Highspot

OCTOBER 29, 2024

In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. With generative AI, you can provide AI-driven content recommendations, meeting insights, and a consistent assessment framework to deliver just-in-time coaching.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Martech

JANUARY 14, 2025

Updates managers will love Stay ahead with email digests for high-intent website visitors. Get detailed insights on meetings with custom report builder. How it helps you Managers can now generate detailed reports on meeting performance, including tracking who schedules, hosts and attends meetings.

Objectives and Key Results 63

Objectives and Key Results CRM Campaign Pipeline 63

Partners in Excellence

SEPTEMBER 28, 2023

Rather than measuring activity or meetings, what if we started looking at high impact interactions? And doing this would improve our own time utilization, because it is more likely to result in a high impact conversation with the customer/prospect. We went from 22 meetings to close down to 9 meetings.

High impact 146

High impact Meeting Customers Closing 146

Partners in Excellence

AUGUST 14, 2024

For those exceeding their goals, we “High Five,” and say “Way to go!” ” For those not meeting their goals, “You gotta do more! If there are top of funnel/prospecting problem, how do we change our engagement strategies to drive higher levels of response and engagement? They and we fail!

Cross-sell 135

Cross-sell Pipeline High impact Meeting 135

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. And poorly managed prospecting lists will result in seller fatigue. In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Partners in Excellence

SEPTEMBER 25, 2023

We have SDRs/BDRs focused on prospecting. That experience put me on edge for a couple of other meetings in the morning. My “pissed offness” in these meetings had nothing to do with the meeting, but my distraction from the problem I was experiencing. Some can be understood and dealt with “rationally.”

Technology 149

Technology Technology Meeting High impact 149

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? Any sales management training system should include, at minimum, a basic refresher on the fundamentals of good salesmanship: from prospecting to closing deals to setting effective goals for bottom-line growth. Heads up: Your team will only ever be as good as its manager.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

Partners in Excellence

JULY 12, 2022

They use this research to prepare them for the meeting, or to help them respond, in the moment, to something that may happen during the meeting. But everything we see in selling, seems to be oriented away from being prepared for this meeting, a this moment, with this individual(s). We go through the motions, if we do.

High impact 158

High impact Technology Technology Up-sell 158

Cerebral Selling

JANUARY 14, 2023

A couple of weeks ago, I connected with a great group of like-minded, high-growth sales leaders as part of David Priemer’s Sales Leadership Labs program. What type and quality of prospecting outreach is the rep doing? David actually shares more about this in his simple formula for high-impact sales coaching.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

Partners in Excellence

SEPTEMBER 30, 2014

Things like doing email, spending time with managers reviewing what we are doing, maybe every once in a while a meeting. So a lot of things impact the amount of time we actually have available to have sales conversations. Maybe even where, when we should meet. Is 354 calls which produce 42 meetings good or bad?

Conversion 110

Conversion Appointment High impact Sales 110

Sales Hacker

JULY 26, 2021

Eighty percent of the prospecting sales force is under 25 years old. The application syncs to Google Calendar, allowing users to click the link in their calendar and enter a scheduled meeting in just three steps. That was three clicks to get into a business meeting. Outbound prospecting shouldn’t be any different.

Quota 131

Quota Cold Call CRM Sales 131

Hubspot

JULY 31, 2013

What we got was an outpouring of great advice addressing everything from how to talk to a prospect, to the value of leveraging internal resources, to the importance of being dedicated, to constantly improving skills and knowledge. They all reflect a common theme: at the end of the day, Sales should be about helping prospects.

Prospecting 78

Prospecting Pitch Cross-sell Consult 78

Sales Hacker

NOVEMBER 18, 2020

Now, imagine how your prospect feels when, after the barest of discovery , you pull out a full battery of high-priced solutions and long-term binding contracts. You can’t exactly jump on a cold call and ask your prospect, “ How committed are you to solving this problem? You would think they were crazy. Focus on Building Rapport.

Process 132

Process Customers Prospecting Sales 132

Partners in Excellence

SEPTEMBER 21, 2023

Looking at prospecting and conducting sales calls–sellers are spending 33% of their time engaging with customers/prospects. And there are a number of other activities that are critical to enabling those meetings. Doing or not doing each of these things has a ripple through impact on each of the other areas.

Territory 87

Territory High impact Negotiate Meeting 87

Partners in Excellence

FEBRUARY 3, 2014

” He went on to describe someone who could turn around the most difficult situations, walk into a prospect and in one or two meetings inspire the customer to whip out a PO. It’s about creating and finding new opportunities in the account and territory, through high impact prospecting.

Territory 120

Territory Construction B2B High impact 120

Partners in Excellence

SEPTEMBER 17, 2020

And then if, by chance, we do, the conversation might look like, “Remember that meeting you had two months ago, what if you …… ” Coaching has the most impact if there is an immediacy about what we have observed. If your sales cycle is very short–a few meetings over a few days, that may not be a problem.

Pipeline 121

Pipeline Quota Meeting High impact 121

Partners in Excellence

SEPTEMBER 16, 2022

I was, once again, whining about how poorly people prospect. As usual, it generated a lot of conversation about how widespread truly ineffective prospecting is. So if you want to try to sell me something, here’s a guaranteed meeting opportunity. They simply don’t look for the cues for engaging prospects.

Prospecting 54

Prospecting Follow-up Up-sell Conversion 54

Gong.io

SEPTEMBER 26, 2022

Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. The traditional sales model of meeting prospects in-person and delivering pitches is slowly dying.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Sales Hacker

AUGUST 21, 2019

” Sales reps can significantly increase their close rates by avoiding the sales phrases that tend to kill a deal — and simply replacing them with “high-impact” vocabulary … or listening instead of talk. Every effective sales dialogue acknowledges the challenges your prospect faces and appreciate the position they are in.

Contract 107

Contract Up-sell Prospecting High impact 107

Partners in Excellence

JANUARY 21, 2022

As a result, as the older generation retires and leaves the workforce, the use of the telephone for prospecting outreach–or cold calls–would decline. ” My mom is an amazingly high energy 91 years old (sorry to make that public, mom). .” Most of my prospecting and cold calling is leveraging multiple channels.

Cold Call 116

Cold Call High impact Prospecting Conversion 116

Partners in Excellence

JULY 13, 2023

Ideally, we’d like them to spend 100% of their time working with prospects and customers, helping them navigate their buying processes. Certain internal meetings to keep us up to date with strategies, priorities, and what’s happening with the company. But things keep creeping in, some valuable, some wastes of time.

Up-sell 118

Up-sell Sell Legal CRM 118

Partners in Excellence

SEPTEMBER 17, 2012

We have to devote a certain amount of our time to administrative function–reporting, following up on customer related queries, internal meetings, and other things. Planning is critical and usually time well spent–it makes us more impactful when we are meeting with our customers.

Sell 118

Sell Sales Up-sell High impact 118

Partners in Excellence

SEPTEMBER 4, 2024

Across all these different types of coaching, we find some commonalities in the goals and approaches for high impact coaching. ” For example, rather than learning how to do the research on a customer, in preparation for meetings, these new AI/LLM coaches does the work for the person.

Sports 118

Sports High impact Education Process 118

Gong.io

JULY 31, 2019

That’s true in face-to-face meetings and on discovery calls. They key is to ask them questions that meet them where they stand. . The key to masterful discovery is leveraging high-impact sales questions. This negatively impacts the outcome. You’ll see a massive improvement in the outcome of your discovery calls.

Contract 128

Contract Sales Trust Closing 128

Partners in Excellence

APRIL 7, 2019

It’s an important job, not just because these people generate a lot of new opportunities, but because they are, often, the very first human contacts our prospects have with us. We want, in these first calls, to engage the prospect in a credible, high impact conversation. What if we rethink these SDR roles?

Manufacturing 95

Manufacturing Pipeline High impact Prospecting 95

Partners in Excellence

MARCH 28, 2022

Top performers are prospecting more effectively or making more calls. Top performers do more of the high impact things, more consistently than everyone else. They are prospecting, they send 1000s of emails to any email address they can get, with meaningless scripted messages. They don’t prospect aimlessly.

Referrals 113

Referrals High impact Pitch Prospecting 113

Martech

APRIL 25, 2022

With all the time, effort, and resources that go into ABM strategies, marketers need to make sure they’re meeting their goals, less they end up wasting valuable campaign dollars. “You may put a lot of effort into creating a personalized landing page experience for your ABM prospect, but do they even get to the landing page?”

B2B 110

B2B B2C Campaign High impact 110

Sales Hacker

DECEMBER 20, 2018

Sales productivity is all about maximizing time spent on the most critical sales rep activities (prospecting, client meetings, networking) and minimizing the resources needed to accomplish them (i.e. Highly efficient sales teams spend time on high-impact activities and minimize low-impact activities.

Product 110

Product Tradeshows Appointment CRM 110

Partners in Excellence

FEBRUARY 19, 2018

Many people believe prospecting is the toughest part of selling. I’m actually not sure I believe that, but I do believe prospecting is tough. Too many sales people don’t want to prospect, it’s tough work. Or we hire appointment setting organizations to reduce the time sales people have to spend prospecting.

Prospecting 51

Prospecting Sell Appointment Meeting 51

Partners in Excellence

JULY 15, 2019

. “Want to grow 20%, you have to prospect and find 20% more opportunities. More prospecting is the answer to every problem we have in achieving our numbers or to growing our business. Some of you are thinking, “This is where the prospecting comes in… ” Not so fast.

Pipeline 81

Pipeline Prospecting Up-sell Growth 81

Hubspot

AUGUST 28, 2014

So why do so many marketers and salespeople opt to play mind games with leads and prospects? Only 1 in 50 deals are struck at a first meeting. 80% of sales are made on the 5th to 12th contact after the first meeting. 68% of marketers say personalisation based on behavioral data has a high impact on ROI.

Gaming 78

Gaming High impact Contact Follow-up 78

Partners in Excellence

MAY 3, 2022

When I meet with managers, I ask them, “What data do you use to monitor performance?” It’s usually something like: You don’t have enough activities (you name it–calls, emails, meetings, proposals). Usually, their answers focus around a couple of numbers/data points. You are behind your YTD quota.

Quota 132

Quota Pipeline CRM High impact 132

Partners in Excellence

DECEMBER 4, 2015

We know if we are going to stand out, if we are going to have maximum impact, and if we are going to engage our customers/prospects in a meaningful way, we have to do these things. Sales people and managers execute terrible prospecting and email marketing programs. That’s 79% of the respondents to this survey!

Cross-sell 94

Cross-sell Technique Education High impact 94

Sales Hacker

APRIL 17, 2019

CRMs and meeting schedulers. Don’t walk into a meeting without looking at the person’s LinkedIn profile first. In short “sound bites,” you can share your thoughts, tell a story, or connect with your prospects and peers. Best CRMs and Meeting Schedulers. Let’s dig in, shall we? Social media tools. Price: Free.

Drivers/motivators 111

Drivers/motivators Price Teamwork CRM 111

Sales Hacker

JUNE 19, 2019

Here’s just a taste of what’s possible when you use chatbots for lead gen … At their most basic, you can automate chatbots to interact with prospects and qualify them as leads. With that setup, you can automate the customer data to your CRM dashboard and make your sales prospecting process a lot less manual. Here’s how it works….

Campaign 105

Campaign Cross-sell Sales Up-sell 105

SaaStr

JUNE 16, 2020

Our first two digital mega-events have collectively brought over 25,000 attendees together; from Bridging the Gap to New New in Venture , we have committed ourselves to delivering high-impact and measurable value to our community. . 15 sponsors committed to building meaningful, long-lasting relationships with prospective buyers.

B2B 71

B2B High impact Networking Follow-up 71

Hubspot

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. You can do this during team or one-on-one meetings or add the information to the reps' sales enablement kits. Onboard and Train New Hires. Act as Liaison Between Reps and Higher-Ups.

Sales 99

Sales Quota Commission Drivers/motivators 99