Hubspot

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” Referral Request Emails Happy customers are some of the most lucrative resources any sales org has at its disposal.

Clients 78

Clients Referrals Prospecting Sales 78

Veloxy

JANUARY 7, 2025

In the world of sales, time is money. This is where the concept of the sales cycle comes into play. A streamlined sales cycle can significantly boost your company’s efficiency and profitability. It can help you close deals faster, increase your sales volume, and improve your bottom line. What is a Sales Cycle?

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Sales Pop!

FEBRUARY 18, 2025

The first sale, of course, is great. Similarly, in pursuing a prospect, sales teams work diligently to show responsiveness, attention to detail and follow-up in every transaction, hoping to enhance their reputation. In serving major accounts, most selling organizations are built to react to new opportunities and to fix problems.

Customers 178

Customers Contract Networking Up-sell 178

Sales Gravy

NOVEMBER 7, 2024

In this episode of The Sales Gravy Podcast, Jeb Blount sits down with Andy Matheou from RHM Staffing to dive deep into the challenges and triumphs of selling in the staffing industry. Competitiveness and resilience are essential traits in both sales and personal life, helping individuals push through challenges and setbacks. –

Cold Call 103

Cold Call Clients Trust Sales 103

Iannarino

JULY 14, 2021

The Gist: A new sales conversation is replacing the traditional sales call. Clients increasingly find traditional sales approaches to be inadequate—and it’s causing them to avoid salespeople. There is a new sales conversation , and it shares little with legacy sales techniques of 10, 25, or even 50 years ago.

Conversion 321

Conversion Sales Clients Technique 321

Iannarino

FEBRUARY 27, 2022

What is the best sales approach for B2B sales? Is it "Solutions Selling" or perhaps "Spin Selling?" Is it some seemingly new approach that is really an old pig with touched-up lipstick? Challenger?

Sales 320

Sales B2B Up-sell Clients 320

Iannarino

JULY 19, 2021

The Gist: The legacy approaches to the sales conversation have created a form of commoditization. For salespeople who want to be treated as partners, there is a new sales conversation that creates greater value. Here is the order in which sales conversations were (and mostly still are) conducted in legacy approaches to B2B sales.

Conversion 333

Conversion Clients Sales Presentation 333

Sales Gravy

MARCH 18, 2025

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. The question is, how soon can they start generating leads and setting up sales conversations?

Cold Call 85

Cold Call Commission Appointment Pipeline 85

Iannarino

JUNE 24, 2021

. “Do whatever it takes” sounds like a good way to succeed in sales , until you recognize that there are no constraints or guardrails. Here are five better ways to enhance your success without selling your soul. Your personal development is critically important in sales, but so is your professional development.

Sales 317

Sales Cross-sell Clients B2B 317

Iannarino

AUGUST 7, 2021

The Gist: Some current sales practices actually prevent deals. There are certain strategies, tactics, and practices that prevent sales instead of producing them. Many of them are now so prevalent that sales organizations embrace them, even when their prospective clients reject them. No more pushy sales tactics.

Cold Call 276

Cold Call Clients Sales Pitch 276

Veloxy

SEPTEMBER 29, 2021

Salesforce Adoption Pain Point #1 : Sales representatives report spending 66% of their day performing tedious, non-selling activity in Salesforce. This is a conundrum for most sales managers, as sales productivity is one of the common selling points of the Salesforce CRM platform. They’ll thank you for it.

Territory 342

Territory Represent Sales Lead generation 342

Iannarino

MARCH 2, 2023

—The Earl of Chesterfield For as long as anyone can remember, salespeople have been trained to identify their prospective clients’ problems and their implications. This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations.

B2B 284

B2B Contact Clients Entertainment 284

Iannarino

JULY 28, 2021

You know these people are not serious when it comes to sales because the replacements they recommend all share the potential pitfalls of the cold call, but lack any of the benefits. Many communication mediums are available to you as a salesperson, but few allow synchronous communication with your prospective client.

Cold Call 352

Cold Call Clients Contract Meeting 352

Sales Gravy

JANUARY 14, 2025

Eric in Lewiston, Maine, asks how to use last years data to create and accurate sales plans and evaluate software tools (like CRMs and ZoomInfo) to make those goals happen. Sales planning is vitalwithout a roadmap, youre just hoping your revenue targets magically come to life. Success in sales is about balance across the entire funnel.

Appointment 98

Appointment Cross-sell CRM Pipeline 98

Veloxy

APRIL 28, 2021

A sales rep is only as good as the time they spend selling. Let Sales AI take care of all non-selling activities so your reps can focus on revenue generation. We already know that AI technology can drive vehicles, but did you also know that it can drive sales? Minor Misconception on Sales AI.

Cross-sell 289

Cross-sell Sales Quota Up-sell 289

Iannarino

JULY 2, 2021

The Gist: Gary Klein offers a useful lens to think about your power in a sales conversation. The book is about how people make decisions under pressure, but it also helps clarify what is necessary to an insight-based, modern sales approach. They were losing every deal, even after the clients said nice things about them.

Sales 274

Sales Clients Price Presentation 274

Iannarino

AUGUST 1, 2021

It is a mistake to believe that recent means better when all leads share common traits, one being helping clients on their buyer’s journey. In sales, recency bias often influences how we evaluate leads. But in more cases than not, you’ll still need to sell. No, please don’t literally scratch your clients.)

Intrinsic 336

Intrinsic Clients Contact Contract 336

Veloxy

JANUARY 2, 2024

As a sales leader, your efforts directly impact the company’s stability and growth. However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. However, it’s not due to a lack of effort by the sales team.

Product 246

Product Territory Objectives and Key Results Sales 246

Iannarino

JUNE 15, 2021

Later, information about your solution seemed to hold the value, as it solved the client’s problem. Now, the value you create during your conversations with prospective clients is found in your insights, your advice, and your recommendations. The idea of what makes up value in B2B sales has changed dramatically over time.

Cold Call 235

Cold Call Clients Sales Up-sell 235

Iannarino

JUNE 29, 2021

The Gist: Early legacy approaches to sales leveraged external factors to create a competitive advantage. But there’s good (and mounting) evidence that a single strategy will consistently help you win deals: creating greater value for your prospective clients than your competitors. Early Advantages: Reputation and Products.

Clients 344

Clients Price Technology Technology 344

Iannarino

JULY 7, 2021

The Gist: The legacy approaches to sales are inadequate for today’s environment. Your prospective clients measure you by how much value you create for them in a number of areas. One way to improve your approach is to remove the crutches you have used to sell. Execute your best sales calls with this FREE Sales Call Planner.

Sell 328

Sell Cold Call Contact Clients 328

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. But the reality of sales is that each day, quarter, and year you have more to juggle and no more time to do it in. By Tibor Shanto. Customer Value Management.

Objectives and Key Results 293

Objectives and Key Results Sales CRM Prospecting 293

Iannarino

APRIL 4, 2022

After posting an article on LinkedIn, a reader commented to ask me about a line in the article that reads: “If the only reason you ask your client questions is to identify a problem so you can sell your solution, there is strong evidence that your approach is too transactional to find you One-Up.”.

Consult 278

Consult Clients Up-sell Sales 278

Veloxy

NOVEMBER 30, 2023

Despite discussions of outside sales dying, field sales are far from obsolete. Outside sales remain invaluable to companies, even as we move towards hybrid models. A 2023 study revealed that field sales teams outperformed their inside counterparts by 14%. In this guide, we’ll explore field sales enablement in-depth.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Veloxy

JUNE 24, 2021

Crafting a killer sales pitch? If you don’t, your audience will pick up on it and won’t trust or value what you’re saying. If you can master facial expressions, eyebrow gestures, leg activity and torso/arms behavior, you’re well on your way to a successful sale. Use These Body Techniques to Sell More. Facial Expressions.

Cross-sell 287

Cross-sell Technique Pitch Contact 287

Iannarino

JULY 4, 2021

The Gist: Your clients measure your performance by the value of the conversations they have with you. Focusing on the conversations that your clients find most valuable for their goals is the key to creating a preference to buy from you. The first thing you need to do is to create value for your prospective client.

Contract 337

Contract Contact Clients Prospecting 337

Iannarino

JULY 5, 2021

The Gist: It is critically important to guide your clients through the conversations necessary to improving their results. There are some conversations that create greater value for your clients earlier in the conversation. There are some conversations that create greater value for your clients earlier in the conversation.

Contact 341

Contact Clients Territory Conversion 341

Veloxy

AUGUST 10, 2021

AI and machine learning have given wings to digital sales and marketing techniques. Not only does this make them more effective, it also boosts the chance of sales conversion. Research already shows that over 40% of sales and marketing teams wholly recognize the importance of AI. How to Improve Sales Processes with AI.

Process 328

Process Sales Technique Pipeline 328

Iannarino

JULY 21, 2021

You best approach to differentiating yourself from your competition is enriching the sales conversation. the prospective client) what my existing partner was doing for me, and whether or not I was happy with their program and their support. You need to make sales. His email began by asking me (i.e., You need help now.

Cold Call 301

Cold Call Cross-sell Gaming Clients 301

Veloxy

JUNE 17, 2021

Since time is literally money when it comes to business, sales leaders have devised a way to instill dollar value on a day’s work. This intriguing value is what we refer to as sales velocity. What is Sales Velocity? As the name suggests, sales velocity measures how quickly your company is making money. Average Deal Size.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Hubspot

JANUARY 14, 2025

Have you ever wondered what sets top sales performers apart from the rest? All sales champions employ specific strategies and have particular mindsets that allow them to constantly drive deals forward. Table of Contents: What is a sales champion? How to Attract and Engage a Sales Champion Want to Seal a Deal?

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

Iannarino

JUNE 18, 2021

The Gist: The legacy approaches to sales are designed to overcome objections. The legacy solution approach to B2B sales added a level of proof, to provide clients with the confidence necessary to adopt their solution. The modern approach requires the ability to resolve difficult concerns that prevent clients from moving forward.

Objectives and Key Results 236

Objectives and Key Results Clients Price Sales 236

Iannarino

AUGUST 6, 2021

Every day, your clients wonder if they’ve been sentenced to one of the lower levels of Hell, perhaps a floor or two above politicians and attorneys. Surely, they think, low-level demons are behind the constant stream of sales emails , each one describing the wonders of Imp Inc. Then listen up. What Your Message Says About You.

Campaign 324

Campaign Pitch Clients Prospecting 324

Sales Pop!

OCTOBER 18, 2021

It is curious as to why many people in the sales profession ignore conventional wisdom. Time and again, we witness people cutting off others as they speak, making assumptions that have no bearing, and focusing on the sale while ignoring the prospective customer staring them in the face. Put the Client’s Perspective First.

Referrals 211

Referrals Sales Repeat business Drivers/motivators 211

Iannarino

JUNE 30, 2021

Our only tool in sales is a conversation, making language a primary variable to success. The gist, I think, was something about having a discovery call to see how her solutions could help me book more meetings with my prospective clients. For some reason, they believe that their prospective clients are interested in a “discovery call.”

Prospecting 291

Prospecting Cold Call Pitch Clients 291

Iannarino

JULY 15, 2021

The Gist: Sales is a competition, a contest with a single winner and multiple losers. How you sell—not what you sell or who you work for—is your most important competitive advantage. One of your primary outcomes should be creating a strong preference for your client to buy from you. Greater Mindshare.

Gaming 299

Gaming Clients Contract Up-sell 299

Veloxy

MARCH 28, 2022

While it might be a slow return in some places, you are probably starting to consider again how you want your sales force to work for your business. After years of remote sales work, you might be ready to evaluate what formula of salesforce will best meet your needs as a business and as an employee. What Is Inside Sales?

Outside Sales 217

Outside Sales Inside sales Cold Call Sales 217