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. Sales is one profession that is riddled with rejection. Over time that can be exhausting for your reps.

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Sales Training Decision-making Meetings Sales 72

Hubspot Sales

SEPTEMBER 15, 2020

As a sales rep, one of your main responsibilities is building credibility with your prospects so they trust you. Unfortunately, this is also one of the biggest hurdles reps face. In fact, 82% of B2B decision-makers think sales reps are unprepared. Share success stories. Below, let's learn their best tips.

Decision-making 104

Decision-making Sales B2B Account Management 104

Brooks Group

APRIL 17, 2023

What Is the Best Enterprise Sales Training? Enterprise selling is sometimes overlooked in companies’ training because the sales process focuses more on other parts of the training deemed more important. However, enterprise selling is one of the most important parts of company sales training.

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Sales Training Negotiation Sales Decision-making 52

Hubspot Sales

APRIL 1, 2019

What makes a good sales presentation? An effective presentation tells a compelling story, highlights your value proposition, and aligns with your audience's needs and desires. Hate the thought of doing sales presentations ? Sales Presentation Techniques. They’ll just tell you to take it from the top.

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Sales Decision-making Value Proposition Construction 143

Hubspot Sales

JUNE 5, 2018

Your sales pitch can make or break the deal, so it’s a good idea to have that nailed down before meeting with your customer. I’ve been in sales for 15 years and have heard some really great pitches and some really bad ones. I’ve been in sales for 15 years and have heard some really great pitches and some really bad ones.

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Sales Artificial Intelligence Value Proposition Decision-making 143

Hubspot Sales

AUGUST 25, 2022

As anyone in sales knows, there is nothing worse than a sales slump. Experiencing a sales slump can make you question your ability, or worse, your entire career. Experiencing a sales slump can make you question your ability, or worse, your entire career. But those deals don’t tell the whole story.

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Sales Meetings CRM Publishing 115

Corporate Visions

FEBRUARY 14, 2020

The post Everything You Need to Know About Whiteboarding in Sales by Tim Riesterer appeared first on Corporate Visions. Whiteboarding your sales presentations is a powerful alternative to PowerPoint—and research shows it’s more effective, too. What Is Whiteboarding in Sales? Why Should Sales Reps Be Whiteboarding?

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Sales Decision-making Acquisition Facilitation 85

Openview

NOVEMBER 20, 2018

He was waiting for a table, but didn’t wait to tell me what was going on. Listen,” he said, “I restructured our sales pitch using your Greatest Sales Deck framework and the results have been awesome. That’s great,” I said. Well, it’s my VP of Sales. What’s the question?”. What’s the question?”.

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Sales Leadership Facilitation B2C 91

Zendesk

SEPTEMBER 14, 2021

A study by Rain Group found that 82% of buyers are open to booking meetings when sales reps reach out. Nevertheless, cold-calling and discovery calls can be terrifying for many sales reps. You’re trying to sell a new prospect on a product they know little or nothing about. Does that sound good? How are you?

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Software Software Marketing Meetings 97

PandaDoc

OCTOBER 14, 2020

Stories do the job better than facts – you only have to look to the tabloid news cycle to see that. It’s also clear that, however fictional, stories can profoundly impact actions in reality, as the ‘Jaws effect’ proves. Despite their power, many brands aren’t utilizing storytelling techniques in their sales strategy.

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Decision-making Sales Suppliers Advertising 111

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Download Now Here are a few things to consider as you write an email that’d help you with sales prospecting. Here's what you should be doing if you want to write good email subject lines : Use personalization.

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Sales Decision-making Value Proposition Meetings 98

Hubspot Sales

NOVEMBER 22, 2019

"Sell me this pen." That might just be the best sales one-liner in history. It's a favorite for sales professionals from used car salespeople to Wall Street wolves. And for good reason -- it's an exciting, accessible way to test a salesperson's fundamentals. Why Ask a Sales Candidate to "Sell Me This Pen"?

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Publishing Sales Training Sales Marketing 133

CoSell

FEBRUARY 23, 2021

The practice of co-selling is about deploying your resources to sell more together. It’s a way to achieve your sales goals, build an agile organization, and respond to ever-changing developments in the marketplace. While we often think about co-selling as the software features, there’s much more to the entire concept.

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Sales Profitability B2B Communication 52

Corporate Visions

MAY 22, 2019

The post Sales Strategy: What’s Most Effective? A Great Message! When you think about it, an effective sales strategy is all about making sure that your reps hit their quota, right? A Forrester Research study revealed that only 15 percent of sales calls add enough value, according to executives surveyed.

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Sales Acquisition Decision-making Marketing 103

Corporate Visions

JANUARY 9, 2020

The post Why Your Sales Kickoff Needs a Shake-Up by Tim Riesterer appeared first on Corporate Visions. The goal of every great sales kickoff event is to get your team fired up, energized, and ready to win. Yet, year after year, most sales kickoffs get dragged down by too many informational, product-based breakouts.

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Sales Decision-making e-Learning Acquisition 64

Nutshell

JANUARY 14, 2020

Selling something that your customers will never hold in their hands requires a very specific approach and a whole lot of practice. By the end, you should have a clear roadmap for reaching your or your company’s sales goals. Skip ahead: What Is SaaS Sales? What Is the Average SaaS Sales Rep’s Salary?

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Sales Software Software CRM 127

Hubspot Sales

APRIL 23, 2018

As John Doerr writes , reps who don’t listen miss the opportunity to build rapport, uncover buyer needs, and let the prospect know you understand their world. To eliminate this habit, I’ve taught the reps who have reported to me over the years a very specific skill: Active listening. Sales reps are often too busy talking to listen.

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Sales e-Learning Decision-making Sales Management 145

Showpad

MARCH 18, 2021

On Wednesday February 25th, Showpad’s own Russell Wurth was joined by Forrester Principal Analyst, Jennifer Bullock in Delivering Sales Learning That Sticks, a webinar that discussed how to build a continuous learning program that keeps reps sharp. Why prioritize a continuous sales learning program? So where do you start?

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Sales B2B Prioritization Organization 52

Brooks Group

MARCH 27, 2023

Sales conversations can be tough, but with a little practice, you’ll be closing deals in no time. Sales conversation strategies are absolutely essential for closing more deals and achieving success in sales. The last thing you want to do is accidentally give your well-crafted sales pitch to the wrong person.

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Sales Sales Training Communication Decision-making 52

Showpad

FEBRUARY 3, 2020

Sales enablement is on the mind of many businesses and Sales leaders. A high-performing Sales enablement program can streamline workflows, inspire marketing collaboration, optimize the Sales process, and most of all, empower reps to notch more wins and deliver a personalized customer experience. .

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Sales Onboarding Decision-making Software 85

Corporate Visions

FEBRUARY 14, 2020

The post Everything You Need to Know About Whiteboarding in Sales by Tim Riesterer appeared first on Corporate Visions. Whiteboarding your sales presentations is a powerful alternative to the typical PowerPoint—and research shows it can make your presentation more effective, too. What Is Whiteboarding in Sales?

Decision-making 52

Decision-making Sales Acquisition Value Proposition 52

Corporate Visions

FEBRUARY 14, 2020

The post Everything You Need to Know About Whiteboarding in Sales by Tim Riesterer appeared first on Corporate Visions. Whiteboarding your sales presentations is a powerful alternative to the typical PowerPoint—and research shows it can make your presentation more effective, too. What Is Whiteboarding in Sales?

Decision-making 52

Decision-making Sales Acquisition Value Proposition 52

Brooks Group

JULY 5, 2023

Sales conversations can be tough. Sales conversation strategies are absolutely essential for achieving sales success. These sales conversation strategies include active listening, asking open-ended questions, and understanding the customer’s particular needs and pain points.

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Sales Sales Training Value Proposition Decision-making 52

Account Manager Tips

MARCH 23, 2021

Revenue doesn’t tell the whole story. Is your solution a good fit and does it meet your clients’ needs compared to other suppliers? Invite other departments into the conversation — groups like sales, marketing, customer service and support that know your clients. Do you believe you can control the future share of wallet?

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Co-Creation Key Account Management Account Management Suppliers 227

Hubspot Sales

FEBRUARY 6, 2018

Listening to audiobooks about selling might be the most convenient yet effective thing you can do for your professional development. To help you find the best choices, here are the top 10 sales-related books available for listening. Best audiobooks for salespeople and sales leaders. Sales is all about telling good stories.

Sales Management 92

Sales Management e-Learning Sales Management 92

QYMATIX

MARCH 7, 2023

Do you want to realize your potential in B2B sales and be more successful than the competition? Accurate AI-based sales forecasting is an insider’s tip – right? The result is a great urge to throw money at the problem in the hope that the problem will go away. Why are Sales Forecasts Important?

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B2B Sales e-Learning Software 52

Hubspot Sales

DECEMBER 11, 2017

How Do I Get Promoted to Sales Manager? You’ve been selling for a few years, you’re regularly hitting your number, and you think you’re ready for a promotion. But sales is a labor-intensive job. 5 Ways to Get Promoted to Sales Manager. The “work” of a sales leader is helping people -- so that’s a good place to start.

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Sales Management Management Leadership Sales 95

Zendesk

OCTOBER 20, 2022

For sales reps, especially those new to the game, finding the right questions to ask is half the battle. Enter the probing question—a sales tactic that will help your team seal more deals. Types of sales probing questions. Sales probing questions examples. 35 additional probing sales questions.

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Sales CRM Decision-making Value Proposition 52

SalesPop

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. In his 2014 book Zero to One , Peter Thiel wrote, “In the 1990s, the focus was on the product, and not on sales. If your product requires advertising or salespeople to sell it, it’s not good enough. That was in the 90s, however.

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Account Management Management B2B Advertising 98

Zendesk

APRIL 18, 2022

But there was a good reason to cite your research: you, and anyone reading your paper, needed to know where you got your sources. It’s no different for sales and marketing teams when sourcing leads. For one thing, understanding how a lead has found you aids in successful sales prospecting. Types of lead sources. Social media.

Media 98

Media CRM B2C Energy and Utilities 98

Hubspot Sales

DECEMBER 12, 2017

Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success. Long Story Short: The Only Storytelling Guide You'll Ever Need. Sell or Be Sold: How to Get Your Way in Business and in Life. The Challenger Sale: Taking Control of the Customer Conversation. The Best Audiobooks for Salespeople.

Sales Management 92

Sales Management e-Learning Management Sales 92

SalesGlobe

AUGUST 25, 2022

Welcome to the Rethink Sales Podcast I’m Mark Donnolo. We’re continuing our conversation about m&a, and making the sales organization successful because we know it’s not just about doing the deal. Good to be on. And I wasn’t a very good design engineer. Keys to Private Equity Success.

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Acquisition Sales Decision-making Leadership 52

Hubspot Sales

JUNE 6, 2022

Sales reps run into trouble when they try to go into a call totally cold. Prospect research is a challenge that's every bit as frustrating as it is essential — so to help you out, we've put together a list of 18 of the best places to research buyers before sales conversations. The Company’s Twitter Account.

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Sales Publishing Decision-making Media 127

Hubspot Sales

OCTOBER 23, 2018

Nothing comes easy in sales -- it’s always earned. But I’ve noticed a strange phenomenon: even the most seasoned and confident account executives can flinch when it comes to securing budget from their head of sales. However, with 850+ sales tools and 5000+ marketing technologies, it’s easy to get distracted by the new and shiny.

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Sales Decision-making Sales Leadership Software 101

Showpad

MARCH 24, 2021

Sales enablement metrics are the data points you benchmark and track over time pertaining to all facets of your sales enablement program. Analytics in the sales cycle: starter metrics to know. Then there are the more sales-specific metrics that correlate to: Dollar amounts. Quantifying sales enablement.

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Sales Marketing Leadership Media 52

Openview

JULY 23, 2018

As we covered in our last article , managing the tension between consistency and flexibility is key to a sales team’s success. Get this right and you’ll have sales conversations that close significantly more deals. For most sales teams, this isn’t easy to manage. It’s often referred to as the “art” of selling.

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Sales Meetings Management Stakeholders 62

Nutshell

MARCH 14, 2018

For many companies, sales teams are the ultimate growth engine—which makes effective hiring of sales reps tremendously important. Figuring out the right time to hire, nailing down the responsibilities and expectations of the sales role, and understanding how to evaluate and select the best talent can make or break your business.

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Sales Banking Onboarding Value Proposition 85