The 5% Institute

AUGUST 10, 2023

Remote closing sales involve finalizing deals, agreements, and contracts through digital means, eliminating the need for face-to-face interactions. Unlike traditional sales, where in-person meetings were the norm, remote closing sales rely on building meaningful connections in a virtual environment.

Closing 52

Closing Contract Technique Clients 52

Sales Hacker

JUNE 1, 2022

But the reality is traditional rapport in sales began to shift even before the pandemic began , with reports showing buyers only spent about 17% of their time meeting with potential suppliers. Related community discussion: Sick of Zoom meetings? Present a solution to demonstrate value. Use pre-meeting agendas.

Pitch 93

Pitch Contract Trust Follow-up 93

Highspot

JANUARY 14, 2024

These platforms offer a centralized and accessible hub for hands-on practice, role play simulations, and on-demand learning resources to ensure sales teams stay ahead of the curve and meet the demands of the ever-changing market. Virtual selling extends beyond email and video meetings. What Does Virtual Selling Look Like?

Quota 52

Quota Sell Sales Contract 52

PandaDoc

AUGUST 29, 2022

An average deal negotiation process typically consists of these steps: Submission of a proposal Promotion to the shortlist Becoming a preferred vendor Scope approval Quote sending Contract sending Contract signing. And the higher your annual contract value, the longer your average sales cycle. Contract sending.

Negotiate 98

Negotiate Contract Objectives and Key Results Legal 98

Hubspot

MARCH 25, 2024

As a result, meetings are always either postponed or no-shows.” How to Handle Them: Guide them on how to present a business case. She says, "We've found success by guiding them on how to present a business case. You can also present evidence-based insights. How to Handle Them: Create urgency. Or, tell a compelling story.

Prospecting 75

Prospecting Price Presentation Pipeline 75

Veloxy

AUGUST 31, 2023

From long-lasting client relationships to face-to-face meetings , field reps can make all the difference in innovation by continually supporting customer needs. If you’ve been meeting quota attainment for the past few months in a row, then you’re clearly underplaying your real potential.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Spiro Technologies

NOVEMBER 3, 2022

And yes, sometimes, you may need to meet with someone face-to-face. This is why it’s so important to find ways to set yourself apart, whether it’s through your presentation, your approach, or your offering. The prospect is the one whose needs should be met in sufficient fashion to get to a signed contract.

Prospecting 59

Prospecting Pitch Commission Contract 59

Hubspot

DECEMBER 28, 2021

Use cold outreach and lead with a generic elevator pitch to qualify on budget. Transition into presentation mode when a buyer expresses interest. Deliver the same presentation every time and offer discounts to motivate buyers to purchase on their timeline. Legacy Salespeople. Inbound Salespeople. Connect: Consideration Stage.

Sales 83

Sales Pitch Presentation Cold Call 83

Sales Hacker

FEBRUARY 17, 2021

In part, my shift in thinking could pertain to not being the “front man” handling the pitch. Seller (Ham): I’ll help build rapport, set the upfront contract and handle next steps towards the end of the call. Exec (Ham): I’ll present the proposal, scope of work, and handle any objections if they come up. Solution review.

Sell 121

Sell Contract Pitch Up-sell 121

Hubspot

AUGUST 25, 2022

After countless attempts to connect with prospects and land a meeting to no avail, you’ve hit a wall. Number of meetings scheduled. When your conversion rate was highest, what was the pitch you used? They’re under contract with another vendor. Leading a sales meeting? Creating a pitch deck?

Cold Call 84

Cold Call Drivers/motivators Pitch Cross-sell 84

Hubspot

JUNE 29, 2018

The sales cycle is more tactical, and often includes stages such as “prospect,” “connect,” “research,” “present,” and “close.”. You’ll learn more about their business, their needs, and your ability to meet those needs. Now it’s time for the presentation. Want to freshen up your pitch? Here's a breakdown of each one.

Legal 92

Legal Pitch Referrals Contract 92

Highspot

DECEMBER 5, 2023

Benefits of a Well-Defined Sales Process The benefits of having a sales process extend far beyond meeting quarterly quotas. Researching the company allows you to tailor your approach, ensuring you meet their needs and challenges. This step focuses on gathering insights to inform your sales pitch.

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Sales Hacker

FEBRUARY 2, 2021

It entails carrying out research and gathering vital information regarding your customer so that you can make a good pitch guaranteed to close the deal. 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 105

Sales Cross-sell Pipeline Negotiate 105

Spiro Technologies

MAY 20, 2021

Do you want them to commit to a second meeting? Do you expect them to sign a contract at the end of the call? Is the next step to get every decision-maker together for a presentation? Before you pick up the phone to call, get yourself excited; it can actually make up for other drawbacks in your pitch.

Contact 96

Contact Prospecting Pipeline Contract 96

Hubspot

AUGUST 23, 2022

These included: Following up on sent contracts 35.92%. Pitching to prospects 35.50%. Preparing contracts and agreements 33.25%. Presentation and training problems (execution). Tools for Training and Presentation. Prospecting 34.75%. Product demos 33.50%. Following up cold prospects 33.25%.

Contract 61

Contract Pipeline Cold Call Pitch 61

Hubspot

APRIL 27, 2023

While it is important for account executives to have great communication skills — verbal and written — they also need to know how to negotiate new contracts and renew existing contracts. Post-sales account managers also work to renew client contracts and upsell existing contracts. Be resilient.

Account management 78

Account management Commission Contract Sales 78

CloserIQ

JULY 1, 2019

It’s likely that some leads will fail to meet important criteria like revenue, size, or industry. . From here, you can move to book a pitch or product demonstration. . Conduct research and make the pitch. Once you have a solid list of sales-qualified leads, it’s time to conduct further research to pitch them. .

Process 89

Process Objectives and Key Results Contract Pitch 89

Gong.io

AUGUST 10, 2022

That’s not great for them, but it presents an opportunity for everyone else. . As a result, consultative selling involves tailoring your pitch to the buyer’s needs. Increased revenue is one of the biggest benefits of consultative selling, especially in terms of annual contract value (ACV).

Consult 62

Consult Sell Cold Call Pitch 62

SalesLoft

JULY 10, 2023

Regularly presents coachable moments and deal gaps to prevent end-of-quarter surprises. Has tools to help sellers make the right pitch, find the right content, and share the right message with every account. Automates support workflows that promote customer retention with a trigger based on the contract end date.

Cross-sell 40

Cross-sell Technology Technology Account management 40

Lead Fuze

DECEMBER 31, 2021

Initial Meeting. When a prospect is not fully convinced after the first meeting, it may be best to set up another time for them. I have a contract review team that reviews contracts for me. Then talk with them about how your company can meet their needs. Technical Review. Functional Review. Business Review.

Closing 52

Closing Contract Profit margin Sales 52

Salesforce

NOVEMBER 19, 2021

Tracking this carefully can help you determine how each lead should be approached, which products/services are best for a sales pitch, and what messaging you should use to close the deal. Ordinarily, your process may be to present a dynamite sales pitch and follow up with a contract.

Pitch 98

Pitch Sales Customer Relationship Management Prospecting 98

SalesHandy

MAY 6, 2021

Instead of travelling physically to pitch and sell the products, inside sales teams utilize a set of software tools. Outside sales teams are also increasingly adopting online channels, but still, predominantly present and demo their products in-person. These calls are conducted online, over tools like Zoom and Google Meets.

Inside sales 75

Inside sales Outside Sales Objectives and Key Results Pipeline 75

Highspot

JANUARY 3, 2024

It starts with understanding the customer’s needs and demonstrating how your product or service can meet those needs. Proposing a formal agreement: Share a detailed proposal or contract with the sale terms, which becomes binding upon signing. These challenges can influence the sales team’s ability to meet quotas.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Anthony Cole Training

FEBRUARY 21, 2013

If you are selling and dealing with some sort of approval process, before you begin to pitch a solution, make sure your prospect is qualified or "pre-approved". This is the case in any sale that requires a submission of ANY KIND of paper work for more information before a solution can be presented, accepted and/or contracted.).

Appointment 211

Appointment Sales Up-sell Contract 211

Highspot

JUNE 22, 2021

What objectives or steps are you taking to meet these goals? As you’re landing your pitch for change, it’s important to validate the value of your solution with data. To make the most of your customer stories, present them as a transformation. ” or “Do you see this feature meeting your needs?”

Technique 82

Technique Negotiate Cross-sell Sales 82

Salesmate

MARCH 20, 2020

Sales call mistake 2 – Pitching before you build a rapport. Focus on where those two meet. Is overcoming this obstruction a priority at present? You may say something that your company doesn’t offer, and later while closing the deal the prospect might point that out in the contract. But don’t read it word to word.

Sales 109

Sales CRM Contract Prospecting 109

Cience

APRIL 27, 2020

We came into the year with a roaring economy, bullish outlooks on the future, a smattering of contraction warnings. Second, there’s no sales pitch. Not just once, but twice the author used “your” when proper grammar would be the contraction for you are – you’re. Okay, maybe closer to a whiplash. Neither did we on first read.

Hospitality 66

Hospitality Angle Contract Appointment 66

Lead Fuze

JUNE 27, 2023

Leveraging Spotify to Pitch Playlists Featuring Artists’ Songs The power of playlists on Spotify cannot be underestimated when it comes to promoting an artist’s songs. They use Songkick & Spotify to promote live events and pitch playlists for increased visibility. So let’s dive deeper!

Promote 52

Promote Price Pitch Drivers/motivators 52

Sales Hacker

OCTOBER 22, 2017

From meeting clients and gathering referrals to soliciting advice and achieving team objectives, relationship-building skills enable a salesperson to accomplish tasks easier and make better-informed decisions. phone calls, presentations, pitches, etc.) Sales Presentations & Sales Demos. Contract Negotiation.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting Every Time. If you can hold their attention, you’re twice as likely to book a meeting as someone who can only keep them on a three-minute call: You’ll hold their attention by making sure you have s omething worth saying. In fact, it makes you 40% less likely to book a meeting.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Gong.io

JANUARY 5, 2019

A full commercial teaching pitch has six phases: The Warmer: Describe the problem to your buyer in a way that gets them to nod in agreement. Commercial teaching pitches lead to your strengths, not with them. Your pitch should teach your buyer to value your differentiators. Conduct discovery and qualif y them.

Pitch 131

Pitch Sales Up-sell Contract 131

Adaptive Business Services

JUNE 12, 2019

The first meeting with a new person in your network is a sounding-out process. Good networkers do a “quality control” assessment of the people they meet. Consider someone saying something like this to you, after first introductions: “Great to meet you! Avoid sales pitches at all costs.

Networking 54

Networking AutoCAD Conversion Legal 54

Gong.io

NOVEMBER 7, 2022

No company wants to make the wrong decision and spend upwards of six figures and commit to a multi-year engagement on something that doesn’t meet their needs. A prospect is considered qualified if they meet at least three criteria. How you deliver your pitch is key here. The 5 stages of a complex sales cycle.

B2C 62

B2C Sales Price Prospecting 62

Sales Hacker

MAY 26, 2020

With so much uncertainty in the market, the race is on to meet quotas , convert leads, and prove ROI like never before. In your rush to make sales, it’s important to keep in mind that your prospects are more than just a number to meet quota or another email address to reach out to. Meet Them Where They Are, Wherever They Are.

Prospecting 71

Prospecting Entertainment Quota Closing 71

Highspot

JANUARY 6, 2021

Here’s a look at where businesses are going wrong with professional training, how technology presents new opportunities, and what’s at stake if we don’t give people the support they need to fulfill their potential. The way humans learn (and forget) hasn’t changed. Why leaders need to act now.

Contract 52

Contract Technology Technology Pitch 52

Partners in Excellence

MAY 30, 2012

We’re late to a meeting, apologizing and making an excuse about traffic. We want to engage the customer, determine their needs, create great insights—only until we understand what product we need to pitch, then relentlessly pitch features and functions. But we’re always late and always making excuses.

Customers 85

Customers Pitch Trust Contract 85

Lead Fuze

JANUARY 1, 2022

This includes research and gathering vital information about your customer so that you can make a strong pitch guaranteed to close the deal. Its important for sales teams to be knowledgeable about their prospects and do research on the person before they go into a meeting. Presentation. Meetings Booked/Occurred.

Commission 52

Commission Sales Cross-sell Pipeline 52