Closing Bigger

SEPTEMBER 13, 2023

Sales Truth #3 – Discovery is much more than just asking questions. While client needs analysis and discovery processes emphasize asking pertinent questions, there’s more to it. An effective discovery call or client needs analysis involves discerning when to listen, interject, lead, or follow.

Negotiate 52

Negotiate Sales Territory Clients 52

Sales Hacker

JULY 26, 2023

It’s painful to sift through and format lead lists for a call block. It’s like having a conversation with a real human — powered by advanced AI. ChatGPT helps me draft emails, answer clients’ questions and get competitor analysis. is probably the question you have right now. What are their pain points?

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Heinz Marketing

AUGUST 31, 2020

Pacific you can find the transcription and recording here on the blog every Monday morning. This week’s show is called “How Design Thinking Can Help You Sell More.” You don’t need to do deep discovery. I didn’t lose power. Ashley: Yeah, thanks for the question. This and a LOT MORE!

Pipeline 131

Pipeline Sales Up-sell Start-ups 131

Search Engine Land

JANUARY 14, 2023

In 2013, Facebook announced a new experience that it called Graph Search. DuckDuckGo map and address searches now powered by Apple Maps. Search Is Number One Content Discovery Tool For Mobile Users. 2014: Google’s Matt Cutts answered this question: “Are results in different positions ranked by different algorithms?”

Engineering 98

Engineering Launch Retail Networking 98

CloserIQ

FEBRUARY 19, 2019

Interestingly, there’s a bold shift away from a fundamental aspect of B2B pipeline generation: Cold calling. It’s turned into a full-on, anti-cold calling trend, which is not the right move in our books. So I’m telling you straight: ditching cold calls is BAD for business. 1) Buy time (in spades). Use this to your advantage.

Technique 91

Technique Prospecting Cold Call Pitch 91

Gong.io

JUNE 8, 2022

PS: Want an AI-powered filtration system? Here’s what this discovery-oriented sales process uncovers about each one: Metrics : This focuses on the economic impact of your solution. Clearly, this is not your ordinary disco call. (PS: You can’t say that about the staying power of Crystal Pepsi now, can you?).

Process 62

Process Objectives and Key Results Quota Sales 62

Sales Hacker

NOVEMBER 26, 2019

WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. Sometimes called the “Copier Warrior,” Dale built a name for himself by prospecting with ultra-creative 1-1 videos, crumpled up pieces of paper, and a sword. How do you ensure you’ll have a powerful discovery conversation?

Gaming 103

Gaming Objectives and Key Results Sales Up-sell 103

Martech

SEPTEMBER 26, 2022

The five primary fintech categories are: Digital payments. This category includes mobile POS payments, digital remittances and digital commerce (usually called e-commerce). Competitive deals are won with discovery techniques, NOT closing techniques.” Digital investment. Trading apps are abundant today. Customer support.

E-commerce 106

E-commerce B2C Finance Referrals 106

ConversionXL

APRIL 17, 2019

As Jen Havice noted here on the CXL blog , insights from customer interviews can: Accelerate the customer journey; Increase conversions; Drive more leads, sales, and revenue. The JTBD approach is a simple but powerful way to extract ultra-valuable Voice of Customer (VoC) data. And it was a powerful driver. What’s wrong?

Customers 120

Customers Drivers/motivators Objectives and Key Results Prospecting 120

Hubspot

MAY 21, 2019

But in an industry where skimming a page for 10 seconds counts as a view, leaving your desk to grab some string cheese will result in a time-on-page of five minutes, and 50% of web traffic and engagement are generated by bots and Chinese click farms, claiming digital metrics are a surefire way to gauge your content’s emotional impact is a stretch.

Angle 78

Angle Entertainment Retail Technology 78

Heinz Marketing

SEPTEMBER 5, 2022

Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. So thank you very much for downloading, subscribing in every episode of this podcast, back five plus years, and then moving forward on demand at salespipelineradio.com. Everyone talks about discovery.

Pipeline 52

Pipeline Sales Inside sales Appointment 52

Sales Hacker

APRIL 1, 2019

How to use effective discovery techniques to drive up deal size. Building a Career off a Blog [12:10]. Keenan runs a sales consulting, recruiting, speaking, and training company called A Sales Guy, and he also wrote a very powerful and influential book called Gap Selling. My aunt used to call me that.

Sell 79

Sell Consult Sales Up-sell 79

Search Engine Land

NOVEMBER 17, 2022

Incredibly, John Deere’s The Furrow actually beat the French upstarts by five years, with the first publication rolling out in 1885. It’s a digital identity that unites channels or mediums, coalescing everything from Gmail to Apple Pay to blogs and to YouTube. . Here are five critical advantages of social media marketing.

Networking 122

Networking Promote B2C Engineering 122

SaaStr

MAY 27, 2021

By the time someone like me questions a founder’s hiring strategy, inbound leads have already fallen to the floor. Look for someone with experience writing blog posts, producing explainer videos, creating marketing materials, and interpreting a vision into succinct stories in various forms on various channels.

Pipeline 68

Pipeline Quota Represent Cross-sell 68

A Sales Guy

AUGUST 24, 2017

There is no debate that questions are at the core of selling. There isn’t a sales guru, training, blog or sales video channel that doesn’t espouse the importance of questions in managing a sale. If there is one thing I notice with salespeople when it comes to asking questions is this, THEY SUCK AT IT.

Sell 108

Sell Drivers/motivators Up-sell Follow-up 108

Heinz Marketing

AUGUST 30, 2021

Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. This week’s show is called “ The Evolution of Successful Social Selling ” and our guest is Jamie Shanks , CEO @ Sales for Life and Pipeline Signals. My assistant is a Vidyard power user.

Pipeline 115

Pipeline Sales Up-sell Cross-sell 115

Lead Fuze

MARCH 9, 2021

It also gives them a great opportunity to ask questions and learn how you would like them to navigate certain objections and other roadblocks they may come across throughout new client acquisition and beyond. The more practice and experience they get, the better they’ll handle their future sales calls. Building empathy.

Objectives and Key Results 105

Objectives and Key Results Sales Clients Up-sell 105

ConversionXL

JANUARY 9, 2019

The dual call-to-action is difficult to read against the blurred background. The design team interviewed customers and stakeholders, even gathering intel from tweets, support calls, and other qualitative sources. Phase 1: Discovery and planning. Here’s how HubSpot’s homepage looked before the redesign. When should you do it?

UX 131

UX Process User Experience Technique 131

Hubspot

OCTOBER 5, 2017

Leads: Potential customers who have expressed interest in our company or services through behaviors like visiting our website, subscribing to a blog, or downloading an ebook. Discovery call: The first contact a sales rep makes with a prospect with the aim to qualify them as a lead for the next step in the sales cycle.

Technique 99

Technique Prospecting Objectives and Key Results Cold Call 99

Hubspot

APRIL 6, 2020

They're helpful and trustworthy, creating partnerships rather than power struggles. This should be an overall outline of the connect stage for each salesperson, whether it’s a discovery call or a final sales pitch. Sales Planning: Building a Sales Strategy Plan. Sales presentation. Align sales and marketing.

Technique 79

Technique Sales CRM Pipeline 79

Hubspot

JANUARY 31, 2018

Cold calling. If you’re still cold calling prospects and think it’s a great way to generate new opportunities, stop selling now. Cold calling is hard, wasteful, ugly, and negatively impacts your brand and potential success -- it's also not nearly as effective as inbound selling. Drop the 18 tactics below. You have to have that.”

Cold Call 101

Cold Call Assembly Line Inside sales Sales 101

SaaStr

NOVEMBER 22, 2021

And back in 2014, I co-wrote an article called Grow Fast or Die Slow. It means that companies who are growing at over 60% as they hit $100 million in ARR are valued five times more than companies that are growing just a little less than that, say, at 20-60% as they hit $100 million ARR. I’ll tell you the four findings of it.

Growth 110

Growth Product B2C Consult 110

Hubspot

AUGUST 12, 2020

The power in the buying and selling process has shifted from the seller to the buyer. Craft customized questions to uncover the prospect's pain. To put this all in context, here is an example of a buying journey for a fictitious recruiting company called Tyre Recruiting. The buying process is transformed.

Prospecting 95

Prospecting Sell Healthcare Sales 95

Hubspot

JUNE 23, 2020

Plus, four out of five LinkedIn users hold decision-making positions within their company. To illustrate, it's likely that professionals have purchasing power within their homes. Spotify has two Company Pages: One specifically for business, called Spotify Brands , and one for customers, which is the main Page.

B2C 96

B2C Networking Entertainment Campaign 96

ConversionXL

MAY 11, 2013

Without call tracking, you have no idea what web pages that caller has visited. What is Call Tracking. Call tracking is a method of generating unique phone numbers to track the overall effectiveness of a campaign where the primary call to action involves your customer calling the business.

Commission 116

Commission Territory Objectives and Key Results Tradeshows 116

Cience

JULY 9, 2020

If you’ve worked in marketing or sales over the past decade then you’ve most likely heard it said: “Cold calling is dead.” And yet, many of the most successful businesses still practice cold calling in 2020, and they won’t be stopping anytime soon. How is cold calling still viable? What Is Cold Calling? Warm Calling.

Cold Call 79

Cold Call Appointment Objectives and Key Results Prospecting 79

ConversionXL

FEBRUARY 5, 2014

Questions like, “What about the demographics of those listening?” Podcasting opens up a new, powerful medium for business owners – just like you – to share your discoveries, insights, and “tips” with an ever-growing population of engaged, active listeners. Extra Lucrative Conversion Advice Blog' featured image source.

E-commerce 100

E-commerce Launch Non-Profits Start-ups 100

Sales Hacker

JULY 15, 2019

Sharing a blog post. It also sets up a powerful persuasion principle known as reciprocity. This tendency is so strong, cultural anthropologists Lionel Tiger and Robin Fox call it a “web of indebtedness.” I was wondering if you’ve had a chance to look at it yet, and if so, whether you have any questions. That’s a mistake!

Objectives and Key Results 92

Objectives and Key Results Campaign Trust Prospecting 92

Hubspot

FEBRUARY 7, 2016

This post originally appeared on HubSpot's Sales Blog. Reps should spend time learning as much as they can about prospects through research and thorough discovery. Sales reps can fall victim to this bias if they ask prospects loaded questions because they’re in search of a specific answer. 2) Hyperbolic Discounting.

Objectives and Key Results 55

Objectives and Key Results Sell Prospecting Education 55

Sales Hacker

DECEMBER 8, 2017

Regarding our 2017 sales predictions , here’s a quick reflection: What we were RIGHT about: Powerful partnerships and mergers e.g. Salesforce & Google. Spike in acquisition purchasing power – validated via Tomasz Tunguz. Powerful buyer influence of software review sites like G2Crowd & Capterra.

Sales 96

Sales Cross-sell Up-sell Pipeline 96

Hubspot

MARCH 6, 2017

Advertisers only pay for TrueView ads when viewers watch or interact with their ad (for example, by clicking on a call-to-action), and videos can be easily customized to share a variety of content. Viewers sometimes have the option to skip the ad after watching it for five seconds. 5) Create calls-to-actions. In-Stream Ads.

Campaign 101

Campaign Launch Networking Real Estate 101

Sales Hacker

OCTOBER 7, 2021

Questioning what we can achieve and how far we can stretch is a tactic to evaluate our choices. In working with Anita, sales Professionals learn to level up their performance and create customers for life using their humanity as a powerful differentiator. Trust is built of five components. Own your power.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

NOVEMBER 22, 2019

What questions must you ask? As for Travis, prior to joining Redpoint, he was head of customer growth at Front after spending five years building the global sales organization at Optimizely, the world’s most popular experimentation platform. What does Travis advise founders when it comes to churn analysis?

Start-ups 63

Start-ups Customers Objectives and Key Results Growth 63

ConversionXL

JUNE 8, 2017

Being able to take into account the current context around the user can also be powerful. It’s still powerful today. What I called historical data is data that exists outside your website. Automated segment discovery. The question needs to be, how do I discover the most valuable way to change the experience?

A/B testing 97

A/B testing UX User Experience Cross-sell 97

SaaStr

MARCH 1, 2019

What one question must all founders be asking in the sales process? * If you do not read his newsletter, quite frankly, I would almost go as far as questioning your commitment to Saas. I must also implore you to check out his blog, tomtunguz.com. How does this differ when comparing SMB to enterprise?

Contract 45

Contract Price Commission Conversion 45

SaaStr

FEBRUARY 21, 2020

David is also the author of foreentrepreneurs.com the must read blog in the world of SaaS metrics. Harry Stebbings: And David is also the author of foreentrepreneurs.com, the must read blog in the world of Saas metrics. . Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events!

Non-Profits 75

Non-Profits Up-sell Start-ups Product 75

Jeff Shore

NOVEMBER 7, 2018

Brain Blocks discusses what I like to call the seven habits of highly ineffective people. So I’m just going to encourage you as we get into the interview to really look at it and ask yourself some tough questions. And the discoveries that have been made have made our work much easier as well. sales #buyersmind Tweet This.

Sales 79

Sales Engineering Start-ups Follow-up 79