Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Each stage requires specific selling skills to satisfy prospect needs. This makes B2B sales training more important than ever. What is B2B Sales Training?

Technique 52

Technique B2B Cross-sell B2C 52

Hubspot

OCTOBER 28, 2019

Put yourself in the position of a prospect. They follow up the call with a demo, the demo with a pitch — and before you know it, they're asking for the close. First, you've just witnessed the difference between a hard and soft sell. So what exactly is a soft sell? The Definition of Soft Sell.

Sell 81

Sell Pitch Technique Prospecting 81

Hubspot

JANUARY 9, 2024

Door-to-door (D2D) sales involves knocking on people’s doors to advertise or sell products/services. Norton, who helped AOL drive 30% YoY growth, got their start in sales selling office equipment for Pitney Bowes. Jim’s next job was “banging on doors, selling 60-second radio ads.” Some prospects don’t want to talk.

Objectives and Key Results 73

Objectives and Key Results Sales Trust Up-sell 73

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. A lot of sales reps end up competing on who sold the most or what product is selling faster. Maybe you’re selling the right products to the wrong audience in the wrong market. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

The 5% Institute

DECEMBER 8, 2019

One of the most influential and persuasive skill sets you can learn, is the art of how to sell anything in your face to face sales conversations. By learning how to sell anything; you’ll never have a problem generating an income again – as long as you have people to sell to. How To Sell Anything In Person – A Step By Step Guide.

Sell 98

Sell Pitch Presentation Clients 98

Highspot

JULY 6, 2023

With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. These skills facilitate customer relationship building, identifying and understanding customer needs, fostering trust, and ultimately driving revenue growth. Why are Sales Skills Important?

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Highspot

SEPTEMBER 28, 2023

The Sandler Sales Training Method, or Sandler Selling System, offers a consultative way to build strong customer connections and demonstrate tangible value. Traditional Sales Traditional sales involves cold-calling a prospect and diving straight into a product-centric sales pitch. What is the Sandler Sales Method?

Repeat business 52

Repeat business Consult Contract Relationship building 52

The 5% Institute

AUGUST 14, 2023

Immersing Yourself in Product Knowledge To effectively sell a product, you need an in-depth understanding of its features, benefits, and competitive advantages. Identify potential leads, prospects, and key accounts. Identify potential leads, prospects, and key accounts. Lay the groundwork for future sales conversations.

Objectives and Key Results 52

Objectives and Key Results Strategic partnership Objection handling Territory 52

Highspot

JANUARY 19, 2022

This includes teaching them how to best engage with prospects, build relationships with customers, close deals, upsell and cross-sell, and much more. The material often deals with topics like relationship building, consultative selling , technology, remote communication with management, and more.

Technique 92

Technique Negotiate Pitch Inside sales 92

Veloxy

JANUARY 23, 2024

It caters to the human desire for tangible experiences, providing a pathway for customers to discover new products, establish strong relationships with brands, and ultimately, influence their purchasing decisions. Naturally, field marketing operates within a wider marketing ecosystem. What is field marketing in b2b?

Objectives and Key Results 130

Objectives and Key Results Territory Campaign Promote 130

Sales Pop!

JANUARY 25, 2022

It’s simply easier to put your head in the sand and stick to the same sales pitch that has always worked. Well, a strong brand will simply help you sell more. Sales teams must understand how to use branding within their sales strategies to improve customer experience and ensure they make meaningful connections with prospects.

Pitch 93

Pitch Sales Niche Relationship building 93

Salesforce

OCTOBER 10, 2023

3 ways to optimize your sales cycle Follow a clear path from prospecting to close Sales Cloud gives you the tools to navigate every sale easily, tracking each stage in the sales cycle and surfacing recommendations for actions that will get you to closer faster. For example, prospecting is a stage in the sales cycle.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Lead Fuze

JULY 3, 2023

We will also explore how effectively communicating problem-solving abilities can guide prospects toward purchase decision-making. Beyond these tactics, building trust through consistency in communication and promise fulfillment plays a significant role in relationship-building. Take LeadFuze, for example.

Education 52

Education Trust Sales Construction 52

Gong.io

JULY 22, 2022

Here’s the best video on the Internet you’ll find on selling with social proof: If we see others succeeding, we’re more likely to want to follow in their footsteps. There’s really no point in showing off how successful you are if your prospect can’t imagine achieving the same level of success themselves.

Objectives and Key Results 118

Objectives and Key Results Sales Pitch Presentation 118

The 5% Institute

JUNE 19, 2023

Discuss your relationship-building strategies, such as active listening , empathy, and effective communication. Share an example of a successful sales pitch you delivered. Describe a specific sales pitch where you effectively communicated the value proposition of a product or service.

Objectives and Key Results 52

Objectives and Key Results Negotiate Pitch Sales 52

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? Put simply; warm calling is a call to a prospective client when they already know you exist, and you’ve already made contact with them in some way. Warm Calling Tip #3 – Don’t Pitch Straight Away.

Cold Call 145

Cold Call Objectives and Key Results Pitch Trust 145

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) Imagine being free to spend more time on strategic thinking and relationship-building. Don’t worry.

Objectives and Key Results 74

Objectives and Key Results Pitch Cold Call Sales 74

Highspot

DECEMBER 5, 2023

Robust relationship building: Addressing customer needs fosters stronger, lasting relationships. Improved conversion rates: Structured sales tactics often result in better conversion rates as teams are more equipped to lead prospective customers through the buying process. Who are you selling to?

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Sales Hacker

DECEMBER 30, 2020

Meanwhile, 64% of sales leaders who doubled down on remote selling reported meeting and/or exceeding their revenue targets in 2020. And with many companies planning to stay remote into 2021 (and some fully remote indefinitely), knowing how to navigate remote selling isn’t optional anymore. READ THIS: Selling From Home?

CRM 125

CRM B2B Referrals Sales 125

Highspot

SEPTEMBER 28, 2023

What is the Challenger Selling Methodology? Instead of echoing what prospects want to hear, this approach challenges customers’ existing viewpoints to add actual value. They use their deep understanding of a prospect’s business to push their thinking.

Cross-sell 52

Cross-sell Education Sales Technique 52

The 5% Institute

AUGUST 17, 2023

Reasons I’m Not Closing Sales – Introduction Selling is an art that requires a careful blend of strategy , communication, and understanding. Lack of Proper Prospecting Without accurate and targeted prospecting, your sales efforts can fall flat. Take the time to delve deep into their challenges and aspirations.

Closing 52

Closing Trust Sales Strategize 52

Hubspot

FEBRUARY 2, 2021

In a world where buyers are constantly inundated with buying options and information, the majority of stress from B2B sales tends to fall on prospects. You need to empower your prospects, and that can be tricky to do. Empowerment in sales is the delicate art of guiding prospects without overwhelming them.

Construction 94

Construction Pitch Sales Prospecting 94

Lead Fuze

SEPTEMBER 2, 2023

From cold prospects who are just getting acquainted with your business to hot leads ready for conversion, every interaction matters. To convert these cold prospects into paying clients requires persistence as well as an approach tailored to their needs rather than pushing a hard sell immediately.

Objectives and Key Results 52

Objectives and Key Results Lead generation SQL Sales 52

Sales Hacker

JULY 26, 2023

Bonus: 7 ChatGPT Prompts for Selling to the C-Suite Table of contents What AI can do for AEs Introduction to ChatGPT Easy guide: How to set up and use ChatGPT 5 things you should use ChatGPT for right now (with prompts!) Imagine being free to spend more time on strategic thinking and relationship-building. Don’t worry.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Gong.io

DECEMBER 5, 2022

In this article, we’ll look at what a strategic sales plan entails, why your sales team will have a hard time selling well without one, and how to build a successful strategic sales plan. A strategic sales plan is a detailed strategy that outlines how you’ll target and sell to high-value prospective clients. SPIN selling.

Strategize 62

Strategize Sales Quota Pipeline 62

Partners in Excellence

NOVEMBER 8, 2014

Just when I think I’ve gotten the worst possible cold prospecting call and that nothing else could be worse, some sales person proves me wrong. Today, I got a call from someone selling “promotional items.” We don’t buy promotional items as part of our marketing and relationship building.”

Pitch 96

Pitch Promote Relationship building Prospecting 96

Salesmate

SEPTEMBER 18, 2020

They want to see, how well you can pitch and how confident you are in presenting yourself. I am quite good at relationship building which is why I chose sales as a career. Which is why many prospects purchased the product I sold and even mentioned me in their positive reviews. However, make sure you speak the truth.

Cold Call 82

Cold Call Sales Relationship building CRM 82

Sales Hacker

OCTOBER 22, 2017

While we have some generalized notion of “selling,” contemporary sales organizations have grown in complexity and have evolved into a roster of functions — such as business development, closing, account management, and customer success — that require different specialized skill sets for their respective teams. Relationship-building.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

Salesforce

SEPTEMBER 21, 2021

Sure, there was the coronavirus pandemic, which in the near term has basically nullified tried-and-tested sales techniques – networking, relationship building, and wining and dining – in a remote working world. Salespeople are traditionally assigned territories with prospects clumped together based on geographical area or sector.

B2B 96

B2B Territory Manufacturing Sales 96

SalesLoft

SEPTEMBER 12, 2022

Salespeople love to jump in and start selling features. You run the risk of alienating your prospective customer. Selling today is about solving problems. In short, it’s a customer-centric way of approaching sales based on empathy and relationship-building. It happens all too often, and we’ve all been guilty of it.

Closing 52

Closing Contract Relationship building Pitch 52

The 5% Institute

JANUARY 1, 2020

Selling them a product or service. Tip #3 – Don’t Pitch Straight Away. Many Sales Professionals and Business Owners here start rambling on and try to pitch their products or services here. Further reading: A Guide To Building Sales Relationships / Building Rapport. Tip #6 – Sell The Next Step.

Cold Call 98

Cold Call Objectives and Key Results Pitch Clients 98

Partners in Excellence

AUGUST 30, 2014

The first was a InMail–it had something to do with effective use of LinkedIn InMails, and email marketing, but he wanted to talk to me about a product he is selling to do this stuff. He has already started blindly pitching and selling me before we have a “relationship,” imagine what it would be like, once I accepted it.

Networking 96

Networking Pitch Relationship building Up-sell 96

Sales Hacker

FEBRUARY 26, 2018

In many cases, trust, authenticity, and confidence can persuade a prospect as much as product features do. . Desperate sellers often get ditched eventually, sometimes even before they get the chance to make a pitch. When it seems that you’re selling a problem instead of a product, who the heck will buy from you? 3) Begging.

Cold Call 78

Cold Call Pitch Referrals Pipeline 78

CloserIQ

FEBRUARY 4, 2019

Spend time coaching SDRs on how to identify leads that are ready for hand-off, and make sure they understand the hand-off process (which can oftentimes be jarring for prospects). In general, it’s best for you to prepare for a call before being handed off a new prospect. 2) Create a system for prospecting and carve out time for it.

Closing 58

Closing Drivers/motivators Pipeline Pitch 58

Hubspot

OCTOBER 5, 2021

If you're in sales, chances are you've encountered plenty of situations in which you're trying to reach a CEO or C-level executive to pitch your product or service. Instead, a gatekeeper can (and should) be used as an opportunity to win the prospect's trust. It's equally important, however, not to sell to the gatekeeper.

Cold Call 92

Cold Call Hospitality Pitch Sales 92

Sales Hacker

JULY 1, 2020

Sellers who typically meet with clients and customers face-to-face have been forced to sell remotely. We’re going to walk you through five of the most important inside sales practices you need to develop to succeed in today’s remote selling environment. Calling your prospects. Texting your prospects.

Inside sales 79

Inside sales CRM Outside Sales Technique 79

Hubspot

MAY 7, 2020

In 2020, salespeople need to change the way they approach prospecting. It’s okay to reach out to good fit prospects who haven’t converted on your website yet. It changes the focus of the conversation from relationship-building (though that's still important too!) First, work your inbound leads. Research the company.

Prospecting 91

Prospecting Follow-up Cold Call Cross-sell 91