Veloxy

AUGUST 6, 2021

For sales representatives, there’s nothing more attractive than closing calls. These are calls where the deal gets moved across the line, contracts get signed and reps earn their commissions. Unfortunately, closing calls depend on who you’re selling to and could take you tens of hours. What is a Discovery Call?

Cold Call 328

Cold Call Pipeline Follow-up Prospecting 328

Cerebral Selling

AUGUST 12, 2023

In my wildest dreams, I never imagined I’d end up in sales. David in his “Big Bang Theory” Days (1997) I started my career as a research scientist and got into sales (by accident) in 2000 at the turn of the dot-com boom. Ask questions to gauge their level of familiarity with the subject matter.

Objectives and Key Results 187

Objectives and Key Results Pitch Sales Gaming 187

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.

Conversion 334

Conversion Clients Sales Contract 334

Iannarino

SEPTEMBER 2, 2022

Selling effectively in the 21st Century requires asking clients a new set of discovery questions. These new questions produce new and different outcomes. This post will help you improve your sales results by adding new strategies to your discovery calls.

Customers 274

Customers Clients Sell Sales 274

Iannarino

JULY 12, 2021

A more modern approach starts with a different type of discovery, one that has not yet been commoditized. Like any outcome you pursue in sales, there is more than one way to get to your desired end state, but not every path creates the same value for your client. Execute your best sales calls with this FREE Sales Call Planner.

Cold Call 315

Cold Call Clients Follow-up Prospecting 315

Cerebral Selling

AUGUST 30, 2022

When it comes to running high-impact sales discovery, one of the areas so many reps struggle with is asking engaging discovery questions that customers actually want to answer! In my book and on this blog, I’ve spoken about the types of discovery questions that buyers like answering the most (according to science).

High impact 234

High impact Up-sell Networking Sell 234

Veloxy

FEBRUARY 13, 2023

Did you know that asking questions makes it more likely for customers to approve of you? Research conducted at Harvard University suggests asking questions improves liking and learning. Open ended sales questions are a crucial aspect of the sales process. What are open ended sales questions?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Iannarino

JULY 14, 2021

The Gist: A new sales conversation is replacing the traditional sales call. Clients increasingly find traditional sales approaches to be inadequate—and it’s causing them to avoid salespeople. There is a new sales conversation , and it shares little with legacy sales techniques of 10, 25, or even 50 years ago.

Conversion 326

Conversion Sales Clients Technique 326

Iannarino

JULY 3, 2021

You can make the same mistakes when making a cold call by using the same flawed techniques. As a professional courtesy, I accept cold calls. I even take the spam calls that reach my iPhone, working very hard to persuade the person trying to steal from me to quit their job and find a more honorable profession. Step Three.

Cold Call 330

Cold Call Pitch Retail Meeting 330

Iannarino

JUNE 16, 2021

You win and lose deals in discovery. From Legacy to Modern Sales Approaches Parts 1-3: Part 1 | Approaches. From Legacy to Modern Sales Approaches Parts 1-3: Part 1 | Approaches. Part 2 | The Starting Question. Few salespeople would disagree that “you win and lose deals in discovery,” especially this writer.

Clients 161

Clients Sales Prospecting Conversion 161

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. The first question was what they paid.

B2B 291

B2B Contact Clients Entertainment 291

ClickFunnels

AUGUST 17, 2021

The post The Best Sales Prospecting Tools To Use For Your Business appeared first on ClickFunnels. Sales prospecting can be a great way to get a new business off the ground. Today we are going to take a look at the best sales prospecting tools that can help you to: Find prospects. Schedule a discovery call.

Prospecting 244

Prospecting CRM Price Pitch 244

The 5% Institute

FEBRUARY 3, 2022

The sales discovery process is one of the most important parts of the sales process framework, because it can be the difference between starting a new relationship with a client or revisiting the process for a new potential client. But what is a sales discovery process? All our prescribed steps to close more sales.

Process 141

Process Sales Clients Presentation 141

Iannarino

JULY 25, 2021

Approaches that don’t provide advice and recommendations aren’t valuable enough to call consultative. While questions and diagnoses are significant, they are only consultative in the hands of someone who can offer counsel, advice, and recommendations. It is in the questioning and interpretation of the answers.”.

Consult 323

Consult Clients Represent Sell 323

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.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Salesforce

OCTOBER 10, 2023

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. What you’ll learn: What is a sales cycle?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Sales Hacker

APRIL 25, 2023

And too often, I see salespeople taking the quick and lazy path on discovery calls — the path that alienates and annoys the very prospects they’re trying to win over. You might call this discovery , but it’s actually more like scoping — that is, determining the scope of the eventual job. And your buyers hate it.

Technique 77

Technique Sales Follow-up Start-ups 77

Gong.io

SEPTEMBER 28, 2021

The best reps ask the best questions. Asking questions is good for your brand and your career, according to this Forbes article. The research shows that asking more questions builds emotional intelligence.”. It turns out, asking (more, better) questions also translates well to the most successful reps. often plays well.

Objectives and Key Results 108

Objectives and Key Results Sales Follow-up Strategize 108

Closing Bigger

MAY 11, 2022

Opening is about conducting a really effective discovery call. Effective discovery calls are one part needs analysis and one part leading a new thought process. Understanding your customer’s story through discovery calls. Great questions and focused conversations can do this.

Sales 97

Sales B2B Drivers/motivators Clients 97

Iannarino

AUGUST 8, 2021

The manuscript is due to the publisher in three days: my contract calls for 65,000 words, a good length for the publisher based on what people will spend on a book. Writing the book has caused me to recognize a critical insight about B2B sales , or more accurately, about B2B buying. No more pushy sales tactics.

Intrinsic 327

Intrinsic Quota Clients B2B 327

Tibor Shanto

AUGUST 10, 2021

Questions are the weapon of choice for consistently successful salespeople, so listen up the half that aren’t making quota. But most sales professionals don’t approach question in a strategic fashion, meaning going beyond the obvious. Your Swiss Sales Knife. Questions For More Than Info. By Tibor Shanto.

Appointment 274

Appointment Quota Prospecting Education 274

Force Management

DECEMBER 14, 2023

When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. Increasing Channel Partner Productivity When it comes to channel sales, your ability to control the sales process is limited. What is our proof?

Negotiate 137

Negotiate Education Market share Growth 137

Gong.io

MAY 4, 2021

We analyze sales conversations and outcomes using AI, then share the results to help you win more deals. I was four slides into my discovery deck, thinking everything was going smoothly. I turned off the screen share and quickly pivoted to asking questions in hopes of sparking a dialogue. . Follow me to read upcoming research.

Presentation 118

Presentation Up-sell Sales Meeting 118

Cerebral Selling

JUNE 28, 2021

” If a stranger asked you any of these questions, would you feel comfortable answering them? Yet in sales, we ask our reps to go out and ask our customers similarly contentious questions all in the name of moving our deals forward. In fact, this is hands-down the most popular tactic I teach in my discovery training.

Customers 194

Customers Follow-up Start-ups Up-sell 194

Cerebral Selling

DECEMBER 10, 2021

Good salespeople know that the quality of your discovery motion is directly related to the quality of the questions you ask. But when it comes to asking high-value discovery questions there are a few key traps many sellers still fall into. Asking Leading Questions. A leading question is a bit like a logic trap.

Pitch 157

Pitch Launch Drivers/motivators Up-sell 157

Gong.io

DECEMBER 27, 2021

We analyze sales conversations and deals using AI, then share the results to help you close more revenue. And a discovery call “best practice” that actually tanks your success rates. By analyzing MILLIONS of sales data points. Negotiating is one of the most important skills in sales. . Why did we do it?

Negotiate 127

Negotiate Price Contract Up-sell 127

The 5% Institute

NOVEMBER 13, 2022

Qualifying a lead in sales conversations is one of the most important tasks of the sales process. The reason qualifying a lead in sales conversations is so crucial, is because by doing so correctly you’ll save a ton of time, energy, and potentially money. Qualifying A Lead In Sales Conversations – A How To Guide.

Conversion 138

Conversion Clients Sales Legal 138

Understanding the Sales Force

JANUARY 27, 2024

Wouldn’t it be cool if, instead of the news that currently appears in your feed, or the sports analysis you just heard, you could read the news of your last few days of selling, or hear the play-by-play analysis of your sales call from earlier today? Example One: Dave had a tough few days on the sales trail.

Sports 73

Sports Cross-sell Gaming Sales 73

Hubspot

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more.

Objection handling 74

Objection handling Negotiate Cross-sell Contract 74

Lead Fuze

JULY 6, 2021

Sales Discovery Calls should be part of the new product launch marketing plan. The point of a sales discovery call is exactly that: to discover. You are attempting to either discover a sales opportunity or disqualify a prospect so as not to waste further time.

Sales 98

Sales Launch Represent Appointment 98

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. 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. Sales Call Planning Tip #1: Review account history.

Objectives and Key Results 118

Objectives and Key Results Sales Pitch Presentation 118

The 5% Institute

OCTOBER 11, 2021

Gap selling discovery questions are a crucial part of the sales process and can be the difference winning the sale, or getting another “I need to think about it” objection. In this article, we’ll be exploring 20 x powerful gap selling discovery questions to help you with: Learning how they buy.

Sell 145

Sell Clients Technique Closing 145

A Sales Guy

MARCH 30, 2021

Reading Gap Selling is a start to changing the way we sell, but the truth is, it is a sophisticated and inherently difficult sales approach. And funny, it’s aptly called, Execution. . How is that a book on execution has become my favorite sales book? How is that a book on execution has become my favorite sales book?

Sales 166

Sales Gaming Promote Sell 166

Gong.io

FEBRUARY 14, 2022

Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. Chris was an early Gong guy (Nov ‘16 start date) where he’s served as the Senior Director of Product Marketing followed by the Head of Sales for Existing Accounts. Cold calling to SEO.

Cold Call 121

Cold Call Objectives and Key Results Sales Pitch 121

The 5% Institute

NOVEMBER 9, 2022

If you’re in sales, you’ll eventually come across a gridlock situation – this is where these negotiation strategies and tactics can play a hand and create a win, win situation. In this article, we’ll share ten negotiation strategies and tactics to help you close more sales, in a consultative and non-pushy way. 1 – Qualify Early.

Negotiate 137

Negotiate Objectives and Key Results Presentation Technique 137

Gong.io

JANUARY 12, 2022

Sales scripts — the elusive and oft-discussed topic on every sales team’s agenda (or should be). Sure, some Sales teams seem to be more script-driven than others, but have you ever considered exactly what makes up a sales script ? Or how you could use a sales script to boost your conversion rates? . you are in.

Cold Call 62

Cold Call Sales Pitch Meeting 62

The 5% Institute

MARCH 25, 2022

In this article, we’ll detail the eight-step sales journey that works perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process or sales journey is one of the most important things you can learn in sales.

Sales 143

Sales Technique Consult Clients 143