Zendesk

MAY 19, 2022

If you’ve ever taken sales training of any kind, you know that mastering sales vocabulary is shockingly difficult. Many sales terms sound interchangeable when, in fact, they mean drastically different things. That’s why we compiled a list of the 100 most useful sales terms every salesperson needs to know. Sales job terms.

B2C 98

B2C Sales CRM Profitability 98

Hubspot Sales

JANUARY 4, 2019

How to Close a Sale. Handle objections. Ask for the sale. Arrange next steps. And throughout the sales process, do your research on the prospect's company. This will give you a clearer picture of how the company works and what its objectives are. Set expectations early in the sales process.

Sales 145

Sales Decision-making Meetings Communication 145

Hubspot Sales

JANUARY 9, 2024

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. Table of Contents What is door-to-door sales?

Sales 103

Sales Decision-making Meetings Insurance 103

ACT

JANUARY 27, 2023

Every sales rep has been there. Sales call fails come with the territory. The best sales reps , however, are able to shake them off and jump right back on the phone. Best-of-the-best salespeople make a game plan to prevent the biggest sales mistakes. ” Limiting how much you say is the cardinal rule of sales.

Value Proposition 52

Value Proposition Sales Decision-making CRM 52

Hubspot Sales

FEBRUARY 9, 2021

2021 will bring sales professionals a host of new challenges and trends to consider, and it could be tricky to adapt. Several salespeople are coming into this new year holding onto some dead weight — outdated strategies that are bound to undermine sales efforts instead of enhancing them. Holding Onto Outdated Positioning Statements.

Sales 135

Sales Decision-making Prioritization Account Management 135

Apptivo

JULY 21, 2022

A business process is usually defined as an activity or a set of actions performed by the organization in order to achieve its objectives and goals promptly. The business process should have a purpose in order to result in favorable outcomes. Processes are the core of any business today. TYPES OF BUSINESS PROCESSES.

CRM 52

CRM Marketing Sales Software 52

Brooks Group

NOVEMBER 10, 2023

Sales leaders, the driving force behind a company’s revenue generation, understand that time is of the essence. At the same time, deals take longer to make their way through the sales process than they used to. In a dynamic and competitive world, sales efficiency is paramount. That’s true in any sales landscape.

Value Proposition 52

Value Proposition Negotiation Sales Decision-making 52

Hubspot Sales

MAY 24, 2023

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. The sales process usually involves meeting the client, understanding their needs, scoping the project, and sending the quote. Whether your prospect says yes or no is up to them.

Decision-making 109

Decision-making Meetings Negotiation B2C 109

Hubspot Sales

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales.

Co-Creation 106

Co-Creation CRM Sales Value Proposition 106

Hubspot Sales

MAY 21, 2021

It’s one of the most important components of sustained sales success over time. As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do) and their motivation (how repeatedly or passionately they do it). But motivation is far harder.

Sales 137

Sales Leadership Communication Meetings 137

Hubspot Sales

JUNE 29, 2023

Insurance sales is a highly lucrative industry. But if you can handle many “no” without faltering, you’ll do great in this industry. In this guide, we’ll explore everything about starting a career in insurance sales, including the pros, cons, and tips to help you succeed. Table of Contents What is insurance sales?

Insurance 101

Insurance Sales Interpersonal Skills Decision-making 101

SBI

DECEMBER 8, 2021

Six Essential Skills for Responding to Sales Objections. By Randy DeHaan, Director of Sales, Chorus.ai. Every sales rep has experienced it: A call is going well until a prospect voices objections that throw you off, leaving you searching for a response as the silence grows.

Sales 55

Sales CRM Software Software 55

Brooks Group

APRIL 19, 2023

The first key fundamental that IMPACT Selling ® teaches is how sales reps can make their first impression a good one. The Power of Positioning During the IMPACT Selling ® Training we cover the three P’s of the Investigate step: positioning, prospecting, and pre-call planning. Let’s focus on the first one.

Decision-making 86

Decision-making Sales Training Media Publishing 86

Hubspot Sales

APRIL 23, 2018

Active Listening is a four-step process: Truly listen to the prospect. Active Listening isn’t only applicable to sales, nor is it a new thing. Another student of Rogers, Dr. Thomas Gordon, a three-time Nobel Peace Prize Nominee, is largely responsible for popularizing the strategy. This critical step is often overlooked.

Sales 145

Sales e-Learning Decision-making Sales Management 145

Hubspot Sales

NOVEMBER 13, 2017

How to Overcome Pricing Objections. Summarize their objection in 2-3 sentences. Price objections are common in sales -- primarily because most prospects have learned pushing back on cost will get them a discount. That makes it difficult to respond to a pricing objection if you don’t want to immediately lower your price.

Sales 111

Sales Decision-making Negotiation Software 111

Sales Gravy

JULY 9, 2020

Shifting Initial Sales Meetings From Face to Face to Video Calls One of the most effective points in the sales process to leverage video sales calls and virtual selling skills is the initial meeting. The initial meeting is first step in the sales process. Most reps never even get close to ten a week.

Meetings 58

Meetings Virtual Selling Stakeholders Sales 58

Engage Selling

DECEMBER 1, 2017

A lot of work in the sales process focuses on handling objections. I’m going to make this simple for you and give you three steps that will help you handle just about any objection that you come across. First, pause … Read More »

Sales 56

Sales Client Relationships Communication 56

PandaDoc

OCTOBER 3, 2023

Don’t worry — you are not alone: 69% of your colleagues feel the exact same way, according to Salesforce’s State of Sales 5th edition. As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. As AI evolves, sales processes will become more predictive and proactive.

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52

Upland

FEBRUARY 3, 2023

Typically, there can be up to 10 individuals involved in a B2B sale. To handle this complexity, sellers need the right tools, strategies, and methodologies to understand the people, problems and relationships that matter within an account. Creating a Relationship Map in 5 Steps 1.

Account Strategy 195

Account Strategy Stakeholders B2B Decision-making 195

Hubspot Sales

APRIL 6, 2020

Every sales team needs sales strategies, and a strong sales strategy plan builds the foundation for a cohesive, successful sales team and organization. Sales strategies also align salespeople on shared goals and empower them to do their best work — keeping them happy and successful, too. Organizational Goals.

Sales 118

Sales Decision-making CRM Value Proposition 118

Miller Heiman Group

MAY 12, 2020

Two out of three sales reps are more concerned about their paycheck than catching the coronavirus, according to a recent survey that we conducted. Survey the sales landscape in your organization. What’s happening with various accounts and in your sales funnel? Are new deals being delayed?

Sales 75

Sales Decision-making Finance Organization 75

Hubspot Sales

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. But what is a sales pipeline and why is it so instrumental to selling success? In this guide, you'll learn everything you need to know about sales pipeline management, including: Sales Pipeline Definition.

Sales 144

Sales Negotiation Decision-making CRM 144

Hubspot Sales

APRIL 4, 2023

For instance, what was your main objective? Explain your thought process and decision-making. When answering this question, focus on two or three aspects of consulting you enjoy most. I enjoy the process of analyzing complex data, identifying patterns and trends, and using that data to make informed recommendations.

Supply Chain 102

Supply Chain Leadership Construction Artificial Intelligence 102

Hubspot Sales

SEPTEMBER 30, 2019

Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. That’s why we’ve made a list of the best sales training ideas, activities, and games. Use a sales training template. Objection handling training exercises.

Sales Training 142

Sales Training e-Learning Onboarding Sales 142

PandaDoc

APRIL 25, 2023

A sales plan is a roadmap that outlines your business’s strategy for selling its products or services. Acting as an essential tool for businesses of all sizes and in all industries, a robust sales plan helps to identify sales goals, target markets, and sales tactics to achieve those goals. What is a sales plan?

Sales 52

Sales Business Planning Government CRM 52

Hubspot Sales

MAY 7, 2020

At the same time, your sales time is not feeling the effects of their efforts and are spending more time prospecting when they should be closing. In many organizations, a disconnect happens between marketing and sales: The sales team says that leads coming in are unqualified. Marketing says the sales team just can't close.

Sales 107

Sales Decision-making CRM Sales Analytics 107

Mike Kunkle

JUNE 12, 2022

If you absolutely can’t avoid it and find yourself needing to resize and retool your sales force again at this time, I have some advice that I hope might help. Sometimes, it seems to me as if critical thinking is at an all-time low right now, especially in the sales profession. Reengineering Sales Performance.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

SuperOffice

JANUARY 18, 2021

Whether you’re an e-commerce company or in B2B sales , there are two powerful strategies to earn their trust, maintain their confidence, and win their loyalty. Those are: sales funnels and relationship funnels. How are sales and relationship funnels different? What’s a sales funnel?

Sales 100

Sales e-Learning Decision-making Profitability 100

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. 5 ways to tell when you should use lead generation or sales prospecting. What is sales prospecting?

Sales 98

Sales Decision-making Small Business Meetings 98

Hubspot Sales

APRIL 1, 2020

It's true across the board, and sales is no exception. That's why sales efficiency is one of the most important metrics for businesses to understand, track, and ultimately improve. Here are some explanations, tips, and resources to help you do all three. Sales efficiency can be tricky to calculate in some cases.

Sales 96

Sales Construction Marketing Communication 96

Hubspot Sales

JULY 12, 2018

Sales Interview Questions and Answers. How do you generate, develop, and close sales opportunities?". What do you consider your most significant sales achievement to date?". How do you keep up with the latest industry trends in sales?". Sales Interview Tips. Sales Representative Interview Questions and Answers.

Sales 137

Sales Communication Management Meetings 137

ProlifIQ

SEPTEMBER 6, 2022

This is because account owners have a quarter’s worth of account data to consolidate and streamline, which can take days if not weeks to prepare considering how large many accounts are that people handle. After all, sales is all about building relationships. Develop a Standardized Process. Keep Your Data in One Place.

Account Planning 52

Account Planning Stakeholders CRM Leadership 52

Showpad

JANUARY 8, 2021

Hiring and onboarding new members of your sales team can be complicated. Research from Clearslide and CSO Insights found that, on average, it takes new reps between six and nine months to get fully ramped up to the performance levels of established sales agents. Onboarding should begin before new reps’ first days of work.

Onboarding 52

Onboarding Sales Insurance Negotiation 52

ClearPoint Strategy

DECEMBER 2, 2021

Choosing the right KPIs and implementing a KPI tracking process requires dedication and commitment on everyone’s part. Are your strategic objectives clear and actionable? Download this list to see 56 objectives organizations commonly track. They are tied to specific business objectives. KPIs Vs. Metrics Example.

Cybersecurity 105

Cybersecurity Decision-making Meetings Software 105

Hubspot Sales

AUGUST 12, 2020

The power in the buying and selling process has shifted from the seller to the buyer. The buying process is transformed. And that means to keep up with today’s empowered buyer, the sales process needs to transform too. What is inbound sales? Inbound sales is a personalized, helpful, modern sales methodology.

Sales 138

Sales Decision-making Healthcare Value Proposition 138

Hubspot Sales

MARCH 4, 2019

These are the skills your sales team needs to survive. A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. Sometimes, this works.

Sales Training 102

Sales Training Sales Onboarding Sales Management 102

SuperOffice

JANUARY 19, 2022

An MQL ( marketing qualified lead ) has become an SQL (sales qualified lead). 65% of sales specialists claim their close rate doesn’t exceed 21%. You can do better by taking a few extra steps salespeople typically neglect (or simply don’t know of). Sales appointment. You’ve done it. Follow-up meeting.

Meetings 63

Meetings CRM Decision-making Sales 63