PandaDoc

MARCH 29, 2024

A deal desk streamlines deal management and enhances win rates — if the process flow is set up correctly. This article outlines steps to establish and optimize a deal desk process flow with your team to help advance your sales strategy. What is the deal desk process?

Negotiation 52

Negotiation Stakeholders Profitability Government 52

MTD Sales Training

DECEMBER 20, 2018

Maybe you finally closed the deal that you’ve been working on for months?! So much so, we’ve put together out most viewed blogs by YOU. 2) 3 Ways Of Asking For The Sale, That ASK For The Sale. 6) The Best Question To Ask When A Prospect Rejects Your Price. Sean McPheat. Managing Director.

Sales Training 48

Sales Training Sales Meetings Management 48

PandaDoc

APRIL 3, 2023

As your company grows, you may find you have less resources available for closing each opportunity. Your company’s sales managers only have a select number of sales reps to work with, and those reps only have a limited amount of time to close deals. See also: How to speed up your sales cycle in 2023 2.

Prioritization 98

Prioritization Sales Decision-making Government 98

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% So, how can you improve your sales skills?

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Sales Training Sales Decision-making Communication 132

Arpedio

FEBRUARY 22, 2024

Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively.

Software 52

Software Software Decision-making Performance Review 52

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 211

B2B Decision-making Sales Stakeholders 211

Red Star Kim

FEBRUARY 22, 2024

Long before I learned of the value of Socratic questioning in coaching and counselling, I remember an editor asking me to use Socratic questioning in some writing. Socratic questioning is a way to drive logical argument. So what is Socratic questioning? Questioning skills). What is Socratic questioning?

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PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. All the previous steps lose their significance once finalizing the deal is postponed or canceled. Let’s start with a clear understanding of the phrase “to seal the deal.”. Closing the deal faster.

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Negotiation Decision-making Stakeholders e-Learning 98

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning.

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Sales Sales Training Decision-making Value Proposition 90

Hubspot Sales

OCTOBER 11, 2019

However, that tendency in startups can lead to burned-out sales reps and a business ill-prepared to scale. There are times when business is slow for a sales department. Your sales department can be experiencing slow business for a variety of reasons. These details are important for closing deals. Analyze your CRM.

Brainstorming 125

Brainstorming CRM Media Decision-making 125

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

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Sales Decision-making Sales Training Sales Management 92

Brooks Group

APRIL 10, 2024

In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving.

Sales 87

Sales Media B2B Publishing 87

Brooks Group

FEBRUARY 23, 2024

Qualifying prospects is one of the selling skills every great sales professional relies on. That’s because filling your sales pipeline is a numbers game. Buyers leave the funnel for many reasons as they progress through the sales process : lack of budget, timing, or wrong fit to name a few.

Prioritization 80

Prioritization Sales Training Sales Construction 80

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Hubspot Sales

MAY 11, 2023

But what if we told you that sales can work together with your marketing team to boost your customer base? This is where the sales blitz comes into play. Through a sales blitz, your team can accelerate the time needed to convert leads into customers by adopting a tailored strategy. So, let's get started.

Sales 101

Sales Media Marketing Customer Success 101

Hubspot Sales

OCTOBER 12, 2022

If you're in sales, you know that finding prospects isn't easy. In fact, it can be the tallest hurdle in the sales process. The HubSpot Blog surveyed 500+ sales professionals to uncover the top social selling trends to reach more prospects and close more deals — all at your fingertips.

B2C 118

B2C Media eCommerce Communication 118

Arpedio

FEBRUARY 2, 2024

8 Game-Changing Benefits of Account-Based Selling Explore ARPEDIO's Account-Based Selling Platform ← Back to blog In the world of sales, where personalization is paramount, it is almost impossible to overlook the significance of Account-Based Selling (ABS). Table of Contents 1.

Account Planning 52

Account Planning Account Management Facilitation Stakeholders 52

Sales Gravy

SEPTEMBER 1, 2023

If You Don't Take Action, You Won't Get Results In this episode of the Sales Gravy Podcast, Jeb Blount and David Newman, author of Do It! Determine where to publish, speak, network, post, and participate in blogs, portals, forums, and communities to reach this audience. Marketing and Do It! Stay put or go out and do something.

Publishing 85

Publishing Marketing Sales Management 85

PandaDoc

FEBRUARY 9, 2021

A tire kicker is someone who will drag the sales cycle on. Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy. In every case, you’re probably dealing with a bunch of tire kickers. They broke as a joke.

Decision-making 111

Decision-making Profitability Advertising Negotiation 111

Brooks Group

APRIL 25, 2024

You’ve got to keep plugging when you work in sales. It can be tempting to focus on closing a deal and moving on to the next prospect. But the most successful sales professionals understand the value of cultivating long-term relationships with their customers.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Janek Performance Group: Account Planning

OCTOBER 25, 2023

However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. It’s putting their needs ahead of the sale to form long-term relationships. However, according to Gartner , 51 percent of sales leaders agree account management channels fall short. Ask the right questions.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Brooks Group

JULY 11, 2023

To truly uncover what your buyers want and need, your salespeople must be experts in asking open-ended questions. Asking open-ended sales questions—and making an intention to listen to the response thoughtfully—allows your reps to connect with prospects and customers and gather the information needed to recommend the best possible solution.

Suppliers 80

Suppliers Decision-making Sales Sales Training 80

Hubspot Sales

MARCH 16, 2023

They have to find sales opportunities, negotiate with customers, track multiple customers, and work to deliver on relevant KPIs every day. So when interviewing to fill that position, you should expect questions to be just as thorough. Your interviewer will be asking questions that encompass all these responsibilities and more.

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Negotiation Prioritization Media CRM 91

MTD Sales Training

FEBRUARY 11, 2020

You had a great sales interaction: Both you and the prospect were calm and comfortable. If that’s been your experience, maybe you need to review the questions you ask to drive the conversation on, professionally and with confidence. You are not asking, “Do we have a deal?” 1 – “Does that make sense for your business?”.

Sales 120

Sales Decision-making Negotiation Sales Training 120

Hubspot Sales

DECEMBER 31, 2020

This is why most businesses have a sales funnel — a way of bringing in potential customers and working with them until they become buyers. This is where your marketing team and your sales team work together to create success for the company. Focusing on pre qualified leads is one way to take an active approach to your sales process.

Publishing 136

Publishing Marketing Sales Communication 136

Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. Sales professionals need to become influencers — kind of. Let's dive in.

Energy and Utilities 91

Energy and Utilities Media Sales Publishing 91

PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? Lead management focuses on achieving sales goals in the short to medium term, while opportunity management is more about leveraging strategic relationships to achieve long-term growth goals. But opportunities can be much more than that.

Management 52

Management CRM Sales Decision-making 52

Hubspot Sales

OCTOBER 14, 2019

When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding. As a B2B sales professional, it is important to develop a sales process that works for your business, prospects, and overall goals. Here are key steps you may want to include in your B2B sales process. Qualify leads.

B2B 133

B2B Value Proposition Decision-making Sales 133

MTD Sales Training

APRIL 12, 2013

As a sales person, simply knowing the product or service that you are selling inside out is not enough to ensure that you will close every deal. Sales Planning Questioning Skills sales preperation' In order to sell successfully you must understand what. [[ This is a content summary only.

Sales 106

Sales 106

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. 3 Types Of Sales Coaching Sales coaching generally falls into one of three main categories: tactical, strategic, and personal.

Sales 91

Sales Sales Training Sales Management Onboarding 91

PandaDoc

FEBRUARY 27, 2023

Sales reps love nothing more than the feeling you get right after closing a successful deal. If you can’t get enough of that winning feeling then look no further; we’re going to go over the best sales closing questions to help you seal more deals. What are closing questions in sales?

Sales 52

Sales Negotiation Meetings Decision-making 52

Brooks Group

NOVEMBER 10, 2023

Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. The longer it takes to close a deal, the more resources are invested, and the more opportunities for competitors to swoop in. In a dynamic and competitive world, sales efficiency is paramount.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Nutshell

FEBRUARY 21, 2023

Lead management is a critical piece of your sales process. Let your sales team focus on nurturing prospects who need your offerings and closing more urgent deals with lead management best practices. In this blog post, we’ll discuss 8 of the most effective lead management best practices. FREE DOWNLOAD 2.

Management 62

Management CRM Prioritization Organization 62

Brooks Group

JANUARY 10, 2023

Your Team Doesn’t Have a Closing Problem . One of the most common requests we receive at The Brooks Group is for sales negotiation training on closing techniques. Too many sales managers think their team has a closing problem, when in reality, they have a prospecting problem. View this week's video.

Negotiation 77

Negotiation Sales Training Profitability Construction 77

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy? You’ve come to the right place!

Sales 52

Sales e-Learning Onboarding Software 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. For example, let’s say your company sells air conditioning units.

Sales 52

Sales Decision-making Sales Training Meetings 52

PandaDoc

JUNE 21, 2021

Like it or not, your business needs a lead generation strategy and a sales prospecting process. You’ll also know why you need a strong sales prospecting process and exactly how that will benefit your business. It’s not so much knowing about sales prospecting vs lead generation, as knowing how and when to prioritize one or the other.

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Sales Decision-making Small Business Meetings 98