Gong.io

JUNE 18, 2018

Sales influencers have hypothesized about every phase of the sales cycle. They tell us exactly what works and what doesn’t on sales calls. Our team of data scientists has analyzed more than 1,000,000 recorded sales calls.prospect with an objection. Better Pricing Discussion = Shorter Sales Cycle.

Sales Cycle 48

Sales Cycle Hiring Call-back Exact 48

Carew International

FEBRUARY 4, 2019

As sales leaders, we are continually looking for more time in our day, specifically to focus on long-term and far-reaching strategic concerns. Time spent on day-to-day sales activities – closing deals, acting as an advisor to customers, completing sales negotiations – these are all symptomatic of insufficient selling skills on the sales team.

Sales Leadership 42

Sales Leadership Tools Selling Skills Negotiation 42

Carew International

FEBRUARY 4, 2019

As sales leaders, we are continually looking for more time in our day, specifically to focus on long-term and far-reaching strategic concerns. Time spent on day-to-day sales activities – closing deals, acting as an advisor to customers, completing sales negotiations – these are all symptomatic of insufficient selling skills on the sales team.

Sales Leadership 40

Sales Leadership Tools Selling Skills Negotiation 40

SBI

MARCH 19, 2013

So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills. Of course, my retort is that you won’t increase sales if you don’t have the right tools to compete more efficiently and effectively.

Sales Tools 126

Sales Tools Tools Decision Maker Cold Calling 126

A Sales Guy

JULY 9, 2012

A crappy sales process is the culprit of more stuck deals, or lost deals than many of us want to admit. A crappy sales process consists of bad or misaligned sales stages. When sales stages have little correlation with how your customer buys or with how your product is sold, you have bad sales stages.

Pipeline 113

Pipeline Sales Process Sales Cycle Sales 113

The Pipeline

FEBRUARY 1, 2013

Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills. Long Sales Cycles.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

Highspot

JULY 6, 2023

The Changing Landscape of Sales Skills Sellers are experiencing a pivotal shift in when, how, and why prospects need them. Customers now approach salespeople with substantial product knowledge, altering the sales cycle’s dynamics. Recent research confirms the significant changes to the sales landscape.

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

Partners in Excellence

OCTOBER 3, 2022

Why are you calling it a “selling process?” ” Glad you noticed that, the jargon, at least ever since I’ve been selling, has been the “sales process.” ” Traditionally, it’s been focused on what sales people do to customers –oops, with customers.

Ideal Customer Profile 90

Ideal Customer Profile System Up-Sell Sales Process 90

Highspot

JANUARY 14, 2024

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? Virtual selling is a technology-driven approach to sales. Virtual selling is a technology-driven approach to sales.

Quota 52

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

Sales Hacker

JULY 25, 2022

May include: sales cycle length or cost of net new revenue. Tracking those types of metrics in sales performance dashboards gives you data-driven insights regarding: How your team is performing. Sales development managers shoulder a host of responsibilities, but their biggest job is to coach their reps. Opportunity size.

Engineering 99

Engineering Revenue Top of Funnel Sales Qualified Lead 99

Highspot

JANUARY 9, 2024

A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. In this article, we’ll explore the B2B sales process, types and components of an effective training program, best practices, current trends, and pitfalls to avoid.

B2B 52

B2B Training Top of Funnel B2C 52

Mereo

MARCH 30, 2023

Some even balked at it with their sales reps as a form of Big Brother surveillance. Yet, the capabilities and potential of the selling tool have swept the naysaying aside. Today, CI has become a must-have when it comes to sales productivity and intelligence tools.

Software 41

Software Software Conversion Sales Enablement 41

Showpad

APRIL 9, 2020

Sales managers are tasked with not only leading their teams, but providing them with all the resources and support they need to develop trust with buyers and shorten sales cycles. What is sales coaching? Sales coaching involves providing ongoing instruction and advice to develop sales skills.

Sales Coaching 111

Sales Coaching Coaching Face-to-face Sales Enablement 111

Sales Hacker

DECEMBER 30, 2020

And with many companies planning to stay remote into 2021 (and some fully remote indefinitely), knowing how to navigate remote selling isn’t optional anymore. Sales teams that invest in remote selling and sales intelligence tools will continue to outperform their peers. READ THIS: Selling From Home?

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

Janek Performance Group

MARCH 14, 2023

Success early in your sales career includes understanding the nuances of your position, like the language and industry vernacular, your company’s sales process, and the sales enablement technology your company provides. Developing a deep understanding of the sales process might be most critical.

Hiring 62

Hiring Ideal Customer Profile Maximizer LinkedIn 62

Gong.io

SEPTEMBER 19, 2022

Qualifying prospects is a critical step in the sales process. By prioritizing these leads, you can speed up the sales cycle and close more deals. Is the BANT sales qualification framework right for your team? It’ll also help you tailor your sales pitch and position your products or services as the solution.

Sales Qualified Lead 62

Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

Hubspot Sales

NOVEMBER 9, 2020

Industrial Sales are a type of B2B sale marked by characteristics that aren’t always significant in traditional B2B deals. This piece will give an overview of industrial sales, outline its unique attributes, and give salespeople an understanding of the skills and tools they can use to successfully close this type of deal.

Industry 117

Industry Buyer Persona Hubspot Retention 117

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. Ensure that collateral aligns with the established sales messaging.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Vengreso

JUNE 12, 2023

They engage less frequently with sellers and when they do, it is much later in the sales cycle. Therefore, the modern buyer must seek to educate themselves about solutions to the client’s business challenges, and any other aspects they may have missed while identifying the buyer’s needs in the sales process.

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

Mindtickle

MARCH 2, 2022

In particular, we’ll start to see sales functions taking responsibility for inbound campaigns, which means we’ll see more sales resumes coming through with SEO and PPC certifications.”. According to Forrester, today, the average sales rep spends only 23% of their time on core selling activities. In the U.S.

Hiring 52

Hiring Sales Qualified Lead Social Media Inbound 52

The Pipeline

APRIL 27, 2011

Bring in outsiders to teach a skill or customer insight. Practice objection-handling or consultative selling skills. EDGE Sales Process. EDGE Selling. Gap Selling. Hiring Sales Talent. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Highspot

JANUARY 3, 2024

Closing is about finalizing a sale and creating a lasting relationship that can lead to more opportunities. Sales leaders and reps can efficiently navigate this crucial stage of the sales process with ongoing coaching and training. Solution: Sales managers can streamline administrative tasks through automation tools.

Closing 52

Closing Training Lead Rank Negotiation 52

Salesmate

AUGUST 18, 2020

Mike Simmons and Mike Corner have over 50 years of experience in sales. These experienced professionals want every sales rep to master the art of B2B sales. They’ve shared actionable tips on what works in B2B sales and how to brush up selling skills for improving the win rate. Host: Donald C.

Cold Calling 113

Cold Calling B2B Pipeline Sports 113

SBI

OCTOBER 25, 2017

We don’t mean memorizing a script, or the “sales theater” involved in most canned demos and sales presentations. We’re talking about your reps’ ability to add real value during the customer’s buying process, and the sales cycle itself – from first meeting all the way to close. Why is that?

Lead Rank 139

Lead Rank Lead Scoring Hiring Analytics 139

Hubspot Sales

FEBRUARY 21, 2020

They don’t have the right tools. In sales, every minute counts, so increasing efficiency or shaving even a few moments off a task is key to your salespeople feeling like they have the support and tools necessary to perform. By decreasing administrative strain on your sales team, you’ll remove a major cause of burnout.

Hiring 135

Hiring Lead Rank How To Hubspot 135

Highspot

APRIL 14, 2023

Because of this, it’s important to focus your efforts on building a learning management system (LMS) in a sales enablement platform to help your sales team connect with buyers in a way that will help them close deals. Create guided learning experiences that infuse your organization’s sales methodologies. “I

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

Because of this, it’s important to focus your efforts on building a learning management system (LMS) in a sales enablement platform to help your sales team connect with buyers in a way that will help them close deals. Create guided learning experiences that infuse your organization’s sales methodologies. “I

Training 52

Training Scale How To Hiring 52

The Digital Sales Institute

FEBRUARY 21, 2019

The truth is that whether delivered in class, in house or online sales training programs have helped thousands of salespeople to improve their selling skills. In B2B sales today even selling smaller ticket items means a longer sales cycle with probably 3 or 4 people involved in the buying decision.

Training 56

Training Lead Rank Social Selling Top of Funnel 56

The Brooks Group

DECEMBER 10, 2018

A skilled coach will understand the Adult Learning best practices that increase knowledge retention and allow your sales reps to take ownership of their new skills. They will also be highly educated in the sales process your team has been trained in, and the sales enablement tools that will make the reinforcement successful.

Maximizer 40

Maximizer ROI Training How To 40

The Brooks Group

DECEMBER 10, 2018

A skilled coach will understand the Adult Learning best practices that increase knowledge retention and allow your sales reps to take ownership of their new skills. They will also be highly educated in the sales process your team has been trained in, and the sales enablement tools that will make the reinforcement successful.

Maximizer 40

Maximizer ROI Training How To 40

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? I have two tools for you here.

Training 92

Training Cold Calling Webinar Metrics Objections 92

Sales Hacker

NOVEMBER 22, 2017

True sales professionals may vent at times — but they follow through by winning. Our sales process is broken. Validity/Verdict : Inefficient pipeline management and lead qualification is a common problem across sales organizations but should not constitute an excuse for poor performance. Our quotas are too high.

Ideal Customer Profile 86

Ideal Customer Profile Cold Calling Sales Qualified Lead Lead Rank 86

The Brooks Group

MAY 9, 2018

Value-based selling improves close rates, decreases sales cycles, and reduces price pressure. Here are 7 tips to help your sales reps develop their value-based selling skills. Value-based selling doesn’t start with the solution or stop with the close. Always Be Providing Value.

Lead Rank 53

Lead Rank Lead Scoring Margin Buyer 53

BrainShark

MAY 3, 2022

Building and maintaining an effective sales training program is a difficult and continuous process. That being said, there are tools and best practices you can use to speed up the process. Brainshark , a Bigtincan company, is a sales enablement solution that: Makes creating training content easy.

Training 71

Training Hiring How To Course 71

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success.

Training 92

Training Lead Rank Hiring Course 92

Gong.io

MAY 18, 2018

Just take a look at this sales tech landscape designed to promote efficiency in the sales process: Click here to see the full image. The best ones are the most effective training content in the world for on-boarding new sales hires. 5) Treat Sales Meetings as Precious Assets.

Hiring 48

Hiring Pipeline ROI Objections 48

Gong.io

MAY 18, 2018

Just take a look at this sales tech landscape designed to promote efficiency in the sales process: Click here to see the full image. The best ones are the most effective training content in the world for on-boarding new sales hires. 5) Treat Sales Meetings as Precious Assets.

Hiring 48

Hiring Pipeline ROI Sales Meeting 48