Igniting Sales Transformation

DECEMBER 1, 2019

With that in mind, how is your SKO agenda training your salespeople to: Engage rather than repel buyer interest with sales messaging and approach? Conduct sales meetings using business acumen & insight vs. feature dumps & demos? Reduce the sales cycle length and close deals more often?

Meeting 130

Meeting Decision Maker Revelation ACT 130

Vengreso

JUNE 16, 2022

All by now have implemented virtual sales training or online sales training programs that have had a better impact on sellers’ behavior than a face-to-face training session ever was able to achieve. Is Online Sales Training Effective? in 9 months to the sales pipeline by leveraging our virtual sales training program.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

Partners in Excellence

SEPTEMBER 27, 2022

Today’s topic is on Meeting Planning. I want to cover a bunch of meeting types–mostly sales meetings or sales calls, but also meetings we have internally, management meetings, and so forth. The same basic principles apply to having high impact meetings, whoever we are meeting with.

Meeting 117

Meeting Call-back Face-to-face Maximizer 117

Gong.io

JUNE 25, 2021

Average salespeople are in the high 60s: Sales Stat #10: Finish with next steps. Good news: Securing “next steps” has a considerable impact on shortening the sales cycle. Sales Stat #11: Use these words that sell. These “best” words get dropped in everyday conversation, effortlessly, by the top sales reps.

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

Gong.io

MAY 4, 2021

Our data science team at Gong analyzed 803,402 recorded sales meetings from deals made on web conferencing platforms. They were transcribed and analyzed using AI to isolate successful and unsuccessful selling behaviors. the discovery call) in your sales cycle. Before you slam your laptop (or me) – hang tight. .

Buyer 118

Buyer Pivotal Follow-up Research 118

Gong.io

JULY 6, 2018

So from our brains to yours, here are the 21 best tips you’ll ever read about sales calls. Sales Call Tip #1: Schedule Your Sales Call for the Right Time. Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. Sales Call Tip #11: Turn On Your Webcam.

Call-back 103

Call-back Cold Calling Face-to-face Objections 103

Gong.io

MAY 18, 2018

Treat sales meetings as precious assets. Those deals (and the sales meetings contained within those deals) are precious opportunities. If a smaller pipeline results in fewer sales meetings, you can’t afford to give those “at bats” to new hires who aren’t ready for them. Have better sales conversations.

Hiring 48

Hiring Pipeline ROI Objections 48

Gong.io

MAY 18, 2018

Treat sales meetings as precious assets. Those deals (and the sales meetings contained within those deals) are precious opportunities. If a smaller pipeline results in fewer sales meetings, you can’t afford to give those “at bats” to new hires who aren’t ready for them. Have better sales conversations.

Hiring 48

Hiring Pipeline ROI Sales Meeting 48

Highspot

JANUARY 14, 2024

In turn, businesses have to adapt and innovate in virtual selling. Discover how mastering virtual sales strategies can elevate customer interactions, even in complex sales cycles. What Is Virtual Selling? What Does Virtual Selling Look Like? Establish clear expectations and processes before the first call.

Quota 52

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

Highspot

JANUARY 4, 2024

Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel. This process ensures the training program is laser-focused on bridging these skill gaps. This analysis shapes future training modules.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Crunchbase

SEPTEMBER 29, 2022

Meeting the potential customer’s needs, wherever they are in the buying process. The principles of solution selling are based on four key pillars: situational knowledge, capability knowledge, people skills and selling skills. In addition, ask them for feedback on sales training and learning materials.

Solutions Selling 52

Solutions Selling Consumer Ideal Customer Profile How To 52

Gong.io

MARCH 27, 2019

Discovery calls aren’t a STAGE during the sales cycle. So, better selling skills is a big part of that answer. Start every sales meeting with this question: “What’s changed since the last time we talked?”. With that said, let me jump right in and show you the first discovery call tip….

Call-back 111

Call-back Face-to-face Buyer Follow-up 111

Gong.io

AUGUST 22, 2018

It influences everything from how the seller presents, to which objections the customer surfaces, to how much negotiating leverage you find yourself with at the end of the sales cycle. So what do you talk about during your discovery-focused sales training? What are the top objections they face early in the sales cycle?

Training 92

Training Cold Calling Webinar Metrics Objections 92

Gong.io

JULY 6, 2018

So from our brains to yours, here are the 21 best tips you’ll ever read about sales calls. Sales Call Tip #1: Schedule Your Sales Call for the Right Time. Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. Sales Call Tip #11: Turn On Your Webcam.

Call-back 54

Call-back Cold Calling Face-to-face Objections 54

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

Gong.io

AUGUST 1, 2018

analyzed recorded sales meetings from 39,105 deals made on web conferencing platforms. They were transcribed and analyzed with AI to isolate successful and unsuccessful selling behaviors. In fact, successful sales meetings involve only four sales questions on average. Before you tear me to shreds, read on.

Decision Maker 75

Decision Maker Banking Study Call-back 75

BrainShark

MAY 2, 2022

Pre-made virtual training programs will only cover topics like objection handling, popular sales methodologies, LinkedIn prospecting, shortening sales cycles, and other general topics. These company-specific topics are arguably the most important part of a comprehensive sales training program.

Training 71

Training How To ROI Course 71

Jonathan Farrington

MAY 21, 2013

Barb writes : “ Contrary to what you may hear, social selling isn’t a NEW idea. I can say that because I’ve been using the term in my writing and speaking since early 2009, as I was writing my book, The New Handshake: Sales Meets Social Media. Social selling really only has any relevance at Stage 1.

Social Selling 43

Social Selling LinkedIn Twitter Face-to-face 43

Vengreso

MARCH 22, 2022

Can’t handle inbound leads with your existing sales team. Want to hire someone who has more selling experience than you do. Need to improve your company sales cycle. Want to upgrade your sales organization. Want to improve your customer engagement with more sales reps.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

Can’t handle inbound leads with your existing sales team. Want to hire someone who has more selling experience than you do. Need to improve your company sales cycle. Want to upgrade your sales organization. Want to improve your customer engagement with more sales reps.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Gong.io

MAY 27, 2018

Many sales reps even go into calls blind, not even know how to structure the conversation. If you don’t have the right plan going into a sales call, it’s going to be much harder to get to the next stage in a sales cycle. So what sales call steps should you follow? Sales Call Step 2: Open Your Call Like a Pro.

Closing 48

Closing Lead Rank Lead Scoring Leads 48

Gong.io

APRIL 27, 2018

Many sales reps even go into calls blind, not even know how to structure the conversation. If you don’t have the right plan going into a sales call, it’s going to be much harder to get to the next stage in a sales cycle. So what sales call steps should you follow? Sales Call Step 2: Open Your Call Like a Pro.

Closing 48

Closing Lead Rank Lead Scoring Leads 48

Gong.io

NOVEMBER 12, 2021

We recorded the audio and video of over 100,000 web-based sales meetings and analyzed them with Gong’s AI to glean this insight. minute sales deck presentations, on average, during the introductory sales meeting. minute long sales decks, on average. Great salespeople never pitch for more than 9 minutes.

Cold Calling 118

Cold Calling Negotiation Face-to-face Objections 118

Gong.io

NOVEMBER 12, 2021

We recorded the audio and video of over 100,000 web-based sales meetings and analyzed them with Gong’s AI to glean this insight. minute sales deck presentations, on average, during the introductory sales meeting. minute long sales decks, on average. Great salespeople never pitch for more than 9 minutes.

Cold Calling 71

Cold Calling Negotiation Face-to-face Objections 71

Highspot

NOVEMBER 1, 2022

So, while sales reps typically focus on pulling decision-makers to a product, consultative sellers are obliged to dole out advice that guides buyers toward a final decision. In fact, as far back as 2016, buyers were already expressing a preference for collaborative sales experiences without the standard “hard sell” tactics.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Highspot

DECEMBER 5, 2023

So, while sales reps typically focus on pulling decision-makers to a product, consultative sellers are obliged to dole out advice that guides buyers toward a final decision. In fact, as far back as 2016, buyers were already expressing a preference for collaborative sales experiences without the standard “hard sell” tactics.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Hubspot Sales

JANUARY 22, 2018

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. Focus: Sales meetings, objection handling, and closing.

Training 145

Training Vendor Top of Funnel Workbooks 145

Gong.io

FEBRUARY 9, 2019

Now it’s time to make sure all those meetings you booked go well. Opening a sales meeting is both an art and a science. But as you’ll see, there are sales techniques and tactics you can use early on to help the rest of the sales meeting unfold persuasively. The amount of time set aside for the meeting.

Cold Calling 133

Cold Calling Call-back Objections Buyer 133

Vengreso

APRIL 10, 2022

What is a Sales Methodology? While the sales plan includes various stages and activities with defined outcomes, an outbound sales methodology generally focuses on a particular part of the sales cycle. In other words, how to get more hellos or create more sales conversations. What Sales Methodology is Best?

Sales Methodology 128

Sales Methodology Pipeline Ideal Customer Profile Buyer Persona 128

Gong.io

AUGUST 16, 2018

We analyzed over 1M recorded sales conversations with AI. It turns out when you discuss your competitors early in the sales cycle, you’re actually more likely to win the deal than if your competitors were absent from the deal entirely. This helps us make sure our sales team is trained-up on the right competitive messaging.

Competition 110

Competition Comparison Buyer Education 110

Mindtickle

JUNE 21, 2023

These platforms enable sales teams to collaborate with prospects remotely, deliver personalized sales pitches, and guide customers through the sales process, replicating many aspects of a traditional face-to-face sales meeting. It is a metric that quantifies the efficiency and effectiveness of the sales process.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Gong.io

OCTOBER 29, 2019

If you’re new to Gong Labs, here’s a quick explanation of where our data comes from: We analyze sales interactions from our product users (anonymized, of course). That includes everything recorded by Gong during their web conference meetings, phone calls, and emails. to find trends around multi-threading.

Data 48

Data Decision Maker Insurance Insurance 48