Hubspot

DECEMBER 12, 2023

But salespeople also had to work against a backdrop of economic uncertainty, which will likely carry into 2024. To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024. When AI went mainstream this year, we wondered if these powerful algorithms could replace human salespeople.

Objectives and Key Results 75

Objectives and Key Results Pipeline Sales Trust 75

Sales Gravy

JANUARY 19, 2021

From New Possibilities to Managing Mental Resilience The last time I came to you with the coronavirus talk was back in July. I come to you now in January, during the third wave of the coronavirus, because I’m noticing a big problem. Salespeople are beginning to wear out. Drinking too much? I want to hear from you.

Prospecting 100

Prospecting Sell Sales 100

SaaStr

AUGUST 7, 2020

The idea that you can just fire the bottom 30% each year doesn’t work in a solution-sale environment. You have to train your team for many of them to succeed. The more you train them, the faster they scale. But it does mean if they sell a ton, they make a ton. Because the excuses always have a lot of truth in them.

Quota 124

Quota Promote Up-sell Closing 124

Sales Hacker

JANUARY 23, 2023

Eat That Frog” & complexity bias — e.g., how your selling day gets lost on unproductive activity Have you ever avoided making a cold call in favor of writing emails, answering DMs, or creating proposals? That’s a fantastic statistic — but you can’t work those odds if you aren’t picking up the phone.

Process 77

Process Cold Call Intrinsic Entertainment 77

Sales Hacker

MARCH 9, 2023

I’m sure you get these emails. Being a natural connector in the space, I’m constantly getting the ask, “can you provide and intro to X for me.” Therefore, here is my lesson in introductions that should be used by all salespeople, or even just all human beings in general. No excuses! Any chance you can do that for me?

B2B 112

B2B Follow-up Meeting Start-ups 112

Sales Hacker

AUGUST 2, 2021

Especially with the tension between sales enablement teams who want more coaching, sales managers who feel the pressure to drive as many opportunities as possible, and sales reps who famously try to avoid sales coaching whenever they can, with the excuse of “I’m busy with client calls, no time for formal coaching.”.

Represent 107

Represent Sales Pipeline Pitch 107

Sales Hacker

JULY 17, 2020

Are you one of the millions of salespeople still searching for ways to overcome your phone fears and finally get over your call reluctance? In my 22 years in this industry, I’ve found that Telephobia is far more common than you think. But those same salespeople became the best by learning how to overcome their fears.

Cold Call 120

Cold Call Sales Start-ups Technique 120

Sales Hacker

NOVEMBER 5, 2020

For many of us, this is when budgets get set, deals get drafted, and your commission gets solidified. And for many salespeople desperate to fill a pipeline in the fading months of the year, that means turning to email. You’re flying blind. And that can lead to many salespeople making even bigger mistakes.

Meeting 98

Meeting Closing Commission Pipeline 98

Lead Fuze

DECEMBER 31, 2021

If you do not make your goal, it will be a sad time. Let this article help you hit the sales. The article goes on to say that the outcome of this situation is up in the air, and it depends on what you do next. This is a stressful time for many salespeople who may be out of their comfort zone. No Excuses.

Commission 52

Commission Pipeline Drivers/motivators Sales 52

Sales Hacker

NOVEMBER 22, 2017

Winners make things happen. Losers make excuses. There certainly are a lot of things in sales that make life a tad more difficult. There certainly are a lot of things in sales that make life a tad more difficult. Yes, quotas seem cruel and your pricing strategy doesn’t make sense. Our quotas are too high.

Cold Call 86

Cold Call Quota Technique Pipeline 86

Lead Fuze

NOVEMBER 2, 2021

Why do successful salespeople walk away from a deal? When you’re first starting out in sales, it feels like every opportunity is worth pursuing. When you get someone to talk and spot a possible opportunity, it’s like the die hard sales mentality sets in. You never give up on your prospect. First Reason.

Commission 52

Commission Quota Contact Up-sell 52

The Sales Hunter

JULY 30, 2019

Ask salespeople what their number one issue is and you’ll probably hear, “getting good prospects.” Here’s a simple fact: you can’t close a sale until you have someone to sell to. The most successful salespeople are those who commit their time to prospect and stick to it. Don’t allow interruptions!

Prospecting 84

Prospecting Objectives and Key Results Pipeline Follow-up 84

Hubspot

FEBRUARY 27, 2019

How do you stay on the right track and make your goals a reality? This year, give yourself the gift of a business plan -- one that clearly spells out your goals, how you’ll pursue them, what you must do to get there, and what’s in your way. Here's a simple template with some of the key elements to get you started.

Sales 82

Sales Promote Quota Technique 82

The Sales Hunter

JULY 29, 2013

Far too many salespeople spend all of their prospecting time working on their prospecting list, gathering information, and thinking about how they’ll prospect and what they want to say. I’ve heard from far too many sales managers and salespeople who say their prospecting pipeline is empty.

Pipeline 95

Pipeline Prospecting Contact Drivers/motivators 95

The Sales Hunter

DECEMBER 4, 2012

Your success is due to you and it’s time to take responsibility for it — and to quit trying to say the reason for a lack of success is due to what you are selling. 2012 is quickly coming to a close and yes, we need to keep pushing as hard as we can to close as many sales this year as possible. It’s you.

Sell 104

Sell Drivers/motivators Sales Closing 104

Hubspot

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. But, I don’t blame our SDRs or our salespeople. Shame on us.

Prospecting 101

Prospecting Referrals Sales Up-sell 101

Hubspot

OCTOBER 25, 2017

Every salesperson has a go-to spiel for when someone asks who you are and what you do. You might call it a talk track, elevator pitch, or script -- but you’ve got one. Many salespeople launch into a 30-second diatribe on what their company does, why it’s important, and why they’d love to tell you more.

Pitch 85

Pitch Prospecting CRM Up-sell 85

Sales Hacker

FEBRUARY 1, 2021

I’d like to tell you a story that began with a pretty simple question: “Where are all the Black sellers in tech?”. As a young Black tech seller, I’m one of many who ask this question. I started seeing Black faces speaking on panels, featuring on “top Black salespeople to follow” lists and trending with #sales content.

Non-Profits 69

Non-Profits Gaming Follow-up Referrals 69

Sales Coach Dew

APRIL 19, 2021

Many salespeople enjoy the relationship part of relationship selling, but when it’s time to close, they suddenly feel awkward. Is this you? If you’re nervous about closing sales because you don’t want to be “pushy” or don’t want to feel like a “closer,” I get it. You must ask for the business. Communication is key.

Closing 52

Closing Technique Trust Clients 52

Lead Fuze

AUGUST 12, 2021

Make Overcoming Objections in Sales as Your Primary Goal in Every Sales Conversation. Overcoming objections in sales is critical for you to have success in sales. You’ve heard the word “no” more times than just about anyone in the world (besides people who’ve been in the field longer than you).

Closing 52

Closing Appointment Sales Angle 52

Anthony Cole Training

OCTOBER 7, 2011

Why Arent Your Salespeople Selling? sales excuses (15). Dont you just hate those numbered "list for success"? I do too, but every now and again, I come up with a numbered list to help our clients and other people get their heads around ideas, concepts or practices. You get the idea. Have too many goals.

Gate keeper 185

Gate keeper Objectives and Key Results Drivers/motivators Sales 185

CloserIQ

MAY 5, 2020

The economic downturn has slowed down many deals, and sales teams have had to transition to remote selling (which is already a challenge on its own). But salespeople are nothing if not resilient. We’ve gathered tips and best practices from salespeople who are making the most out of their work from home situations.

Sell 69

Sell Pharmaceutical Hospitality Pitch 69

Understanding the Sales Force

APRIL 15, 2013

The first, 10 Traits of Successful Salespeople , was typical of the misinformation that often passes for must-read information: The data came from commission-only insurance salespeoplein just one company so it has limited application in other industries. When styles and traits are combined, they become qualities.

Commission 116

Commission Sales Trust Sell 116

SaaStr

JUNE 7, 2021

From how the seed of an idea got planted to 1,700 employees 10 years later, there are many lessons to be learned. While it can be frightening to think differently, doing so has helped him make Veeva the biggest vertical SaaS success story of all time. If you don’t have tickets, lock in Early Bird pricing today and bring your team!

Non-Profits 134

Non-Profits E-commerce Start-ups Up-sell 134

The Sales Hunter

NOVEMBER 17, 2013

The level of sales motivation a person has is going to be reflected in the level of sales they make. Conversely, the more sales a person makes, the greater their level of motivation. Make holidays a game for you to reward customers with your positive attitude and outlook and, at the same time, a game to become even more efficient.

Drivers/motivators 93

Drivers/motivators Sales Gaming Up-sell 93

Lead Fuze

AUGUST 18, 2021

3 Sales Voicemail Statistics You Should Know. Are you leveraging sales voicemail as part of your prospecting process? Sure, we are largely a society of text messages and email consumers, but voicemail still remains a very valuable sales tool… You just have to take a strategic approach or some sales voicemail tips.

Closing 98

Closing A/B testing Sales Contact 98

The Sales Hunter

SEPTEMBER 3, 2013

It’s time to have one of those frank discussions about the salespeople who simply are not salespeople. Here are 5 ways you can identify a masquerading salesperson: 1. Masquerading salespeople are too scared to ask for the order. Gee, does that sound like the “Groundhog Day” to you?

Cold Call 95

Cold Call Drivers/motivators Price Consult 95

The Sales Hunter

MARCH 7, 2014

SPS — Sales Prevention Syndrome — is the great killer of salespeople. It’s a stealth disease that lies in a dormant state in too many salespeople’s minds. It may not exist in you, but it may very well exist in your friends. You think all customers are stupid.

Cold Call 90

Cold Call Territory Drivers/motivators Sales 90

The Sales Hunter

JANUARY 17, 2013

Are you wearing big boy pants or are you wearing training pants? Worse yet, are you still in diapers? It’s time you step it up and proudly wear the big boy pants and take control of things and get moving. It’s early in a new year, which means the number of opportunities out ahead of you are significant.

Drivers/motivators 73

Drivers/motivators Start-ups Prospecting Sales 73

CloserIQ

MAY 5, 2020

The economic downturn has slowed down many deals, and sales teams have had to transition to remote selling (which is already a challenge on its own). But salespeople are nothing if not resilient. We’ve gathered tips and best practices from salespeople who are making the most out of their work from home situations.

Sell 59

Sell Pharmaceutical Hospitality Pitch 59

The Sales Hunter

MAY 20, 2013

First reason is how you start Monday is a good indicator as to how the entire week is going to go. If you allow Monday to slide by and not make it productive, then most likely you’re going to let the entire week slide by. Third reason is how you feel on Monday is going to affect how you feel the rest of the week.

Appointment 111

Appointment Drivers/motivators Start-ups Meeting 111

Anthony Cole Training

AUGUST 9, 2011

Why Arent Your Salespeople Selling? sales excuses (15). In almost every case when we first start to work with a sales team, one of the issues we hear from sales people is this: "The company has us doing too many other things like meetings, paper work, reporting, committees, servicing our own accounts and customer service.

Prospecting 136

Prospecting Objectives and Key Results Appointment Sell 136

The Sales Hunter

JULY 2, 2012

The reason is simple — far too many salespeople either blame their CRM system for being so complicated that it prevents them from doing what they need to be doing. Or they use the lack of a CRM system as an excuse for not doing anything. If you’re a sales manager reading this, my advice to you is simple.

CRM 70

CRM Prospecting Customer Relationship Management Relationship Management 70

PandaDoc

OCTOBER 4, 2019

If you can’t clearly communicate your value proposition through a well-written and well-delivered presentation, you’re never going to land the sale. Savvy salespeople know that it isn’t just what you say. It’s how you say it. According to some estimates, as many as 90% of sales proposals don’t lead to sales.

Presentation 72

Presentation Pitch Legal Prospecting 72

The Sales Hunter

AUGUST 15, 2013

Too many salespeople have prospects in their pipeline that are nothing more than suspects taking up space. Problem is too many sales managers also use the same thing to hide themselves. Look at the prospects you have. In the end the only thing that happens is the weak get to survive a little longer.

Pipeline 84

Pipeline Prospecting Sales Drivers/motivators 84

The Sales Hunter

FEBRUARY 4, 2013

I hear from both salespeople and sales managers about the pros and cons of the weekly sales meeting. If you answered “yes” to questions 1-5 above, then you should begin to question why you’re having a meeting. Do you take time on a regular basis to allow for discussion and input on sales opportunities?

Meeting 86

Meeting Finance Drivers/motivators Sales 86

Sales Hacker

AUGUST 28, 2019

But coaching salespeople into sales champions doesn’t happen in the extremes. And lucky for you, too much and never aren’t your only options when it comes to sales coaching. And I was too. I imagined how we would grow closer in our relationship and make a wonderful memory we could look back on for many years to come.

Sales 68

Sales Objectives and Key Results Meeting Trust 68