SalesLoft

OCTOBER 25, 2018

Active listening is a sales tool, but the good news is that there’s technology to help! Fortunately, new sales technologies can provide reps with tools to improve their ability to actively listen – and therefore their success. Form a library of “best practice” examples. Conversation Intelligence. Click To Tweet.

Sales Tools 52

Sales Tools Tools Sales Technology Analysis 52

BuzzBoard

MAY 29, 2024

Conquering the SMB Market: How Generative AI Software Can Supercharge Your Digital Agency’s Sales There’s no denying AI is transforming the sales technology landscape, with an influx of sophisticated tools for CRMs, marketing automation, forecasting, and more. Well, AI Sales Tools Are Evolving. Here’s an example.

Paid Content 52

Paid Content Small Business Small Business Software 52

Marc Wayshak

APRIL 12, 2023

Consultative selling —you’ve probably heard this term a lot lately. And, no doubt, you’ve heard many sales gurus stating some form of the following: “You’ve got to start using consultative selling, now!” And how do we leverage a consultative approach in every sales conversation that we have?

Consultative Selling 94

Consultative Selling Closing Strategy Case Study 94

Highspot

DECEMBER 5, 2023

For dyed-in-the-wool, traditional sales reps, consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and, for all intents and purposes, turns it on its head. What Is Consultative Selling?

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

The Pipeline

FEBRUARY 11, 2013

Back in the 80′s or maybe even earlier, the purveyors of Consultative Selling, put a lot of emphasis on Open Ended Questions, for all the right reasons. Which is why I am here to say that the much maligned closed ended question does have a place in B2B selling in 2013; hell I’ll go further to say it has a place in Sales 2.0

Call-back 313

Call-back Face-to-face Cold Calling Consultative Selling 313

Allego

SEPTEMBER 17, 2024

For example, when sales, marketing, and customer success teams work together, they can drive more effective cross-selling, upselling, and customer retention strategies. Skill Development: Sales reps will enhance product knowledge, improve active listening, and develop a more consultative selling style.

Ideal Customer Profile 62

Ideal Customer Profile Revenue Customer Marketing 62

Understanding the Sales Force

MAY 5, 2014

10 Sales Coaching Examples. Top 3 Reasons Why Salespeople Fail at Consultative Selling? Top 10 Reasons Consultative Sellers Outsell Everyone Else. 13 Most Important Tools for Coaching Salespeople. Top 10 Tips for Hiring Salespeople for Your Sales Force. Top 5 Reasons You Don''t Get More Strong Sales Candidates.

Hiring 251

Hiring Sales Management Decision Maker Cold Calling 251

Janek Performance Group

DECEMBER 17, 2021

The Right Tools For the Job. If you want to catch fish, you need some basic tools like bait, hooks, line, and a fishing pole. Selling works best when using the right tools for the job. Today, we have a variety of tools to help target the right prospects. It’s not the ideal place to practice.

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Lead Scoring Decision Maker 118

Highspot

DECEMBER 5, 2023

Explore a range of sales process examples and learn how to align with the customer’s journey for better buyer engagement , relationships, and sales success. This includes understanding each step, the tools to be used, and the skills required to execute. What is a Sales Process? Shift from what you need to how you can assist the buyer.

Sales Process 52

Sales Process Top of Funnel Ideal Customer Profile Real Estate 52

Hubspot Sales

NOVEMBER 14, 2023

Corresponding Content: 8 Social Selling Mistakes Your Team Should Avoid 17 Best LinkedIn Summary & Bio Examples [+ How to Write Your Own] 50 Social Selling Statistics You Need to Know in 2023 3. Personalization will become the new normal. The future is self-service, and salespeople must adapt.

Hubspot 101

Hubspot Lead Rank Data Social Media 101

Mindtickle

SEPTEMBER 13, 2023

The most successful sales organizations are adopting a consultative selling approach to meet buyers’ lofting expectations – and start closing more deals, faster. In this post, we’ll explore what consultative selling is, how it differs from traditional selling, and how it can set your organization apart from the competition.

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59

Apptivo

OCTOBER 5, 2022

When a salesperson employs the principles of consultative selling, buyers find that they are empathetic and relevant and are more likely to engage with them. What is consultative selling? Consultative selling – Tips & Techniques. That is not the energy that consultative selling approach brings in.

Consultative Selling 98

Consultative Selling Benefit How To Buyer 98

Highspot

NOVEMBER 1, 2022

For dyed-in-the-wool, traditional sales reps , consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and turns it on its head. WHAT IS CONSULTATIVE SELLING ? First things first.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

BrainShark

JUNE 28, 2023

You’ll find the do’s, do nots, customer examples, and actionable tools and templates for implementing and improving sales coaching in this guide. Customer example: One of our customers determined that reviewers should not spend more than one hour reviewing a coaching activity for their entire team.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Tenbound

OCTOBER 4, 2024

The pandemic forced an abrupt transition to virtual selling, with sales reps having to quickly adapt their processes, skills, and tools to engage buyers effectively in a remote environment. Digital tools enabled greater efficiency and automation in sales processes. This shift brought both challenges and opportunities.

Webinar Metrics 52

Webinar Metrics Lead Rank Face-to-face Coaching 52

Highspot

JULY 29, 2024

Tools like CRM can also provide valuable insights into your customer base. Then, use real-life examples or data to highlight the impact of these gaps on their business. Solution Selling Questions To implement solution selling, ask appropriate questions at each stage of the buying process.

Solutions Selling 52

Solutions Selling Face-to-face Decision Maker Buyer Persona 52

SBI

MARCH 1, 2021

Many are in complex industries like manufacturing, machinery, chemicals, and healthcare where reps are accustomed to in-person meetings where they can engage in the dialog necessary for effective consultative selling. StorySlab is the tool for that kind of rep and that kind of sale. That has all been upended now.

Face-to-face 94

Face-to-face Apparel Chemicals Call-back 94

The Brooks Group

FEBRUARY 26, 2020

Change, for the win: Consultative Selling Habits. Top-performing consultative sales professionals, too, tend to spend time counting their hoard, and at times struggle to find the motivation to expand their consultative selling horizons to add new clients, and to conquer larger frontiers. DOWNLOAD NOW.

Hiring 52

Hiring Account Ideal Customer Profile How To 52

Nutshell

AUGUST 15, 2018

Consultative selling is often regarded as one of the most effective sales strategies. A 2015 study of more than 350,000 salespeople from over 200 countries showed that the average consultative seller skill set was exhibited by only 48% of salespeople —a mere one percentage point higher than it was four years prior.

Customer 48

Customer Consultative Selling Hiring Face-to-face 48

Zoominfo

DECEMBER 14, 2021

When I think about how we ramp salespeople into our business, it’s about giving them the proper tools to be successful, both from a technology perspective and from a value perspective.” Practice Consultative Selling at Scale Sales, particularly in SaaS, is becoming more consultative. Eat what you kill.’

Hiring 100

Hiring Face-to-face Sports Quota 100

Highspot

SEPTEMBER 6, 2023

Articulate your unique selling proposition (USP) Clearly define and communicate what sets your product or service apart. Selling examples include using case studies to support your value proposition or helping businesses minimize downtime. Sales training provides salespeople with the tools and techniques to differentiate.

Lead Rank 59

Lead Rank Lead Scoring Sales Methodology Decision Maker 59

Gong.io

JULY 11, 2022

Upselling and cross-selling to existing customers. As such, inside sales reps need to be highly organized, and they typically use a variety of scheduling tools to break their day up into work “sessions.” Their job is to ensure the client not only stays on board, but to grow expansion revenue by selling additional products or features.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Highspot

DECEMBER 16, 2021

What is SPIN selling? What are the types of SPIN selling questions? What are the four stages of SPIN selling? Does SPIN selling still work? Best practices to get SPIN selling right. Example SPIN selling questions to ask on your next call?. What Is SPIN Selling? What tools do you currently use?

Sales Methodology 59

Sales Methodology Buyer Up-Sell Follow-up 59

Highspot

JANUARY 9, 2024

For example, if the budget is a concern, the sales rep will highlight the long-term value and ROI of the solution. Technology Training Technology training keeps sales teams up-to-date with the latest tools and solutions to streamline the sales process, from CRM systems to data analytics.

B2B 52

B2B Training Top of Funnel B2C 52

Highspot

OCTOBER 11, 2023

Inspiration from management: Lead by example; when sales leadership is passionate, it trickles down. Modern technology: Implement tech tools that simplify tasks and enhance sales team efforts. Sales Management Techniques Sales strategies and techniques are the tools sales managers use to drive sales volume and increase lead generation.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Janek Performance Group

JULY 19, 2023

Encourage the use of content: Marketing departments should encourage salespeople to use content in their sales efforts and provide them with the tools and resources they need to do so. This involves working closely with the sales team to understand their daily tasks, challenges, and the minimum number of tools they use to do their job.

Quota 62

Quota Ideal Customer Profile Marketing Collateral 62

Sales Hacker

OCTOBER 19, 2018

Both have ranked very highly in recent years as top tools for startup sales tech stacks, as shown by Bowery Capital’s most recent Annual Sales Stack Report here. We’ve literally run out of room: This is juxtaposed against the fact that the number of sales tools companies use is not necessarily increasing.

Industry 64

Industry Top of Funnel Channels Lead Rank 64

Salesmate

DECEMBER 8, 2020

Adapt the consultative selling approach and guide the prospect rather than selling them a product. Give real-life examples by sharing case studies of your satisfied customers. Use modern sales tools to manage large companies. An advanced tool like Salesmate CRM can help you in managing enterprise sales.

Enterprise 103

Enterprise Enterprise How To Cold Calling 103

Sales Hacker

JUNE 19, 2019

Let’s look at three specific live chat campaign examples that you can incorporate in your sales strategy to generate more leads and boost revenue. Transactional selling. Solution selling. Consultative selling. Provocative selling. This really is the best example of contextual selling in the virtual world.

Campaigns 100

Campaigns Top of Funnel Lead Gen Scale 100

Partners in Excellence

DECEMBER 9, 2019

For example, “we’ve got to do Challenger/Insight based selling…” As much a fan I am of this approach for very complex buying environments, it’s often the wrong choice for many buying environments. For example, transactional selling approaches are very efficient, very predictable, and easily scalable.

Ideal Customer Profile 48

Ideal Customer Profile Solutions Selling Case Study Consultative Selling 48

Nutshell

JANUARY 14, 2020

Essential Software Tools for SaaS Sales. SaaS sales is the process of selling software that customers access through an online portal or website and use to solve a business problem. Educational selling is very important for my team,” says Kyle Ferretti , the US Sales Manager at SEMRush. What’s the Length of a SaaS Sales Cycle?

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

Hubspot Sales

MARCH 18, 2019

Key accounts require consultative selling techniques -- and it will be hard to teach your salespeople to adopt completely new processes for just a few clients. Does your product have upsell and cross-sell potential? Here's a list of examples: Product fit. SBI recommends choosing three to five selection criteria.

Hiring 128

Hiring Account Analytics Sales Qualified Lead 128

Highspot

SEPTEMBER 28, 2023

Each consultative selling stage is captured in the seven compartments of the Sandler Submarine. Can you provide an example? Some CRMs and sales training platforms like Highspot have also partnered with Sandler, allowing you to manage your library of tools and resources to train sales reps. Can you provide more details?

Sales Methodology 52

Sales Methodology Lead Rank Sales Qualified Lead Top of Funnel 52

Janek Performance Group

SEPTEMBER 12, 2022

For example, new markets and technology provide opportunity. Be sure to follow up with our SalesAudit , a free and self-guided assessment tool. Like sports cars, high-performing sales organizations are made of many interconnected moving parts working together. As a result, best practices change and develop.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

The Sales Hunter

MAY 29, 2012

Don’t allow yourself to believe it is the only selling tool you have. Use it as one tool that helps you open up the level of communication and understanding between you and the prospect. There are industries where relationship selling can be more effective. Copyright 2012, Mark Hunter “The Sales Hunter.”

Channels 201

Channels Up-Sell Motivation Prospecting 201

Highspot

JUNE 22, 2021

There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling. Here, customer stories are your most powerful tool: they prove to the buyer that your solution does what you say it will.

Negotiation 82

Negotiation Buyer Objections Face-to-face 82

Vengreso

AUGUST 1, 2023

This tool served not just as a game-changer but also provided momentum for change within Vengreso’s operational model. Their tool, FlyMSG revolutionized communication and their strategic pricing ensured growth. Embrace this forward-thinking tool to boost your business efficiency. The end result?

Training 40

Training Lead Rank Hiring Pivotal 40