Showpad

DECEMBER 5, 2021

As they click through Showpad, our sellers are served open-ended questions they should be using to engage with their customers, data points to create the commercial insights, downloadable assets, content that can be pushed out through Shared Spaces, and more.

Digitalization 98

Digitalization B2B Sales Customer Value 98

Account Manager Tips

APRIL 11, 2022

But they all end up buried away in some folder far, far away from my memory. Ask open ended questions. For more on how to ask for a client referral, avoiding common mistakes and dealing with rejection, read the blog post. And every time go to close a tab - I just end up going further down the rabbit hole.

Account Management 130

Account Management Key Account Management Client Relationships Innovation 130

Hubspot Sales

DECEMBER 8, 2018

When qualifying , you bring value to your prospects, clients, and yourself through the questions you ask -- but only if they're good questions. Allow me to introduce you to a concept I call "high-value questions.". Naturally, the best high-value questions provide insight for all parties concerned. Open-Ended Questions.

Decision-making 145

Decision-making Meetings Sales 145

Showpad

JUNE 6, 2022

Our role has started to expand, taking an even higher 30,000-foot view of our ecosystem to help us answer questions like: Where are the gaps? How are we supporting the funnel all the way from the beginning through the end? But this time, we could actually see that the customer never even opened up the proposal.

Virtual Selling 52

Virtual Selling Decision-making Sales Digitalization 52

Brooks Group

JULY 27, 2023

Our IMPACT sales training program gives sales teams a proven framework to connect with prospects, ask the right questions, and truly understand their business challenges. Your sales team should be asking questions during initial conversations that will reveal if a prospect has a need that they are aware of.

Decision-making 86

Decision-making Sales Training Sales Meetings 86

Planview

MARCH 8, 2024

I’ve found that implementing diversity and inclusion programs not only educates us about biases but also opens up avenues for new perspectives and ideas. I’ve personally found that simple acts of kindness, such as asking open-ended questions like “How are you?”

Banking 105

Banking Government Innovation Leadership 105

Brooks Group

JULY 5, 2023

But if you’re not asking the right questions and probing deeply , you’re only doing half the job. These sales conversation strategies include active listening, asking open-ended questions, and understanding the customer’s particular needs and pain points. Sales conversations can be tough.

Sales 52

Sales Sales Training Value Proposition Decision-making 52

Brooks Group

APRIL 10, 2024

In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. Ask Questions Instead of Pitching Solutions An initial sales call should almost never be an attempt to close the sale. In sales, it means staying focused. But it’s tough.

Sales 87

Sales Media B2B Publishing 87

Hubspot Sales

MAY 7, 2020

Perfect your opening. My call opening is: “Hi Chuck, this is Dan from HubSpot.” Referencing a piece of specific, non-generic information and asking a great question establishes a level of trust and opens the door for a professional conversation. This hyper-tailored opening changes the game. Leave a voicemail.

Cybersecurity 128

Cybersecurity Value Proposition Decision-making Stakeholders 128

Brooks Group

MAY 17, 2023

The Importance of Asking Probing Questions The Probe step is one of the most important in the IMPACT Selling ® process but is often underappreciated and taken for granted. Most sellers know they have to ask questions; they know that those questions should be open-ended, and that those questions are used to identify pain points.

Supply Chain 75

Supply Chain Sales Training Decision-making Sales 75

Brooks Group

SEPTEMBER 22, 2023

Remind your sellers that often, the reason a buyer questions or pushes back on price is simply because it’s a part of their decision-making process. Early conversations should include the following two questions: “Who else, other than you of course, will be involved in the buying decision?”

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

Hubspot Sales

NOVEMBER 22, 2021

Do your research, and show that you have by mentioning their activities and content like social media group contributions, blog posts, or whitepapers. Don't underestimate the power of a thoughtful question to get the conversation flowing. Do you have any unanswered questions about [topic]?". Relevant question]?

Publishing 120

Publishing Leadership Media Sales 120

Arpedio

FEBRUARY 22, 2024

In this blog post, we’ll delve into the intricacies of consultative selling, exploring its core principles, the step-by-step process, and strategies for success. Throughout this blog post, we’ll explore how you can master the art of consultative selling and unlock new levels of success in your sales endeavors.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Janek Performance Group: Account Planning

OCTOBER 25, 2023

Consider the following: Research Asking the right questions to get beyond surface-level needs Active listening Be up on changes in a client’s business, industry, challenges, opportunities, and expectations. Ask the right questions. Tailoring your questions to reflect their priorities strengthens your relationship.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Hubspot Sales

JANUARY 29, 2018

To kickstart a productive, professional conversation, you need a strong opening. Your opening should: Get the prospect into a receptive frame of mind. Ways to open a sales call. “My Name], in reading your company blog, I noticed that you’ve had some good reviews from customers on your new [product] and I was wondering. ”.

Sales 139

Sales Decision-making Marketing Management 139

Planview

MARCH 18, 2022

For this month’s blog spotlight , we are going to travel to Bangalore and follow Geetika to spend a day in the life of a Software Development Engineer Test manager. I have asked her a series of questions to get to know her on a personal level. A tough question! Are there any current job openings on your team?

Software 98

Software Software Management Meetings 98

PandaDoc

SEPTEMBER 22, 2023

Use reporting software to create an effective sales report with an opening and closing note, sales highlights, and future predictions/targets. Follow-up questions. Select “Text” from the Content Fields and write a quick thank you and showcase to them that you’re open to any questions/feedback. Report timelines.

Sales 52

Sales e-Learning Government Publishing 52

Brooks Group

MARCH 29, 2023

Proven Sales Closing Questions As you can imagine, sales closing questions are some of the most important types of questions that you, as a sales professional, can ask customers during the sales cycle. Sales professionals typically ask assumptive questions to understand better how a specific customer plans to use their product.

Sales 52

Sales Decision-making Sales Training Meetings 52

Customer Think

DECEMBER 7, 2021

Source: Getty Images If you’re being told to “go learn the industry, start a discovery, ask open ended questions that lead to your product or get the prospect to admit need,” you’re taking the first step toward creating resistance and a Long. Why do we follow this well-worn sales process if it causes […].

Sales 78

Sales Digitalization Marketing 78

Brooks Group

JULY 14, 2023

I have been thinking a lot about sales questions lately also referred to as question-based selling. Overall, asking the right kind of sales questions empowers you to effectively understand your customers, tailor your approach, address objections, and guide the sales process.

Sales 52

Sales Sales Training Decision-making Prioritization 52

Brooks Group

DECEMBER 20, 2023

This blog post recaps their conversation, exploring why metrics are indispensable for effective management and how they serve as the guide toward strategic success. They’re typically reviewed at the end of the month, quarter, or year. You’ve got to make those up the next day, otherwise you will be behind at the end of the week.

Sales 93

Sales Decision-making Sales Training Sales Management 93

Brooks Group

MARCH 27, 2023

A good conversation starter is typically an opening line or question that can be used to gather important information about the client’s needs and interests. These opening lines can also introduce your company’s product and gauge the customer’s level of interest.

Sales 52

Sales Media Sales Training Decision-making 52

Red Star Kim

MAY 15, 2023

And always respond to questions and provide empathisers in full sentences Regularly participate in new things – that way you’ll learn 80 per cent of the right lingo and insider questions from just one exposure. At the end there is a compelling series of statements: “ Remember, repeating an action makes it a habit.

e-Learning 130

e-Learning Communication Meetings Digitalization 130

MTD Sales Training

APRIL 7, 2020

Here are 4 of the most frequently asked questions we’ve been receiving and our ideas relating to them: QUESTION. You lose the connectivity with the decision-maker, so make sure you keep up-to-speed with what is going on at the other end. What are your suggestions for companies whose business has fallen off the end of a cliff?

Decision-making 84

Decision-making Digitalization Virtual Selling Sales Training 84

Hubspot Sales

JULY 12, 2019

I started chatting with a few of my friends in sales to learn more about their best secrets and corresponding open rates, and David Sneider , Sendbloom's former head of growth and current CEO of Deco.Network, provided the following quote: This made sense to me. Determine how someone ends up in this campaign. Open Rate: 44.3%.

B2C 124

B2C B2B Customer Experience Organization 124

Brooks Group

MARCH 27, 2023

These sales conversation strategies include active listening, asking open-ended questions, and understanding the customer’s particular needs and pain points. By asking your client the right questions, you can gain a more cohesive understanding of their needs, specific pain points, and goals.

Sales 52

Sales Sales Training Communication Decision-making 52

MTD Sales Training

FEBRUARY 11, 2020

If that’s been your experience, maybe you need to review the questions you ask to drive the conversation on, professionally and with confidence. Below are three powerful closing questions that will ease the tension and help you maintain the flow of your sales interaction as you begin to ask for the order. #1 2 – “Is that fair enough?”.

Sales 120

Sales Decision-making Negotiation Sales Training 120

Red Star Kim

MAY 16, 2023

When pitching, you could estimate ratings purely by tone of voice” (Pentland, MIT) Avoid upspeak – This is where a statement ends with a questioning up tone. Raising rate at the end of a statement suggests a question. It lacks authority and suggests you are tentative.

Communication 130

Communication Brainstorming Decision-making Marketing 130

Brooks Group

OCTOBER 18, 2023

Start : End with one thing you recommend they start incorporating into their sales calls. Make the evaluation a collaborative process by asking questions that get to the root of the issue. Ask questions such as: How were you hoping the prospect would respond to your strategy? End with an action plan. Focus on specifics.

Sales Management 79

Sales Management Management Sales Meetings 79

Brooks Group

JULY 14, 2023

Consultative selling is a needs-based selling approach that focuses on building a relationship with a customer or prospect, understanding their problems, and developing solutions to their challenges through open-ended questions and active listening. Consultative selling puts the buyer’s needs over the needs of the salesperson.

Sales 71

Sales Sales Training Brainstorming Communication 71

Insightly

SEPTEMBER 24, 2021

This is part 1 of a customer service blog series based on conversations with members of Insightly’s client services and customer success teams. Customers are coming to you at a very vulnerable moment when they open support tickets,” says Zeke Silva, Sr. Listen and ask open-ended questions.

Customer Success 98

Customer Success Communication Meetings Customer Experience 98

Brooks Group

FEBRUARY 12, 2024

The revenue potential of your customers doesn’t end when they sign the contract. Examples include additional features, memberships, a larger scope of work, or a product made with higher-end materials. An example of cross-selling is selling a dump truck and adding a front-end loader to the deal.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Hubspot Sales

JUNE 5, 2018

After all, people form a first impression of you in a tenth of second -- so as crazy as it sounds, a lame opening line could sabotage the entire relationship. Just insert the name into the description like so: “I’m linking to a HubSpot blog post on CRMs you may find helpful … ". This is a hollow, lazy opening,” he writes.

Acquisition 145

Acquisition Onboarding CRM Sales 145

Arpedio

FEBRUARY 22, 2024

The methodology emphasizes the importance of asking strategic questions tailored to uncovering specific customer pain points and motivations. Throughout this blog post, we will delve deeper into each aspect of Spin Selling, exploring its practical applications, benefits, and best practices for implementation.

Software 52

Software Software Decision-making Performance Review 52

Hubspot Sales

NOVEMBER 16, 2017

It’s tough to send an email full of valuable blog articles when you really want to send a contract. When your prospect opens an email to see 13 hyperlinked articles, they’re overwhelmed. If a prospect watched several HubSpot Academy videos on blogging, I know they’re in the consideration stage. 5) Track opens.

e-Learning 95

e-Learning CRM Meetings Software 95

Showpad

DECEMBER 16, 2021

But now, I will send you a link you can open with your phone. We segment our content and training to align with the customer journey, so when a customer asks a question, a salesperson can find the content or training they need, watch it, and be better prepared to have great discussions. It takes time.

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

Brooks Group

JUNE 28, 2023

Ask a Direct and Simple Question The U.S. On the surface, this may seem like an open-ended question where there is no wrong answer—but the instructors are listening for the magic phrase, “Are you ready to become a United States Marine?” is a simple question that typically elicits an honest answer.

Negotiation 78

Negotiation Sales Training Sales Management 78