Mike Kunkle

MARCH 31, 2023

Because getting these right, having them support each other, and fostering adoption and mastery, improves revenue plan attainment, individual rep quota attainment rates, and win rates. It’s been proven in multiple studies and is worth the effort. Sales Process A sales process is a series of stages that an opportunity moves through.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Holden Advisors

OCTOBER 7, 2021

Your products and services provide financial value to your customers by increasing their revenue, reducing their costs, or helping them to mitigate risks. Customers really appreciate sellers who take the time to understand their business, that ask interesting questions, and then sit back and really listen to what the customer has to say.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

Hubspot Sales

JUNE 13, 2023

85% of salespeople using AI/automation agree it makes their prospecting efforts more effective. As prospecting is an extremely critical step in the sales process , adopting AI to help with your processes is worth considering. Read on to learn more about using AI for sales prospecting and specific use cases for generative AI.

Artificial Intelligence 123

Artificial Intelligence Value Proposition Sales B2C 123

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. Asking questions is good.

Sales 91

Sales Sales Training Decision-making Value Proposition 91

Brooks Group

JULY 27, 2023

Most sales professionals today are spending much more time prospecting than they ever have before – and it’s not an easy task. According to research , 40% of sales professionals say that prospecting is the most challenging part of the sales process. Your sellers should quickly be able to qualify sales prospects.

Decision-making 87

Decision-making Sales Training Sales Meetings 87

Brooks Group

FEBRUARY 23, 2024

Qualifying prospects is one of the selling skills every great sales professional relies on. You’ve got to qualify many more prospects than you need. Yet inexperienced salespeople tend to fast-forward to the pitch without properly understanding their prospects’ wants and needs.

Prioritization 81

Prioritization Sales Training Sales Construction 81

Hubspot Sales

MARCH 27, 2023

That means reps need to provide prospects with helpful and specific resources as opposed to stuffing irrelevant information down their throats — but you can't get there if you don't understand where your prospect is coming from. That starts with asking the right questions at the right time. Keep this question vague.

Decision-making 110

Decision-making Sales Stakeholders Leadership 110

Brooks Group

JANUARY 10, 2023

Too many sales managers think their team has a closing problem, when in reality, they have a prospecting problem. Most salespeople believe the old adage: if you tell your story to enough people, some of them will buy. If your team is having a hard time closing deals, it’s time for you to back up and analyze how they’re prospecting.

Negotiation 77

Negotiation Sales Training Profitability Construction 77

Red Star Kim

MARCH 4, 2024

Reasons your line manager is a micro-managing control freak (focus on your line manager) Your line manager is using situational leadership Line managers can lead their teams in a number of ways – depending on the situation or task and the skills/experience of the people that work for them. It can be frustrating and disempowering.

Management 147

Management Communication Leadership Digitalization 147

Hubspot Sales

DECEMBER 21, 2020

Properly qualifying prospective customers is tough. It takes a lot of energy to identify new leads and move them through the qualification process. The MEDDIC sales qualification process is a framework of questions used to qualify prospects and potential buyers.

Decision-making 128

Decision-making Sales Onboarding CRM 128

Nutshell

AUGUST 28, 2023

A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. Just keep reading to get started with creating a winning sales process.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Hubspot Sales

FEBRUARY 12, 2024

The Era of “Seller Beware” In modern sales, the impetus is on the salesperson and vendor to choose, or qualify , the right type of client. The Era of “Seller Beware” In modern sales, the impetus is on the salesperson and vendor to choose, or qualify , the right type of client. Buyer beware.” Seller beware” is becoming the new norm.

Sales 120

Sales Decision-making Facilitation Marketing 120

Hubspot Sales

JUNE 21, 2023

An objection is a legitimate concern that could threaten a deal, while a brush-off comes from a less genuine place — it's a knee-jerk reaction prospects raise when they want to quickly and abruptly end a sales call. And if you want to consistently engage in meaningful conversations with prospects, you need to know how to work past them.

Decision-making 111

Decision-making Meetings Sales Organization 111

Hubspot Sales

DECEMBER 2, 2020

As a salesperson, you're bound to be confronted with it at some point — what HubSpot SMB Growth Specialist Vajra refers to as "the most dangerous question." By his account, it's the statement that shows "a prospect is qualifying you instead of you qualifying them. ". I can't magically make them have more money.

Sales 133

Sales Digitalization Marketing 133

Insightly

MAY 18, 2021

Sales qualification is the process that a company goes through to determine a prospect’s likelihood of becoming a paying customer. . While sales is still the driving force behind most qualification efforts, organizations today need to work closely with marketing in order to properly qualify leads. Sales qualification terminology.

Sales 93

Sales Advertising Decision-making CRM 93

Sales Outcomes

NOVEMBER 6, 2023

A Discovery Call with a prospect should not be a scripted effort or an attempt to get answers to a list of qualifying questions. Asking the right questions at the start of a discovery call is essential to understanding a potential customer’s needs, pain points, and priorities. Congratulations!

B2B 52

B2B Sales 52

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

PandaDoc

MAY 9, 2024

Opportunities are those prospects that have been qualified by your sales team. Opportunities are those prospects that have been qualified by your sales team. Qualified leads meet criteria such as having the budget or buying authority for your product or service. Why is sales velocity important?

B2C 52

B2C Sales e-Learning Software 52

Hubspot Sales

AUGUST 21, 2023

Cold Call Script Examples How to Create a Cold Call Script The Best Cold Calling Script Ever Cold Calling Script Variation Cold Calling Script Templates Cold Calling Tips Once you have a list of prospects to call, it's time to reach out. Cold calling is a way to engage prospects one-on-one to move them to the next step in the buying process.

Value Proposition 98

Value Proposition Decision-making Software Software 98

Brooks Group

NOVEMBER 2, 2022

Sales skills include prospecting, positioning, pre-call planning, value-added selling, asking the right questions, gathering feedback, providing social proof, and closing. IMPACT will teach your sales team how to sell their way through any economic event the world throws at them. Finding Qualified Buyers.

Emotional Intelligence 81

Emotional Intelligence Logistics Sales Training Software 81

Zendesk

FEBRUARY 24, 2022

Prospect outreach. The question is: which members of your team are handling all of this? In this piece, we’ll help sales managers understand what sales development representatives do, how to hire them, and which tools they’ll need to be effective. This foundational work includes: Researching prospects. Qualifying leads.

Sales 98

Sales Sales Analytics Procurement Software 98

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. We need to catch up,” said Alice Heiman.

Sales 93

Sales Decision-making Sales Training Sales Management 93

Arpedio

APRIL 29, 2024

BANT stands for Budget, Authority, Need, and Timeline, and it provides a structured approach to qualifying leads and prioritizing prospects. By addressing these four key components, you can gain valuable insights into a prospect’s readiness and likelihood of making a purchase. The third component is Need.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Hubspot Sales

MARCH 8, 2018

Sales qualification is a game of questions. Unless you ask the right questions, you won't uncover the right needs. Unless you ask the right questions, you won't understand the right problems to solve. But there's an art to asking sales questions. Asking the Right Questions in Sales.

Sales 145

Sales Decision-making Retail Stakeholders 145

Hubspot Sales

SEPTEMBER 16, 2020

If you ask most executives if they have a sales process , they’ll immediately say yes. But when you ask them to describe their sales process, their descriptions vary wildly. During the planning stage, salespeople should have clarity around the following questions: What is the objective of the sales call?

Account Management 130

Account Management Sales Account Planning CRM 130

Hubspot Sales

OCTOBER 23, 2017

One of the most important conversations salespeople have with their prospects is the discovery call. Here lies the proverbial fork in the road for you and your prospect. By asking the right questions, you’ll be able to determine whether the relationship should continue, and if so, what next steps are appropriate.

Sales 145

Sales Decision-making Stakeholders Value Proposition 145

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.

Sales 98

Sales Decision-making Small Business Meetings 98

Brooks Group

JANUARY 25, 2023

View this week's video Engagement Mindset Make sure your salespeople understand: their goal, when first engaging with a prospect, is to set the sales process in motion by turning a potential resistor into an avid listener. How To Get Liked Reps must always remember, it’s not their job to get prospects to like them.

Emotional Intelligence 76

Emotional Intelligence Sales Training Decision-making Communication 76

Hubspot Sales

FEBRUARY 9, 2021

Several salespeople are coming into this new year holding onto some dead weight — outdated strategies that are bound to undermine sales efforts instead of enhancing them. Many companies aren’t really looking for a 'deal' — they’re looking to choose the right solution to help them both survive this period and future-proof their business.".

Sales 135

Sales Decision-making Prioritization Account Management 135

Hubspot Sales

OCTOBER 11, 2019

Salespeople make critical prospect connections, communicate the value of your product or service, and directly impact your bottom line. It gives your sales team the chance to individually address any questions, concerns, or objections potential customers may have and move them closer to purchase. Prospecting.

Negotiation 117

Negotiation Software Software Onboarding 117

Brooks Group

MARCH 25, 2024

The program teaches probing questioning skills to deeply understand customers’ needs and challenges up-front. 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 81

Negotiation Sales Training Decision-making Sales 81

Hubspot Sales

MARCH 22, 2021

The practice doesn't entail setting a rigid, definitive document you can't deviate from on the phone — prospects are perceptive enough to see through that. The best sales calls take every potential buyer's unique circumstances into account, but they also have a preferred trajectory guiding them. Do your research.

Sales 106

Sales Banking Decision-making Media 106

Hubspot Sales

AUGUST 2, 2023

Sending cold emails, leading prospects through sales calls, and following up all take time and articulation. In this post, we’ve compiled step-by-step instructions for how to write a sales pitch with ChatGPT, plus our favorite ChatGPT pitch prompts to get you started engaging prospects in no time. It’s not going to be who writes well.

Artificial Intelligence 87

Artificial Intelligence Insurance Sales Small Business 87

Brooks Group

FEBRUARY 8, 2023

View this week's video The Key to Sales The key to sales is simply being in front of prospects when they’re ready to buy, not when you need to make a sale. Otherwise, they may waste a lot of time trying to help a prospect that doesn’t want to be helped. Here is a great question to help your reps know the difference.

Sales Training 72

Sales Training Decision-making Meetings Sales 72

Nutshell

MARCH 28, 2024

You’ll have a lead generation and prospecting process to attract new clients, followed by qualifying, pitching, negotiating, and closing. Some questions you can ask to create a sales pipeline that works for your consulting firm include: What is the sales process that your business already follows?

Management 71

Management CRM Sales Negotiation 71

Brooks Group

JULY 5, 2023

But if you’re not asking the right questions and probing deeply , you’re only doing half the job. By understanding and implementing effective communication techniques, sales professionals can build stronger relationships with prospects, overcome obstacles and customer objections, and ultimately close more deals.

Sales 52

Sales Sales Training Value Proposition Decision-making 52

PandaDoc

MAY 15, 2024

So, it’s clear that nurturing your leads and prospects is a great way to improve your sales and build lasting customer loyalty. It involves engaging with them, curating their journey through your sales funnel , and building lasting relationships that will keep them returning. We’ve listed a few of them below. Engagement.

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