Gong.io

APRIL 2, 2021

Even if you only master one of these pipeline-building techniques and you’ll end the month with more meetings booked (and close the quarter on the right side of quota). Want to totally level up your sales prospecting game? Hint: It’s not “where do I sign up?!”). makes you 40% less likely to book a meeting.

Technique 124

Technique Meeting Prospecting Cold Call 124

The 5% Institute

FEBRUARY 20, 2020

Fun sales training games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. Team meetings can sometimes feel a bit stale and repetitive. Not All Fun Sales Training Games Are Equal. 2 – Sell Me This Pen.

Gaming 98

Gaming Objection handling Pitch Sales 98

Iannarino

JULY 21, 2021

The first reason that message would fail to gain a meeting is that mature businesspeople understand that their partners will have some challenges producing the results they need. His main goal, though, was to sell his solution, something his email made perfectly clear. There is nothing wrong with being an expert on what you sell.

Cold Call 277

Cold Call Cross-sell Gaming Clients 277

Gong.io

JANUARY 25, 2022

The Gong Revenue Intelligence platform captures millions of customer data points (anonymized, of course) from phone calls to web conference meetings to emails. The goal: Moving a deal through the sales funnel — cold call to booked meeting and meeting to negotiation and proposal & pricing conversation to a new logo.

Cold Call 118

Cold Call Meeting Pitch Negotiate 118

Salesforce

OCTOBER 8, 2021

Overestimate, and you’ll be trying to explain to management why shelves are full of obsolete inventory no one can sell. But new technologies are changing the game. And that means meeting customer expectations and effectively growing the business. If those predictions fall through, inventory piles up, raising costs.

Manufacturing 98

Manufacturing Gaming Technology Technology 98

Veloxy

NOVEMBER 30, 2023

In-person meetings create more space to read between the lines, interpret nuances, and establish bonds that last beyond a single transaction. Unlike inside sales, which rely on digital communication, field sales involve personal meetings, presentations, and relationship-building on the ground. Get to know your customers really well.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Salesforce

SEPTEMBER 19, 2023

Often, CROs have risen up through a classically successful sales career, only to face an entirely new challenge: take over every revenue-generating function in the business to drive predictable growth. Level up your leadership What is a chief revenue officer? Should we enter new revenue models, like selling subscriptions?

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

Sales Hacker

NOVEMBER 26, 2019

Sales Hacker Success Summit: Level Up for 2020. How can you differentiate yourself from the competition, and set yourself up for a successful sales career that keeps getting better, and better? Break Through Mediocrity: Changing the Game for Long-Term Success. Sales Consulting & Strategic Selling Programs.

Gaming 105

Gaming Objectives and Key Results Sales Up-sell 105

Sales Hacker

FEBRUARY 6, 2020

One of these facets is being ultra prepared for customer meetings. . The Importance of the Meeting. In a deal cycle, each meeting with a prospective buyer is a milestone activity, and a successful one propels the opportunity forward. . The meeting is your chance for a live “at bat” with the customer. Have a Game Plan.

Meeting 110

Meeting Customers Drivers/motivators Objectives and Key Results 110

Cience

APRIL 30, 2020

Digital selling platforms are quickly replacing phone-based and in-person selling today. While differences may exist in B2B purchase behavior, transaction processes, and decision-making dynamics, here are some time-tested ways to help you level up your customer experience game. How can you get in that 20%?

Gaming 102

Gaming B2B UX B2C 102

Iannarino

FEBRUARY 28, 2024

There have never been as many options to continuously level up your sales force. How much revenue generation from pipeline coverage do you generate from the lost deals that make up your pipeline coverage? You may be causing your team to behave poorly by telling them to speed up acquisitions. Your team wants you to coach them.

B2B 189

B2B Objectives and Key Results Pipeline Sales 189

Iannarino

JULY 7, 2021

One way to improve your approach is to remove the crutches you have used to sell. Here is the scenario: You are meeting with your prospective client. However, to gain this meeting, you had to agree to follow a list of rules your prospective client provided. The Middle Game. Master Cold Calling with this FREE eBook.

Sell 323

Sell Cold Call Contact Clients 323

Veloxy

DECEMBER 14, 2022

Back in 2018, Salesforce discovered that sales reps were only spending 34% of their time selling (707 hours a year). Not surprisingly, only 42% of these sales reps expected to meet (not crush) quota. Salesforce just found that salespeople are only spending 28% of their time selling. Click below to listen to the blog post.

Quota 246

Quota Sell CRM Contact 246

Veloxy

JANUARY 19, 2022

Get ready to impress more buyers and get more meetings. When a B2B buyer picks up a cold call, they instantly think you got their name and number from a list. But, if they’re still stubborn or hesitant to commit to a meeting, here are a few other tips to get the evasive, “Yes!”: Demonstrate that you know their business.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Force Management

DECEMBER 28, 2023

For revenue team leaders, today’s decisions will help define where the company ends up in twelve months. They’re eager to reach professional goals, determined to help their organization meet this year’s goals, and confident that the right digital tools will support these efforts in their everyday selling activities.

Technology 123

Technology Technology Gaming B2B 123

PandaDoc

FEBRUARY 5, 2024

To keep up, you need a powerful tool to manage real-time data. Companies focusing on the whole customer journey rather than individual touchpoints see customer satisfaction shoot up by up to 117%, and customers are up to 104% more willing to recommend the business to others. Ready to level up with CRM?

CRM 52

CRM Gaming Contract Objectives and Key Results 52

Veloxy

JUNE 21, 2021

If you sell telecommunications, your cold calls could and should be different than a salesperson selling software. If you sell IT services, your cold calls could and should be different than a financial services consultant. You can use these scripts, tips, and tricks to up your cold call game. Prospect: Yes!

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Hubspot

SEPTEMBER 30, 2019

That’s why we’ve made a list of the best sales training ideas, activities, and games. Have your reps come up with all of the reasons they’ve heard why someone would reject your product. That way they’ll be locked and loaded when someone brings that concern up on a call. Sell me this pen. Use a sales training template.

Gaming 99

Gaming Pitch Sales Objection handling 99

Veloxy

JANUARY 20, 2023

On top of that, they want sellers to meet them “wherever” they are. How can a salesperson meet all of these standards while also enjoying what they do? Much has been said and written about the human side of selling. And how exactly should you apply it to everyday selling activities?

Sell 246

Sell Quota Sales Cold Call 246

A Sales Guy

MARCH 14, 2017

Not surprisingly, advancements in the sales world didn’t just come in the area of tools and applications; they also came via new organizations structures like inside sales, inbound marketing, ABM (Account Based Marketing) and more, all to make selling more efficient, faster and more predictable. It’s never been easier to sell.

Gaming 101

Gaming CRM Promote Up-sell 101

Veloxy

JUNE 23, 2021

For most companies, selling virtually has become the new norm. And although some have taken to virtual selling like a fish to water, more and more businesses are struggling to adjust. So, how can we work on fixing a lot of these virtual selling challenges? 10 Steps to Building a Virtual Selling Team. Stop waiting.

Sell 317

Sell Education CRM Up-sell 317

Gong.io

DECEMBER 14, 2021

You send a follow-up email. What is up? When it comes to cold email outreach, it turns out longer emails are significantly more effective in booking a meeting: Wait. That’s a classic “interest CTA” … one that should be used in cold emails -— instead of a “specific CTA” (“Are you available to meet on Tuesday at 4 PM PT?”)

Gaming 62

Gaming Negotiate Price Sales 62

Cerebral Selling

AUGUST 12, 2023

In my wildest dreams, I never imagined I’d end up in sales. Fortunately, we ended up growing that company to 700 employees and $100M over seven years before being acquired. Since leaving my post as a research scientist, I’ve been a part of four great start-ups in sales leadership roles. Sales is no different.

Objectives and Key Results 187

Objectives and Key Results Pitch Sales Gaming 187

Hubspot

NOVEMBER 27, 2023

Selling doesn’t happen in a vacuum. Sales will always be, in large part, a mental game — one where knowing how to pin down patterns and thoughtfully apply them to your day-to-day is crucial. They know how to think commercially. I touched on it earlier, but you can‘t bank on consistency in sales. They're mature.

Meeting 71

Meeting Drivers/motivators Sales Represent 71

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 100

Sell Cross-sell Finance B2C 100

Understanding the Sales Force

JANUARY 27, 2024

You may have recently watched an NFL playoff game, or an NBA or NHL game and listened to the broadcasters breathlessly describe the way the last points were scored. You probably have the same stories showing up in your news feed as me. Which broadcast would you prefer to hear about your selling? Great move by Dave!

Sports 73

Sports Cross-sell Gaming Sales 73

Partners in Excellence

MARCH 27, 2024

We were prepping for a very difficult customer meeting this afternoon. As we discussed the situation, he described the difficulties this customer had created in the past, he talked about how unreasonable they had been, how they weren’t meeting commitments they had made to him. These mindsets set us up for a fight.

Conversion 102

Conversion Gaming Meeting Trust 102

Hubspot

MAY 27, 2024

The housing market’s been a mess: The Fed’s been flirting with a rate cut that never seems to happen Young people can’t afford to move out of their parents’ basements Investors are buying up affordable stock With all this going on, homeowners (especially those who locked in a low rate during COVID) know that they’re, well, kinda stuck.

Construction 57

Construction Niche Finance Gaming 57

Veloxy

DECEMBER 28, 2023

However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place. and embark on this journey to master the art of field selling together! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Iannarino

JULY 8, 2021

Identifying a prospective client’s problem is a tried and true approach, the core of legacy solution selling. In fact, many clients are perfectly willing to admit that they have a problem, engage with a salesperson, and even have a good number of meetings—only to decide not to take any further action to improve their results.

Clients 209

Clients Gaming Presentation Contact 209

Iannarino

JULY 20, 2021

As a result, they refuse follow-up meetings, they rely more on their own research, and they end more deals with a “no decision.” How you sell—including what you believe your client needs from you—is a greater variable to your success than what you sell.

Clients 310

Clients B2B Up-sell Gaming 310

Veloxy

NOVEMBER 22, 2022

If you’re planning to replace your existing CRM system with Salesforce, or if you’re deploying Salesforce as the first CRM in company history, follow these steps: Hold a team meeting to gather thoughts and requests. Schedule one-on-one meetings to record more individualized thoughts and requests. How to avoid this Salesforce challenge.

Non-Profits 264

Non-Profits CRM Contact Consult 264

Veloxy

OCTOBER 25, 2022

Some of these updates massively interrupted the field sales game. Some of our clients have scheduled week-long trips to territories a month in advance, filling up their calendars with 2-hour long visits. As I shared earlier, customers missed you and the face to face meetings. BONUS: Use these 10 Social Selling Tips.

Territory 130

Territory Sales Gaming Up-sell 130

Veloxy

JULY 28, 2022

As a salesperson, every single day you have to find the proper balance between selling activity and non-selling activity. For example, you have to balance making calls and meeting customers with prioritizing your leads and opportunities. Each of those contacts has a uniquely different propensity to buy.

Up-sell 189

Up-sell Contact Inside sales Prospecting 189

SaaStr

APRIL 7, 2024

It ended up being super popular, and a fresh take on a lot of topic we talk about a lot on SaaStr. And sales go down, not up. #2. Make sure your VP of Sales actually wants to sell, not just manage. And a lot of folks want to manage but not really sell themselves. Instead, you should play the long game.

Sales 97

Sales Quota Closing Up-sell 97

Adaptive Business Services

SEPTEMBER 6, 2017

I began my B2B selling career back in 1977 when I went to work for a national company and I was assigned a geographic territory in Los Angeles where I was expected to make 30 in-person cold-calls each day. and I could make up to $145.80 30 calls yielded 6 face-to-face meetings per day. 6 meetings = 1 trial placement.

Gaming 48

Gaming Sell Territory Cold Call 48

Veloxy

FEBRUARY 1, 2024

Lead Response Time In the high-stakes game of sales, timing is everything. Lead response time in a sales context is measured as the average time span between a lead self-identifying and a sales rep promptly following up. Meetings Scheduled and Held Meetings are an integral part of sales operations.

Product 130

Product Quota Objectives and Key Results CRM 130