Hubspot

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list. Wondering how to achieve this lofty goal? AI can help.

Closing 80

Closing Contract Technique Sales 80

Hubspot

JANUARY 8, 2025

Somehow, the deal slips through your fingers, and so does the prospect. In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. Know your prospects intrinsic motivation. Youre left wondering where it all went wrong.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Salesforce

JULY 3, 2025

Sales automation works like your personal assistant, handling the repetitive tasks that eat up your time. This type of automation logs customer interactions, updates records in real time, prioritizes leads based on their likelihood to convert, and sends follow-up emails at just the right moment. Get it now 2.

Technique 52

Technique CRM E-commerce Click Through Rate 52

Hubspot

APRIL 30, 2025

Most salespeople face the same persistent challenge: Their prospects lack urgency. Often, they end up offering huge discounts with expiration dates. While this technique might result in an initial sale, I advise against it because the companys margins and the reps commission bonus both take a hit. The solution? Lets dive in!

Prospecting 69

Prospecting Objectives and Key Results Sales Follow-up 69

Salesforce

AUGUST 29, 2024

B2B social media marketing should be engaging and fun, while still helping you get closer to closing business with your customers and prospects. Even though you’re trying to speak more to executives and decision-makers instead of the general public, you don’t always need to take a buttoned-up approach to your social marketing.

B2B 109

B2B Legal Entertainment Follow-up 109

Hubspot

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” They're typically sent following initial conversations, meetings, or proposals (shocking, I know.)

Clients 78

Clients Referrals Prospecting Sales 78

Martech

DECEMBER 19, 2024

Overly complex or unclear CTAs create hesitation and reduce follow-through. Lets focus on the design techniques that make CTAs stand out and encourage engagement. Consider these techniques to make CTAs visually compelling: Add directional cues like arrows or imagery to draw attention to the CTA. Claim your exclusive offer.

A/B testing 126

A/B testing Drivers/motivators CTR Click Through Rate 126

Hubspot

JULY 22, 2024

I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. Cold calling is most effective when paired with strategies such as prospecting and sales qualification. Cold Call Script Examples **The prospect's phone rings** Prospect: Hello?

Cold Call 78

Cold Call Hospitality Objectives and Key Results Follow-up 78

Highspot

OCTOBER 29, 2024

When sales managers don’t have the bandwidth to set up personalized coaching sessions for each rep on their team, it may be time to use AI sales coaching – your always-on coaching assistant. AI acts as a customer or prospect, providing feedback and coaching based on the rep’s performance.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Sales Gravy

APRIL 29, 2025

If you're doing any kind of cold calling or prospecting, you'll eventually hear this objection: "I'm in a meeting right now." Three Ways to Handle the "I'm in a Meeting" Prospecting Objection As I explained to Paul, how you respond in that moment can make or break your opportunity to move forward.

Meeting 71

Meeting Objection handling Pitch Cold Call 71

Eliminate Your Competition

DECEMBER 31, 2024

Thus, the discovery phase is crucial for understanding the prospect’s needs, challenges, and goals. Prospects may articulate surface-level issues but may not fully understand the root causes of their problems or the opportunities they’re missing. ” prompts the prospect to consider the consequences of inaction.

B2B 52

B2B Prospecting Sales Pitch 52

Hubspot

JUNE 16, 2025

You show you can identify hidden revenue opportunities and automate follow-ups that close deals faster. Leveraged Salesforce opportunity scoring to prioritize high-value prospects, increasing my team’s conversion rate by 32% and generating an additional $420K in pipeline.' Follow up post-interview.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Highspot

FEBRUARY 20, 2025

Product training techniques like gamification keep teams motivated. Ensuring they have the same basic understanding of key differentiators, pricing, company offers, different sales techniques, and GTM strategies enables them to drive sales just as well as your direct sales team. co-marketing materials).

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Highspot

JANUARY 23, 2025

Soft skills training programs help bridge this gap by providing reps with interactive techniques for excelling, driving consistent results, and building stronger client relationships. Common training techniques include interactive workshops, role-playing exercises, and ongoing coaching.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Hubspot

DECEMBER 2, 2024

As someone with extensive experience leading teams of SDRs, I'll be the first to tell you that keeping both reps and prospects engaged with the holidays on the horizon is every bit as tricky as it is essential. You don't have to have your team berate prospects, wide-eyed and frantic, yelling, “THERE IS LITERALLY NO MORE TIME!

Sales 69

Sales Closing Up-sell Prospecting 69

RingDNA

JUNE 15, 2025

If you have a complex product and you’re selling to a business, gear up for a long sales cycle. This may mean that marketing needs to be able to deliver the necessary materials – be in a lead-nurturing campaign, or an ROI calculator – to court prospects over time, nudging them gradually toward signing those big contracts.

B2C 62

B2C B2B Contract Objection handling 62

Hubspot

NOVEMBER 27, 2024

Let’s be honest up front. 7 Top Tips for Cold Calling Training Tip #1: Focus on Mindset No matter where you source your statistics on cold calling success rates, reps are looking at a mountain of rejection whenever they step up to the phones. Cold calling is nobody’s favorite part of sales. Calling strangers to sell them something.

Cold Call 41

Cold Call Appointment Sales CRM 41

RingDNA

JULY 1, 2025

According to research from Salesforce and The TAS Group , “companies that follow a well-defined sales process are 33% MORE likely to be High Performers.” A sales playbook contains all the best practices, sequences and conversational techniques that reps need to follow to be successful. The experts agree.

Cross-sell 62

Cross-sell Inside sales Sales Follow-up 62

PandaDoc

JUNE 6, 2025

When you have access to the right data, you can create more relevant and personalized pitches that speak directly to your prospects and their needs. For example, CRMs can give your sales reps access to the most up-to-date contact information, purchase history, and deal progress. Let’s use PandaDoc as an example.

Pitch 52

Pitch Objectives and Key Results Cold Call Contract 52

RingDNA

MARCH 18, 2025

Craft a High-Impact Follow-Up Email Developing and sending timely meeting email recaps is critical to building trust and moving the deal forward. This is a surefire way to make your buyer continue to want to spend time with you. After all, it’s much more enjoyable to interact with someone who shows they care and understand.

Conversion 62

Conversion Objectives and Key Results Sales CRM 62

Highspot

JUNE 24, 2025

Practicing this role-play scenario helps sales reps move past superficial answers and dig into what really matters to prospects in their sales conversations. Our solution streamlines approvals, saving clients up to 10 hours a week. Did they pick up on vague cues and dig deeper? Were follow-up questions tied to impact and value?

Objectives and Key Results 52

Objectives and Key Results Objection handling Negotiate Sales 52

PandaDoc

MARCH 27, 2025

By surfacing complementary products or services during the quoting process, sales teams can increase average order value (AOV) without additional prospecting. Follow-up emails: Recommend complementary products or services after a customer makes their initial purchase. Read all about the sales technique here.

Cross-sell 52

Cross-sell Sell Customers Legal 52

Hubspot

SEPTEMBER 17, 2024

Regardless of fluctuating feelings around AI (data from HubSpot’s recent research on AI in sales revealed that 9% of sales professionals believe automation tools can make prospecting efforts more effective), the majority of sales professionals feel quite strongly about AI’s positive impact on their productivity and performance.

Sales 41

Sales Healthcare Technology Technology 41

Highspot

MAY 15, 2025

Youll get a partner enablement planning canvas to help you align your teams, identify gaps, and set your partners up for success. Lastly, unlike sales teams, who often speak up when they hit a roadblock, partners typically wont unless youve built a strong relationship. What is partner enablement? This is not reality.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

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. Would you show up to an important meeting wearing shorts and a Panama hat? Source: Gartner ​.

Closing 62

Closing B2B Sell Referrals 62

Highspot

APRIL 20, 2025

Short, targeted sessions are ideal for teams juggling meetings, calls, and prospect follow-ups. Microlearning increases knowledge retention by up to 80% compared to traditional training formats. Sales enablement: A role-play scenario to refine the SPIN selling technique or tackle pricing objections.

Go To Market 52

Go To Market GTM Objectives and Key Results Objection handling 52

PandaDoc

JUNE 2, 2025

Thats the core idea behind the Challenger sales method, a framework designed to help sellers guide complex deals by teaching prospects something new rather than just asking them what they need. They were the ones who could teach prospects something new about their business. Heres how the methodology unfolds in practice: 1.

Process 52

Process Objectives and Key Results Sales Angle 52

Highspot

JULY 9, 2025

To calculate sales efficiency, use the following, standard sales efficiency formula: Sales efficiency = sales revenue generated / sales and marketing expenses When you measure sales efficiency by time period, this simple calculation provides immediate clarity on how effectively your sales team converts spending into revenue.

GTM 40

GTM Objectives and Key Results Sales Growth 40

Hubspot

APRIL 7, 2025

It can be the trial by fire that preps SDRs for a career in the field, the day-to-day responsibility that keeps reps diligent and engaged, and the basis for a ton of sales org's prospecting infrastructures. So, how do those numbers translate to sales orgs' overall prospecting efforts? But where does it stand in 2025?

Cold Call 45

Cold Call Sales CRM Prospecting 45

Salesforce

APRIL 24, 2025

You start your day with a plan, but soon, youre drowning in emails, follow-ups, and endless tasks. Unlike a classic chatbot , an AI agent doesnt follow predefined scripts. And, it can even help teams refine their sales techniques. It also answers common questions and sets up meetings with the right sales rep.

Teamwork 95

Teamwork CRM Appointment Campaign 95

Salesforce

OCTOBER 18, 2024

Author Martha Sinetar encouraged entrepreneurs to do what they love and the money will follow in her 1980s bestseller. More than a generation later, her advice for small business owners to find their fortune by following their bliss is still relevant. You’ve probably picked up some business skills in your lifetime.

Minimum Viable Product 111

Minimum Viable Product Cross-sell Niche Legal 111

Hubspot

FEBRUARY 17, 2025

Take a look at what they came up with! Encourage prospects to articulate concerns, and consider the Five Whys technique. Consider the Five Whys technique. When a prospect mentions an issue, ask why its a problem for them. Once they answer, follow up with another why' related to their response.

Negotiate 73

Negotiate Gambling Objectives and Key Results Technique 73

Sales Gravy

JUNE 24, 2025

Because in sales, if you want to sell more it pays to become obsessed over your behaviors, techniques and processes rather than your outcomes. They get emotionally wrapped up in every prospect, every conversation, every close attempt. When they win, they're on top of the world. You take rejection personally. You burn out faster.

Process 54

Process Quota Gaming Technique 54

Salesforce

FEBRUARY 17, 2025

Whether you’re upgrading your current process or looking for fresh techniques, these are the best methods to set you up for a successful year. Use templates to personalize the message: A great framework to follow is: “We help [target market] achieve [specific outcome] without [common objection].”

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Highspot

MARCH 24, 2025

Look closely for repetitive tasks such as data entry, lead scoring, or customer follow-ups that you could automate. For instance, when a sales rep updates a prospects industry or pain points in the CRM, that data syncs with marketing automation tools to ensure future emails and content remain relevant. Did you know?

GTM 52

GTM Cross-sell Pipeline CRM 52

Sales Pop!

SEPTEMBER 8, 2022

But a sales team that consistently meets and exceeds expectations over the long haul only happens when you follow a deliberate and careful strategy. If you want to see your team grow into a consistent revenue powerhouse, follow these five techniques. Set specific goals to drive a successful prospecting plan.

Technique 246

Technique Pitch Drivers/motivators Sales 246

Gong.io

AUGUST 24, 2021

Subscribe here and follow me to read upcoming research. Three days ago, I sent a flawless cold prospecting email. . Or maybe just a quick “bubbling this up” email. ( That’s why the Gong data team analyzed 304,174 emails to learn which prospecting follow-up email leads to more booked meetings. .

Follow-up 164

Follow-up Real Estate Sales Meeting 164