Sales reps to deliver great selling experiences — and increase win rates. Sellers can then study and be tested and certified on this content as a prerequisite for attending the meeting. .

Distribution 49

Distribution Sales Enablement Retention Meeting 49

Vengreso

FEBRUARY 17, 2021

That makes it the largest professional networking platform in the world and that is why I couldn’t be more excited to deliver these LinkedIn tips to help you book more sales meetings. This is a perfect opportunity to follow the PVC Sales Methodology. Tip #3: Engage with New LinkedIn Connections.

LinkedIn 99

LinkedIn Sales Meeting Meeting Top of Funnel 99

SBI

JUNE 4, 2014

The problem is the methods we use to equip those reps today to be successful (like sales meetings, eLearning and WebEx) don’t actually work very well and also don’t suit the mobile, fast-paced world of today’s rep. This helps sales management to proactively manage and measure team strengths. It’s prettyscary to think about.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Growbots

JUNE 20, 2018

There are tools like Growbots which can fully automate your prospecting. There are lots of tools which will automate this process for you, like MixMax or Mailshake and yes you’ve guessed Growbots. There are lots of tools which will automate this process for you, like MixMax or Mailshake and yes you’ve guessed Growbots.

Skype 45

Skype Sales Qualified Lead Decision Maker Face-to-face 45

Hyper-Connected Selling

MARCH 17, 2020

How do you coach a salesperson to improve their sales results using digital tools like LinkedIn? All you need to do is present it at a sales meeting, maybe send a few articles you found, and that should be it. And that’s where online tools like LinkedIn come into their own. It seems like an easy question.

Social Selling 59

Social Selling Coaching LinkedIn Ideal Customer Profile 59

Crunchbase

MARCH 19, 2021

While MQLs are one indicator of success, it’s not the sales-ready lead that many marketers believe it to be. For example: In a 4-year study, our client Dynamis found that MQLs turn into sales meetings at 3x the rate that a cold lead does, and marketing-driven sales close at twice the rate. Does this sound familiar?

Lead Rank 98

Lead Rank Marketing Qualified Lead Company Sales Qualified Lead 98

Gong.io

JULY 13, 2022

Set an agenda: Prepare an agenda in advance and review it with your prospects at the start of every sales meeting. Involving these individuals early in the sales process will make your meetings more productive and worthwhile. Evaluate the competition as they’re likely vying for the same opportunity.

Decision Maker 62

Decision Maker Ideal Customer Profile Buyer Software 62