The 5% Institute

NOVEMBER 9, 2020

Personal selling is a type of sales process, that personalises the sales conversation you have with your potential clients. It’s a consultative sales process, and instead of pitching and presenting your offer or solution – you instead prescribe it after truly finding out what it is that they want and need.

Sell 142

Sell Consult Technique Clients 142

Highspot

JANUARY 18, 2024

Customers crave fast, clear, and hassle-free buying experiences. Lengthy sales pitches often fall short. But with SNAP selling’s concise and customer-centric approach, you can enhance sales performance by reducing stress and focusing on needs. Adapting to customer behavior is essential for successful sales.

Sell 52

Sell Real Estate Customers Healthcare 52

Highspot

SEPTEMBER 6, 2023

Incorporating value selling into sales training can help your company stay ahead of the competition. That is because it empowers sales professionals to move beyond a one-size-fits-all approach and tailor their pitches according to each prospect’s unique pain points. Not all sales techniques are created equal.

Sell 59

Sell Profit margin Price Non-Profits 59

Highspot

SEPTEMBER 28, 2023

Matthew Dixon and Brent Adamson developed the Challenger Sales Methodology. It relies on sales training to empower sales reps to teach, tailor, and take control of conversations. Instead of echoing what prospects want to hear, this approach challenges customers’ existing viewpoints to add actual value.

Cross-sell 52

Cross-sell Education Sales Technique 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. Soft sell is a sales approach focused on subtle persuasion and casual language. Let's say you're working with two salespeople from competing companies at the same time.

Sell 80

Sell Pitch Technique Prospecting 80

Highspot

JANUARY 14, 2024

Leveraging various digital platforms will help enhance customer engagement throughout the sales process. Here’s a closer look at what virtual selling entails in day-to-day sales: 1. Prospecting Virtual prospecting utilizes tools like email, social media, and video to reach potential customers.

Quota 52

Quota Sell Sales Contract 52

Gong.io

AUGUST 10, 2022

A product-focused, target-oriented mindset may have worked 30 years ago, but today’s buyers are much better informed and far less willing to put up with an unsatisfactory sales experience. . Unfortunately, some sales reps still haven’t gotten the memo. Ultimately, salespeople don’t push their products onto buyers.

Consult 62

Consult Sell Cold Call Up-sell 62

Highspot

DECEMBER 5, 2023

As a result, consultative selling can help your team build deeper, more individualized relationships with each prospect while working to solve customer needs through compassionate insight. Read on to uncover best-practice consultative selling techniques along with a few examples to help strengthen your sales team processes.

Consult 52

Consult Technique Closing Sell 52

Salesforce

SEPTEMBER 21, 2021

Late in 2020, executive leadership at Accenture recognized that their business-to-business (B2B) sales transformation offering was not going to serve clients the way they needed it to. When you think B2B sales, you probably imagine folks getting on an airplane every day, knocking on doors, trying to get someone to listen to their pitch.

B2B 96

B2B Territory Manufacturing Sales 96

Sales Hacker

SEPTEMBER 17, 2020

While cold outreach has long been a crucial component of the sales cycle, the best teams know that cold doesn’t have to mean frozen, stiff, and impersonal. Even a little personalization to a basic email can add some warmth to your messaging and strengthen your company’s future relationships with potential prospects.

Technology 84

Technology Technology Clients CRM 84

Highspot

NOVEMBER 1, 2022

As a result, consultative selling can help your team build deeper, more individualized relationships with each prospect while working to solve customer needs through compassionate insight. Here are some basics: Consultative selling is a sales technique that emphasizes offering the very best solution for each customer’s specific needs.

Consult 52

Consult Technique Closing Sell 52

SalesLoft

DECEMBER 22, 2014

In Part 2 of our series on Sales Development 101, InsightSquared and prospecting expert Kyle Porter, CEO of Salesloft, work together to offer best practices on building a powerful and successful SDR team, including how to find, hire and train great sales reps. After they finish the pitch, ask them how they think they did.

Pitch 52

Pitch Cold Call Drivers/motivators Sales 52

Sales Hacker

MARCH 2, 2020

Mastering the Complex Sale. Sales Development and Prospecting. The Sales Development Playbook. Outbound Sales, No Fluff. Fanatical Prospecting. Combo Prospecting. High-Profit Prospecting. Predictable Prospecting. Pitching and Closing. Pitch Anything. Sales Differentiation.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Veloxy

SEPTEMBER 5, 2023

One; sales is no longer just about high pressure, ‘won’t take no for an answer’ pitches. Today, it’s more of a different dynamic where sales reps listen, empathize, and even kill pitches early if they sense the prospect isn’t interested. Chances are you will lose the deal and your prospect’s trust.

Inside sales 130

Inside sales Pipeline Quota Cold Call 130

Salesforce

JANUARY 18, 2024

It shows you how to get from point A in the sale (finding your prospect) to point Z (closing the deal), highlighting necessary steps along the way. The best sales processes make selling easy by helping you optimize sales conversations, delivering the right value at the right time. Why is a sales process important?

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

PandaDoc

OCTOBER 3, 2023

There are significant reasons why today’s fast-changing sales environment is making your job more difficult, including skyrocketing buyer expectations forcing sales reps to become trusted advisors, a switch from reactive adaptation to proactive prediction strategy, and widespread adoption of low-performing yet less risky sales techniques.

Process 52

Process Objectives and Key Results X-functional Sales 52

Veloxy

APRIL 12, 2023

This will help you tailor your sales pitch to their specific needs and provide them with the information they need to make an informed decision. Make sure that your customers understand the value of your offer beyond just the urgency factor, and use urgency sparingly to avoid any negative impact on your sales efforts.

Referrals 246

Referrals Finance Objectives and Key Results Sales 246

Gong.io

JULY 18, 2022

Too often, sales reps jump straight into their pitch without even considering their prospects’ needs or asking what they’re looking for. And in most cases, that’s a losing sales strategy. So how can you build rapport with your prospects? Solution Selling is a customer-centric sales methodology.

Sell 62

Sell Up-sell Prospecting Price 62

Highspot

JUNE 6, 2023

Your company will be able to accurately forecast and achieve sales targets and revenue generation goals based on historical data, metrics, and repeatable behaviors across your sales teams. Understand Your Customer Sales success starts and ends with deeply understanding your customer profiles.

Closing 52

Closing Product Objectives and Key Results Quota 52

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. What would you tell a woman just starting a career in sales? What is your best piece of career advice for women in sales? Alexine Mudawar.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

The 5% Institute

JULY 5, 2023

The Importance of Sales Collateral Sales collateral plays a crucial role in the sales process by enabling sales representatives to effectively communicate with prospects and customers. Product Demonstrations Product demonstrations allow potential customers to experience a product or service first-hand.

Objection handling 52

Objection handling Sales Click Through Rate Lead generation 52

Highspot

SEPTEMBER 30, 2020

A sales methodology is any documented approach that prescribes specific actions a salesperson should take when engaging with customers as they move through the different stages of the sales cycle. Businesses use sales methodologies to codify their selling techniques and empower sellers to consistently achieve quota.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

The Lost Book of Sales

JULY 12, 2021

By understanding the differences of these groups, marketeers are better able to target all of these consumers with the right marketing techniques. This situation can be further complicated if the high-tech company, fresh from its marketing successes with visionaries, neglects to change its sales pitch. Think about it.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Hubspot

MAY 22, 2018

We will stock products that artists don't necessarily have experience with. We will offer classes in the use of new materials and techniques. Finally, outline your financial model in detail, including your start-up cost, financial projections, and a funding request if you're pitching to investors. Identify your sales goals.

Legal 101

Legal Finance Government Up-sell 101