Partners in Excellence

MARCH 22, 2024

More seriously, Spence is one of a small number of people I include in my “kitchen table board of directors.” He talks about how he wanders between different roles and experiences, sometimes avoiding selling, but always finding his way back to selling. He and I share ideas about the state of selling and how we can drive improvement.

Sell 77

Sell Construction Finance Up-sell 77

Gong.io

OCTOBER 20, 2021

an unsolicited e-mail that is sent to a receiver without prior contact; the email equivalent of cold calling. Wikipedia nails it; however, the Urban Dictionary definition is (unfortunately) sometimes more accurate. Oh, and that you close more deals (what really matters). COLD EMAIL. And we have the data to prove it.

Cold Call 118

Cold Call Meeting Negotiate Prospecting 118

Sales Hacker

DECEMBER 29, 2023

Just like last week, we’ve got something special for you: a compilation of perspectives from some of the best go-to-market (GTM) leaders out there. 20 GTM leaders answer the question: What is one widely held belief that revenue leaders have that you think is bull$ or no longer serving us? What problem are you trying to solve?

GTM 71

GTM Cold Call UX Price 71

Salesmate

JUNE 9, 2020

But sadly, few things are missed out when you do things in a hurry. Discovery call” is one of the most important parts of the initial sales process that’s not taken seriously by most of the sales reps. You cannot prescribe medicine without diagnosing the disease. What is a discovery call? So, do not take it lightly.

Sales 125

Sales Prospecting CRM Quota 125

PandaDoc

APRIL 20, 2022

But just because the days of cold calling and big email blasts are mostly gone doesn’t mean that the outbound sales process is dead. To clear this up: Outbound sales refers to the process of reaching out to prospects who haven’t indicated a direct interest in buying the product or service you want to sell.

Technique 98

Technique Cold Call Contract Cross-sell 98

SaaStr

NOVEMBER 8, 2023

“I don’t know about you, but I fail a lot,” Nick Mehta, CEO of Gainsight, says as his opener at SaaStr Annual 2023. Maybe you feel SaaS is crushing it this year, but it’s not easy for a lot of folks. Being open about mistakes helps others see that you can win at business while still being human-first. Or are the most critical?

X-functional 101

X-functional Contract Growth Quota 101

Lead Fuze

JULY 25, 2021

Getting leads to respond to your emails or talk to you on the phone is difficult. No matter who you are (rep, manager, or founder), how well you get around them will determine success. It’s just one of those skills that will keep you afloat in hard times. Sales is getting past common roadblocks of leads.

Objectives and Key Results 105

Objectives and Key Results Sales Up-sell Start-ups 105

Heinz Marketing

OCTOBER 12, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts!

Pipeline 131

Pipeline Cold Call Sales Clients 131

Lead Fuze

JULY 13, 2021

In time though, you’ll get used to it and realize that it’s part of the business. Knowing this and understanding why people reject are crucial steps in becoming a successful salesman or businesswoman. Knowing this and understanding why people reject are crucial steps in becoming a successful salesman or businesswoman.

Objectives and Key Results 98

Objectives and Key Results Drivers/motivators Angle Pitch 98

Sales Hacker

AUGUST 12, 2020

If you do it wrong, you alienate your customers. And even if you do a good job, you’re often ignored and risk being seen as an irritation. You only have one shot of standing out, and that’s by doing a GREAT job and hyper-personalizing. How did that make you feel? So, stop settling for good. How to Stand Out.

Assembly Line 108

Assembly Line Intrinsic Prospecting Pitch 108

Partners in Excellence

APRIL 7, 2019

It’s an important job, not just because these people generate a lot of new opportunities, but because they are, often, the very first human contacts our prospects have with us. We want, in these first calls, to engage the prospect in a credible, high impact conversation.

Manufacturing 85

Manufacturing Pipeline High impact Prospecting 85

Gong.io

DECEMBER 14, 2021

You craft that prospect email. You hit send. . You send a follow-up email. THIS one will get them to open, click, and (maybe) even call you! You are a pro emailer. Here are 7 sales email statistics that will help you win more deals. You’ve done it your entire life. You’ve got this. What is up?

Gaming 62

Gaming Negotiate Price Sales 62

Gong.io

NOVEMBER 7, 2022

But how do you handle multiple decision-makers? How do you maintain deal momentum and keep large deals from “slipping”? One of the main distinctions of a complex sale is you have to convince multiple stakeholders. One of the main distinctions of a complex sale is you have to convince multiple stakeholders. before closing.

B2C 62

B2C Sales Price Prospecting 62

VanillaSoft

OCTOBER 20, 2021

Your prospects don’t want to hear your script; they want to hear you ! Gina Trimarco, a trainer and coaching program director at Sales Gravy, draws from her improv experience to help you make your sales conversations more authentic. You know the type: They can grab a mic and spontaneously entertain a crowd.

Technique 73

Technique Entertainment Inside sales Sales 73

Salesforce

JULY 29, 2021

As a marketing veteran with almost 20 years of digital marketing experience, I was really struck by these numbers. Zebra Technologies believes that personalized marketing should begin with a company’s website and extend across all channels. We serve all of our customers, partners, and prospects on our website. “We

B2C 98

B2C A/B testing B2B Campaign 98

Partners in Excellence

APRIL 9, 2020

Cancel your contracts for virtually 100% of the tools you are paying for. Don’t get me wrong. Somehow, the pandemic means I receive more meaningless emails, texts, or calls from more irrelevant suppliers, more frequently. You probably experience the same thing. Every morning you open your email.

Contract 91

Contract High impact Technology Technology 91

Gong.io

DECEMBER 3, 2019

These “apology” words and phrases are all too common on sales calls. Apologizing is rampant amongst sales professionals with 57% of sales calls contain ANY form of apologetic language : sorry, apologize, forgive, pardon. You think you’re diffusing a tense situation or building trust by taking ownership. .

Pitch 99

Pitch Negotiate Price Trust 99

Heinz Marketing

MARCH 21, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. You can even ask Siri, Alexa and Google! Really happy to have you here. Matt : All right.

Pipeline 77

Pipeline Follow-up Sales B2B 77

SalesHandy

MARCH 21, 2023

And a deck of effective sales email templates needs to be handy, especially if you are running a cold email outreach. Tips For A Successful Sales Email That Generates Responses We believe in the Chinese proverb – “You give a poor man a fish, and you feed him for a day. We have made sure that these are worth your time.

Closing 98

Closing X-functional Sales Follow-up 98

Partners in Excellence

SEPTEMBER 9, 2022

She was mentioning the long hours she works, “Dave, I’m putting in 20 hour days… ” Let me call her Jill, “Come on Jill, is it really 20 hours?” I continued, “How do you feel about it? Do you think it’s too much, to little, do you think you are spending your time as well as you should?”

Start-ups 68

Start-ups Growth CRM Up-sell 68

PandaDoc

AUGUST 29, 2022

In a nutshell, there are restrictions regarding the online sharing of documents that contain people’s private information, and it is imperative that you and your team understand them completely. Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. Definition and typical steps.

Negotiate 98

Negotiate Contract Objectives and Key Results Legal 98

ConversionXL

MARCH 5, 2019

To many, cold emails are synonymous with spam and a nuisance—one reason why U.S. Why would anyone want to use cold email? For example, cold emails can deliver company-specific case studies directly to prospects’ inboxes. Still, it’s easy to get cold emails wrong. Review the laws for where you plan to send cold emails.

CTR 130

CTR Follow-up Campaign Cold Call 130

The Sales Hunter

AUGUST 27, 2019

If you’ve been following me for a long time, you know that I don’t consider networking the same as prospecting. Too many people go to a networking event but call it prospecting simply to avoid prospecting. When you prospect, you want to begin seeing action in your pipeline on a timely basis.

Networking 81

Networking Prospecting Objectives and Key Results Quota 81

Lead Fuze

NOVEMBER 2, 2021

She had been on the phone with a prospect for over an hour, and she didn’t know what to do. I took her headset and introduced myself to the prospect. Doesn’t it seem like his decision to meet with us should be based on the quality of our product? With it, you can’t go wrong. Being Too Salesy.

Trust 52

Trust Customers Cold Call Technique 52

Highspot

FEBRUARY 15, 2022

You have to strike a balance between stretching your sales reps and staying realistic. How do you set the best sales goals? We’ve got the information you need to work through the process, including: What are sales goals? Why do sales goals matter? In other words, you need to follow the SMART formula.

Cold Call 59

Cold Call Cross-sell Objectives and Key Results Sales 59

Hubspot

DECEMBER 31, 2019

I'll show you how everyone can benefit from using a sales cadence to define their sales process. Day 3: Email in the morning, call in the afternoon. Day 5: Call in the morning, call with a voicemail in the afternoon. Day 7: Email in the morning, call in the afternoon with a voicemail. Dubai, Turkey, and Romania.

Meeting 73

Meeting Territory Contact Clients 73

Sales Hacker

MARCH 4, 2019

My friend Tom at Bottomline Technologies was running a sales team making thousands of phone calls a week. Despite all their best efforts, his sales reps were only connecting with prospects 3% of the time. In a typical week those voicemails could generate a grand total of one returned call each day. Because it Shows You Care.

Cold Call 85

Cold Call Sales Pitch Up-sell 85

Gong.io

JULY 6, 2018

Google “sales call tips.”. 43 seconds, you’ll see that the Internet is polluted with articles about making better sales calls. So what makes these the 21 best sales call tips you’ll ever read? Our data team has analyzed nearly 2 million sales calls with AI and machine learning to find out exactly what works on sales calls.

Cold Call 103

Cold Call Objection handling Pitch Sales 103

Hubspot

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. In fact, HubSpot Research found a positive relationship between the number of opportunities in your pipeline per month and revenue achievement. But what is a sales pipeline and why is it so instrumental to selling success?

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

Hubspot

MAY 19, 2020

Picking the wrong targets will make it hard for sales and marketing to align and will lead to poor financial results. There are many reasons you may choose to purchase an account-based strategy. ABM has been top of mind for several years, but the many businesses (SMBs in particular) have yet to implement any formal ABM strategy.

Hospitality 82

Hospitality Product Objectives and Key Results Cross-sell 82

Sales Hacker

JULY 30, 2020

It’s important to understand what you bring to the table and the real value you provide. But none of that will help you if you’re talking to the wrong person. And finding who you need to present your solution to (and how) is more important than ever. Why would they buy? Who are the players?

Closing 69

Closing Drivers/motivators Up-sell Start-ups 69

Gong.io

JANUARY 12, 2022

Sales scripts — the elusive and oft-discussed topic on every sales team’s agenda (or should be). Sure, some Sales teams seem to be more script-driven than others, but have you ever considered exactly what makes up a sales script ? Or how you could use a sales script to boost your conversion rates? . you are in.

Cold Call 62

Cold Call Sales Pitch Meeting 62

Heinz Marketing

FEBRUARY 4, 2021

You may have the same job you did 10 months ago or 12 months ago, the same role, the same function, the same company. If I would’ve sat here 12 months ago, this time 2020 and said, “I’m going to describe for you the seven key areas of growth and success for marketers in 2020.” We may have hit our number.

Negotiate 139

Negotiate Cross-sell Prospecting Up-sell 139

Hubspot

AUGUST 8, 2019

With minimal data to work with, organizations practices some less than ideal marketing practices: consumers are bombarded with unrelated ads, emails, phone calls, and other outreach that they inevitably ignore. Here, we're going to explore what behavioral marketing is and why it could make a huge difference for your business.

Territory 101

Territory Retail Price Growth 101

Gong.io

DECEMBER 3, 2019

These “apology” words and phrases are all too common on sales calls. Apologizing is rampant amongst sales professionals with 57% of sales calls contain ANY form of apologetic language : sorry, apologize, forgive, pardon. You think you’re diffusing a tense situation or building trust by taking ownership. .

Pitch 62

Pitch Negotiate Price Trust 62

Lead Fuze

DECEMBER 1, 2021

If you do it wrong, personalization will alienate your customers. And even if you are successful with the strategy, they may see it as an annoyance. You only have one chance to make a good first impression, and that†s by doing an excellent job and making it hyper-personalized. How did that make you feel?

Customers 52

Customers Pitch Prospecting Contact 52

Sales Hacker

OCTOBER 31, 2019

You got a lead… Strike that. You had a lead. As you probably know, getting “ghosted” in sales means the dialogue you were having with a prospect appears to have abruptly ended. I’ve found that sometimes salespeople attach too much meaning to the silence too early. Ghosts are real.

Price 45

Price Up-sell Follow-up Prospecting 45