Gong.io

JUNE 25, 2019

These 7 sales mistakes are just that: Horrifying. SALES MISTAKE #1: “Feature dumping”. Feature dumping is to sales what bad breath is to dating. It makes your win rate plummet : If you’re a sales manager, this is the number one behavior to get rid of on your team. SALES MISTAKE #2: Asking annoying questions.

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108

Hubspot

JUNE 21, 2023

Salespeople need to be able to neutralize and move past buyer objections to be successful, but there's a distinction between objections and brush-offs. So don’t be surprised when you hear a hasty “Now’s not a good time,” as soon as the buyer realizes this is a sales call. If a sales rep immediately asks, “Who should I talk to?”,

Contract 77

Contract Cross-sell Prospecting Follow-up 77

Sales Hacker

MAY 26, 2020

Many sales leaders are already preparing for a future where effective virtual selling is a normal, ongoing business practice. A sales team equipped with virtual sales skills strengthens your business continuity plan in three ways. However, this requires buy-in from the sales professionals. Fast Implementation.

Sell 88

Sell Sales Up-sell Contract 88

Hubspot

MARCH 8, 2018

Sales qualification is a game of questions. But there's an art to asking sales questions. Which is why I'd like to share these tips for asking more effective sales qualification questions. Asking the Right Questions in Sales. Asking the Right Questions in Sales. Keep Questions Non-Threatening.

Pitch 101

Pitch Sales Consult Prospecting 101

Gong.io

DECEMBER 3, 2019

These “apology” words and phrases are all too common on sales calls. Salespeople apologize All. We (salespeople) apologize for reaching out, being late, and “taking up valuable time.” Here at Gong Labs, we capture sales interactions from our product users – web conference meetings, phone calls, and emails.

Pitch 62

Pitch Negotiate Price Trust 62

SalesBlog!

JANUARY 23, 2022

Connecting with my network for sales managers a recurring theme transpired. Managers of sales teams all over the country were frustrated with the reaction and response their team members were having to the economic challenges. As a manager it is tempting to blame our sales teams and not look in the mirror.

Appointment 52

Appointment Drivers/motivators Networking Follow-up 52

Outreach

FEBRUARY 21, 2022

Managing a successful sales team requires a thoughtful, strategic approach: One that’s built upon a foundation of rep engagement, a collaborative culture, and achievable goals. Inefficient workflows, limited transparency, and inadequate tools all threaten a manager’s ability to leverage a strong strategy. Incentivize your sales reps.

Objectives and Key Results 52

Objectives and Key Results Sales Quota Drivers/motivators 52

Gong.io

FEBRUARY 9, 2019

Looking for a rich list of sales techniques and tips you can use to close more deals? We’ve pulled together a list of 55 sales techniques, tips, and best practices. Prospecting Sales Tips & Techniques. This is an essential part of sales. It’s PACKED with useful sales tips that will help you book more meetings: 1.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Understanding the Sales Force

NOVEMBER 11, 2013

Understanding the Sales Force by Dave Kurlan I recently published, Increase in Social Selling Yields No Improvement in KPI''s. Among the things being debated are: The migration from outside to inside sales - yes it''s happening and it''s good; but it won''t happen in every company, to every salesperson or necessarily soon. Salespeople!

Objectives and Key Results 83

Objectives and Key Results Manufacturing Cross-sell Sales 83

Sales Pop!

FEBRUARY 27, 2023

Today, we are confronted with life-threatening challenges in the world, and I recently thought of a way to truly put them in perspective for anyone who is having trouble grasping them, and how extensive they really are. Everything begins with sales, all the way back to the Stone Age when trade began. Why are we doing this?

Territory 52

Territory Non-Profits Education Healthcare 52

Miller Heiman Group

JANUARY 7, 2020

2020 marks the start of not just a new year, but a new decade, which makes it an excellent time to revisit the challenges that have plagued the sales industry and find new solutions. For many sales organizations, that means taking a good look at your talent and determining if your talent strategy aligns to your business goals.

Territory 52

Territory Government Consult Quota 52

Gong.io

DECEMBER 13, 2021

What does finance (and psychology and behavioral economics) have to do with sales?” . You see, the best salespeople understand the science of mind and behavior (aka, psychology) as well as a thing or two about behavioral economics. A-team sales reps use loss aversion to create a sense of urgency. Never do this on a sales call.

Closing 62

Closing Pitch Finance Up-sell 62

Gong.io

DECEMBER 22, 2021

But coaching sales teams in particular can be tough. Unfortunately, that’s often what happens in sales. That’s not how you create a top-shelf sales coaching plan. Good coaches have an eye on the entire sales process, from start to finish, and can spot where sales reps make missteps along the way. .

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

SBI

NOVEMBER 1, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? It helps pre-sales (SCs) scale while keeping margins high.

Pitch 55

Pitch Gaming B2B Sales 55

Closer's Coffee

SEPTEMBER 12, 2019

He also did not attend regularly scheduled sales team meetings. When I asked about the salesperson not complying with our CRM requirements and not attending sales meetings the reply was terse. We have no sales reports to even know who his primary contacts are with the clients. Making the biggest sale. Buying a faster car.

Cold Call 49

Cold Call Gaming CRM Clients 49

Pointclear

APRIL 3, 2014

Relationships rule in sales. But while technology has forever altered our sales processes, it won’t save our sales careers. It won’t solve our business-development challenges, nor will it improve our relationships with our customers. The digital world, as great as it is, threatens our personal connections.

Cold Call 100

Cold Call Referrals Cross-sell Technology 100

The Sales Hunter

DECEMBER 1, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Who Are Your Sales Motivators? It’s easy to think sales motivators are things, but I prefer to think of them as people.

Drivers/motivators 73

Drivers/motivators Non-Profits Negotiate Sales 73

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. In Today’s Episode We Discuss: * How Kyle made his way into the world of SaaS and sales and came to be Head of Sales at one of the fastest-growing companies in Figma. What worked?

Sales 74

Sales Price Quota Start-ups 74

SalesLoft

SEPTEMBER 5, 2019

In this episode, Winning By Design’s founder, Jacco van der Kooij , talks about who is really responsible when sales teams don’t make quota… and it’s not the rookie reps. Learn those 3 sales methodologies that salespeople need to master… and be able to switch between in 5 mins of a sales call.

Quota 56

Quota Objectives and Key Results SQL Growth 56

Hubspot

JANUARY 29, 2018

Considering most SaaS deals valued at ~$25,000 close in an average of 90 days -- that’s a fast sales cycle. Brush up on car sales best practices, and ensure you always give customers an exceptional experience. These questions are non-threatening and easy to answer. So, want to know how to sell more cars?

Cross-sell 93

Cross-sell Drivers/motivators Intrinsic Price 93

ConversionXL

MAY 19, 2020

Content planning for sales and marketing goals. By now, you’re probably sick of reading about tying content ideation and execution to the stages of the classic sales funnel. While you’re speaking with your sales team, ask about specific pain points they sell against (if you haven’t already captured these in your buyer personas ).

Education 129

Education Follow-up Prospecting Service 129

Hubspot

JUNE 30, 2015

I’m a revenue (sales) guy. Unfortunately, very few small and mid-sized companies understand their sales cost structure well enough. This creates two potential problems (one obvious and one not-so-obvious): If your costs are too high, you’ll struggle to grow profitably and your very sustainability will be threatened.

Growth 74

Growth SQL Non-Profits Manufacturing 74

SaaStr

JANUARY 28, 2020

And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.”

Growth 79

Growth Promote Engineering Up-sell 79

Lead Fuze

DECEMBER 1, 2021

Need Help Automating Your Sales Prospecting Process? I could tell she wanted her commission on that sale, so instead of helping me find what I needed, she tried convincing me against buying. A good way to do this is with a pre-call script or sales pitch. The Sales Objection Cards Handling. So first thing’s first.

Prospecting 52

Prospecting Objectives and Key Results Negotiate Commission 52

Sales Hacker

JUNE 30, 2020

This week on the Sales Hacker podcast, we’re incredibly excited to have Andrew Sykes. Subscribe to the Sales Hacker Podcast. Sam Jacobs: Hey everybody, welcome to the Sales Hacker Podcast. Sales teams have had to quickly adapt to a new normal. It’s Outreach , the number one sales engagement platform.

High impact 78

High impact Meeting Drivers/motivators Conversion 78

Salesforce

FEBRUARY 15, 2024

As a leader, you have to set broader sales goals, track your team’s progress, and keep your team accountable if you want to see real payoff. But setting goals that are both challenging and achievable is easier said than done. What you’ll learn: What are sales goals? Why sales goals are important S.M.A.R.T.

Cross-sell 64

Cross-sell Non-Profits Quota Drivers/motivators 64

The Lost Book of Sales

JULY 12, 2021

It's one of those books that you have to read if you work in sales or technology. Chasm as the single biggest challenge. Being sales vs. market driven when crossing the chasm. In the middle of the sales cycle, you need to be extremely flexible about commitments as you begin to adapt to the visionaries’ agenda.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Hubspot

DECEMBER 27, 2014

This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. Which is good, because you probably don''t want to threaten prospects into buying at sword-point.). As the primary "weapons" to convert prospects into customers, w ords are incredibly important to salespeople.

Sales 78

Sales Negotiate Presentation Prospecting 78