Zoominfo

AUGUST 11, 2021

It’s what keeps your sales team organized and focused on managing opportunities to close deals. The outcome is always the same, too: low close-won rates and slow growth. It shows where leads and opportunities are in the sales cycle, from prospecting and first approach to discovery and (hopefully) closed-won. Closing the Deal.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

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

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

Understanding the Sales Force

FEBRUARY 1, 2025

Pretty amazing, isn’t it? The same concept derails salespeople too. Not just the need to think it over, but especially when they shop around, look for the best price, or think a relatively small amount of money is a lot. When appearing as a negative, those three attributes prevent salespeople from selling value.

Sales Leadership 292

Sales Leadership Buying Cycle Coaching Proposal 292

Bernadette McClelland

NOVEMBER 13, 2022

Not for any reason related to interest in their religious views, but out of respect for what they were doing. He was clearly very nervous, yet no context or relevance had been positioned relating to those passages. Almost immediately, the shorter one began to quote passages, verbatim, from the Bible without stopping for breath.

Face-to-face 83

Face-to-face Cold Calling Energy Relationals 83

Hubspot Sales

NOVEMBER 12, 2024

To help you out on that front, we here at The HubSpot Sales Blog — the Internet's definitive, ultimate, unimpeachably authoritative authority on all things sales-related and sales-adjacent — tapped some experts for strategies they use to get an unresponsive prospect talking again. Let's see what they had to say!

Demand Generation Agencies 115

Demand Generation Agencies Prospecting Strategy Follow-up 115

SalesFuel

APRIL 11, 2024

Zoom became a lifeline for millions working from home and a savior of reps competing for a remote sales closing. More Channels Provide More Personalized Choices for Sales Closing Finding a comfortable way to communicate with key clients is essential. To fail a sales closing is costly. Researching the media options.

Closing 116

Closing Face-to-face Tourism Hiring 116

Zoominfo

AUGUST 8, 2024

For example, offering more favorable contract renewal terms will do little to persuade an unhappy customer whose primary objection is product-related. With 85% of deals won by the first seller to engage with a prospect, responsiveness can mean the difference between a closed deal and a missed opportunity.

Churn 130

Churn Face-to-face How To Buyer Intent 130

Steven Rosen

FEBRUARY 27, 2021

He has done well implementing the program and is so close to being a great sales manager. It went something like this: “In my last field visit with one of my reps, I gave her feedback on her closing skills. He observed, asked questions, and gave written and verbal feedback to close off the day with his rep.

Coaching 284

Coaching Sales Management Follow-up Sales Coaching 284

The Pipeline

SEPTEMBER 19, 2019

” People achieving quota is down, the close rates are relatively flat, and sales leaders are openly questioning the activities of their teams. Despite all the tools, processes, enablement initiative, and more, more and more are asking “So, where’s the revenue?” What’s a sales leader to do? Join Us Today!

Revenue 268

Revenue Quota Relationals Tools 268

The Pipeline

MARCH 21, 2019

They stay close to the centre line, follow a path and aim at getting through the call with the least distraction from what we interrupted. Ask a question you can answer because you delivered it for someone they can relate to. Relate can mean competitor, someone they model, a thought leader, and more.

Objections 310

Objections Handbook Lead Rank Energy 310

Hubspot Sales

OCTOBER 15, 2024

"For example, if a prospect is struggling with operational inefficiencies, rather than presenting generic efficiency stats, share a case study or a data point that directly relates to their industry and demonstrates how your solution has made a measurable impact on similar companies. Nitin Khanna , President of N3 Business Advisors Inc.

Prospecting 105

Prospecting Case Study Industry Study 105

Sales and Marketing Management

JANUARY 31, 2021

This type of platform can show how a rep is lining up with their quota, how they are performing in relation to others on the team, and more. Close More Deals. Through coaching, sales managers and leaders can help reps from attracting leads at the top of the funnel to closing deals at the bottom of the funnel.

Sales Coaching 317

Sales Coaching Top of Funnel Coaching Hiring 317

Hubspot Sales

SEPTEMBER 11, 2023

When you’re working deals, mastering the art of closing is essential. However, the pressure associated with a traditional closing approach can be daunting, especially for new sales representatives. Introduce your closing strategy in the first sales meeting. What’s a tried-and-true way to get there? Fear of Rejection.

Closing 126

Closing Strategy Face-to-face Lead Scoring 126

Sales and Marketing Management

JUNE 25, 2018

Do you itch under your skin to get the deal closed? You will never close and it will be a brutal uphill battle. Can you relate to these? Are you obsessed about getting that key decision maker live even if they tell you “no.” Do you live for the thrill of finally speaking with them? And the only prescription. is more cowbell!

B2B 319

B2B Banking Conference Decision Maker 319

Smooth Sale

JUNE 27, 2024

Photo by Inverewe via Pixabay Attract the Right Job or Clientele: Proven Strategies for Closing More B2G SaaS Deals As the popularity of cloud services and applications continues to trend upward, the SaaS (Software-as-a-Service) industry has grown tremendously. With over a decade in sales, his experience ranges from B2B, B2G, and B2C.

B2G 109

B2G Closing Government Strategy 109

Zoominfo

AUGUST 8, 2024

Today’s sellers need to have expertise and experience with what they’re selling, as well as whom they’re selling to, to close the deal. Goal: Improve sales efficiency Metric: Win rate Win rate represents the percentage of successfully closed deals in your sales pipeline. How does seller behavior change happen?

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

The Pipeline

JUNE 18, 2020

If your pipeline was running over the brim with opportunities, you could care less how long it takes to close. The real problem is the lack of time, but a lack of viable opportunities and deals. You know enough will, it’s just a question of which. Coming back to earth, here, most pipelines don’t look like that. Urgency Is Relative.

Discount 297

Discount Quota Face-to-face Margin 297

Pipeliner

FEBRUARY 28, 2025

Mains recommends looking at related sectors or categories related to the companys core business. These could continue in the same industry or related challenges that the current customers face. Growing Steadily Once a business has gained a foothold in a particular market, it is time to move further.

Ideal Customer Profile 105

Ideal Customer Profile Video Face-to-face Trends 105

The Pipeline

JANUARY 28, 2020

If your solution can indeed help prospects facing challenges relating to these processes, it makes more sense to start with those, rather than things they were not thinking about when you called. Better to start with something they can relate. Get In Their Head. What is that? And what’s the difference, make the call.

Cold Calling 344

Cold Calling Buyer Persona Decision Maker ACT 344

Zoominfo

NOVEMBER 9, 2020

Related infographic: Ultimate Guide for Sales Outreach in 2020! Related blog: How to Manage Expectations Around Marketing Vanity Metrics. Related blog: What is intent data? Closed Won: How many prospects who entered the sales funnel resulted in a closed won sale? Stages of a Sales Funnel: Two Perspectives.

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Janek Performance Group

DECEMBER 24, 2024

This can include examples in the training curricula that relate to an organizations specific business or industry and incorporate their unique language. Though customized training comes at a price, cost must be seen in relation to value, what customers receive. Of course, a buyers most common objection is price.

Training 118

Training Hiring How To Retention 118

No More Cold Calling

JANUARY 3, 2019

It’s a long article, but worth a close read. New research points to three important insights about curiosity as it relates to business. Most importantly, she has found a direct correlation between curiosity and job performance. Here’s a snippet: The Business Case for Curiosity.

Google 299

Google Face-to-face Cold Calling Survey 299

The Pipeline

JUNE 17, 2021

It relates directly to how goals, targets and quotas are set and hit. Do you need to work with Product Management and Marketing to reduce your closed lost ratio with features and positioning fixes? I am proposing that you make it safe to miss a sales target. Hear me out. Psychological Safety is important to team performance.

Top of Funnel 352

Top of Funnel Quota Proposal Lead Rank 352

Sales and Marketing Management

FEBRUARY 8, 2021

Prospective customers want answers to their product-related questions instantly. This channel can be used to endorse, like, comment and share on prospects’ engagement that will only help you expedite your project, close deals and hit quota. With far fewer in-person interactions expected to be part of the new normal, that’s critical.

Quota 296

Quota Channels Decision Maker Cold Calling 296

Sales and Marketing Management

APRIL 30, 2018

You rarely know what it is that’s keeping a salesperson from working to their full potential, whether it’s some frustration that’s work-related or personal. Is your sales team having troubles closing sales? Most managers try to fix the problem by getting involved in deals as they approach the close.

Sales Management 268

Sales Management Hiring Motivation Construction 268

Zoominfo

FEBRUARY 10, 2021

Think about the kind of sales pitch you’d want to hear: Do you want to listen to a bunch of bland industry-related stats? Storytelling like this delivers visual, relatable outcomes for prospects (in the form of increased sales productivity and demos ). It takes a little work but pays off big when you are closing deals.

Examples 246

Examples Case Study Face-to-face Study 246

Hubspot Sales

AUGUST 27, 2024

Companies should closely monitor their pricing to ensure it doesn’t violate antitrust laws, as the US Department of Justice, the Federal Trade Commission and other regulators are developing and implementing tools to detect anti-competitive behaviors. Step 2 Choose an AI tool or plugin like AI Studio for HubSpot or DealHub CPQ.

Strategy 103

Strategy Margin How To Lead Rank 103

Zoominfo

JANUARY 16, 2025

Need-Based Signals : These show active research behaviors, such as downloading content related to solutions. ZoomInfos new Guided Intent dashboard, for example, uses advanced AI to analyze CRM data and accurately identify which intent topics are most closely correlated with qualified opportunities.

Intent 130

Intent Intent Data Intent Signal Account Based Marketing 130

Zoominfo

JANUARY 21, 2025

With AI doing the heaviest lifting, human reps can finally focus on what they do best: build relationships, provide strategic insights, and close deals. Offer certifications in AI-related competencies such as Advanced CRM Automation or Prompt Engineering for Sales.

Hiring 130

Hiring Lead Rank Intent Data Territories 130

Zoominfo

FEBRUARY 28, 2025

We also partnered with Thermo Fisher to build an enhanced definition of its ICP based on historical data about closed-won new business opportunities. We also provided the company with intent, news, and technographic data, which they used to create AI-powered propensity models to accurately determine relative fit and engagement.

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

SalesFuel

AUGUST 21, 2024

In the past twenty years, fiscal problems related to loans and banking have included the savings and loan crises, real estate devaluations, and stock market corrections. More About: Banks (Regional and National) National and regional banks operate in multiple market areas. They accept deposits and make loans to both consumers and businesses.

Banking 102

Banking Campaigns Media Closing 102

Steven Rosen

APRIL 18, 2022

The key here is a pre-established list of questions related to the organization’s core sales rep skills, competencies, and behaviours. Assesses prospecting potential and closing style. This is a more formal interview with structured questions. Each sales manager should use this list and ask each candidate the same questions.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Pipeliner

DECEMBER 4, 2024

Your company might even have to close its doors for good if you’re expected to bounce back from your losses on your own. Holiday Incentives Your customers will relate to you better when you adapt to the world everyone is living in. However, because of the chance of significant losses, insurance is a major part of your plan for success.

Insurance 97

Insurance Insurance Incentives Incentive 97

Highspot

OCTOBER 16, 2024

How to Measure Sales Performance Metrics like sales revenue, conversion rates, close rate, and customer retention are used to measure sales performance. Many organizations leverage sales enablement software to gain valuable insights into how the team is using resources, engaging with prospects, and closing deals.

Closing 92

Closing Strategy Lead Rank Quota 92

Zoominfo

APRIL 24, 2020

Its purpose is to help customers identify prospects interested in specific subject matter and topics related to a customer’s value propositions. Additional related topics being consumed above normal rates included Sick Leave, Health and Safety, and Safety Supplies. What is Intent Data? Where does the data come from?

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227