Cerebral Selling

SEPTEMBER 12, 2022

One of the biggest reasons salespeople fail to create a sense of urgency in the mind of their customers is because they mistakenly focus too heavily on business cases and not nearly enough on their customer’s emotional motivators (i.e. As a result, they suffer with low close rates and poor forecast accuracy. the real reason they buy).

Customers 208

Customers Objectives and Key Results Objection handling Drivers/motivators 208

ConversionXL

NOVEMBER 9, 2021

The top of the page is set up to deliberately guide the visitor to the flashing blue dot on the left side. Studies show that interactive content can be up to twice as effective at engagement as static content. This is a clever piece of copy that answers the objection: “How secure is Memberstack’s payment application?”.

Drivers/motivators 156

Drivers/motivators Objectives and Key Results A/B testing Conversion 156

Veloxy

APRIL 12, 2023

But selling solar isn’t easy – it requires knowledge, skill, and persistence to convince customers to invest in this renewable energy source. Speed up the process. If you’re talking to a homeowner, for example, you’ll need to understand their energy usage patterns and what motivates them to consider solar.

Referrals 246

Referrals Finance Objectives and Key Results Sales 246

Martech

APRIL 3, 2023

This article is a guide to conversational marketing and why it should be a key component of your B2B go-to-market strategy. To build your strategy, identify your audience, select tools, create a messaging framework, train your team and measure results.

GTM 127

GTM B2B Conversion Objectives and Key Results 127

Salesforce

APRIL 11, 2023

As you can imagine, selling was a struggle through all of it. 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.

Objection handling 98

Objection handling Objectives and Key Results Trust Prospecting 98

Hubspot

MARCH 18, 2019

The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. How to know whether your company needs a key account management strategy. The difference between key account management and selling. How to identify key accounts.

Account management 97

Account management Objectives and Key Results Cross-sell Non-Profits 97

Anthony Cole Training

JANUARY 31, 2013

Over the years, we have identified at least two “musts”: 1) Any organization looking to improve the sales effectiveness of its sales group MUST identify, up front, what the problems, challenges, weaknesses, strengths and skills are of their sales group before investing any time, money or resources and 2) The company MUST have great sales management.

Objectives and Key Results 177

Objectives and Key Results Sales Drivers/motivators Sports 177

Cerebral Selling

AUGUST 12, 2023

In my wildest dreams, I never imagined I’d end up in sales. Fortunately, we ended up growing that company to 700 employees and $100M over seven years before being acquired. Since leaving my post as a research scientist, I’ve been a part of four great start-ups in sales leadership roles. Sales is no different.

Objectives and Key Results 202

Objectives and Key Results Sales Pitch Gaming 202

ConversionXL

FEBRUARY 3, 2022

The result? Not revisiting your marketing objectives in the growth phase of your product lifecycle is the death knell of many startups. In the introduction phase , the focus is on creating product awareness to motivate your target market to consider you when making a buying decision. The result?

Growth 102

Growth Product Objectives and Key Results User Experience 102

Sales Hacker

FEBRUARY 6, 2020

The customer meeting is often overlooked, but I’m going to explain why you should take this just as seriously as the close, and then we’ll look at what you can do BEFORE the meeting to set yourself up for a successful, productive meeting that will propel your deal forward and ultimately win. What is the objective of the meeting? .

Meeting 121

Meeting Customers Drivers/motivators Objectives and Key Results 121

Anthony Cole Training

FEBRUARY 7, 2013

Yes, companies set metrics/KPIs - Key Performance Indicators - but are they the right ones to help a sales leader effectively monitor, coach, mentor, motivate a sales person to success? The activity that you use, however, can and should be a leading indicator to future results/success. Wrapping this up, it comes down to this.

Appointment 176

Appointment Objectives and Key Results Negotiate Sales 176

The Sales Hunter

JULY 30, 2019

Here’s a simple fact: you can’t close a sale until you have someone to sell to. As I’ve worked with thousands of salespeople and written the book, High-Profit Prospecting, I have narrowed it down to what I like to call the “10 Keys to Prospecting”: Check out the video where I discuss these 10 keys: 1.

Prospecting 84

Prospecting Objectives and Key Results Pipeline Follow-up 84

Sales Hacker

JUNE 17, 2020

The notion that consultative selling is the optimal way to sell has been around since the last millennium. The concept was coined in the 1970s in the book Consultative Selling by Mack Hanan. To compete in this “new buying normal,” we need to modernize what we mean by and how we execute consultative selling. KEY-RESULTS.

Consult 79

Consult Objectives and Key Results Sell Management Consulting 79

Cerebral Selling

MARCH 18, 2024

When you become too focused and involved in individual deals, you reduce your focus on process improvement and creating the strong infrastructure needed to set your team up for long-term success. But it can also be a key trait of those who fail to motivate and inspire their teams. And the approach is simple.

Objectives and Key Results 175

Objectives and Key Results Legal Negotiate Trust 175

Veloxy

JUNE 4, 2024

Lack of productivity can result in lost sales, poor customer relations, and inability to complete everyday tasks. As leaders, we need to take the time to invest not only in new programs but also in bringing our sales team up to speed. However, you don’t see the results you’re expecting.

Objectives and Key Results 245

Objectives and Key Results User Experience Contact Trust 245

Salesforce

OCTOBER 18, 2023

You can’t sell something to someone you don’t know exists yet, and they can’t buy anything from a company they’ve never heard of. In this piece, we’re going to walk you through some of these challenges, the keys to overcoming them, the objectives and processes that fuel successful demand gen, and why good demand gen is worth the effort.

Objectives and Key Results 111

Objectives and Key Results Customers Drivers/motivators Lead generation 111

Hubspot

AUGUST 27, 2020

You can use a single question to determine how experienced a sales manager is: “What has a bigger impact on your team’s success, sales skills or motivation?”. The reality is, motivation isn’t just a little more important than sales skills — it’s far more influential. Upsell or Cross-Sell Contest. Schedule three demos.

Cross-sell 91

Cross-sell Pitch Drivers/motivators Sales 91

The 5% Institute

JULY 3, 2019

Over the years, I’ve trained thousands of Sales Professionals and Business Owners, and I often find the same thing missing in their sales approach – they’re missing a sales process / selling process. By sales process, I mean a systematic system to give you consistent results. The Sales Process – Why Do You Need It Anyway?

Process 98

Process Objectives and Key Results Drivers/motivators Sales 98

ConversionXL

JUNE 14, 2021

In this guide, you’ll learn how to differentiate your business and attract your ideal customers by creating a unique selling proposition. How a unique selling proposition (USP) attracts better customers and builds your brand (and where marketers get it wrong). But there are other ways to stand out. Take ConvertKit , for example.

Sell 158

Sell Objectives and Key Results Up-sell Drivers/motivators 158

ClickFunnels

JANUARY 1, 2023

The Great Copywriting Myth Before we dive into the 10 conversion copywriting tips, let’s clear up a common myth. To sell, you need to know who you’re talking to. These questions will give you valuable insights into who your target audience really is, what motivates them, and how to talk to them. It wouldn’t work.

Conversion 130

Conversion Objectives and Key Results A/B testing Drivers/motivators 130

The 5% Institute

OCTOBER 31, 2021

If you’re having positive results one day, and mediocre results on another; this doesn’t give you the certainty you need to plan your life accordingly. By knowing this, you can keep what works, and simply stop doing that isn’t getting you positive and consistent direct sales results. First – it gives you certainty.

Objectives and Key Results 145

Objectives and Key Results Real Estate Technique Clients 145

The 5% Institute

APRIL 15, 2021

In this article, we’ll explore 8 x recommended real estate sales advice tips to help you sell more homes, consistently. Selling real estate when done correctly , can be an excellent and lucrative career. So how do you sell real estate with consistency? Real Estate Sales Advice – Sell More Homes. 38% tonality.

Real Estate 138

Real Estate Sell Objectives and Key Results Sales 138

Veloxy

NOVEMBER 22, 2023

Imagine the impact of having a well-coordinated, highly skilled, and motivated field sales team driving your business growth. Key Takeaways Field Sales Managers are responsible for setting targets, developing strategies and providing guidance to their team. Grab a warm coffee or tea and let’s get started!

Territory 130

Territory Objectives and Key Results Represent Drivers/motivators 130

Search Engine Land

APRIL 8, 2024

From choosing the right topics to getting your content in front of the right eyes, here’s how to turn your content efforts into real revenue drivers. Add up all these costs to get your total investment amount. Your content marketing goals should align with your overall business objectives. What is content marketing ROI?

Objectives and Key Results 109

Objectives and Key Results Promote Campaign Drivers/motivators 109

ConversionXL

JUNE 16, 2022

This helps players achieve objectives consistently, even when team members change. For example, if your goal is to raise brand awareness using videos, your content, channels, and key performance indicators (KPIs) will be different from a campaign for generating revenue through strategic partnerships. Marketing playbooks work the same.

Campaign 149

Campaign Objectives and Key Results Launch Click Through Rate 149

Hubspot

JANUARY 12, 2018

Review your pipeline objectively. Believe in what you’re selling. Identify your strongest motivator. Believe in what you’re selling. Good reps can skillfully handle objections. Following these 18 rules of good sellers will help you become one of the top-selling salespeople on your team -- or even company.

Objectives and Key Results 101

Objectives and Key Results Drivers/motivators Quota Up-sell 101

Hubspot

SEPTEMBER 20, 2019

Ignoring individual motivators, strengths, and weaknesses. Scheduling weekly check-ins with reps to discuss objectives and areas of the sales process they’re less confident in. While burnout or a bigger salary elsewhere will always tempt some, professional development opportunities will motivate many others to stay.

Drivers/motivators 100

Drivers/motivators Technique Objectives and Key Results Sales 100

Gong.io

DECEMBER 14, 2022

It’s not hard to set sales objectives. A great sales objective doesn’t just give your team direction or motivate them to sell more — it also improves a portion of your sales funnel and keeps the company moving forward. . Setting these kinds of sales objectives can be hard, especially when you do it for the first time.

Objectives and Key Results 62

Objectives and Key Results Quota Cold Call Profit margin 62

Veloxy

FEBRUARY 1, 2024

Key Takeaways Sales productivity metrics like average revenue, market penetration, and conversion rate are crucial for tracking performance and identifying areas for improvement, ensuring efficient sales processes and targeted team coaching. We’ll explore how these metrics can sharpen your sales strategy and improve efficiency.

Product 130

Product Quota Objectives and Key Results CRM 130

SalesProInsider

AUGUST 13, 2020

This episode of virtual selling, concrete results will help YOU make it a participative sport! Think about the last sporting event you watched…the key word is watched. Nope, in selling efforts, collaboration is king. Whether they are face-to-face or virtual, productive sales conversations are not a sideline sport.

Conversion 127

Conversion Sports Objectives and Key Results Gaming 127

Heinz Marketing

JANUARY 13, 2022

We need to help key organizational groups adopt and navigate that change successfully. If your marketing scorecards still show “up and to the right” vanity metrics, and/or if your board still thinks your job in marketing is to just generate MQLs, you have a higher mountain to climb to affect change there. Who do you sell to?

B2B 129

B2B Objectives and Key Results Campaign Cross-sell 129

The 5% Institute

NOVEMBER 18, 2021

You may be asking why can’t I sell if you’re going through a bit of a sales slump. If you find yourself asking why can’t I sell, it may be for a few reasons – and none to do with you as a person whatsoever. Why Can’t I Sell? – Why Can’t I Sell’ Reason #1 – Your Audience. Why Can’t I Sell’ Reason #2 – No Process.

Sell 145

Sell Objectives and Key Results Clients Up-sell 145

SaaStr

FEBRUARY 8, 2022

Since they sell ads, value also means how many recurring clients contribute to a significant chunk of their yearly revenue by assessing six-month or year-based account value. The key to closing bigger deals is to pitch bigger amounts. Are you compensating your teams to sell recurring revenue? Let’s look at them: Value.

Objectives and Key Results 116

Objectives and Key Results Pitch GTM Cold Call 116

Sales Hacker

JULY 20, 2020

Today we’re learning a 7-step formula to make the best case studies your prospects have ever seen — case studies that connect to the reader, overcome objections, show what makes your product/service the best, and close the sale. Remember, you’re selling to a person. Sure, you get results. You can’t just rely on data.

Prospecting 122

Prospecting Objectives and Key Results Clients Closing 122

Veloxy

MAY 24, 2023

Sales velocity measures the SPEED at which deals move through your sales pipeline, resulting in shorter sales cycles, higher conversion rates, and increased revenue generation. Understanding Sales Velocity To harness the power of sales velocity, it’s crucial to grasp its fundamental concept and its key components. What is it?

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

Hubspot

JANUARY 7, 2019

While sales productivity is a key revenue driver, higher activity volume doesn't always mean that key metrics like close rate or average selling price goes up. Struggles to overcome objections. Relies too heavily on discounts, resulting in lower margins. The key activities/skills of top sales reps.

Objectives and Key Results 100

Objectives and Key Results Quota Drivers/motivators Negotiate 100

Sales Hacker

DECEMBER 21, 2023

Establish credibility early, decrease trial length When selling to technical buyers, the ability to “speak developer” is an advantage over competitors. The result? Our SE team focuses on comprehending the rationale behind the client’s existing authentication system and their future UX and security objectives.

Engineering 113

Engineering Objectives and Key Results Drivers/motivators Teamwork 113