Sales Pop!

SEPTEMBER 24, 2023

Technology has given sellers so many ways to connect with buyers, yet prospecting is only getting more difficult. The challenge for sellers is to demonstrate their ability to do so during prospecting. Making this work means developing a set of prospecting skills designed to work in a setting of limitless information.

Prospecting 69

Prospecting Strategize Account management Represent 69

Sales Gravy

APRIL 22, 2022

Leveraging LinkedIn gives you the ability to connect with and learn more about prospects and customers than at any other time in history. On this Sales Gravy podcast episode, Jeb Blount and Daniel Disney discuss the real secrets to becoming a LinkedIn selling machine.

Sell 99

Sell Account management Pipeline Price 99

Understanding the Sales Force

JULY 27, 2022

We can name them: Account Executive, Territory Manager, Business Development Rep, Sales Development Rep, Account Manager, Key Account Manager, National Account Manager, Channel Manager, Application Engineer, Sales Consultant, Inside Sales, Outside Sales, and more.

Sell 118

Sell Territory Sports Account management 118

Veloxy

JUNE 15, 2023

Essential skills for success include strong customer relations, business development, account management & problem solving abilities. The role of an outside sales rep involves working without a fixed schedule and focusing on building and maintaining relationships with current and prospective customers.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

SalesforLife

SEPTEMBER 30, 2019

Maybe I’m getting older, or becoming more aware, or turning cynical – but the disruption in the Force that I’m seeing is that year by year, more and more sales professionals – whether they’re account executives, customer success leaders, or business development reps – seem to be losing the skill and art of prospecting.

Prospecting 96

Prospecting Quota Cold Call Cross-sell 96

The Sales Hunter

JULY 3, 2012

If your customer or prospect can’t understand your phone number, why would you expect them to return the phone call? Salespeople are quick to assume that just because they have in their phone on speed dial the number of their key account contacts, that the contacts have done the same. Make it easy for people.

Account management 72

Account management Prospecting Sell Contact 72

Partners in Excellence

AUGUST 23, 2022

We have a notion that we are accountable for producing orders that drive revenue, enabling us to achieve our goals. To many, too many, it’s only about prospecting. We do this by focusing on the customers/prospects that are like to have the problems we are the best in the world at solving! Selling is tough!

Sell 68

Sell Pipeline Quota Up-sell 68

Hubspot

MARCH 14, 2021

Solid social selling skills are transitioning from a nice-to-have to a need-to-have for sales professionals, but developing that kind of expertise is much easier said than done. Leverage information on social media to connect with prospects on mutual experiences. Let's dive in.

Sell 98

Sell Manufacturing Trust Up-sell 98

Lead Fuze

DECEMBER 1, 2021

I’m going to share with you a system for account based prospecting that will get real results. We’ll cover: There are many steps to take in order for an account-based program to be successful. I want to start by explaining what account-based marketing is. With the role of HR Manager.

Prospecting 52

Prospecting Follow-up Contact Territory 52

Highspot

JUNE 30, 2020

The new features improve sales performance, empower digital selling and virtual enablement, and deliver an unmatched Salesforce experience. Selling in Today’s Environment. The new selling reality requires next-level efficiency and effectiveness as companies transition from in-office to a virtual work environment.

Sell 98

Sell Pitch Technology Technology 98

SBI

AUGUST 17, 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? So those are the metrics we advise customers to measure.

Sell 58

Sell Cross-sell Account management CRM 58

Veloxy

JUNE 23, 2021

When we talk about outside sales, we’re referring to a team that goes out on sales calls to sell regionally and at conferences, events, and so on. On the flip side, inside sales is handled remotely without face-to-face interaction with prospective buyers. 3: Account Managers. Inside Sales Team. 5: Sales Operations.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into selling to enterprise. I have seen organizations that were successful in selling to enterprise, but I’ve also worked with ones who failed to make the transition. Need Help Automating Your Sales Prospecting Process? Managing accounts after the sale is made.

Sell 52

Sell Account management Contract Price 52

Understanding the Sales Force

APRIL 30, 2024

It doesn’t matter whether salespeople are in account management or account executive roles. The sales equivalent of nature at work occurs at both target accounts and existing accounts. Take baby steps with your prospects as you would take baby steps when romancing your date or spouse. Pivot to sales.

Presentation 73

Presentation Account management Consult Gaming 73

APACSMA

DECEMBER 14, 2023

For instance, the early adoption of social media as a sales tool differentiated thriving professionals who harnessed it for connecting with prospects and closing deals. Building relationships, nurturing prospects, and closing deals take time. Learn how to sell effectively in a remote or virtual environment. Proactivity is key.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

Hubspot

SEPTEMBER 15, 2020

As a sales rep, one of your main responsibilities is building credibility with your prospects so they trust you. Being knowledgeable in your business/industry is an important factor in prospects purchasing decisions. Prospects need to be able to envision themselves being successful with your product or service. In fact, 45.6%

Prospecting 73

Prospecting Trust Pipeline Sales 73

Sales Hacker

MAY 26, 2020

But you really need somebody who can go out there without much infrastructure, without much history and just go sell. And so what I encourage people to do is, as opposed to bringing in a VP of sales, go get two sellers, get two account executives that can sit side by side or virtually side by side in today’s world.

Prospecting 96

Prospecting E-commerce Account management Up-sell 96

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.). But there are limitations to this.

Sell 92

Sell Objection handling Assembly Line Territory 92

Partners in Excellence

FEBRUARY 19, 2018

Many people believe prospecting is the toughest part of selling. I’m actually not sure I believe that, but I do believe prospecting is tough. Too many sales people don’t want to prospect, it’s tough work. Many will argue, “It’s too expensive, we can’t afford the cost of selling?”

Prospecting 48

Prospecting Sell Appointment Meeting 48

Sales Hacker

APRIL 1, 2020

I hate to break it to you, but prospects in your target accounts have the same reaction to your sales messages. In this article, we’ll explore how this reaction impacts your bottom-line results, and then I’ll dive into an alternative that you may not have considered — direct mail prospecting and gifting. And you’re not alone.

Prospecting 77

Prospecting Sales Drivers/motivators Contact 77

Salesforce

SEPTEMBER 26, 2023

You’ve done your customer research, made prospecting calls, and connected with a potential buyer. Buying signals are subtle communication cues from prospects that indicate an interest in a product or service. You can lean into prospect need or interest, speeding up the sales cycle by cutting out long negotiations, and close quickly.

Contract 119

Contract Negotiate Follow-up Contact 119

Partners in Excellence

DECEMBER 28, 2019

It seems universal, we don’t have enough in our pipelines, we have to prospect. But then our prospecting outreach isn’t producing what we need, so we cast a wider net. If my inbox is typical of most people’s 90% of the prospecting emails I get should never have been sent. We have to find more opportunities.

Prospecting 48

Prospecting Manufacturing Pipeline Territory 48

Hubspot

JUNE 21, 2022

According to research firm Gartner , 75% of B2B sales organizations will augment their traditional sales methods with guided selling solutions by 2025 to better connect with customers and drive conversion. But what exactly is guided selling, and how does it benefit your business? How Does Guided Selling Work?

Sell 68

Sell E-commerce B2C B2B 68

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. In channel sales, companies (here we’ll call them vendors) sell through intermediaries. This business model is also called indirect selling, because the company doesn’t have a direct connection to the end customer.

Manufacturing 111

Manufacturing Retail Territory Sales 111

Veloxy

FEBRUARY 15, 2022

Today, field salespeople have had to pivot to a hybrid approach consisting of inside, remote, and virtual selling. Field sales is the selling strategy that prioritizes the creation and nurturing of in-person customer relationships. Sales managers typically assign field salespeople to specific territories, such as cities and states.

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Hubspot

APRIL 2, 2018

I’m looking forward to working with you [prospect].". Great to meet you [prospect]! You’re working with a prospect. I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon. I just wanted to introduce myself.".

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

Hubspot

APRIL 27, 2023

SDRs are responsible for outbound prospecting. They make initial contact with people whom they think are qualified and ready to use the product they're trying to sell. SDRs usually do this by cold-calling or cold-emailing the prospects. Successful account managers can go on to become sales managers or vice presidents of sales.

Account management 77

Account management Commission Contract Sales 77

Martech

MARCH 1, 2024

I see three drivers behind this stunning change: COVID-19, where personal selling was crippled and “retention is the new acquisition” became the latest catchphrase. They have also been trained in concepts like customer management, LTV and the financial value of loyalty. Dig deeper: 4 steps to turn a prospect into a loyal customer 4.

B2B 115

B2B Cross-sell Pharmaceutical Account management 115

Partners in Excellence

SEPTEMBER 8, 2022

I’m continuing my series on the importance of understanding selling as a complex system. We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement.

Territory 73

Territory Pipeline Account management Inside sales 73

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. Prospecting is about having a conversation with a client. A prospect is a company or person who matches the profile of a client. If you’re selling car tires, anyone with a car is a fit.

Prospecting 47

Prospecting SQL GTM X-functional 47

Veloxy

DECEMBER 15, 2021

Data has shown that the more calls you place, the more likely the prospect will pick up the phone. Salespeople prefer not to call prospects that have no demonstrated interest or knowledge of their solution, let alone their name. Plus, you could use emai l tracking so you know when your prospect is more likely to pick up the phone.

Cold Call 227

Cold Call Prospecting Follow-up Quota 227

Understanding the Sales Force

OCTOBER 25, 2023

Those salespeople aren’t aware that they suck and they don’t believe that they suck because they don’t know what great selling looks like, sounds like, or feels like. None of that makes them very good at selling, but those scenarios would certainly contribute to ongoing, recurring account revenue.

Territory 77

Territory Objectives and Key Results Account management Sales 77

Sales Hacker

JULY 25, 2022

Finding ideal prospects means your SDRs must be experts on your products and services, and be able to communicate how they can solve your potential customers’ problems. Related: The Definitive Guide to Sales Prospecting With Proven Outreach Methods. SDR manager’s goal: Coach reps to keep the top of the funnel full.

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

Partners in Excellence

APRIL 1, 2021

I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role… ” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and prospecting.

Manufacturing 104

Manufacturing High impact Prospecting Up-sell 104

Salesforce

APRIL 18, 2023

Get answers to your burning questions about the best ways to sell, learn, and grow in this ever-changing field. Atef Ghori, Territory Account Manager, Hitachi Vantara Dear Atef: Most reps I know are motivated by building relationships and bringing real-life solutions to customers, not crunching numbers or drafting emails.

CRM 98

CRM Pitch Territory Presentation 98

Partners in Excellence

OCTOBER 9, 2022

Prospecting is, probably, the most difficult part of selling. I’m not sure we do ourselves any favors by separating prospecting responsibility from the rest of deal management. I’m not sure we do ourselves any favors by separating prospecting responsibility from the rest of deal management.

Cold Call 126

Cold Call B2B Prospecting Up-sell 126

Understanding the Sales Force

DECEMBER 1, 2020

Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. OMG looks at the specific skills necessary for selling consultatively and scored the candidate at 22%. The candidate scored 60% on Caliper and 92 on OMG. Caliper scored the candidate 98% while OMG scored him at 50%.

Drivers/motivators 122

Drivers/motivators Consult Up-sell Sales 122