RAIN Group

MAY 19, 2021

Great sales questions help you find out what’s going on in your buyer’s world. They help you drive the sale forward and avoid pitfalls that can derail the sale along the way. They help you drive the sale forward and avoid pitfalls that can derail the sale along the way.

Sales 98

Sales 98

Brooks Group

MARCH 29, 2023

Proven Sales Closing Questions As you can imagine, sales closing questions are some of the most important types of questions that you, as a sales professional, can ask customers during the sales cycle. The Brooks Group has put together this guide to help those struggling with closing deals.

Sales 52

Sales Decision-making Sales Training Meetings 52

Hubspot Sales

AUGUST 1, 2022

A sales operator works to enable your salespeople to focus on selling. Therefore, hiring the right person for the role is crucial, as such a hire will handle ‘backend’ stuff like lead management, data analysis, process optimization, and even sales strategy. 30 Interview Questions and Answers for Sales Ops. Optimization.

Sales 111

Sales Stakeholders Communication CRM 111

MTD Sales Training

FEBRUARY 11, 2020

You had a great sales interaction: Both you and the prospect were calm and comfortable. If that’s been your experience, maybe you need to review the questions you ask to drive the conversation on, professionally and with confidence. From there, simply assume the sale or address whatever issue the prospect feels does not make sense.

Sales 120

Sales Decision-making Negotiation Sales Training 120

Engage Selling

OCTOBER 29, 2020

But, in the midst of the never-ending list of “to-dos,” don’t forget to “information gather” and ask your sales team these questions: What … Read More » It’s easy to get “bogged down” by our daily tasks, calls, meetings, emails, coaching, and so on.

Sales 132

Sales Meetings Innovation Sales Leadership 132

Hubspot Sales

APRIL 7, 2021

To do this, we use a concept called layered questions. There are three distinct layers of questions that correspond with the needs your prospect has: First Layer Questions. Second Layer Questions. Third Layer Questions. First-Layer Sales Questions. Examples of First-Layer Sales Questions.

Sales 133

Sales Decision-making Profitability Publishing 133

The Center for Sales Strategy

SEPTEMBER 14, 2020

We use it to fuel conversations, problem-solve, and, ultimately, improve sales performance. High-value questions are a driving force to much-needed mental shifts — especially in today’s environment. As sales leaders, we can’t control market conditions, but we can influence a few things — like choices.

Sales 95

Sales Marketing 95

Hubspot Sales

MARCH 27, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sales is an increasingly consultative profession. The sales rep-prospect relationship cuts both ways — as your prospects qualify you, you need to qualify them back. Keep this question vague.

Decision-making 106

Decision-making Sales Stakeholders Leadership 106

Brooks Group

DECEMBER 14, 2022

“The secret to selling is to be in front of qualified prospects when they’re ready to buy, not when you need to make a sale.”. Bill Brooks, Sales Techniques. That makes right now the perfect time for managers to evaluate their sales funnel. Your CRM should be an easy-to-use tool that mirrors your sales process.

CRM 88

CRM Sales Sales Training Decision-making 88

The Center for Sales Strategy

AUGUST 12, 2020

Google search data shows that in 2019 searches for “sales enablement” increased by 61.1% What’s the reason behind the steady increase in interest around sales enablement? When implemented correctly, sales enablement moves the sales process faster and more efficently. Let us help answer some of those questions.

Sales 81

Sales Onboarding Sales Management Management 81

Sales Outcomes

OCTOBER 31, 2022

Sales professionals know that asking the right discovery questions is key to advancing the sales process. But what are the right discovery questions? The purpose of discovery questions is for salespeople to conduct valuable conversations with multiple influencers within a company. If so, tell me more.

B2B 52

B2B Sales Meetings Organization 52

Brooks Group

JULY 14, 2023

I have been thinking a lot about sales questions lately also referred to as question-based selling. Overall, asking the right kind of sales questions empowers you to effectively understand your customers, tailor your approach, address objections, and guide the sales process.

Sales 52

Sales Sales Training Decision-making Prioritization 52

Hubspot Sales

JUNE 18, 2018

In many cases, the discovery call -- the first call after connecting with a prospect -- is actually the most important in the sales process. It sets the tone for the entire relationship, both pre- and post-sale. Discovery calls are crucial for sales professionals to understand the details of a prospect’s situation.

Procurement 145

Procurement Sales Decision-making Prioritization 145

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

AUGUST 28, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. To help you get there, I‘ve compiled this list of key, guiding questions I use to get a sense of a prospect’s viability. 7 Questions to Ask Yourself Before You Call a New Prospect 1. Let's take a look.

Value Proposition 85

Value Proposition Decision-making Stakeholders Sales 85

RAIN Group

OCTOBER 24, 2018

Broad, open-ended sales questions are great for helping you find out what's going on in your prospects' and clients' worlds. They are essential to sales success. In fact, "listened to me" and "understood my needs" are two of the top five factors most separating sales winners from second-place finishers.

Sales 111

Sales 111

The Center for Sales Strategy

APRIL 4, 2023

What is your sales culture telling them? Business-to-business organizations don’t often have potential customers walk into a physical location. Often a salesperson is how the client and prospect experience your organization’s culture.

Sales Management 84

Sales Management Management Sales Organization 84

Hubspot Sales

JULY 7, 2020

As the field of sales changes to meet the needs of our evolving business landscape, data becomes even more prevalent. Having access to relevant sales data can be a true differentiator for a successful sales team. In fact, high-performing sales reps are more likely to use data to guide their sales process.

Stakeholders 99

Stakeholders Sales Prioritization Communication 99

Hubspot Sales

MARCH 26, 2021

If you've done your pre-call prep work, you probably put together a list of sales questions to ask your prospect an hour or two before your appointment. That's good -- preparation is an important key to success in sales. However, there's also a downside to using questions prepared in advance on a sales call.

Sales 107

Sales 107

Hubspot Sales

MAY 22, 2018

Qualifying Questions. During sales qualification, salespeople can't simply focus on establishing a fit on one of these criteria. 21 Sales Qualification Questions. 21 Sales Qualification Questions. What's the business problem you're seeking to fix with this offering? If so, why didn't that solution work?

Decision-making 145

Decision-making Sales Stakeholders Meetings 145

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. What is a probing question? Types of sales probing questions. Sales probing questions examples.

Sales 52

Sales CRM Decision-making Value Proposition 52

SOAR Performance Group

SEPTEMBER 22, 2022

As a sales leader, how do you know when your sales coverage model needs a change? At a previous Sales Leadership Community meeting, […]. The post Optimize Your Sales Coverage By Answering These Questions appeared first on SOAR Performance Group. Then, how do you implement that change?

Sales Leadership 52

Sales Leadership Leadership Sales Meetings 52

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. What do you know about our company?".

Sales 137

Sales Communication Management Meetings 137

Sales Outcomes

AUGUST 22, 2022

B2B sales professionals are skilled in recognizing gaps between a client’s desired versus current state. Why is it that when it comes to diagnosing sales team performance issues, sales leaders often skip the diagnosing part and instead focus solely on what the results versus quota show at the end of the year?

B2B 52

B2B Sales Management Organization 52

MTD Sales Training

OCTOBER 11, 2017

The Sales Director role is considered to be the lifeblood of many companies because of the strategic and operational role they play in the success of the business. The quality of your questions will make the biggest difference in this challenging process. Here, we list over 50 questions that will help you sort the wheat from the chaff.

Sales 79

Sales Leadership Sales Training Sales Environment 79

Hubspot Sales

AUGUST 19, 2019

Sales managers often get promoted to their position from the rep ranks. When they were individual quota-carriers, it was relatively easy to assess their sales pipeline. Managers must develop a more systematic process to test sales pipeline heath across the organization as a whole. What shape is the sales pipeline?

Sales 103

Sales Sales Management Management Organization 103

RAIN Group

MARCH 16, 2022

The best sellers do more than just close sales. They reshape buyer thinking and drive change through the value they provide. We call this insight selling , and it hinges on the concept of cognitive reframing.

Sales 126

Sales 126

Hubspot Sales

FEBRUARY 12, 2018

Questions for Interviewing a Sales Manager. Why do you want to be a sales manager? Pretend I'm a sales rep who has missed quota three months in a row. What made you successful as a sales rep? What do you like and dislike about the sales process? Sales Manager Interview Questions.

Sales Management 142

Sales Management Management Sales Decision-making 142

The Center for Sales Strategy

MAY 2, 2023

Have you ever experienced having to answer the same questions twice during a doctor's appointment? It’s frustrating, but it can also make us reflect on the questions we ask our prospects. Are we asking the right questions to make us think deeper if it were our own business?

B2B 95

B2B Sales 95

Crank Wheel

JUNE 2, 2021

Take prospects on a journey through 3 layers of sales questions Need a way to increase conversion rates?

Sales 96

Sales 96

EcSell Institute

AUGUST 13, 2020

Below are 10 sales manager interview questions that you can use when interviewing potential sales managers for your department. These were shared in the EcSell Institute Executive Sales Manager Think Tank : If I were to interview the people who have reported to you in the past, how would they describe your management style?

Sales Management 52

Sales Management Management Sales 52