Sales Pop!

MAY 26, 2023

Sales enablement refers to a set of processes and tools that are designed to help salespeople sell more effectively. The goal of sales enablement is to improve the productivity, efficiency, and effectiveness of the sales team, by providing them with the necessary resources to engage and convert prospects into customers.

Objectives and Key Results 224

Objectives and Key Results Cross-sell Sales Strategize 224

Cerebral Selling

OCTOBER 7, 2024

Maybe your friend happened to be walking by your neighborhood bakery and picked up that special treat they know you love. Listen As I discuss in, Sell The Way You Buy , listening is arguably THE most important factor when it comes to success in modern selling. Even if the gesture was small.

Pitch 181

Pitch Sports Up-sell Prospecting 181

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

APRIL 1, 2021

I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role… ” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and prospecting.

Manufacturing 106

Manufacturing High impact Prospecting Up-sell 106

Cerebral Selling

JANUARY 14, 2023

And when reps struggle to see the path to their number they may slowly give up, blaming things outside of their control. Low performers may have given up on their number and feel a reduced sense of urgency and hustle at year-end. What type and quality of prospecting outreach is the rep doing? It helps you manage up the chain.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

Partners in Excellence

JULY 12, 2022

The singular exception seems to be selling, we seem to have a predilection for one of two things–winging it or sticking to the script. Even in selling, we see the top performers are those who do the prep work themselves. I don’t know how to talk to those prospects, but Marc does. We go through the motions, if we do.

High impact 158

High impact Technology Technology Up-sell 158

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. They essentially speed up the coaching process by reviewing sales reps’ pitches and meeting recordings, grading them, and delivering instant feedback.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Partners in Excellence

AUGUST 14, 2024

” And then there is a random series of meaningless insights like, “You need more pipeline, You need more top of funnel, You need to get your meetings/demos/calls up, You need to do more prospecting… ” My reaction is, “Weelll, that might work, fingers crossed… ” This isn’t coaching!

Cross-sell 135

Cross-sell Pipeline High impact Meeting 135

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? Heads up: Your team will only ever be as good as its manager. While selling skills may be impressive, they often don’t crossover to managing several sellers and helping them produce sales results. But here’s the problem: A good candidate for sales management is hard to find.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

Partners in Excellence

JULY 27, 2022

I’ve finally come up with the solution. I’m offering this up freely. ” Some of you might be thinking, “Well we can bury that in the pricing, after all the cost of selling is part of our pricing, so this is an additional cost of selling.” Our win rates will skyrocket.

Meeting 132

Meeting Customers Price Up-sell 132

Partners in Excellence

AUGUST 26, 2024

” We contrasted what we see in too many demand gen and prospecting programs, with what we have seen that drives higher quality customer engagement. He understands how to have high impact collaborative conversations with each. We have to prospect just like every other seller. But what about the initial outreach?

High impact 139

High impact Growth Trust Prospecting 139

Hubspot

JULY 31, 2013

Sales is a vital part of any organization -- if you’ve got a product or service, you’re going to need someone to sell it. They all reflect a common theme: at the end of the day, Sales should be about helping prospects. Be genuinely curious about your prospect''s professional and personal life so you can form real relationships.

Prospecting 78

Prospecting Pitch Cross-sell Consult 78

Sales Hacker

NOVEMBER 18, 2020

Selling doesn’t really have rules. 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?

Process 132

Process Customers Prospecting Sales 132

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. Eighty percent of the prospecting sales force is under 25 years old. Outbound prospecting shouldn’t be any different. And since the sales process is a journey for a prospect/customer, it is also the roadmap for a sales rep’s job.

Quota 131

Quota Cold Call CRM Sales 131

Partners in Excellence

FEBRUARY 3, 2014

A client called me up stating, “I need to hire a rainmaker.” Selling, particularly complex B2B sales, is hard work, there are no short cuts, and one call closes are probably more due to luck than skill. High performing sales people do the work. Related Posts: Do You Really Want To Sell?

Territory 120

Territory Construction B2B High impact 120

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Sales has limited access to prospects and customers. We know the facts. Give them control.

B2B 115

B2B GTM Cross-sell Cold Call 115

Sales Hacker

AUGUST 21, 2019

The right words have the power to overcome most of the objections faced by every salesperson , and the best salespeople know the words that sell. As a salesperson, you can forge a connection with prospects if you rely on 3 types of persuasive words and phrases: Words that show empathy. Personal” words, such as You and I.

Contract 107

Contract Up-sell Prospecting High impact 107

Partners in Excellence

SEPTEMBER 21, 2023

A lot of the conversation focuses on “freeing up time.” ” But as I think about it, is the issue really about freeing up time or is it about using our time more effectively? Looking at prospecting and conducting sales calls–sellers are spending 33% of their time engaging with customers/prospects.

Territory 87

Territory High impact Negotiate Meeting 87

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. time, money, effort).

Product 110

Product Tradeshows Appointment CRM 110

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

Sales Hacker

JUNE 19, 2019

I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. Transactional selling. Solution selling. Consultative selling. Provocative selling. For more advanced use cases, use chatbots to encourage prospects to: Schedule a demo. Here’s how it works….

Campaign 105

Campaign Cross-sell Sales Up-sell 105

Partners in Excellence

FEBRUARY 26, 2020

Proponents and opponents of cold calling will show up on every side of each of the above issues, seldom defining what they mean, possibly because it generates lots of discussion, but no change in behaviors. But when you think about much of this door to door prospecting, it really wasn’t random or unprepared.

Cold Call 128

Cold Call Prospecting High impact Pitch 128

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. How, in general terms, should the companies who might have something to sell you and your team go about researching your current needs? But here’s another secret.

Prospecting 54

Prospecting Follow-up Up-sell Conversion 54

Partners in Excellence

SEPTEMBER 30, 2015

Inevitably, they are about the customer business, not what we sell. However, it seems too many organizations only see “provocative,” missing all the stuff required to develop and effectively communicate high impact/relevant insights. Really [Bob], I’m surprised you thought I’d give up that easily.

High impact 102

High impact Clients Represent Prospecting 102

Partners in Excellence

SEPTEMBER 30, 2014

Then after a call I pause to take some notes, set the follow ups, and next steps. I want to make sure every meeting I go to is a high impact meeting. So I don’t want just any meeting, I want high impact meetings. 2) Collecting/sharing all the information we need to have a high impact meeting?

Conversion 110

Conversion Appointment High impact Sales 110

Gong.io

SEPTEMBER 26, 2022

In this guide, we’ll look at what remote selling is and why it’s replacing traditional sales models. Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Why remote selling is the future of sales . Remote selling offers more data points. Image Source ).

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Partners in Excellence

SEPTEMBER 17, 2012

A sales person’s job is to sell–nothing surprising. There’s some market research that puts the time available for selling at around 42%, but more and more, that figure seems optimistic. . With their B2B sales people, we found time available for selling had slipped just below 20%. These are in our own control.

Sell 118

Sell Sales Up-sell High impact 118

Partners in Excellence

DECEMBER 9, 2018

I don’t like dusting the high spots on your shelves or the high ceilings. And I can’t stand picking up all of Dave’s stuff! ” (Yeah, a few of you are probably siding with him on my picking up my stuff, Kookie has already put me on a performance improvement plan.). He needs to do the whole job!”

Territory 98

Territory Pipeline Commission Sales 98

Gong.io

JULY 31, 2019

So selling them on the value of answering your questions requires a different approach (in fact, a discovery call prompter will actually hurt you). Here’s the key to leveling-up your discovery skills. The key to masterful discovery is leveraging high-impact sales questions. This negatively impacts the outcome.

Contract 128

Contract Sales Trust Closing 128

ConversionXL

MARCH 13, 2019

If you’re a B2B ecommerce shop that sells… inexpensive products; in small quantities; exclusively to B2B buyers; The best B2 C ecommerce sites are equally good examples for your B2 B ecommerce site. Most have grown up around a technology (the Internet) that empowers them to research new topics more confidently.

B2B 130

B2B B2C Retail X-functional 130

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. Each cost me about $500K in total comp.

Manufacturing 95

Manufacturing Pipeline High impact Prospecting 95

Partners in Excellence

APRIL 9, 2020

These aren’t normal junk mails from Nigerian princes, people selling you a miracle cure for COVID 19, or any other scam. We have tools that enable us to sharpen our ability to connect with our prospects and customers in highly impactful ways. Let's Catch Up." Every morning you open your email.

Contract 101

Contract High impact Technology Technology 101

ConversionXL

MAY 19, 2020

We’ll use a four-stage funnel model with the following steps: Awareness , which focuses on visibility, education, and inspiration to draw new prospects into further engagement with your company. Creating content around these topics filled a need for prospective customers and prevented them from leaving the site to seek information elsewhere.

Education 129

Education Follow-up Prospecting Service 129

Partners in Excellence

JULY 15, 2019

My good friend, Andy Paul, and I were talking about the state of selling today. “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. What is absent from the discussion is, “How do we win?

Pipeline 81

Pipeline Prospecting Up-sell Growth 81

Salesforce

JANUARY 24, 2022

Website optimization is a priority for every marketer and a key marketing tool for any SMB, but especially for those that sell, advertise, and target online. If so, change up your form to make it more customer friendly.) Ensure that sales reps can effectively engage prospects with the right content at the right time.

Campaign 98

Campaign Customer Relationship Management CRM Prospecting 98

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

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. Many will argue, “It’s too expensive, we can’t afford the cost of selling?”

Prospecting 51

Prospecting Sell Appointment Meeting 51