Anthony Cole Training

APRIL 15, 2011

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). Negotiating (2). Does Your Team Need a Wake Up Call? Why Arent Your Salespeople Selling?

Objectives and Key Results 174

Objectives and Key Results Sales Presentation Drivers/motivators 174

Anthony Cole Training

APRIL 18, 2011

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). Negotiating (2). Does Your Team Need a Wake Up Call? Why Arent Your Salespeople Selling?

Sell 176

Sell Objectives and Key Results Drivers/motivators Up-sell 176

Salesforce

NOVEMBER 15, 2024

So as an SDR manager, how can you ensure your team stays motivated, engaged, and productive in such a demanding and often thankless role? Together, we will uncover actionable insights that will elevate your team’s performance and ensure they remain motivated and fulfilled throughout their journey.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Anthony Cole Training

SEPTEMBER 24, 2010

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). Negotiating (2). Presentation / pitch meeting that leads to a decision.

Objectives and Key Results 147

Objectives and Key Results Sales Drivers/motivators Up-sell 147

Anthony Cole Training

AUGUST 17, 2011

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). Negotiating (2). Does Your Team Need a Wake Up Call? Why Arent Your Salespeople Selling?

Objectives and Key Results 138

Objectives and Key Results Up-sell Appointment Drivers/motivators 138

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on SALES MOTIVATION. Negotiation. Sales Motivation. Negotiating Doesn’t Have to Mean Sacrificing Profit. Better yet, I had material to pitch to the local media, allowing me to become a go-to source. You can learn more and follow his “Business Motivation Blog” at www.JeffBeals.com.

Drivers/motivators 62

Drivers/motivators Real Estate Construction Negotiate 62

Sales Hacker

OCTOBER 22, 2017

Any sales professional who go to the field without having an intimate knowledge of the features, benefits, and weaknesses of their product will have a hard time creating effective pitches and connecting customer needs to the best solutions available. phone calls, presentations, pitches, etc.) Contract Negotiation.

Negotiate 107

Negotiate Teamwork Referrals Relationship building 107

Anthony Cole Training

JUNE 15, 2011

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). Negotiating (2). No sales pitch, no sales talk, just asking questions.

Objectives and Key Results 136

Objectives and Key Results Cold Call Sales Drivers/motivators 136

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. So what’s the secret to building lasting relationships and negotiating the deal? Why is Sales Negotiation Important? You’ll have to read on.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Salesforce

MARCH 7, 2024

To successfully negotiate a contract in today’s sales climate, you need to prioritize relationship building over persuasion, practice active listening, and empathize with your customers’ challenges. We’ll explore practical tips and strategies to help you navigate the negotiation process effectively.

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

Anthony Cole Training

JULY 17, 2010

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). Negotiating (2). Dont get yourself in a wad worrying about pitching to the "powerful" CEO.

Sell 120

Sell Objectives and Key Results Drivers/motivators Up-sell 120

Sales Hacker

NOVEMBER 5, 2020

When they see you’re standing on shaky footing, and they really need your product or service, you’ll be a prime target for negotiations. Sales is about uncovering the needs and motivations of the prospective buyer. This changes the tone of the conversation from a sales pitch to a dialogue where you can build a relationship.

Meeting 128

Meeting Closing Commission Pipeline 128

PandaDoc

MARCH 25, 2025

This can include negotiations, compliance checks, and/or deciding on a timeline for implementation with your customer. To navigate these challenges effectively, sales teams must focus on relationship-building, patience, and problem-solving rather than just product pitching.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Sales Hacker

FEBRUARY 2, 2021

It entails carrying out research and gathering vital information regarding your customer so that you can make a good pitch guaranteed to close the deal. This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer.

Sales 113

Sales Cross-sell Pipeline Negotiate 113

Hubspot

MARCH 6, 2018

It varies widely from company to company, and may include things like delivering a quote or proposal, negotiation, achieving the buy-in of decision makers, and other actions. Once you understand your sales process, you can dig deeper to understand the subtle motivations and pain points that drove each deal to close. One discovery call.

Process 101

Process Objectives and Key Results Sales Negotiate 101

Sales Hacker

DECEMBER 20, 2018

Movies like Thank You for Smoking and Wolf of Wall Street portray top performers as innately talented artists, but we all know that it takes more than a great pitch to hit your number. 79% of sales executives say a leading driver of hitting new targets is improving the productivity of existing sales reps. Negotiations.

Product 110

Product Tradeshows Appointment CRM 110

ConversionXL

OCTOBER 11, 2018

In their era, it usually meant convincing someone to endure a pitch from a door-to-door salesman. A strong lead magnet motivates form fillers. In Getting to Yes, Roger Fisher, William Ury, and Bruce Patton laid a foundation for negotiation strategy—one focused on reaching early agreement to catalyze later accord.

Technique 113

Technique Non-Profits Negotiate Entertainment 113

Salesforce

APRIL 18, 2023

Atef Ghori, Territory Account Manager, Hitachi Vantara Dear Atef: Most reps I know are motivated by building relationships and bringing real-life solutions to customers, not crunching numbers or drafting emails. With generative AI, you can use text-based prompts in presentation tools to create tailored decks and pitches in minutes.

CRM 98

CRM Pitch Territory Presentation 98

Hubspot

APRIL 6, 2018

Don’t try and use your work with your prospects' competitors as a pitch; after all, they want to be better than the other companies in their space, not exactly the same. Silence gives prospects a chance to process information and makes interactions feel more like conversations than sales pitch, so don’t rush to fill it.

Objectives and Key Results 101

Objectives and Key Results Sales Negotiate Contract 101

Openview

APRIL 11, 2018

Discuss your company’s non-negotiables. A healthy discussion for founders to have with their early sales leaders is to identify each other’s non-negotiables. We’re personal – Another non-negotiable is keeping communication with leads personal and respectful, a testament to our mission of making business personal.

Product 82

Product Negotiate Quota Cross-sell 82

Sales Hacker

SEPTEMBER 11, 2020

Understanding the motivation for the founder(s) and investor(s) is very important. With that being said, stop using your standard pitch decks. Align your pitch to how you can help them achieve their company vision in the long term and their departmental OKRs in the short term. – Marcus Lo, Head of Finance, Crunchbase.

Sell 107

Sell Minimum Viable Product Objectives and Key Results Cross-sell 107

Hubspot

AUGUST 15, 2013

Some awesome recent posts: The Flip Manifesto: 16 Counterintuitive Ideas About Motivation, Innovation, and Leadership. How to Pitch Better: The Rhyming Pitch. TED Talk - The Puzzle of Motivation. 4 Dirty Negotiating Tricks (and How to Counter Them). Pitch Anything by Oren Klaff. Congratulate them on Twitter!

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78

Salesforce

APRIL 7, 2022

It can also help reps candidly assess which deals went wrong and why — and how to stay strategic and smart — from the first pitch to closed deal. Twenty years of research from New York University’s Gabriele Oettingen backs this up, showing a little pessimistic thinking is a better motivator than an optimistic outlook for getting things done.

Pipeline 97

Pipeline GTM Quota Pitch 97

Salesforce

OCTOBER 10, 2023

The goal of a sales cycle is to ensure reps are uncovering customer needs and resources they can map to product solutions before ever making a pitch. This includes demographic traits like industry and business size, and psychological ones, like the motivations and challenges of target decision-makers. What’s the ROI?”

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Veloxy

FEBRUARY 22, 2023

Closing deals : Field sales reps negotiate pricing and terms, and ultimately close deals with clients. Strong communication and interpersonal skills are essential for field sales representatives, as well as a high degree of self-motivation, excellent problem-solving abilities, and a customer-focused attitude.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

PandaDoc

DECEMBER 19, 2022

The inbound route leans on different outreach efforts: content marketing, social media marketing (often using LinkedIn as the most popular professional social media), email-drip campaigns that are usually within the purview of the marketing department, and any sales pitches, as well. Step 3: Develop a personalized pitch.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Martech

SEPTEMBER 29, 2023

Think of what you could do, knowing whether the members of your target buying committee are Motivators or Questioners. Adjust your copy, your content, your sales conversations, your negotiating style — the list goes on. Sales reps can use these warm introductions to add credibility and influence to their pitches.

B2B 93

B2B Teamwork Referrals Cross-sell 93

SaaStr

MAY 25, 2020

SMB: build a pitch that enables a one-call close: include an ROI sample, relevant case study, and proactive answers to common objections. The amount of time companies waste negotiating and forcing people to buy unneeded licenses to “get the best price” is without question the least favored part of the buying process for the customer.

Closing 137

Closing Process Contract Price 137

Hubspot

APRIL 27, 2018

I wanted to condense my hydrology fieldwork in Massachusetts and my teaching in coastal Alaska into relevant skills I could use to pitch myself as a salesperson.". Freedman says, "Words like 'quota,' 'attainment,' 'closing,' 'negotiation,' and 'cold-calling' catch the hiring team's eye.".

Quota 95

Quota Cold Call Sales Territory 95

Closer's Coffee

JUNE 26, 2019

If we don’t know how to build rapport, ask effective questions, negotiate, and build lasting relationships, then talent and brains won’t get us far. Avoids pitching first without asking questions and listening. Has high EQ, as they are able to self-regulate their emotions and are highly motivated.

Consult 75

Consult Negotiate Networking Sales 75

Sales Hacker

APRIL 10, 2023

The customer didn’t even think it was worth negotiating. Open questioning techniques to dig deeper on the broader business drivers that might impact the buying process and the solution design. We were weak on some key functionality areas where the winning vendor was strong. Price gap We were too expensive. Running a discovery workshop.

Process 113

Process Sales Price Drivers/motivators 113

Lead Fuze

AUGUST 12, 2021

Episode 122: A Consultative Approach to Sales with Driver Studios’ Derek Sentner. Episode 42: Anatomy of a Lousy Pitch: Worst Presentation Habits & How to Avoid Them – with Tim Wackel. Episode 50: Negotiating as if Your Life Depended on It: How to Apply FBI Tactics in Sales – with Chris Voss. The Perfect Sales Day.

Sales 98

Sales Drivers/motivators Up-sell Inside sales 98

ConversionXL

MARCH 19, 2020

The best drivers apply the brakes just ahead of the curve (they take out excess costs), turn hard toward the apex of the curve (identify the short list of projects that will form the next business model), and accelerate hard out of the curve (spend and hire before markets have rebounded). Can you re-negotiate agreements into annual contracts?

Growth 121

Growth Non-Profits Price Promote 121

Highspot

MARCH 21, 2024

Sales Pitch Emails Sales pitch emails detail what you offer, why it is excellent, and the value it brings to the new customers. Response Rates After reading your email, the response rate measures how many recipients are motivated to converse. Send a promo email. Schedule a Highspot demo today!

A/B testing 96

A/B testing Sales Follow-up Prospecting 96

Hubspot

JANUARY 9, 2019

They’re responsible for finding potential property, listing property, negotiating prices, and much more. Guiding the negotiating of the sale price. They’re responsible for finding potential property, organizing showings and walkthroughs, negotiating on behalf of their clients, and assisting during the purchase and closing process.

Real Estate 101

Real Estate Negotiate Contract Commission 101

Sales Hacker

APRIL 26, 2018

They’d rather find and consume product information online at their own convenience than be personally called over the phone by a rabid salesperson prodded by a sales quota, armed with a call script, and conditioned not to go beyond a prefabricated sales pitch. . 4) Drive: The Surprising Truth About What Motivates Us by Daniel Pink.

Drivers/motivators 74

Drivers/motivators Non-Profits B2B Strategize 74

Gong.io

JUNE 10, 2019

Negotiation. Personal motivation. … These videos aren’t a thinly-veiled pitch for a product. (You may want to read that sentence again). For example, let’s say you’re great in these areas of sales: Discovery. Prospecting. Value messaging. Deal strategy. but you’re weak at, say, objection handling. It’s your limiting factor.

Objection handling 91

Objection handling Sales Negotiate Pitch 91