Score More Sales

JUNE 2, 2014

In Ken Krogue’s full day session on Business Development – inside sales tips, strategies, tools, and methodology, this acronym was one of the highlights of his session because it brings everything you need in sales together. Here is how it covers the gamut of selling -. Basic selling skills can be taught.

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

Understanding the Sales Force

JUNE 20, 2012

Understanding the Sales Force by Dave Kurlan So much is written about consultative selling and the huge part it plays in the world of modern sales. However, talking about consultative selling and actually selling consultatively are two entirely different things. c) Copyright 2012 Dave Kurlan

Consultative Selling 232

Consultative Selling Call-back Proposal Follow-up 232

Gong.io

MAY 20, 2021

When you conduct a demo, you want the same thing to happen. You want the product to sell itself with just one taste. Your goal is for the demo to be short, controlled, and concise. (No A common feature we saw across winning demos is that they were backed by good discovery calls. . What exactly can make a demo too complex?

Data 83

Data Infusion Call-back Exact 83

Vengreso

MARCH 26, 2025

Mastering sales fundamentals has become more crucial than ever for sales professionals. Whether you’re new to the field or looking to close more sales, online sales training offers a flexible and effective path to success. Here are the essential sales skills that sales training programs provide.

Training 67

Training Strategy Ideal Customer Profile Lead Rank 67

Awarathon

APRIL 25, 2025

In today’s fast-paced sales landscape, having a sharp go-to-market strategy is no longer optionalits essential. With evolving customer behaviors, product cycles, and competitive dynamics, sales and marketing teams need smarter tools to stay ahead. This leads to more effective discovery and better-qualified opportunities. 4.

Scale 52

Scale Coaching Sales Qualified Lead Hiring 52

Mindtickle

SEPTEMBER 6, 2023

With increasingly knowledgeable buyers, complex buying committees, and remote selling, today’s sales reps must elevate their expertise in order to win deals. Although certain sales professionals may believe they possess the complete skill set required to seal any deal, there’s always room for growth.

Selling Skills 52

Selling Skills B2B Buyer Training 52

Igniting Sales Transformation

DECEMBER 1, 2019

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Hubspot Sales

FEBRUARY 7, 2018

Just like Girl Scout cookies come in many different flavors, sales jobs are incredibly varied. While one role might be perfect for your personality and career goals, another might make you miserable or require skills you don’t have. What to Look for in a Sales Job. Others, like outside sales, are on the decline.

Hiring 145

Hiring Salary Engineering Compensation 145

Gong.io

SEPTEMBER 3, 2020

No one said sales was fair. Because the questions sales leaders had all-but-written-off as impossible to answer. And some sales leaders (1000 of them, give or take) are already getting ahead. That spells the end of improvised sales processes. That means turning your teams into a sales powerhouse. .

Buying Cycle 143

Buying Cycle Competition Follow-up Sales 143

Allego

NOVEMBER 12, 2024

Today’s sales reps face a challenging reality: buyers are more informed, independent, and selective than ever. This shift has made sales skills training more essential than ever before. This is where a well-rounded sales skills training program can make all the difference. What Is Sales Skills Training?

Hiring 62

Hiring Handbook Negotiation Buyer 62

A Sales Guy

AUGUST 27, 2012

” “Thanks for setting us up on the demo, we’ll play with it and get back to you in a few weeks. If you’ve been in sales longer than 3 months, you’ve heard all these phrases and more. How do you avoid wasting time chasing a customer who isn’t truly committed to the sales cycle?

Prospecting 117

Prospecting Call-back Follow-up Face-to-face 117

Sales Hacker

MAY 8, 2020

But now that countless sales professionals are forced to make the transition for the first time, many face an entirely new set of challenges. There probably isn’t a more directly impacted area than the field sales rep. Key Challenges in Remote Sales: Connecting with prospects and coworkers. Delivering a great online demo.

Quota 96

Quota Social Media Face-to-face Follow-up 96

Mindtickle

DECEMBER 3, 2024

Sales enablement is relatively new in the long history of business. Its origins are often traced back to 1999 when John Aiello and Drew Larsen saw a need to improve the effectiveness and efficiency of sales reps. In the past 25 years, sales enablement trends have evolved significantly. But what can we expect in the coming year?

Sales Enablement 52

Sales Enablement Trends Scale B2B 52

Allego

JANUARY 12, 2022

Scrolling through LinkedIn recently, I saw several sales leaders sharing their goals. One common theme: They want to empower their sales teams to succeed. Other sales leader resolutions I saw on social media: “Start giving reps objective coaching and feedback.”. Plus, we discovered customers like virtual sales.

How To 116

How To Selling Skills Collateral Microsoft 116

SBI

OCTOBER 25, 2017

The Sales analytics category has exploded in recent years, both in number and diversity. Metrics are the bedrock of any sales function (in fact, one could argue that no enterprise function is tracked, measured and analyzed more than sales!). Here are 3 key sales metrics you may be missing: 1.

Lead Rank 139

Lead Rank Lead Scoring Hiring Analytics 139

Mr. Inside Sales

AUGUST 28, 2017

If you practice something wrong – a golf swing, a sales rebuttal, etc. Many sales teams, and sales reps, are practicing poor selling techniques over and over again. Many sales teams, and sales reps, are practicing poor selling techniques over and over again. And habits are very hard to break.

Call-back 124

Call-back Face-to-face Selling Skills Objections 124

Selling Power

JANUARY 23, 2019

Based on our data, here are five common mistakes sales reps make when delivering product demos.

Data 56

Data Selling Skills Sales 56

Hubspot Sales

APRIL 30, 2020

The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. But although sales terminology might have changed, the basic principles of the selling process haven’t changed that much. The 7 Steps of the Sales Process. Create awareness and generate leads.

Sales Process 144

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 144

Sales Hacker

FEBRUARY 17, 2021

analyzing how often Directors and Executives are involved in the sales process. Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side.

Energy 131

Energy Up-Sell Call-back Case Study 131

Allego

OCTOBER 15, 2024

Imagine this: Your sales team is chasing down leads, trying to squeeze value into every interaction. This where consultative selling makes all the difference. In today’s sales environment, it’s not about pushing products; it’s about becoming a trusted advisor. What Is Consultative Selling?

Consultative Selling 62

Consultative Selling Lead Rank Lead Scoring How To 62

No More Cold Calling

APRIL 9, 2015

Are you coaching your sales team, or leaving them to fend for themselves? “ You need to understand that I’m not just another number on your sales team. If you’re leading an underperforming sales team, your reps might not be speaking up, but I guarantee they’re thinking these thoughts. I’m not whining.

Hiring 120

Hiring Lead Rank Lead Scoring Guidelines 120

Hubspot Sales

DECEMBER 19, 2017

Selling Skills 2018. Video skills. Framing skills. Challenger selling. Your job title hasn’t changed -- you’re still a salesperson, sales manager, sales director, etc. -- but of course, everything else has. Sales tools are different; they’re basically the phone book and your business card.

Analysis 145

Analysis Scale Film Video 145

No More Cold Calling

NOVEMBER 29, 2016

Closing the sales year with a bang is nice, but if you’re not already getting a jump-start on business development for 2017, you’re running behind. Learn more about referral selling in this month’s blog posts from No More Cold Calling: 3 Referral Selling Skills All B2B Sales Reps Should Practice. Big mistake.

Referrals 120

Referrals Cold Calling Lead Generation Call-back 120

Partners in Excellence

SEPTEMBER 28, 2022

One thing that never happens in these conversations is, “We make these products solving problems people like you have with this… Would you be interested in seeing a demo and discussing your needs with me?” But why do we always start selling conversations with, “We make these products… ?

Conversion 102

Conversion Ideal Customer Profile Face-to-face Selling Skills 102

Partners in Excellence

SEPTEMBER 24, 2018

We continue to organize our sales and marketing initiatives around what makes us more efficient or old views of how customers buy. The work toward MQLs, turning them over to sales, hopefully as SALs, saying “Good luck and godspeed!, Likewise, sales shouldn’t be waiting for marketing to create awareness and demand.

Marketing 115

Marketing Face-to-face Lead Rank Sales Qualified Lead 115

Gong.io

SEPTEMBER 28, 2021

Too many sales discovery questions (15+), and you are running an interrogation. Aim for between 11 and 14 targeted questions per call: Note: this same recommendation does not hold when selling to a C-Suite executive, who generally have less patience for a barrage of questions. You are the “sales doctor,” if you will.

Top of Funnel 108

Top of Funnel Call-back Buyer Funnel 108

Gong.io

MARCH 27, 2019

Ones that will set your sales calls on FIRE? Discovery calls aren’t a STAGE during the sales cycle. Buyer : We’re looking to increase sales skills. So, better selling skills is a big part of that answer. Never assume that what you learned at the beginning of the sales process remains true.

Call-back 111

Call-back Face-to-face Buyer Follow-up 111

Sales Readiness Group

OCTOBER 2, 2018

On this Q&A episode: " Why most product demos miss the mark, and what can I do to improve my chances of success?".

How To 48

How To Selling Skills 48

Sales Hacker

JULY 25, 2022

Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable. One of the best ways to ensure every part of your engine is running smoothly is to build sales performance dashboards for everyone on your team. What is a sales performance dashboard? What is a sales performance dashboard?

Engineering 117

Engineering Revenue Top of Funnel Sales Qualified Lead 117

Gong.io

AUGUST 30, 2021

These 6 sales follow up emails are everything you need to go from hoping it will close to controlling the conversation so you can speed up your deal. Getting writer’s block with your sales emails? These 11 hyper-persuasive sales email templates have you covered from cold outreach to closed-won. Follow Up Email #2: No-Show.

Follow-up 107

Follow-up Decision Maker Call-back Referrals 107

Sales Readiness Group

DECEMBER 7, 2018

On this Q&A episode: "What's the best way to follow-up with a demo? Even though m y demos go really well, the prospect seems to go silent after we meet".

How To 48

How To Follow-up Meeting Prospecting 48

Hubspot Sales

OCTOBER 9, 2019

Just like Liam Neeson in " Taken ," to be a successful salesperson, you need to have a particular set of skills. As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. more deals and the profit margin on sales-won improved by 12.2%.

Film 144

Film Hubspot Sales Cycle Lead Rank 144

Mindtickle

JUNE 28, 2021

As a sales leader, you know the impact of effective sales coaching — it’s the key to maximizing your team’s potential. The problem is that for too long, sales managers have relied on a one-size-fits-all coaching playbook and hoped for the best. But with sellers entering more competitive markets, it’s time to hit reset.

Coaching 95

Coaching Sales Coaching Data Conversion 95

Sales Hacker

APRIL 22, 2022

This is where a Sales QBR or ‘Quarterly Business Review’ comes into play. What is a Sales QBR? A QBR is an executive business review of the previous quarter’s sales and a strategic planning session to build playbooks and forecasts for the upcoming quarter. Related: How to Prepare for a Sales Development QBR. isn’t ad-hoc.

Top of Funnel 119

Top of Funnel Hiring Forecasting Quota 119

The Brooks Group

MARCH 12, 2019

Rejection in sales is a fact of life, but can feel demoralizing for reps. Fear of rejection is a major cause of sales call reluctance, and frequent rejection is one of the biggest reasons otherwise promising sales professionals abandon the career altogether. In a sales call, “no” doesn’t always mean “no.”

Hiring 96

Hiring Face-to-face Call-back Up-Sell 96

Adaptive Business Services

FEBRUARY 10, 2021

His book, “Sales Manager Survival Guide” , is the best I have read on that subject matter. Recently Dave published a couple of articles on prospecting where he shared that, when sales are low, the answer that most sales managers have is … “We need to fill the pipelines! I made thirty cold calls, I would get five demos.

Telemarketing 77

Telemarketing Cold Calling Call-back Social Media 77

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. Best Sales Statistics to Know in 2021. Short on time? What this means for you.

Revenue 134

Revenue Lead Rank Hiring Account Based Marketing 134