The 5% Institute

JUNE 11, 2023

Sales persuasion is an art that goes beyond simply presenting a product or service. It involves understanding human psychology, leveraging various techniques, and applying them strategically to influence potential customers and increase sales.

Technique 52

Technique Sell Pitch Trust 52

The 5% Institute

OCTOBER 1, 2020

The sales consultancy industry can be a very lucrative career and business choice, and is only going to increase in popularity as more people move into consulting roles due to business technology disruption. But what does sales consultancy mean? And could the sales consultancy industry possibly be the right career move for you?

Consult 105

Consult Cross-sell Sales Real Estate 105

SaaStr

DECEMBER 7, 2023

Foremost, we invested in the company as they put together a world-class team with experience and knowledge in the space. Focus on the customer and drive revenues – sales solve all issues. In his free time he enjoys playing golf, tennis, fishing and running. And how big is your current fund? Our current fund is 15M. #3.

Launch 89

Launch Finance B2B Consult 89

Heinz Marketing

AUGUST 27, 2021

During these last few days of summer, as kids head back-to-school, the weather cools and you finish that chewing-gum-for-your-brain beach read, it’s the perfect time to recommit to your professional development goals by picking up one of these B2B business books. When you search Amazon for “marketing and sales books” 60,000+ options pop-up.

B2B 124

B2B Cold Call Sales Technique 124

The 5% Institute

MAY 23, 2023

In today’s highly competitive business world, the role of a sales manager is crucial for driving growth and achieving sales targets. A skilled sales manager possesses a unique blend of qualities that allow them to inspire and lead their sales team effectively.

Objectives and Key Results 52

Objectives and Key Results Construction Drivers/motivators Sales 52

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.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Heinz Marketing

JUNE 6, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Build genuine relationships with coworkers and clients.

Pipeline 80

Pipeline Meeting Sales B2B 80

criteria for success

JUNE 24, 2020

Sales email templates are huge time-savers. And for salespeople, time is their most valuable resource. Any amount of time one of your salespeople spends chasing non-responsive prospects is time he/she could be spending closing deals or building a productive pipeline. The Polite Ask. Email Template.

Prospecting 97

Prospecting Pipeline Follow-up Sales 97

Sales Hacker

OCTOBER 16, 2020

Enterprise is generally behind the times and slow to move on new ideas. And finding time is tough compared to an SMB executive. Building rapport with prospects. Before you approach an enterprise account, you need to get the space between your ears ready to go for the day. Sell time on your calendar.

Prospecting 104

Prospecting Cold Call Referrals Objectives and Key Results 104

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. He’s now the Multi-Product Lead.

Cold Call 121

Cold Call Objectives and Key Results Sales Pitch 121

The 5% Institute

JUNE 20, 2023

When it comes to sales, understanding the different personality types can be a game-changer. Sales professionals interact with a wide range of clients, each with their unique preferences and behaviours. In this article, we will explore the various sales personality types and delve into the key traits that contribute to their success.

Objectives and Key Results 52

Objectives and Key Results Sales Negotiate Strategize 52

Hubspot

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Download Now Here are a few things to consider as you write an email that’d help you with sales prospecting. Spend some time on the subject line. At the same time, it’s important to make it about them.

Clients 69

Clients Objectives and Key Results Prospecting Sales 69

The 5% Institute

JUNE 18, 2023

Looking at succeeding in sales remotely? In today’s interconnected world, the concept of sales has evolved significantly. With advancements in technology and the rise of the internet, businesses are embracing remote sales strategies to reach a broader audience and maximize their revenue potential.

Sell 52

Sell Sales Trust Technology 52

SaaStr

NOVEMBER 23, 2022

How does a team establish rapport with one another? Know the role of the CRO (hint: it’s not sales). The CRO role is much more expansive than that of, for example, a VP of sales. Build an adaptable culture based on trust. Integrity is easy during the good times, but it’s crucial for survival during the tough times.

Drivers/motivators 108

Drivers/motivators Trust Legal Finance 108

Martech

FEBRUARY 18, 2022

As a practice, sales enablement occurs when marketing teams create materials or share information that helps sales teams better convert prospects. However, certain marketing technologies called sales enablement platforms can help marketers to do just that. Capabilities of sales enablement platforms. Content management.

Objectives and Key Results 93

Objectives and Key Results B2B Sales Technology 93

Heinz Marketing

MAY 22, 2023

While video marketing is commonly associated with B2C marketing, it’s becoming increasingly popular in the B2B space as well showing immense opportunity. B2C videos typically focus on emotional storytelling, entertainment, and capturing consumers’ attention within a shorter time frame while making a lasting impression.

B2B 99

B2B B2C Entertainment Education 99

Hubspot

SEPTEMBER 26, 2023

While this sounds appealing, especially for time-strapped salespeople, there’s a catch: not all AI tools are created equal. What is the most important soft skill to have in sales?”), they arrive at different answers. says rapport-building. Which AI Tool is the Best Sales Writer? Let's dive in. all use OpenAI?

Sales 69

Sales Pitch Prospecting Start-ups 69

Salesforce

NOVEMBER 7, 2023

It’s true: I once fell asleep during a sales kickoff. When I came to, I made a solemn vow: When I became a sales leader one day, I’d never throw a boring sales kickoff. Today, I’m Head of Sales at Slack, and I’ve made good on that promise (or so my team tells me). Same goes for sales kickoffs.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Heinz Marketing

AUGUST 27, 2021

During these last few days of summer, as kids head back-to-school, the weather cools and you finish that chewing-gum-for-your-brain beach read, it’s the perfect time to recommit to your professional development goals by picking up one of these B2B business books. When you search Amazon for “marketing and sales books” 60,000+ options pop-up.

B2B 89

B2B Cold Call Sales Technique 89

Lead Fuze

JUNE 28, 2023

We’ll also discuss maintaining organic conversations during phone calls, timing your sales calls optimally, utilizing modern tools for efficiency, handling rejections gracefully, and staying authentic throughout the process. Dive into social media platforms like LinkedIn or Twitter to uncover their current challenges and goals.

Cold Call 52

Cold Call Prospecting Objectives and Key Results Teamwork 52

The 5% Institute

FEBRUARY 20, 2020

Fun sales training games can be a great way to break up your usual sales team meetings , because it allows your Sales Professionals to enhance their personal development in a lighter way. Not All Fun Sales Training Games Are Equal. Our five prescribed fun sales training games will help you achieve both.

Gaming 98

Gaming Objection handling Pitch Sales 98

Sales Hacker

APRIL 18, 2022

This is still an article about sales. But just because it’s about sales, doesn’t mean the dragons are not real. I’m talking, of course, about sales myths – giant, all-consuming ideas that seem to loom over the sales mindscape and impact our every action. What does that have to do with us sales professionals?

Cold Call 88

Cold Call Price Sales Education 88

KO Advantage Group

OCTOBER 15, 2021

COVID-19 has changed everything about the way we do business - and sales are no exception. If you’ve wondered what virtual sales means, this article will break down the differences between virtual selling and traditional sales and give you the tips, tools and techniques you need to take advantage of this new era we find ourselves in.

Sell 62

Sell B2C Appointment Customer Relationship Management 62

VanillaSoft

OCTOBER 20, 2021

Gina Trimarco, a trainer and coaching program director at Sales Gravy, draws from her improv experience to help you make your sales conversations more authentic. If you practice responding and adapting in the moment with Gina’s sales improv techniques, you’ll improve your emotional intelligence and allow discovery to flow organically.

Technique 73

Technique Entertainment Inside sales Sales 73

Highspot

NOVEMBER 12, 2020

In a matter of months, B2B sales moved from regarding digital transformation as “forced” to seeing that digitized selling is not only here to stay, but the way to go. Moreover, only 20% of B2B buyers say that they hope to return to in-person sales. The importance of personalization hasn’t gone away.

Sell 119

Sell Technology Technology Up-sell 119

Martech

JUNE 14, 2023

Automation is a bit like delegation: there can be an upfront time cost to set up the process, but the payoff is huge when done effectively. Being smart with automation in your business frees up time to focus on more strategic decisions, helping drive growth. By setting up these basic automations, you can save yourself a ton of time.

B2B 87

B2B Appointment Contact Clients 87

The 5% Institute

JULY 8, 2019

One of the most powerful tools you can have in your sales toolkit, is the ability to ask open ended sales questions. In this article, I’m going to show you 15 open ended sales questions to help you open up dialogue, and get to the truth of what they’re trying to achieve, and what pain they’re trying to distance themselves from.

Closing 98

Closing Sales Technique Up-sell 98

Sales Hacker

FEBRUARY 17, 2021

analyzing how often Directors and Executives are involved in the sales process. Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side. What is the “ham and egg” method?

Sell 121

Sell Contract Pitch Up-sell 121

Sales Hacker

APRIL 4, 2018

There’s a lot of talk these days about the future of sales. Lately, I’ve noticed that many of the narratives around sales and AI are ominous, focusing on things like how and when bots might “steal” people’s jobs, or take over the world. But the future of sales and AI doesn’t have to be bleak. Let’s talk through it.

Cold Call 84

Cold Call Sales Trust B2B 84

Lead Fuze

SEPTEMBER 30, 2023

The Art and Science of Building an Opt-in Form A good opt-in form serves as your first point of contact with website visitors, turning them into potential leads by collecting their email addresses. This guide shares techniques to make sales emails more engaging and result-driven. But it’s not as simple as asking for information.

Lead generation 52

Lead generation Cold Call Strategic planning Technique 52

Heinz Marketing

MARCH 28, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. The importance of mentorship in a sales organization. Rob Gitell.

Pipeline 103

Pipeline Territory Legal Sales 103

Hubspot

AUGUST 21, 2023

Price negotiation is central to virtually every sales process, and understanding how to properly prepare for one can be a big help in reducing stress and improving results — especially if you're new to the process. Make sure you‘re not rushing into a closing call or trying to leverage a discount to force a deal’s timing.

Negotiate 57

Negotiate Price Objectives and Key Results Appointment 57

The 5% Institute

JUNE 8, 2023

” If a client expresses a preference for a different neighbourhood, take the time to understand their specific needs and expectations. Timing objections: “It’s not the right time for me to buy/sell.” ” Timing can be a significant obstacle for clients. “I need more time to think.”

Real Estate 52

Real Estate Objection handling Transportation Finance 52

Salesforce

NOVEMBER 20, 2023

Looks like you’re ready to make a sales call. The most successful sales calls include tailored presentations and focus on building trust with prospects by addressing their unique pain points. As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.”

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Gong.io

OCTOBER 19, 2022

How are your sales reps using their time? Or are they losing the bulk of their time on non-sales tasks? If you’re like most sales organizations, the latter scenario probably rings a bell. A lot of sales teams spend more time than they should on non-sales activities. What is sales productivity?

Product 62

Product Cold Call Sales Meeting 62

The 5% Institute

SEPTEMBER 15, 2019

Online sales training is a new and effective way to up-skill your staff (or yourself) in the most up to date sales principles. Although in person sales training is also very valuable; online sales training comes with its own set of benefits that is making it a valuable investment for businesses of all sizes.

Sales 98

Sales Technique Lead generation Follow-up 98

Heinz Marketing

MAY 22, 2023

While video marketing is commonly associated with B2C marketing, it’s becoming increasingly popular in the B2B space as well showing immense opportunity. B2C videos typically focus on emotional storytelling, entertainment, and capturing consumers’ attention within a shorter time frame while making a lasting impression.

B2B 52

B2B B2C Entertainment Education 52