Sales Hacker

MARCH 26, 2019

Sales will always be a persuasion game, but the biggest obstacles to success are actually cognitive biases rooted deep in the human brain. It has developed mental shortcuts around rational thought: like factory-settings that help us avoid change by ignoring, rejecting, or modifying what we hear. The brain has evolved in strange ways.

Case Study 86

Case Study Lead Rank Lead Scoring Face-to-face 86

Vengreso

DECEMBER 6, 2018

Every sales professional wants to be closing sales on a higher level. But what most of us don’t realize is that we don’t achieve that through learning better sales techniques. We do it by opening up more relationships in an authentic, heartfelt way. Don’t miss what Adam shares on this episode.

Closing 111

Closing SAP Harvest Pivotal 111

Keith Rosen

JANUARY 19, 2014

Perhaps you have encountered similar challenges around being fully present and suspending your own agenda when trying to effectively transition from manager to coach in order to boost team performance. The Leadership Transformation Needed To Authentically Develop A Team ( Valued Subscriber –> Me).

Coaching 130

Coaching Conversion Exercises Follow-up 130

Showpad

OCTOBER 9, 2020

Showpad just hosted the world’s largest sales enablement conference. This post will recap TRANSFORM 2020 keynotes, breakouts and sessions and give you some new ideas about sales enablement you can put into practice right now. The only way to provide value to the buyer is to be customer obsessed and know your customers deeply.

Hiring 40

Hiring Sales Enablement Lead Rank Enterprise 40

Pipeliner

APRIL 24, 2018

Why does the sales profession get a bad rap? What’s the number one reason many people don’t want to be approached by a seller? Is it that we don’t want to be confronted with a choice or have to reject someone? Those experiences have contributed to the collective DISTRUST of sales people. Yes, to all, maybe.

Buyer 63

Buyer Outsourcing Services Ideal Customer Profile Referrals 63

Closer's Coffee

JULY 2, 2019

5 Key Areas To Challenge Your Sales Reps In Order To Drive Growth. The true nature of sales leadership involves being able to challenge your team openly and responsibly. Too often, management will focus on sales numbers, when in fact, sales numbers are the result of behaviors that are in place – positive or negative.

Lead Rank 45

Lead Rank Referrals Face-to-face Competition 45

SalesLoft

MAY 22, 2018

Sales teams are made up of individuals from a variety of backgrounds. That’s why focusing on personality type is a game-changer when it comes to coaching. With the increased emphasis on personality types, sales managers, in particular, should take note of the makeup of their team. A Hunter values autonomy.

Coaching 52

Coaching Analytics Scale Opportunity 52

Jonathan Farrington

MAY 6, 2014

“So Jonathan, are there too many salespeople in the world?” ?. But let’s take a more pragmatic approach to the question: Are there too many salespeople in the world? What % of sales leaders do you think could accurately answer the following questions about their own team? Let me give you an example.

Hiring 44

Hiring Construction Conference Forecasting 44

Jonathan Farrington

FEBRUARY 6, 2013

“So Jonathan, are there too many salespeople in the world?”. That’s not really a question one expects to be confronted with at a private dinner party. But let’s take a more pragmatic approach to the question: Are there too many salespeople in the world? Let me give you an example.

Hiring 37

Hiring Call-back Construction Course 37

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Sales Models and Fundamentals.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

DiscoverOrg Sales

JULY 25, 2017

Technology has drastically altered the buying landscape and journey, and successful salespeople have to keep up with the changing requirements. That’s why we partnered with noted sales linguist and researcher, Steve W. Insights from this study include: Which elements do buyers want to see on vendor websites?

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Study Buyer Decision Maker Vendor 120

Jonathan Farrington

FEBRUARY 3, 2012

Neither is it correct to surmise that I am in anyway feeling defiant – I have deliberately eschewed confrontation on this topic. It would be dangerous to simply pluck a few quotations, as the piece deserves a full reading – “In 2012 the New Normal in Sales Is.” Not so today.

Ideal Customer Profile 39

Ideal Customer Profile Social Media Travel Inside Sales 39

Janek Performance Group

NOVEMBER 8, 2022

These are the things they know work best for them in each sales situation. Maybe, it’s that joke about sales reps and online dating. Or that popular story about nailing the ace and gaining the sale. Unfortunately, many sales reps also make their share of missteps. Do your homework. Set your agenda.

Hiring 62

Hiring Follow-up Course Objections 62

The Spiff Blog

JUNE 8, 2023

Here’s a scenario that any salesperson can relate to, whether they’re an entry-level sales rep or an expert seller with decades of experience: a prospect demonstrates interest in a product, responds to inquiries with enthusiasm– and then, out of nowhere, they disappear. What’s wrong with “touching base” with cold prospects?

Prospecting 72

Prospecting Top of Funnel Follow-up Face-to-face 72

PandaDoc

SEPTEMBER 28, 2022

Customers often try to haggle at the last minute when it’s really too late to back out of previous agreements. In this article, we’ll help you find answers to the most important questions that all business owners and salespeople should have in their arsenal when negotiating prices with their customers.

Negotiation 98

Negotiation Lead Rank Discount Lead Scoring 98

Xvoyant

MAY 1, 2019

This presents a challenge for sales managers. Good sales habits mainly arise from focused onboarding and training programs. And as any sales professional knows, this line of work generates competition, confrontation, and rejection in ways you can’t experience anywhere else. The Value of Research.

Ideal Customer Profile 63

Ideal Customer Profile Top of Funnel Buyer Persona Hiring 63

Gong.io

JANUARY 1, 2021

If you are in sales, you know what the word negotiation means. . Heck, it’s always been — and still is — the #1 skill in sales. The best-of-the-best salespeople are often the best-of-the-best negotiators. And yet negotiation is often the most misunderstood skill in sales. Oh, and it’s hard to do it right.

Negotiation 127

Negotiation Call-back Proposal Decision Maker 127

Xvoyant

MAY 1, 2019

This presents a challenge for sales managers. Good sales habits mainly arise from focused onboarding and training programs. And as any sales professional knows, this line of work generates competition, confrontation, and rejection in ways you can’t experience anywhere else. The Value of Research.

Ideal Customer Profile 48

Ideal Customer Profile Top of Funnel Buyer Persona Hiring 48

Gong.io

JANUARY 1, 2021

If you are in sales, you know what the word negotiation means. . Heck, it’s always been — and still is — the #1 skill in sales. The best-of-the-best salespeople are often the best-of-the-best negotiators. And yet negotiation is often the most misunderstood skill in sales. Oh, and it’s hard to do it right.

Negotiation 83

Negotiation Call-back Proposal Decision Maker 83

Hubspot Sales

MAY 31, 2018

One of a leader’s key responsibilities is stamping out self-serving politics when they emerge. Leadership should be viewed as stewardship. When making decisions about people, listen to your gut. Focus on quality, service, and value -- not the lowest price. Team Mantras. Leaders don’t choose their followers. Be yourself.

Education 78

Education Lead Rank Lead Scoring Guidelines 78

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98