DiscoverOrg Sales

DECEMBER 11, 2017

While the issue may seem complicated, the outcome is simple: (1) Companies who recognize the importance of diversity and promote it actively are the inevitable winners in this equation. (2) So why is the sales profession still so far behind the curve when it comes to gender? I wish I could say this is shocking, but it’s not.

Hiring 235

Hiring Face-to-face Promotion Retail 235

Partners in Excellence

MARCH 17, 2022

They express pride in how many calls they make, how many dials, how many emails, how much social selling engagement, how they are leveraging the tools. There’s a mindset around toughness, doing more, working harder, working longer. Don’t get me wrong, I have huge admiration for those that work very hard.

Margin 138

Margin Call-back Incentives Incentive 138

Hubspot Sales

MAY 10, 2023

The more people involved in a buying decision, the less likely you are to close. Getting multiple stakeholders to arrive at a consensus is hard enough on its own, and bringing an additional decision-maker into the fold means adding a potential detractor to the mix. Ask, “Why is [blocker] invested in buying [competitor]?”

Decision Maker 122

Decision Maker Scale How To Hiring 122

Shari Levitin

MAY 12, 2022

It’s easy to take the path of least resistance, let your nervousness get the best of you, lower the price, and cheapen your offer. But do you stop to think of the effort, time and resources that went into perfecting the product or service you’re selling? Trainer : How much do you think it SHOULD cost? Let’s do it.

Objections 117

Objections Examples Hiring Call-back 117

Sales Gravy

OCTOBER 23, 2020

Sales Myth: You Have to Sell Yourself Most of us, at one time or another in our careers, have heard some trainer or manager exclaim, “You have to sell yourself.” “If If you want to get that job, son, you have to sell yourself.” “The The real key to sales is your ability to sell yourself.” “If It just rolls off the tongue.

Social Media 109

Social Media Call-back Groups Up-Sell 109

Allego

JULY 1, 2021

In the final analysis, it’s what people think that ultimately matters more than anything else, in my experience. So, why am I diving into the myths of virtual selling ? The thing is these myths can impact your thinking. In my new book, Mastering Virtual Selling , my co-authors and I debunk these common myths.

Face-to-face 124

Face-to-face Scale Call-back Buyer 124

Partners in Excellence

JULY 18, 2023

But we make things so complicated, we make it much harder than it should be. Think not only of those that are in the “bullseye,” but focus on those in the dead center of the bulls eye. While this strategy keeps you busy, it profoundly reduces your win rates. And they may not have done it very well.

Ideal Customer Profile 80

Ideal Customer Profile Discount Pipeline Opportunity 80

Alice Heiman

SEPTEMBER 13, 2021

FACT or FICTION: Virtual Sales are HARD. . It’s not that I don’t believe the research because Gartner is great. It baffles me why so many are struggling. Stop making virtual #selling hard than it really is! Keep it simple using these the 3 key strategies for virtual #sales success here.

Referrals 96

Referrals Cold Calling Account Based Marketing Conversion 96

Partners in Excellence

MARCH 22, 2024

He and I share ideas about the state of selling and how we can drive improvement. He talks about how he wanders between different roles and experiences, sometimes avoiding selling, but always finding his way back to selling. But I never found it, so I stayed doing what I’d been doing. It was Spring of 2001.

Call-back 77

Call-back Construction Up-Sell Research 77

No More Cold Calling

JANUARY 31, 2019

I dreaded buying another car because of the pushy, in-your-face car salespeople, who are just like B2B sales reps cold calling you. We test-drove several cars, but I wasn’t ready to buy. Then it got worse. Cold calling doesn’t differentiate your organization from the competition, nor does it result in qualified lead generation.

Cold Calling 222

Cold Calling Referrals Face-to-face Sales Qualified Lead 222

Allego

SEPTEMBER 8, 2021

Virtual selling is a new way to sell—and it’s so much more than simply moving your meetings online. Some of you may think, “The best way to sell is face-to-face” or “Technology creates a barrier between me and a buyer.” Adapting to a New Way of Selling. 10 Tips for Mastering Virtual Selling Tech.

Sales Meeting 155

Sales Meeting Meeting Face-to-face Wireless 155

Emissary

APRIL 15, 2021

But buyers don’t think in terms of sales processes. They think about solving problems. Although usually (hopefully) sales processes and buying processes are tightly aligned, they are not identical. Win more business by helping buyers buy at each phase of the sales and execution process. Why Do IT Executives Buy?

Face-to-face 52

Face-to-face Buyer Survey Trends 52

Emissary

MARCH 24, 2022

When it comes to selling tech to tech companies, there are some extra wrinkles that come into play. When it comes to selling tech to tech companies, there are some extra wrinkles that come into play. Sometimes you find that the people you are selling to have more technology capability than you do. Listen Now.

Company 52

Company B2B Lead Generation Vendor 52

Zoominfo

DECEMBER 18, 2019

The proliferation of social media has made it easier than ever to check the pulse of your customers and create a community centered around your brand. Isn’t it enough to have a snappy name and pithy slogan? Think of your favorite big names and the emotions they inspire. You need to think beyond just a logo and jingle.

Social Media 223

Social Media Scale Consumer Loyalty 223

Partners in Excellence

MARCH 9, 2020

Buying is about people. Whether it’s to address a new opportunity, solve a problem, learn and grow; a buying group works together to achieve a goal. The buying process is messy, a characteristic of intensely human interaction. ’ Buying is personal. It could mean losing opportunities.

Face-to-face 84

Face-to-face Groups Relationals Lead Rank 84

The Pipeline

MARCH 23, 2017

It is an opportunity for the students to get out of their cocoon of academia, and experience a dose of reality. It reinforced the need for sales people, and their respective organizations to have a much better understanding of how others “work”, in this case buyers. Customers don’t see it that way.

Buyer 185

Buyer Face-to-face Vendor Buying Cycle 185

SBI

JUNE 22, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Think about your own behavior.

Top of Funnel 92

Top of Funnel Engineering Sales Qualified Lead Buyer 92

Emissary

FEBRUARY 8, 2022

Featuring Seleste Lunsford, Chief Research & Strategy Officer at Emissary and Emissary Advisor John Newton, former Director, IT Transformation/Program Management, AIG. If you are new to the space it can be daunting to find the opportunities: Where do I push? How to Position Your IT Solution in the P&C Insurance Vertical Market.

Insurance 52

Insurance Insurance Consumer B2B 52

DiscoverOrg Sales

DECEMBER 11, 2017

While the issue may seem complicated, the outcome is simple: (1) Companies who recognize the importance of diversity and promote it actively are the inevitable winners in this equation. (2) So why is the sales profession still so far behind the curve when it comes to gender? I wish I could say this is shocking, but it’s not.

Hiring 120

Hiring Face-to-face Promotion Retail 120

Hubspot Sales

DECEMBER 18, 2019

The key to improving efficiency is to work smarter not harder. So when it came time to research tips for increasing sales productivity, we figured the best resource to ask was our own sales team. Cody says: "Know who is going to buy, and who isn't going to buy. Here’s what they had to say. Know your audience.

Hubspot 88

Hubspot Lead Rank Lead Scoring How To 88

Partners in Excellence

MARCH 17, 2020

Complex B2B buying is never easy. I’ve written, extensively, about how difficult it is for buyers to align diverse priorities and agendas, and navigate the buying process. The majority of buying ends in no decision made. So, in the best of times, buying is difficult. But buying will not stop.

Face-to-face 108

Face-to-face Sales Talent Up-Sell Customer 108

DiscoverOrg Sales

OCTOBER 3, 2018

What does it TAKE to sell to the Chief Marketing Officer? We asked Jill Konrath , best-selling author and speaker on the subject of understanding the customer, to ask some hard-ball questions of actual customers who buy products and services. I think it just makes it more real.

Marketing 193

Marketing Intent Data Face-to-face Webinar Metrics 193

Allego

AUGUST 7, 2023

For sales reps, it used to be that the more people you called, the more deals you would win. They prefer self-guided buying experiences, forcing companies to change their approach or watch sales go to their competitors. Revenue enablement platforms allow companies to provide that type of buying experience. Not anymore.

Revenue 62

Revenue Scale Call-back Engineering 62

Partners in Excellence

NOVEMBER 29, 2019

Trying as hard as I could, I sought something redeeming in the article and that I could learn. It can be helpful to think about a bluff as a tactic used in a zero-sum game where both parties are on an even playing field and trying to maximize their individual outcomes. But I’m getting ahead of myself.

Promotion 86

Promotion Negotiation Maximizer Comparison 86

Corporate Visions

MARCH 19, 2020

The post Virtual Selling Just Became Vital to Your Business by Jim Moliski appeared first on Corporate Visions. Are your salespeople prepared for the unique challenges of virtual selling? Great web conferencing platforms are within everyone’s reach, but don’t make the mistake of thinking that technology is all you need.

Face-to-face 120

Face-to-face Sales Qualified Lead Lead Rank Lead Scoring 120

Hubspot Sales

FEBRUARY 14, 2024

Get meta with it. Ackerman’s top tips are listed below, with further industry insights, including the anatomy of the perfect sales email from five email experts. The tone should be exceedingly confident — and respectful — at all times. Strong writing comes from strong verbs. Write as if they’re humans. Use a little color to your advantage.

Data 95

Data Segment Email Marketing Webinar Metrics 95

Partners in Excellence

JULY 2, 2019

Recently, someone made a comment saying, “It’s interesting to see cold calling coming back into style… ” The comment startled me, and I can see where the speaker was coming from, but I couldn’t have disagreed more. Sales people who don’t want to do the hard work. Cold calling is important.

Cold Calling 102

Cold Calling Demand Generation Demand Generation Targets Call-back 102

Crunchbase

APRIL 3, 2020

If you’re in business-to-business (B2B) sales, odds are you’ve heard the term “account-based selling” more than once. While it is not a new term or sales strategy, salespeople are now facing a challenging landscape that calls for different approaches and new strategies. Account-based selling is one way to do just that. .

Ideal Customer Profile 136

Ideal Customer Profile Decision Maker Reachforce Lead Rank 136

Grant Cardone

SEPTEMBER 4, 2020

This kind of thinking is reactive not creative. During times like this the thing to do is push harder not embrace the changes you needed to make before you were being FORCED to make changes. During times like this the thing to do is push harder not embrace the changes you needed to make before you were being FORCED to make changes.

Real Estate 122

Real Estate Pivotal Face-to-face Sales Qualified Lead 122

Janek Performance Group

APRIL 15, 2024

In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. However, while both sides have their wants, and one side’s needs should not supersede the other’s, it is still essential that sellers control the tone, tenor, and timing of the negotiation.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

Janek Performance Group

NOVEMBER 15, 2023

That means high performers are difficult to recruit, hard to replace, and provide revenue crucial for a sales leader’s success. “Why are sales superstars so hard to find?” ” Think about your hiring process and all the resumes you weeded through. I’m passionate about selling.

Coaching 62

Coaching Hiring Strategy Construction 62

Hubspot Sales

DECEMBER 7, 2023

Buyer behavior: Many buyers are trained to buy at the end of the quarter or year. Anticipation of discounts: Buyers know that salespeople are more likely to discount the later it gets, so they wait in anticipation of discounts. If you know what you want to achieve, you can work to achieve it. 15 Tips to Score More Deals in Q4 1.

Data 120

Data Discount How To Quota 120

Janek Performance Group

SEPTEMBER 22, 2021

and heard and read how selling is changing. So why do so many sales reps continue to sell like they were in 2001? Because no company wants to think they are behind the times. In fact, it has been a gradual evolution, but the speed of change is increasing. We’ve all heard and read…and heard and read….and

Hiring 118

Hiring Call-back Training Up-Sell 118

Mr. Inside Sales

NOVEMBER 25, 2015

If you sell a product or service with many add-on’s and options or choices, then it’s easy for your prospect to get overwhelmed and want to “think about it.” Many sales reps actually make it for harder for buyers to decide because they keep pitching (instead of closing) and so complicate the sale even further.

Course 120

Course Closing Prospecting Sales 120

Nutshell

JUNE 25, 2021

If your sales pipeline feels like you’re herding cats, it might just be that you’re focusing on the wrong animal. Newsflash: half of your prospects are a bad fit for the products and/or services you sell. But if a potential customer repeatedly misses meetings, it’s probably time to disqualify them. Metaphorically speaking.

Prospecting 112

Prospecting Lead Rank Sales Qualified Lead Lead Scoring 112

Janek Performance Group

OCTOBER 18, 2022

“If my other sales reps would just sell half as well as my top sales rep, we’d quadruple revenue in 12 months,” said a wishful thinking VP of Sales. In this article, we’ll explore the flawed logic that keeps underperforming sales teams from high performance and what you can do as a sales leader to change it. System Thinking.

Hiring 62

Hiring Sports System Scale 62

Gong.io

APRIL 2, 2021

Without it, you’re stuck waiting for things to happen. Here’s how it works: “Hi Kate, this is Jonathan Costet with Gong. Now, before you get stuck on the idea that this technique could never work, consider the data to back it up…. higher than cold calls that don’t include it. Hint: It’s not “where do I sign up?!”).

Meeting 124

Meeting Prospecting Cold Calling ROI 124