SBI

JUNE 4, 2014

Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Sales Hacker

FEBRUARY 17, 2021

For me, the majority of my first sale roles did indeed involve our CEO in the early stage. As my product knowledge increased and selling skills became more polished, I felt I could really own the deals in my pipeline – proving to myself that I could win deals solo. Solution review.

Energy 121

Energy Up-Sell Call-back Case Study 121

Highspot

JANUARY 14, 2024

Leveraging various digital platforms will help enhance customer engagement throughout the sales process. Here’s a closer look at what virtual selling entails in day-to-day sales: 1. Prospecting Virtual prospecting utilizes tools like email, social media, and video to reach potential customers.

Quota 52

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

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. So let’s look at some ways you can leverage sales coaching to drive online selling skills in your team.

Social Selling 59

Social Selling Coaching LinkedIn Ideal Customer Profile 59

SBI

JUNE 3, 2014

Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

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Face-to-face meetings have been replaced by video conferencing, and many sales leaders are scrambling to train their sales teams on how to sell remotely.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

SalesLoft

MARCH 8, 2016

But they forgot to figure out what was happening in the sales meeting. And sales didn’t know what was going on. They didn’t have a true target prospect list, or ideal customer profiles — and no, “everyone” is not your ideal customer. Building Your Prospecting Engine.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Buying Cycle Account 52

Gong.io

MAY 27, 2018

They’ve rehearsed their sales call process, and never show up just to “wing it.”. Again, we know this from studying roughly 1 million B2B sales calls recorded on web conferencing platforms like Zoom and GoToMeeting. A great sales call structure starts with a great “opening” to the meeting. Is that alright with you?”

Closing 48

Closing Lead Rank Lead Scoring Leads 48

Gong.io

APRIL 27, 2018

They’ve rehearsed their sales call process , and never show up just to “wing it.”. Again, we know this from studying roughly 2 million B2B sales calls recorded on web conferencing platforms like Zoom and GoToMeeting. A great sales call structure starts with a great “opening” to the meeting. Why specifically 3 or 4?

Closing 48

Closing Lead Rank Lead Scoring Leads 48

Highspot

DECEMBER 5, 2023

Because this type of sales methodology provides the exact kind of personalized experience modern buyers have come to expect: an experience that requires intense focus, active listening, and – perhaps most importantly – a solid foundation of mutual respect and trust. One way to ensure your sales tactics are able to bend with each prospect?

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Allego

JANUARY 16, 2020

Today’s post is by Colleen Stanley, President of SalesLeadership , a sales development firm. She is the creator of the Ei Selling System ®, a powerful sales and management training program that integrates emotional intelligence skills with consultative selling skills. Top salespeople study and learn.

Strategy 116

Strategy Consultative Selling Selling Skills Face-to-face 116

Highspot

NOVEMBER 1, 2022

Because consultative selling provides the exact kind of personalized experience modern buyers have come to expect: an experience that requires intense focus, active listening , and – perhaps most importantly – a solid foundation of mutual respect and trust. One way to ensure your sales tactics are able to bend with each prospect?

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Hubspot Sales

JANUARY 22, 2018

On-Site Sales Training Programs. Focus: Prospecting, negotiating and closing, social selling, and sales management. Intended audience: Sales reps and managers. Jeff Hoffman’s workshops span the entire sales cycle, from getting your prospect’s attention to successfully winning their business.

Training 144

Training Vendor Top of Funnel Workbooks 144

Mindtickle

JUNE 21, 2023

In the world of sales, effective communication is the cornerstone of success. Whether you’re a seasoned sales pro or just starting your journey, understanding and speaking the language of sales is essential to connect with prospects, build relationships, and close deals.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Gong.io

NOVEMBER 12, 2021

These are the top sales skills… with data to support them. #1 1 Sales Skills for Prospecting: The ideal talk-to-listen ratio. But the top sales reps are great at prospecting. For most sales calls, it’s about listening (we’ll get to that skill a bit later). It’s tough. It’s tricky.

Cold Calling 118

Cold Calling Negotiation Face-to-face Objections 118

Gong.io

NOVEMBER 12, 2021

These are the top sales skills… with data to support them. #1 1 Sales Skills for Prospecting: The ideal talk-to-listen ratio. But the top sales reps are great at prospecting. For most sales calls, it’s about listening (we’ll get to that skill a bit later). It’s tough. It’s tricky.

Cold Calling 71

Cold Calling Negotiation Face-to-face Objections 71

Vengreso

NOVEMBER 19, 2020

” Do You Think Relationship Selling is Dead? Gone are the days where in-person sales meetings would last hours on a golf course, and deals were closed over a few bottles of wine. Those were the good ole days of relationship selling. The market demands a new breed of salesperson, a Modern Seller.

Face-to-face 98

Face-to-face Lead Rank Lead Scoring Analytics 98