Salesforce

JANUARY 17, 2024

From webinars and tutorials to documentation and best practice guides, these resources are designed to help you and your team get even more value out of Salesforce. Enhance Your Salesforce skills As a customer service leader, proficiency in Salesforce is a non-negotiable skill.

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Service Customers Networking Negotiate 132

criteria for success

APRIL 12, 2021

Charles is also an accomplished Sales Keynote Speaker, and is currently writing his new book “Enabling Buying in a World of Selling” After you hear this episode, be sure to register for our upcoming webinar series on Creating Growth as a leader. With one registration, you will get access to all 3 webinars. Sign up today!

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Negotiate Growth Follow-up Up-sell 91

Highspot

JULY 6, 2023

Sales skills enable sellers to persuade, negotiate, and communicate effectively. In the past, salespeople added value to customer interactions through their ability to broker product information to their customers. They’re adept at problem-solving, negotiation, and have strong communication skills.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Pitch 52

Sales Hacker

JANUARY 12, 2023

Rapid “time-to-value” is the key to land-and-expand deals — which are an easier approach in the current economy. Try sharing, “We were moving so quickly earlier, that to be honest, I’m not sure what value we’re truly creating for you. Recorded webinar: Managing the EOQ Scramble (And Minimizing Deal Slippage). The reason?

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Negotiate Price Sales Up-sell 95

Lead Fuze

MAY 26, 2023

One powerful way to do this is by hosting informative webinars tailored for your target audience. Besides webinars, you should also offer free advice on social media channels like LinkedIn, Twitter, or Facebook groups where your prospects hang out. In summary, focus on adding value first before asking for business.

Niche 52

Niche Legal Negotiate Technique 52

The 5% Institute

MAY 22, 2023

They are highly skilled professionals who possess in-depth knowledge of products or services and excel in communication and negotiation. Sales consultants analyse customer requirements, recommend appropriate solutions, negotiate deals, and ensure customer satisfaction throughout the sales process.

Consult 52

Consult Negotiate Real Estate Technique 52

Sales Hacker

JUNE 23, 2021

What, you didn’t have time to watch that webinar replay in between reading those two articles you’ve had open in a tab for three days? Why we love it: Each B2B sales article, podcast, webinar, and discussion is designed to support and elevate the sales profession. Topics include: Negotiating and closing.

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Cold Call Negotiate Objectives and Key Results GTM 79

The 5% Institute

JUNE 19, 2023

Describe a specific sales pitch where you effectively communicated the value proposition of a product or service. Share a situation where you successfully negotiated a deal. Provide an example of a negotiation scenario where you achieved a favourable outcome. Share an example of a successful sales pitch you delivered.

Objectives and Key Results 52

Objectives and Key Results Negotiate Pitch Sales 52

KO Advantage Group

MAY 7, 2020

Develop them through the phone and generate $100K by watching this webinar. Hostage negotiators have known about the value of empathy before sales people. Negotiators try to understand what someone is feeling instead of trying to get the other person to take action. Want to be in-the-know with our webinar series?

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Negotiate Clients Promote Contact 77

Salesmate

MAY 29, 2020

Sales challenge 4 – Prospects reluctance during the negotiation. Most of the deals are lost during the negotiation stage of the sales process. Solution: Stay calm during the negotiation and think before you respond to a customer objection. Research and explore various negotiation tactics to deal with reluctant prospects.

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Negotiate Sales Objectives and Key Results Price 93

The 5% Institute

MAY 30, 2023

It involves identifying prospects, qualifying leads, conducting effective sales meetings , and negotiating contracts. This involves analysing target markets, identifying ideal client profiles, and developing compelling value propositions.

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Objectives and Key Results Technique Sales Clients 52

Veloxy

FEBRUARY 22, 2023

Closing deals : Field sales reps negotiate pricing and terms, and ultimately close deals with clients. Other types of training may include sales techniques, communication skills, negotiation skills, and product knowledge. One of the most common is product training, which involves learning about the products or services being sold.

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Represent Objectives and Key Results Sales Inside sales 130

InsightSquared

NOVEMBER 5, 2018

Train our teams to negotiate better to keep deal value higher. Teach reps to trade instead of negotiate to keep ACV higher. InsightSquared is also hosting a webinar with Winning by Design on Wednesday, November 7th at 1pm ET. So what can we do? Loosen the SAL criteria to give the sales reps a few more deals to work.

SQL 94

SQL Territory Negotiate Cross-sell 94

Lead Fuze

OCTOBER 11, 2023

Beyond convenience, these platforms offer real-time insights from industry leaders who have walked the walk before talking the talk on topics like customer engagement strategies or navigating through tough negotiations—essentially providing mentorship right into your ears. It includes expert tips and success stories.

Niche 52

Niche Sales Negotiate Technique 52

Salesforce

NOVEMBER 20, 2023

These calls — most often conducted either in-person or via video — involve multiple parts, including initial agenda-setting by the rep, the product pitch, a demo, prospect objections and rep responses, negotiation, and outlining of next steps. Ideally, a rep closes a sales call with a verbal agreement from the prospect to make a purchase.

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Objectives and Key Results Pitch X-functional Sales 69

Highspot

JANUARY 4, 2024

Include these four elements in your sales training agenda for maximum impact: Skills Assessment for Sales Reps Skills assessment identifies areas where your sales team needs improvement, such as communication, negotiation, product knowledge, or customer experience. Analyze competitor products to identify key differentiators.

Objection handling 52

Objection handling Pitch Sales Technique 52

PandaDoc

OCTOBER 3, 2023

For example, many sales teams spend several hours each day manually qualifying leads, which takes time away from engaging with high-value prospects. Manual lead qualification often led to overlooking potential high-value clients. Setting clear, measurable goals is crucial to drive focused AI adoption tied to business value.

Process 52

Process Objectives and Key Results X-functional Sales 52

Hubspot

SEPTEMBER 12, 2018

To illustrate, check out this hypothetical buyer's journey: With that in mind, your sales pipeline stages might be: Connect: The buyer engages with your company, whether they open an email from a salesperson, attend a webinar, or download a piece of content. Double-check opportunity dollar values as well.

Pipeline 100

Pipeline Negotiate Objectives and Key Results Sales 100

A Sales Guy

OCTOBER 13, 2015

Also nonstop reading and watching webinars from primarily You, Jill Konrath, and Anthony Iannarino. We could never communicate the value we wanted because we were not taught the right way. After months of negotiations, which are still ongoing, we came to an agreement where we were offered exclusivity for the US Canada & Mexico.

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Quota Appointment Negotiate Referrals 117

Gong.io

AUGUST 22, 2018

Training videos and webinars. It influences everything from how the seller presents, to which objections the customer surfaces, to how much negotiating leverage you find yourself with at the end of the sales cycle. Explaining to a buyer how your product is different means nothing if they don’t value that difference. So read on.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Highspot

OCTOBER 23, 2023

It pays to equip your sales teams with the knowledge and tools they need to effectively communicate the product’s value to potential customers. Launch events: Host events or webinars for real-time demonstrations and interactions. To captivate and engage the target audience. Sales enablement is pivotal in this endeavor.

Launch 59

Launch Negotiate Product GTM 59

PandaDoc

MAY 30, 2019

To close it, you’ll have to not only prove your value but also get buy-in from the prospect’s social media, design, and account management departments. Recorded webinar. This sort of clarity early on gets everyone on the same page and provides firm ground for negotiation. Leverage team-based selling. Watch now.

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Contract Negotiate Strategize Sales 75

PandaDoc

JANUARY 10, 2023

Let’s say, for instance, that leads have been captured by the marketing team through social media, webinars, forums, Google ads, ebooks, podcasts, etc. Will this sale add value to your business? Let’s say your prospect is impressed with your proposal after further review and negotiations, and is now ready to close.

Closing 52

Closing CRM Legal Contract 52

InsightSquared

NOVEMBER 5, 2018

Train our teams to negotiate better to keep deal value higher. Teach reps to trade instead of negotiate to keep ACV higher. InsightSquared is also hosting a webinar with Winning by Design on Wednesday, November 7th at 1pm ET. So what can we do? Loosen the SAL criteria to give the sales reps a few more deals to work.

SQL 59

SQL Territory Negotiate Cross-sell 59

Sales Hacker

MAY 8, 2019

Whether prospecting, making cold calls, negotiating, or even researching, every small step a sales rep takes is tied to this goal. Another problem is the lack of clarity on the value associated with each MQL. The truth is, if prospects don’t find value in the conversation, they are going to turn you down and turn to a competitor.

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Closing Pitch Sales Quota 110

PandaDoc

JULY 18, 2019

If you’ve listened to one of my webinars lately or read a previous blog post of ours, you know I’m all about giving away our secrets in hopes of bettering sales teams worldwide. Close more deals, close deals faster, close higher value deals. So jump to December 31st, we’re in negotiations on the last day of the year (typical, right?)

Closing 63

Closing Negotiate Objectives and Key Results Technique 63

Veloxy

AUGUST 31, 2023

Customers come first While you’re busy trying to meet your sales quota , remember to value the customer more than anything else. Personalized follow-ups, such as sending relevant content or addressing specific pain points discussed during previous conversations, show potential customers that they are valued and understood.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Lead Fuze

JULY 5, 2023

Attend webinars, take online courses, or even hire a sales coach. Show them the value you bring, and they’ll be begging for more. Rather than ruminating on the negatives, compile a “success list” to remind yourself of all your successes, such as landing major clients and excelling in difficult negotiations.

Sports 52

Sports Objectives and Key Results Gaming Drivers/motivators 52

Sales Hacker

AUGUST 23, 2018

Asking the critical few from the trivial many questions will shorten your negotiation time and enable prospects to make faster decisions. If your product matches their expectations, add value to their research and offer them resources. In fact, it might work as an ice-breaker for negotiations or discuss your SLAs etc.

B2B 55

B2B Cross-sell Negotiate Pitch 55

Anthony Cole Training

FEBRUARY 6, 2012

Negotiating (2). To get the full value of Kims expertise and unique approach to coaching and behavior modification, go to Frame of Mind Coaching and complete Your Own Frame of Mind Assessment. Register for Tony Coles On Demand Webinar! Leadership Training (2). major performance factors (2). managing sales (4). mentoring (2).

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Objectives and Key Results Drivers/motivators Sales Up-sell 190

Anthony Cole Training

MAY 16, 2011

Negotiating (2). Register for Tony Coles On Demand Webinar! Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). open ended sales questions (11). performance management (3).

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Objectives and Key Results Drivers/motivators Sales Clients 185

ConversionXL

NOVEMBER 3, 2016

So instead of simply increasing the volume of leads on a landing page, you’re suddenly also supposed to factor in quality of leads, lifetime value, sales productivity, etc. Do we get a higher lead value from those who fill out a form or those who contact sales? What types of micro-conversions produce the highest lead values?

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B2B Conversion B2C SQL 110

Anthony Cole Training

JUNE 7, 2010

Negotiating (2). Sunday June 2, 2010 Cincinnati Enquirer : I will be presenting a webinar on Eyes on Sales this Tuesday at 1:00. It has to be a core belief that you will do what is consistent with your values and what you stand for. Register for Tony Coles On Demand Webinar! Leadership Training (2). managing sales (4).

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Objectives and Key Results Drivers/motivators Sales Represent 120

Anthony Cole Training

AUGUST 17, 2011

Negotiating (2). In an age where your sales people or your staff of support people spend HOURS on proposal presentations and power point decks or webinar decks, what gets lost in the process is what really matters when it comes to selling and that is the individual and personal relationship. Register for Tony Coles On Demand Webinar!

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Objectives and Key Results Up-sell Appointment Drivers/motivators 137

Anthony Cole Training

OCTOBER 18, 2011

Negotiating (2). Marketing boils down to providing unique value. Register for Tony Coles On Demand Webinar! Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). Sales Grader.

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Objectives and Key Results Drivers/motivators Sales Represent 150

Anthony Cole Training

JANUARY 31, 2012

Negotiating (2). 5) Ask for introductions anytime value is given and perceived. However, there is huge potential for someone who can hang in for two or three years and who understands the value of prospecting and building business-based introductions. Register for Tony Coles On Demand Webinar! Leadership Training (2).

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Objectives and Key Results Drivers/motivators Sales Up-sell 168

Sales Hacker

FEBRUARY 9, 2021

All of our members know and all those that listen to these podcasts understand the value of networking. What I found with an American business was that sales was front and center and had exactly the ingredients of value and importance that I was starved of working for this UK company. That became the start of my career proper.

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Networking Up-sell Represent Negotiate 60