Highspot

JANUARY 28, 2024

A significant 71% of B2B buyers say they download and consume multiple assets to help with the decision-making process and an equal number said they share such content with their team members. This guide shares the importance of sales collateral, who is responsible, and how to use it to seal the deal. What Is a Sales Collateral?

Education 96

Education Sales Price Presentation 96

The 5% Institute

NOVEMBER 26, 2019

Sales negotiation is a hot topic for Sales Professionals and Business Owners, because its something that literally can ‘make or break the deal’. Given its importance; Sales Professionals and Business Owners who directly sell their products or services, can become nervous when its time to negotiate.

Negotiate 98

Negotiate Cross-sell Technique Sales 98

Highspot

JANUARY 3, 2024

Picture this: you’ve invested so much time and effort into a potential deal and victory feels within reach, only to see it slip away to a competitor or the client decides to back out at the last minute. It’s a setback that makes you reassess your approach and wonder – what went wrong? How Does the Sales Closing Process Work?

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Highspot

JANUARY 18, 2024

But with SNAP selling’s concise and customer-centric approach, you can enhance sales performance by reducing stress and focusing on needs. In this article, we’ll guide you through the SNAP essentials using industry scenarios, determining fit for your business, and offering a handy buyer’s matrix to pinpoint your ideal buyer.

Sell 52

Sell Real Estate Customers Healthcare 52

SaaStr

MARCH 24, 2021

When you start your first company, one of the most critical but often overlooked roles you take on is that of a chief salesperson. If you want to hire your first sales rep and close more deals, you need to understand how the sales process works, what tools your team needs to be successful and learn to speak sales.

Process 114

Process CRM Pipeline Contract 114

PandaDoc

AUGUST 17, 2020

When you are a part of a sales team, your main priority is closing deals faster and meeting your monthly quotas. However, you have to be fully prepared before you can close a deal through a sales meeting. Keep reading as we discuss the benefits of video meetings when it comes to closing deals.

Closing 105

Closing Contract Negotiate Price 105

SaaStr

MARCH 17, 2023

Chris Perrine, the Vice President of G2, Asia Pacific, shares what’s holding up buyers in today’s economy and how you can meet them where they are. Chris Perrine, the Vice President of G2, Asia Pacific, shares what’s holding up buyers in today’s economy and how you can meet them where they are. Very little choice of vendors.

Meeting 78

Meeting Contract Legal Trust 78

Salesforce

FEBRUARY 19, 2024

Too simple, and you might not be ready when things go awry. What you need is an easy-to-understand sales playbook to guide your team to victory. We’ll walk through everything you need to know to create the right mix of winning plays that guide your sales team to big wins. What you’ll learn What is a sales playbook?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Gong.io

JULY 7, 2022

Sales reps don’t need the latest sales automation tool , CRM, or email template to close deals. Modern tips, tricks, and software certainly have their place, but they help you maximize an effective sales methodology — they don’t replace it. In order to act as a consultant, you need to position yourself as a trusted authority.

Sell 118

Sell Objectives and Key Results Technique Consult 118

Veloxy

AUGUST 31, 2023

You’re not the only outside sales rep feeling that way. To be the GOAT of the sales team , the experts advise setting sales targets that actually scare you. Scarier sales goals will not only force you to plan proactively, they literally scare you into action. Instead, it lists the tactics our clients use at Veloxy.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Highspot

JANUARY 19, 2022

Clicking mindlessly through an agonizingly slow video presentation or sitting in a hot, stuffy conference room with dozens of other people listening to a presenter drone on about things you already know. When done right, they can improve your team’s performance and help you move closer to your sales goals. What Is Sales Training?

Technique 92

Technique Negotiate Pitch Inside sales 92

PandaDoc

FEBRUARY 23, 2024

All you need to do is zoom out, see the bigger picture and start looking for long-term growth and expansion possibilities rather than focusing only on short-term conversion objectives. What is opportunity management — and why should you care? Leads, opportunities, sales: That’s the natural sequence of the sales process, right?

Objectives and Key Results 52

Objectives and Key Results CRM Contract Strategic partnership 52

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. Enterprise sales, also known as complex sales, refer to the selling strategy used by large organizations involving long sales cycles, multiple decision-makers, and higher levels of risk. Table of Contents.

Niche 96

Niche Closing Process Government 96

Salesmate

OCTOBER 15, 2020

In this detailed guide, you will get to know various aspects of the sales pipeline to develop a more disciplined and structured approach for closing more deals. In this detailed guide, you will get to know various aspects of the sales pipeline to develop a more disciplined and structured approach for closing more deals.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

Eliminate Your Competition

SEPTEMBER 24, 2022

You also must demonstrate how your solution can address a specific problem the prospect is facing. Doing so will make you much more likely to close the sale. First, it helps you to focus on the most critical aspects of your product or service. First, it helps you to focus on the most critical aspects of your product or service.

Sales 59

Sales Negotiate Pitch Prospecting 59

PandaDoc

OCTOBER 21, 2022

Hiding your prices or being uncomfortable when you need to discuss them with clients will affect your capacity to make a sale. This means it’s uniquely important to get the pricing right consistently and to use the proper tactics to present your prices to different audiences and decision-makers.

Price 52

Price Presentation Clients Negotiate 52

Salesforce

NOVEMBER 20, 2023

Looks like you’re ready to make a sales call. ” To ensure you lead a successful sales call, we’ve curated expert tips and techniques below, including guidance on how to prepare. How do you prepare for a sales call? How do you prepare for a sales call? Market research done? Prospects qualified?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Highspot

OCTOBER 24, 2023

We’ve curated a collection of the best sales training tips so you can build a program that will put wind in your team’s sails to navigate an uncertain selling landscape and outperform every quarter. You need insight into your crew, clear expectations, and a chartered course delivered through a rigorous sales enablement system.

Teamwork 52

Teamwork Technique Sales Quota 52

Veloxy

SEPTEMBER 5, 2023

If you don’t keep up with the changes, it’s easy to get left behind. If you don’t keep up with the changes, it’s easy to get left behind. Good thing you found your way here! If you’re not cautious, it’s easy to allow insecurities, fears and a natural desire to be liked to creep into a deal. Always Be Following-Up (ABF!)

Inside sales 130

Inside sales Pipeline Quota Cold Call 130

Gong.io

JUNE 25, 2021

And our Gong Labs team pores through stats from millions of sales interactions to uncover actionable sales tips. ” A lot of sales blogs say you should do it (good ones too!). Instead, let me hit you with some Gong insights based on data : . So why would they give away some of their precious time to you (an unknown)?

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Outreach

AUGUST 20, 2019

Barbara Weaver Smith is a modern-day Captain Ahab, but instead of hunting sea mammals, she trains thousands of people from small and midsize companies to scout, hunt, and harvest whale-sized sales deals. Average deal size is large, with six-figure deals being fairly common. It's not easy, but it can be done.

Closing 70

Closing Contract B2C Negotiate 70

Gong.io

APRIL 3, 2020

How exactly will you navigate these delicate conversations and give your pipeline a fighting chance? . I’ve compiled a list of successful tactics to keep deals moving forward and secure budget. Tip #1 – Think Like a CFO. Previously, savvy sales pros could overcome a budget freeze to land a deal. The result? .

Pipeline 108

Pipeline Technique Negotiate Conversion 108

The Sales Hunter

MAY 19, 2015

There’s no sense in negotiating with someone who is not in the same ballpark as you. This is my 6th tip in the 12.5 Negotiation Tips You Must Know.

Negotiate 85

Negotiate Sell Sales 85

Sales Hacker

FEBRUARY 2, 2021

Understanding your sales cycle is critical to your success because: It helps you keep track of all sales, including how many steps each sales rep went through. It gives you insight into your sales processes and allows you to evaluate their effectiveness. You can adjust and make necessary improvements to their sales process.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

criteria for success

MARCH 11, 2020

Handling objections at the close is a common hurdle salespeople must overcome when finalizing a deal. These delays are usually related to the prospect still needing to get buy-in either from stakeholders and/or decision makers. You should keep the following end-goals in mind: Your prospect should…. Handling Objections.

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

The 5% Institute

MAY 1, 2020

If you’re in sales, you’ll eventually come across a gridlock situation – this is where negotiation tactics can play a hand and create a win, win situation. Using negotiation tactics can help you get to your ideal outcome, and also help your client walk away from the deal as a winner. 1 – Qualify Early.

Negotiate 98

Negotiate Closing Objectives and Key Results Sales 98

Salesmate

JANUARY 24, 2021

We’ll also discuss some tips and techniques that’ll help you improve your inside sales team. Inside sales strategies & tips. In outside sales, you have to travel places to meet prospects/customers. Technology has changed a lot of things in the past two decades. And it certainly has changed the way our business works.

Inside sales 111

Inside sales Outside Sales CRM Sales 111

PandaDoc

MARCH 1, 2023

But what exactly does that process entail, and how can you properly prepare yourself for it? The following steps give you a clear run-down of what your relevant teams can expect to work with: 1. That means it’s crucially important you properly get to know leads and prospects, so you can identify things like their pain points instantly.

Closing 52

Closing Process Sales Construction 52

Salesforce

OCTOBER 11, 2023

If you’re a sales rep, you might recognize it. You’re on a discovery call with a prospect, searching for a justification to pitch your product, when all of a sudden, there it is: a bright, expensive problem that only you can solve. What you’ll learn: What is a discovery call? Why are discovery calls important?

Pitch 59

Pitch Trust Transportation Objectives and Key Results 59

Gong.io

SEPTEMBER 5, 2022

Occasionally, you’ll get a snarky reply telling you how bad your email is. . We’ve dug into the data and compiled five awesome sales email examples you can use at every stage of the buyer’s journey. We’ve dug into the data and compiled five awesome sales email examples you can use at every stage of the buyer’s journey.

Closing 62

Closing Pitch Sales Follow-up 62

The Sales Hunter

DECEMBER 5, 2014

Awhile back, I started a series on negotiation tips. I shared that you should Sell First. Negotiate Second, Only Negotiate After They’ve Rejected Your Offer Twice, and Determine if You Are Dealing with the Decision Maker.

Customers 88

Customers Negotiate Service Sell 88

The Sales Hunter

MAY 14, 2015

I have covered a few different tips that are essential to negotiating well. Negotiate Second, Only Negotiate After They’ve Rejected Your Offer Twice, and Make Sure You Are Dealing with the Decision Maker. Today we come to tip #4: Know their needs! The more needs the […].

Negotiate 80

Negotiate Sell Sales 80

Salesforce

APRIL 7, 2022

Every salesperson remembers the deal that didn’t happen. When it comes to closing a deal, it pays to look at your pipeline as half empty. A healthy dose of pessimism in sales can help you avoid “Happy Ears” syndrome, where the desire to believe a deal will close can keep reps from hearing client objections or identifying roadblocks.

Pipeline 97

Pipeline GTM Quota Pitch 97

PandaDoc

FEBRUARY 9, 2021

Tire kickers don’t actually make a buying decision. They’ll happily steal your time to ask questions, raise objections, and instill you with the false hope that they’re going to close — but they never do. Unfortunately, for one reason or another, the decision-maker never arrives to push the deal forward.

Non-Profits 111

Non-Profits Pipeline Prospecting Entertainment 111

Sales Hacker

OCTOBER 9, 2020

But as sales professionals, we all know there’s never a reason to celebrate until you get a signature on the dotted line. Instead of pacing back and forth, waiting for your contracts to come back, how can you take back control of this process to get your sales contracts signed faster? But time kills deals. That’s great!

Contract 81

Contract Legal Negotiate Finance 81

Lead Fuze

JULY 13, 2021

In time though, you’ll get used to it and realize that it’s part of the business. You’ve been rejected a number of ways in life before you even got into sales, right? You navigated through the job market and found yourself here- dealing with some challenges that come along in this high-velocity career.

Objectives and Key Results 98

Objectives and Key Results Drivers/motivators Angle Pitch 98

SalesHandy

APRIL 20, 2021

Sales teams exist to help potential customers know the product better and clear their queries, so they can make an informed purchase decision. But there will be times where you and your team will face tricky sales objections questions, putting you in a tough spot. You might have experienced this in one way or another.

Sales 75

Sales Price Follow-up B2B 75