Understanding the Sales Force

MAY 29, 2024

In case you have been vacationing in a cave, there has been a controversial trial taking place in Manhattan and earlier this week the Jury heard closing arguments. In a jury trial, closing arguments can take several hours or even days! The Closing Argument is a summary of facts supportive of whichever side the attorney represents.

Closing 218

Closing Decision Maker Follow-up Pipeline 218

Sales and Marketing Management

MARCH 30, 2022

The post Refining Your Closing Process to Accommodate Online Negotiations appeared first on Sales & Marketing Management. Body language and other aspects of in-person conversations won't play a role, but other strategies have become more important. Keep these tips in mind.

Negotiation 311

Negotiation Closing Conversion Strategy 311

Sales and Marketing Management

APRIL 30, 2021

Until the pandemic is over (and maybe beyond that) businesses must adopt new strategies to close sales deals. The post How to Keep Closing B2B Deals Amidst the Pandemic appeared first on Sales & Marketing Management.

B2B 296

B2B Closing How To Strategy 296

Understanding the Sales Force

AUGUST 25, 2022

If you don't enjoy reading my baseball analogies, you can ignore this but I must warn you that today's analogy will reveal the two underlying causes for sales opportunities getting stuck in the pipeline and not reaching a close. If you don't care about that then bye-bye until the next article.

Closing 296

Closing Pipeline Opportunity Sales 296

Mr. Inside Sales

MARCH 6, 2021

The post Two Simple Words to Open More Doors—and Close More Sales appeared first on Mr. Inside Sales. Get Access Today.

Gatekeeper 316

Gatekeeper Closing Face-to-face Licensing 316

Understanding the Sales Force

AUGUST 5, 2021

We've gone from don't wear a mask, to wear a mask, to wear 2 masks, back to no need to be masked and now back to wear masks indoors, even if you have been vaccinated.

Guidelines 390

Guidelines Closing Call-back Report 390

Understanding the Sales Force

JANUARY 22, 2024

If you have a scorecard in your head, it is probably giving you a score of close to 100. Image copyright 123RF The post How Driving Down the Highway Will Help You Close More Sales appeared first on Kurlan & Associates, Inc. We are up to 43 scenes and counting, and adding more scenes each week.

Closing 227

Closing Proposal Discount Decision Maker 227

Sales and Marketing Management

MARCH 14, 2022

The post 5 Ways Marketers Can Close the Engagement Gap with Sales Enablement appeared first on Sales & Marketing Management. The answer lies in building a full-scale, comprehensive sales enablement strategy.

Sales Enablement 257

Sales Enablement Scale Closing Marketing 257

Understanding the Sales Force

JULY 31, 2024

He tried to close us and when we said we were traveling he said he could ship it. The ironic thing is that these salespeople, who are trained to be aggressive, are always attempting to close prospects who aren’t closable! ” If it’s must have, then close baby close. ” “Why is that important?”

Closing 177

Closing Retail Travel Education 177

Understanding the Sales Force

FEBRUARY 14, 2022

I heard from Bob last week and whenever I hear from him it usually means he got himself into a jam with another sales opportunity. Regular readers are familiar with Bob, one of the worst salespeople on the planet. New readers might want to catch up on the six prior articles about Bob. Part 1 Part 2 Part 3 Part 4 Part 5 Part 6.

Closing 294

Closing Influencer Opportunity Prospecting 294

Understanding the Sales Force

JULY 31, 2024

He tried to close us and when we said we were traveling he said he could ship it. The ironic thing is that these salespeople, who are trained to be aggressive, are always attempting to close prospects who aren’t closable! ” If it’s must have, then close baby close. ” “Why is that important?”

Closing 156

Closing Retail Travel Education 156

Understanding the Sales Force

AUGUST 9, 2021

When it comes to navigation I usually opt for Waze but sometimes Siri can find a way out of traffic that Waze can't. On the other hand, try asking Siri to dial a phone number while she's navigating and you'll quickly learn that she can't multi-task.

Closing 317

Closing Decision Maker Groups Objections 317

SBI Growth

NOVEMBER 20, 2024

Take a quick look at the forecasted end-of-year close dates in your CRM system. Do you see a lot of December 31 st close dates? Chances are your sellers don’t understand how high performers close business and enjoy a more stress-free holiday. Here are the seven steps high-performer sellers to close deals at the end of year.

Closing 177

Closing Forecasting CRM System 177

Hubspot Sales

SEPTEMBER 6, 2024

With so many different initiatives competing for your prospects’ limited attention, it’s essential to close deals quickly and efficiently while the problem they want to solve is fresh in their minds. No matter how compelling your product or service, each closed deal could be preceded by a dozen or more that never result in new business.

Closing 115

Closing Ideal Customer Profile Top of Funnel Lead Rank 115

Hubspot Sales

JULY 30, 2024

Then, the game changed when I leveled up my sales email writing game with curiosity-provoking subject lines, strong body text, and compelling closing statements. Closing statements are your best chance to impress upon the reader that they should contact your sales team, register for your event, or take advantage of a promotional offer.

Closing 122

Closing Quota How To Hubspot 122

SBI Growth

SEPTEMBER 26, 2024

At an event in Washington, D.C. earlier this month , we talked about the “profitability paradox” to describe what businesses are facing in today’s market environment. In simpler times, it was common sense that businesses that invested more in growth could expect to see greater returns.

Face-to-face 177

Face-to-face Closing Marketing Strategy 177

Grant Cardone

OCTOBER 2, 2024

With more than 2,000 stores at its peak, the store was a household name and […] The post Lights Out: Kmart Closes It’s Last Location For Good appeared first on GCTV. The post Lights Out: Kmart Closes It’s Last Location For Good appeared first on Grant Cardone - 10X Your Business and Life.

Closing 118

Closing Retail Consumer 118

The Pipeline

AUGUST 4, 2020

By this, I do not mean closing but finishing the plan for closing. Too many salespeople depend on momentum for closing rather than a solid plan for getting there. Try this, ask a rep, any rep, to select a deal they are involved in, early-stage, not near close. The journey needs to be completed. Not That Kind Of Book.

Proposal 427

Proposal Objections Quota Closing 427

Understanding the Sales Force

APRIL 9, 2020

Most companies expect their sales teams to be not only active, but proactive; to replace face-to-face meetings with virtual meetings; and to continue pipeline building so that there is business to close when we return to work. But is that what's happening?

Company 367

Company Face-to-face Consultative Selling Pipeline 367

Sales 2.0

OCTOBER 25, 2021

Closing : Closing cycles that fail 80% of the time are the norm (where 1 in 5 deals in the pipeline closes.) One of the main reasons for this low close rate is that sales people miss decisionmakers in the prospect company. This is usually because an unidentified decisionmaker has vetoed the deal. Sales time sucks.

Territories 396

Territories Compensation Scale Decision Maker 396

Sales and Marketing Management

APRIL 27, 2022

Aligning your marketing and sales teams is crucial, as companies with aligned teams are 67% more efficient at closing deals and achieve up to 38% higher win rates in sales. The post How to Align Your Email Messaging With Sales Conversations appeared first on Sales & Marketing Management.

Conversion 416

Conversion How To Closing Sales 416

Steven Rosen

MARCH 10, 2024

Indeed, 40% of salespeople cite it as the most challenging part of the sales process, more daunting than either closing or qualifying. However, the significance of prospecting is often overshadowed by the allure of the deal’s close, leading many sales managers to neglect to coach the top of the funnel.

Coaching 334

Coaching Sales Management Top of Funnel Prospecting 334

No More Cold Calling

NOVEMBER 22, 2024

Faster Closes : Deals that used to take months now closed in weeks. Get ready to close those big deals and fall back in love with selling. The Payoff for Ben Once Ben committed to a referral program , everything changed. Higher Earnings : No more wasted time on unqualified leads—and time is money.

Sales Qualified Lead 313

Sales Qualified Lead Prospecting Cold Calling Referrals 313

The Pipeline

JULY 7, 2020

Three events that led to the fourth, the close. And $70 for the close, which was usually a foregone conclusion due to the setup. Making it easy to come in in the morning, and you set yourself up much better for the close. He mapped out a successful sale, more accurate to say, he choreographed it. An approved proposal, $10 more.

Incentives 430

Incentives Incentive Commission Sales Qualified Lead 430

Sales and Marketing Management

SEPTEMBER 20, 2023

Commanding respect from clients is crucial to building sustainable relationships and closing deals. One avenue to gaining respect is by creating boundaries for both parties. The post How to Teach Respect in a Sales Engagement by Creating Boundaries appeared first on Sales & Marketing Management.

How To 380

How To Closing Sales Marketing 380

Sales and Marketing Management

MARCH 2, 2022

As the opportunities for closing sales through multiple channels continue to broaden, ensuring that your team is up to speed with the latest smart sales tools is critical to success. The post 5 Digital Skills to Blow Past Sales Targets appeared first on Sales & Marketing Management.

Channels 374

Channels Sales Tools Tools Closing 374

No More Cold Calling

APRIL 15, 2021

Considering half of the deals that are forecasted to close don’t, and customer retention has decreased as seller attrition increases, sales teams are facing yet another frustrating year if something doesn’t change. They forget technology doesn’t close deals. No other lead generation approach comes close.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

SBI Growth

AUGUST 15, 2020

Any CEO can attest to the current level of difficulty in closing deals. Customer sentiment and individual mind share are in high demand, and even with everyone online, many fail to adequately engage their communities in order to access their.

Ideal Customer Profile 367

Ideal Customer Profile Closing Customer Analysis 367

Score More Sales

OCTOBER 6, 2020

Choosing what you say or write can help close a deal, or lose one. The words you choose as a seller have power - don't miss any apportunity gain a competitive edge.

Competition 358

Competition Closing Sales 358

Mr. Inside Sales

JULY 6, 2021

Luckily, there is a best practice around this and it is: Stick with your main product or service, close that deal first, then circle back around and pitch the ancillary product/service. The dangers with offering too many choices are you’ll often talk past the close. Stalled sale. Let me think about these and get back with you.”.

Face-to-face 317

Face-to-face How To Pivotal Call-back 317