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

Upland

JULY 12, 2023

MEDDIC is not actually a healthcare term. It’s a sales acronym. And it’s all about deal qualification MEDDIC – a deal qualification framework Many think that MEDDIC is a sales process , but it’s really a deal qualification framework with multiple processes for decision criteria, decision process, etc.

Decision-making 195

Decision-making Sales Account Planning Healthcare 195

Sales Outcomes

NOVEMBER 6, 2023

B2B Sales Discovery Calls done well can be the cornerstone for success in acquiring new clients. A Discovery Call with a prospect should not be a scripted effort or an attempt to get answers to a list of qualifying questions. You’ve started the call with the prospect talking. Congratulations!

B2B 52

B2B Sales 52

SmartKarrot

DECEMBER 22, 2021

Nothing is more irritating than answering 20 discovery call questions and wondering if you will ever see your requested demo. . This is where sellers do make the colossal mistake of asking a bundle of discovery questions. Five must-ask questions during discovery calls for a B2B SaaS product.

Internet 10

Internet B2B Decision-making Software 10

Brooks Group

MARCH 27, 2023

Conversation starters are essential in sales because they can help to break the ice and establish a rapport with potential customers. 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.

Sales 52

Sales Media Sales Training Decision-making 52

Force Management

DECEMBER 14, 2023

When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. Increasing Channel Partner Productivity When it comes to channel sales, your ability to control the sales process is limited. What is our proof?

Value Proposition 91

Value Proposition Negotiation Decision-making Leadership 91

Hubspot Sales

APRIL 20, 2020

Let’s get right to it — there are elements of the sales process that are wonderful on video and others that aren't. So the idea of doing an entire sales process from beginning to end while utilizing video may not be the best approach. You know when you’re having discovery calls and qualifying.

Sales 114

Sales Communication Decision-making Meetings 114

Sales Readiness Group

MARCH 5, 2021

Early in the sales process, typically during discovery, it’s critical to learn as much about your customer’s issues, concerns, problems, and desires as possible. But often, during a discovery call, customers are reluctant to share information, or they give incomplete answers to your questions.

Sales 117

Sales 117

Customer Think

SEPTEMBER 22, 2023

They need to be better at the discovery call and qualifying. They need to improve their listening and questioning skills. They need to improve their ability to execute the company's chosen sales process and sales methodology. They need to improve their ability to sell value.

Sales Leadership 40

Sales Leadership Leadership Sales 40

Sales Readiness Group

SEPTEMBER 22, 2021

“Do you mind if I ask you a few questions to understand your needs better?” This is the go-to line most salespeople use as they transition the sales call from building rapport to discovery. But is this the best approach for selling to senior-level clients?

Sales 117

Sales 117

Hubspot Sales

MAY 10, 2022

Text messaging for sales is an excellent way for you to stay top-of-mind as your prospects consider their product options. Sending sales text messages to your prospects to nurture them all the way until conversion. Sending sales text messages to your prospects to nurture them all the way until conversion. Image Source.

Value Proposition 98

Value Proposition Sales Communication Meetings 98

Brooks Group

MARCH 6, 2023

What Is Sales Coaching? Sales coaching is the practice of evaluating and instructing salespeople one-on-one to improve productivity and ensure strong success through coaching sessions. Why Is Sales Coaching Important For The Growth Of Business? Strategic Coaching Deals made by your sales reps contain hazards.

Sales 52

Sales Sales Training Sales Management Facilitation 52

Hubspot Sales

FEBRUARY 21, 2023

The same is true in sales. An uncoachable sales team is easy to spot — they lack direction, motivation, and cohesion. But when sales reps embrace coaching, they invest in their success — and the success of their entire team. Yet, coaching is necessary for professional growth — especially if you're in a sales role.

Sales 97

Sales Prioritization Management 97

Hubspot Sales

JUNE 29, 2018

What Is a Sales Cycle? Sales Cycle” refers to the specific actions salespeople follow to close a new customer. Sales cycles are often confused with sales methodologies. A sales methodology, such as the “ inbound methodology ,” refers to the framework for implementing the sales cycle. Stages of a Sales Cycle.

Logistics 128

Logistics Sales Decision-making Stakeholders 128

Hubspot Sales

AUGUST 21, 2023

Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Now all you need is a cold call script. And not just any script … the best cold call script ever. What is a cold call? What is the purpose of cold calling?

Value Proposition 98

Value Proposition Decision-making Software Software 98

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. He says, "As a sales leader, I think one of the most difficult types of prospects is the people pleaser. For instance, the customer may avoid answering your questions directly or giving concrete timelines.

Decision-making 103

Decision-making Sales Finance Prioritization 103

Brooks Group

JULY 14, 2023

Now, instead of focusing on transactional sales, salespeople must be capable of building long-term relationships beyond the initial sale and maintain their standing as trusted business advisors to your customers. A consultative sales approach is the skill they need in order to do that. What Is a Consultative Sales Approach?

Sales 71

Sales Sales Training Brainstorming Communication 71

Xant

FEBRUARY 26, 2021

Part of sales is thinking about your pipeline, your process, and how you can optimize or improve it. If you notice that buyers aren’t responding to your emails or engaging with your reps, here are three reasons why your sales process needs work and what you can do about it. Manual administrative tasks are bogging your sales reps down.

Sales 101

Sales Prioritization Meetings Organization 101

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Focus on specifics.

Sales Management 79

Sales Management Management Sales Meetings 79

Showpad

NOVEMBER 12, 2020

In fact, only 26% of buyers believe sellers are skilled at leading a thorough needs discovery virtually. Needs discovery done virtually is different in three core ways than in traditional, face-to-face selling. The first type of need is the one most commonly discussed in sales: buyer challenges, their pain. 2 types of needs.

Virtual Selling 116

Virtual Selling Meetings Sales Training Decision-making 116

SalesGlobe

NOVEMBER 10, 2023

And it’s the same for sales. As I was preparing to speak at a conference on “Building a Modern Sales Structure, from KPIs and What Matters Most” I kept shifting my thinking to “what matters most”. I continue to engage with our clients, who are mostly focused on solving their greatest sales challenges centered around growth.

Sales 52

Sales Account Planning B2C Organization 52

Brooks Group

FEBRUARY 12, 2024

When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue. Yet many sales professionals overlook these opportunities, either preferring to stay in “hunter” mode or because they lack the sales training , skills, and coaching to get it done.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Sales Outcomes

JUNE 6, 2022

Sales enablement is critical for a successful sales organization, but it’s not always easy to ensure that sales enablement enables the right things. This blog post will explore three familiar sales enablement gaps to address to assist sales teams in doing the right things. . What’s Sales Enablement?

Value Proposition 52

Value Proposition Sales Decision-making CRM 52

Hubspot Sales

AUGUST 21, 2023

Price negotiation is central to virtually every sales process, and understanding how to properly prepare for one can be a big help in reducing stress and improving results — especially if you're new to the process. Make sure you‘re not rushing into a closing call or trying to leverage a discount to force a deal’s timing.

Negotiation 81

Negotiation Decision-making Sales Management 81

Hubspot Sales

MARCH 6, 2018

What is a sales process? Sales process” most often refers to a repeatable set of steps your sales team takes with a prospect to move them from early stage to a closed customer. A good sales process helps your reps consistently close deals by giving them a framework to follow. What are the steps of a sales process?

Sales 145

Sales Negotiation Advertising Publishing 145

Hubspot Sales

MARCH 7, 2022

If you Google "How to close a deal", you'll quickly stumble across some tried-and-true best practices for sealing a sales deal. But, in reality, sales deals can be unpredictable and often require sales reps to think on their feet. Read on to learn the wildest ways five HubSpot sales experts have closed deals.

Sales 91

Sales Small Business Stakeholders Meetings 91

Openview

JUNE 8, 2018

The actions you take earlier in the sales process define your outcome. Early in the sales process, you have the opportunity to influence their direction. Over the last 18 months, we’ve published a stream of research based on our AI-driven analysis of more than 1,000,000 sales call recordings. Discovery calls.

Sales 77

Sales Decision-making Leadership Publishing 77

Hubspot Sales

DECEMBER 7, 2020

A sales process is like a figure skating routine. And while no adjustments salespeople can make to their sales processes can touch the earth-shattering next-level-ness of that tiger costume, they can certainly take strides to make their professional lives a little easier. Simplifying Your Sales Process.

Sales 123

Sales Decision-making Stakeholders Prioritization 123

Openview

NOVEMBER 20, 2018

Bellies full of beignets, my parents and I were exiting San Francisco’s Just for You Cafe when when a middle-aged man called my name. Do you have time for a quick question about messaging ?”. Listen,” he said, “I restructured our sales pitch using your Greatest Sales Deck framework and the results have been awesome.

Sales 91

Sales Leadership Facilitation B2C 91

Hubspot Sales

NOVEMBER 2, 2020

This year, many brands were forced to drastically change sales tactics during the COVID-19 pandemic and the economic uncertainty that came with it. While some companies saw sales pipelines slow down dramatically , others saw them speed up to the point where it was challenging to keep up. Focus on the right sales metrics.

Sales Analytics 135

Sales Analytics Sales Decision-making Emotional Intelligence 135

Hubspot Sales

AUGUST 13, 2018

I don’t have time for this generic line of questioning.”. I was two years into my first tech sales job, thinking I was doing everything right. I asked open-ended questions to unearth pain. Just like the sales books told me to do. We teach our reps to ask the exact same questions.”. Have You Ever Been Here?

Banking 97

Banking Decision-making Publishing Meetings 97

Insightly

APRIL 10, 2024

With episodes around 20 minutes or less, Closing Time dives deep into one topic to give you actionable takeaways from prominent leaders in sales, marketing, customer success, and more. The CSO Collection – Chief Sales Officer Is it time to build a BDR/SDR program? These are questions CSOs ask themselves all the time.

Marketing 52

Marketing Healthcare CRM Media 52

Hubspot Sales

DECEMBER 21, 2020

Sometimes, you may not discover a new lead is a poor fit until after you've spent hours on research and calls. If your sales team is struggling to speak to the right customers or close deals, try the MEDDIC sales qualification process. What is the MEDDIC sales qualification? Why is MEDDIC so powerful?

Decision-making 125

Decision-making Sales Onboarding CRM 125

Openview

OCTOBER 15, 2018

The company with a fully-aligned sales organization, marching in the same direction. Market-leading companies have an underestimated trait in common: Organization-wide sales consistency. Their sales teams execute the same selling motions, messaging, and call structures, without much deviation from rep to rep.

Sales 104

Sales Investors Leadership Marketing 104

Sales Outcomes

AUGUST 23, 2021

Discovery Calls & Product Demos. Discovery Before Demo. The heart of the matter is that demos often start before a good discovery process. Why doesn’t good discovery happen? The primary reason is that m ost salespeople attempt to do discovery and the demo within a 60-minute meeting.

Value Proposition 59

Value Proposition Software Software Decision-making 59

Hubspot Sales

FEBRUARY 21, 2022

Cold calling — a staple of several (if not most) sales org's operations that's every bit as frustrating as it is prevalent. Here, we'll take a closer look at what cold calling is, review why sales orgs still leverage it, and see some strategies you can employ to do it right. Let's jump in.

Value Proposition 99

Value Proposition Decision-making Meetings Prioritization 99

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