Gong.io

FEBRUARY 23, 2023

This article is part of the Gong Labs series, where we publish findings from our data research team. Subscribe here to read upcoming research. For today’s sellers, these factors have ushered in digital transformation across your organizations, dozens of new technologies at your disposal, and the requirement to master new skills.

Closing 121

Closing Price Finance Negotiate 121

Partners in Excellence

OCTOBER 5, 2023

I asked the question, “How will you be making a decision on how do implement this initiative?” ” There was an awkward silence, the CEO eventually said, “I don’t know…… What should I be doing? What should I be looking at? Who should I be involving in the decision?…

B2B 99

B2B Clients Pitch Consult 99

Partners in Excellence

OCTOBER 3, 2023

Too often, sellers catch customers who are very late in their buying cycle. They’ve done all the heavy lifting of trying to figure out what questions they should be asking, who should be involved, the risks, the necessity of changing. What’s it take to do this? Why should we do this?

Sell 122

Sell Up-sell Start-ups Customers 122

Partners in Excellence

NOVEMBER 28, 2022

Buyers struggle doing their “jobs” ……buying! We poor sellers struggle, if it weren’t for these inept buyers, selling would be so much easier. ” We spend billions in teaching sellers how to sell, endless training on products, more sales skills training. Sellers are selling as hard as they can!

Up-sell 97

Up-sell Sell B2B Process 97

The Lost Book of Sales

JANUARY 12, 2024

Just as the complexity of your solution increases, so do your client's apprehensions, worries and anxieties. They can be deep underlying trust issues in your ability to deliver, or they may have to do with your buyer's own internal organizational doubts about driving acceptance for changes that are needed.

Negotiate 111

Negotiate Objectives and Key Results Price Clients 111

Tibor Shanto

SEPTEMBER 23, 2021

Sales Enablement is a hot topic, and as such, some will abuse it for their own good (or bad). Mike shows how Sales Enablement done effectively, at the formal maturity model, absolutely does positively impact both win-rates and quota attainment (according to multiple analyst research studies over the past several years).

GTM 167

GTM Sales Consult Quota 167

Miller Heiman Group

SEPTEMBER 3, 2020

Now is the time when organizations need problem-solvers who can help them overcome unforeseen challenges, putting sellers in a position to engage with customers on a deeper level than ever before. Our research shows that more than 70% of buyers wait until after they have already defined their needs to engage sellers.

Customers 154

Customers Objectives and Key Results Technique Represent 154

Partners in Excellence

NOVEMBER 8, 2022

But you have to dive into the research to understand it The research actually shows, buying groups tend to spend a total of 17% of their time meeting with suppliers. But you have to dive into the research to understand it The research actually shows, buying groups tend to spend a total of 17% of their time meeting with suppliers.

Customers 92

Customers B2B Education Up-sell 92

Veloxy

FEBRUARY 13, 2023

Research conducted at Harvard University suggests asking questions improves liking and learning. So tell me, what do you like about the [current solution] you’re using? They usually sound like “Should we schedule 15 minutes?” As you can see, close ended questions do not encourage quality dialogue.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Heinz Marketing

MAY 13, 2023

Top 35 Sales Podcasts + Best Episodes for 2023 by Amy Copadis By listening to the best sales podcasts, you gain insights from high-performing sales professionals, discover what’s happening in the sales world, and learn what other teams are doing to meet daily challenges. Great Sellers are Great Researchers.

B2B 100

B2B Sales Drivers/motivators Up-sell 100

Partners in Excellence

SEPTEMBER 21, 2023

Time management is a huge issue for all of us, but particularly important for sellers. They looked at how sellers are spending their time. Looking at prospecting and conducting sales calls–sellers are spending 33% of their time engaging with customers/prospects. Or sales planning at 14% of seller time.

Territory 81

Territory High impact Negotiate Meeting 81

Sales Hacker

OCTOBER 20, 2023

Sellers are responsible for educating their buyers digitally through multiple channels. Here is how to think about ownership and process: Ownership Who should take ownership for the creation process and content that the sales team uses – marketing or sales? They need to have relevance and a point of view.” It’s a team effort.

GTM 105

GTM Education Sales B2B 105

Search Engine Land

NOVEMBER 15, 2023

Display seller ratings One of the most obvious things you can do to inspire trust in your text ads is to include seller ratings. Seller ratings are an automated ad asset (formerly extension), so you can’t really control when they’ll show up. Craft your own messaging It’s also important that you craft your own messaging.

Real Estate 101

Real Estate Trust Clients Follow-up 101

Partners in Excellence

JANUARY 25, 2024

Instead, our engagement strategies force our customers to do all the heavy lifting in the change initiative. Any need identification we perform is reduced to “what features, functions, capabilities do you need in your solution… ?” They have solved their problem, they have determined what they want to do.

Customers 112

Customers Objectives and Key Results Growth Objection handling 112

Partners in Excellence

DECEMBER 7, 2022

Scott Gillum, has just published a fascinating piece of research that goes deeper, asking, “What creates these feelings/emotions, how do we address that?” Which should cause leaders to think about, “what drives the behaviors and performance of our own people?”

Drivers/motivators 62

Drivers/motivators B2B Quota Technology 62

Gong.io

DECEMBER 19, 2022

In doing so, buyers see your reps as trusted advisors who cut through all of the information in the market to help them find the best solution. In doing so, your reps become trusted consultants who buyers will turn to for advice on a range of topics — not just those that are related to your product. Research buyers. Here’s why.

Sell 90

Sell Pitch Trust Up-sell 90

Veloxy

AUGUST 6, 2021

A healthy percentage of those missed calls and ignored messages were from the clients own friends, family, and people he actually likes! What most people don’t realize is that these bumble bee buyers are still want to hear from new sellers. Make your own personalized version of an email newsletter.

Sell 317

Sell Pitch Cold Call Prospecting 317

Partners in Excellence

MARCH 7, 2024

.” But he also goes further, talking about selling forces us to be students–constantly learning about our customers and our own organizations. My friend David Brock sent me an email that started with “Carlos, yeah, yeah, I know you are a marketer, but you are also a terrific seller.” Enjoy Carlos’ story. my pitch!

Sell 113

Sell Tradeshows Pitch Up-sell 113

Heinz Marketing

FEBRUARY 16, 2021

With the rising use of digital, self-service channels it’s easier than ever for buyers to research, vet, and make decisions entirely on their own. So how can sellers respond? And in doing so, it has also amplified the need for B2B sales to undergo a digital transformation of its own. The short answer is: No. .

Conversion 124

Conversion Sell B2B Sales 124

Sales Hacker

DECEMBER 22, 2022

Per new research, a mere 26% of organizations say 90% or more of their reps met quota last year. Many revenue leaders have gone in search of the right tools and strategies to help sellers thrive. Rather, a mere 2% of organizations indicate sales enablement is owned by HR. Sales enablement teams do more coaching than you’d think.

Quota 89

Quota Strategize Cross-sell Commission 89

Salesforce

JANUARY 3, 2024

What are the do’s and don’ts of sales pitches? How do you craft your own sales pitch? A sales pitch should focus on your prospect and their needs. Your energy and pitch intent are just as important as what you say, so a helpful attitude focused on your prospect’s best interest should guide you.

Pitch 109

Pitch Sales Prospecting Clients 109

Partners in Excellence

MAY 26, 2023

I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills. ChatGPT has been very enthusiastic about helping train sellers. But in it’s enthusiasm to start training sellers, it’s started pitching me on how good it can be.

Pitch 104

Pitch Manufacturing Objectives and Key Results Launch 104

Hubspot

MAY 7, 2024

Why do I bring this up in the context of entrepreneurship? Instead of biting my nails to the bone over what AI could do, I positioned myself as a writer who could do what AI couldn’t. Capacity for Learning in Action (Example) “ One company I worked with built an all-in-one software platform for ecommerce sellers,” says Reed.

Start-ups 63

Start-ups Teamwork Follow-up Service 63

Partners in Excellence

SEPTEMBER 1, 2022

Each industry has their own jargon. If sellers are using the same language/jargon their customers are, the customers will have greater confidence that sellers understand them. I had a team of specialist sellers that sold engineering design solutions. I share an example from years ago. ” They walked out.

Appointment 97

Appointment Manufacturing Conversion Engineering 97

Gong.io

SEPTEMBER 12, 2022

Do your reps follow a consistent and repeatable process that makes it easy to predict quarterly sales? Or are they flying by the seat of their pants, following their own playbooks, and sending your metrics all over the place? Cold calling, emailing, and LinkedIn messages – all of these outreach methods will do the work.

Objectives and Key Results 118

Objectives and Key Results Cold Call Pitch Sales 118

Salesforce

SEPTEMBER 5, 2023

Instead of being hyper-focused on numbers, the best sellers think about what value and solutions they can deliver to their customers. Upselling is when a seller encourages a customer to buy a more expensive version of a product or service than they originally intended. But those cues often don’t surface on their own.

Cross-sell 72

Cross-sell Quota Up-sell Contact 72

Cerebral Selling

APRIL 20, 2020

In the past, I’ve spoken about some of the reasons why customers ignore your outreach , not the least of which are generic, drive-by pitches that far too many sellers still seem to use. The good news is when it comes to messaging some sellers are attempting to up their game with narratives that are more specific and tailored. .

Real Estate 162

Real Estate Pitch Networking Manufacturing 162

Salesforce

JUNE 28, 2023

Our latest State of Sales Report shows 81% of sales reps say buyers increasingly conduct research before they reach out. Why the sales pitch is still so important A report from research firm G2 revealed 68% of buyers don’t involve sales until they’re ready to make a purchase.

Pitch 98

Pitch Objectives and Key Results Sales Trust 98

Highspot

AUGUST 19, 2021

Armed with the latest analyst research, you can identify opportunities ripe for transformation – and adjust your strategy accordingly. ” (The Future Of Sales, Forrester Research, Inc., ” (The Future Of Sales, Forrester Research, Inc., ” (The Future Of Sales, Forrester Research, Inc., May 3, 2021).

Sales 105

Sales Negotiate B2B Technique 105

Veloxy

SEPTEMBER 29, 2021

Researching prospects, sifting through huge swaths of data, and re-typing reports is NOT necessary. To do this well, learn about challenges that prevent full Salesforce adoption. Should they take specific variables into account when they look at a “zoomed in” set? Persuasive conversational skills are valuable.

Territory 342

Territory Represent Sales Lead generation 342

Adaptive Business Services

APRIL 19, 2023

Changes in technology that affect both the buyer and the seller. Of course you do. To be clear, I’m all for adapting, evolving, and improving in all areas of our chosen craft, however … What I don’t see being talked about much is the fact that, if you don’t have a solid foundation in selling, none of this is going to do you much good.

Sports 71

Sports Education Sales Technique 71

Heinz Marketing

MAY 29, 2023

This week’s show is entitled, “ The Widening Buyer/Seller Gap & How to Fix it “ My guest is Spencer Wixom , CEO at The Brooks Group. Tune in to hear more about: Why is there still a gap between buyers and sellers in terms of understanding and communication? They’re very important to consider.

Pipeline 96

Pipeline Angle Sales Trust 96

Gong.io

AUGUST 24, 2021

This article is part of the Gong Labs series, where I publish findings from our data research team. Subscribe here and follow me to read upcoming research. Should I send another hyper-personalized email? Then we analyze how seller and buyer behavior impacts success rates. . I knew I’d get a reply. . But… none came.

Follow-up 164

Follow-up Real Estate Meeting Sales 164

Partners in Excellence

FEBRUARY 2, 2023

As my social feeds get filled with “gurus” talking about how AI can be deployed to do virtually everything critical to sellers, I started wondering about the “Human” element of engaging our customers and people in our own organizations. Why do they think tools like ChatGPT can displace this?

Sell 108

Sell Conversion Campaign Trust 108

Sales Hacker

MAY 23, 2023

It’s of course risky to cold email a founder with an informal style, but it could set you out from the pack of corporate sellers who sound like robots. It’s of course risky to cold email a founder with an informal style, but it could set you out from the pack of corporate sellers who sound like robots. Keep your email short.

Sell 93

Sell GTM Quota Up-sell 93

Gong.io

NOVEMBER 30, 2022

In other words, they buy for their own reasons, which are usually different from the reasons the seller uses when marketing the product. . This teaches sellers to take the time to understand the buyer and position the product in terms they find appealing. Around two-thirds of sellers say they always put the buyer first.

Sell 62

Sell Objectives and Key Results Pitch Consult 62

SaaStr

DECEMBER 2, 2022

Today’s customers, AKA the self-serve buyers, want to be able to access information online during the research and buying process without having to speak to a salesperson or fill out a form. What should marketers be thinking about when adapting to today’s buyers? Millennials and Gen Z make up 65% of today’s buyers.

Growth 91

Growth Trust Networking Contact 91