Partners in Excellence

JANUARY 13, 2025

His strategy to engage the CRO was to lead with AI and the capabilities it enabled in the product he was selling. “I get it, his company sells software products, and they are making a big deal about AI, but is that the reason he should want to talk to you? . But “we” are making everything we do in selling about AI.

Sell 126

Sell Prospecting Technology Technology 126

Anthony Cole Training

FEBRUARY 21, 2025

An effective sales pitch should begin with the early "bonding and rapport" part of selling. Finding commonality and relating to a prospect is an important first step. An effective sales pitch should begin with identifying areas of connection, often achieved by doing research on the industry and client prior to the meeting.

Pitch 202

Pitch Sales Trust Clients 202

Sales Gravy

OCTOBER 15, 2024

On this episode of The Sales Gravy Podcast, Jeb Blount Jr. and special guest Victor Antonio, renowned sales expert and author, dive deep into the world of sales, AI, and mindset. This shift makes human skills even more essential in later stages of the sales process.

Sell 97

Sell Pipeline Lead generation Networking 97

Sales Pop!

OCTOBER 24, 2024

Lifelong sales learner that I am, I’ve always been a voracious reader of selling books, posts, blogs, podcasts and the like. But over a long sales career, my best and most memorable insights have come from first-hand experiences involving real colleagues and real clients – direct experiences both good and bad.

Technique 245

Technique Represent Education Clients 245

Sales Gravy

DECEMBER 19, 2024

In this episode of The Sales Gravy Podcast, discover how Alex Niswander used the Fanatical Prospecting framework to maximize outreach and build meaningful client relationships. Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs), and actionable tips to fill, move, and close your sales pipeline effectively.

Prospecting 97

Prospecting Pipeline Follow-up Gaming 97

Veloxy

JANUARY 7, 2025

In the world of sales, time is money. This is where the concept of the sales cycle comes into play. A streamlined sales cycle can significantly boost your company’s efficiency and profitability. It can help you close deals faster, increase your sales volume, and improve your bottom line. What is a Sales Cycle?

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Anthony Cole Training

AUGUST 30, 2024

In 2005, I read Dave Kurlan’s book Baseline Selling. Dave took the fundamentals of effective selling and used the baseball diamond and baseball terminology to explain his sales process. Baseball today is essentially the same game that was formalized in New York around 1840, but we know that selling has changed considerably.

Gaming 285

Gaming Sell Pipeline Prospecting 285

Iannarino

AUGUST 3, 2021

That first meeting can end with you impressing your client by using their time wisely and making the experience a valuable one, moving both of you forward in the sales conversation. But if you’re not careful you can repel your prospective client, courtesy of the legacy approach to sales that creates no real value.

Meeting 321

Meeting Clients Prospecting Construction 321

Iannarino

FEBRUARY 18, 2022

In 2016, I published a book titled The Only Sales Guide You'll Ever Need. In the chapter on Accountability, I wrote that you sell "outcomes," making the case that your prospective client isn't interested in your product or your service. Instead, they want to reach an outcome, one that would improve their results.

Strategize 307

Strategize Sell Clients Prospecting 307

Anthony Cole Training

MARCH 24, 2022

Do your lenders provide your prospects and clients with the consultative financial and business advice that establishes value and makes you rate-resistant? One of the areas where we are spending a significant amount of training time in 2022 is on sales negotiation strategies, value-based selling, as well as sales negotiation techniques.

Sell 296

Sell Negotiate Technique Consult 296

Anthony Cole Training

MARCH 24, 2023

In part 1, I gave you a sample of how the ‘selling value’ discussions sounds. Prospect : W hy should I do business with you or your bank / company? Here it is again.

Sell 291

Sell Prospecting Sales 291

Iannarino

MAY 14, 2023

Those of us who have had the experience of selling in a highly commoditized industry adapt to the lack of differentiation. Even if your company does something different than your competitors, your prospective clients aren’t likely to find this compelling.

Sell 299

Sell Clients Conversion Prospecting 299

Sales Pop!

JANUARY 7, 2025

Enthusiasm The first indicator prospects and clients observe for whether to conduct business is the sincerity plus enthusiasm in our voice. Informal Questions of Importance Most representatives are too focused on making the actual sale, but Telling-Selling rarely works well. Dont give up find a better way! Celebrate Success!

Appointment 298

Appointment Clients Represent Follow-up 298

Anthony Cole Training

FEBRUARY 14, 2025

They must have the skills to ask the right questions, listen to understand, position their value, and help a prospect self-discover the solution that makes sense. This is very different than selling in the past when the seller controlled the information and buying process.

Drivers/motivators 335

Drivers/motivators Sales Prospecting Sell 335

Iannarino

FEBRUARY 24, 2022

This is often the case with insight-based selling and, in some ways, the entire modern sales approach. We use these tools because they allow us to achieve a desired result, one that benefits the prospective client by helping them change and improve their business. Insights and a provocative perspective are merely tools.

Sell 299

Sell Clients Prospecting Sales 299

Sales Pop!

JANUARY 25, 2025

Selling online isnt what it used to be. Weve spent years helping businesses boost their sales by standing out online. Below, youll learn how to identify your unique selling points, communicate them effectively, and turn them into real sales advantages. And if they dont see it, they move on.

Product 255

Product Customers Real Estate Trust 255

Hubspot

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. With that said, cultivating and projecting credibility can be extremely tricky in a sales engagement. Check out what they had to say!

Prospecting 74

Prospecting Trust Consult Pitch 74

Iannarino

MARCH 23, 2023

Over time, as the external environment changes , sales organizations adapt their sales approach to match the needs of their prospective clients. They also adopt new sales strategies to improve their results.

Lead generation 286

Lead generation Sell Sales Clients 286

Anthony Cole Training

DECEMBER 5, 2024

In the old days of selling, closing was about what happens at the end of a client or prospect meeting did we get them to sign something, give us the green light, or seal the deal? The activity was about applying pressure on the buyer to make a decision NOW.

Technique 314

Technique Closing Clients Meeting 314

Iannarino

OCTOBER 26, 2022

Selling is challenging enough without having to do it at a distance. While the combination of video and audio is better than audio alone, it doesn't come close to being in the room with your prospective client. However, post-pandemic, virtual selling is here to stay.

Sell 278

Sell Clients Conversion Meeting 278

Understanding the Sales Force

NOVEMBER 15, 2024

As I pivot to selling, please watch this two-minute video before continuing the article. When prospecting doesn’t take place on a daily basis, salespeople fail to build their pipelines. Whether you call it cold-calling, prospecting, outbound, or hunting, the name doesn’t change what it is or how difficult it is.

Prospecting 69

Prospecting Cold Call Pipeline Gaming 69

Understanding the Sales Force

JANUARY 6, 2025

Although we’ve attended for close to 23 years, this year I noticed something different and that experience will help you better understand the important role that sales process plays in the context of a modern sales methodology. A well designed sales process has so many benefits. We are happy to help with that!

Process 131

Process Sales Conversion Sell 131

Hubspot

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. Somehow, the deal slips through your fingers, and so does the prospect. If I just described a familiar struggle one you might know all too well Im here to share a solution that might be the answer to your prayers: Gap selling. Table of Contents: What is gap selling?

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Hubspot

MARCH 12, 2025

Buyers face the same challenge every day, making simplicity a superpower in sales. SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. Lets take a look at the basics of SNAP and how you can start using it in your sales cycle. Table of Contents What is SNAP selling?

Sell 61

Sell Objectives and Key Results Pitch Sales 61

Understanding the Sales Force

MAY 15, 2025

Sales has its own set of traditions where we could reasonably ask, Why are we still doing that?” There are three primary reasons as to why they start with a pitch rather than taking a consultative approach: Prospects ask, What do you have? This is my recollection of how the first-ever sales call went.

Engineering 127

Engineering Price Follow-up Pitch 127

Understanding the Sales Force

APRIL 11, 2025

Good salespeople know that the key to a sales process that will result in a sale, is uncovering their prospects compelling reason to buy. Is it compelling to the prospect? We teach them to get the prospect emotional, as in, How does that make you feel? The same thing can happen to salespeople. Easy (to state).

Hospitality 125

Hospitality Sales Prospecting Up-sell 125

ClickFunnels

MAY 13, 2025

The post Simple Steps for Creating Your First Sales Funnel appeared first on ClickFunnels. Want to build a sales funnel in less time than it takes to binge-watch a season of your favorite TV show? Why is a Sales Funnel Important? What Do I Need to Create a Sales Funnel? 5 Steps to Build a Strategic Sales Funnel 1.

E-commerce 130

E-commerce Strategize Sales Lead generation 130

Iannarino

SEPTEMBER 18, 2022

The idea behind needs-based selling is knowing what your client needs. While it is important to understand what your prospective client needs and why they need it, your solution may only be a part of what they require to reach their goals.

Sell 269

Sell Clients Meeting Prospecting 269

Iannarino

NOVEMBER 5, 2023

The first type, and arguably the most common, is a salesperson who needs something from their prospective client. We can divide salespeople into two types. The second type believes they can fulfill a client’s need.

Sell 285

Sell Clients Prospecting Sales 285

Iannarino

FEBRUARY 27, 2022

What is the best sales approach for B2B sales? Is it "Solutions Selling" or perhaps "Spin Selling?" While it's important to practice a consistent approach, it’s more important that the approach you practice serves your prospective clients by helping them decide what to do to improve their results. Challenger?

Sales 333

Sales B2B Up-sell Clients 333

Anthony Cole Training

APRIL 19, 2024

Technology is transforming businesses and disrupting entire industries, including the world of selling, which has traditionally been categorized as primarily a “people business”.

Technology 328

Technology Technology Sales Prospecting 328

Anthony Cole Training

JULY 14, 2022

Selling is a “slight edge business.” There is very little you can control in selling. You can’t make prospects take your call. You can’t make prospects agree to meet with you. You can’t make them move forward in your sales process and you certainly can’t make them buy from you.

Sales 314

Sales Prospecting Meeting Sell 314

Iannarino

NOVEMBER 16, 2022

The truth is that the sales conversation is one of the largest variables of success. The conversation is the only vehicle you have to create value for your prospective client. Because these things are true, you would expect sales organizations to focus on the sales conversation in training, development, and coaching.

Conversion 269

Conversion Sell Clients Prospecting 269

Anthony Cole Training

FEBRUARY 23, 2022

If you consider all the things that you do as a salesperson throughout the day, you’ll notice you spend a lot of time virtually prospecting, qualifying, closing, and building relationships.

Sell 295

Sell Prospecting Closing Process 295