Iannarino

JULY 22, 2021

Other evidence emerged when decision-makers and decision-shapers started to discourage—or in some cases, forbid—PowerPoint presentations in sales meetings, having already lost too many hours of their lives to soul-stealing conversations about the salesperson’s company and their products. Instead, they wanted to “talk” and “ask questions.”.

Technique 313

Technique Growth Clients Contact 313

ClickFunnels

OCTOBER 6, 2021

It provides no context as to who the potential buyer is, why they need a pen, or what special features the pen might have — all critical components of a successful sales dialogue. Know Who You’re Talking To. And if want to find them online, then you have to start understanding them at a much deeper level.”. Impossible, right?

Sell 215

Sell Up-sell Negotiate Follow-up 215

Tibor Shanto

AUGUST 31, 2021

Much more than in other years, it is important to get ahead of things, and take steps to prepare for the post Labor Day sprint. What follows are five things you can do any time in any year, but given the opportunities, they are crucial this year. While I do see value in cold calling, I prefer referrals. Harvest Referrals.

Referrals 300

Referrals Cold Call Prospecting Quota 300

Veloxy

DECEMBER 28, 2021

Sales acceleration software is so much more than selling faster. AI Sales software is a critical solution for sales managers who want to keep their salespeople on task—ie. It has received recognition from G2 for High Performance , Customer Relationships , and Easiest to Do Business With. Best for Video Messaging: OneMob ?

Non-Profits 200

Non-Profits Sales Inside sales Price 200

Veloxy

FEBRUARY 13, 2023

They allow salespeople such as yourself to better understand the customer’s needs, goals, and challenges. This is why open ended questions are great for gathering information and understanding the needs, wants, and pain points of a customer. 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

Veloxy

SEPTEMBER 8, 2022

Let’s first define what high velocity sales is, and then we’ll talk about five smart ways to speed up sales. How Much More Revenue Will I Make with High Velocity Sales? Salespeople spending most of their time selling seems obvious, doesn’t it? What do I need to do next ? What is High Velocity Sales?

Cross-sell 130

Cross-sell Sales Quota Contact 130

Veloxy

FEBRUARY 22, 2022

When you’re engaging with buyers who expect a superior customer experience from the sales process (as most do and should), it often presents several challenges for the field sales warrior: How many hours a day should I invest in my sales technology stack without sacrificing customer satisfaction and engagement? Why Social Selling?

Sell 231

Sell Niche Referrals Sales 231

Spiro Technologies

JUNE 23, 2022

While much of a salesperson’s potential can be justified by their numbers, there are still plenty of ways to ruin an interview for a sales job. Sales, in many ways, is all about keeping your word, which is why being late to a job interview is such a big mistake. Not doing any research on the company . Talking too much.

Sales 110

Sales Pitch 110

SaaStr

APRIL 5, 2024

How do you sell against the competition or become a market leader in a very crowded space? What they did for marketers, Apollo is trying to do for sales. How do you do that? That depends on how you do it. So, how do you do this without being perceived as selling too aggressively?

Sell 81

Sell GTM Price Contract 81

Cerebral Selling

JUNE 28, 2021

“How much money do you make?” Consider that the moment you ask a buyer what their budget is, they immediately become defensive as their mind start having thoughts like, “Why are they asking?”, ” “What’s your personal cell phone number” “How many sexual partners have you had?”

Customers 194

Customers Follow-up Start-ups Up-sell 194

Veloxy

FEBRUARY 28, 2022

Despite the growing use of Google Maps and Waze amongst field reps for getting from client a to client b, route planning has more to do with optimization and time efficiency than mere directions. Here’s why. Now that the country is opening back up, field salespeople are expecting their workday to return to normal very soon.

Territory 221

Territory Gambling Commission Quota 221

Spiro Technologies

OCTOBER 13, 2022

That’s why working smarter is one of the keys to sales success. Effective salespeople maximize time spent doing things that move the needle and minimize time spent on everything else. Searching for new business is difficult, but it’s what salespeople get paid to do. Follow-up . Qualifying .

Pipeline 98

Pipeline Drivers/motivators CRM Sales 98

Iannarino

JUNE 25, 2021

What if you didn’t mention so much as a word about your company or your solution? You create a competitive advantage for your client when you explain what has changed, how, and why. In doing so, you help them see something invisible to them. Why should they have to struggle or even fail before you start talking to them?

Contact 223

Contact Clients Prospecting Up-sell 223

SaaStr

NOVEMBER 17, 2020

Q: Why do customers hate salespeople? They help you pilot / test the product first, in a way that drives things forward without too much pressure. But they provide so much value during the process, you are appreciative. And that’s why enterprise buyers are happy to “talk to sales”.

Customers 117

Customers Education Price Process 117

Veloxy

NOVEMBER 29, 2021

Sadly, many sales reps miss their opportunity to get the YES when 48% of them don’t do the necessary follow-up. And when they do the needed followup, it’s driven by such things as intuition, geography, account size, the customer’s job title, or their position on a call list or spreadsheet. What is a salesperson to do?

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Partners in Excellence

MARCH 8, 2024

I’ve been getting a variety of people telling their stories on, “ Why I Am So Interested In Selling.” But I decided to do an experiment, I asked ChatGPT to put herself in the role of a seller, answering the question (I actually created several scenarios–a seller, a high performing seller, a manager.

Sell 77

Sell Drivers/motivators Relationship building Commission 77

SaaStr

JULY 29, 2021

To start, Dorsey references an old quote: “People don’t care how much you know, they want to know how much you care.” People forget…the only way you can share how much you care is by sharing what you know.”. No, he is not talking in circles. So do salespeople. But that’s not all there is to it.

Inside sales 98

Inside sales Trust Technique Pitch 98

Sales Hacker

OCTOBER 13, 2022

Too many salespeople are taught to rely on pushy and spammy tactics. And these tactics make those salespeople — not to mention their prospects — uncomfortable, decreasing any successful outcome. More than ever, people want to do work that’s personally meaningful and connects with their values. I’ll explain why.

Sell 86

Sell Trust Prospecting Relationship building 86

Spiro Technologies

MARCH 24, 2022

But there are other, often overlooked skills that make a huge difference for salespeople. And many, such as courtesy or a positive attitude, are too obvious to discuss. This soft skill has to do with how you convey messages without speaking. It can convey just as much to a prospect as words can. Non-verbal communication.

Inside sales 105

Inside sales Prospecting Consult Price 105

SaaStr

MAY 9, 2023

1 You Need to Get Out There And Sell Sometimes, the best way to learn is by doing. Marketers must listen in on sales calls, too, because it can reveal whether the brand message really resonates with the customer or if it addresses their interests and pain points. #2 Why is this important? Sign up for free. #1

Objectives and Key Results 109

Objectives and Key Results Sales Up-sell B2B 109

Sales Hacker

MAY 15, 2023

As a startup founder, you’ll have to wear multiple hats and do some of everything. I’ll tip my hand here — I believe it can be disastrous to hire a sales team too early. And not only do I think founder-led sales makes sense, I think it’s actively better for the success of your startup. So what’s the alternative?

Minimum Viable Product 86

Minimum Viable Product Pitch Non-Profits Sales 86

Hubspot

JANUARY 22, 2024

I often hear salespeople complain that prospects never return their calls after they’ve left a voicemail. Try changing that goal to educating the prospect on why they should talk with you. Thank you, and I look forward to talking with you soon.” Don’t talk about your products and company in your message.

Technique 81

Technique Closing Construction Education 81

Sales Pop!

SEPTEMBER 20, 2021

If salespeople want to maximize their profits and make the most out of their time, they need to learn how to personalize their prospects while conserving time. Do yourself a favor and spend some time thinking about what you can bring to the table, and you will find better prospects and clients. . Invest In Good Prospecting Software.

Prospecting 98

Prospecting Cold Call Technique Manufacturing 98

Sales Hacker

APRIL 18, 2022

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. Being someone who loves data and verifiable truths (It’s one of the reasons why I started Wingman, after all!), So let’s do some dragon-slaying and put some B2B sales myths to rest!

Cold Call 89

Cold Call Price Sales Education 89

Closing Bigger

SEPTEMBER 18, 2023

Sales Podcast – Keynote Sales Speaker Shane Gibson on Strategic Sales Performance [transcript begins] Transcript: I want to talk about strategic sales performance improvement today. Too many salespeople believe they need more leads, and often, sales management assumes we need more leads in the funnel. So, do I know this?

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Partners in Excellence

MARCH 8, 2024

“Why does all this interest me? “ WHY I’M SO INTERESTED IN SELLING My dad was an academic, I got an undergraduate degree in philosophy, and my first jobs were in government and a non-profit. . And of course I shared the common negative stereotype about salespeople. Full circle; Why am I so interested in selling?

Sell 72

Sell Non-Profits Trust Consult 72

Sales Pop!

JANUARY 5, 2023

I have always pointed out that salespeople have very similar characteristics to entrepreneurs—therefore they are, in fact, “entrepreneurs within the enterprise,” or in a word I coined, salespreneurs. How do they do these things? Why should salespreneurs operate this way? What does meaning do for a profession?

CRM 94

CRM Pipeline Intrinsic Networking 94

Partners in Excellence

MARCH 17, 2022

There seems to be a “macho” mentality in too many sales people/leaders. They express pride in how many calls they make, how many dials, how many emails, how much social selling engagement, how they are leveraging the tools. There’s a mindset around toughness, doing more, working harder, working longer.

Sales 133

Sales Conversion Sell Meeting 133

Sales Pop!

MARCH 5, 2022

It was also perpetuated through some salespeople who didn’t exactly demonstrate honestly and morality, such as the notorious “used car salesman.”. This transparency also brings into play a positive factor: sales has become a real opportunity for those who have decided to become salespeople, and who indeed have honest motives.

Represent 91

Represent Drivers/motivators Entertainment Government 91

Hubspot

JANUARY 10, 2024

But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” Salespeople become more capable of closing deals only when managers actively coach them, not when they’re badgered about getting the forecast right. Talk about early-stage deals as well as late stage. If so, you’ve come to the right place.

Pipeline 74

Pipeline Meeting Construction Closing 74

Lead Fuze

AUGUST 7, 2021

Salespeople sometimes find the buying patterns of buyers to be quite baffling. Why all these questions? Why not make a decision? For many years, I’ve spent a good part of my career in purchasing and in sales, I’ve learned that buyers do not think the same way salespeople think. Behind the Buyer’s Desk.

Negotiate 98

Negotiate Price Up-sell Clients 98

Spiro Technologies

OCTOBER 7, 2021

Percentages also factor into much of our decision making, including what percentage of our day we choose to dedicate to prospecting versus follow-up and administrative work ( Spiro can help you eliminate much of the latter). It’s one of the most important things a salesperson can do. Define, then refine your value prop.

Closing 111

Closing Referrals Commission Contract 111

Spiro Technologies

SEPTEMBER 27, 2023

On this podcast, I talk with company leaders about modernizing the business of making, moving, and selling products. We make amazing AI software for companies in the supply chain, but not talking about that today. Thank you very much, Adam, for the quick intro and glad to be a part of this podcast. Why stick with Oribe only?

Technology 105

Technology Technology Manufacturing Retail 105

Hubspot

FEBRUARY 5, 2024

So many salespeople have done so many slimy things over the years that at this point, buyers now think of “sales” itself as a dirty word. If you see a colleague giving salespeople a bad name by doing something shady, show them the right way instead. The more expensive one was perhaps a bit more comfortable, but not by much.

Commission 72

Commission Sales Price Trust 72

SaaStr

NOVEMBER 25, 2023

The days of working a little for big returns are behind us in the Boom of ‘21, so what can you do to start hitting revenue targets? #1: Now, it’s “try your hardest doing work and actually impact the numbers you need it to.” They know what people are doing on a daily basis by using their own product to analysis and listen to output.

Objectives and Key Results 85

Objectives and Key Results Referrals Pipeline Campaign 85

Sales Hacker

JULY 19, 2022

When we launched a new product in September 2020, our go-to-market team was determined to do so in a data-driven, highly iterative manner. By every conversational intelligence measure, I shouldn’t have been selling anything : I was talking too much (I speak for over 60% of the talk time). What explains this gap?

Education 89

Education Pipeline Follow-up Clients 89

Heinz Marketing

JULY 26, 2021

Join Kris and I as we talk about his company Sendoso and the change that the pandemic brought, the worth of investing more into prospects, and the mindset towards what marketing spends and ROI. Thank you so much for joining us. As always, actually as of this year, we are doing these on LinkedIn Live. My name is Matt Heinz.

Pipeline 106

Pipeline Sales Prospecting Campaign 106