Sales and Marketing Management

FEBRUARY 27, 2020

Don’t make assumptions; ask questions to clarify (e.g., Why three choices? None of this matters if you can’t visualize a situation in which you’d use them. They had a sense Joe would want to stay, but they weren’t sure how much money he would be willing to forgo. His agent countered with nine years, $243 million. Start high.

Negotiation 270

Negotiation Exercises Discount Proposal 270

Highspot

DECEMBER 2, 2021

For sales enablement practitioners, this requires proactive evaluation of how you manage customer-facing talent, content, and communications to deliver exceptional buyer experiences. Create Clarity Around Your Sales Talent Lifecycle. Empower Your Sales Managers. Adaptability is key to survival in our ever-changing world.

Face-to-face 98

Face-to-face Sales Talent Sales Methodology Sales Enablement 98

Marc Wayshak

JULY 5, 2023

Have you ever wondered why one salesperson struggles to make ends meet while another salesperson at the same company is crushing it—selling the same products or services? By embodying these top qualities of great salespeople , you can elevate your sales game and achieve next-level success. Check it out: 1. Prioritize. Say “no.”

Lead Rank 70

Lead Rank Lead Scoring Maximizer Pipeline 70

SBI Growth

SEPTEMBER 23, 2013

Your Sales Strategy. It is one thing to have a sales strategy. VPs of Sales are asking the question “What have I done before?”. If you take the easy approach, you r plan will have incorrect assumptions. VPs of Sales are asking questions like: Is our Sales Process good enough? This is flawed. Which ones?

Compensation 325

Compensation Social Media Incentives Incentive 325

Anthony Iannarino

APRIL 28, 2020

Why would you call on a prospective client to sell your products or services if you didn’t have a relatively well-formed theory about the problems and challenges they are almost certain to be experiencing? It’s also one that helps you compel change, helping to create dissatisfaction when it is absent. Context and Content.

How To 120

How To Trends eBook Industry 120

Zoominfo

OCTOBER 28, 2020

Not just in ZoomInfo’s sales and marketing technology bubble, but everywhere. Constantly challenging previous assumptions is the first step towards extracting value from actionable data in new ways, no matter what the arena (or game). Why circle back and polish up a brand new intent engine? How (And Why!)

Intent Data 208

Intent Data Buyer Intent Intent Data 208

LeadFuze

JUNE 2, 2021

What do Top Sellers Know on How to Close a Sales Deal. Negative comments can drag down the success of a sale, so it’s important to eliminate them. Negative comments can drag down the success of a sale, so it’s important to eliminate them. 7 Techniques on How to Close a Sales Deal. Assumptive close.

Closing 98

Closing How To Decision Maker Top of Funnel 98

The Pipeline

JUNE 16, 2014

Over the last couple of weeks, I found myself as the prospect at two sales meetings I attended. For me a sales meeting is like a present, what’s inside the box is important, but the box itself, the wrapping, the ribbon, the bow, and finally how it is presented and unwrapped are integral to the experience. She kept using my name.

Buyer 314

Buyer Vendor Meeting Sales Meeting 314

DiscoverOrg Sales

DECEMBER 11, 2017

So why is the sales profession still so far behind the curve when it comes to gender? In sales, women make up : 25% of salespeople in tech companies. 12% of sales leadership. Women usually remain in their sales role longer, decreasing turnover. And yet, women are vastly underrepresented in the sales industry.

Hiring 235

Hiring Face-to-face Promotion Retail 235

Mindtickle

DECEMBER 28, 2021

There’s no denying that a good sales onboarding program is vital for new reps. A well-developed program will not only provide sales professionals with information about the products they’ll be selling, and the prospects they’re pitching. What sales enablement leaders are saying about onboarding. Salas sees two keys to closing.

Sales Enablement 98

Sales Enablement Face-to-face Hiring eBook 98

Smooth Sale

NOVEMBER 19, 2022

If the answer is no, find out why, and if yes, strive to improve continually. Acknowledge the progress made by people on your team, no matter how small. Be introspective and be honest about your biases and assumptions. Your behavior that results from those biases and assumptions can impede participation and innovation.

Lead Rank 78

Lead Rank Lead Scoring Leads Marketing Qualified Lead 78

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

Software 118

Software Software Sales Management Sales Forecasts 118

Product Management University

SEPTEMBER 13, 2021

Why does the sales process often stall after the demo? The biggest reason the sales process stalls after a demo has just as much to do with the discovery phase as it does the demo itself. It comes down to THE BIG WHY that’s driving the buying decision. It’s a pretty safe assumption early in the sales process.

Sales Process 59

Sales Process Remedy Discount ROI 59

The Pipeline

JANUARY 9, 2014

It’s 2014, by now I assume you are no longer relying on Palm Pilot, going to Blockbuster for your in-home movie entertainment, so why are you still relying “value propositions” in the hope of engaging with potential buyers and winning clients? As with many things in sales, the problem is less with the concept than the execution.

Fashion 292

Fashion Proposal Objections Buyer 292

Sales Hacker

AUGUST 2, 2021

Sales coaching is often a touchy subject. We carried out research on sales coaching , looking into how different sales employees view it, and the results showed overwhelmingly that sales coaching works, and that most people involved want to see more of it. It’s practically unanimous: sales coaching really works.

Sales Coaching 107

Sales Coaching Coaching Enterprise Enterprise 107

Shari Levitin

JUNE 30, 2021

Since the Covid-19 pandemic, people everywhere have learned to swap the physical world for the virtual world in a matter of months. That’s why companies like Facebook, Google, and Dell are investing billions of dollars in upskilling their employees to sell and service customers in a “hybrid environment.”. I’ll bet you have, too.

Prospecting 149

Prospecting B2C Travel Face-to-face 149

Bernadette McClelland

MARCH 16, 2017

Not only do we find it massively amusing, but the person who is up front generally gets so bemused and frustrated at why their simple label cannot be guessed in such a relatively short time-frame, especially considering all the clues they are giving. You now can’t un-see it! Use simple language or lay terms.

Hiring 236

Hiring Case Study Sales Leadership Face-to-face 236

Hubspot Sales

AUGUST 28, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. I despise over-generalizations, but when you’re dealing with prospects you don't know, you need to make some assumptions — that way, you’re prepared to handle their objections effectively. Let's take a look.

Prospecting 88

Prospecting Demand Generation Targets Decision Maker Hiring 88

Gong.io

AUGUST 26, 2020

Quick quiz: Which of the following describes the top sales reps at your organization? B: They are veterans with years and years of sales experience. But in sales, there’s a hidden game-changer that puts the best reps over the top: the language they use. That’s why it’s such an important aspect of selling to B2B buyers. (As

Hiring 122

Hiring Buyer Call-back Case Study 122

Pipeliner

MARCH 13, 2022

In this series, we’ve been discussing the finding of meaning within sales. Why is this so important? And Pipeliner aims to refocus, reengineer, and reimagine sales as one of the world’s most important workforces. As discussed in the last two articles, sales has been labeled with a negative connotation. The Middle Class.

Pipeline 93

Pipeline Networking ACT Positioning 93

Hubspot Sales

JANUARY 4, 2019

No matter how impressed they seemed during your demo or how enthusiastic your champion is, there's always a chance you'll lose to the competition, they'll decide to postpone their decision until next quarter, or they'll ask for a price you can't deliver. How to Close a Sale. Ask for the sale. Ask for the sale.

Closing 145

Closing Objections ACT Buyer 145

No More Cold Calling

MARCH 19, 2015

We were thought leaders; we had visibility; the client loved our solution for advanced sales training; and now we were one of two. My prospect: Had a relationship with an existing vendor for basic sales training. My prospect: Had a relationship with an existing vendor for basic sales training. I lost my job. I lost my job.

Vendor 120

Vendor Proposal Small Business Small Business 120

Hubspot Sales

JUNE 11, 2018

Sales Communication Skills. Be a subject matter expert. Don't make assumptions. Don't make assumptions. Good communication is crucial to sales success. You can’t make a sale unless you’ve demonstrated value to a prospect. What Is the Importance of Communication in Sales? Pay full attention.

Intent 111

Intent Follow-up Buyer Call-back 111

Sales Hacker

SEPTEMBER 12, 2022

Founders, take note: Just having a great product or service to offer is not enough to make a sales team successful. Related: Mastering Founder-Sales: 10 Lessons from 150+ Early-Stage Start-Ups. Why you need to identify your target market. Why you need to identify your target market. Table of contents.

Marketing 80

Marketing B2C Demographics Social Media 80

Sell Integrity

AUGUST 13, 2021

Great sales team coaching takes specific knowledge and functional expertise to build a successful team. On their own, these aren’t enough to bring out the best in their sales teams and help them achieve their full performance potential. Emotional and Social Intelligence for Sales Coaches. Here’s why.

Coaching 109

Coaching Lead Rank Sales Coaching Face-to-face 109

Sales Hacker

FEBRUARY 24, 2021

For a CFO, projections, financial plans, and reports matter more than other aspects of the product, which makes it a hard task to convince them to make a deal. Looking at the company’s annual report also gives ideas on the financial matter that concerns the organization itself. This is where their heart is. Focus on saving money.

Case Study 89

Case Study How To Scale Lead Rank 89

Anthony Cole Training

JUNE 11, 2014

A guest blog post by Walt Gerano, Sales Development Expert. And no matter WHERE you are, there’s still time to have an extraordinary year if you’re willing to invest the time to work ON your business, not just in it. If you’re hitting your behavior targets and not the revenue results, ask yourself why.

Revenue 169

Revenue Sales 169

The Sales Hunter

AUGUST 29, 2013

It doesn’t take long for us to discover that confidence plays a significant role in the world of sales. Interestingly, the assumption is often made that if someone has chosen selling for their profession, they are “naturally” confident. Why is that? Here are three ways to boost your confidence: 1.

Consultative Selling 259

Consultative Selling Motivation Selling Skills Discount 259

Zoominfo

NOVEMBER 16, 2021

My role is to work with management to understand each client’s big-picture goals as they relate to marketing, sales, and overall revenue generation. We can go from discussing a website build for a small-scale startup to launching a sales-specific strategy for a business with 100 salespeople. It’s great to be face-to-face again.

Ideal Customer Profile 100

Ideal Customer Profile Data Pipeline Hubspot 100

Anthony Iannarino

SEPTEMBER 16, 2019

In sales, we spend much time working on our talk tracks. Let’s unpack the assumptions in this question. You want to create value early in the sales process (read this post to see what I mean when I say create value ). Your bedside manners matter here. Statements and Questions.

How To 110

How To eBook Face-to-face Competition 110

Alice Heiman

MARCH 18, 2020

When sales teams struggle , I like to investigate three critical aspects of their sales strategy. . Understanding your market position is powerful because it helps you understand where to focus your sales and marketing efforts, and what language to use. Who their clients are might matter. Market Position. The market.

Ideal Customer Profile 136

Ideal Customer Profile Demographics Webinar Metrics Segment 136

Women Sales Pros

MAY 17, 2019

Don’t make assumptions. What mattered in the last round of negotiating may not matter as much this time. Do your research, ask questions, test the waters to probe and suss out what matters most to the other party. Be prepared to anchor what matters most to you. Consider how to manage urgency in your favor.

Negotiation 131

Negotiation Call-back Positioning Lead Rank 131

The Spiff Blog

FEBRUARY 9, 2023

But one thing sales and RevOps leaders all have in common is that they collectively struggle to set realistic, motivating sales quotas. If quota setting is critical to forecasting, goal setting, and sales capacity planning , how is it that so many organizations still miss the mark? In fact, with only 24.3% Let’s get into it!

Quota 70

Quota Revenue Lead Rank Territories 70

Smooth Sale

JUNE 8, 2023

Upon considering the why and how to accomplish ongoing traffic, Our collaborative blog offers more effective ways to reach out to potential customers and initiate interest for them to take action. You must maintain TCPA compliance and ensure that you or your staff are not badgering people: diplomacy and politeness matter. Hearing, Yes!,

Trade Show 78

Trade Show Hiring Customer Licensing 78

Mr. Inside Sales

OCTOBER 1, 2015

Knowing how to handle the competition objection effectively can mean the difference between winning the sale or suffering that sinking feeling of having lost the business to someone else. And always ask this in an assumptive way…. Again, be assumptive with this. Option #3: “ , how does your current supplier fit into all this?”.

Competition 120

Competition Objections Vendor Insurance 120

Keith Rosen

NOVEMBER 30, 2016

You climb onto your soapbox and explain to your rep why that is not an option right now. It’s only a matter of time until they’re calling you or walking into your office wanting to revisit the same conversation again. The Costly Assumption. Assumptions made by both the manager and direct.

Coaching 110

Coaching Conversion Promotion Report 110

Sales Hacker

JULY 9, 2020

No one could have predicted COVID-19, but the people who can adapt are the ones who will advance their sales careers during this time. With the current state of sales , everything is changing fast. Digital is now the preferred sales interaction, with a 250% boost in mobile app ordering. Don’t cut corners. Stay upbeat.

Top of Funnel 114

Top of Funnel Lead Rank Lead Scoring Trends 114