Gong.io

NOVEMBER 19, 2021

The moment a customer voices a sales objection, it’s tempting to do two things. Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!”. We’re giving you a better approach right now so you stop losing deals. Even the top-performing reps encounter sales objections.

Objection handling 108

Objection handling Technique Sales Pitch 108

The 5% Institute

DECEMBER 4, 2019

If we give things meaning consciously, we stay in control. By doing so, peak performers maintain a calm, controlled demeanour, and don’t overact and let their emotions – and negative meaning take control. #4 Peak performers accept responsibility for their lives, their own outcomes, and what they can or can’t control.

Clients 98

Clients Negotiate Follow-up Process 98

Gong.io

MAY 12, 2019

Google sales tactics and you’ll get plenty of articles with solid offerings. Listen to your customer. And a massive YES to specific sales tactics backed by data. They have precise sales tactics , right down to the words you should (and shouldn’t) use at each stage of your sales process. Solve problems.

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

Sales Hacker

APRIL 5, 2018

3) Losing control of the call. Let me ask you a question. The lack of coaching, amongst other factors, has directly contributed to a negative stigma with sales people to the point where we now prefer other methods of communication. I’ve also had my fair share of awful demos, discovery calls, and bad negotiation tactics.

Cold Call 74

Cold Call Objection handling Technique Sales 74

Partners in Excellence

AUGUST 21, 2019

Many senior sales execs are starting their planning for next fiscal year. ” Of course I can help, but I always ask, “What makes you think it’s the compensation plan that’s standing in the way of sales performance? ” Sales Exec: “None, they’ve been here for a long time.”

Commission 82

Commission Price CRM Up-sell 82

Pointclear

MARCH 25, 2014

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. He stands 6’5” in custom-made cowboy boots, and wears a wide-brimmed straw cowboy hat that cost as much as the boots. That stopped him. Maybe more so.

Negotiate 98

Negotiate Follow-up Consult Market share 98

Lead Fuze

JULY 2, 2023

How to get into tech sales without a degree? This question might be looming in your mind if you’re interested in the lucrative field of technology sales. In this blog post, we will delve deep into understanding the nature of tech sales jobs and essential skills required for success.

Quota 52

Quota Education Networking Sales 52

Lead Fuze

JULY 5, 2023

How to get out of a sales slump is a question that can haunt even the most seasoned professionals. Sales slumps are an inevitable part of any business, but they don’t have to spell disaster. Maintaining productivity through consistency in both direct selling tasks and non-sales activities is another key aspect we will cover.

Sports 52

Sports Objectives and Key Results Gaming Drivers/motivators 52

Sales Hacker

AUGUST 14, 2018

Tune in to for expert tips on managing the sales negotiation process with Chris Voss , renowned author, and negotiation expert. Check out our previous episode here: PODCAST 19: How to Become a Best-in-Class VP of Sales by 25. What the definition of a successful negotiation is. Subscribe to the Sales Hacker Podcast.

Negotiate 42

Negotiate Real Estate Closing Objectives and Key Results 42

ConversionXL

MARCH 19, 2020

“Rare is the business that has a formal disaster plan, let alone one that covers a global Black Swan event.” They do more of the same with less, often lowering quality and customer satisfaction. Companies in this category add features when customers desire greater value. Knowing your customers—and how they may change—is key.

Growth 121

Growth Non-Profits Price Promote 121

Lead Fuze

JUNE 27, 2023

So let’s dive deeper! Invest in reliable software like LeadFuze for lead generation and sales prospecting. Talent Management: Guide artists’ careers strategically while negotiating contracts on their behalf. Songkick allows artists to list live events while Spotify lets them pitch playlists featuring their songs.

Promote 52

Promote Price Pitch Drivers/motivators 52

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Negotiation. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Negotiating Doesn’t Have to Mean Sacrificing Profit. Ignore customers and the numerous requests they make.

Drivers/motivators 85

Drivers/motivators Negotiate Price Cold Call 85

Lead Fuze

NOVEMBER 30, 2021

Today, we’ll be talking about how to ask the right questions during a sales call and close deals. I want to show people how simple sales is, and that there’s nothing magical about it. In this case, your sales cycle is likely longer and more people have to approve of the purchase. 9 Sales Hacks to Close the Deal.

Closing 52

Closing Commission Contract Meeting 52

Lead Fuze

JANUARY 1, 2022

The first thing we need to understand is what a sales cycle looks like and the different steps that it contains. In here, we will discuss the sales cycle definition, stages, and strategies for accelerating sales. Need Help Automating Your Sales Prospecting Process? Sales Cycle Definition. What is a sales cycle?

Commission 52

Commission Sales Cross-sell Pipeline 52

SaaStr

JUNE 10, 2020

And so we’re a great experience for your employees but also for your finance teams who are trying to control costs and save money. We’re all aware we see declining pipeline in revenue, cost controls are at the high, we’ve got major expense scrutiny. There were four things that we focused on, our customers.

Launch 70

Launch Start-ups Drivers/motivators Pipeline 70

Sales Hacker

APRIL 26, 2018

Among the most frequently mentioned are product knowledge, customer empathy, problem solving, persuasiveness, and sales methodologies. No sales leader in her right mind would let loose a sales rep who lacks every one of those crucial attributes on the floor. Real-World Examples Of Business Acumen In Action.

Drivers/motivators 54

Drivers/motivators Non-Profits B2B Strategize 54

Sales Hacker

OCTOBER 6, 2020

Eddie is bringing B2B sales to a group of people that may not be as aware of it. He finds people that aren’t aware of what is possible in a sales career, puts them through a six-week training program, and places them in companies looking to hire. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker podcast.

Sales 63

Sales Pipeline Up-sell Start-ups 63

PandaDoc

SEPTEMBER 28, 2022

A wide variety of possible price negotiation strategies exist but all of them have a common baseline. Customers often try to haggle at the last minute when it’s really too late to back out of previous agreements. That’s why successful bargaining requires special knowledge of negotiation tactics and advanced negotiation skills.

Negotiate 98

Negotiate Price Gaming Contract 98

Cerebral Selling

OCTOBER 30, 2022

And as someone who started their career as a research scientist before spending two decades in the B2B sales trenches, this experience helped me connect so many powerful data points for how we navigate our careers and interact with customers. But customers, wary of our motivations and intentions, keep those insights closely guarded.

Quota 213

Quota Intrinsic Sales Negotiate 213

Gong.io

JANUARY 1, 2021

If you are in sales, you know what the word negotiation means. . Heck, it’s always been — and still is — the #1 skill in sales. The best-of-the-best salespeople are often the best-of-the-best negotiators. They know the negotiation techniques to win deals. Let’s just cut right to the chase on this negotiation skill.

Negotiate 127

Negotiate Technique Price Objectives and Key Results 127

SaaStr

APRIL 23, 2019

Let us know. They’re like, “Okay, let’s investigate that.” Because if you’re launching a consumer company, or even B2B size product, you can pretty much sell, or have a product ready in those three to six months, and even have 10 customers. Also, Brex is a Super Platinum sponsor for Annual 2020.

Launch 63

Launch Pitch Niche Negotiate 63

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Here they are… The 97 Best Sales Books in 2020.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. So let’s change it, together. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. What is one a-ha moment you’ve had in your sales career? Your sales career project has ups and downs.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Gong.io

JANUARY 1, 2021

If you are in sales, you know what the word negotiation means. . Heck, it’s always been — and still is — the #1 skill in sales. The best-of-the-best salespeople are often the best-of-the-best negotiators. They know the negotiation techniques to win deals. Let’s just cut right to the chase on this negotiation skill.

Negotiate 83

Negotiate Technique Price Objectives and Key Results 83

SalesLoft

DECEMBER 5, 2022

Most sales teams today use forecasting tools, yet the majority of them still struggle to understand what’s actually happening during critical conversations with prospects. . While Conversation Intelligence technology may be the “new kid” on the Sales Engagement block, don’t underestimate its value. Sales Reps: .

Conversion 52

Conversion Negotiate Technology Technology 52

SalesLoft

DECEMBER 14, 2021

Todays’ sales teams are using forecasting tools yet still struggle to understand what’s happening during critical conversations with prospects. As a sales leader, you know how difficult it is to accurately forecast without knowing what was said and who said it. How Do Sales Teams Use Conversation Intelligence?

Conversion 52

Conversion Negotiate Pipeline Technology 52

SaaStr

JULY 15, 2020

I wanted to dig in into Founders Fund and some tactical stuff but Keith, let’s step back because I know this is something that everyone’s thinking about all of the world, everyone on Twitter, tell me what you’re thinking about how do I get my arms around this slide, right? So pop into the Q and A. It’s dramatic.

X-functional 60

X-functional E-commerce Growth Retail 60

Sales Hacker

DECEMBER 23, 2020

Let’s address the elephant in the room – there are just too many sales resources available to know what’s good and what isn’t. We decided to tackle the heavy lifting to create this round-up of our favorite sales resources, tools, and guides. Sales Outreach: Tools & Templates. Remote sales resources.

Negotiate 80

Negotiate Cold Call Pitch Sales 80

Heinz Marketing

DECEMBER 28, 2020

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. There’s going to be a time for text messaging. This and so much more!

Pipeline 132

Pipeline Cold Call Appointment Sales 132

Sales Hacker

AUGUST 18, 2020

This week on the Sales Hacker podcast, we’ve got a fantastic episode for you. Subscribe to the Sales Hacker Podcast. Welcome to Sales Hacker Podcast. Sales enablement is easy. More sales meetings. Our second sponsor is Outreach, the number one sales engagement platform. We’re on iTunes. The result?

Start-ups 107

Start-ups Consult Campaign Conversion 107

Hubspot

AUGUST 31, 2020

Did you know that 69% of B2B salespeople feel they don’t not have enough opportunities in their pipeline to meet sales quota? This data comes from a recent survey conducted by Selling Power and ValueSelling Associates that surveyed more than 300 B2B sales professionals about their quotas. Working with an inefficient sales process.

Quota 99

Quota Objectives and Key Results Pipeline Cold Call 99

Gong.io

FEBRUARY 9, 2019

Looking for a rich list of sales techniques and tips you can use to close more deals? We’ve pulled together a list of 55 sales techniques, tips, and best practices. Let’s get started. Prospecting Sales Tips & Techniques. Let’s start with PROSPECTING! This is an essential part of sales. Discovery 4.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

PandaDoc

SEPTEMBER 21, 2022

A sales pipeline software is a digital tool for structuring your selling process so you can close deals quicker and expand your firm faster. In short, pipelines are a method of visualizing all of the options available to you at a specific moment in your sales cycle. Let’s get started! How to pick a good sales pipeline software.

CRM 52

CRM Pipeline Sales Territory 52

Cience

JULY 9, 2020

If you’ve worked in marketing or sales over the past decade then you’ve most likely heard it said: “Cold calling is dead.” And yet, many of the most successful businesses still practice cold calling in 2020, and they won’t be stopping anytime soon. Ideal Customer Profile and Buyer Persona. Cold Calling Tips From Sales Pros.

Cold Call 79

Cold Call Appointment Objectives and Key Results Prospecting 79

Sales Hacker

OCTOBER 21, 2019

There are tons of roundup articles about top women sales leaders. Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. What about the amazing sales leaders who aren’t well-known already? Most Dynamic Women Sales Leaders.

Sales 90

Sales Up-sell Start-ups Cross-sell 90

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. Meghan Gill | VP of Sales Ops @ MongoDB. All right everyone, thank you so much for joining us today for our panel on how to design a sales comp plan to get you to 100 million dollars. FULL TRANSCRIPT BELOW.

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

The Lost Book of Sales

JULY 12, 2021

It's one of those books that you have to read if you work in sales or technology. Because it brings you a good mental model for understanding modern high-tech marketing, as well as the importance of segmenting and understanding your customers in a manner that I haven't seen anywhere else. Technology Adoption Lifecycle.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52