Veloxy

FEBRUARY 13, 2023

Did you know that asking questions makes it more likely for customers to approve of you? Research conducted at Harvard University suggests asking questions improves liking and learning. Open ended sales questions are a crucial aspect of the sales process. What are open ended sales questions? It’s true.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Partners in Excellence

SEPTEMBER 30, 2022

Continuing my series on selling skills we thought we knew but really don’t understand, I’m want to focus on Discovery. It’s a natural follow on to qualifying–actually it’s a complement, qualifying and discovery go hand in hand. Some misunderstanding we have about discovery.

Sell 73

Sell Process Customers Closing 73

Sales Hacker

APRIL 25, 2023

But there’s a right way and a wrong way to do it. And too often, I see salespeople taking the quick and lazy path on discovery calls — the path that alienates and annoys the very prospects they’re trying to win over. I’m talking about those tired baiting discovery questions at the bottom of every salesperson’s bag of tricks.

Technique 79

Technique Sales Follow-up Start-ups 79

Partners in Excellence

OCTOBER 12, 2022

We, also, share a deep pride in our profession, with hopes to see it continue to grow and improve in the value sellers create with customers. We, also, share a deep pride in our profession, with hopes to see it continue to grow and improve in the value sellers create with customers. We each, field questions from sellers everyday.

Sell 62

Sell Customers Networking Process 62

Partners in Excellence

JULY 18, 2022

This is a trick question—but there is a lot of confusion about whether sellers should be focused on the selling or buying process. And too often we fail to do this, focusing on what we want to accomplish–executing our selling process. Of course the answer is both. ” Of course! purchase and implement a solution.

Process 101

Process Sell Customers Closing 101

Heinz Marketing

OCTOBER 3, 2020

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. Do Our Discovery Questions Really Allow Us To Do That? Five essential sales enablement strategies for remote working.

B2B 93

B2B Lead generation Up-sell Sell 93

Search Engine Land

SEPTEMBER 14, 2023

On the other hand, they are much more likely to bring you even more business – superfans often become walking marketing campaigns for things they like, spreading word of mouth as much as their connections allow them. Most businesses don’t really think about their customers (let alone their superfans) as a marketing channel.

Niche 138

Niche Intrinsic Campaign B2B 138

Iannarino

JUNE 21, 2021

The concept of the four levels of value helped them decide what work they should and should not do. Part 2 | The Starting Question. Part 4 | Discovery. The second level of value (Level Two) is the value of your service, support, and how easy it is to do business with you. Part 3 | Information. Part 5 | Stakeholders.

Strategize 173

Strategize Clients B2B Sales 173

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. If you’re looking for a keynote sales speaker for your next sales conference you can contact us to book a quick discovery call. But often, it’s our tactics which target a specific segment.

Strategize 52

Strategize Sales Pipeline Non-Profits 52

Gong.io

SEPTEMBER 17, 2021

Your job isn’t to use closing techniques, it’s to lead. Here are 8 sales closing questions that are 0% closing gimmicks and 100% effective. Here’s what that sounds like: You: “Are you ready to move forward with our sales proposal ?”. You: “I’m surprised, but I’ll be happy to discuss any part of our proposal with you…”.

Closing 118

Closing Sales Cold Call Legal 118

ClickFunnels

JANUARY 31, 2022

Companies that generate leads online typically do so via lead generation funnels: You create a lead magnet. Potential customers will use the quality of your lead magnet to determine what they can expect from your paid products. The post 7 Lead Generation Tactics That Work Like Crazy appeared first on ClickFunnels. But guess what?

Lead generation 248

Lead generation Pitch Promote Start-ups 248

SaaStr

DECEMBER 29, 2023

In part one of this week’s Ask-Me-Anything (AMA) with SaaStr founder and CEO Jason Lemkin, he answered the community’s questions about whether all anyone cares about is AI anymore, investor appetites going into 2024, vertical SaaS, and thriving as a solo founder. Now, everyone wants AI to do it. The market wants it.

Customers 91

Customers Price Growth Construction 91

Partners in Excellence

MAY 26, 2023

It does provide a warning for many of us blindly jumping on the ChatGPT bandwagon, it does make many very obvious errors and struggles to understand them. I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills.

Pitch 109

Pitch Manufacturing Objectives and Key Results Launch 109

SaaStr

MAY 25, 2020

I bet things will get even better if you do: “Say no to a non-ideal prospect as fast as you can” — Loren Padelford, GM of Shopify Plus. I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. “Presumptive close in a transactional sale. “At “Listen.

Closing 135

Closing Process Contract Price 135

Partners in Excellence

OCTOBER 3, 2022

Continuing my series of posts on the things we thought we understood about selling but really don’t, I’m tackling the selling process. But hang in there, the selling process is one of the most important fundamentals to our effectiveness as sellers. I’ll be covering this in the next post.

Process 90

Process Sell CRM Up-sell 90

Jeff Shore

APRIL 17, 2018

As a sales coach, consultant and trainer, much of what clients pay me for or expect of me is to teach their sales teams sales techniques: how to ask discovery questions, how to close buyers, how to create urgency, etc. 2. People don’t want me to ask them any personal questions. ?I’ve Amy O’Connor .

Technique 120

Technique Follow-up Sales Up-sell 120

Sales Hacker

JUNE 13, 2023

I hear this a lot from business leaders — and it’s always kind of sheepish: “Chris, how do we actually make a sales process?” Instead, growing companies realize that they don’t actually have a sales process in place, so they either let their sales reps do their own thing — or they cobble something together that pleases no one.

Process 89

Process Cross-sell Sales Finance 89

Sales Hacker

FEBRUARY 17, 2021

Wouldn’t it take away from allowing managers to manage and coach — not to mention the monstrous to-do lists of VPs and CEOs? For me, the majority of my first sale roles did indeed involve our CEO in the early stage. Our VP reminded me of a golf term, Ham and Egg. Let’s just say the win rate was far below what we expected.

Sell 121

Sell Contract Pitch Up-sell 121

Partners in Excellence

JULY 26, 2022

As sellers, we seem to think the most important thing to our customers is learning about our products, services, and solutions. The list of things our customers struggle to learn includes: Why change, what’s driving the need to change, what happens if they don’t, what are the risks to that change?

Customers 82

Customers B2B Service Presentation 82

Martech

FEBRUARY 28, 2022

But I know it’s the wrong question because email and social media don’t play the same roles. We’re going to build a few automations and then go on to something really challenging.” As an email marketer, everything you do, especially in B2B, is about cultivating and recognizing intent. Who’s right?

B2C 128

B2C B2B CRM Contact 128

Sales Hacker

APRIL 18, 2022

“Fairy tales are more than true: not because they tell us that dragons exist, but because they tell us that dragons can be beaten.”. I’m talking, of course, about sales myths – giant, all-consuming ideas that seem to loom over the sales mindscape and impact our every action. – Neil Gaiman.

Cold Call 90

Cold Call Price Sales Education 90

Sales Hacker

OCTOBER 23, 2020

They could have a lack of trust from above due to a predecessor doing a bad job. This is what will allow you to effectively help your prospect and close the deal. So, how do you create emotional safety? Mistaking an early conclusion with the right conclusion. These may not sound like big problems, but they are.

Trust 84

Trust Strategic planning Sales Strategize 84

SaaStr

NOVEMBER 22, 2021

So growth is a really important topic. Both, what are the drivers of growth and how do you build for growth? But actually, as it turns out, the markets don’t really value profit, they really care about growth. Here what do you see? Transcript. Hi, everyone. Nice to see you all. The gauntlet is thrown.

Growth 113

Growth Product B2C Consult 113

Hubspot

JULY 23, 2020

These community groups on Facebook are a major opportunity for HubSpot to provide value to our target personas around the world. Since then, we have launched our first Facebook Group, Marketer to Marketer … because nobody knows marketing like marketers do. We know that today’s Facebook user behavior is shifting.

Angle 87

Angle Launch Niche Promote 87

Lead Fuze

MARCH 10, 2021

LeadFuze is a software solution that helps you build lists of accurate leads automatically while integrating with sales outreach tools to allow you to contact those freshly verified leads. All you have to do is key in your preferred criteria on Fuzebot and it’ll search the Web for potential clients. It has integrated outreach tools.

Sales 98

Sales Objectives and Key Results Follow-up Contract 98

Hubspot

AUGUST 21, 2023

In the past, cold calling meant using a "spray and pray" method, spending time making intrusive calls with no prior qualification, hoping that your message would resonate with someone. But that's no longer the way to do it. second pause) How are you doing today? You have your list of names and phone numbers.

Cold Call 69

Cold Call Objectives and Key Results Hospitality Follow-up 69

ConversionXL

APRIL 17, 2019

To do that, you don’t need to reinvent the customer interviewing wheel. You can use proven frameworks, like the Jobs-to-Be-Done (JTBD) approach. The goals for a customer interview help structure your questions. Pick a problem or opportunity facing your organization and answer the following four questions: What’s right?

Customers 120

Customers Drivers/motivators Objectives and Key Results Prospecting 120

Sales Hacker

MAY 24, 2020

If you want to learn how to cold call — or just improve your skills — your best approach is to watch what experienced sales reps do, listen to recordings , and of course, study cold calling examples. Then, I’m going to give you real-life cold calling examples that my team and I use on our best calls. Qualifying Questions.

Cold Call 94

Cold Call Objectives and Key Results Pitch Contact 94

Closing Bigger

AUGUST 31, 2023

Following is the full video version of this Podcast and below that is the transcript: Here’s the transcript: Transcript for “Sales Leadership – leading behavioural change through coaching and powerful questions” I’m shifting to both video and audio, so you’ll be able to find the video of this podcast on YouTube.

Objectives and Key Results 69

Objectives and Key Results Sales Appointment Meeting 69

ConversionXL

OCTOBER 7, 2022

When should you use bandit tests, and when is A/B/n testing best? Though there are some strong proponents (and opponents) of bandit testing, there are certain use cases where bandit testing may be optimal. Question is, when? When to use bandit tests instead of A/B/n tests? What is bandit testing? Short tests 2.

A/B testing 113

A/B testing Campaign Intrinsic Conversion 113

criteria for success

MAY 20, 2021

Use the PLAYBACK Tool to Coach Sales. Showing that you are really listening and that you want to see them succeed can help express exactly that. For example, “I’d like to cover how you responded when the CEO asked you about our document management system,” or “why we left without agreeing to a follow-up meeting.”

Sales 98

Sales Drivers/motivators Follow-up Meeting 98

Sales Hacker

MARCH 16, 2021

From Neuroscience to RevOps: How Sara used her brain to start her sales career [5:56]. Before we get there, we want to thank our sponsor — a company called Outreach. When you’re done, you’ll be able to do Outreach as well as they do. powered by Sounder. Subscribe to the Sales Hacker Podcast. We’re on iTunes.

Non-Profits 96

Non-Profits Government Price Sales 96

SaaStr

OCTOBER 30, 2021

Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! We worked in a small office above a smog shop on 4th Street, had a handful of customers, and 100k in ARR closed by our CEO. I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below.

Closing 104

Closing E-commerce Customers Quota 104

Openview

APRIL 11, 2018

So much of what they do, particularly fundraising, is selling. Here’s how we thought through what was most important to us in the early days of team formation. There are two questions in particular that should be addressed: What absolutely must not change about the company’s culture when you bring in a sales team?

Product 82

Product Negotiate Quota Cross-sell 82

Search Engine Land

MAY 24, 2023

You’ve probably heard it before, but educating leadership on SEO is one of the most important things you can do to convince them of SEO’s value. The following concepts can help: Your target audience uses a search engine Google processes 5.9 The following concepts can help: Your target audience uses a search engine Google processes 5.9

Objectives and Key Results 100

Objectives and Key Results User Experience Engineering Education 100

Highspot

APRIL 14, 2021

So how do you get a mentor? I ask myself the questions: What can I observe about this box that I sense I’m being placed in? What’s more, COVID-19 has brought new roadblocks with 1 in 3 mothers considering leaving the workforce or downshifting their careers due to the pandemic. Here’s what they had to say.

Technique 80

Technique Launch Trust Sales 80

Sales Hacker

MAY 19, 2020

If you missed episode 109, check it out here: PODCAST 109: Forget Checkboxes and Focus on Asking Better Questions with Patrik Svanström. When to use automated touches [27:09]. Our second sponsor is Outreach , the leading sales engagement platform. But the ultimate milestone isn’t the contract. It’s the buyer’s ROI. Go to chorus.ai/saleshacker

Contract 93

Contract Follow-up Quota Networking 93