Hubspot

JANUARY 8, 2025

In his book, he explores how gap selling has the potential to: Generate more leads Increase customer conversion rates Minimize sales cycles Maximize the average deal size Despite what you might be thinking, gap selling doesnt involve a whole lot of strong-arming prospects or dazzling them with fancy features to achieve these results.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

PandaDoc

JANUARY 27, 2020

When a prospect has a call with you, a salesperson, they’re looking for more than just the facts. In order for you to know in which direction to steer the conversation, you’ll need to tap into your inner compass of emotional intelligence. Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling.

Cold Call 121

Cold Call Quota Sales Negotiate 121

Sales Hacker

NOVEMBER 29, 2021

Traditional cold calling is killing your company’s bottom line. If your business approaches cold calling like most companies, you likely have your sales reps dialing unverified, unvetted numbers off a list you got from a data vendor or database. Rather, it’s their approach to figuring out who to call.

Lead generation 120

Lead generation Cold Call Appointment Technique 120

Salesforce

NOVEMBER 15, 2024

They’re expected to shake off the rejection, hold sales burnout at bay, and continue their cold calls and emails – all in an ongoing quest to get one more meeting, generate one more lead, or land one more opportunity. Cold call assessment 2. Featured win in weekly team review call 2. Complete onboarding 2.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Salesmate

DECEMBER 8, 2020

Try to strike a meaningful conversation and build a good rapport. Reach out through cold call and emails . Use the medium of a cold call and cold email to reach your potential customers. For effective outreach, make sure you call and email your prospect at the right time. Negotiate confidently.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

Gong.io

OCTOBER 20, 2021

COLD EMAIL. an unsolicited e-mail that is sent to a receiver without prior contact; the email equivalent of cold calling. This confirms our cold call stats : Talking MORE on cold calls yields BETTER results than other types of calls. Cold outreach is it’s own beast, treat it as such.

Cold Call 118

Cold Call Meeting Negotiate Prospecting 118

Gong.io

MAY 12, 2019

Let’s move from a cold call through to a closed deal. That’s true whether you meet them in person or on a cold call. That last bit is important because whoever asks the questions controls the conversation. Remember that the next time you make a call. Sales Tactic 4: Say Why You’re Calling.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

ClickFunnels

SEPTEMBER 19, 2021

Negotiating — As the owner of your business, you’ll also have to negotiate with clients to determine a fair price for the leads you send their way. Fortunately, we’ve mastered the conversion process at ClickFunnels and created sales funnel templates that are proven to work… for any industry. And it’s free to get started !

Lead generation 173

Lead generation Real Estate Niche Clients 173

Sales Hacker

JUNE 23, 2021

You can also kick off any conversation by signing up as a member of the community and starting a discussion or adding your answer to an existing discussion. Topics include: Negotiating and closing. Cold calling. They write about negotiation techniques, sales email tips, and how to build rapport with customers.

Cold Call 103

Cold Call Negotiate Objectives and Key Results Sales 103

The Sales Hunter

FEBRUARY 2, 2012

Negotiation. Sales Call Best Practices. Negotiating Doesn’t Have to Mean Sacrificing Profit. Sales leadership is about being responsible and allowing the customer to have control of a conversation. cold calling. negotiating. negotiation. sales negotiation. cold calling.

Drivers/motivators 96

Drivers/motivators Negotiate Sales Price 96

Sales Hacker

JULY 8, 2020

Negotiation. If you’re going to win sales, you need to know how to negotiate. Every salesperson takes a different approach to negotiations, but everyone also shares the same goal — to close the deal. Digging deeper, the way you negotiate is based largely on how you sell. There are no two ways about it. Organization.

Negotiate 106

Negotiate Teamwork Relationship building Cold Call 106

Salesmate

AUGUST 18, 2020

These podcasts can help you in improving your sales approach and conversion rate. They covered almost everything from cold calling to sales forecasting and even provided helpful tips to handle prospects and close more deals. If yes, then here’s the good news. The best sales podcasts you shouldn’t miss. Host: Jeb Blount.

Cold Call 113

Cold Call Sales Pipeline Technique 113

The 5% Institute

APRIL 20, 2022

It allows you to control the process and conversation. By using the end to end sales process outlined in this guide, you’ll feel a lot more confident while talking to potential clients, because you’ll have a clear system in which to operate your sales conversations with. 4 – Pre-Framing The Conversation.

Process 143

Process Technique Sales Clients 143

Outreach

OCTOBER 29, 2021

A sales funnel revolves around leads, operates from the prospect’s perspective, and illustrates conversion rates at each stage of the sales process. To accurately predict future revenue , understand lead conversion ratios, and make smart decisions that improve your team’s performance, you need both a pipeline and forecast.

Pipeline 98

Pipeline Negotiate Sales Contact 98

The Sales Hunter

NOVEMBER 19, 2011

Negotiation. Sales Call Best Practices. Negotiating Doesn’t Have to Mean Sacrificing Profit. I’ve had many a conversation with senior level people who have said they’ve been following me on LinkedIn for some time before making contact. cold calling. negotiating. negotiation.

Drivers/motivators 85

Drivers/motivators Negotiate Cold Call Networking 85

Gong.io

NOVEMBER 12, 2021

In practice, it looks something like this: For this particular article, we reviewed millions upon millions of web conference meetings, phone calls, and emails to understand what separates the average sales rep from the pros. Cold calling is not for the faint of heart. Here’s why: Cold calling isn’t about discovery.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

The Sales Hunter

DECEMBER 29, 2011

Negotiation. Sales Call Best Practices. Negotiating Doesn’t Have to Mean Sacrificing Profit. The way you do this if by first engaging the customer in a conversation about what they’ve gained from working with you. cold calling. negotiating. negotiation. sales negotiation.

Drivers/motivators 84

Drivers/motivators Negotiate Technique Sales 84

The Sales Hunter

DECEMBER 27, 2011

Negotiation. Sales Call Best Practices. Negotiating Doesn’t Have to Mean Sacrificing Profit. They have the ability, by nature of their title, to get into conversations with people and about things many salespeople can’t get. Do You Hate Negotiating? cold calling. negotiating.

Drivers/motivators 85

Drivers/motivators Negotiate Sales Objectives and Key Results 85

Salesforce

OCTOBER 10, 2023

For example, as part of the sales process, a rep may choose to reach out on LinkedIn or make cold calls to find prospects. Second, having set stages for every sale removes the worry about what should happen next, allowing reps to be fully present in prospect conversations and focus on building authentic relationships.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Sales Hacker

APRIL 5, 2018

3) Losing control of the call. Do you get excited when you receive a cold call ? What about when you have to call into your cable, internet or phone provider? I’ll be the first to admit I’ve made some terrible cold calls! The best way to do that is to get them involved in the conversation.

Cold Call 90

Cold Call Objection handling Technique Sales 90

Outreach

JUNE 4, 2019

In outbound sales, the seller actively seeks a potential buyer, then reaches out to the prospect via cold calls and emails, strategically moving the prospect towards a purchase decision through a process of follow ups, demos, negotiations, and close attempts.

Cold Call 85

Cold Call B2C Contact Negotiate 85

The Sales Hunter

FEBRUARY 7, 2012

Negotiation. Sales Call Best Practices. Negotiating Doesn’t Have to Mean Sacrificing Profit. Using this technique requires you to be engaged and sincere about the topic of conversation. Make sure all of your conversations and your body language are positive. cold calling. negotiating.

Clients 81

Clients Negotiate Drivers/motivators Price 81

The Sales Hunter

NOVEMBER 10, 2011

Negotiation. Sales Call Best Practices. Negotiating Doesn’t Have to Mean Sacrificing Profit. You cringe a little when, in a casual conversation, someone asks what you do and you respond that you’re “in sales.” cold calling. negotiating. negotiation. sales negotiation.

Negotiate 76

Negotiate Drivers/motivators Cold Call Price 76

The Sales Hunter

JANUARY 24, 2012

Negotiation. Sales Call Best Practices. Negotiating Doesn’t Have to Mean Sacrificing Profit. Engage your customer in a conversation regarding quality and, in particular, long-term quality. cold calling. negotiating. negotiation. sales negotiation. cold calling.

Price 80

Price Drivers/motivators Negotiate Sales 80

Gong.io

JULY 12, 2018

It’s a small switch, but these two first-person language types create completely different dynamics in your sales conversation. Cold calling is one of them. Successful sellers don’t decrease their use of “we” language after a successful cold call. Your buyer doesn’t know your company from Adam.

Technique 61

Technique Cold Call Negotiate Price 61

The Sales Hunter

DECEMBER 13, 2011

Negotiation. Sales Call Best Practices. Negotiating Doesn’t Have to Mean Sacrificing Profit. Prospects: Call as many prospects as possible between now and the end of the year. You’ll be amazed at who you reach and the conversations you have. Cold Calling: Sales Technique is Still Viable (Part 2).

Negotiate 68

Negotiate Referrals Cold Call Sales 68

Hubspot

OCTOBER 14, 2020

Make sure these calls are relevant to the rep's responsibilities and in keeping with their experience. You don't want to throw a new SDR into the deep end by conducting a mock call as a combative C-Level executive, and you don't want to go over a mild-mannered cold call with a seasoned AE. Run-of-the-Mill Cold Call.

Cold Call 92

Cold Call Objectives and Key Results Objection handling Construction 92

The Sales Hunter

DECEMBER 6, 2011

Negotiation. Sales Call Best Practices. Negotiating Doesn’t Have to Mean Sacrificing Profit. Conversely, the one who closes a couple of sales soon closes even more. cold calling. negotiating. negotiation. sales negotiation. cold calling. negotiating.

Negotiate 80

Negotiate Drivers/motivators Gaming Price 80

The Sales Hunter

JANUARY 5, 2012

Negotiation. Sales Call Best Practices. Negotiating Doesn’t Have to Mean Sacrificing Profit. I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. cold calling. negotiating. negotiation. sales negotiation. cold calling.

Drivers/motivators 65

Drivers/motivators Negotiate Sales Cold Call 65

Sales Hacker

JULY 21, 2021

Circle back” is used as a filler phrase or even as a way to avoid a conversation you don’t want to have right now. What can I do to move the needle on this negotiation?”. Start calling; sales is just a number’s game”. Just make 1,000 cold calls and someone is bound to say yes, right? Plan accordingly.

X-functional 132

X-functional Sales Strategize Cold Call 132

Highspot

JANUARY 19, 2022

Now that more sales teams are working remotely, more sales conversations are happening online via video chat, email, and social media. This will likely involve training in multi or omnichannel sales, as businesses now have to embrace social media, live chat, email, texting, video chat, phone calls, and more to reach leads and customers.

Technique 92

Technique Negotiate Pitch Inside sales 92

The Sales Hunter

NOVEMBER 15, 2011

Negotiation. Sales Call Best Practices. Negotiating Doesn’t Have to Mean Sacrificing Profit. You’re seeing preliminary numbers from corporate — or you’ve been having conversations with your boss. cold calling. negotiating. negotiation. sales negotiation.

Drivers/motivators 71

Drivers/motivators Negotiate Objectives and Key Results Price 71

Salesmate

JANUARY 24, 2021

While nurturing leads, taking follow-ups with the prospects, making cold calls, scheduling meetings, and entering data into the system, inside sales reps lose a lot of their time throughout the day. Calling has seen a unique growth in the past two decades. Now, it’s all about selling your products, right from calls.

Inside sales 111

Inside sales Outside Sales CRM Sales 111

Sales Hacker

MAY 8, 2019

Whether prospecting, making cold calls, negotiating, or even researching, every small step a sales rep takes is tied to this goal. This lack of clarity can cause sales reps to waste time following up with prospects who haven’t yet reached the conversion stage of the sales funnel.

Closing 111

Closing Pitch Sales Quota 111

The Sales Hunter

FEBRUARY 13, 2012

Negotiation. Sales Call Best Practices. Negotiating Doesn’t Have to Mean Sacrificing Profit. The beginner salesperson is ready to show (off) his knowledge that was probably learned in corporate sales training and they will monopolize the conversation. cold calling. negotiating. negotiation.

Negotiate 65

Negotiate Sales Drivers/motivators Cold Call 65

Sales Hacker

SEPTEMBER 2, 2023

Here’s what we use: CRM (SFDC), Sales Acceleration (SalesLoft), Forecasting (SalesLoft), Conversation Intelligence (Gong), Data (custom in-house), Automation (Momentum). Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in. Kyle Norton – SVP My main RevTech stack isn’t too complex.

GTM 96

GTM Negotiate Pipeline Contract 96

The Sales Hunter

DECEMBER 17, 2011

Negotiation. Sales Call Best Practices. Negotiating Doesn’t Have to Mean Sacrificing Profit. cold calling. negotiating. negotiation. sales negotiation. cold calling. negotiating. negotiation. sales negotiation. FREE Resources. Sales Articles. Networking.

Drivers/motivators 65

Drivers/motivators Negotiate Cross-sell Cold Call 65