Cerebral Selling

SEPTEMBER 27, 2022

This is leaving sales leaders and reps alike struggling to figure out: How to handle new objections they’ve never heard before. Unfortunately, this lack of perspective can lead to lack of conviction in your sales motion, threatening your revenue growth and indeed, the culture within your sales team.

Objection handling 207

Objection handling Sales Construction Growth 207

Sales Gravy

JULY 21, 2023

Great Sales Messaging Isn't Rocket Science On this episode of the Sales Gravy Podcast, Jim Karrh, Ph.D. You’ll learn how to translate marketing messages into effective sales conversations, whether in person, virtually, or over the phone. Then, simplify messaging to get customers to say yes and move forward.

Consult 82

Consult B2B Education Sales 82

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

GTM 81

GTM Sales Manufacturing Lead generation 81

Adaptive Business Services

MAY 8, 2024

released on 5/2) Increased Message Send Limits (update! released on 4/29) Group Message Scheduling (still waiting) I know. For example you might personalize each message with their name and company name. Any email or message that I get addressed to “Craig M.” I must say that the integration is impressive.

CRM 71

CRM Contact Consult Service 71

SalesProInsider

OCTOBER 18, 2023

We do get what we’re looking for in many life circumstances, and in sales efforts. Here’s how I see it coming into play in sales situations, especially when faced with concerns or objections during our sales conversations. The post Sales Objections? And now as an adult, I can see how true this statement is.

Conversion 139

Conversion Sales Pitch Clients 139

Highspot

JANUARY 4, 2024

Achieving revenue targets can be tricky, and it’s tempting to overlook training. A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. It addresses all of sales, from product knowledge to customer relationship building.

Objection handling 52

Objection handling Pitch Sales Technique 52

Sales Pop!

MAY 26, 2023

Sales enablement is a process that helps businesses equip their sales teams with the resources, tools, and information they need to improve their performance and close more deals. In today’s competitive market, sales enablement has become an essential strategy for any business that wants to stay ahead of the competition.

Objectives and Key Results 98

Objectives and Key Results Cross-sell Sales Strategize 98

Martech

FEBRUARY 26, 2024

I am trained with MarTech content. If your product is priced too high compared to competitors or if customers perceive it as overpriced, it may impact sales and profitability. Messaging and Positioning: Assess your messaging and positioning to ensure it effectively communicates the unique value proposition of your product.

Price 95

Price Strategic planning Referrals Sales 95

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?”. So, what is Sales Enablement?

Quota 164

Quota Sales Strategize Objection handling 164

Highspot

MARCH 12, 2024

The business case for a dedicated enablement function is powerful: 92% of companies acknowledge that the enablement function improves sales performance and, as a result, enablement budgets will increase 50% by 2027. The Role of Enablement in Modern Sales Organizations Enablement’s primary directive should be driving behavior change.

Strategize 115

Strategize GTM Cross-sell Finance 115

Heinz Marketing

MAY 31, 2023

One key strategy that can significantly impact B2B success in such times is sales enablement. In this blog, we will delve into the importance of sales enablement during challenging periods, exploring its benefits and providing actionable insights to help businesses thrive.

B2B 102

B2B Objectives and Key Results Drivers/motivators Strategize 102

Understanding the Sales Force

NOVEMBER 6, 2023

Most salespeople can improve sales effectiveness by changing their beliefs and moving out of their comfort zone. When my team is training salespeople, we are challenging them to leave their comfort zone and do what they have been unable or unwilling to do in the past. I not only didn’t hate it, I liked it. True to himself.

Finance 77

Finance Sales Prospecting Price 77

Salesforce

NOVEMBER 21, 2023

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? They also know that customer trust can lead to more sales. Even with your leadership buy-in, there’s a lot that goes into making this transition.

Service 105

Service Growth Cross-sell Appointment 105

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

Sales Pop!

FEBRUARY 26, 2024

We discussed the huge impact emotions and coaching have on sales teams. Sales Leaders Set the Tone John and I talked about how sales managers shape team engagement and performance. Many sales leaders get promoted for sales skills without leadership training. Here are some top takeaways.

Healthcare 59

Healthcare Relationship building Pitch Trust 59

SalesProInsider

FEBRUARY 7, 2024

It’s the missing ingredient for many sales conversations and conversions. How to Build Impact Into Your Sales Process There’s one quick way that you can build impact into your sales process, and that’s by asking a follow up or add-on question when you’re discussing almost any topic. Why is impact important?

Conversion 77

Conversion Finance Drivers/motivators Sales 77

Adaptive Business Services

JANUARY 24, 2024

Dating back to 1977, my entire career was as a B2B sales rep or I was managing a B2B sales team. Ask a sales rep what they will close this month and, without some intensive research, they may be hard pressed to give you an answer. What are some of the challenges being faced by sales managers that a good CRM can solve?

CRM 71

CRM Commission Territory Repeat business 71

Highspot

JANUARY 14, 2024

Discover how mastering virtual sales strategies can elevate customer interactions, even in complex sales cycles. Virtual selling is a technology-driven approach to sales. Unlike traditional face-to-face interactions, sales reps use digital tools to engage with customers remotely. What Is Virtual Selling?

Quota 52

Quota Sell Sales Contract 52

Understanding the Sales Force

APRIL 1, 2024

As someone who for thirty-eight years has led a global sales consultancy specializing in sales, sales management and sales leadership training, I can use the same words to describe people “who belong” to the sales profession. They should be attending weekly training.

Consult 62

Consult Up-sell Service Sell 62

criteria for success

MAY 17, 2022

If you’re in the process of building a winning sales training program for your team, you've come to the right place. Here at Criteria for Success, we help companies strengthen their sales teams and build out training processes that ensure sales best practices are being put to use. Acceleration. Acceleration.

Sales 98

Sales Follow-up Growth Pipeline 98

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

SalesProInsider

AUGUST 11, 2022

And the words we choose to use during our sales conversations can make or break the opportunity to close that sale and help that person. Remove these from your language during sales conversations to describe, ask for, or commit to something: Try. “ The message tells them to keep it short as if it doesn’t matter.

Closing 133

Closing Education Sales Pitch 133

criteria for success

JANUARY 24, 2023

Here are 9 questions for sales managers to ask themselves (or for executives to ask their sales managers) as we forward in the new sales year. Is my sales process working? Regardless of when you developed your sales process, you should review it on a regular basis and update it where necessary. Let's Talk Sales!

Sales 98

Sales Pipeline Growth Price 98

Sales Pop!

OCTOBER 19, 2021

Sales enablement is, as you would expect, about enabling your salesforce. When you provide your sales department with the right data, content, and tools, the sales element of your business can run much smoother. The Integration of Sales Enablement Tools. The Integration of Sales Enablement Tools.

Process 98

Process Customer Relationship Management Sales Relationship Management 98

Understanding the Sales Force

NOVEMBER 10, 2023

The Analogy We heard the “Sound of Freedom” was a good movie and we loved it, but we were moved even more by the closing messages displayed on the screen. And “We don’t know what we don’t know about sales” is a true statement in most companies. We didn’t know what we didn’t know.

Legal 85

Legal Sales Contract Outside Sales 85

Highspot

DECEMBER 19, 2023

The answer lies in lead generation driven by sales development reps. To truly unlock their potential, a robust sales development playbook is vital. What Is a Sales Development Playbook? Benefits of a Sales Development Playbook How Do You Create a Winning Sales Development Playbook?

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. Start a free trial 3.

Technique 98

Technique Construction Legal Sales 98

Salesforce

JULY 28, 2022

Fortunately, sales leaders can work to avoid these hardships by acting now. To ensure your company is recession ready, develop a game plan for your sales organization that focuses on investments in tools, training, and effective sales tactics. Upskill and cross-train your teams.

Cross-sell 98

Cross-sell GTM Quota Contract 98

The 5% Institute

MARCH 12, 2024

In the ever-evolving landscape of online commerce, basic sales form the bedrock of a successful business. In this comprehensive guide, we delve into the intricacies of basic sales strategies, providing you with actionable insights to elevate your business to new heights. A well-crafted headline sets the tone for the entire sales pitch.

E-commerce 52

E-commerce Objectives and Key Results Territory Technique 52

Understanding the Sales Force

FEBRUARY 9, 2024

Despite how important new salespeople are to the future of a company, Sales Leadership attempts to get recruiting over with as quickly as possible, often prioritizing speed to hire over cost to hire, talent and capabilities. Using my process and tools, 92% of the salespeople our clients hire will rise to the top half of their sales teams.

Clients 77

Clients Quota Sales Process 77

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

Heinz Marketing

APRIL 29, 2021

I cannot overstate how vital sales and marketing alignment is to a successful ABM program sale. With a well-maintained sales-marketing partnership, prospects are participants in a seamless sales pipeline transition through to the end, with the right content and message served up to them at the right time.

Education 134

Education Sales Pipeline Launch 134

Martech

DECEMBER 26, 2023

Traditional support methods include training, data-sharing, co-marketing campaigns, rebates, MDF (market development funds), and sales enablement, like content, events and sales playbooks. This approach allows for a smooth sales process for the customer, and generates cross-sell and upsell opportunities for partners.

B2B 108

B2B Cross-sell Hospitality GTM 108

Hubspot

MAY 11, 2023

But what if we told you that sales can work together with your marketing team to boost your customer base? This is where the sales blitz comes into play. Through a sales blitz, your team can accelerate the time needed to convert leads into customers by adopting a tailored strategy. So, let's get started.

Territory 76

Territory Launch Campaign Promote 76

Hubspot

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds. The result?

Objectives and Key Results 75

Objectives and Key Results SQL Sales Campaign 75

The 5% Institute

JUNE 27, 2023

In the world of business, sales play a crucial role in driving growth and profitability. A well-executed sales motion can make all the difference in achieving sales targets and establishing a strong market presence. The Importance of an Effective Sales Motion An effective sales motion is vital for business success.

Objection handling 52

Objection handling Drivers/motivators Technique Sales 52