Tibor Shanto

AUGUST 5, 2021

In sales the go to is often sports, and one can understand why. It start with how sellers think about time; which is why in sales, time is value not money. The challenge for many sellers is defining Objectives. While it is true that they will differ for people even the same decision cycle, they do fall into workable categories.

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Objectives and Key Results CRM Sales Prospecting 293

Cerebral Selling

JANUARY 23, 2023

In sales, customer objections are a fact of life. But running into the same objections time and time again can make selling feel more like Groundhog Day, especially when you know they’re coming! It’s called inoculation. We might even be the first- or second-most expensive. What is Inoculation?

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Objection handling Cross-sell Price Up-sell 201

Cerebral Selling

AUGUST 12, 2023

Joining startups was the thing to do back then and I was lured into one by the promise of rocket ship growth and working with super smart people. Fortunately, we ended up growing that company to 700 employees and $100M over seven years before being acquired. Here are my top six. I didn’t understand a lot of it.

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Objectives and Key Results Pitch Sales Gaming 187

Search Engine Land

SEPTEMBER 14, 2023

On the other hand, they are much more likely to bring you even more business – superfans often become walking marketing campaigns for things they like, spreading word of mouth as much as their connections allow them. If engaged fans are such a significant business advantage then why aren’t most brands investing into fan-oriented campaigns?

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Niche Intrinsic Campaign B2B 142

SalesProInsider

AUGUST 18, 2023

The two words you should never say or ask when a prospective client shares a concern, an objection, or an unfavorable decision. This tip is about what we should do instead, which I call the Stop, Drop, and Roll. Drop – Drop our assumptions, our agenda, our emotion, and our ego as we listen. Pause again. Then pause.

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Sales Pitch Clients Conversion 115

ConversionXL

JULY 25, 2022

Careful attention to CTA (call to action) copywriting is the difference between brands that drive conversions and those that only drive traffic. Brands that slap a “Buy Now” button on a page and call it a day wonder why their campaigns fail to convert. What is a call to action in writing?

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A/B testing Contract Appointment Drivers/motivators 146

The 5% Institute

JANUARY 10, 2022

Cold calling incorrectly can potentially harm your sales efforts – which is why in this article, we’ll go through our recommended cold call script, to help you win more sales. What Is Cold Calling? Before we go into our cold called script it’s important to learn and define what cold calling actually is.

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Cold Call Objectives and Key Results Pitch Clients 144

The 5% Institute

AUGUST 11, 2022

Something we teach Sales Professionals and Business Owners that make their sales conversations a lot more successful, is framing a sales conversation – also known as a pre-frame. It positions you as a trusted advisor , builds trust, gets you the information you need to close the sale, and even eliminates some objections.

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Conversion Objectives and Key Results Trust Sales 140

The 5% Institute

NOVEMBER 3, 2021

Cold calling incorrectly can potentially harm your sales efforts – which is why in this article, we’ll go through our recommended cold calling process, to help you win more sales. The Cold Calling Process – A Step By Step Guide. What Is Cold Calling? Qualifying them for a sale. The Cold Calling Process.

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Cold Call Process Objectives and Key Results Pitch 145

The 5% Institute

DECEMBER 5, 2021

Cold calling incorrectly can potentially harm your sales efforts – which is why in this article, we’ll go through our recommended cold call sales training, to help you win more sales. Cold Call Sales Training – The Outline Explained. What Is Cold Calling? Qualifying them for a sale.

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Cold Call Objectives and Key Results Pitch Sales 133

The 5% Institute

MARCH 17, 2022

In this article, we’ll share five non pushy sales techniques we encourage you to use regularly, so you can close sales more effectively, and in a consultative manner. The reason we’ve called these non pushy sales techniques, is because they can give you excellent results without breaking rapport. These are: Technical issues.

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Technique Closing Sales Presentation 143

Partners in Excellence

SEPTEMBER 22, 2022

I’ve seen a series of posts offering tricks and techniques to eliminating objections. Every day, we see experts commenting on objections, “how to overcome them, how to handle them, how to eliminate them.” On reflection, I thought, “Do we want to eliminate objections?

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Technique Conversion Customers Meeting 97

Gong.io

NOVEMBER 22, 2021

What company are you calling from? Why are you calling me? We already have something in place. Yeah, we don’t have a budget for this sort of thing. Objections. Objections. Objections. Cold call objections are par for the course for outbound sales reps. Who is this?

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Cold Call Objection handling Technique Follow-up 117

Search Engine Land

JANUARY 17, 2024

When working with a new PPC client, I help them establish goals aligned with their business objectives. PPC KPIs and metrics: How do they differ? PPC campaigns can help achieve many objectives, so understanding the difference between KPIs and metrics is key to setting yourself up for success. Increase engagement.

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Objectives and Key Results CTR Campaign Click Through Rate 114

Search Engine Land

APRIL 17, 2024

Google explained: “To distinguish conversions in Google Analytics from those in Google Ads, Analytics conversions are now called key events. And is there anything I need to be doing?” And who can blame them? That’s why Google added the Business Objectives collection to GA4 in June 2023.

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Conversion Gaming Objectives and Key Results Referrals 133

The 5% Institute

NOVEMBER 8, 2022

The first part of our consultative selling approach / sales process , is finding out who your ideal prospects are, and then targeting them using prospecting strategies. Outbound prospecting is proactively reaching out to your potential clients with social media, email, cold calling and networking events. 2 – Building Rapport.

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Consult Sell Technique Clients 137

Martech

FEBRUARY 20, 2024

It’s not much, but it’s enough to make me not want to do it again. One takeaway is that we are all human and fallible. In email, a mistake can seem like the end of the world because so many people can see where we messed up. The wrong copy in a call-to-action button. But we need to stop and think.

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Objectives and Key Results Retail Campaign Appointment 128

The 5% Institute

OCTOBER 7, 2021

In this article, we’ll explore the four most common sales objections, and how to handle them. Although many people teach sales scripts to overcome sales objections, we instead recommend two different methodologies. The first methodology is to prevent them from coming up in the first place. There’s no need.

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Trust Sales Clients Pitch 144

The 5% Institute

NOVEMBER 18, 2020

Warm calling is an effective prospecting activity when done correctly; so, what is warm calling, and how can you do it effectively? In this article, you’ll learn what is warm calling, as well as how to make your cold calls into warm calls. What Is Warm Calling? So, what is warm calling exactly?

Cold Call 145

Cold Call Objectives and Key Results Pitch Trust 145

The 5% Institute

JULY 7, 2022

The next part of our inbound closer sales process is qualifying your potential clients early in the consultation or discovery call. The qualifying framework to add to your inbound closer sales process, is borrowed from an acronym called BANT. We teach something called a pre-frame. BANT stands for: Budget.

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Technique Clients Closing Presentation 141

The 5% Institute

NOVEMBER 2, 2021

Like any sales profession; inside sales can be taxing if you don’t have a process to follow – which is why we created these inside sales tips to make your tasks a lot easier. To help you work out how to do this, we recommend learning about putting together a sales targeting strategy. Click the link below to learn how.

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Inside sales Closing Objection handling Presentation 145

SaaStr

MARCH 20, 2024

We were coming off an environment where startup funding was as fruitful as ever. We might have several years of whiplash from that time, and it’s still confusing where the bar is now. What works well from the classic playbook in 2024, and what should we walk back or modify? More salespeople do not equal more sales.

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Quota Finance Drivers/motivators GTM 110

The 5% Institute

AUGUST 28, 2022

In this guide, you’ll learn exactly how to sell high ticket services and their niches, by using a proven step by step formula we teach Sales Professionals, Business Owners and Consultants around the world. The qualifying framework to add to your sales process, is borrowed from an acronym called BANT. How To Sell High Ticket Services.

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Service Sell Niche Consult 139

Gong.io

NOVEMBER 19, 2021

The moment a customer voices a sales objection, it’s tempting to do two things. Both of them are a bad idea. Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!”. Handling sales objections well is a skill that separates good reps from their top-performing peers.

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Objection handling Technique Sales Pitch 108

The 5% Institute

OCTOBER 31, 2021

Another reason why consistency in direct sales is important, is because you can gauge as to what’s currently working, and what isn’t. By knowing this, you can keep what works, and simply stop doing that isn’t getting you positive and consistent direct sales results. Handling objections. Consistency In Direct Sales – Tip #2.

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Objectives and Key Results Real Estate Technique Clients 145

The 5% Institute

JANUARY 19, 2022

Generally; the longer a sales cycle, the harder it will be to make a sale – which is why we’ll outline in this guide how to close deals faster. To help you work out how to do this, we recommend learning about putting together a sales targeting strategy. Need: Do they actually need it, and can you actually help them?

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Closing Objection handling Presentation Follow-up 144

The 5% Institute

JUNE 13, 2022

The first part of our eight sales stages / sales process , is finding out who your ideal prospects are, and then targeting them using prospecting strategies. Outbound prospecting is proactively reaching out to your potential clients with social media, email, cold calling and networking events. We teach something called a pre-frame.

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Consult Sell Technique Sales 141

The 5% Institute

AUGUST 6, 2021

An important skill to learn that’ll help you dramatically if you’re selling products and services, is selling over the phone – which s why we’ve created these five tips to make it easier. The first step prior to making any phone calls, is working out who would benefit the most from your product or service, and who can afford it.

Closing 144

Closing Sell Objection handling Presentation 144

The 5% Institute

OCTOBER 20, 2021

An important skill to learn that’ll help you dramatically if you’re selling products and services, is knowing exactly how to sell over the phone – which is why we’ve created these five tips to make it easier. To help you work out how to do this, we recommend learning about putting together a sales targeting strategy.

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Sell Objection handling Presentation Up-sell 144

Salesforce

NOVEMBER 20, 2023

Looks like you’re ready to make a sales call. The most successful sales calls include tailored presentations and focus on building trust with prospects by addressing their unique pain points. What you’ll learn: What is a sales call? How do you prepare for a sales call? How do you prepare for a sales call?

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Objectives and Key Results Pitch X-functional Sales 69

Martech

APRIL 15, 2024

When I was finishing up college I had the opportunity to do an internship at a project that was funded by the Brazilian government. Its objective was to increase the exportation of Brazilian software to the U.S., Then we moved back to Brazil and spent five years in Brazil so that she could be closer to family and grandparents.

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CRM Retail Technology Technology 108

The 5% Institute

AUGUST 25, 2021

Sales tactics can dramatically increase your revenue when you practice them consistently. Read on to learn how you can implement them into your day to day sales activities. Put simply, sales tactics are an action or regular activity that you do to increase sales for your role or business. What Are Sales Tactics?

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Drivers/motivators Sales Presentation Clients 145

The 5% Institute

JULY 28, 2022

The first part of the consulting sales process , is finding out who your ideal prospects are, and then targeting them using prospecting strategies. Outbound prospecting is proactively reaching out to your potential clients with social media, email, cold calling and networking events. We teach something called a pre-frame.

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Consult Process Technique Sales 140

Partners in Excellence

SEPTEMBER 1, 2022

I participate in lots of sales calls. Back and forth, sometimes agreeing, sometimes objecting, all practiced, mindless responses–back and forth. Call after call, meeting after meeting. New ideas are developed, things we have never considered or thought of before, new possibilities are realized.

Trust 110

Trust Meeting Conversion Gaming 110

The 5% Institute

APRIL 11, 2022

By following our bulletproof sales process, you’ll be a lot more confident while talking to potential clients, because you won’t have to worry about what to say next, what to ask, or what you should do next to move the sale forward. The qualifying framework to add to your sales conversations, is borrowed from an acronym called BANT.

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Process Sales Clients Presentation 143

The 5% Institute

NOVEMBER 9, 2022

We recommend prior to your sales conversation, to do something called a discovery call. A discovery call is a quick opportunity to introduce yourself and learn whether or not they’ll be an ideal client to work with. Let’s pretend you’ve qualified some potential clients and have arranged to meet with them.

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Negotiate Objectives and Key Results Presentation Technique 137

Salesforce

APRIL 11, 2023

We learned very quickly that the biggest obstacle to closing new business isn’t the objections themselves, it’s how the team manages the objections. The key to effective objection handling is using a question-based framework that puts the prospect at ease. Why is objection handling important?

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Objection handling Objectives and Key Results Trust Prospecting 98