Hubspot Sales

MAY 24, 2023

It’s nerve-wracking for you and your prospect. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process. Know your attendees.

Decision-making 106

Decision-making Meetings Negotiation B2C 106

Red Star Kim

NOVEMBER 1, 2023

Aims – While most fee-earners were effective at arranging meetings with prospects, often they failed to prepare sufficiently to direct the conversation towards exploring needs and asking for the business. Time and capacity – Many fee-earners are stretched and compelled to manage large amounts of client work under heavy time pressures.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Hubspot Sales

MAY 24, 2023

As a sales rep, you straddle the space between helping your prospect find a solution that works for them and protecting your company’s interests. By the time you’ve reached the negotiation phase of the sales process, you and your prospect have a common goal: getting your company’s offering into their hands. We've all been there.

Negotiation 117

Negotiation Decision-making Stakeholders Meetings 117

Brooks Group

MARCH 7, 2024

Consultative selling means understanding each prospect’s unique motivation so you can present your product or service in the way your prospect wants to perceive it. It’s important that you keep in mind the need to understand your prospects’ situations—not only what they’re trying to accomplish but also their internal company situation.

Procurement 68

Procurement Management Decision-making Sales Training 68

Hubspot Sales

JULY 25, 2023

Whether your prospect is a potential buyer, seller, or tenant, use these scripts to grab their attention. Some might also use lead distribution software and gain access to third-party prospect lists. Notice how these three sentences put zero-to-no pressure on the prospect. So, how should you cold call in real estate?

Insurance 92

Insurance e-Learning Negotiation Meetings 92

Hubspot Sales

DECEMBER 26, 2022

So whether you're negotiating with a prospect or just having a quick chat with another professional — the way you keep that conversation going can be the difference between a lost opportunity or your next closed-won deal. Prospects know your real intention is to sell to them, so don’t focus too hard on buttering them up.

Negotiation 80

Negotiation Meetings Communication Sales 80

Account Manager Tips

AUGUST 9, 2022

The Thermometer Technique Excerpt from the book You Can’t Teach a Kid to Ride a Bike at a Seminar Before you proceed with any more pain, however, use the Thermometer technique, which helps you measure the degree to which your prospect has been sold. If the prospect is less than a 6, you’ve got a problem. Developed relevant insights.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Account Manager Tips

APRIL 2, 2021

it's all about how to effectively sell without putting pressure on yourself or your clients. They argue that we should stop pushing for yes and instead turn our questions into "no"-oriented questions encourage prospects to feel comfortable opening up so you can get to more truth. I love that.

Key Account Management 234

Key Account Management Account Management Procurement Management 234

Red Star Kim

JANUARY 16, 2023

43% Fee pressures. 9% Regulatory pressures. Higher salary demands will put further pressure on profits/margins unless firms raise prices significantly (which some are doing). The top three constraints were rated as follows: 57% Poor economic outlook. 43% Lack of skills and talent. 36% Margin erosion. 34% Employee turnover.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

CMOE

JANUARY 14, 2021

The ability to work under pressure means you can still perform your job duties well, even in the presence of stress. To work effectively under pressure, you must not let these stressors distract you; it’s essential that you remain level-headed. Some examples of working under pressure include. Taking charge of a new department.

Performance Review 86

Performance Review Prioritization Management Organization 86

Red Star Kim

JULY 25, 2023

The prospect of failure can zap motivation. Whether that is with low mood, motivation, self-doubt, stress, grief, loneliness or navigating change. Many of us are able to get through those tough times but sometimes we need a little extra help. Therapy isn’t needed by or available to everyone. And to take small steps forward every day.

Decision-making 246

Decision-making Emotional Intelligence Management Construction 246

Hubspot Sales

JUNE 29, 2020

Did you connect with a prospect and follow a prescriptive sales process that culminated in you asking directly for the sale? Direct, competitive selling is a widely adopted approach and is what most folks think of when they approach working with prospects. Has each deal followed the same steps? Missionary Selling.

Decision-making 78

Decision-making Stakeholders Meetings Sales 78

Revegy

JANUARY 8, 2021

No pressure, right? Knowing this can help them prepare for those lulls in revenue by redirecting their sales team to increase engagement with key accounts and prospects during the first three quarters of the year. Forecasting is a must for any sales organization. What is forecasting? Improve visibility into key accounts.

Decision-making 119

Decision-making Leadership Organization Sales 119

Hubspot Sales

NOVEMBER 9, 2020

According to Blake, regardless of the individual prospect and their needs, the rep's ultimate task is to bring money in the door. Blake would never give up control of the sales process to a prospect. But abandon any strategies that involve force-feeding prospects a product they don’t want and don’t need.

Decision-making 144

Decision-making Stakeholders Sales B2C 144

Hubspot Sales

JANUARY 4, 2019

Heading into a closing conversation with a prospect is always nerve-wracking. You need to understand your company's offerings so you can find the products and services that will work best for the prospect you're working with. And throughout the sales process, do your research on the prospect's company. Do your research.

Sales 145

Sales Decision-making Meetings Communication 145

Hubspot Sales

NOVEMBER 30, 2020

Most of your business’s prospective customers will not buy from you instantly. However, 44% of sales reps follow up with a prospect only once before giving up. However, do you know the number one reason why a prospect won’t get back to you? So you’ve sent two or three follow-up emails to your prospect and heard nothing back.

Decision-making 138

Decision-making Sales Meetings Stakeholders 138

Hubspot Sales

APRIL 17, 2018

If they’re not getting prospects to sign contracts, they’re not going to hit their number. There are two reasons reps don’t simply state what they want from a prospect. And if you don’t know what you want, how can you get it from the prospect? And if you don’t know what you want, how can you get it from the prospect?

Procurement 141

Procurement Decision-making Negotiation Sales 141

Brooks Group

FEBRUARY 21, 2023

You have a strong indicator that sellers aren’t properly creating and interpreting value when prospects consistently ask them to lower their prices. Developing the Proper Mindset Selling against lower-priced competitors begins in the mind , with a salesperson’s thought process before they ever speak with the prospect.

Negotiation 71

Negotiation Value Proposition Sales Training Retail 71

Hubspot Sales

DECEMBER 12, 2023

Alternatively, when it's time to pick up the phone and call a prospect, they should rely on their soft skills and product knowledge, not an AI-generated phone script. Of course, you never want to overwhelm prospects with information, so it's important to be intentional here. Content is key for building trust.

Sales 103

Sales Investors Prioritization Innovation 103

MTD Sales Training

FEBRUARY 3, 2020

With a new prospect, you have a process you follow where you contact, follow up, qualify, discuss needs and so on. Prospects know what you’re trying to do when you discuss opportunities with them; you’re trying to sell them your stuff and have them as a customer. 4) Build the relationship outside of the sales cycle.

Suppliers 98

Suppliers Sales Training Profitability Marketing 98

Account Manager Tips

AUGUST 14, 2022

Emotional intelligence Key account managers work with others, in dynamic, high pressure situations. And like sales people, key account managers are under pressure to make more sales. See the sales process in action, from prospecting, sales conversations and handling objections. It's hard to predict how people will react.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Hubspot Sales

JULY 27, 2023

Challenges in Today’s Sales Ecosystem (and How AI Can Help) Achieving More With Fewer Resources Than Pre-Pandemic With layoffs sweeping across the globe, many sales specialists feel concerned about their jobs and pressured to achieve more with fewer resources. Prospect and Lead Management A steady stream of leads keeps businesses afloat.

Sales 72

Sales CRM Communication Sales Environment 72

Brooks Group

MARCH 8, 2023

Helping salespeople arrive at the price they want is a multi-step, dynamic process with all prospects. They should be thinking about how to get their price from the moment they first speak with the prospect. Similarly, your team’s beliefs in how much value your offering has changes from prospect to prospect.

Sales Training 82

Sales Training Decision-making Marketing Leadership 82

Hubspot Sales

AUGUST 14, 2023

So when they're presenting to a prospect, they hastily speed through the support slide in their presentation deck. Prospects can pick up on lapses in confidence like that, and those moments — those quick gaps in assurance, authority, and assertiveness — allow value leaks to come to the surface.

Negotiation 123

Negotiation Value Proposition Meetings Procurement 123

Hubspot Sales

JULY 28, 2021

That can mean anything from your customer experience to the way that your sales team generates interest and reaches out to prospects to the nuances of your sales funnel. Sales is a complex dance of outreach, waiting, and well-timed pressure on the customer to ensure prompt closing. Build up your pipeline. Iterate on your processes.

Sales 117

Sales Advertising Decision-making Marketing 117

Hubspot Sales

FEBRUARY 7, 2023

From tracking down new prospects to qualifying leads, sales requires ongoing and concerted efforts to see success. Rejection comes with the territory, from prospects choosing another vendor to cold calls hanging up because they have no interest in the conversation. That puts sales in the bottom 5% of careers. You hate rejection.

Sales 108

Sales Value Proposition Decision-making Communication 108

Hubspot Sales

JANUARY 17, 2023

Cons: High pressure. For some, the pressure to hit quota is a fantastic motivator. Even if you have some sales experience, certifications can strengthen key skills such as negotiation or prospecting. Sales is a tough grind. Tech companies, in particular, rely heavily on subscription renewals more than other industries.

Sales 113

Sales Software Software Negotiation 113

Nutshell

JULY 2, 2020

Purchasing your product should be seamless and enjoyable for your prospects. During positive sales calls, the prospect usually: Formed a genuine connection with the representative Felt understood Had questions that were answered clearly Felt comfortable enough to share a bit of personal info Felt respected and valued.

Sales 95

Sales Decision-making Advertising Communication 95

Account Manager Tips

JANUARY 22, 2022

That just puts your client under pressure and more likely they'll say no then make a rash decision. They need a commission so badly that prospects can smell it on their breath a mile away. You do all the right things but they're still holding back. What's going on? Remember that time you gave your client some GREAT advice? No urgency.

Decision-making 130

Decision-making Key Account Management Account Management B2B 130

Hubspot Sales

MAY 24, 2021

For instance, in the B2B space, prospects are often around 80% of the way through the buyer's journey before they want to talk to somebody. They can't shift gears in a high-pressure conversation. Both are going for the same thing — is this person a lifelong learner? Someone who strives to be better? "If They lack self-awareness.

Sales 136

Sales Decision-making Marketing B2B 136

Hubspot Sales

FEBRUARY 9, 2021

She says "It’s also important to know that putting the pressure on and relying heavily on discounts will be the least effective strategies. He says, "Don't qualify on the connect call — many sales methodologies suggest that you qualify the prospect the first time you engage on the phone to ensure you're not wasting your time.

Sales 135

Sales Decision-making Prioritization Account Management 135

Hubspot Sales

FEBRUARY 12, 2020

However, you are more likely to have prospects who are weighing their options, and considering your product as a contender. In the context of sales, persuasion typically takes place when a sales rep is trying to convince a prospect that their product or service is the best solution for their problem. Personalize your message.

Small Business 120

Small Business Brainstorming Software Software 120

Hubspot Sales

OCTOBER 28, 2019

Put yourself in the position of a prospect. Soft selling, on the other hand, involves an entirely different strategy that prioritizes the quality of your relationship with your prospects over how quickly you can land the sale. Let's say you're working with two salespeople from competing companies at the same time.

Advertising 112

Advertising Decision-making Communication Meetings 112

Upland

APRIL 20, 2023

This applies to prospects who have yet to sign on the dotted line, but are also invaluable in growing revenue in those all-important customer accounts. Multiple decision-makers in big buying groups add a lot of pressure on sellers. Prospect At this stage, the buyer is not a customer. Here’s where sales maps can help you.

Account Management 195

Account Management Management Account Planning Decision-making 195

Brooks Group

JULY 14, 2023

Virtual selling, changes in buyer behavior, and unstable market demands are just a few of the factors putting new pressures on sales professionals. The best sales presentations depend on listening to prospects and adapting the sales pitch to their concerns and needs. The sales leader role is high pressure.

Sales Training 52

Sales Training Virtual Selling Sales Decision-making 52

Hubspot Sales

APRIL 9, 2018

You’ve been speaking with a prospect for a while. You’re all ready to set a date for a product walkthrough or start discussing contract terms, but then your prospect says something that stops you in your tracks. Prospects commonly use the sales timing objection to stall or force you to walk away. Sales Objection Responses. “If

Decision-making 145

Decision-making Sales Logistics Construction 145

Red Star Kim

SEPTEMBER 12, 2022

I had plans to continue to grow my consultancy business, complete the final stages of my training as a psychotherapist/counsellor, more travelling and finally the prospect of enjoying some “me time”. Life was full. Life was full of possibilities. Life was good. Onset of the disease – September to November 2021. There was no warning.

Transportation 264

Transportation Management Government Meetings 264