No More Cold Calling

OCTOBER 1, 2021

Plus, here’s what you might have missed from No More Cold Calling this summer. I’m embarrassed by the bad sales behavior that blasts us every day. Obviously, I’ve never been a fan of cold calling, but now the uninvited sales pitches are multichannel. Invitations to events you know nothing about and would never attend.

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Referrals Decision Maker Cold Calling Social Media 316

Sales and Marketing Management

FEBRUARY 13, 2020

Author: Andrea Grodnitzky The sales professional has the job of encouraging the customer to become comfortable with the idea of committing to a product or a service. Here, we examine the three most effective skills for influencing the customer’s thinking and driving buying decisions. CEO tenures are shrinking.

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Influencer Journal Lead Rank Decision Maker 262

The Pipeline

FEBRUARY 15, 2022

Last week I kicked off a two part look at questions you should be asking your pipeline. But the questions, posed to yourself, are about planning activities based on the state of your pipeline. Professional Distance. Sales is an emotional game, especially if you are selling to people in status quo.

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Pipeline Video Opportunity Up-Sell 188

Hubspot Sales

MARCH 11, 2024

Time is money, and that’s doubly true when you work with customers. For the last six years, I’ve been an avid user and champion of using async video in my day-to-day as a seller — well before joining Loom to lead its Sales and Customer Success teams. It all comes down to the importance of storytelling and authentic connection.

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Quota Video Revenue Call-back 114

Partners in Excellence

MARCH 8, 2024

But I decided to do an experiment, I asked ChatGPT to put herself in the role of a seller, answering the question (I actually created several scenarios–a seller, a high performing seller, a manager. Dave: I’m posing the question, “Why are you so interested in selling?”

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Incentive Incentives Compensation Salary 77

Smooth Sale

APRIL 6, 2024

Photo by rebeck96 Attract the Right Job Or Clientele: How to Prepare Your Real Estate Business for Success Becoming a realtor can be lucrative if you can get your business off the ground right from the beginning. Ask For Referrals Although it can be a slow start, begin by asking family and friends for referrals.

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Real Estate Social Media How To Media 96

Hubspot Sales

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more.

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Negotiation Telecommunications How To Software 105

Zoominfo

JUNE 9, 2019

When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. How did you hear about us?

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B2B Closing Scale Guarantee 252

SalesFuel

MARCH 28, 2024

She’s well-respected and her sales skills list includes working with builders to represent the interests of prospective buyers. It’s Time to Put “Email Excellence” High on Your Sales Skills List Regardless of your audience, clear written communication is a fundamental skill. Where is Your Email Sending Your Customer?

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Hiring Social Media How To Hubspot 114

Hubspot Sales

SEPTEMBER 19, 2023

McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Before you close this tab to panic-update your resume, wait till you hear which fifth: writing cold emails, entering call notes in your CRM, and scheduling calls. How much time?

Lead Rank 111

Lead Rank Lead Scoring Top of Funnel How To 111

Nutshell

MARCH 25, 2024

You may think that your welcome and monthly check-in emails are enough to keep your clients satisfied. And you wouldn’t be alone—this is how many businesses introduce their clients to their products and services. So, what do you need to do to keep your customers engaged, happy, and loyal to your brand?

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Positioning Customer Churn Face-to-face 127

Janek Performance Group

FEBRUARY 13, 2024

For sales managers, look for qualities that build strong teams and motivate others to perform their best. Whether you seek a new hire or promotion, here are several essential qualities of sales managers. Spearheading a sales team is a multifaceted endeavor. Research in Brainshark shows the importance of coaching.

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Sales Management Hiring Promotion Motivation 139

Partners in Excellence

MARCH 14, 2024

How do we survive (though some real leaders are asking themselves how we thrive.) Many of my clients are asking for help in figuring out how to move forward. At that time, my clients were asking me the same questions, I wrote a paper to help them think about the issues and how to manage through and thrive.

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Face-to-face Lead Rank Lead Scoring Churn 123

Smooth Sale

MARCH 10, 2024

Photo by Andrea Schit z via Pixabay Attract the Right Job Or Clientele: Do You Know How To Increase B2B Sales? As a result, B2B companies don’t have to underrate the importance of building a robust sales strategy that targets high-value prospective clients and convinces them to transact with their brands.

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B2B Top of Funnel How To Sales Qualified Lead 106

Allego

JANUARY 30, 2024

If you’re involved in sales training , you know creating a training program is a multi-step and multi-person effort. For sales training to be effective, you must: Identify Specific Needs: This involves understanding the unique aspects of your product or service, the target market, and the skills or knowledge gaps within the sales team.

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Training Hiring Exercises Webinar Metrics 105

Hubspot Sales

MAY 17, 2023

That makes establishing credibility central to the success of any sales effort. But maintaining that kind of trustworthiness and legitimacy over multiple sales conversations can be easier said than done — a lot of reps run into hitches, hiccups, and human errors that undermine their credibility with prospects. Let's dive in.

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Prospecting How To Call-back Follow-up 129

SalesLoft

APRIL 8, 2024

The best reason for adopting a new sales technology is to find a solution to your organization’s pain points. That’s exactly what Ron Greer , VP of Worldwide Inside Sales at OpenText , wanted for his team. It wasn’t practical or feasible for their sales process. Do either of these pain points sound familiar to you?

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Inside Sales Face-to-face Campaigns Exact 86

Hubspot Sales

OCTOBER 24, 2023

Interview anxiety is real and can easily shake your confidence. To help you ace your interview, we’ve curated this massive list of interview tips to win over your interviewers with a smile and a stellar conversation. These six essential guidelines will prepare you for any interview scenario and set you up for continued success.

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Face-to-face Positioning Trends Research 96

Smooth Sale

DECEMBER 20, 2021

For the most part, gone are the days of working a dead-end job for decades. In today’s market, candidates can now be more selective in their job search and should really put some thought into what drives them before embarking on that endeavor. Questions to answer and facts to verify: Where do you want to be long-term?

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NetSuite Hiring Education Networking 148

Partners in Excellence

MARCH 11, 2024

Most focused on efficiency, few focused on impact, differentiation, and value. There are prompts for “researching and understanding” any role you might be selling to. Hacks for structuring and measuring an entire sales organization. There, I said it, I got it off my chest. My feeds are filled with tricks and hacks.

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Ideal Customer Profile Face-to-face Engineering Industry 119

Sales Gravy

SEPTEMBER 1, 2023

If You Don't Take Action, You Won't Get Results In this episode of the Sales Gravy Podcast, Jeb Blount and David Newman, author of Do It! When you track where the money is going, you can prepare for unexpected events and pivot when necessary. Believing that "if you build it, they will come" is a fallacy.

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Sales Qualified Lead Decision Maker Prospecting Strategy 85

Smooth Sale

MAY 6, 2023

Photo by Trusted Images via Pixabay Attract the Right Job Or Clientele: Will You Use Sales Questions to Increase Your Business? NOTE: David Newman provides our guest blog, Can You Use 21 Sales Questions to Increase Your Business? ” “What would it take to earn your business?”

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Scale Hiring Follow-up Lead Rank 78

Janek Performance Group

MARCH 12, 2024

Virtual sales meetings are becoming increasingly common as teams transition to working from home and offices are spread out in different cities. In the past, a virtual sales meeting, whether by video or phone call, was generally not given the same consideration as an in-person meeting.

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Sales Meeting Meeting How To Face-to-face 118

criteria for success

DECEMBER 1, 2022

Looking to hire new sales reps? Make sure you’re using creative sales interview questions. When hiring sales reps, it can be easy to get a nice illustration of who your candidate wants you to see. This way, you’ll be prepared to ask the best questions no matter what step of the interview process you’re in.

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Hiring Cold Calling Compensation Positioning 98

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024. But how can salespeople leverage AI without losing that human connection? Let's dive in.

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Lead Rank Lead Scoring Sales Qualified Lead Scale 107

Allego

MARCH 30, 2021

How are successful teams adapting their coaching to ensure sales reps can find and close deals despite the challenges of virtual selling ? With reps working remotely, sales leaders are often no longer physically in the same building for observation and mentoring of their team. This model is a four-step pyramid.

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Coaching How To Sales Coaching Film 160

Hubspot Sales

OCTOBER 9, 2019

Just like Liam Neeson in " Taken ," to be a successful salesperson, you need to have a particular set of skills. As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. more deals and the profit margin on sales-won improved by 12.2%.

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Film Hubspot Sales Cycle Lead Rank 139

Janek Performance Group

MARCH 12, 2024

Effectively onboarding new salespeople can be a daunting task. Many companies tend to underestimate the importance of guidance, training, and support for their new hires, and that tends to be detrimental. Many sales professionals often don’t receive the crucial tools needed for success right away.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Hubspot Sales

AUGUST 9, 2022

Most salespeople aren't born ready to take on the field — with no need for guidance or insight. That's why leaders need to leverage effective sales training techniques to set reps on the right course and facilitate their professional growth. Then, you move onto 'showing.' Finally you end by having reps 'do.'

Training 104

Training Sales Outsourcing Sales Hubspot 104

Hubspot Sales

AUGUST 2, 2023

Whether you sell furniture or enterprise software, you face the same challenge: finding the right words to say. Sending cold emails, leading prospects through sales calls, and following up all take time and articulation. Sales teams everywhere are starting to use AI to streamline these processes and craft better pitches.

How To 87

How To Insurance Insurance Travel 87

Sales Gravy

JULY 14, 2023

On this episode of the Sales Gravy podcast, Sales Mastermind Group "Awesome" asks Jeb Blount sales questions. If you've ever had a question you wanted to ask Jeb then you'll love this episode. Mastermind Groups are powerful tools for personal and professional growth.

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Groups Construction Motivation Networking 67

BuzzBoard

MARCH 28, 2024

An Overview of the Marketing Agency Sales Process The sales process in a digital marketing agency is a multi-step journey that requires a thorough understanding, strategy, and execution. Lastly, the follow-ups and closing the sale come in. Therefore, understanding and mastering the marketing agency sales process is critical.

Webinar Metrics 98

Webinar Metrics Case Study Comparison Small Business 98

Hubspot Sales

FEBRUARY 5, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Every time you use a selfish sales tactic, you’re destroying the trust between you and your buyer — but you’re not just hurting yourself. Can I help you with anything today?”

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Commission Call-back Hotels Sales 103

Hubspot Sales

NOVEMBER 14, 2023

Did you know NASA plans to build houses on the moon by 2040 ? This means that in 17 years, you might be selling space voyages. Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) Sales professionals need to become influencers — kind of.

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Hubspot Lead Rank Data Social Media 100

Sales Hacker Training

JUNE 17, 2020

According to statistics from our sales professional user base here at RepVue , only 46.7% of sales professionals globally are achieving quota. And it’s even fewer in software sales organizations. I stopped asking because of a more important reason: I don’t care if the candidate hit quota in their last job.

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Quota Hiring Cold Calling Sales Methodology 123

Mindtickle

JUNE 22, 2023

Buyers are already short on time, and the last thing they want is to listen to another sales pitch. Research from our 2023 State of Sales Productivity Report found that during a call, buyers asked an average of 18 questions, a significant increase from 13 questions in the 2022 report.

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Cold Calling Lead Rank Lead Scoring Ideal Customer Profile 98

Vengreso

JULY 20, 2023

Being a sales superstar requires more than just knowing the key benefits and features of the product or services that you’re selling. So, let’s consider the question: what makes a great salesperson consistently achieve success? Why Is it Good To Have A Positive Mindset in #Sales?

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Positioning Coaching Up-Sell Sales Coaching 105