Sales Hacker

NOVEMBER 7, 2017

This goes to an idea that Jason Fried, one of the founders of Basecamp, talks about often: You don’t really sell “product” at the end of the day. You sell people a better version of themselves or their company. Even if you can come up with an ROI there’s no trigger why to buy NOW. Objection Handling. What solution?

Objection handling 108

Objection handling Sales Cold Call Niche 108

Sales Hacker

OCTOBER 2, 2020

It’s a flywheel for the entire sales funnel, speeding up sales motions and connecting every revenue-generating activity. A Sales Engagement platform is a technology platform that brings sales (and often customer success) activities under a single roof, allowing sales professionals to efficiently and effectively focus on selling.

Objectives and Key Results 138

Objectives and Key Results Sales Cross-sell Technology 138

Gong.io

AUGUST 22, 2018

These sales conversations were recorded on web conferencing platforms, transcribed from speech to text, and tied to the sales outcomes they produced so we could analyze what selling behaviors correlate with success. Spend 15-20 minutes on this, and get a “spokesperson” from every group to present the best questions they came up with.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Highspot

JANUARY 9, 2024

Today’s B2B buyers are savvier, more informed, and have access to several options at their fingertips. This makes B2B sales training more important than ever. In this article, we’ll explore the B2B sales process, types and components of an effective training program, best practices, current trends, and pitfalls to avoid.

Technique 52

Technique B2B Cross-sell Negotiate 52

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. Effective coaching requires follow up. So what is coaching?

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Partners in Excellence

MARCH 10, 2021

BTW, Hank Barnes has a fascinating follow up on that in his post, No Decisions Should Rarely Be A Surprise.). Other Gartner data points indicate 70% of B2B buyers have regrets over their biggest purchases. 74% of B2B buyers consider buying complex. Why do we make selling so complicated?

Cross-sell 81

Cross-sell Objection handling Technique Sales 81

Score More Sales

SEPTEMBER 26, 2014

Because people who sell are all different and our buyers are also people who are all different. Roles vary in companies – what I say to an executive in the c-suite is different than what I say to the IT director or to the user of the services I could sell to a company. Listen Up & Learn. Objection Handling.

Sell 90

Sell Objection handling Pitch Contract 90

Sales Hacker

NOVEMBER 26, 2019

Sales Hacker Success Summit: Level Up for 2020. 2019: LinkedIn’s #1 B2B Sales Expert to Follow. How can you differentiate yourself from the competition, and set yourself up for a successful sales career that keeps getting better, and better? Sales Consulting & Strategic Selling Programs. COST : Nada.

Gaming 119

Gaming Objectives and Key Results Sales Up-sell 119

Gong.io

JUNE 19, 2018

They are about selling your value to pique their interest enough for a meeting. You can get away with “pitches” for up to 37 seconds : Stats show that if your spiel is too short — 25 seconds or less — you’re half as likely to book a meeting as a rep who talks for longer: Shocking, isn’t it? Or use the runner up: “How are you?”.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

The 5% Institute

MARCH 3, 2020

If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is enacting a complex sales process. Something you can follow consistently, no matter what you’re selling. But what exactly is a complex sales process? And what steps should it include?

Process 98

Process Objectives and Key Results Objection handling Sales 98

Sales Hacker

MAY 19, 2022

It’s based on an outdated way of thinking that selling is an art – perfected only by a select few. The reality is, selling isn’t an unteachable art. The best managers understand that the right follow-up ensures coaching actually sticks. But according to SiriusDecisions , up to 70% of B2B content sits unused.

Quota 104

Quota Cross-sell Objection handling Up-sell 104

PandaDoc

JUNE 11, 2024

What is B2B sales, and what strategies can you use to maximize your success? Whether you’re a B2B-native startup or an established direct-to-consumer company pivoting to B2B sales, this guide will walk you through everything you need to know about B2B. What is B2B sales? Why is B2B sales important?

B2B 52

B2B Process B2C Objectives and Key Results 52

Martech

JULY 19, 2023

She’s done everything from cold calling to cutting-edge B2B marketing. I got to really know outbound marketing: Objection handling, what do we say to a customer? Between that and being a cold-calling account executive, you can pretty much talk to anyone because you have been exposed to being hung up on and, all kinds of things.

Cold Call 98

Cold Call Objection handling Promote Negotiate 98

Adaptive Business Services

JULY 27, 2022

I remember when I first got into B2B sales selling expensive office equipment. While techs never had any quotas, they were encouraged to sell time and material service, maintenance agreements, and supplies. Throw away the objection handling and conquering techniques. If you screw up, own up.

Objection handling 71

Objection handling Quota Pitch Technique 71

Sales Hacker

FEBRUARY 2, 2021

A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Sales Hacker

NOVEMBER 25, 2019

Understand HOW to tactically sell against specific competitors. In fact, 60% of buyers prefer to connect with sales during the consideration stage , after they’ve researched the options and come up with a short list. Understanding how to sell tactically. Understanding the competitive landscape. Today’s buyer is educated.

Objection handling 83

Objection handling GTM Cross-sell Sales 83

Hubspot

JUNE 13, 2018

If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. It’s one of the most well-known -- not to mention oldest -- selling systems. To help you implement the most useful tips, aspects, and templates from SPIN Selling, we’ve put together the following guide: Introduction to SPIN Selling. Modern SPIN Selling.

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

Hubspot

AUGUST 6, 2019

The average ramp-up time for salespeople is between six and nine months. Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). Take care of HR documentation, set them up with a computer, and introduce them to the company at a high level. Orientation.

Negotiate 97

Negotiate Territory CRM Objection handling 97

Cience

DECEMBER 16, 2019

Next, comes the silence and the prospect hangs up. Example: CIENCE is a human-driven machine-powered B2B lead generation appointment-setting company that provides impeccable contact data lists of high-quality leads with the highest deliverability on the market. So she followed-up in a minute, apologizing for the mistake.

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Gong.io

SEPTEMBER 22, 2021

Of course, if they give up too soon, they’re throwing away potential deals. Are your reps’ calls leading to productive conversations that open up new opportunities, or are they stuck in voicemail purgatory and sidelined by hangups? If there’s no meeting, there’s no potential sale being lined up, and no analytics to guide you.

Cold Call 132

Cold Call Objectives and Key Results Sales Price 132

Closing Bigger

JANUARY 7, 2020

Photo credit Jejimenejlc The post Sales Podcast – The Right Brained Sales Revolution appeared first on Shane Gibson's Podcast – Social Selling – B2B Sales and Influence. I’d love to hear your thoughts in the comments below or feel free to reach out to me directly at shane@closingbigger.net.

Objection handling 52

Objection handling Negotiate Sales Drivers/motivators 52

Cience

DECEMBER 16, 2019

Next, comes the silence and the prospect hangs up. . Example: CIENCE is a human-driven machine-powered B2B lead generation appointment-setting company that provides impeccable contact data lists of high-quality leads with the highest deliverability on the market. So she followed-up in a minute, apologizing for the mistake.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

Highspot

NOVEMBER 9, 2023

Remote Sales and Virtual Events In an era where remote sales and virtual selling have become increasingly prevalent, digital sales rooms offer an ideal platform for engaging with prospects and customers in a virtual environment, effectively replacing the traditional in-person meetings and trade shows.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Highspot

OCTOBER 16, 2024

Coach them, train them, and provide them with the tools to be successful Be agile with your sales strategy, don’t wait for your yearly SKO to change things up What Is Sales Performance? That may not sound like much, but it adds up to four additional hours a month, making a considerable difference in sales outcomes.

Closing 92

Closing Objectives and Key Results Quota Sales 92

InsightSquared

JULY 21, 2020

Successful sales reps should know as much as they possibly can about the product or service she sells. Reps may know the product like the back of their hand, but without prospects to sell to, it’s of little use. . for functions related to selling. Communication Up. Too often reps think they can handle it alone.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

Sales Hacker

APRIL 26, 2018

Anyone selling something to enterprises without these skills would be operating at a very serious disadvantage. Selling is pretty straightforward: You won’t go very far if you don’t know your customer. . In today’s sophisticated B2B markets, businesses don’t really need salespeople in the traditional sense.

Drivers/motivators 61

Drivers/motivators Non-Profits B2B Strategize 61

The 5% Institute

DECEMBER 17, 2019

In this article, we’ll explore what is the definition of high ticket closing, as well as the exact step by step process required to sell high ticket products on a consistent basis. B2B Consulting. When you’re selling expensive products and wanting to learn high ticket closing techniques, you need a different type of approach.

Closing 75

Closing Non-Profits Cross-sell Presentation 75

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Inside sales vs. outside sales .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Sales Hacker

NOVEMBER 5, 2018

Imagine you are feeling like eating steak today, and you know that 3 restaurants down the road have NY Strips for $32, $37 and $42… you also know that the supermarket sells frozen NY Strips for $12. RELATED: B2B Sales Outsourcing Is Dicey. They claim it’s as good as any of the premium steakhouses.

Lead generation 82

Lead generation Profit margin Objectives and Key Results Tradeshows 82

Hubspot

JUNE 5, 2019

In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. With channel sales, you rely on third parties to sell your product or service.

Commission 76

Commission Sales Cross-sell Consult 76

APACSMA

NOVEMBER 17, 2022

More interactions are moved online, and B2C and B2B customers are more likely to engage online than face-to-face or hybrid which is a combination of both. Buyers have changed and so how we sell should change too. They covered sales training in general, what it covers, why it matters and how success is measured.

Objection handling 52

Objection handling Education B2C Relationship Management 52

SalesLoft

DECEMBER 11, 2019

So says Forrester in their B2B predictions for 2020. . Sales reps know all too well: the B2B sales cycle is a grind. Repetitive tasks, endless prospecting, objection handling, RFPs, armies of stakeholders to convince. Follow up when you say you will. Buyers don’t need sellers for product education, right?

Objection handling 52

Objection handling B2B Pitch Represent 52

Outreach

MARCH 25, 2019

Determining the right sales pipeline stages enable salespeople to sell more, faster. Common B2B sales pipeline stages: Prospecting Qualification Needs Analysis Value Proposition Identification of Decision Makers Perception Analysis Proposal/Price Quote Negotiation/Objection Handling Closing/Deal Signing Referrals/Upselling.

Pipeline 65

Pipeline A/B testing Non-Profits Sales 65

Heinz Marketing

NOVEMBER 12, 2018

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We talk about his latest book, Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No and a lot more! Every single person that sells is going to face objections.

Pipeline 72

Pipeline Cold Call Sales Prospecting 72

Salesforce

FEBRUARY 19, 2024

Benefits of a playbook Sales plays to include in your playbook How to write an effective playbook How to keep your playbook up to date 7 sales playbook types and examples Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. What are sales plays?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Highspot

JULY 6, 2023

With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Becoming a good salesperson involves much more than simply knowing your product; it’s a rich blend of product and market expertise, meaningful dialogue, solution-based selling, and emotional intelligence.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) Here’s an example prompt: Set this up, tune it to your needs, and then paste your proposals in, one after another!

Objectives and Key Results 81

Objectives and Key Results Pitch Cold Call Sales 81