A Sales Guy

MAY 7, 2021

As Gap Selling has crossed the milestone of 50,000 copies sold , we are highlighting some of our favorite books to compliment your Gap Selling journey. I still believe if Gap Selling is on your bookshelf, and Keenan is on your playlist, Quiet is another great one to add to your collection. Our 3rd book recommendation?

Sell 170

Sell Cross-sell Up-sell Gaming 170

Martech

JUNE 3, 2024

At its core, personalization taps into five fundamental human motivations that help brands acquire and retain customers. In addition to selling outdoor gear and apparel, Patagonia’s website has a “Stories” section with content related to Culture and the Planet.

Drivers/motivators 106

Drivers/motivators Customers UX Commission 106

SaaStr

NOVEMBER 14, 2023

Dear SaaStr: What’s The #1 Way to Motivate a Sales Team to Sell More? The best motivation for salespeople is seeing other salespeople at the same company making a ton of money. And Not Buying a Panerai Watch) — Updated The post Dear SaaStr: What’s The #1 Way to Motivate a Sales Team to Sell More?

Drivers/motivators 106

Drivers/motivators Sell Sales Closing 106

Anthony Cole Training

MAY 17, 2024

According to the 2023 Edelman Trust Barometer, “Only 59% percent of the 32,000 global respondents to the firm’s 23rd annual trust and credibility survey trust financial services to do what is right, compared to 75% who trust technology and 71% who trust education and food & beverage companies — the top 3 most trusted industries.

Sell 263

Sell Education Trust Technology 263

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. Competitiveness and Achievement : The drive to compete and win is a powerful motivator for many in sales.

Sell 122

Sell Cross-sell Drivers/motivators Education 122

Martech

NOVEMBER 4, 2024

There are many drivers of this trend, like the widespread use of social media, which blurs the lines between the personal and the professional self. Another driver of this trend is agencies, who are thrilled at the chance to ramp up their creative output and inject some emotion into business messaging for a change.

B2C 132

B2C B2B Drivers/motivators Entertainment 132

Partners in Excellence

MAY 21, 2024

I think George and I recognized similar passions with technology, business and selling. ” Why Selling As a kid, my dream was to become a loudspeaker engineer. One of the most exciting parts of the job was to see new drivers and tweeters show up from vendors who innovated with new technology and materials.

Sell 112

Sell Drivers/motivators Technology Technology 112

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). How to conduct interviews and uncover true motivations.

Sell 158

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

ClickFunnels

JUNE 28, 2021

The post 9 Techniques To Effectively Sell A Product appeared first on ClickFunnels. You also need to know how to sell that product effectively. You can’t be effective at selling if you don’t know exactly who are you selling to. You can’t be effective at selling if you don’t know exactly who are you selling to.

Technique 148

Technique Product Sell Pitch 148

Partners in Excellence

MARCH 25, 2024

With Keenan and his team, selling success is all about the customer, not what we sell. “When you look at selling, good selling, it’s all about helping teaching and solving problems. ” Why I’m So Interested In Selling! Keenan sums it up well! Solving problems, I’m a problem solver.

Sell 116

Sell Up-sell Drivers/motivators Consult 116

Martech

NOVEMBER 19, 2024

Just as marketing luxury goods differs from selling unbranded jeans, B2B and B2C require unique approaches — particularly regarding the marketing technology and strategies deployed in campaigns. The emotional drivers in B2B differ from B2C Consumer purchases are often driven by emotional factors such as status or the desire to reduce stress.

B2C 123

B2C B2B Drivers/motivators Campaign 123

ConversionXL

JUNE 16, 2022

These tactics are upselling and cross-selling (respectively). It’s hard to sell customers on something they don’t know they need. It’s not about selling additional products ( this is cross-selling ), nor is it only for selling more expensive items to happy existing customers. How Squarespace plays on emotion.

Cross-sell 155

Cross-sell Sell Up-sell Technique 155

Veloxy

NOVEMBER 30, 2023

This includes having up-to-date info about what they’re selling and being equipped with technology that aids their sales pitches. This allows them to focus more on selling and less on administrative tasks. Understand Your Market and Customers Start by learning about the market where you’ll sell your products or services.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Veloxy

JUNE 15, 2023

Tools like Veloxy’s guided selling feature can also help streamline communication and ensure that reps are reminded to take predetermined actions or automate communication with clients. Employee Retention and Motivation Once top outside sales talent is hired, it’s essential to focus on employee retention and motivation.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

Partners in Excellence

MARCH 10, 2024

Preface: I’m departing from my normal process of introducing a new story about selling. Some with very distinguished leadership and selling careers. Why Am I So Interested In Selling Why am I so interested in selling? I was actually absolutely terrified of selling. Selling saved me. Sign me up!

Sell 119

Sell Up-sell Start-ups Growth 119

Partners in Excellence

MARCH 2, 2024

Here’s his take: Why am I obsessed with Selling? I am not sure if I could say I am obsessed with selling, I guess it depends on the perspective one has about “selling”. Now, let’s get back to the definition of “selling”. What I am passionate about is people, technology and making impact.

Sell 111

Sell Education Territory Engineering 111

Iannarino

JULY 9, 2021

Some years ago, I taught a class on Professional Selling at Capital University. When I started selling, I was provided with a book that provided these tactics and was instructed to use them whenever possible, mostly to get past gatekeepers when prospecting. It’s been ages since selling was something you did to someone.

Intrinsic 311

Intrinsic Sales Cold Call Technique 311

Veloxy

OCTOBER 4, 2022

Mary Kay has been motivating women in sales and business for over fifty years. BONUS : Be sure to check out our other motivational quotes post on Jordan Belfort. I've often said that we are doing something far more important than just selling cosmetics; we are changing lives.”. This beauty company is now worth $3.25

Drivers/motivators 264

Drivers/motivators Sales Contact Promote 264

Veloxy

JANUARY 2, 2024

While you may want your sales team to focus on selling, they also spend much time on administrative tasks. In doing so, you can give your reps more time to sell while helping them reach more qualified leads. Invest in Quality Sales Training and Coaching A crucial part of selling is reaching the right people with a great offer.

Product 246

Product Territory Objectives and Key Results Sales 246

Tibor Shanto

OCTOBER 4, 2021

Once they buy into the ultimate outcome, they figuratively move from the passenger to the driver seat. Not so much the ability to act, but again, creating enough desire overcome previous obstacles. They will work to move towards the outcome, which if done right includes elements of your vision, product and revenue.

Objectives and Key Results 307

Objectives and Key Results Drivers/motivators Prospecting Represent 307

ConversionXL

NOVEMBER 9, 2021

The layout of information is simple and obvious, and the page doesn’t stray away from the core intent or try too hard to sell. With their “Become a Driver” landing page, ridesharing service and Uber competitor Lyft demonstrates exactly what it means to be in touch with your audience. and “What if I don’t have a car?”.

Drivers/motivators 156

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

Partners in Excellence

FEBRUARY 1, 2024

I wrote a post, “ Sellers, Are You Really Interested In Selling ? He did this asking, “Dave, why are you so interested in selling?” I’m obsessed with selling—all things selling. I’m excited by how selling is changing and the future of selling. Eventually, I got an offer.

Sell 104

Sell Up-sell Follow-up Start-ups 104

Veloxy

JUNE 23, 2021

How to Empower, Develop, and Motivate Your Inside Sales Team. When we talk about outside sales, we’re referring to a team that goes out on sales calls to sell regionally and at conferences, events, and so on. One way to select between outside and inside sales hires is by analyzing the type of product you’re selling.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Cerebral Selling

AUGUST 16, 2021

In fact, this scientific principle known as reactance is something I discuss extensively in Sell The Way You Buy and in a previous post. Source: Motivating voter turnout by invoking the self; Christopher J. Labeling as a Selling Tool. The post Persuade Your Customers by Labeling Them appeared first on Cerebral Selling.

Customers 258

Customers Government Sales Support Education 258

Search Engine Land

MARCH 13, 2024

One of the biggest mistakes I see time and time again with B2B content is that it misses the point that you are selling to a human. We are still that human that was at home in the morning and has many different motivational drivers. Most B2B marketing sits in the rational space – selling on features and benefits.

Drivers/motivators 91

Drivers/motivators B2B B2C Quota 91

Iannarino

JULY 21, 2021

These problems, he concluded, should motivate me to fire my current partner and switch to his company. His main goal, though, was to sell his solution, something his email made perfectly clear. There is nothing wrong with being an expert on what you sell. Whatever you sell does solve a problem for your client.

Cold Call 261

Cold Call Cross-sell Gaming Clients 261

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

Martech

AUGUST 5, 2022

Email copywriting is about persuasion, not selling. The post Does your email copy persuade or sell? This topic doesn’t come up much in debates over whether AI-fueled copybots will replace human copywriters. The problem is not just about having your copy reflect the data you have on each customer or creating near-1:1 emails.

Sell 131

Sell Campaign Conversion Up-sell 131

The 5% Institute

OCTOBER 9, 2022

In this article, you’ll learn how to have a selling advantage, by learning proven sales tips and techniques that you can start implementing straight away. These successful sales techniques are centred around consultative selling. Read on to learn how to have a selling advantage in a non-pushy way. 3 – Positioning.

Sell 136

Sell Technique Up-sell Clients 136

Veloxy

MARCH 23, 2023

Encourages salespeople to perform better Sales quotas provide salespeople with a specific target to hit, motivating them to perform better. By setting achievable targets and motivating sales teams to hit these targets, businesses can increase their sales revenue and profitability. 3 Strategies for meeting sales team quota 1.

Quota 246

Quota Profit margin Non-Profits Teamwork 246

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

Veloxy

APRIL 19, 2021

With a motivated, well trained team, you have more calls made, emails sent, prospects converted and much more. Keep in mind that you will have multiple buyer personas depending on the products you sell and their appeal. Plan Your Outreach and Sell Away. I’m sure you’re wondering if we’ll ever get to any actual selling.

Teamwork 245

Teamwork Outside Sales Cold Call Sales 245

STAR Results

JUNE 3, 2020

Even though we are still social distancing and face to face selling may not resume until 2021, you are still responsible for sales results. Your salespeople have had to adapt to selling via Zoom or telephone. You must ask yourself the following questions: How have you/your frontline sales managers adapted to selling virtually?

Closing 247

Closing Objectives and Key Results Sales Follow-up 247

Veloxy

MAY 25, 2021

Product or service confidence means that the salesperson honestly believes that what they are selling can make life better somehow…even if just in a small way. If you can find out a client’s motivation early on, you can tailor your sales approach to appeal to that need. Personability. Let’s try that again. Tech Savvy Salesperson.

Referrals 290

Referrals Quota Cold Call Contact 290

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. the real reason they buy). As a result, they suffer with low close rates and poor forecast accuracy.

Customers 207

Customers Objectives and Key Results Objection handling Drivers/motivators 207

Cerebral Selling

JANUARY 14, 2023

You could also be well behind your quota, struggling to stay motivated and worried about job security. As a leader, your job is to motivate your teams, hold them accountable, ensure they’re performing at their absolute peak, and ultimately drive revenue. It can also be the hardest. I’ve been through plenty of year-ends as an AE.

Quota 203

Quota Pipeline Drivers/motivators Negotiate 203

Partners in Excellence

MAY 6, 2024

But it’s changing for the positive, as Cassi states, “I feel very strongly about ethical selling and the way in which we sell, sticking to our core values and treating the customer with respect.” ” Why I’m so interested in selling: Cassi Roper, CRO, Redgate How did you find yourself in a selling role?

Sell 90

Sell Up-sell Technical Sales Technology 90