Sales Gravy

OCTOBER 29, 2024

Key Takeaways – Success in outbound selling relies on maintaining strict discipline, consistent activity, and following a structured process to keep momentum and drive results. Persistence is non-negotiable in outbound sales; overcoming rejection is part of the journey to closing more deals.

Appointment 97

Appointment Negotiate Sales Represent 97

Veloxy

JUNE 15, 2023

These professionals often have a high degree of autonomy and must employ various communication methods such as phone, email, and in-person meetings to qualify prospects, identify requirements, demonstrate value, and negotiate. This not only reduces expenses, but also allows for greater flexibility in scheduling and work-life balance.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

Gong.io

JUNE 17, 2021

What do sales and hostage negotiations have in common? . But success in any negotiation depends on knowing what you’re doing every step of the way. . Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, and has years of experience in international crisis and high-stakes negotiations.

Negotiate 133

Negotiate Drivers/motivators Technique Gaming 133

Iannarino

JUNE 19, 2021

The Gist: In a transactional sale, the salesperson has too little power to lead the client. In the legacy solution approach, the salesperson must negotiate a linear sales process. In the modern approach, the salesperson leads the client. On the legacy side of this continuum, the client leads the salesperson.

Negotiate 206

Negotiate Clients Sales Conversion 206

Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. When it comes to B2B sales, relationships, strategic alignment, and trust determine the success of everything, from initial prospecting to long-term client retention.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

Tibor Shanto

AUGUST 17, 2021

As always there is a difference in prospecting and selling. Most also-rans, pundits and sellers alike, feel giving a choice is the polite way not to “corner” a client. Present your best option, if the buyer has questions, new ideas, or whatever, you can negotiate down, or up. Choice Prospecting. Buyer Remorse.

Appointment 293

Appointment Negotiate Prospecting Trust 293

Anthony Cole Training

SEPTEMBER 8, 2014

According to Wikipedia - A sales process is an approach to selling a product or service. In closing their comments, Trailer and Dickie clearly state that selling is both a science and an art. Several years ago, my good friend, colleague and business associate, Dave Kurlan, wrote a book titled Baseline Selling.

Process 183

Process Sell Cross-sell Negotiate 183

The 5% Institute

APRIL 29, 2021

If you’re involved in B2B sales , high ticket B2C sales, or consultative selling; one of the key sales skills you’ll need to learn is how to negotiate price effectively. In this article, you’ll learn what negotiating on price means, as well as three important strategies to help you learn how to negotiate price effectively.

Negotiate 105

Negotiate Price B2C Clients 105

Veloxy

FEBRUARY 15, 2024

Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff. Other notable mentions include Stay Paid and Sell or Die, which offer relevant advice to salespeople and marketers.

Gaming 233

Gaming Sell GTM Technique 233

Closing Bigger

SEPTEMBER 13, 2023

This sales podcast is focused on 12 Non-Negotiable Sales Truths. As a sales trainer and keynote speaker I come across people often who want to short-cut and negotiate the price of sales success. While client needs analysis and discovery processes emphasize asking pertinent questions, there’s more to it.

Negotiate 116

Negotiate Sales Territory Clients 116

Cerebral Selling

FEBRUARY 23, 2025

For example, clients often come to me saying their reps are bad at deal negotiations. The post 5 Problem-Centric Discovery Questions (That Will Stop Customers in Their Tracks) appeared first on Cerebral Selling. Youll get better answers, uncover deeper insights, and ultimately close more deals.

Customers 130

Customers Objection handling Strategize Negotiate 130

Sales Hacker

SEPTEMBER 11, 2019

Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked. Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect.

Negotiate 111

Negotiate Closing Objectives and Key Results Objection handling 111

Iannarino

JULY 16, 2021

Few professionals would sell something to someone who wouldn’t benefit from what they sell. Every time the sequence runs without a human being doing any work, it reinforces the idea that selling requires neither effort nor competence. As a salesperson, your job is to actively pursue meetings with your clients.

Prospecting 300

Prospecting Cold Call Pitch Negotiate 300

Highspot

APRIL 1, 2025

You can experiment with negotiation tactics and tackle tough conversations without worrying about peers or clients observing every misstep. What it looks like: Scrambling to make a quick call using competitor data and uncertain margins, all when a client expects an immediate answer. Adjust the rep’s negotiation strategy.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” Some have had long careers in selling, some are relatively new. Impact and Transformation : The ability to make a significant impact on clients’ businesses and sometimes on broader industries is a common theme.

Sell 143

Sell Cross-sell Drivers/motivators Education 143

Hubspot

FEBRUARY 21, 2025

Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months. Table of Contents What is target account selling? How does target account selling work? What is target account selling?

Clients 41

Clients Sell Cross-sell Objectives and Key Results 41

Partners in Excellence

FEBRUARY 12, 2025

Another client, the leaders were very proud of their win rates. As I started doing the analysis, I noticed they had unusually short selling cycles. It was a professional services company selling complex service offerings. It was a professional services company selling complex service offerings.

Gaming 121

Gaming Contract Pipeline CRM 121

Sales Hacker

DECEMBER 6, 2019

If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t). Then we’ll go in-depth to look at 5 techniques for handling objections and sales negotiation, so you always walk away with a win. Negotiation.

Objection handling 113

Objection handling Negotiate Drivers/motivators Technique 113

The 5% Institute

NOVEMBER 26, 2019

Sales negotiation is a hot topic for Sales Professionals and Business Owners, because its something that literally can ‘make or break the deal’. Given its importance; Sales Professionals and Business Owners who directly sell their products or services, can become nervous when its time to negotiate.

Negotiate 98

Negotiate Cross-sell Technique Sales 98

Sales Pop!

FEBRUARY 13, 2022

Team meetings are the perfect place to practice listening, seriously consider differing viewpoints and ideas, plus negotiate an agreeable outcome. Prospective clients you meet the first time are surprised by your interest in their experiences and insights. Will you share your previous experiences so I may have a better understanding?

Negotiate 244

Negotiate Appointment Meeting Represent 244

Partners in Excellence

MARCH 2, 2024

Preface : Wolrad Claudy is a great friend and client. My friend, Dave Brock challenged me to explore, “why I’m obsessed with selling.’ Personal Growth: Selling often involves constant learning, communication, and negotiation, which can contribute to personal and professional development.

Sell 138

Sell Negotiate Relationship building Up-sell 138

Heinz Marketing

MAY 20, 2023

Concessions vs. Negotiations: Sales Credibility at Stake by Anthony Iannarino Once a client ask is made, the salesperson is in a negotiation whether they like it or not. 8 Strategies for Getting More Out of Every Negotiation by Anthony Capetola The ability to negotiate can bring you and your business tremendous advantages.

Negotiate 97

Negotiate B2B Gaming Strategize 97

Sales Hacker

NOVEMBER 1, 2019

When it comes to negotiation, the goal isn’t a win… What you want is a win-win. True negotiations are all about coming to a mutual agreement on something where both parties feel like they got something out of the deal. Contrary to popular belief, you don’t “win” a negotiation by making the other person lose.

Negotiate 104

Negotiate Objection handling Pipeline Cold Call 104

Search Engine Land

AUGUST 14, 2024

Don’t start advertising without these 4 prerequisites Before you touch your ad account, make sure you have everything that is considered non-negotiable for running lead generation ads. Here are the four non-negotiables. In other words, you’ll be spending money for the opportunity to sell to people. Campaign tweaks and structure.

CRM 116

CRM Campaign Niche Negotiate 116

Veloxy

DECEMBER 28, 2023

However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place. and embark on this journey to master the art of field selling together! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Iannarino

JANUARY 9, 2022

Less than half of salespeople reach their goals because their clients don't find the experience to be valuable enough to continue the sales conversation. Creating Too Little Value: There are still a lot of salespeople who believe that their primary outcome is selling their product or service. Instead, you are a pen pal at best.

Negotiate 161

Negotiate Intrinsic Clients Sales 161

Hubspot

SEPTEMBER 16, 2024

I‘m going to level with you — the statement I’m about to make probably sounds like one of those meaningless platitudes about selling you‘d hear at some seminar that you were pressured by your employer to attend, but I swear I’m going somewhere with it. The focus should always be on providing solutions for the client.

Trust 76

Trust Relationship building Clients Pitch 76

Iannarino

JUNE 20, 2021

The legacy laggard approach to sales views the product as the main source of value for prospective clients. Although salespeople have always tried to create value for their clients, the place where they locate that value has changed a lot over the last seven decades. Legacy Solution: The Value is the Solution.

Consult 215

Consult Clients Sales Negotiate 215

Sales Hacker

APRIL 22, 2020

Here goes… my three tips for selling in uncertain times. Keep selling! Your clients are at home, too. You thought consensus selling was hard before? Negotiate transparently. Give the buyer the tools to negotiate their own discount through accelerated payments, longer commitments, or predictable deal signature.

Sell 126

Sell Negotiate Contract Prospecting 126

Sales Hacker

AUGUST 5, 2021

Gaining an understanding of the culture you’re selling into matters, not only for the benefit of your bottom line and your clients but for your internal teams, too. But understanding clients’?needs 3 questions to ask before working with international clients. 3 questions to ask before working with international clients.

Sell 120

Sell Territory Negotiate E-commerce 120

Iannarino

JULY 13, 2021

Few professionals would sell something to someone who wouldn’t benefit from what they sell. Every time the sequence runs without a human being doing any work, it reinforces the idea that selling requires neither effort nor competence. As a salesperson, your job is to actively pursue meetings with your clients.

Prospecting 226

Prospecting Pitch Negotiate Meeting 226

Sales Pop!

NOVEMBER 6, 2023

View the discord as learning and practice for future client negotiations. Maintain a positive mindset by realizing the negotiation training is free of charge, and you can practice it first-hand. Moreover, most salespeople focus strictly on selling, ignoring that branding and marketing precede sales.

Teamwork 195

Teamwork Negotiate Sports Referrals 195

Highspot

JANUARY 23, 2025

Soft skills training programs help bridge this gap by providing reps with interactive techniques for excelling, driving consistent results, and building stronger client relationships. In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. Did you know?

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

Salesmate

DECEMBER 8, 2020

Moreover, working with well-known clients can also bring credibility that can lead to better things. Yes, you’ll find many hurdles on the path while selling to enterprises, but a firm determination and constant hard work can lead you to success. A different and long pathway while selling to enterprises. – Robert Coller.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

ClickFunnels

SEPTEMBER 19, 2021

I wanted to sell my car quickly for cash and so I Google searched for “sell my car for cash” and clicked on this result…. I sold my car for a good price, Kelley Blue Book got paid for the lead, and the dealership will surely make some money off the deal when they sell — win, win, win. That’s how lead generation businesses work.

Lead generation 174

Lead generation Real Estate Niche Clients 174

Sales Pop!

NOVEMBER 20, 2022

Learning to sell well is no easy task, and the profession requires grit, admission of errors, and the courage to continue despite the backtalk one may hear in the office. If a client reveals that they admire a competitor, inquire about what stands out. Flexibility Leads to Successful Negotiation.

Negotiate 164

Negotiate Sales Gaming Contact 164

Tibor Shanto

JANUARY 25, 2022

In a world of monthly subscriptions and the battle for new clients/revenue, the victim is often margin. To be frank, it is no different in a purchase cycle , bringing on clients without margin is, well, costly. How are they selling and negotiating with prospects? By Tibor Shanto. Why Upgrade Your Phone?

Commission 157

Commission Territory Negotiate Quota 157