Cerebral Selling

SEPTEMBER 19, 2022

Have you ever been completely put off by the rep on the other end of a sales call? The way sales reps show up matters to buyers. Research from Gartner shows that time spent with a sales rep during the sales cycle has dropped to 5-6% on average. Infusing personality into your sales motion is just as critical!

Sell 147

Sell Cold Call Territory Up-sell 147

Veloxy

FEBRUARY 13, 2023

Research conducted at Harvard University suggests asking questions improves liking and learning. Open ended sales questions are a crucial aspect of the sales process. Additionally, we’ll cover some of the common mistakes to avoid when asking open ended sales questions. What are open ended sales questions?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Hubspot

DECEMBER 5, 2023

As we enter the age of AI, one thing is for sure - the relationship between sales pros and their prospects will never be the same. When I surveyed 1,477 global sales professionals to determine the top trends and challenges that teams were facing , one key finding became apparent.

Consult 71

Consult Sales Up-sell Presentation 71

Veloxy

JUNE 23, 2021

As any business will attest, there’s no greater feeling than when your company grows and reaches a point where you need to expand your inside sales team. Naturally, more salespeople means more sales which translates to more revenue. According to the Harvard Business Review, the average annual turnover in sales is about 30%.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Cerebral Selling

JANUARY 6, 2023

Email prospecting is one of the simplest and most widely-used strategies for generating sales leads. when the message actually lands in the recipient’s inbox) is on the decline, even for top-rated CRMs and marketing platforms. It’s also one of the most overused and abused. Data tells us that email deliverability (i.e. Subject Lines.

Prospecting 191

Prospecting Meeting Pitch CRM 191

Salesforce

FEBRUARY 2, 2024

You’ve done your research. Getting ghosted by prospects can be one of the most disheartening parts of a seller’s job. Below, we share a vetted sales email template that can help you get responses. What you’ll learn What is a sales email template? Engage buyers everywhere What is a sales email template?

Pipeline 105

Pipeline Sales CRM Quota 105

Salesforce

SEPTEMBER 28, 2023

Sales great Zig Ziglar once wrote, “If you aim at nothing, you will hit it every time.” ” That’s the struggle of every team without clear sales targets: no clarity, no progress, no growth. It comes down to regular examination of resources, performance, and potential. See how it works What are sales targets?

Quota 116

Quota Territory Pipeline Sales 116

Sales Hacker

JANUARY 14, 2022

Sales leaders often label high-performing sales reps as having the “it factor.” But believe it or not, the “it factor” in sellers is a myth and one that’s been embraced for far too long by sales leaders. The reality for many organizations is—top performers thrive and the rest of the team is left behind.

Objectives and Key Results 98

Objectives and Key Results Sell Quota Construction 98

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? I asked my question because I believe being really interested in selling is a necessary but not a sufficient condition to be successful in SALES. To answer even your first question:” Are you interested in Sales?”

Customers 102

Customers Contract Consult Electrical Engineering 102

Hubspot

JANUARY 9, 2024

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. To top it off, high performers can earn over $100,000 annually. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front.

Objectives and Key Results 69

Objectives and Key Results Sales Trust Up-sell 69

Salesforce

NOVEMBER 16, 2023

In a time where consumers have as many options as they do today, sifting through the endless research can feel daunting. Turn brand advocates into sellers Learn how you can quickly launch referral marketing promotions across the full customer journey. Social media has become the first stop in product research.

Referrals 124

Referrals E-commerce Promote CRM 124

Gong.io

DECEMBER 19, 2022

Value-based selling sees your sales reps putting buyers first, focusing on their needs at every sales funnel stage. If you want to reap the rewards of putting buyers at the heart of your sales process, you need to add more value. The difference is in how sales reps help them solve it. What is value selling? Here’s why.

Sell 90

Sell Pitch Trust Up-sell 90

Hubspot

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. If any of your top salespeople leave your company, you may fall behind. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units.

Non-Profits 80

Non-Profits Drivers/motivators Quota Represent 80

Partners in Excellence

MARCH 9, 2023

We have more ability to collect data, about customers, about the performance of our marketing initiatives, about the performance of our sales people. Year over year, we see significant declines in sales performance. Inevitably, they show that top performers are top performers because of their use of the data.

Cross-sell 68

Cross-sell Pipeline Represent Technology 68

RAIN Group

FEBRUARY 8, 2023

Given the investment companies make in hiring, training, and managing their sales force to get maximum results, it’s imperative sales and enablement leaders understand how they can make the most of that investment and retain the best sellers once hired.

Process 58

Process Product Sales 58

Gong.io

SEPTEMBER 12, 2022

What rules your sales team – order or chaos? Do your reps follow a consistent and repeatable process that makes it easy to predict quarterly sales? Some of the best sales teams start that way. Some of the best sales teams start that way. It can be easily done by building a simple and repeatable sales cycle.

Objectives and Key Results 118

Objectives and Key Results Cold Call Pitch Sales 118

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. Then we analyze how seller and buyer actions impact win rates.

Gaming 122

Gaming Trust Retail Up-sell 122

Lead Fuze

JUNE 30, 2023

We’ll discuss the importance of persistence and thorough research in achieving your sales goals. You’ll learn how to overcome common pitfalls like ‘happy ears’ syndrome, which can cloud your judgment during crucial stages of the sale.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

SalesLoft

NOVEMBER 2, 2023

Savvy sales managers are turning to sales automation to boost productivity — and the bottom line. Let’s take a look at the sales tasks that can be automated, the benefits, and the types of sales automation that will help you the most. What is sales automation? Less staff.

Customer Relationship Management 52

Customer Relationship Management CRM Lead generation Contact 52

Miller Heiman Group

DECEMBER 16, 2020

Korn Ferry surveyed sales organizations around the world to find out, uncovering how companies are working to achieve stability in the midst of ongoing crisis. More difficult economic times require additional scrutiny on pipeline accuracy, pushing sellers to be more diligent about what, how, and to whom they are selling.

Cross-sell 109

Cross-sell Pipeline Sales Up-sell 109

Search Engine Land

DECEMBER 28, 2023

The PPC community had a rollercoaster year in 2023. Google stirred things up by shaking cushions and discreetly adjusting ad prices, and the entire industry faced a major shift with the sunset of Universal Analytics, forcing everyone to transition to Google Analytics 4. It’s fair to say that GA4 did not receive the warmest welcome.

Retail 122

Retail X-functional Launch Non-Profits 122

Sales Hacker

DECEMBER 22, 2022

Per new research, a mere 26% of organizations say 90% or more of their reps met quota last year. Many revenue leaders have gone in search of the right tools and strategies to help sellers thrive. And many have turned to sales enablement. Related: What Is Sales Enablement? Sales enablement is no exception.

Quota 88

Quota Strategize Cross-sell Commission 88

Highspot

JUNE 15, 2023

Often, the sales department is a company’s highest expense, which means that maximizing the potential of every rep to scale productivity is mission-critical in today’s economy. Increasing sales productivity ensures that you drive more revenue with each rep you have. Why is Sales Productivity Important? Every deal matters.

Product 59

Product Sales Cross-sell Pitch 59

Sales Hacker

OCTOBER 28, 2022

I recently had the genuine pleasure of attending Scott Ingram’s 2022 Sales Success Summit. Is every sales event so provocative and fun?). What is the Sales Success Summit? The speakers, drawn from Scott Ingram’s Sales Success Stories podcast , are the #1 top sellers (or in the top 1% of sellers) in their companies.

Sales 84

Sales Follow-up Quota Presentation 84

Miller Heiman Group

FEBRUARY 25, 2020

Sales organizations face a paradox: although many continue to increase hiring, attrition is on the rise, according to our 2018-2019 Sales Performance Report , creating a major pain point. Poor hiring practices prove costly to sales organizations in many ways. How Sales Organizations Can Improve Hiring Decisions.

Objectives and Key Results 97

Objectives and Key Results Territory Sales Quota 97

Gong.io

MARCH 17, 2021

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Follow me to read upcoming research. Samantha and our sales manager sat down and dialed into the call. . We went crazy.

Quota 118

Quota Negotiate Sales Trust 118

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know whether to move prospects through your sales funnel or disqualify them? How do you know whether to move prospects through your sales funnel or disqualify them? Read on to learn more.

Sales 149

Sales Prospecting Pipeline Pitch 149

Partners in Excellence

MARCH 25, 2023

There’s been a huge number of articles about how sellers can used ChatGPT to provide endless amounts of content, sequences, and outreaches to customers. These tools can help make sellers more efficient, perhaps, sometimes even better. Enjoy the conversation below: Dave: I’m looking to buy a sales enablement platform.

Price 62

Price Healthcare Cross-sell Contact 62

Highspot

SEPTEMBER 21, 2021

Is your sales organization sitting on a gold mine? If you’ve invested in one of the top sales training or methodology providers, you likely have a treasure trove of proven resources to help you increase revenue – the real question becomes how to unlock it. No, and your sellers don’t think so either.

Quota 97

Quota Sales Sell Growth 97

Gong.io

NOVEMBER 9, 2020

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Follow me to read upcoming research. My grandfather was a field sales rep for 3M in the ‘90s. . You know small talk. .

Trust 118

Trust Commission Territory Sports 118

Highspot

JULY 6, 2023

In this guide, we’ll explore the key sales skills that will equip your reps with confidence and boost sales. With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Why are Sales Skills Important?

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Adaptive Business Services

APRIL 19, 2023

Changes in technology that affect both the buyer and the seller. It is the be all and the cure all for lagging performance. “If It’s because … They can – The internet has replaced the seller as the sole source of education. They don’t trust sellers – In the past, dealing with salespeople was a painful experience.

Sports 71

Sports Education Sales Technique 71

Highspot

JANUARY 2, 2023

You already know a solid sales strategy can lay the groundwork for a successful, cohesive sales organization. But we’re here to show you how implementing a plan for sales enablement sets the stage for your sales strategy to align seamlessly with your sales goals. What Is Sales Enablement?

Sales 75

Sales Quota Cross-sell Pitch 75

SaaStr

JUNE 29, 2023

Further, mission-critical solutions top the list as well. As buyers grapple with expanding technology, higher prices, and a need for efficiency, SaaS companies need to deliver what their audience is looking for to win in the market. They review the changing market, buyer trends, and tips for the road ahead. Why is this? Well, they’re sticky.”

Price 92

Price Contract CRM Engineering 92

ConversionXL

OCTOBER 4, 2022

In this article, you’ll learn how to build a powerful ecommerce marketing strategy using customer research and messaging development, and how to use it to determine which marketing tactics will best reach your target audience. Since 2015, clothing brand ASOS has grown revenue by an average of 22% year over year. Both are critical.

Referrals 129

Referrals Retail Growth Cross-sell 129

SalesHandy

SEPTEMBER 3, 2020

You need to stay updated with the latest sales statistics for setting up your goals, defining the KPIs, and measuring the performance metrics of your sales team. But, the sales statistics frequently change depending on the buyer’s behavior and sellers’ persona, economic conditions, and market sentiments to reflect trends.

Product 131

Product Cold Call Referrals Sales 131

Salesforce

JANUARY 3, 2024

According to the State of Sales report, cross-functional alignment is sales leaders’ #1 tactic for driving growth. With sales budgets expected to increase , sales teams have an exciting opportunity to work together to try new things and drive revenue for their companies, but this requires a strategic mindset.

Retail 64

Retail Objection handling Sales Cross-sell 64