CloserIQ

FEBRUARY 19, 2019

Interestingly, there’s a bold shift away from a fundamental aspect of B2B pipeline generation: Cold calling. Here’s how: The person asking questions controls the conversation. So if you neglect who you are and the company you’re from, you turn your power over to the buyer by practically forcing them to ask “ Who is this?”

Technique 91

Technique Prospecting Cold Call Pitch 91

Gong.io

JUNE 8, 2022

Here’s what this discovery-oriented sales process uncovers about each one: Metrics : This focuses on the economic impact of your solution. It’s where most discovery conversations go right out of the gate… especially if you’re using Gong’s article, “ 12 Sales discovery questions to pinpoint real pain ”. Unintentional?

Process 62

Process Objectives and Key Results Quota Sales 62

Gong.io

FEBRUARY 9, 2019

Discovery 4. They’re split into sections from discovery call tips , to product demos , to objection handling , and more. Write this down: The person who asks the questions controls the conversation. Your buyer asks “ Who is this?” Don’t ask “Did I catch you at a bad time?”. Do ask “How’ve you been?”.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Sales Hacker

OCTOBER 7, 2021

Questioning what we can achieve and how far we can stretch is a tactic to evaluate our choices. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. Build allies and ask for help. She’s bold. Don’t be afraid to ask for help.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

ConversionXL

NOVEMBER 3, 2020

At this point a basic question “How do I know if this stuff is any good?” This review process can be broken down into 9 questions. Write them down or print them out to ask after you’ve completing your next draft. ” Peer Review asks 4-6 people to rate copy on a scale of 1-4. You need more.

Process 117

Process Drivers/motivators Promote Conversion 117

The Lost Book of Sales

MAY 10, 2020

Before diving in, I wanted to let you know that in the coming weeks I'll be writing a couple of articles about what I call the "holy grail" of documents and tools that I've developed to handle any type of discovery call or a sales demo with confidence. MEDDPICC by Zendesk and the Predictable Revenue blog (Aaron Ross).

Sales 52

Sales Education Prospecting Legal 52

ConversionXL

OCTOBER 7, 2013

At this point a basic question ”How do I know if this stuff is any good?” This review process can be broken down into 9 questions. Write them down or print them out to ask after you’ve completing your next draft. ” Peer Review asks 4-6 people to rate copy on a scale of 1-4. You need more.

Process 113

Process Drivers/motivators Promote Up-sell 113