The 5% Institute

FEBRUARY 16, 2022

Finding your potential customer pain points is a crucial part of the sales process , because if you can’t find what they are; it’ll be a lot harder to close the sale. Many Sales Professionals and Business Owners go about their sales conversations the wrong way. Why Are Customer Pain Points Important To Find?

Customers 143

Customers Real Estate Non-Profits Consult 143

Highspot

DECEMBER 2, 2021

For sales enablement practitioners, this requires proactive evaluation of how you manage customer-facing talent, content, and communications to deliver exceptional buyer experiences. Create Clarity Around Your Sales Talent Lifecycle. Empower Your Sales Managers. Adaptability is key to survival in our ever-changing world.

Drivers/motivators 98

Drivers/motivators Technique Conversion Start-ups 98

ClickFunnels

OCTOBER 12, 2021

Then you need to make more sales. That’s why you might want to consider outsourcing lead generation to a lead generation agency… Table of Contents: What Is a Lead? #1 Want to Learn How to Build a Sales Funnel That Converts? Want to make more money? And that starts with generating more and better leads. And you know what?

Lead generation 244

Lead generation Contact Contract Price 244

Lead Fuze

JUNE 2, 2021

What do Top Sellers Know on How to Close a Sales Deal. Negative comments can drag down the success of a sale, so it’s important to eliminate them. Negative comments can drag down the success of a sale, so it’s important to eliminate them. 7 Techniques on How to Close a Sales Deal. Assumptive close.

Technique 98

Technique Closing Cross-sell Sales 98

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

CRM 118

CRM Pipeline Sales Strategize 118

ConversionXL

DECEMBER 2, 2020

“Should” content also tends to focus on the “what” and “why” components, which pad word counts (and appease search engines) but achieve little else. They don’t need you to define a strategy or tactic, or to tell them why it matters. So why is “should” content so ubiquitous? Because it’s cheap to produce.

Niche 161

Niche B2C Networking Contact 161

The 5% Institute

NOVEMBER 23, 2020

The alternate choice close is a popular sales closing technique , because put simply – when used correctly it works! It doesn’t matter if you’re working in retail selling low to medium priced products or selling high ticket consulting services ; the alternate choice close when learnt correctly can do you and your sales wonders.

Closing 140

Closing Technique Consult Retail 140

The 5% Institute

APRIL 14, 2021

Sales training for Executives is crucial for your closing rate success, because nothing happens until a sale is made. In this article, you’ll learn the various sales training for Executives topics required for learning, so you can close more sales, and serve more people in an elegant and non-pushy fashion.

Objectives and Key Results 139

Objectives and Key Results Sales Clients Objection handling 139

Search Engine Land

AUGUST 8, 2023

This article will help you find a way to get away from vanity metrics and determine the SEO metrics that matter. We know they do because: We’ll let our customers define these – so if they matter to our customers, they should matter to us. Socializing the metrics that matter in your business. We’ve all been there.

Angle 98

Angle Strategize Drivers/motivators Follow-up 98

Salesforce

SEPTEMBER 11, 2023

Get your customers back What is digital engagement and why is it important? Learn why each one matters, and how to make sure you’re doing them all right. Targeting Of course, none of that high-quality content matters unless it reaches the right audience, and AI can help with that too. We can show you how.

Retail 122

Retail Drivers/motivators CRM Click Through Rate 122

Sales Hacker

AUGUST 2, 2021

Sales coaching is often a touchy subject. We carried out research on sales coaching , looking into how different sales employees view it, and the results showed overwhelmingly that sales coaching works, and that most people involved want to see more of it. It’s practically unanimous: sales coaching really works.

Represent 107

Represent Sales Pipeline Pitch 107

Spiro Technologies

SEPTEMBER 15, 2022

But it’s also had the effect of normalizing and amplifying toxic myths about sales. . To be sure, these myths were around long before sales blogs and social media, so they’re not necessarily new. But the communities that have sprung up online have mainstreamed these assumptions like never before. .

Commission 111

Commission Inside sales Outside Sales Up-sell 111

ConversionXL

APRIL 1, 2019

It has its origins in an academic paper that challenges a traditional assumption of information asymmetry. The assumption is that expertise allows some, such as sellers, to anticipate the needs of their non-expert buyers. It can also come up in face-to-face meetings—sales pitches, conferences talks, account reviews, etc.

Pitch 133

Pitch A/B testing Up-sell Launch 133

The 5% Institute

JANUARY 15, 2021

Sales training for Small Business Owners is crucial for your small business success, because nothing happens until a sale is made. In this article, you’ll learn the various sales training for Small Business Owners topics required for learning, so you can close more sales, and serve more people in an elegant and non-pushy fashion.

Objectives and Key Results 131

Objectives and Key Results Sales Clients Objection handling 131

Heinz Marketing

MARCH 26, 2022

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. Sales Psychology: 3 Questions to Change How Buyers Think. The Change Leader’s View: Why Sustaining Relevance Matters. B-to-B Marketing Doesn’t Have to Be Boring.

B2B 97

B2B Sell Meeting Education 97

Sales Pop!

MARCH 13, 2022

In this series, we’ve been discussing the finding of meaning within sales. Why is this so important? And Pipeliner aims to refocus, reengineer, and reimagine sales as one of the world’s most important workforces. As discussed in the last two articles, sales has been labeled with a negative connotation. The Middle Class.

Pipeline 93

Pipeline Networking Sales Cross-sell 93

Heinz Marketing

MAY 7, 2022

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. Here’s Why That’s a Red Flag. 3 Reasons Why Brand Consistency Matters. 3 Reasons Why Brand Consistency Matters.

B2B 98

B2B Closing Networking Drivers/motivators 98

Sales Hacker

SEPTEMBER 12, 2022

Founders, take note: Just having a great product or service to offer is not enough to make a sales team successful. Related: Mastering Founder-Sales: 10 Lessons from 150+ Early-Stage Start-Ups. Why you need to identify your target market. Why you need to identify your target market. Table of contents.

Sell 80

Sell B2C Strategic partnership Sales 80

Gong.io

AUGUST 26, 2020

Quick quiz: Which of the following describes the top sales reps at your organization? B: They are veterans with years and years of sales experience. But in sales, there’s a hidden game-changer that puts the best reps over the top: the language they use. That’s why it’s such an important aspect of selling to B2B buyers. (As

Gaming 122

Gaming Trust Retail Up-sell 122

ConversionXL

OCTOBER 4, 2022

The best ecommerce marketing strategies aid in: Aligning teams (alleviating the age-old marketing/sales rift); Setting and measuring against goals and KPIs; Reaching the right target audience (not just any customer who might fit); Achieving cohesivity across channels and creating an immersive user experience. Rand Fishkin , SparkToro.

Referrals 129

Referrals Retail Growth Cross-sell 129

Heinz Marketing

FEBRUARY 26, 2022

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. Understanding and Building Sales Impact Models. Thank you, Erica Schultz , for highlighting this sales technique. . How to align B2B sales and marketing teams.

B2B 110

B2B Pipeline Technique Presentation 110

VanillaSoft

OCTOBER 13, 2021

Sales messaging master Jim Karrh describes the order in which you should be answering a prospects’ questions to drive a sale naturally. Discover why you should talk less if you want to come across as a brilliant conversationalist — and other tips from Jim’s sales messaging playbook. Your language matters.

Pitch 77

Pitch Sales Inside sales Prospecting 77

Sales Hacker

FEBRUARY 24, 2021

For a CFO, projections, financial plans, and reports matter more than other aspects of the product, which makes it a hard task to convince them to make a deal. Looking at the company’s annual report also gives ideas on the financial matter that concerns the organization itself. This is where their heart is. Focus on saving money.

Sell 89

Sell Pitch Finance Cross-sell 89

Sales Hacker

JULY 9, 2020

No one could have predicted COVID-19, but the people who can adapt are the ones who will advance their sales careers during this time. With the current state of sales , everything is changing fast. Digital is now the preferred sales interaction, with a 250% boost in mobile app ordering. Don’t cut corners. Stay upbeat.

Quota 114

Quota Sales Niche Drivers/motivators 114

Women Sales Pros

MAY 17, 2019

Don’t make assumptions. What mattered in the last round of negotiating may not matter as much this time. Do your research, ask questions, test the waters to probe and suss out what matters most to the other party. Be prepared to anchor what matters most to you. Consider how to manage urgency in your favor.

Negotiate 131

Negotiate Contract Price Start-ups 131

Gong.io

DECEMBER 14, 2021

Sales emails are easy. Here are 7 sales email statistics that will help you win more deals. We review millions of calls, emails, and other sales interactions for all of these sales stats. In the Gong platform, it looks something like this: So this article is not just our assumptions on what works best for sales emails.

Gaming 62

Gaming Negotiate Price Sales 62

Anthony Cole Training

JUNE 11, 2014

A guest blog post by Walt Gerano, Sales Development Expert. And no matter WHERE you are, there’s still time to have an extraordinary year if you’re willing to invest the time to work ON your business, not just in it. If you’re hitting your behavior targets and not the revenue results, ask yourself why.

Sales 169

Sales Process 169

Gong.io

FEBRUARY 26, 2019

Of all the things I expected from this sales meeting, an “easy win” was not one of them. The Worst Way to Build Your Business Case In Sales. Before you learn how to present a killer business case, here’s a warning (Ignore it at your own peril): Presenting ROI at any point in your sales process correlates with a 27% drop in close rates.

Presentation 99

Presentation Technique Closing Follow-up 99

Martech

JULY 12, 2022

Delivering revenue and results is all that matters. Not surprisingly, there are a handful of consistent reasons why most marketing is doomed for failure even before it starts. Management and other functions, like sales, often have assumptions about the effectiveness of marketing. Marketing is a mission-critical function.

Campaign 115

Campaign Strategize Launch Prospecting 115

ClickFunnels

AUGUST 5, 2021

Typically, it means getting them to take the next step in your sales funnel , whatever that next step may be. If 100 people have visited your sales page and 10 of them bought your product, your sales page conversion rate is 10%. What Is Conversion? Most Popular Conversion Types. get them to click on a Facebook ad).

Lead generation 130

Lead generation Conversion A/B testing Promote 130

SalesBlog!

APRIL 23, 2022

I walk into our conference room and the visiting presenting manager, salesman and sales engineer were waiting there to give us their “dog and pony” sales presentation in hopes of my organization partnering with them. It has helped me with credibility, sales, hiring, and marketing. 2 No understanding of our needs.

Presentation 52

Presentation Sales Contact Meeting 52

Sales Hacker

AUGUST 5, 2021

Gaining an understanding of the culture you’re selling into matters, not only for the benefit of your bottom line and your clients but for your internal teams, too. Why is navigating cultural nuances important? Encourage your sales team to be flexible and curious about potential new learnings from other countries and cultures.

Sell 107

Sell Territory Negotiate E-commerce 107

SaaStr

DECEMBER 23, 2022

But would you be surprised to learn that it takes an average B2B sales team two days to respond to a lead? That’s why connecting to prospective customers in real-time is critical. Track how long leads are routed to the sales team – and if it takes hours or even days, move to fix that process. Prep your sales team.

Engineering 66

Engineering Pipeline Territory Follow-up 66

The 5% Institute

JULY 21, 2020

Sales training for Entrepreneurs is crucial for your entrepreneurial success, because nothing happens until a sale is made. In this article, you’ll learn the various sales training for Entrepreneurs topics required for learning, so you can close more sales, and serve more people in an elegant and non-pushy fashion.

Objectives and Key Results 94

Objectives and Key Results Sales Clients Objection handling 94

Hubspot

AUGUST 28, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. I despise over-generalizations, but when you’re dealing with prospects you don't know, you need to make some assumptions — that way, you’re prepared to handle their objections effectively. Let's take a look.

Prospecting 60

Prospecting Education Contact Up-sell 60

ConversionXL

MARCH 17, 2021

From long sales cycles to trying to stand out from the sea of sameness, B2B companies face an uphill battle from the start. I recently surveyed and interviewed over 200+ B2B executives, marketing & sales leaders to find out exactly what challenges they currently face and what they are doing to overcome them. So what does it take?

B2B 150

B2B Non-Profits Tradeshows Campaign 150

The 5% Institute

FEBRUARY 6, 2020

Sales training for Managers is crucial for not only your Managers success – but also for their reporting sales staff too. In this article, you’ll learn the various sales training for Managers topics required for learning, so you can close more sales, and serve more people in an elegant and non-pushy fashion.

Objectives and Key Results 98

Objectives and Key Results Clients Objection handling Sales 98