Veloxy

DECEMBER 28, 2023

The Role of an Outside Sales Representative An outside sales representative, also known as a sales rep, is responsible for conducting sales activities in the field through direct customer interactions, both with prospective and existing customers.

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Outside Sales Cold Call Represent Objectives and Key Results 242

Closing Bigger

SEPTEMBER 13, 2023

This sales podcast is focused on 12 Non-Negotiable Sales Truths. As a sales trainer and keynote speaker I come across people often who want to short-cut and negotiate the price of sales success. Sales Truth #1 – You can never be too busy to prospect and work your funnel. Various other factors determine an ideal prospect.

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Negotiate Sales Territory Clients 116

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.

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Intrinsic Sell Objectives and Key Results Technique 79

Hubspot

FEBRUARY 1, 2018

Like most skills, your ability to negotiate improves with practice. There’s a lot on the line during a negotiation with the buyer. You need to focus on your objectives, your prospect’s goals, potential landmines, and more. Enter negotiation role play exercises. Get Comfortable Breaking Up with Prospects.

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Negotiate Technique Contract Sales 101

Hubspot

MARCH 18, 2015

The Value of Negotiation Skills. Without negotiation skills, you might simply give in or give away more than was necessary, causing your agency and staff to suffer the consequences of your being intimidated. By learning negotiation skills, you can. What are your limits for the negotiation? Gain a competitive advantage.

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Negotiate Technique Contract Non-Profits 78

Partners in Excellence

FEBRUARY 12, 2025

Even when he was talking to a prospect, he would hang up at 5 minutes, then call the person back. As I dove in, I discovered the sellers were not entering opportunities into the pipeline until they were actually in the contract negotiation stage. So we look at different techniques to shift the numbers in our favor.

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Gaming Contract Pipeline CRM 123

Sales Hacker

NOVEMBER 1, 2019

When it comes to negotiation, the goal isn’t a win… What you want is a win-win. True negotiations are all about coming to a mutual agreement on something where both parties feel like they got something out of the deal. Contrary to popular belief, you don’t “win” a negotiation by making the other person lose.

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Negotiate Objection handling Pipeline Cold Call 99

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

Sales Gravy

MARCH 27, 2025

Take courses and identify a mentora seasoned veteran who can provide feedback on your calls and negotiation techniques. The quality of your messaging can encourage prospects to reach out to you or establish you as a trustworthy source of business. Its an ultimatum that no sales rep can afford to ignore. What do you do?

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Negotiate Technique Up-sell Sales 61

Highspot

JANUARY 19, 2022

The trick is knowing what training program and techniques to use. Top 6 sales training techniques. This includes teaching them how to best engage with prospects, build relationships with customers, close deals, upsell and cross-sell, and much more. Sales training programs are often like that — but they don’t have to be.

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Technique Negotiate Pitch Inside sales 92

Hubspot

JUNE 7, 2023

Every step of your sales process is a struggle in its own right, so by the time you reach the negotiation stage, it can feel like you've run a marathon — but you still have a ways to go. So in the interest of showing you exactly what not to do, we've put together a handy, seven-step action plan for losing a negotiation. Don’t prepare.

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Negotiate Contract Price Legal 81

Anthony Cole Training

JANUARY 16, 2012

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). How does this prospect fit our perfect prospect profile? Leadership Training (2). major performance factors (2). managing sales (4). mentoring (2).

Objectives and Key Results 203

Objectives and Key Results Drivers/motivators Sales Up-sell 203

Partners in Excellence

JUNE 3, 2020

Each has their own approach, models, techniques. We might focus narrowly on prospecting, or account planning, or developing better deal strategies. Some focus on skills like objection handling, closing, negotiation. ” As sales people, we have to think, “How am I helping my customers and prospects?”

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Objection handling Negotiate Consult Quota 166

Anthony Cole Training

AUGUST 9, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). The "No Time to Prospect" Myth - Why People Dont Succeed in Selling. I believe they are easy to follow: Prospecting 240 days per year.

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Prospecting Objectives and Key Results Sell Appointment 133

Anthony Cole Training

APRIL 13, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). If Aprils prospecting activities and efforts bring Junes sales results, what does Junes prospecting activities and efforts bring? managing sales (4).

Objectives and Key Results 186

Objectives and Key Results Sales Drivers/motivators Prospecting 186

Salesforce

MARCH 6, 2024

There’s no better feeling than closing a deal after a tough price negotiation. Negotiation is a learned skill, requiring time for research, discovery, and due diligence long before both parties ever sit down together. What you’ll learn: What is price negotiation? Why are price negotiations important?

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Negotiate Price Territory E-commerce 91

Anthony Cole Training

APRIL 14, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Wouldnt this be a great topic for the Mythbusters to bust on the Discovery Channel: the "I dont have time to prospect" myth! Leadership Training (2).

Sell 189

Sell Objectives and Key Results Drivers/motivators Prospecting 189

Anthony Cole Training

APRIL 27, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). And so, I got the chance to talk to 3 new prospects. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18).

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Objectives and Key Results Sales Drivers/motivators Negotiate 180

Anthony Cole Training

AUGUST 25, 2010

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Success in selling isnt always about a new strategy or technique. Leadership Training (2). major performance factors (2). managing sales (4). mentoring (2).

Sell 169

Sell Objectives and Key Results Technique Sales 169

Anthony Cole Training

FEBRUARY 25, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). I really dont like prospecting; I just have to do it. When I prospect, good things happen. Prospecting is a priority. Prospecting.

Objectives and Key Results 199

Objectives and Key Results Sales Drivers/motivators Up-sell 199

Anthony Cole Training

APRIL 19, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Your prospect. The prospect. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2).

Objectives and Key Results 173

Objectives and Key Results Drivers/motivators Pipeline Clients 173

Anthony Cole Training

JUNE 15, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Yesterday, I grabbed a business card from a prospect that attended a Cincinnati Chamber session that I delivered in February. Leadership Training (2).

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Objectives and Key Results Cold Call Sales Drivers/motivators 175

Anthony Cole Training

DECEMBER 12, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Effective at getting commitments from sales people and prospects. Leadership Training (2). major performance factors (2). managing sales (4). mentoring (2).

Objectives and Key Results 205

Objectives and Key Results Sales Drivers/motivators Up-sell 205

Anthony Cole Training

FEBRUARY 6, 2012

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).

Objectives and Key Results 206

Objectives and Key Results Drivers/motivators Sales Up-sell 206

Anthony Cole Training

OCTOBER 25, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Is it because: The prospect wasnt qualified. The prospect lied about a current relationship. The prospect couldnt, wouldnt make the investment.

Objectives and Key Results 186

Objectives and Key Results Drivers/motivators Sales Up-sell 186

Outreach

FEBRUARY 26, 2019

In cases where teams do not have account executive roles, B2B sales reps own virtually the entire sales cycle, engaging customers throughout the buyer journey — from prospecting and lead nurturing to closing deals. . It follows a distinct process and uses a wide range of sales techniques for various buyer personas and selling situations.

Technique 71

Technique B2B Process Manufacturing 71

Anthony Cole Training

AUGUST 6, 2010

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). There is only 1 A priority and that is prospecting. The job in selling is prospecting. The #4 sales solution of First Things First is prospecting.

Sell 189

Sell Objectives and Key Results Drivers/motivators Sales 189

Anthony Cole Training

APRIL 11, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).

Objectives and Key Results 206

Objectives and Key Results Drivers/motivators Sales Represent 206

Anthony Cole Training

FEBRUARY 14, 2012

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). If you have a need for approval - cannot handle rejection - then asking for a decision might force the prospect to tell you "no" and you dont want to hear that.

Objectives and Key Results 173

Objectives and Key Results Presentation Drivers/motivators Up-sell 173

Anthony Cole Training

MAY 16, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).

Objectives and Key Results 191

Objectives and Key Results Drivers/motivators Sales Clients 191

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. And poorly managed prospecting lists will result in seller fatigue. In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work.

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Prospecting B2B Objectives and Key Results Referrals 98

Salesmate

JANUARY 13, 2021

Negotiation is something not every sales rep can excel in. Your prospect is sitting in front of you, the deal is just one step away from closure, and how you act will either make or break the deal. And few sales reps have aced the technique of negotiating. Up your game of negotiation so even you can say that –.

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Negotiate Closing Technique Price 59

Anthony Cole Training

APRIL 19, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). Engage prospects in a more meaningful dialog. than what we can find out about the prospect prior to calling them. Leadership Training (2). mentoring (2).

Sell 186

Sell Objectives and Key Results Sales Drivers/motivators 186

Anthony Cole Training

NOVEMBER 10, 2010

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). I dont know about the kissing frogs part, but I do know this: last week, I had three calls to make to prospects that had agreed to make a decision on our services.

Objectives and Key Results 186

Objectives and Key Results Sales Pipeline Drivers/motivators 186

Openview

JANUARY 18, 2018

What if every rep was prospecting as well as the rep generating the most leads? This coach might identify the person who’s the best at penalty kicks on the whole team, and then enable that talented team member to teach everyone else their technique. Negotiating. Who do they think is the best negotiator? Building Rapport.

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B2B Negotiate Objectives and Key Results Technique 120

Anthony Cole Training

OCTOBER 21, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). We need to help prospects discover, do a root cause analysis so to speak, the causes for their successes or failures. Leadership Training (2). mentoring (2).

Objectives and Key Results 186

Objectives and Key Results Drivers/motivators Sales Up-sell 186

Anthony Cole Training

DECEMBER 14, 2011

Negotiating (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales techniques (47). What are the questions we can anticipate from the prospect and how will the sales person deal with the questions? Leadership Training (2). managing sales (4).

Objectives and Key Results 163

Objectives and Key Results Drivers/motivators Sales Up-sell 163