Closing Bigger

SEPTEMBER 13, 2023

This sales podcast is focused on 12 Non-Negotiable Sales Truths. As a sales trainer and keynote speaker I come across people often who want to short-cut and negotiate the price of sales success. This is backed by Gartner studies which, over the years, indicate a steady increase in the number of individuals influencing B2B decisions.

Negotiate 116

Negotiate Sales Territory Clients 116

SaaStr

APRIL 28, 2025

What’s Changing in Sales: The AI Revolution is Here — and Coming Fast After analyzing 139,000+ conversations through SaaStr’s New AI, it’s now clear from the data: AI is about to fundamentally transform B2B sales. This isn’t some distant futureit’s happening right now. Not years, but months.

Negotiate 95

Negotiate Contract E-commerce Price 95

Salesforce

MAY 29, 2025

Were in the midst of a digital agent revolution where AI is no longer just supporting tasks, but actively driving business processes, from handling service requests to closing complex B2B sales deals. Earlier this year, we launched CRMArena to help evaluate LLM agents on basic B2C customer service tasks.

B2C 95

B2C CRM B2B Negotiate 95

Heinz Marketing

OCTOBER 8, 2022

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. This is followed closely by building credibility/trust and educating their audience.” ” Why Best Alternative to a Negotiated Agreement (BATNA) Matters for Sales.

B2B 125

B2B Negotiate Strategize Education 125

SaaStr

JULY 1, 2025

The latest AI B2B to go through hyper-growth. It spans marketing attribution, lead scoring, outbound sequencing, meeting booking, discovery calls, proposal generation, contract negotiation, and post-sale expansion. They’ve rocketed to $6m ARR in just a few months. Sales is messier.

Territory 83

Territory CRM Negotiate Relationship building 83

Heinz Marketing

SEPTEMBER 12, 2020

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. What the Best Sales Negotiators Do Differently. A lot of people struggle with negotiating successfully, here are some of the ways top sales negotiators get the job done.

B2B 98

B2B Prospecting Negotiate Product 98

Sales Hacker

DECEMBER 9, 2019

Are you looking for B2B sales techniques that actually work? Today, we’re going to fix that… Keep reading to learn 7 B2B sales techniques that ACTUALLY work: Target with a Cannonball NOT a Shotgun. Use Tactile Negotiation Strategy. Then, as you approach closing a deal, generate that laser focus. You’re not alone!

Technique 108

Technique B2B Negotiate Cross-sell 108

Salesmate

NOVEMBER 25, 2020

Besides, there are many challenges in B2B sales. Here are a few B2B sales approaches that you must consider incorporating to walk on the path of success. The more information you gather, the better you can help and close sales. Get close than ever to your customers. This sales approach is often useful while negotiation.

B2B 111

B2B Cross-sell Referrals Networking 111

Openview

JANUARY 18, 2018

Every sales manager wants their team to close bigger deals. How much would revenue go up if your entire team was closing deals like your best sales rep? Negotiating. Remember, it’s easy to get distracted by the deals your reps are closing without considering all of the other skills that lead to a successful win.

B2B 120

B2B Negotiate Objectives and Key Results Technique 120

Gong.io

FEBRUARY 23, 2023

With the ever-growing complexity of the B2B buyer’s journey, reps can ensure they are multi-threading , driving next steps , and comprehensive in their follow-ups. The second is closing deals in less time. Sellers who close deals fastest discuss next steps 53% more. The first is increasing conversion.

Closing 121

Closing Price Finance Negotiate 121

Search Engine Land

JUNE 4, 2024

LinkedIn is rolling out new features to help B2B marketers build their brands and engage with its community of 1 billion professionals. B2B advertisers have historically felt ignored. The Wire Program. The first initiative is the addition of in-stream video ads alongside publisher content. What they’re saying. ”

B2B 103

B2B Finance Negotiate Campaign 103

Anthony Cole Training

OCTOBER 25, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). As you think about your sales people and their performance - sales results - I am sure that there are times when the sure thing doesnt close or the decision date passes by or the date to make a decision turns into another think it over.

Objectives and Key Results 196

Objectives and Key Results Drivers/motivators Sales Up-sell 196

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. And this is exacerbated by all the AI adaptations and LLMs.

Objectives and Key Results 123

Objectives and Key Results Objection handling GTM Pipeline 123

Sales Gravy

MARCH 27, 2025

These are proven tactics from top sales pros who know what it takes to close deals, stay sharp, and dominate the competition. Take courses and identify a mentora seasoned veteran who can provide feedback on your calls and negotiation techniques. As Breaking B2B Founder Sam Dunning says, Does it pass the Caveman Grunt test?

Negotiate 61

Negotiate Technique Sales Up-sell 61

Anthony Cole Training

JANUARY 16, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). When our sales development experts, Mark, Chris or Walt, deliver a sales management session on coaching or a session on the " Art and Science of Asking Questions " they focus a great deal of attention on asking closed ended questions.

Objectives and Key Results 212

Objectives and Key Results Drivers/motivators Sales Up-sell 212

PandaDoc

OCTOBER 15, 2024

As businesses and competition grows, more companies are turning to deal desk software to organize their processes and close more deals. These are primarily used in B2B and SaaS companies to help manage complex sales processes, papers, and status updates. Reduce your sales cycle and improve your close rate today with PandaDoc.

Legal 52

Legal Contract Cross-sell Finance 52

Anthony Cole Training

APRIL 27, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). In order to succeed at accomplishing your passionate desires, your desires must be non-negotiable to the extent that you overcome the distracting and pleasing behaviors that are keeping you from doing what you must do. Tonys Top Ten.

Objectives and Key Results 191

Objectives and Key Results Sales Drivers/motivators Negotiate 191

ConversionXL

NOVEMBER 3, 2016

Conversion optimization is a little different if you’re in B2B. You’ll still need to do the same types of conversion research, persona building, and experimentation that is common across conversion optimization, but let’s talk a bit about how and why B2B is different. It’s called Optimizing for B2B.

B2B 110

B2B Conversion B2C SQL 110

Anthony Cole Training

FEBRUARY 6, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). We recommend using the journal tool and there are other ways that you can get close to your team with daily conversations and email. Comments have been closed for this article. Tonys Top Ten. 7 More Sales Core Competencies.

Objectives and Key Results 218

Objectives and Key Results Drivers/motivators Sales Up-sell 218

Anthony Cole Training

FEBRUARY 25, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Comments have been closed for this article. Learn How to Drive Consistent Sales Results from Your B2B Sales Team. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Alltop.com.

Objectives and Key Results 216

Objectives and Key Results Sales Drivers/motivators Up-sell 216

SaaStr

MAY 25, 2020

“Presumptive close in a transactional sale. “At “Sell to the next step not jumping to the close” — Jason Hamilton, Co-Ceo, TestLauncher. SMB: build a pitch that enables a one-call close: include an ROI sample, relevant case study, and proactive answers to common objections. B2B environment.

Closing 137

Closing Process Contract Price 137

Anthony Cole Training

APRIL 13, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). What typically happens is that the pipeline gets depleted because the sales person has been closing business. The business of closing business becomes the primary focus. Tony, you dont understand, I have to get this deal closed.

Objectives and Key Results 196

Objectives and Key Results Sales Drivers/motivators Prospecting 196

Anthony Cole Training

DECEMBER 12, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Comments have been closed for this article. Learn How to Drive Consistent Sales Results from Your B2B Sales Team. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Alltop.com.

Objectives and Key Results 220

Objectives and Key Results Sales Drivers/motivators Up-sell 220

Outreach

MAY 14, 2019

What is B2B Sales? Business-to-business (B2B) describes a commercial relationship between business entities. Building on that definition, B2B sales is the process by which B2B companies engage decision makers at other companies to sell products or services. How Are B2B and B2C Sales Different? Sales Process.

B2C 91

B2C B2B E-commerce Real Estate 91

Sales Hacker

MAY 8, 2019

A successful close is the end goal that every sales team guns for. Whether prospecting, making cold calls, negotiating, or even researching, every small step a sales rep takes is tied to this goal. But despite a focus on closing sales, it remains one of the biggest issues for teams. Closing sales is critical for driving growth.

Closing 111

Closing Pitch Sales Quota 111

Anthony Cole Training

OCTOBER 25, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). As you think about your sales people and their performance - sales results - I am sure that there are times when the sure thing doesnt close or the decision date passes by or the date to make a decision turns into another think it over.

Objectives and Key Results 184

Objectives and Key Results Drivers/motivators Sales Closing 184

Iannarino

JUNE 20, 2021

Even though both of these legacy approaches to sales are still being practiced by some salespeople and sales organizations, the primary locus of value for modern B2B sales is found elsewhere. Unfortunately, good questions and a no-pressure approach don’t amount to anything close to a consultative approach to selling.

Consult 223

Consult Clients Sales Negotiate 223

Iannarino

JUNE 26, 2021

We spend a lot of time helping our clients by teaching them how to produce the better decisions they need, closing the information disparity gap. Your clients also need to help close your information disparity gap by teaching you what you need to know, so you can help them and win their business.

Clients 203

Clients Contact Negotiate Strategize 203

Salesforce

JANUARY 15, 2025

Highly technical product details, bulk reorders, and pre-negotiated pricing and entitlements have historically made it difficult to provide cohesive, consumer-like ecommerce experiences for B2B buyers. With Agentforce , its a lot easier to manage all the operational aspects and moving parts of B2B ecommerce.

Manufacturing 59

Manufacturing Negotiate B2B Price 59

Anthony Cole Training

APRIL 11, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Comments have been closed for this article. Learn How to Drive Consistent Sales Results from Your B2B Sales Team. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Alltop.com.

Objectives and Key Results 218

Objectives and Key Results Drivers/motivators Sales Represent 218

Anthony Cole Training

APRIL 14, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Comments have been closed for this article. Learn How to Drive Consistent Sales Results from Your B2B Sales Team. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Alltop.com.

Sell 201

Sell Objectives and Key Results Drivers/motivators Prospecting 201

Anthony Cole Training

MAY 16, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Comments have been closed for this article. Learn How to Drive Consistent Sales Results from Your B2B Sales Team. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Alltop.com.

Objectives and Key Results 201

Objectives and Key Results Drivers/motivators Sales Clients 201

Anthony Cole Training

APRIL 19, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Comments have been closed for this article. Learn How to Drive Consistent Sales Results from Your B2B Sales Team. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Alltop.com.

Objectives and Key Results 184

Objectives and Key Results Drivers/motivators Pipeline Clients 184

Martech

SEPTEMBER 29, 2023

B2B marketers are getting a lot from the huge amount of new marketing technology, but it comes with more than a few challenges: Systems integration, budget woes, demonstrating ROI to name a few. Which products are best suited to the B2B world? And so many choices out there. Which are best for my industry and for my customers?

B2B 98

B2B Teamwork Referrals Cross-sell 98

Partners in Excellence

OCTOBER 7, 2020

For example, the probability of an opportunity in prospecting is much less than qualifying, which is less than that for proposing, and in turn less than that for closing. For example, Identify Needs and Requirements, Evaluate Alternatives, Negotiate Purchase. If we check all the boxes, we move the opportunity into closing.

Customers 158

Customers Negotiate Up-sell Pipeline 158

The 5% Institute

APRIL 2, 2020

If you’re involved in B2B sales , high ticket B2C sales, or consultative selling; one of the common scenarios you’ll most probably come across, is negotiating on price. In this article, you’ll learn what negotiating on price means, as well as three important strategies to help you become successful when negotiating on price.

Negotiate 75

Negotiate Price B2C Presentation 75

Anthony Cole Training

APRIL 19, 2011

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Negotiating (2). Comments have been closed for this article. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Sales Core Competencies II.

Sell 196

Sell Objectives and Key Results Sales Drivers/motivators 196