Sales Pop!

OCTOBER 24, 2024

Lifelong sales learner that I am, I’ve always been a voracious reader of selling books, posts, blogs, podcasts and the like. Birds of a selling feather, of course, flock together. So, I contacted 300 or so of my selling friends and asked for two insights that they would give to their younger selves. First, some background.

Technique 246

Technique Represent Education Clients 246

Sales Pop!

OCTOBER 31, 2023

Are you grappling with the challenge of finding the right prospects for your business? In this insightful blog post, we will delve into the world of prospecting, account selection, and the transformative impact of data-driven strategies. The Art of Social Selling and Spear Selling Jamie Shanks emphasizes that data alone is not enough.

Prospecting 173

Prospecting Sell Pipeline Strategize 173

Sales Pop!

JANUARY 4, 2022

Hence, selling to yourself proceeds selling to clients. Anyone on a sales job has no doubt paused to question what they are to sell upon hearing a new announcement. The dilemma gives more importance to the idea that selling to yourself comes before selling to clients or the recruiter. How can I overcome the doubt?

Clients 246

Clients Sell Appointment Negotiate 246

Sales Gravy

OCTOBER 15, 2024

For example, instead of fearing customer reactions based on past experiences, sellers should prioritize addressing concerns promptly, reducing anxiety and maintaining customer trust. Value-Based Selling: One of the major challenges in sales is convincing prospects to see beyond the initial costs and focus on the long-term benefits.

Sell 97

Sell Pipeline Lead generation Networking 97

Sales Pop!

JANUARY 15, 2025

Its closely connected to what I often refer to as the four most important words in selling Its not about you. Understanding and internalizing these two maxims will go a long way in determining your success in selling and, truthfully, in life in general. Last year brought changes for all your customers. How does KARE work?

Clients 264

Clients Manufacturing Represent Strategize 264

Iannarino

SEPTEMBER 5, 2022

A salesperson who sells to the government (B2G) is going to need to make sure they are on every list to ensure they receive a request for a proposal (RFP). A B2C salesperson is going to reach out to customers by phone, mail, or door-to-door. A retail salesperson need only wait for a customer to walk in their front door.

B2B 225

B2B Prospecting B2C Government 225

Veloxy

NOVEMBER 15, 2022

Account based selling is a B2B concept that has gained a lot of interest in recent times, but implementing it can feel rather daunting. Studies show that at least 94% of B2B teams have adopted account based selling in a bid to deliver improved buying experiences that lead to increased conversions and loyalty. It doesn’t have to.

Sell 246

Sell Objectives and Key Results SQL B2B 246

Hubspot

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects.

Prospecting 74

Prospecting Trust Consult Pitch 74

Sales Pop!

NOVEMBER 30, 2024

As we march towards the end of 2024 and another selling year, we work to close deals and position ourselves for a strong start to 2025. While focusing on these two selling success factors, we need to also consider a broader and more all-encompassing topic – our markets. And how well can you sell and serve remotely?

Transportation 264

Transportation Real Estate Construction Government 264

Martech

OCTOBER 15, 2024

For B2B offerings, trust is the top selling point for decision-makers, as their motivation is almost always to avoid the blame that comes from making the wrong choice. And even if your product is as amazing as your marketing purports, if your customer experience is poor, your buyers will lose trust in your brand.

Customers 128

Customers Intrinsic Trust Drivers/motivators 128

Partners in Excellence

JANUARY 15, 2025

”* In our discovery process, if we conduct a discovery, we seek to understand the customers’ business objectives. While the customer may articulate these things in business terms, 100% of the time the real reasons have to do with fulfilling a personal objective. How do we do this?

Customers 127

Customers Trust Gaming Promote 127

Veloxy

JANUARY 7, 2025

This is the foundation of your sales management, outlining the progression from prospect to customer. A sales cycle is the process your sales team goes through in order to close a sale with a customer. It traditionally has steps that include prospecting, engagement, qualification , presentation, objections and closing.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Hubspot

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. Somehow, the deal slips through your fingers, and so does the prospect. If I just described a familiar struggle one you might know all too well Im here to share a solution that might be the answer to your prayers: Gap selling. Table of Contents: What is gap selling?

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Hubspot

SEPTEMBER 30, 2024

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. Activities like prospect outreach, cultivating brand awareness, and online relationship building are all enhanced by social media — so having a solid presence on these platforms can really help your case.

Sell 75

Sell Relationship building Trust Networking 75

Hubspot

MARCH 12, 2025

SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. Table of Contents What is SNAP selling? The 3 Decisions SNAP Selling Terms to Know How to Start SNAP Selling What is SNAP selling? Bonus: the whole approach is customer-first. Lowes is my go-to example.

Sell 61

Sell Objectives and Key Results Pitch Sales 61

Sales Pop!

APRIL 30, 2022

We’ve seen that many customers have not taken advantage of Pipeliner’s powerful email integration features. When sending emails to prospects, customers or partners, you want to know if they’ve opened and read your email. For example, you could have an email scheduled to go out to prospects, inviting them to a virtual conference.

Pipeline 246

Pipeline Customers Appointment CRM 246

Veloxy

DECEMBER 14, 2022

Back in 2018, Salesforce discovered that sales reps were only spending 34% of their time selling (707 hours a year). Salesforce just found that salespeople are only spending 28% of their time selling. That’s a stunning 125 hours of less selling time than in 2018 ! Customers love your energy, and so do your colleagues.

Quota 246

Quota Sell CRM Contact 246

Cerebral Selling

JANUARY 6, 2023

Email prospecting is one of the simplest and most widely-used strategies for generating sales leads. That means both customers and their corporate firewalls are extremely particular about which messages they interact with. If you think every email you send to a prospect lands in their inbox, think again! Deliverability.

Prospecting 211

Prospecting Meeting Pitch CRM 211

Adaptive Business Services

OCTOBER 30, 2024

Mantra – a word or phrase that is repeated often or that expresses someone’s basic beliefs – The Britannica Dictionary – The following are the six simple business (selling) rules that I live by … You must be perceived as being different … It’s crowded out there. His answer … “I return phone calls.” Thank you!

Sell 62

Sell Angle CRM Repeat business 62

SaaStr

MAY 13, 2025

And that is something somewhat counterintuitive: It may be easier to sell your second product to new customers than your existing ones. And what we think we’re often doing is building another product to sell to our existing customers. But the attach rate for new customers is 50% higher than existing ones.

Product 80

Product Sell Cross-sell Customers 80

Hubspot

APRIL 30, 2025

Most salespeople face the same persistent challenge: Their prospects lack urgency. Once other potential customers learn the businesss salespeople are willing to discount heavily, its difficult to sell at full price. Company] is doing some really interesting things around [business area prospect is interested in].

Prospecting 69

Prospecting Objectives and Key Results Sales Follow-up 69

Understanding the Sales Force

JUNE 8, 2025

Everyone who uses Baseline Selling or another sales process believes in sales processes. While preparing to prospect for new business a salesperson might consider that they can reach a lot more people in a lot less time by sending an email to many prospects but I would prefer they use the phone. Some are there every week.

Sell 69

Sell Territory Gaming Follow-up 69

Salesforce

DECEMBER 17, 2024

If you could create your ideal customer in a lab, who would they be? What would make them so uniquely suited to your product or service that they become a lifelong customer? These are the questions an ideal customer profile (ICP) helps sales organizations answer. What you’ll learn: What is an ideal customer profile (ICP)?

Prospecting 52

Prospecting Customers Territory E-commerce 52

Hubspot

JULY 15, 2024

Here's a look at the “clear strategy” I use to ensure I get the most out of my LinkedIn prospecting efforts. Ingram's Tested, 10-Step Process for Nailing Prospecting on LinkedIn Your LinkedIn profile is your first digital impression, and you don‘t want to waste your shot with a lackluster profile. Pin down your ICP. Propose next steps.

Prospecting 78

Prospecting Process Real Estate Non-Profits 78

Sales Pop!

JUNE 19, 2024

Admittedly, no matter the research we do upfront, we know little about each prospective client and how they work. Mindful Selling No one knows what a prospective client may want unless we ask, and the asking evolves into a growing Q&A session upfront. The effort begins with a simple yet powerful question, ‘Why?’

Sell 173

Sell Appointment Account management Represent 173

PandaDoc

MARCH 27, 2025

If youre looking to increase revenue without acquiring new customers, cross-selling is one of the best ways you can do that. Its all about offering complementary products or services so you can maximize every transactionall while improving the customer experience. What is cross-selling in sales? Lets dive in.

Cross-sell 52

Cross-sell Sell Customers Legal 52

Martech

OCTOBER 22, 2024

Lead scoring is crucial for tackling this challenge by ranking and assessing prospects’ readiness to buy. Incorporate engagement data for real-time insights Understanding engagement data is key to gauging a prospect’s interest and readiness to purchase. Consider tracking the following engagement data points.

Cross-sell 127

Cross-sell Lead generation GTM Territory 127

Anthony Cole Training

DECEMBER 30, 2021

There are specific traits that skilled salespeople possess in order to build strong relationships with prospects or clients. They create a great client experience by providing value, asking the right questions, listening to understand, and demonstrating patience.

Clients 241

Clients Sell Prospecting Customers 241

Partners in Excellence

JANUARY 23, 2025

Anyone entering into selling immediately sees the obsession we have with numbers. And that drives us to look at our prospecting and activity metrics. They create revenue models, bow ties, and related models reducing selling to a math equation. On the customer side, we see increasing No Decision Made.

Gaming 123

Gaming Up-sell Quota Pitch 123

RingDNA

MARCH 26, 2025

How to Use LinkedIn to Find and Engage B2B Sales Prospects While the cold call has hardly disappeared from inside sales, social media tools such as LinkedIn give you the ability to warm up cold calls with research. For example, say you sell commercial property insurance. I’ve found that prospects seem quite receptive to InMail.

Closing 62

Closing B2B Sell Referrals 62

Sales Gravy

OCTOBER 29, 2024

Key Takeaways – Success in outbound selling relies on maintaining strict discipline, consistent activity, and following a structured process to keep momentum and drive results. Results in prospecting don’t happen overnight; staying consistent over time is key to building a strong pipeline and generating lasting success. –

Appointment 96

Appointment Negotiate Sales Represent 96

Engage Selling

AUGUST 13, 2024

A big shift in the marketplace today is affecting the way you prospect with new potential customers and how you follow-up with existing ones. Effective Prospecting Today first appeared on Colleen Francis - The Sales Leader. They don’t have time for … The post Process – Not Product.

Prospecting 62

Prospecting Process Product Follow-up 62

ClickFunnels

MAY 13, 2025

In just 3 hours, you can set up a funnel that turns clicks into customers—no technical skills required. Connect with your Prospects 4. A successful sales funnel strategy accounts for customers at all stages of the buying process, including brand awareness, interest, desire, action, and loyalty. Build Out Your Funnel Pages 3.

E-commerce 130

E-commerce Strategize Sales Lead generation 130

Sales Gravy

MAY 28, 2025

The tighter your route planning, the more selling time you create and the less windshield time you waste. Prospecting from the Road (Safely) Now, here's where it gets interesting. That windshield time can actually become prospecting timeif you do it safely and legally. The key is preparation. The key is preparation.

Territory 91

Territory Appointment Legal CRM 91

Salesforce

NOVEMBER 5, 2024

The truth is, successful marketing isn’t just driving people to your website and getting their email information; it’s inviting them on the entire customer journey to become part of your business family. You want Johnny to be a customer for life, so he will receive many different emails from you as a business.

Campaign 99

Campaign Cross-sell Click Through Rate CRM 99

SaaStr

MARCH 5, 2025

With decades of experience as both a founder and investor, David brings a unique perspective to the often-misunderstood process of selling a company. He joined SaaStr Workshop Wednesday LIVE to do a deep dive with Jason Lemkin on his 10 Point Checklist when you sell your startup.

Sell 80

Sell Negotiate Healthcare Drivers/motivators 80