Steven Rosen

JUNE 3, 2020

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? 5 Things Sales Managers Can do to Close the Sales Gap. This is an excellent opportunity to see your customers, help your salespeople and observe how they are selling. Sales coaching is a pivotal factor in closing the sales gap.

Sales Leadership 394

Sales Leadership Closing Face-to-face Call-back 394

MTD Sales Training

FEBRUARY 11, 2020

Below are three powerful closing questions that will ease the tension and help you maintain the flow of your sales interaction as you begin to ask for the order. #1 By highlighting what could be happening in the future , you open up opportunities for further discussions. 1 – “Does that make sense for your business?”. Happy selling!

Closing 300

Closing Proposal Negotiation Benefit 300

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 Webinar Metrics 122

No More Cold Calling

NOVEMBER 22, 2024

Faster Closes : Deals that used to take months now closed in weeks. As salespeople, our job isn’t to wait for opportunities to fall into our laps. 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.

Sales Qualified Lead 314

Sales Qualified Lead Prospecting Cold Calling Referrals 314

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

Understanding the Sales Force

JANUARY 6, 2025

Although we’ve attended for close to 23 years, this year I noticed something different and that experience will help you better understand the important role that sales process plays in the context of a modern sales methodology. As we do each season, my family attended the Boston Pops Holiday Concert at Symphony Hall in Boston.

Sales Process 334

Sales Process Benefit Sales Methodology Sales Cycle 334

Hubspot Sales

AUGUST 7, 2024

Benefits of Using Sales Demo Environments How to Create a Demo Environment That Closes Deals I like to think of it like this: it’s common knowledge that Super Bowl halftime performances are mostly pre-recorded. How to Create a Demo Environment That Closes Deals Step 1: Formulate a narrative. How closely were you able to follow it?

Closing 104

Closing How To Call-back Software 104

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

No More Cold Calling

DECEMBER 26, 2024

(Read A Real Wake-Up Call for Thanksgiving ) Building Tomorrows Success: How to Capture New Sales Opportunities for 2025 By October, you have a more important goal than closing business for Q4. Your team should already be on the closing business trajectory. No, you dont need your glasses to read that again. Keep them there.

Referrals 317

Referrals Cold Calling ROI Sales Qualified Lead 317

Zoominfo

DECEMBER 28, 2020

By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. Read on to discover how your marketing and sales teams can close more leads by recognizing and responding to prospects’ buying signals. Sales then gets qualified leads they can close sooner.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

No More Cold Calling

FEBRUARY 13, 2025

Compensation structures should reward not just deals closed, but also client retention and satisfaction. Sales reps should work closely with customer success teams and account managers to ensure a seamless client experience that prioritizes customer relationships above all other business goals. Emphasize mentorship and coaching.

Referrals 310

Referrals Face-to-face Sales Leadership Quota 310

Zoominfo

JANUARY 24, 2025

These tools offer visibility into every stage of the sales pipeline, helping teams track performance, identify opportunities, and refine their approach. Optimize Resources: Pinpoint high-value opportunities to allocate your time and budget wisely. Boost Forecast Accuracy: Plan confidently with reliable sales projections.

Analytics 246

Analytics Software Software Data 246

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

AUGUST 23, 2024

Of course, that got me thinking about a simple hack that will significantly improve sales performance and more specifically, closing. What if you too are struggling with output, as in closing what is already in your pipeline? There are three types of opportunities in your pipeline. Back to the steam vent and a bonus hack.

Opportunity 177

Opportunity Decision Maker Cold Calling Call-back 177

Zoominfo

OCTOBER 31, 2024

On-Demand Webinar “Think of the 70% of tasks that don’t directly contribute to closing deals — updating CRM records, scheduling follow-ups, sorting through data,” Blount says. AI will make us more efficient, but it’s the human-to-human conversations that will close the deals,” Blount says. “AI

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

Zoominfo

OCTOBER 24, 2024

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. By leveraging advanced artificial intelligence, these powerful solutions automate a wide range of tasks and processes, allowing sales teams to focus on what they do best: building relationships and closing deals.

Software 211

Software Software Tools Hubspot 211

Understanding the Sales Force

FEBRUARY 28, 2024

Are the opportunities made of gold bullions or lumps of coal? The current closable opportunities (B) are at 23% of the forecast (C) and at less than 10% of the quarterly target (D). Early stage opportunities should not have an assigned value. How many opportunities do the assigned values represent by team and by salesperson?

Pipeline 177

Pipeline Opportunity Decision Maker Top of Funnel 177

Understanding the Sales Force

JANUARY 22, 2024

They’re having a great conversation, the prospect needs what you have, there is money available, you’re with the decision maker, and you start making some assumptions about how good this opportunity looks. If you have a scorecard in your head, it is probably giving you a score of close to 100.

Closing 227

Closing Proposal Discount Decision Maker 227

Zoominfo

SEPTEMBER 17, 2024

Sellers who fuel their sales process with advanced signals and the latest AI tools create twice the opportunities as their counterparts, save up to 10 hours per week on time-consuming administrative tasks, and improve productivity by 60%. You have the right titles for the people that you’re closing deals with. How do they do it?

Hiring 214

Hiring Data Prospecting Lead Rank 214

Sales 2.0

DECEMBER 17, 2024

I have been looking through the old dusty files to see if the previous salesperson left any qualified opportunities that could be quickly closed. I found a few clues from the odd call note and the salespersons name attached to certain contacts in the CRM; however, nothing that would represent an opportunity ripe for closing.

Ideal Customer Profile 195

Ideal Customer Profile Territories CRM Account 195

Partners in Excellence

JANUARY 31, 2024

So for the 40 companies that are buying, we or our competitors close only 16 of them. That’s a huge lost opportunity. All we have to do to convert those opportunities is focus on building their confidence in the change initiative. Instead of closing a total of 16 accounts, we would close roughly 33 accounts!

Opportunity 146

Opportunity Sales Qualified Lead Lead Rank Analysis 146

Zoominfo

MARCH 12, 2025

The following stories from real GTM professionals show how today’s revenue leaders are leveraging GTM Intelligence to expand their reach, grow their pipelines, and close more deals. Sendoso turned to ZoomInfo as a single source of truth for: TAM analysis to prioritize the most valuable expansion opportunities, particularly in the UK.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Understanding the Sales Force

FEBRUARY 10, 2025

The three alternatives are: Nice to have and when it’s only nice to have, your opportunity will stall midway through the pipeline. You’ll keep trying but it won’t close. This opportunity is disqualified before you ever get to the qualifying stage.

Kana 194

Kana Benefit Margin Sales Qualified Lead 194

Understanding the Sales Force

NOVEMBER 15, 2024

I spent some extra time with them and realized they were both swinging with their eyes closed. If I could get them to swing with their eyes at least partly open, they might get their hands and bat close enough to the ball so that maybe the ball might hit their bats. That was a pretty optimistic thought for a realist like me!

Prospecting 177

Prospecting Incentives Incentive Cold Calling 177

The Pipeline

JULY 7, 2020

Sales pundits love to talk about change, and there is no shortage of opportunity brought about by the changes we face today. Given opportunities ahead, and the real need to change behavior, it is time to explore the sacred cow – Incentives. Three events that led to the fourth, the close. By Tibor Shanto.

Incentives 430

Incentives Incentive Commission Sales Qualified Lead 430

Zoominfo

DECEMBER 11, 2024

We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals. Guided Intent Instead of guessing which Intent topics you should track, our new Guided Intent feature analyzes the closed/won deals in your CRM and recommends topics that actually worked. privacy laws.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Understanding the Sales Force

NOVEMBER 1, 2024

Urgency is the outcome of uncovering their compelling reason to buy, monetizing their compelling reason, and learning how quickly they want to solve/take advantage of their problem/opportunity/situation. Urgency occurs through a strong, consultative approach so how can you consistently uncover urgency? And there’s the problem.

Sales Cycle 358

Sales Cycle Decision Maker Government Up-Sell 358

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

Zoominfo

FEBRUARY 20, 2025

For frontline go-to-market (GTM) professionals, the struggle is real: Too much administrative work, too little selling time, and too many missed opportunities. Three out of four customers said ZoomInfo surfaced opportunities they would have overlooked, driving a 32% increase in total pipeline.

Report 130

Report Account Based Marketing Sales Qualified Lead Customer 130

Partners in Excellence

NOVEMBER 12, 2024

We’re anxious to close the deal! The sales cycle is most meaningful when we focus on customer committed opportunities. Above the pipeline, there may be huge variation in the time an opportunity may need to be nurtured. They have moved from qualified to closed won/lost/abandoned. Or it’s been de-prioritized.

Sales Cycle 133

Sales Cycle Buying Cycle Pipeline Closing 133

Zoominfo

NOVEMBER 7, 2024

Accelerate Sales Cycles and Close Deals Faster The ZoomInfo-Clari Groove integration isn’t just about saving time — it’s about delivering consistent, accurate, and scalable results. Now, ZoomInfo and Groove users can keep their sales cadences and data perfectly in sync, without juggling platforms or manually entering information.

Lead Management 147

Lead Management Marketing Qualified Lead Leads SalesForce 147

Hubspot Sales

DECEMBER 2, 2024

That‘s why I’ve put together this handy guide that covers some key strategies to help on both of those fronts — a resource that will help ensure your team sells effectively through the remainder of the year and that your business remains top-of-mind with buyers as Q4 comes to a close. Q4 Sales Strategies 1. Leverage unique end-of-year offers.

Incentives 98

Incentives Incentive Intent Closing 98

No More Cold Calling

FEBRUARY 28, 2025

Lost Trust = Lost Opportunities Once sales trust is broken, its nearly impossible to rebuild. A poor first impression doesnt just close one doorit can spread through industries, peer groups, and professional circles. Bottom line: Open the right doors, and opportunities will come your way. Negative Word of Mouth People talk.

Referrals 177

Referrals Social Selling Networking LinkedIn 177

Understanding the Sales Force

JUNE 12, 2023

More than half of all salespeople are missing and skipping important milestones in the sales process each and every day and their egos get more bruised from failing to close those opportunities than my body got bruised from my not so thrilling adventure to the ground.

Prospecting 345

Prospecting Sales Process Closing Opportunity 345