Gong.io

JULY 25, 2022

It sounds nice, but that doesn’t really solve our dilemma as salespeople because, obviously, it’s our job to sell to people. So, this leaves a pretty big question on the table: How can we sell to a prospect without them feeling like they’re being sold to? How the Sandler pain funnel works .

Consult 117

Consult Pitch Up-sell Follow-up 117

Heinz Marketing

FEBRUARY 4, 2021

But in this moment, I thought it was important to step back and just talk about what some of the common components I think are going to make marketers and sales professionals successful throughout at least the remainder of 2021 and likely very beyond. It’s a little odd to think about 12 months ago versus 10 months ago.

Negotiate 139

Negotiate Cross-sell Prospecting Up-sell 139

Partners in Excellence

SEPTEMBER 5, 2021

The Wentworth Prospect by John Smibert, Wayne Moloney, and Jeff Clulow is stunning! It was a novel, filled with an intriguing story about “Sue,” and her challenges selling a major deal. The story had a compelling plot line that captured me. I hope you enjoy it. Every once in a while one stands out.

Prospecting 85

Prospecting Up-sell Start-ups Process 85

Sales Gravy

DECEMBER 18, 2020

This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year. Our training was basically watching a guy do it for two days. Then they hand you a computer and a phone and you're kind of on your own. I was averse to it.

Prospecting 95

Prospecting Electricity Cold Call Inside sales 95

Sales Hacker

MARCH 23, 2023

Because your prospect is uncertain. Which means your sales conversation will either inspire in them the certainty to say yes — or it will reinforce their uncertainty, and they will say no. But I didn’t recognize my true purpose or the power of leading with conviction until I was in my mid-50’s. The answer was empowerment.

Closing 100

Closing Up-sell Gaming Follow-up 100

Sales Hacker

DECEMBER 29, 2022

Have you ever walked into a store, told the salesperson what your requirements were, and they pointed you in the direction of the solution that answered your needs? I’ve been selling with PandaDoc since 2017, and in my journey from SMB to enterprise AE , I’ve learned solution selling like the back of my hand.

Sell 114

Sell Commission Up-sell Prospecting 114

SalesLoft

MARCH 31, 2022

Both the pandemic and full adoption of digital selling have rapidly improved the way that we are looking at workplaces and teams, how we communicate with customers, and ultimately how we sell. Three top sales leaders in EMEA recently joined me to chat about these topics. Natalie Barrie , Head of Sales at Mention Me.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

A Sales Guy

OCTOBER 5, 2015

You want to know where the biggest opportunity for sales growth is today? Do you want to know what is the one short thing you can do to blow out your numbers and crush the competition? It’s to turn your sales organization in to a teaching organization. Times have changed and so has your job.

Pitch 143

Pitch Education Sales Prospecting 143

Sales Hacker

SEPTEMBER 28, 2020

If you’re a sales pro, you should. Tension is the seed of thought planted in your prospect’s brain that grows into the idea that their life would be better with your solution. So, let’s dig into how you can create tension and use it to build trust , engage your prospects, and drive action.

Prospecting 125

Prospecting Trust Sports Pitch 125

Sales Hacker

APRIL 18, 2023

Video is the absolute best tool for job hunters. It’s the open secret to success! It’s the future, and the future is here. It’s just not widely distributed yet). If you want to get a leg up and 10x your job hunt results, then stay with me for the whys and hows of sending video as a job hunter.

Pitch 80

Pitch Follow-up Sales Start-ups 80

Partners in Excellence

SEPTEMBER 1, 2022

Today, I had the pleasure of working with the students of Howard Dover’s UTD Digital Prospecting class. I thought it might be useful to share some of the conversation: Why is it important to have an understanding of the customer’s business? The session was fascinating, the questions were great. What are the risks?

Appointment 102

Appointment Manufacturing Conversion Engineering 102

SalesHandy

MARCH 21, 2023

Only 30% of emails get opened across all industries, making it important to write a compelling sales email that prompts a click. Be it a marketing agency or an IT firm—sales play a significant role. And a deck of effective sales email templates needs to be handy, especially if you are running a cold email outreach.

Closing 98

Closing X-functional Sales Follow-up 98

Sales Hacker

AUGUST 9, 2022

Now Shaan has made Flockjay a platform to give managers and sales leaders cheat codes to how and why they win by following the journey of their success stories. If you missed episode 213, check it out here: Branding a Company that Specializes in Account Based Marketing with Nirosha Methananda. Paying it forward [32:29].

Retail 81

Retail Hospitality Growth Sports 81

Sales Hacker

OCTOBER 28, 2022

Add in a welcome party, an afterparty, and a rip-roaring barbecue dinner, and it’s no surprise 91% of attendees voted it the “best sales event they’ve ever attended.”. Here’s a quick breakdown: Instant gratification gives you a dopamine hit in the pleasure center (VTA) of your brain. Ask why they won’t let you through.

Sales 86

Sales Follow-up Quota Presentation 86

Anthony Cole Training

JUNE 4, 2015

I had no idea about beliefs and the relationship between my beliefs and how I executed as a sales person until I was introduced to the Objective Management Group Sales Person Evaluation Tool. But, before I go into a discussion about beliefs and sales success , let me take a minute to just focus on beliefs, attitude and behavior.

Objectives and Key Results 184

Objectives and Key Results Referrals Sales Price 184

Salesforce

JANUARY 3, 2024

As a sales leader, it’s your job to distribute this investment wisely and set your team up for success. As a sales leader, it’s your job to distribute this investment wisely and set your team up for success. Go on our Guided Tour to see how Sales Cloud boosts productivity at every stage of the sales cycle.

Retail 64

Retail Objection handling Sales Cross-sell 64

Sales Hacker

JUNE 17, 2020

So, how do you ensure you’re hiring the right SDRs for your team? By hiring for the skills you can’t (or don’t) have time to teach them. I’ll walk you through my process to identify these difficult-to-teach skills, and how you can use that to find your perfect enterprise sales rep.

Pitch 65

Pitch Inside sales Follow-up Prospecting 65

Salesforce

SEPTEMBER 6, 2022

Teach to learn 6. After retiring from 20 years of military service as a naval flight officer, it was time to set my sights on a new journey: a career in the Salesforce ecosystem. When I heard about Salesforce from a LinkedIn connection, I used the power of goal-setting to build my Salesforce career path. FIND OUT MORE.

Consult 52

Consult Engineering Niche Presentation 52

Lead Fuze

MARCH 9, 2021

Sales role play scenarios are among the classic approaches you can use to: Prepare your new hires for real-world buyer-seller interactions. You need ideas for sales role play that upgrades your sales reps’ skills? 5 reasons why you and your team need to role play. 5 reasons why you and your team need to role play.

Objectives and Key Results 105

Objectives and Key Results Sales Clients Up-sell 105

The 5% Institute

NOVEMBER 18, 2020

Warm calling is an effective prospecting activity when done correctly; so, what is warm calling, and how can you do it effectively? In this article, you’ll learn what is warm calling, as well as how to make your cold calls into warm calls. Just because the advice is plenty – doesn’t make it correct!

Cold Call 145

Cold Call Objectives and Key Results Pitch Trust 145

Sales Hacker

DECEMBER 11, 2020

Both my grandmas came to America with nothing. Your prospects owe you nothing. And if you want to be successful in business, you need to take massive action. In this post, I will share my ultimate checklist for winning at business (and life) — curated by life lessons I’ve learned from both of my grandmothers.

Education 116

Education Objectives and Key Results Sales Drivers/motivators 116

Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. If that mess of words makes you say, wait, what? ” – you’re not alone. When you use sales buzzwords correctly, you’ll sound like you’re an industry insider.

X-functional 125

X-functional Sales Strategize Cold Call 125

Sales Hacker

JANUARY 4, 2022

In this episode of the Sales Hacker Podcast, we have Jason Bay , Chief Prospecting Officer at Blissful Prospecting , a company he built to coach B2B reps in outbound sales. If you missed episode #192, check it out here : The Holiday Mailbag: Your Community Questions Answered. KISS: Keep It Simple Sequencing [16:39].

Cold Call 76

Cold Call Up-sell Pitch Start-ups 76

Hubspot

DECEMBER 26, 2023

With all the changes to X (formerly Twitter) over the last few years, you’re not alone if you’ve been looking for Twitter optimization tips so you can use it more effectively for social selling. and 528 million globally in 2023, it remains a popular social media platform. But who is the audience on X? compared with 31.9%

X-functional 68

X-functional Referrals Sales Follow-up 68

Anthony Cole Training

SEPTEMBER 24, 2014

Thus my attempt to find another way to explain concepts of sales management: COOKING! When you cook, assuming at sometime you cook something for someone (even if it’s just a hot dog for you), how do you determine success? Aside from preparing a good meal, what else are you trying to accomplish?

Sports 199

Sports Drivers/motivators Sales Prospecting 199

Anthony Cole Training

SEPTEMBER 4, 2013

Sales people have to prospect! At least that was the case in 1983 when I was selling Nautilus exercise equipment, and it still is today even as president of Anthony Cole Training Group. I know this is not a great revelation, and you are probably wondering why I would even add this to the list of truths about sales people.

Prospecting 204

Prospecting Cold Call Appointment Referrals 204

Sales Hacker

DECEMBER 5, 2022

Do you need to get more out of your sales execution platform? Managing Outreach is an art, and takes maintenance and attention to mature and ensure you are capturing the ROI of the platform. I was the second employee at Outreach and if it had a Jheri Curl, I’ve been following the drip for the last 7 years.

Extrinsic 84

Extrinsic Intrinsic CRM Meeting 84

Heinz Marketing

MAY 10, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. You can even ask Alexa! If you are watching us live today, hi. Good to be here.

Pipeline 91

Pipeline Sales Up-sell Growth 91

Partners in Excellence

NOVEMBER 11, 2015

I’m oddly drawn to really bad prospecting–particularly from companies selling tools or services to help sales people prospect. Perhaps it’s a deficiency in my character or something wrong in my upbringing, though Mom and Dad did the very best they could with the material they had.

Prospecting 94

Prospecting Construction Follow-up Promote 94

Lead Fuze

NOVEMBER 30, 2021

Sales is an art, but it’s also a science. It takes skill and patience to convince people to buy your product or service. I hope that rubbed you the wrong way. Maybe it made your blood boil and you wanted to write a strongly worded comment about why I’m wrong. “Now I know what you want.

Sell 52

Sell Sales Up-sell Clients 52

Hubspot

OCTOBER 13, 2020

Do you have a new class of sales development reps starting soon? If so, you're probably thinking about how to train them and conduct effective coaching. While it might seem like a hassle to spend a lot of time on training, it's crucial to prioritize. Did you know that most SDRs require 4.1 months to fully ramp ?

Education 86

Education Prospecting Cold Call Start-ups 86

Sales Hacker

JULY 10, 2020

“ You can double your income with this. This is something my mentor once told me. I followed his system, and it changed my life. He taught me some obvious stuff, like that I needed to prospect more; I needed to build better business cases; and push executives for data, alignment, validation, and change.

Legal 116

Legal X-functional Contract Presentation 116

Lead Fuze

DECEMBER 31, 2021

Find, Get, and Excel in Your First Sales Job. I spent six months looking for a new career after I realized that my dream job of being a spy with the Department of Defense didnt work out. How can I excel in my career? I was a year past my last semester of college, newlywed and expecting our first child.

Sales 52

Sales Follow-up Start-ups Contact 52

Highspot

MAY 12, 2022

Imagine you have to carry a clipboard around your house and manually figure out how every outlet, breaker, appliance and everything in your house is interconnected and who’s touching them. It would be a nightmare to do that manually. As the first enablement hire at vArmour, how has your role evolved?

Networking 52

Networking Government Consult Contract 52

Lead Fuze

DECEMBER 1, 2021

It could drop even more if we go into a full-fledged recession. Almost half of CFOs will cancel less-critical projects to reduce IT costs. The goal of this article is to help IT sales specialists find sales stability in the face of COVID-19. Here are five things you can do to beat the economic instability. Create a list.

Contact 52

Contact Sales Government Clients 52

Sales Hacker

AUGUST 11, 2020

If you missed episode 121, check it out here: Lessons From Survival Mode: How to Kickstart Your Business with Matt Rizzetta. How to drive diversity [15:20]. Sam Jacobs: Hey everybody, it’s Sam Jacobs. Sam Jacobs: Hey everybody, it’s Sam Jacobs. Subscribe to the Sales Hacker Podcast.

Start-ups 118

Start-ups Inside sales Education Promote 118

Hubspot

DECEMBER 4, 2018

It's easy to sell to prospects who are already interested in your product. Now all you need to do is answer some questions, get in front of the right people, and make sure they opt for you over the competition. But the best salespeople are distinguished from the average ones when it comes to uninterested prospects.

Prospecting 99

Prospecting Up-sell Technique Service 99