Closing Bigger

SEPTEMBER 13, 2023

This sales podcast is focused on 12 Non-Negotiable Sales Truths. As a sales trainer and keynote speaker I come across people often who want to short-cut and negotiate the price of sales success. Therefore, before adding someone to the funnel, ensure they meet the qualification criteria.

Negotiate 116

Negotiate Sales Territory Clients 116

Salesforce

OCTOBER 14, 2024

At Salesforce, we’ve tapped into the latest advancements in large language models (LLMs) and reasoning techniques to launch Agentforce. Extensive experimentation and testing showed that Reasoning and Acting (ReAct)-style prompting yielded much better results compared to the CoT technique. Orchestration based on ReAct prompting vs. CoT.

Engineering 128

Engineering Represent CRM Follow-up 128

Hubspot

SEPTEMBER 6, 2024

Why Use AI Sales Closing Techniques With AI backing up our sales department, missed opportunities became a thing of the past — which is critical considering that sales is a numbers game. To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits. AI can help.

Closing 80

Closing Contract Technique Quota 80

Hubspot

MARCH 18, 2015

The Value of Negotiation Skills. Without negotiation skills, you might simply give in or give away more than was necessary, causing your agency and staff to suffer the consequences of your being intimidated. By learning negotiation skills, you can. Gain a competitive advantage. This isn’t about determining a loser and a winner.

Negotiate 78

Negotiate Technique Contract Non-Profits 78

Salesforce

JANUARY 15, 2025

Yet, data-driven insights and innovation are non-negotiable for success. Data masking is a powerful data security technique that replaces sensitive information with realistic yet fictitious values to protect the original data from unauthorized access. This will guide you in choosing the appropriate masking techniques for your needs.

Government 88

Government Legal Technique Healthcare 88

Veloxy

DECEMBER 28, 2023

By employing these techniques, sales representatives can capitalize on their autonomy and attain success in the industry. Closing Techniques Finalizing deals in outside sales frequently demands a customized approach and potent negotiation abilities.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Highspot

JANUARY 23, 2025

Soft skills training programs help bridge this gap by providing reps with interactive techniques for excelling, driving consistent results, and building stronger client relationships. Common training techniques include interactive workshops, role-playing exercises, and ongoing coaching.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. Our guide to sales techniques breaks down the most common sales techniques reps should know and how to master them easily and effectively, including: What are the different approaches to sales?

Technique 82

Technique Negotiate Cross-sell Sales 82

The 5% Institute

MAY 1, 2020

If you’re in sales, you’ll eventually come across a gridlock situation – this is where negotiation tactics can play a hand and create a win, win situation. Using negotiation tactics can help you get to your ideal outcome, and also help your client walk away from the deal as a winner. 10 x Negotiation Tactics To Close More Sales.

Negotiate 75

Negotiate Closing Objectives and Key Results Sales 75

Veloxy

FEBRUARY 15, 2024

Real Sales Talk is an excellent resource for individuals seeking modern techniques and business growth tips. Its focus on modern techniques and tips for business growth demonstrates the variety of content available in the world of sales podcasts.

Gaming 233

Gaming Sell GTM Technique 233

Highspot

JANUARY 19, 2022

The trick is knowing what training program and techniques to use. Top 6 sales training techniques. As a result, sales leadership training courses focus more heavily on these topics, rather than basic sales concepts and techniques. Sales training programs are often like that — but they don’t have to be.

Technique 92

Technique Negotiate Pitch Inside sales 92

Hubspot

MAY 18, 2023

The ability to negotiate can bring you and your business tremendous advantages. Yet, many salespeople approach negotiations with trepidation. There are only a few occasions where we typically have the ability to negotiate, and they are usually high-stakes such as buying a house or taking a new job. Use the bracketing technique.

Negotiate 78

Negotiate Price Technique Up-sell 78

Highspot

APRIL 1, 2025

Sessions can feel awkward and judgmental, and sales reps may leave unsure of where they need more practice until they face real-world consequences in crucial sales meetings. This approach provides data-driven insights that help managers develop techniques and measure continuous improvement. Adjust the rep’s negotiation strategy.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Partners in Excellence

JUNE 3, 2020

Each has their own approach, models, techniques. Some focus on skills like objection handling, closing, negotiation. Our success as leaders seems to decline, as measured by voluntary/involuntary churn, inability to meet goals, declining employee and NPS scores. Billions are spent on tools, content, consultants.

Objection handling 163

Objection handling Negotiate Consult Quota 163

Anthony Cole Training

JANUARY 16, 2012

Negotiating (2). sales techniques (47). When you asked who on the committee would tell her no to making a change and then asked to get in front of that person prior to the committee meeting, what was the response? Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). Selling (45).

Objectives and Key Results 197

Objectives and Key Results Drivers/motivators Sales Up-sell 197

Outreach

FEBRUARY 26, 2019

B2B sales representatives are responsible for making and answering sales calls, managing sales emails, setting meetings, conducting product demos/presentations, building rapport, handling objections, identifying pain points, and solving problems. .

Technique 71

Technique B2B Process Manufacturing 71

Miller Heiman Group

AUGUST 20, 2020

Some buyers want new ideas to grow their business, while others want to learn about new ways to meet their personal goals. The SPIN questioning technique provides a blueprint to move the customer forward through the buying cycle: Situation questions collect background information about a buyer.

Customers 111

Customers Negotiate Technique Quota 111

Salesmate

JANUARY 13, 2021

Negotiation is something not every sales rep can excel in. And few sales reps have aced the technique of negotiating. Well, you need to gear up if you want to be the next best sales negotiator. Up your game of negotiation so even you can say that –. Be the best negotiator and win every prospect.

Negotiate 59

Negotiate Closing Technique Price 59

Anthony Cole Training

SEPTEMBER 10, 2010

Negotiating (2). sales techniques (47). The quality of the phone call determines the quality of the meeting. Chances are you had an opportunity to discuss your value proposition, and as a result, you scheduled a meeting for a more in-depth conversation. Start the meeting with a question (meaningful question).

Sell 189

Sell Objectives and Key Results Appointment Drivers/motivators 189

Membrain

FEBRUARY 26, 2023

When you look at these things we use to describe “salesmanship,” none of it is meaningful to the buyers – the people we have to engage to meet our quotas, achieve our goals, and earn our commissions. They are focused on our success. But, ironically, by focusing on these things, we are increasingly unsuccessful.

Commission 127

Commission Quota Negotiate Pitch 127

Sales Pop!

JANUARY 3, 2024

Defining Simultaneous Translation When you think of United Nations meetings where delegates with earphones converse effortlessly in different languages, you’re picturing simultaneous translation. On the other hand, consecutive translation prioritizes memory skills, note-taking techniques, and clear enunciation.

Negotiate 130

Negotiate Technique Sports Meeting 130

Anthony Cole Training

APRIL 13, 2011

Negotiating (2). sales techniques (47). The paperwork, the underwriting, the meetings to clean-up details, the checking with providers, the follow-up with the prospect, etc. One more thing, Tony, all these darn reports and meetings. You want me to prospect more, then get rid of all these meetings and reports!".

Objectives and Key Results 181

Objectives and Key Results Sales Drivers/motivators Prospecting 181

Anthony Cole Training

AUGUST 6, 2010

Negotiating (2). sales techniques (47). It isnt paperwork, time management, continuing education, training or meetings. There isnt paper to push or anything to report in a meeting. Insufficient Investment in Self-Development All in all having well rounded sales techniques will greatly benefit any salesperson.

Sell 192

Sell Objectives and Key Results Drivers/motivators Sales 192

Gong.io

JULY 12, 2018

Highly successful salespeople deploy tiny persuasive language techniques to sell more. Some of these techniques are so subtle, they’re barely perceptible: Like using “I” or “we” language at the right time. You invite your buyer’s emotions to play a bigger role in their negotiating behaviors.

Technique 61

Technique Cold Call Negotiate Price 61

Hubspot

SEPTEMBER 2, 2016

Whether we know it or not, we are unabashed nerds for all things negotiation -- and it's a skill that all of us should master. We love seeing people making a case for what they believe in, and wish we could do it as well ourselves, like when we're trying to negotiate a budget allocation or a project. Why Do Marketers Need to Negotiate?

Negotiate 62

Negotiate Objectives and Key Results Technique Follow-up 62

Anthony Cole Training

DECEMBER 14, 2011

Negotiating (2). sales techniques (47). What has to happen, what is the expected outcome that would cause everyone involved to say that the meeting was a great meeting? Tags: sales management , sales coaching , open ended sales questions , training sales , qualifying sales prospects , sales techniques.

Objectives and Key Results 168

Objectives and Key Results Drivers/motivators Sales Up-sell 168

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 You landed the meeting. Millions of calls.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Closer's Coffee

JULY 18, 2019

“Let us never negotiate out of fear. But let us never fear to negotiate”. One of the things I have discovered during this portion of my life is that teaching kids how to advocate and negotiate for themselves is a key life lesson. It’s a given that if you are a parent you must learn to negotiate. Eli Broad.

Negotiate 58

Negotiate Drivers/motivators Sales Technique 58

Anthony Cole Training

JANUARY 19, 2012

Negotiating (2). sales techniques (47). Arrived to the conference early so that I could meet the team. No matter how many times you have had a coaching session or conducted a sales meeting you should prepare to be your best. Leadership Training (2). major performance factors (2). managing sales (4). mentoring (2).

Objectives and Key Results 192

Objectives and Key Results Drivers/motivators Sales Represent 192

Anthony Cole Training

FEBRUARY 14, 2012

Negotiating (2). sales techniques (47). Theyve never been taught how to effectively set up a presentation meeting so that they can get a decision. When it comes time to execute the "technique" prior to presenting, it isnt second nature; they feel uncomfortable so they fail to execute. Leadership Training (2).

Objectives and Key Results 169

Objectives and Key Results Presentation Drivers/motivators Up-sell 169

Openview

JANUARY 18, 2018

This coach might identify the person who’s the best at penalty kicks on the whole team, and then enable that talented team member to teach everyone else their technique. I’ve learned some powerful coaching techniques to help sales reps reach their full potential. Negotiating. Who do they think is the best negotiator?

B2B 104

B2B Negotiate Objectives and Key Results Technique 104

The Sales Hunter

OCTOBER 31, 2012

Sure, you can and should use client testimonials as part of a presentation whenever it is appropriate, but that does not mean you shouldn’t also use subtle techniques to help leverage the meeting. Just as much as the note serves as way to leverage the client you’re meeting with, it also serves to leverage you.

Clients 76

Clients Meeting Drivers/motivators Technique 76

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

Anthony Cole Training

JUNE 29, 2010

Negotiating (2). sales techniques (47). Here are Questions you should always ask (assuming you are meeting with the decision maker) on the first call. Why are you taking time out of your business schedule just to meet with me? Leadership Training (2). major performance factors (2). managing sales (4). mentoring (2).

Objectives and Key Results 189

Objectives and Key Results Appointment Sales Drivers/motivators 189

Highspot

JANUARY 9, 2024

The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. B2B sales training equips sellers with skills, techniques, and tactics for selling products or services to other businesses.

Technique 52

Technique B2B Cross-sell Negotiate 52

The 5% Institute

JUNE 7, 2023

Negotiation strategies are an essential skill that plays a pivotal role in various aspects of life, from business deals to personal relationships. The ability to navigate through negotiations effectively can significantly impact the outcomes and benefits one can achieve. What do you hope to accomplish? What are your priorities?

Negotiate 52

Negotiate Objectives and Key Results Construction Trust 52

Sales Hacker

NOVEMBER 29, 2021

Before we can start applying the buckets technique, we must understand how most companies (and likely yours) get stuck in the mud with cold calling. Luckily, there’s a better way to prospect by using the buckets technique. Getting a meeting scheduled is your only priority in Bucket 3. Garbage in = garbage out.

Lead generation 121

Lead generation Cold Call Appointment Technique 121