A Sales Guy

MARCH 30, 2021

In celebration of over 50,000 copies of Gap Selling sold, I wanted to take a moment and highlight other books that influenced my perception or help expand on concepts within Gap Selling. Reading Gap Selling is a start to changing the way we sell, but the truth is, it is a sophisticated and inherently difficult sales approach.

Sales 166

Sales Gaming Promote Sell 166

criteria for success

NOVEMBER 8, 2022

My guest today is the author of 5 best-selling books, including her latest Selling From Your Comfort Zone: The Power of Alignment Marketing. We hope you enjoy this insightful conversation. CFS Resource Recommendations: Check out our free resource … Subscribe to our blog ! Follow us on Twitter!

Networking 98

Networking Strategize Presentation Sell 98

Sales Gravy

JULY 7, 2023

When They Say No: Overcoming Rejection And Shifting Your Mindset Introduces Andrea and Richard's new book, When They Say No, and provides valuable insights on overcoming rejection in sales. Selling goes beyond pitching product features and freebies. Our brains developed a powerful instinct to avoid rejection at all costs.

Relationship building 87

Relationship building Drivers/motivators Pitch Growth 87

Sales Gravy

JULY 14, 2023

It's free flowing, insightful, and informative. Mastermind Groups: A Powerful Way to Start Selling and Leading Better A Mastermind Group is a peer-to-peer mentoring group where individuals come together to help each other solve their problems and improve their lives or businesses. It's free flowing, insightful, and informative.

Construction 67

Construction Drivers/motivators Technique Referrals 67

Martech

MARCH 20, 2024

Whether driven by a merger, acquisition, evolving customer needs or a crisis, a rebrand requires significant time and resources. You also may need to adjust your mission, vision and values, requiring input/buy-in from your leadership team and assistance from human resources. However, the ROI can be enormous. In your inbox.

Strategize 106

Strategize B2B Legal Launch 106

criteria for success

MARCH 7, 2023

Stacey Hall is the author of 5 best-selling books, including her latest Selling From Your Comfort Zone: The Power of Alignment Marketing. We hope you enjoy this insightful conversation. Stacey Hall is the author of 5 best-selling books, including her latest Selling From Your Comfort Zone: The Power of Alignment Marketing.

Sell 52

Sell Conversion Sales 52

Veloxy

FEBRUARY 13, 2023

Open ended sales questions are questions that cannot be answered with a simple “yes” or “no” They force the customer to think and respond with an insightful answer. While close ended questions give you faster and direct results, open ended questions deliver richer and more valuable insights.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Spiro Technologies

JANUARY 13, 2022

While there are plenty of resources out there to give you an edge (like this sales blog), there’s nothing that can help you understand the complicated world of sales quite like a great sales book. But not all sales books are created equal. Here are eight sales books to help you crush your sales goals: 1.

Gaming 105

Gaming Sales Up-sell Drivers/motivators 105

Veloxy

NOVEMBER 22, 2023

Download Now: The Big Blue Book of Field Sales All the emerging best practices packed into one free ebook. Solid insights for field sales managers and field representatives. Performance metrics and reporting provide insights into your sales team’s activities, track progress, and help optimize sales strategies.

Territory 130

Territory Objectives and Key Results Represent Drivers/motivators 130

Closing Bigger

SEPTEMBER 18, 2023

If you’re looking for a keynote sales speaker for your next sales conference you can contact us to book a quick discovery call. Have I, as a sales leader (and we’ll talk about how to do this later on), provided my team with the insights, resources, and tools to discover these things? So, do I know this?

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Search Engine Land

FEBRUARY 14, 2023

If you’re not conducting base analysis, you might set your site up for failure by funneling all of your resources to a main keyword that is too far out of reach. How to analyze a Google SERP Learning how to analyze Google SERPs provides insights into a keyword and your ability to rank for the term. Book reviews.

Education 95

Education Angle UX Click Through Rate 95

ClickFunnels

JULY 1, 2021

Imagine I’m selling sales funnels (like we do at ClickFunnels ). Our next example comes from one of our very own sales pages — that for Russell Brunson’s bestselling book, Traffic Secrets. SOLUTION] This new book shows 20+ secrets for getting traffic to any website or funnel. CTA] Book a free call today to learn more!

Pitch 246

Pitch Real Estate Entertainment Consult 246

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

PandaDoc

APRIL 17, 2024

They can use their time and resources more efficiently by focusing on customers with the highest value. As with ACV, it’s a metric that can provide various insights. Some subscription-based companies therefore need to sell more or fewer subscriptions than others. Sales reps. See also What type of companies use a CRM?

Contract 52

Contract Non-Profits Legal Clients 52

Gong.io

OCTOBER 19, 2022

But, speaking broadly, sales productivity is about closing more sales with the same amount of resources — things like time and money. It’s the number of resources they use to complete a task. It’s what they do with the resources they are given. If they book 20 meetings from only 1000 calls, their score also increases to 0.02.

Product 62

Product Cold Call Sales Meeting 62

Martech

OCTOBER 9, 2023

Dig deeper: Does your email copy persuade or sell? Check these resources: If you don’t already have a good background in psychology in marketing and behavioral science, start by reviewing Cialidini’s own thumbnail guide to his seven principles of persuasion , or read his landmark book, Influence: The Psychology of Persuasion.

A/B testing 134

A/B testing Retail Campaign Price 134

Gong.io

SEPTEMBER 26, 2022

In this guide, we’ll look at what remote selling is and why it’s replacing traditional sales models. Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Why remote selling is the future of sales . Remote selling offers more data points. What is remote sales?

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Salesforce

NOVEMBER 19, 2021

Discover timely insights and useful sales tips. Getting the communication (and timing) right prevents losing prospects by bombarding them with too much information or giving them the hard sell too early. “Today, my definition of selling is helping [people],” Bosworth said. Why is the sales funnel important?

Pitch 98

Pitch Sales Customer Relationship Management Prospecting 98

Heinz Marketing

MAY 4, 2020

In last week’s Sales Book Club , Sales Manager Survival Guide author David Brock talked about the role every sales professional can equally play in not just leading their organizations through crisis, but leading their customers and prospects through it as well. The weekly Sales Book Club (no reading required!)

Sell 92

Sell Trust Sales Up-sell 92

Salesmate

JULY 28, 2020

Books help in expanding knowledge. So, take the help of various sales books to enhance your knowledge and brush up your skills. 25 sales books you must-read in 2020. Here is a compilation of top sales books that you should consider reading in 2020 to improve your performance and reach your sales goals.

Objectives and Key Results 103

Objectives and Key Results Pitch Sales Quota 103

Gong.io

APRIL 2, 2021

Even if you only master one of these pipeline-building techniques and you’ll end the month with more meetings booked (and close the quarter on the right side of quota). makes you 40% less likely to book a meeting. Prospecting Technique #6: Sell The Meeting. It’s about selling your buyer on why they should attend the meeting.

Technique 124

Technique Meeting Prospecting Cold Call 124

Salesforce

MAY 30, 2023

Get answers to your burning questions about the best ways to sell, learn, and grow in this ever-changing field. At the lower end, you typically get bare-bones training (think: elementary information on sales careers or selling tactics), although some established organizations offer low-cost, high-value certifications. Have a question?

Education 52

Education Objection handling Cold Call Up-sell 52

Gong.io

DECEMBER 31, 2020

Our team of data scientists crunched the numbers from 140,566 sales opportunities, including the sales calls and meetings that occurred within those opportunities, and uncovered some eyebrow-raising insights. Reason for the objection: They’re bought in, but they need to figure out how to sell it internally. . Nope, deleted.

Cross-sell 96

Cross-sell Sales Meeting Up-sell 96

A Sales Guy

SEPTEMBER 15, 2016

A few years ago I created a list of the best books sales people should read to become a badass. The list included some amazing books. What made that list so special was the surprising number of books that WEREN’T sales books. This list is all sales books. This book completely surprised me.

Gate keeper 167

Gate keeper Sales Pipeline Up-sell 167

ConversionXL

AUGUST 11, 2021

When your business, book or podcast needs additional support, sponsorship can make a huge difference. In that sense, you need to look at it like selling a product. For example, if you’re publishing a book you might run a book tour that allows sponsors to access physical audiences.

Objectives and Key Results 139

Objectives and Key Results Follow-up Contact Prospecting 139

Women Sales Pros

NOVEMBER 15, 2019

If you were new to the career of professional selling and you looked on Amazon for top sales books today, you’d find them authored by men (nearly ALL of them, with a few standout options.) If you went to the airport bookstore to find a sales book, it will be authored by a man, nearly every time.

Manufacturing 102

Manufacturing Sales Represent Consult 102

Salesforce

DECEMBER 12, 2023

If you want to expand your reach, consider joining other professional communities to gain recruiting insights from fellow sales professionals and build your network. Resourcefulness A big part of a sales leader’s job is moving company initiatives forward — even when there are major roadblocks.

Sales 59

Sales Strategize CRM Drivers/motivators 59

Highspot

JANUARY 29, 2024

With any sales strategy , you need to confidently speak to the product you’re selling, the value it adds, and how to position it to decision-makers to engage them in a way that resonates. Value selling is a sales methodology that highlights the value a product or service can deliver to the customer.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Hubspot

MARCH 14, 2021

Solid social selling skills are transitioning from a nice-to-have to a need-to-have for sales professionals, but developing that kind of expertise is much easier said than done. In the past, I've leveraged mutual team connections with a HubSpot director on LinkedIn to successfully initiate and book calls with prospects.

Sell 97

Sell Manufacturing Trust Up-sell 97

Heinz Marketing

FEBRUARY 16, 2021

It means that the way they reach, sell to, and serve their buyers has changed as well. Buyers have greater access to resources, content, and data than ever have before. With nearly limitless access to content and resources online, buyers can find whatever information they need right at their fingertips. Challenges to Overcome.

Conversion 127

Conversion Sell B2B Sales 127

Gong.io

JANUARY 2, 2023

Creating a personalized experience can leave a favorable impression and even help you sell more. If you sell to an unqualified prospect, there’s a good chance they’ll churn once they discover your solution doesn’t fit their specific needs. You can also gather insights from your actual buyers through surveys and interviews.

Sales 149

Sales Prospecting Pipeline Pitch 149

Highspot

JANUARY 18, 2024

What Is SNAP Selling? Core Principles of SNAP Selling Three Critical Decisions in SNAP Selling SNAP Selling Terms You Should Know How to Adopt the SNAP Selling Methodology SNAP Selling Tips and Best Practices Implementing SNAP Selling in Various Industries Is SNAP Selling Right for Your Business?

Sell 52

Sell Real Estate Customers Healthcare 52

Salesforce

MARCH 15, 2022

As we tracked progress and areas where team members could improve, we decided the next step for using Salesforce to help us grow and develop was to use it to generate vital insights. As we added more defined sales processes to keep us accountable to our goals, we also generated insights to help us continuously improve.

Appointment 96

Appointment Drivers/motivators Sales Territory 96

Highspot

DECEMBER 19, 2023

To amplify its impact, many companies integrate the playbook into a collaborative sales training platform that allows SDRs to easily access the playbook’s resources, engage in interactive learning modules, and apply the acquired knowledge in practical scenarios. It harmonizes sales and marketing to ensure focus on unified business targets.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

SaaStr

OCTOBER 17, 2023

Sell to more existing customers. If you keep these insights on the customer flowing to the right channels, it becomes a hub in your organization. It’s one thing to bring the customer over the line and sell for the first time. Your selling team will 3x, and sales will become codified. Get more new customers.

Cross-sell 65

Cross-sell Customers GTM A/B testing 65

Salesforce

OCTOBER 11, 2023

Every conversation brings new changes in an opportunity, and sellers need to stay curious and keep verifying and digging as they sell. Discovery calls give the sales rep insights into the prospect’s pains and goals, which helps them pitch the right products effectively. Why are discovery calls important?

Pitch 59

Pitch Trust Transportation Objectives and Key Results 59

ConversionXL

JANUARY 18, 2022

Muun found a market need but failed to compete with bigger names that provided customers with authoritative content and resources. It uses the insights gained in product marketing to work out how to reach them. Both companies offer heaps of resources, from blog articles to webinars. But success didn’t happen overnight.

Product 110

Product GTM Construction Launch 110