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

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

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 70

Objectives and Key Results Sales Trust Up-sell 70

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

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 82

Non-Profits Drivers/motivators Quota Represent 82

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

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

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

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

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

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 103

Customers Contract Consult Electrical Engineering 103

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

Highspot

NOVEMBER 7, 2022

7, 2022 — Highspot , the sales enablement platform that increases sales productivity, today announced it has been named a Leader by Forrester Research in The Forrester Wave : Sales Content Solutions, Q4 2022 report. Highspot also ranked the highest of all vendors in the analytics and insights criterion.

User Experience 95

User Experience Manufacturing Strategize Growth 95

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

Salesforce

JUNE 28, 2023

Let’s be real, the sales pitch has evolved. Our latest State of Sales Report shows 81% of sales reps say buyers increasingly conduct research before they reach out. That means your sales pitch is likely to be a prospect’s first interaction with your company — so make it count.

Pitch 98

Pitch Objectives and Key Results Sales Trust 98

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

Search Engine Land

FEBRUARY 9, 2023

Consumers’ growing need for flexible fulfillment solutions With Amazon being in the number one spot of top U.S. for ecommerce share, heavily driven by its dominant digital grocery performance. Retail media may be a new buzzword, but it’s an old concept. Retail media is like that but on the web. SUBSCRIBE See terms.

Retail 91

Retail Networking Engineering Closing 91

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

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

PandaDoc

MARCH 11, 2020

Our sales team faces the same pressure to hit quota month over month as our customers do, and with each month that passes the relationship between buyer and seller evolves. Nate Gilmore, PandaDoc’s CRO, explains the new State of Deals 2020 report. Download the entire report here.

Presentation 81

Presentation Quota Sales Price 81

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

Cerebral Selling

APRIL 20, 2020

In the past, I’ve spoken about some of the reasons why customers ignore your outreach , not the least of which are generic, drive-by pitches that far too many sellers still seem to use. The good news is when it comes to messaging some sellers are attempting to up their game with narratives that are more specific and tailored. .

Real Estate 162

Real Estate Pitch Networking Manufacturing 162

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

Hubspot

JANUARY 30, 2024

Sales trends come and go. In this post, I’ll review some sales trends we could see fizzle out throughout the year based on findings from our 2024 State of Sales Report. 6 Sales Trends That Could Fizzle This Year 1. LinkedIn as ruler of the prospect research process. Why the change?

Cold Call 64

Cold Call Pitch Sales Consult 64

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. Fueled by the latest analyst research, we’ve identified the biggest opportunities that will power your program’s ongoing evolution.

Drivers/motivators 98

Drivers/motivators Technique Conversion Start-ups 98

RAIN Group

AUGUST 29, 2018

Technology sellers lament how impossible it is to get their buyers on the phone more than any other industry. Phone is one of the top ways sellers say they connect with buyers, yet sellers in the technology industry report extreme difficulty using it to reach their buyers.

Cold Call 96

Cold Call Contact Technology Technology 96

Hubspot

AUGUST 30, 2023

But what changes will it bring to the sales industry? Will it be the end of salespeople, or will it become the secret weapon to help sales reps work more efficiently? HubSpot conducted research on the “State of AI,” with over 1,350+ specialists reporting on how AI affects their business. Let’s jump to the nitty-gritty.

Cross-sell 61

Cross-sell Price Sales SQL 61

Highspot

JANUARY 10, 2020

Experts have found that setting goals improves the performance of employees. In their recent Sales Enablement Analytics Report, Sales Enablement Pro echoed a similar sentiment. The report found that organizations that established and tracked enablement metrics achieved higher win rates and ROI.

Drivers/motivators 105

Drivers/motivators Product Closing Sales 105

Sales Hacker

MAY 19, 2022

“Sellers are made, not born.” Revenue leaders who accept this notion often cross their fingers during the hiring process, hoping they’re lucky enough to find the rare “unicorn seller” with those innate, unteachable skills that translate to quota attainment. But it’s only the first part of the sales enablement journey.

Quota 91

Quota Cross-sell Objection handling Up-sell 91

Sales Hacker

JULY 31, 2020

Sellers are three times more likely to struggle with mental health symptoms than the average American. 2 in 5 sellers struggled with mental health in 2019, and these numbers were from last year. What do you think that means for sellers now that the national average is 33% ? So strap in, because it’s about to get real, folks.

Quota 104

Quota Promote Presentation Start-ups 104

Miller Heiman Group

FEBRUARY 11, 2020

In the past few years, three waves of change have rocked the sales industry: Sellers often play a smaller role in the buying cycle, as buyers wait later in the sales cycle to engage them. Seller performance has stagnated, as they struggle to adopt perspective-based selling methodologies. Coaching Sellers.

Quota 65

Quota Territory Sales Technology 65

Highspot

APRIL 13, 2023

The first State of Sales Enablement Report in Financial Services highlights opportunities for enablement to drive business outcomes in the industry SEATTLE, April 13, 2023 — Highspot , the sales enablement platform that increases sales productivity, today announced findings from the first State of Sales Enablement in Financial Services report.

Service 52

Service Sales Strategize Clients 52

Salesforce

JANUARY 2, 2024

With AI infiltrating nearly every aspect of our lives in 2023, sales leaders saw huge industry transformations — automation, data analysis, and enhanced productivity for starters. Many AI adopters saw conversion rates and sales productivity improve by 10-30%. Here’s what sales leaders should keep an eye on.

Sales 69

Sales Cold Call Technique B2C 69

Highspot

MARCH 13, 2024

Artificial Intelligence (AI) is reshaping sales, transitioning from a buzzword to a core component of how sales teams connect, predict, and work. Let’s explore how AI can become your team’s MVP, making your sales efforts more competitive. Why Do You Need AI in Sales? Why Do You Need AI in Sales?

Cross-sell 52

Cross-sell Sales Pipeline Follow-up 52

Sales Pop!

SEPTEMBER 30, 2021

According to The Unbounce Conversion Benchmark Report , the median conversion rate for SaaS businesses in 2021 falls at 3%, with top performers managing to secure rates as high as 20% and over. Perhaps there’s a way to boost SaaS product page performance by applying a few guaranteed-to-work tricks?

Product 97

Product Technique Niche User Experience 97

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 52

Sales Quota Cross-sell Pitch 52

Salesforce

NOVEMBER 28, 2023

Whether it’s sausage and green pepper, all veggie, or the perfect ratio of sauce and cheese, the formula for a crowd-pleaser is in the just-right combination of toppings. Similarly, a solid sales compensation plan is about striking the right balance. What you’ll learn: What is sales compensation?

Commission 64

Commission Territory Quota Objectives and Key Results 64