Iannarino

JULY 16, 2021

Just to play devil’s advocate, I suggested that his first project should be not lying to people about his intentions and violating their trust. The stereotype that defines salespeople as pushy, smarmy, lazy, high-pressure, self-oriented, entitled, and willing to do absolutely anything to win a deal hasn’t been true for decades.

Prospecting 304

Prospecting Cold Call Pitch Negotiate 304

Iannarino

JULY 4, 2021

The Gist: Your clients measure your performance by the value of the conversations they have with you. Your intentions can spoil the outcomes you hope for by preventing the conversation from being valuable to your contacts. The first thing you need to do is to create value for your prospective client.

Contract 335

Contract Contact Clients Conversion 335

Veloxy

NOVEMBER 29, 2021

While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. If you’re not already empowering your salespeople with Veloxy, you can rapidly deploy it and receive training at no cost for 30 days.

Sales 290

Sales Quota Up-sell B2B 290

Iannarino

JULY 8, 2021

The Gist: Most discovery is too shallow to create much value for your prospective clients. Identifying a prospective client’s problem is a tried and true approach, the core of legacy solution selling. Like many sales strategies and tactics, there is some value in this approach. The Problem Behind the Problem.

Clients 219

Clients Gaming Presentation Contact 219

Iannarino

JUNE 28, 2021

The Gist: Even though there is a lot of criticism aimed at legacy sales approaches, there is nothing similar when it comes to legacy buying approaches. The legacy buying approaches tend to treat complex sales as if they were transactional. Work to create enough value to disrupt the process in some meaningful way.

Clients 199

Clients Presentation Contact Up-sell 199

Iannarino

JULY 13, 2021

Just to play devil’s advocate, I suggested that his first project should be not lying to people about his intentions and violating their trust. The stereotype that defines salespeople as pushy, smarmy, lazy, high-pressure, self-oriented, entitled, and willing to do absolutely anything to win a deal hasn’t been true for decades.

Prospecting 214

Prospecting Pitch Negotiate Meeting 214

criteria for success

AUGUST 30, 2022

Happy Tuesday, Let's Talk Sales listeners! This week's guest is long-time friend of CFS and sales expert Jay Hammans. Jay is the Vice President of Sales at DialAmerica Marketing, which provides on-shore B2B and B2C customer engagement services. CFS Resource Recommendations: Check out our eBook on How to Sell Anything to Anyone.

B2C 98

B2C B2B Trust Clients 98

Iannarino

JUNE 25, 2021

The Gist: When we focus on selling, we can lose sight of our obligation to create value for our prospective clients. You must provide your prospective clients with the ability to improve their results. Working to be your client’s competitive advantage is the surest and truest path to winning deals.

Contact 220

Contact Clients Prospecting Up-sell 220

Veloxy

MARCH 16, 2022

Why Field Sales is still number one for earning and growth! Did you know that more than 50% of college graduates will start their career in sales? While graduates with business majors have even higher sales placements post graduation, the aforementioned covers all majors. Sales is truly one of the best jobs for recent graduates.

Pharmaceutical 223

Pharmaceutical Commission Inside sales Sales 223

criteria for success

APRIL 25, 2022

Happy Monday, Let's Talk Sales listeners! In this episode, we cover: Making the most of sales conversations. Identifying and tackling your constraints. Appreciating your people: “Your #1 customer is your top sales rep” Being humble as a manager. Subscribe to our blog ! CFSPlayBook.

Conversion 97

Conversion Trust Sell Sales 97

PandaDoc

MAY 13, 2024

You already know who your customers are — but do you know what makes them tick and drives their decision-making? The psychology of sales can reveal all this and more. Key takeaways Understanding your customers’ fears, desires, and motivations can help you connect with them and build genuine relationships. Why does it matter?

Closing 52

Closing Legal Real Estate Trust 52

criteria for success

MARCH 20, 2022

Happy Monday, Let's Talk Sales listeners! Rhonda is the Founder & CEO of 3×5 Coaching LLC , where she provides sales performance coaching and training based on her extensive career in sales and sales leadership. In this episode, we talk about: Reframing the language around sales. Subscribe to our blog !

Sell 98

Sell Conversion Sales 98

criteria for success

NOVEMBER 8, 2022

Welcome back, Let's Talk Sales listeners! My guest today is the author of 5 best-selling books, including her latest Selling From Your Comfort Zone: The Power of Alignment Marketing. Discussion with Stacey Hall: In this episode, we discuss: Finding alignment with yourself, your brand, your audience, and your message.

Networking 98

Networking Strategize Presentation Sell 98

criteria for success

APRIL 18, 2022

Happy Monday, Let's Talk Sales listeners! Catherine is the inventor and chief trainer at EXTRABOLD Sales. She’s a prolific author, speaker, trainer, and founder of a number of organizations including Tier One Sales Forum , Founder’s Compass , and B2B Sales Magic. . Catherine's book: How Good Humans Sell.

B2B 97

B2B Lead generation Trust Conversion 97

Salesforce

NOVEMBER 21, 2023

Field service can help drive revenue growth by selling to your existing customers, also called upselling or cross-selling. Most likely, your mobile team is already doing this without much guidance or forethought. We’ve found that 65% of mobile workers are successfully selling to existing customers.

Service 105

Service Growth Cross-sell Appointment 105

Hubspot

NOVEMBER 14, 2023

This means that in 17 years, you might be selling space voyages. Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) and more about how we'll sell them. AI will level out the playing field. Sales professionals need to become influencers — kind of.

Consult 70

Consult Drivers/motivators B2C Education 70

Sales Hacker

OCTOBER 10, 2022

It’s not the first time you’ll hear this, and it’s not the last: training new sales reps is crucial. I’m the Director of Enablement at WorkRamp, with more than 12 years of experience in enablement, training, and sales operations. This doesn’t mean you need to overhaul your entire training program. Source: ResearchGate.

Objectives and Key Results 93

Objectives and Key Results Sales Up-sell Promote 93

criteria for success

NOVEMBER 1, 2021

Happy Monday, Let's Talk Sales listeners! Mike is the CEO of Green Leads, LLC , a global provider of sales and marketing lead generation services. With extensive experience sales leadership roles, Mike also works as a fractional C-level consultant. The need for a sales and marketing partnership on a buyer's journey.

Lead generation 98

Lead generation Consult B2B Service 98

criteria for success

MAY 13, 2020

Our list of common sales problems salespeople experience is about a mile long. As sales leaders, we're often faced with challenges or obstacles. How to Sell Anything to Anyone. A Problem-Solving Guide for Sales Managers, Sales Leaders, and Salespeople. I don’t feel like selling today.”.

Sales 105

Sales Follow-up Up-sell Pitch 105

Spiro Technologies

NOVEMBER 10, 2022

Long before the internet gave rise to sales blogs (like this one), sales advice was dispensed with fervor by word of mouth, and by a handful of well-known trainers eager to hawk their wares to the salesmen and saleswomen of the world. Many of the sales tactics that were once preached as gospel no longer work.

Construction 98

Construction Contract Sales Technique 98

criteria for success

MARCH 7, 2023

I had so much fun speaking with Stacey Hall for the first time that I just had to bring her back for this episode of Let's Talk Sales ! Stacey Hall is the author of 5 best-selling books, including her latest Selling From Your Comfort Zone: The Power of Alignment Marketing. Subscribe to our blog !

Sell 52

Sell Conversion Sales 52

Veloxy

SEPTEMBER 4, 2023

Depending on your company, cold email writing is commonly shared between sales reps and marketing. Fortunately for you and me, I’ve invited a cold email expert to complement this blog post who has sent over 2.5 Sales should own the core strategy and message , and they should never settle for a response rate below 25%.”

Cold Call 130

Cold Call B2B Campaign Clients 130

Gong.io

MAY 20, 2021

Well played, Costco. Well played. You want the product to sell itself with just one taste. Your goal is for the demo to be short, controlled, and concise. (No Let’s take a look at how this played out in the more than 3 million recorded product demos we analyzed using anonymized data from our Gong platform.

Sell 83

Sell Up-sell Pitch Product 83

ClickFunnels

AUGUST 3, 2021

The post 10 Prospecting Tips To Explode Your Sales appeared first on ClickFunnels. Prospecting is a crucial part of the sales process. You need to identify prospects, reach out to them, and persuade them to take the next step in your sales funnel. Table of Contents: What Is Sales Prospecting? #1 Interested?

Prospecting 130

Prospecting Cold Call Objectives and Key Results Quota 130

Highspot

NOVEMBER 12, 2020

In a matter of months, B2B sales moved from regarding digital transformation as “forced” to seeing that digitized selling is not only here to stay, but the way to go. Moreover, only 20% of B2B buyers say that they hope to return to in-person sales. The importance of personalization hasn’t gone away.

Sell 119

Sell Technology Technology Up-sell 119

Hubspot

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

Objectives and Key Results 77

Objectives and Key Results Networking Represent Sales 77

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. Start a free trial 3.

Technique 98

Technique Construction Legal Sales 98

criteria for success

APRIL 12, 2021

Happy Monday, Let's Talk Sales listeners! Charles has over 20 years of experience in direct sales, sales management, recruiting and training. The concept of a Sales Growth Team and shared accountability. Never Split the Difference: Negotiating as if Your Life Depended On It by Chris Voss and Tahl Raz. CFSPlayBook.

Negotiate 91

Negotiate Growth Follow-up Up-sell 91

PandaDoc

MAY 7, 2024

An effective lead management process is one of the most critical factors driving sales through your funnel. However, how that lead plays out, whether that person becomes a paying customer or client, is another matter. Your leads and prospects are the lifeblood of your business. But not all leads are made equal.

Process 52

Process Lead generation Objectives and Key Results Legal 52

Eliminate Your Competition

JANUARY 26, 2021

I recently met with one of my clients to discuss the company’s sales team. They had ten salespeople on their team. Five of the salespeople had brought in about 40-45% of the company’s revenue, and two others also brought in about 40-45% of his revenue. Top athletes want to play on the same team as other top athletes.

Sales 98

Sales Contact Up-sell Start-ups 98

Highspot

FEBRUARY 29, 2024

In this blog you will gain insight into what a GTM team looks like, helpful tips to boost productivity within your go-to-market process, and technology you can use to align your teams and launch new products successfully. Works closely with the sales team to generate demand and create brand awareness.

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

Sales Hacker

OCTOBER 7, 2022

Scott Barton, Varicent’s VP of Industry Solutions & 20-year sales compensation industry pro, attended WorldatWork’s 2022 Sales Compensation Conference. Advances in tech are changing the field, including virtual selling and AI. Advances in tech are changing the field, including virtual selling and AI.

Drivers/motivators 77

Drivers/motivators Quota Territory Sales 77

criteria for success

JANUARY 27, 2020

Happy Monday, Let's Talk Sales listeners! Mark is the Founder and Managing Partner of Breakthrough Sales Performance LLC , an innovative sales consulting firm that approaches the sales process through the eyes of the customer. Sales coaching tips. Common sales blind spots. We appreciate your patronage!

Consult 90

Consult Growth Sell Process 90

Salesforce

SEPTEMBER 21, 2023

Veteran reps will tell you that sales isn’t as simple as prospect, pitch, and close. And it’s become more challenging: Two-thirds of sales professionals say sales is harder now than it was in previous years. One way to overcome the slog: finding inspiration in tactical and insightful sales motivational quotes.

Drivers/motivators 64

Drivers/motivators Consult Quota Pitch 64

Salesmate

JANUARY 28, 2020

Especially in sales, you need to know everything best and worst of the industry, from news to new sales techniques. That’s why we have handpicked 19 best sales influencers from the business community. Some of them are serial entrepreneurs, some of them are investors, and some of them are sales leaders of successful businesses.

Technique 143

Technique B2B Sales Cold Call 143

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Sales enablement tools like CRM platforms help increase sales velocity.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

PandaDoc

OCTOBER 30, 2023

Gamification took the sales industry by storm in the latter half of the previous decade — and with good reason. Research has shown that there are huge benefits to gamifying your sales process, including better worker productivity and retention when it comes to learning new things. People love to play games. Let’s jump in!

Process 52

Process Objectives and Key Results Gaming Sales 52