Hubspot

JANUARY 8, 2025

Know your prospects intrinsic motivation. Keenan advises that every salesperson should know their prospects intrinsic motivation(s). By taking the time to listen and uncover what truly matters to them, you position yourself as a trusted advisor, not just another salesperson pushing a product.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Salesforce

JANUARY 3, 2022

This creates a culture of trust. For example, give reps an extra 100 points if they make someone laugh on a cold call. This creates intrinsic value to an action that helps a sale while also rewarding the rep. A win-win situation for all parties. Also, be honest and transparent. Gamify nontraditional actions, too.

Growth 98

Growth Quota Intrinsic Cross-sell 98

Highspot

MARCH 9, 2022

Set inspirational SMART goals and spark intrinsic motivation in their sales reps to achieve those goals. First things first: you need to make sure you’ve mastered all the major pieces of the sales process, including prospecting, cold calling and emailing, upselling, cross-selling, and closing deals, to name a few.

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95

Lead Fuze

JUNE 30, 2023

Beyond these tactical skills, we’ll examine intrinsic qualities that make great salespeople stand out from merely good ones – empathy and ego drive. All these approaches aim at understanding customer pain points deeply before suggesting any solutions, thereby earning trust and resulting in increased conversions.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

Sales Hacker

AUGUST 12, 2020

Use them to increase your contact rates in both email and traditional cold-calls by making sure they’re going to the right people. Sales Engagement Platforms are very helpful to increase your opens in email, and dialer technology is very useful with phone calls. This is where you can use automation tools to your advantage.

Assembly Line 127

Assembly Line Intrinsic Prospecting Pitch 127

Sales Hacker

JUNE 7, 2019

And by the way, those questions are actually more suited to a cold call. But once you’ve learned how to listen intrinsically to what your prospects are saying — and you leverage that skill to probe and question more effectively — the quality of your discovery calls shoots to another level (and beyond). Big mistake.

Pitch 106

Pitch Intrinsic Prospecting Pipeline 106

SaaStr

JANUARY 31, 2020

Eugenio Pace: So if you want to make that leap from a point solution or a single project into more this is the API and the service that we use for all our needs in the organization, that’s when you need to build the engine of the more traditional enterprise software sales, which is, then you need sales engineers, you will need cold calling.

Price 76

Price Engineering Trust Product 76