Gong.io

APRIL 2, 2021

Sales prospecting is dead. Sales prospecting is an essential part of your process. . That’s why I stole these 10 sales prospecting techniques from the best-of-the-best sales pros. That’s why I stole these 10 sales prospecting techniques from the best-of-the-best sales pros. at the beginning of a sales call.

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Technique Meeting Prospecting Cold Call 124

Martech

OCTOBER 3, 2023

Meeting customers where they are and supporting ‘feet on the street’ Lori Dillion serves as head of enterprise marketing at Citizens Bank, with 30 years of experience at the company. Dillon discussed the new sales and marketing approach. “On Dig deeper: Does your organization need a DAM?

Meeting 110

Meeting Customers Cold Call Territory 110

Hubspot

JANUARY 10, 2024

As a sales manager, I’m sure you have pipeline meetings often. But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” Let’s start with an analogy: You wouldn’t expect a rookie with no training to pick up a bat in a major league baseball game and knock it out of the park on his first try.

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Pipeline Meeting Construction Closing 70

Iannarino

FEBRUARY 28, 2024

9 Questions B2B Sales Leaders Must Answer Why isn’t improving B2B sales effectiveness your most important initiative? Over the last two decades, many sales leaders have chased every shiny object that was put in front of them. It is impossible to identify anything more important than increasing sales win rates.

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B2B Objectives and Key Results Pipeline Sales 219

The 5% Institute

JUNE 6, 2023

Special note; print out this article and sales meeting agenda example, practice it, and take notes for your own sales team meetings. Sales meetings play a crucial role in the success of any sales team. Importance of Sales Meetings Sales meetings are essential for several reasons.

Meeting 52

Meeting Objectives and Key Results Sales Teamwork 52

criteria for success

AUGUST 5, 2020

Are you a sales leader with an unmotivated sales team? Are you struggling to find sales meeting ideas that will inspire and motivate your team to get moving and just sell already? Sales “ headtrash ” has a way of getting to the best of us—everyone needs a little pick-me-up every now and then.

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Drivers/motivators Meeting Sales Clients 105

SalesProInsider

JUNE 9, 2022

Meet the Achiever Buying Tribe: How soon? Those are two questions you might hear from the Achiever Tribal Type during your sales conversations. Let’s meet the Achiever! Following are the descriptors, clues to look for, and tips for selling with them. Selling Strategies and Tips for the Achiever Buyer Tribal Type.

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Meeting Customers Referrals Pitch 133

Partners in Excellence

JULY 27, 2022

. “How do we get customers to respond, how do we get meetings with customers?” I’ve finally come up with the solution. I’m offering this up freely. Don’t try to do the “cheap alternative,” pay the customer a flat $1000 for the meeting. There are a variety of solutions to this.

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Meeting Customers Price High impact 93

Partners in Excellence

APRIL 4, 2023

We spend a huge amount of time getting customers to accept a request for a meeting. The few meetings we can actually get are important and we want to accomplish as much as we can. Recently, I’ve taken to asking sales people the question, “Are you ready for your next customer meeting?” Customers are busy.

Meeting 108

Meeting Pitch Pipeline Trust 108

Veloxy

DECEMBER 28, 2023

The world of sales is vast, and if you’re a sales professional, you’ve likely been exposed to both inside and outside sales roles. 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.

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Outside Sales Cold Call Represent Objectives and Key Results 242

Veloxy

NOVEMBER 29, 2021

While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. Start here: Speed up your selling activities in a few clicks If you’re using another sales acceleration software, most of the principles will still apply.

Sales 290

Sales Quota Up-sell B2B 290

Force Management

NOVEMBER 4, 2020

Remote selling, buying, prospecting and training is here to stay. Even as lockdowns and restrictions loosen, B2B buyers continue to embrace, but also seem to prefer, remote interactions over face-to face meetings. That’s according to new research just published by McKinsey. At Force, we’ve found similar trends.

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Up-sell Sell Strategize B2B 155

Veloxy

MARCH 28, 2022

While it might be a slow return in some places, you are probably starting to consider again how you want your sales force to work for your business. After years of remote sales work, you might be ready to evaluate what formula of salesforce will best meet your needs as a business and as an employee. What Is Inside Sales?

Outside Sales 217

Outside Sales Inside sales Cold Call Sales 217

SalesProInsider

JULY 6, 2022

As you guide sales conversations with prospects, your job is to help them work through their decision-making process. Those are two questions that the Expresser buyer Tribal Type might ask when you’re in a sales interaction and conversation. Adapt to their customers with the following selling strategies. We like you.

Meeting 126

Meeting Customers Conversion Follow-up 126

Sales Hacker

FEBRUARY 6, 2020

In Sales, there are many areas where sales reps truly have control over the impact they make on a prospect to maximize their chances of winning the deal. One of these facets is being ultra prepared for customer meetings. . The Importance of the Meeting. The meeting is your chance for a live “at bat” with the customer.

Meeting 108

Meeting Customers Drivers/motivators Objectives and Key Results 108

Iannarino

JULY 14, 2021

The Gist: A new sales conversation is replacing the traditional sales call. Clients increasingly find traditional sales approaches to be inadequate—and it’s causing them to avoid salespeople. There is a new sales conversation , and it shares little with legacy sales techniques of 10, 25, or even 50 years ago.

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Conversion Sales Clients Technique 328

Salesmate

FEBRUARY 21, 2020

B2B sales is undoubtedly a tough nut to crack. Here you are selling to a business, so the level of difficulty and risks are too high. Businesses don’t easily meet strangers and invest in their products. You need to stay focused, get past the gatekeepers, connect with the right decision-makers, and convince them to meet you.

Appointment 99

Appointment Meeting B2B CRM 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. But why should you understand cultural and business anthropology as it relates to sales?

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Sell Quota Sales Cold Call 246

Veloxy

MARCH 23, 2023

We’re living in an era where sales has the richest technology stack and set of professional capabilities than ever before. Yet, the sales organization is failing to crush their quota, let alone hit it. This blog post is your comprehensive guide on how to hit and crush sales quotas in 2023 and beyond. What is sales quota?

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Quota Profit margin Non-Profits Teamwork 246

Heinz Marketing

SEPTEMBER 26, 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. Find Them and Sell to Them Again. How to run an effective virtual meeting: Stop blaming Zoom! Here are some ways to keep an effective virtual meeting.

Meeting 109

Meeting B2B Clients Growth 109

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

Iannarino

AUGUST 7, 2021

The Gist: Some current sales practices actually prevent deals. There are certain strategies, tactics, and practices that prevent sales instead of producing them. Many of them are now so prevalent that sales organizations embrace them, even when their prospective clients reject them. No more pushy sales tactics.

Cold Call 275

Cold Call Clients Sales Pitch 275

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game.

Gaming 233

Gaming Sell GTM Technique 233

Heinz Marketing

MARCH 13, 2020

For many sales teams, especially those who already sell remotely, the restrictions on travel due to COVID-19 haven’t changed the nature of how they sell. If you already sell primarily via the telephone, digital channels and video conferences, not a lot has changed.

Meeting 106

Meeting Pharmaceutical Manufacturing Up-sell 106

Understanding the Sales Force

APRIL 15, 2024

Whether or not it’s an economic crisis like 2008-2009, the four things I shared tell us that selling is quickly becoming much more difficult. The Covid crisis was short lived as most selling transitioned to virtual and most companies that weren’t directly impacted continued to buy. More importantly, it was short lived.

Sales 73

Sales Up-sell Consult Pitch 73

criteria for success

FEBRUARY 26, 2020

The purpose of any sales meeting with a prospect is to inch towards the close. In order to do so, it's imperative for salespeople to develop a sales meeting agenda beforehand that'll guide the conversation in the right direction. A successful sales conversation is centered around a common goal. Download Now.

Meeting 72

Meeting Objectives and Key Results Sales Follow-up 72

PandaDoc

AUGUST 18, 2020

Physical events and face-to-face meetings are still on hold in many places around the world and will be for an unspecified length of time. . However, if you want to meet your business goals, it’s essential to adjust and adapt to the new reality. Read on, and I’ll show you how to conduct the perfect virtual pitch meeting.

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Pitch Meeting B2B Clients 98

SaaStr

MAY 5, 2022

If you haven’t already, sign up here for tickets before we sell out. Driving Competitive Edge with Sales and Marketing Alignment: 7 Step Roadmap with Highspot’s CMO Jon Perera. Or, you can create your own Braindate topic and allow other attendees to sign up and have an open discussion with you.

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Meeting UX Networking Pitch 91

InsightSquared

MARCH 29, 2021

The same holds true when it comes to setting sales reps up for success each quarter through what your team practices every week, especially in your pipeline reviews. Back to B2B selling. As sales leaders, we’re constantly in the business of instilling permanence in our sales team through our weekly activities.

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Pipeline Meeting Teamwork Sales 62

Hubspot

NOVEMBER 27, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. There are a lot of standard qualities most companies look for when recruiting sales professionals. The Anatomy of an Ideal Sales Hire 1. Sales requires focus. Let’s dive in.

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Meeting Drivers/motivators Sales Represent 68

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance. Strategy can also be influenced by tactics.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

SaaStr

APRIL 7, 2024

So just a little while back, Lenny Rachintsky had me on his hyper-popular podcast to talk about scaling sales, from the perspective of a founder who hasn’t really done sales. 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.

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Sales Quota Closing Up-sell 114

Understanding the Sales Force

FEBRUARY 22, 2023

I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more.

Cold Call 162

Cold Call Appointment Consult Lead generation 162

Sales Hacker

NOVEMBER 5, 2020

Here are some sales email tips for Q4 and beyond to help you close out your year strong. “They picked up the phone and told me they had ‘this much’ to spend — we got the deal signed that day.” They’re glorified to help sales reps make excuses for not having pipeline ready. Assumptions.

Meeting 97

Meeting Closing Commission Pipeline 97

Partners in Excellence

MARCH 28, 2019

Meet “Bob,” Bob is the diagram below. I wish I could take credit for the brilliance underlying Bob, but the credit goes to one of my favorite clients, a top performing sales organization in the semiconductor industry. Related Posts: Buying Has Nothing To Do With The Product We Sell!

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Meeting Manufacturing Represent Launch 82

Gong.io

MAY 27, 2020

Should you ask for a specific time to meet? We analyze sales interactions from our product users (anonymized of course). That includes everything captured by Gong’s software during web conference meetings, phone calls, and emails. We wanted to see what elicited a positive outcome , meaning a meeting booked in the next 10 days.

Meeting 112

Meeting Technique Pipeline Up-sell 112

SaaStr

MARCH 11, 2024

So you’re hiring your first few sales reps in the early days? Before you have a great VP of Sales? So you need a very certain type of sales rep. If they just show up at 2:05 onto the Zoom though, don’t make the hire. #2. Not during founder-led sales. Can you still “sell”? Or worse.

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Sales Up-sell Promote Meeting 107