Veloxy

FEBRUARY 13, 2023

Did you know that asking questions makes it more likely for customers to approve of you? Open ended sales questions are a crucial aspect of the sales process. In this article, we’ll review the 12 types of open ended questions to ask, when to ask them, and other emerging best practices. It’s true.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Iannarino

JULY 19, 2021

The Gist: The legacy approaches to the sales conversation have created a form of commoditization. For salespeople who want to be treated as partners, there is a new sales conversation that creates greater value. Here is the order in which sales conversations were (and mostly still are) conducted in legacy approaches to B2B sales.

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Conversion Clients Sales Contract 333

Veloxy

FEBRUARY 1, 2024

Measuring the right sales productivity metrics is crucial for any sales team looking to boost its performance. This guide unveils essential metrics such as lead response time, conversion rate, and quota attainment to help you understand where your team excels and where there’s room to grow.

Product 130

Product Quota Objectives and Key Results CRM 130

Iannarino

MARCH 2, 2023

This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations. This strategy is still effective, as recognizing the prospective buyer's pain points allows for a good and effective sales conversation.

B2B 288

B2B Contact Clients Entertainment 288

Iannarino

AUGUST 7, 2021

The Gist: Some current sales practices actually prevent deals. There are certain strategies, tactics, and practices that prevent sales instead of producing them. Many of them are now so prevalent that sales organizations embrace them, even when their prospective clients reject them. Master Cold Calling with this FREE eBook.

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Cold Call Clients Sales Pitch 271

Veloxy

DECEMBER 6, 2022

As a recession looms and consumer spending declines, sales leaders are under more pressure than ever to achieve their set goals, even at a time of economic uncertainty. In this guide, we’ll explore three steps that sales leaders should take to achieve these key goals and alleviate pressure in 2023. Sales Automation.

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CRM Sales Represent Technology 246

Veloxy

DECEMBER 28, 2021

Sales Managers are constantly under pressure to hit BIG numbers. While sales acceleration spent 2021 as a powerful, yet underutilized solution across the B2B landscape, the software market is expected to enjoy explosive growth in 2022. Sales managers are paying close attention. Best for AI Sales: Veloxy ?

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Non-Profits Sales Inside sales Price 200

Adaptive Business Services

MAY 1, 2024

I had an interesting discussion recently with my friend, Gary Kurtis , with Sales Tips 101. Gary and I have stunningly similar sales backgrounds as well as our belief in the importance of developing selling fundamentals. Calls to appointments. The sales math. Appointments to presentations. Presentations to closed deals.

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Appointment Cold Call Sales CRM 77

Iannarino

JUNE 11, 2022

That last one is a performative contradiction, i.e. hypocrisy.).

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Cold Call Sales Technology Technology 261

Highspot

MARCH 21, 2024

Despite this, many sales emails find their resting place in the trash, unopened and unread. We’ll explore how to craft good sales emails that get opened and inspire action, all while introducing four metrics to measure sales email success. Marketing Emails Sales emails are a sales rep’s digital handshake.

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A/B testing Sales Follow-up Click Through Rate 96

Salesforce

FEBRUARY 2, 2024

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? A sales email template is a pre-written message, sent via email, that can be quickly and easily customized for different audiences.

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Pipeline Sales CRM Quota 105

Search Engine Land

JANUARY 23, 2024

Google is concerned there may be confusion around the roles of its sales and support departments. Advertisers recently groused that support is at an all-time low, accusing Google employees of bombarding them with “aggressive” phone calls pushing for the implementation of automated solutions.

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Commission Construction Represent Contact 116

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance. Strategy can also be influenced by tactics.

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Strategize Sales Pipeline Non-Profits 116

Hubspot

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

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Cold Call Territory Prospecting Sales 80

SaaStr

MARCH 11, 2024

So you’re hiring your first few sales reps in the early days? Before you have a great VP of Sales? It’s an interesting time. So you need a very certain type of sales rep. They’re Late Many will challenge me here, but if they’re late to the interview, they’ll be late to customer calls, too.

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Sales Up-sell Promote Meeting 98

SaaStr

FEBRUARY 8, 2024

Dear SaaStr: What are the best 5 points to improve poor sales performance? Here are my 5 simplest ideas to quickly improve sales performance. Once you have a great VP of Sales, you can let her own the whole number and figure it out. Be more involved as the CEO with sales. You never get that time back. ?

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Quota Sales Closing Gaming 94

Understanding the Sales Force

JANUARY 31, 2024

Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those who don’t want to be restricted by sales process. Keys to Success: All best-practices milestones must be included and properly sequenced. A journey is planned.

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Process Objectives and Key Results Sales Pipeline 73

Understanding the Sales Force

APRIL 15, 2024

Suppose your team’s best players get injured, making it difficult to compete. They make trades, call up talent from their minor league team, move people around, and take a “next man up” philosophy. This is a great time to upgrade your sales team. More importantly, it was short lived.

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Sales Up-sell Consult Pitch 73

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. See how it works What are sales targets? Why are sales targets important? But will they?

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Quota Territory Pipeline Sales 116

Salesforce

OCTOBER 10, 2023

Think about the last time you watched a football game. It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. Let’s take a look at the stages of a sales cycle, and how you can use it to secure regular deal wins.

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Objectives and Key Results Negotiate Sales Technique 110

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. What is a sales cycle? Why is a sales cycle important?

Objectives and Key Results 118

Objectives and Key Results Cold Call Pitch Sales 118

Gong.io

JANUARY 2, 2023

Many salespeople waste too much time on prospects with little to no chance of converting. 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? Read on to learn more.

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Sales Prospecting Pipeline Pitch 149

Salesforce

JANUARY 25, 2024

“Is it okay if we record this call?” ” This is more than just a routine check — it’s a means of gaining insights and improving sales tactics. Even better, managers can use sales call recordings to train reps both on best practices and what to avoid.

CRM 59

CRM Sales Legal Up-sell 59

PandaDoc

APRIL 30, 2024

Regularly keeping track of incremental sales is one of the best ways of determining how best to allocate your marketing resources. In this article, you’ll find out how to calculate incremental sales for any given marketing campaign, as well as some useful tips and best practices on how to maximize this metric.

A/B testing 52

A/B testing Objectives and Key Results Campaign Legal 52

Sales Hacker

JANUARY 12, 2024

The enduring truth of the statement “ people buy from people they know, like, and trust” remains a constant in the realm of sales. This principle has stood the test of time and continues to be a significant factor in the sales decision-making process. Sales authenticity” resonates with people in different ways.

Sell 90

Sell GTM Sales Up-sell 90

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. Sales Enablement is about to become your priority (if it isn’t already). Let’s start by answering this simple question: “What is Sales Enablement?”. Their focus is different.

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Quota Sales Strategize Objection handling 164

Sales Pop!

JANUARY 31, 2024

For some businesses, a sales slump accompanies winter’s short days and chill. Try some of these tips to help you pivot your sales techniques and grow through the winter. Insurance helps mitigate those costs and can make the difference between losing your business and rebounding.

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Sales Technique Strategize Promote 64

Closing Bigger

APRIL 22, 2024

AI for Sales – The Power of an Exponential Mindset in Sales Organizations Most of my sales keynotes have been focused on AI over the past six months. There’s a huge interest in investing in AI sales tools but many organizations are missing the exponential sales mindset and organizational DNA required to truly benefit.

Sell 59

Sell Networking Sales Technology 59

Gong.io

JULY 22, 2022

You might win your next sales call before it even starts. No, it isn’t a new “sales hack”. Yes, I’m talking about sales call planning. And it’s what separates the best reps from the rest. Here’s what I mean: You’re not just making a sale, you’re building a relationship, one that you hope lasts a long time.

Objectives and Key Results 118

Objectives and Key Results Sales Pitch Presentation 118

Salesforce

JANUARY 3, 2024

As a sales professional, you don’t have to coerce or pressure. As a sales professional, you don’t have to coerce or pressure. That begins with your sales pitch. What you’ll learn: What is a sales pitch? Why are sales pitches important? What are the core elements of a sales pitch?

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Pitch Sales Prospecting Clients 109

Sales Gravy

OCTOBER 25, 2023

The Best Sales Leaders Share These 4 Traits On this episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams talks with Learnit CEO Damon Lembi about maintaining authenticity and integrity as a sales leader. It's about giving your best in everything you do.

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Sales Clients Drivers/motivators Follow-up 93

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. This approach helps companies accelerate sales and grow revenue without adding to their headcount, a move that’s increasingly important during economic uncertainty. What you’ll learn: What is channel sales?

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Manufacturing Retail Territory Sales 111

Partners in Excellence

MAY 1, 2024

But every once in a while we get on a call to discuss “What’s happening in selling?” ” And we are totally bewildered by things we see happening in sales. ” Somehow our technology stacks are a representation of our sophistication in our sales execution strategies.

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Technology Technology CRM Pipeline 110

Salesforce

NOVEMBER 21, 2023

Field service can help drive revenue growth by selling to your existing customers, also called upselling or cross-selling. But the question is, how can you reach this audience at the right time, with the right message, in a way that doesn’t make them feel like they’re being sold to during a service visit?

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Service Growth Cross-sell Appointment 105

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.

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Sales Cold Call Technique B2C 69

Hubspot

FEBRUARY 12, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. But in the modern sales landscape, more and more salespeople have started reforming their behavior. That’s why I’m not the biggest fan of the one-call close. Buyer beware.”

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Process Territory Sales Education 84

Salesforce

MARCH 13, 2023

As a sales leader for the past 10 years, I’ve spent thousands of hours listening to digital sales calls looking for the best examples to use in training. I can’t tell you how many times I’ve thought: I wish I could just listen to every call, without needing to listen to every call.

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Manufacturing Cold Call Sales Contract 98