The 5% Institute

NOVEMBER 8, 2022

In this article, we’ll detail our consultative selling approach that work perfectly for Sales Professionals and Business Owners in service based and consultative industries. This consultative selling approach will give you consistency and will be a simple to use framework to guide your potential clients towards the sale.

Consult 137

Consult Sell Technique Clients 137

Understanding the Sales Force

NOVEMBER 1, 2024

Urgency occurs through a strong, consultative approach so how can you consistently uncover urgency? Most salespeople don’t effectively utilize a consultative approach and therefore, lack the ability to uncover urgency. And now we’re back to the consultative approach, the sales equivalent to a great chip shot, pitch or lob.

Objectives and Key Results 143

Objectives and Key Results Consult Sales Government 143

The 5% Institute

APRIL 27, 2022

One of the most critical parts of sales training , is learning how to close a sale without being pushy. Without the close; your discovery call and everything else after may be wasted time, so learning how to ask effectively is critical for consistent sales. Pro Tip – The Sale Happens Before You Ask To Close It.

Closing 143

Closing Consult Technique Sales 143

Sales Pop!

DECEMBER 5, 2023

At Pipeliner, we have just devised a new tagline for our CRM and our company: Open to Close. Pipeliner Focus Pipeliner CRM is developed for sales managers and salespeople in teams of 20 or more, that engage in a B2B consultative sales process. A sales process begins with something (“open”), and then leads to a close.

CRM 147

CRM Pipeline Closing Real Estate 147

Veloxy

JANUARY 7, 2025

The quicker you can close a deal, the faster you can move on to the next one. It can help you close deals faster, increase your sales volume, and improve your bottom line. A sales cycle is the process your sales team goes through in order to close a sale with a customer. Closing: Locking in the sale and getting commitment.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Martech

AUGUST 19, 2024

Dig deeper: 22 must-have reports for measuring CRM health The 6 high-churn personas marketers need to watch closely There are at least six high-churn personas marketers and sales teams need to watch closely. The short-term project manager or consultant Project-based work isn’t supposed to last forever.

B2B 114

B2B Contract Consult Price 114

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. Read on to learn our five non pushy sales techniques, and more importantly; put them into practice so you can close more effectively and serve more people.

Technique 143

Technique Closing Sales Presentation 143

The 5% Institute

APRIL 21, 2022

In this article, you’ll learn how to close sales deals faster, by learning proven sales tips and techniques that you can start implementing straight away. These successful sales techniques are centred around consultative selling. The right positioning means to be viewed as a trusted adviser , rather than just another salesperson.

Closing 141

Closing Technique Sales Clients 141

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. Read on to learn how to close deals faster, by implementing our consultative sales tips. How To Close Deals Faster- 5 x Effective Tips. Click the link below to learn how.

Closing 144

Closing Objection handling Presentation Follow-up 144

The 5% Institute

APRIL 11, 2022

In this article, we’ll uncover five powerful virtual selling skills to help you consistently close more sales. Whether you’re a Sales Professional, Business Owner or Entrepreneur; these details will help you win more sales in a consultative way. Virtual Selling Skills – 5 x To Close More Sales. Handling objections and closing.

Closing 138

Closing Sell Consult Presentation 138

The 5% Institute

FEBRUARY 9, 2022

In this article, we’ll explore 8 x construction sales tips to help you close easier and more consistently. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. 8 x Construction Sales Tips To Close Easier. 8 x Construction Sales Tips To Close Easier.

Construction 145

Construction Closing Presentation Sales 145

The 5% Institute

MARCH 22, 2022

The benefits of using this sales process model include: It creates a system; allowing you to close sales like a road map. The Sales Process Model To Close More Sales. The most important part of our sales process model, as well as your overall ability to close more sales, – is the art of asking the right questions.

Closing 143

Closing Process Sales Clients 143

Understanding the Sales Force

MAY 29, 2024

In case you have been vacationing in a cave, there has been a controversial trial taking place in Manhattan and earlier this week the Jury heard closing arguments. In a jury trial, closing arguments can take several hours or even days! The Closing Argument is a summary of facts supportive of whichever side the attorney represents.

Closing 87

Closing Consult Presentation Represent 87

Iannarino

JULY 19, 2021

A Modern, Consultative Sales Conversation. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. Get my 2nd book: The Lost Art of Closing. "In You need help now. But you don’t have a sales manager who can give you the time and attention you need. Executive Briefing.

Conversion 331

Conversion Clients Sales Presentation 331

Veloxy

JUNE 17, 2021

Tap Here for a Free Sales Velocity Consultation. To effectively calculate your conversion rate , divide the amount of closed deals by the total number of customers or prospects you’ve interacted with. Therefore, it makes total sense that your chances of generating more opportunities and closing sales goes up as you nab more leads.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Veloxy

JANUARY 19, 2022

Rather, let the results, numbers, and value do what most mere names cannot—close the deal! In fact, three years ago I helped a similar sized telecom company close $120,000 worth of new deals last year. This is where the value-added consultation comes in. Don’t exaggerate. Don’t create acronyms or use hyperbole.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Sales Gravy

FEBRUARY 4, 2025

Zack faces a unique challenge that may sound specific at first but is more common than you think: he can only close a deal if his customer closes a deal of their own first. Offer Strategic Expertise If your offering requires complex configurations or specialized knowledge, step in as a consultant.

Sell 84

Sell Customers Contract Construction 84

Salesforce

SEPTEMBER 19, 2023

Ah — that sometimes elusive, but always thrilling moment when you close a deal. That’s why we’ll move past outdated and ineffective sales closing techniques in this article and talk to sales experts to get the nitty-gritty of what it means to close like a boss in today’s world. How do you improve at closing?

Technique 105

Technique Closing Sales Electricity 105

Sales Hacker

OCTOBER 11, 2024

Product : Vanta Your deal is almost closed, and all that’s left is the security review. With Vanta Questionnaire Automation, go-to-market teams can complete security reviews up to 5 times faster, helping you close deals in less time than ever. improving questioning techniques can lead to a higher close rate).

GTM 114

GTM X-functional Pipeline Construction 114

Partners in Excellence

FEBRUARY 9, 2025

Running a consulting organization, we have our own playbooks in finding/closing business, how we work with clients, in projects, and other areas. And, too often, we “consultants, gurus, and trainers” fall into the same trap. All our leaders have their playbooks. You can start to see the problem.

GTM 119

GTM Gaming Manufacturing Consult 119

Martech

SEPTEMBER 20, 2024

Pipeline velocity doesn’t just help close deals; it helps onboard customers swiftly, creating opportunities for upselling as their needs evolve. He partners with resellers, technology integrators and industry consultants to extend the platform’s reach. Speed is also crucial in ensuring ABM success.

GTM 107

GTM Product Cross-sell Profit margin 107

Veloxy

APRIL 12, 2023

In this article, we’ll share 20 solar sales tips to help you close more deals and become a successful solar salesperson. Remember, the more you know about your audience, the better equipped you’ll be to close the deal and help them make the switch to solar energy.

Referrals 246

Referrals Finance Objectives and Key Results Sales 246

Hubspot

OCTOBER 15, 2024

To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects. When you know your stuff, prospects trust you more, and that trust makes closing the deal a whole lot easier.” Check out what they had to say!

Prospecting 74

Prospecting Trust Consult Pitch 74

Gong.io

FEBRUARY 23, 2023

With dramatic increases in the number of self-guided interactions , they’re doing research, consuming content, and consulting peers and reviews long before they even engage with a rep from a supplier. The second is closing deals in less time. Sellers who close deals fastest discuss next steps 53% more. Watch On-Demand Now.

Closing 121

Closing Price Finance Negotiate 121

Heinz Marketing

SEPTEMBER 24, 2024

By Sarah Threet , Marketing Consultant at Heinz Marketing In a fast-paced sales environment, Sales Development Representatives (SDRs) face the constant challenge of balancing high-volume outreach with personalized engagement.

Objectives and Key Results 94

Objectives and Key Results GTM CRM Follow-up 94

Martech

JANUARY 22, 2024

You have worked closely with the client, prepared all the necessary content, assets and targeting, and are confident about the potential success. However, there’s a slight issue — you forgot to consult with the revenue operations (RevOps) team. Imagine this: Your agency has created a clear and effective digital marketing plan.

Clients 107

Clients Closing Objectives and Key Results SQL 107

Martech

JULY 25, 2024

Typically, multiple people identify the need for a solution, conduct research and consult decision-makers. Influencers may not be the right person to sign off on the final agreement, but more often than not, the C-suite isn’t close enough to the pain points to decide which vendor is best positioned to solve a problem.

B2B 126

B2B Legal CRM Lead generation 126

Heinz Marketing

SEPTEMBER 29, 2024

By Win Salyards , Senior Marketing Consultant at Heinz Marketing In today’s digital landscape, data drives success. Clay automates these tasks, allowing your team to focus on what matters—engaging with prospects and closing deals.

CRM 91

CRM Pipeline Prospecting Strategize 91

Hubspot

SEPTEMBER 9, 2024

Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. The evangelist may work for a consulting firm, a partner candidate, or even an existing customer. Segment leads based on how close they are to how you define an ideal prospect.

Territory 83

Territory Cold Call SQL Campaign 83

Search Engine Land

OCTOBER 3, 2024

The image above is a statement a marketing team might create to impress folks with big words about my SEO consulting business, FLOQ. If you look closely at the graph below you can see the mean for the first result actually seems to be slightly less than other pages. Not everything has to be (or should be) a blog article.

Intrinsic 116

Intrinsic Engineering Consult Process 116

Martech

DECEMBER 5, 2024

The client, a SaaS company, enlisted my consultancy to review their email marketing program. You can check out, but you can never leave Looking at the company’s membership structure, we discovered customers could not close their accounts, even if they had never converted from a free trial or had canceled a paid service.

Promote 116

Promote Clients Service Consult 116

Martech

SEPTEMBER 30, 2024

This is according to tons of management consultant research over the past 20+ years. Will it help salespeople close more deals? Improvements to agile marketing If we look in the rearview mirror, companies with process excellence and advanced use of technology always perform better. Will this impact revenue?

Engineering 136

Engineering Management Consulting Start-ups Conversion 136

Martech

AUGUST 19, 2024

Dig deeper: How to find your next, best customers with ABM Collaborate with sales teams Work closely with your sales team to identify segments or specific accounts showing interest in your products or services. Develop your ICP by combining insights from your sales team with data about your current customers from your CRM.

B2B 111

B2B Objectives and Key Results Campaign Contact 111

Iannarino

JULY 6, 2021

Second, you must facilitate that journey ( The Lost Art of Closing: Winning the 10 Commitments That Drive Sales provides a useful map) by leading your client through it, not just speeding towards a contract. Their needs will almost certainly include making sense of their world.

Clients 322

Clients Contract Contact Conversion 322

Martech

DECEMBER 30, 2024

As 2024 comes to a close, its impossible to ignore the central theme that has shaped marketing and technology this year: artificial intelligence. Through teaching, consulting, and participating in the Marketing Accountability Council (MAC), Ive spent the year at the crossroads of these lofty ambitions and practical constraints.

Strategize 118

Strategize Trust Technology Technology 118

Iannarino

JULY 5, 2021

Why Change: In The Lost Art of Closing: Winning the 10 Commitments That Drive Sales , the commitment to change comes third in my nonlinear model of the sales conversation. But if you are truly consultative, your client will change their behavior and beliefs based on your trusted counsel.

Contact 341

Contact Clients Territory Conversion 341

Iannarino

JULY 9, 2021

So far, not even the most, ahem, venerable salespeople have been able to produce anything close to a stereotypically aggressive pitch that you might call a hard sell. In workshops, I have asked professional salespeople to demonstrate a high-pressure technique that they have been taught, trained, or used to win a deal.

Intrinsic 336

Intrinsic Sales Cold Call Technique 336