Search Engine Land

SEPTEMBER 26, 2024

In one of my initial global team meetings with a client, I observed how search teams from various markets presented their reports in completely different formats. Still, only a few mentioned organic traffic and none provided ROI metrics, such as search-influenced leads or sales.

Territory 86

Territory Technique Promote Presentation 86

RingDNA

JUNE 15, 2025

The main difference between B2C and B2B sales strategies is the decision-making process. B2C sales focus on quick, emotionally-driven decisions, often influenced by personal desires or immediate needs. In contrast, B2B sales involve longer sales cycles , multiple stakeholders, and decisions driven by logic, ROI, and business impact.

B2C 62

B2C B2B Contract Objection handling 62

Highspot

FEBRUARY 20, 2025

Product training techniques like gamification keep teams motivated. You ask a straightforward question about a feature or even ROI experienced by others in your same industry, and the sales rep stumbles. This is where structured product sales training makes an enormous difference in performance.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Highspot

NOVEMBER 24, 2024

Imagine having a sales team that hits or exceeds their targets without fail. It might sound like a lofty goal, but there’s a proven way to get there with sales enablement training. 54% of enablement teams that manage sales training programs report a six-percentage-point increase in customer retention.

Pitch 52

Pitch Sales Technique Cross-sell 52

Hubspot

JUNE 16, 2025

As a business owner, sales isn’t just a job — it’s baked into everything I do. And if you’re looking for a sales role? But recruiters and sales leaders? I talked to recruiters and sales leaders to find out what separates the “maybe” pile from the “must-interview” list. You can’t escape it. Same story.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Highspot

JANUARY 23, 2025

Key Takeaways Strong soft skills are just as important, if not more so, than technical expertise for sales success. Attributes such as empathy, communication, and critical thinking directly influence sales performance. Soft skills training helps sales teams learn to work well with colleagues and customers.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Highspot

JULY 13, 2025

Key takeaways Engaging stakeholders at high-value business accounts on social media—notably, LinkedIn—offers a number of advantages for today’s enterprise sales teams. While marketing and enablement craft content to boost buyer and brand engagement, sales reps should spend time sharing those assets with select leads on social media.

B2B 52

B2B Sell GTM Cold Call 52

Hubspot

DECEMBER 2, 2024

Getting anything over the finish line as the holidays approach is a struggle in any facet of life, and sales is no exception. The end of Q4 is one of the — if not the — most stressful, frustrating stretches of any sales professional's year. Q4 Sales Strategies 1. Incentivize performance with contests and rewards.

Sales 69

Sales Closing Up-sell Prospecting 69

Partners in Excellence

OCTOBER 10, 2024

“Objections,” more specifically, “Objection Handling” have been a fundamental part of sales training, probably since the first sale. We study all sorts of techniques to overcome the objections. But we don’t spend time rehearsing techniques for dealing with these things, or how we overcome them.

Objection handling 62

Objection handling Technique Pitch Conversion 62

Martech

FEBRUARY 24, 2025

Statistical modeling: R provides a wide range of statistical techniques, enabling marketers to build predictive models. These models can help in forecasting sales, customer lifetime value, and other key performance indicators. This helps in making informed decisions about resource allocation and marketing strategies.

A/B testing 124

A/B testing Campaign Technique Presentation 124

RingDNA

JULY 1, 2025

In order to make success repeatable, teams need to incorporate the best sales playbook examples into their playbook. Just like no football team is going to win the Super Bowl without a book of winning plays, no sales team should try to beat the competition without a playbook. What is a Sales Playbook? The experts agree.

Cross-sell 62

Cross-sell Inside sales Sales Follow-up 62

PandaDoc

JUNE 6, 2025

That means a winning sales pitch is essential. It doesn’t matter how or where you’re giving a sales pitch—whether it’s a cold email, introducing yourself at an event, or on a sales call—you need to know how to write one that works so you can build trust and close deals. What is a sales pitch?

Pitch 52

Pitch Objectives and Key Results Cold Call Contract 52

RingDNA

MARCH 18, 2025

Most sales leaders find themselves in an endless struggle to find time to coach and manage their teams. Our conversation intelligence platform empowers sales teams to sell with confidence, turning every interaction into actionable insights. Align to the sales motion. This leads to stalled deals, missed quota, and slowed growth.

Conversion 62

Conversion Objectives and Key Results Sales CRM 62

Partners in Excellence

MAY 21, 2025

I talked about succumbing to “Just do this one thing,” or “Here is the formula/script,” and other techniques being promoted by guru’s of various types. It’s fine to ask, “How do I present those challenges?” Do we have the ability to thoughtfully push back or present an alternative view.

High impact 91

High impact Conversion Start-ups Presentation 91

Highspot

MARCH 6, 2025

Key Takeaways Tailoring evaluations to specific sales roles ensures feedback fits the job, enhancing sales team performance where it counts. Sales performance evaluations often feel like a box-checking exercise for managers and a stress test for sales reps. What is a Sales Performance Evaluation?

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Heinz Marketing

SEPTEMBER 17, 2024

For instance, a company may notice that its sales have plateaued because it’s relying solely on traditional marketing channels like trade shows and neglecting digital avenues where competitors are gaining ground. Upskill the Team : Invest in training for the latest marketing techniques and tools.

Objectives and Key Results 106

Objectives and Key Results Launch Campaign Growth 106

Highspot

JULY 3, 2025

Key takeaways Constant communication and collaboration among sales, marketing, and enablement is the foundation of any successful B2B sales enablement strategy today. Ongoing sales rep training and coaching and analysis and adjustment of content provided to and plays executed by sellers lead to B2B sales improvements.

B2B 52

B2B GTM Objectives and Key Results Sales 52

Highspot

JUNE 24, 2025

Key takeaways Sales role plays give sales representatives the space to build confidence in a safe, low-risk environment that encourages them to make mistakes and learn from them. The most effective role plays are matched to each sales rep’s specific role, accounts, experience, and goals. But it doesn’t have to be that way.

Objectives and Key Results 52

Objectives and Key Results Objection handling Negotiate Sales 52

Hubspot

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. If you're in a hurry, skip to the script or download free sales call templates.) Cold calling is most effective when paired with strategies such as prospecting and sales qualification. So, what does a typical cold call look like in sales?

Cold Call 78

Cold Call Hospitality Objectives and Key Results Follow-up 78

Salesforce

JULY 11, 2024

SWOT analysis is a strategic planning and management technique that’s sometimes called situational assessment or situational analysis. For example, a company might be failing to generate repeat purchases due to poor after-sales communication and a sub-optimal customer journey. Why is a SWOT analysis important? Back to top.)

Strategic planning 52

Strategic planning Represent Follow-up Technique 52

PandaDoc

JUNE 2, 2025

In B2B sales, the best deals are won by sales reps who can challenge assumptions, reframe conversations, and bring unexpected insights to the table. Its an ideal approach for inbound sales teams working in crowded markets or working with indecisive buying committees. What is the Challenger method and why does it matter?

Process 52

Process Objectives and Key Results Sales Angle 52

RingDNA

MARCH 26, 2025

How to Use LinkedIn to Find and Engage B2B Sales Prospects While the cold call has hardly disappeared from inside sales, social media tools such as LinkedIn give you the ability to warm up cold calls with research. This means that you should take care to present yourself as professionally as possible. But what about calls?

Closing 62

Closing B2B Sell Referrals 62

Sales Gravy

JULY 1, 2025

Here's a question that'll keep you up at night: What do you do when your emotions are sabotaging your sales performance? That's the exact challenge posed by Kurt O'Donnell and the sales team from Joyland Roofing in Lancaster County, Pennsylvania. If you're nodding your head right now, you're not alone.

Appointment 65

Appointment Objection handling Pitch Quota 65

Martech

NOVEMBER 5, 2024

The concept is straightforward: if attention can be accurately measured, it can help forecast and improve the effectiveness of ads, from boosting brand lift to driving sales and even adjusting campaigns in real-time. To gain a fuller understanding, marketers must combine insights from multiple techniques, such as: Eye tracking.

Campaign 123

Campaign Objectives and Key Results Represent Technique 123

Salesforce

DECEMBER 3, 2024

The best relationships are built on trust, and the sales world is no exception. To overcome that initial barrier, sales professionals have a powerful tool at their disposal: the Sandler sales methodology. To overcome that initial barrier, sales professionals have a powerful tool at their disposal: the Sandler sales methodology.

Sell 52

Sell Technique Contract Territory 52

Martech

JUNE 20, 2025

While brand advertising can influence sales, measuring that impact is challenging due to: The lag between campaign execution and consumer purchase. One approach is to estimate the direct impact of brand media, assessing the sales generated due to brand-focused marketing efforts. Data availability is another key factor.

Territory 83

Territory Objectives and Key Results B2C Technique 83

Highspot

FEBRUARY 20, 2025

Key Takeaways Reps who anticipate sales objections and approach them strategically build stronger relationships and close more deals. Remain prepared because 60% of customers say “no” four times before finally accepting a sales offer. Sarah, a seasoned sales rep, was close to sealing the deal. Sound familiar?

Objection handling 52

Objection handling X-functional Technique Price 52

Martech

FEBRUARY 11, 2025

Email design techniques like white space around essential information or graphics that point to a call to action draw attention to these key areas and help the reader act. Example: “Guess Whats Driving 60% of Our Sales This Month?” Email readers spent an average of 8.97 seconds reading an email, per a 2022 Litmus study.

A/B testing 121

A/B testing Trust Campaign Clients 121

Hubspot

FEBRUARY 17, 2025

Once they do that, the sale practically closes itself. Encourage prospects to articulate concerns, and consider the Five Whys technique. Consider the Five Whys technique. Gene Krause , VP of Business Development at Agile Payments , says, "In sales and business, unconventional negotiation tactics can make a big difference.

Negotiate 73

Negotiate Gambling Objectives and Key Results Technique 73

Martech

APRIL 16, 2025

Ask for transparency on AI models and techniques What to look for : Not every platform needs deep learning or reinforcement learning. What to watch out for : Presents static reports and basic analytics without advanced modeling. Questions to ask : Does the system dynamically retrain its models or operate on fixed rules?

Price 93

Price X-functional User Experience Technique 93

Martech

FEBRUARY 27, 2025

Here are this week’s AI-powered martech releases: Discuss introduced three AI Agents designed to automate the collection, analysis and presentation of market insights. These features aim to simplify video production for marketing and sales teams. This combination aimed to improve audience targeting and conversion rates.

Launch 87

Launch Campaign Technique Engineering 87

The 5% Institute

MAY 7, 2021

In this article, we’ll uncover five powerful sales closing techniques to help you consistently close more sales. Whether you’re a Sales Professional, Business Owner or Entrepreneur; these details will help you win more sales in a consultative way. 5 x Sales Closing Techniques To Win More Sales.

Technique 145

Technique Closing Sales Presentation 145

The 5% Institute

MARCH 17, 2022

In this article, we’ll share five non pushy sales techniques we encourage you to use regularly, so you can close sales more effectively, and in a consultative manner. The reason we’ve called these non pushy sales techniques, is because they can give you excellent results without breaking rapport.

Technique 143

Technique Closing Sales Presentation 143

The 5% Institute

AUGUST 9, 2021

In this article, we’ll uncover the five top sales techniques to help you consistently close more sales without being pushy, or salesy. Whether you’re a Sales Professional, Business Owner or Entrepreneur; these details will help you win more sales in a consultative way. 5 x Top Sales Techniques To Close Easier.

Technique 145

Technique Closing Sales Presentation 145

The 5% Institute

AUGUST 4, 2021

In this article, we’ll explore eight modern selling techniques to help you close easier and more consistently. These tips are commonly used by the top five percent of sales performers all around the world. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate.

Technique 145

Technique Sell Sales Presentation 145

The 5% Institute

NOVEMBER 15, 2021

In this article, you’ll learn eight powerful and effective successful sales techniques, that you can implement and start using right away. These successful sales techniques are centred around consultative selling. Successful Sales Techniques – 8 x To Close More Sales.

Technique 143

Technique Closing Sales Clients 143

The 5% Institute

MAY 27, 2021

In this article, we’ll uncover the five best sales techniques to help you consistently win more clients. Whether you’re a Sales Professional, Business Owner or Entrepreneur; this article will help you win more sales in a consultative way. The 5 x Best Sales Techniques To Win More Clients. Finding pain.

Technique 145

Technique Clients Consult Presentation 145