The Pipeline

APRIL 27, 2011

Bring in outsiders to teach a skill or customer insight. Practice objection-handling or consultative selling skills. EDGE Selling. Gap Selling. The Right Way to Use Demos in Technology Sales. Constantly make your team better. Review the latest product features. Do role-playing. Book Review. Business Acumen.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Score More Sales

JUNE 2, 2014

This is a very effective way to improve prospecting, messaging, and web demos.]. Skill is the training piece – how you prospect, message, engage, follow-up, track and help clients buy. Basic selling skills can be taught. [Tip: throughout the day Ken reminded everyone about A/B testing.

InsideSales 221

InsideSales Lead Scoring Lead Rank Ideal Customer Profile 221

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

Mindtickle

SEPTEMBER 6, 2023

Supercharge Seller Training Do you have a way to make sure every seller has the skills they need to close every deal? Get a Demo The post 8 Sales Statistics That Will Have You Questioning Your Selling Skills appeared first on Mindtickle. Mindtickle can help.

Selling Skills 52

Selling Skills B2B Buyer Training 52

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

Mr. Inside Sales

AUGUST 28, 2017

Think about it: If your prospect tells you at the end of your demo that they need to talk to their partner or spouse before they can make a decision, the right response isn’t, “Okay, when do you think I can call you back?” That is practicing a poor selling skill, and the result is a lot of calls backs and chasing unqualified leads.

Call-back 124

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

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

No More Cold Calling

NOVEMBER 29, 2016

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. Building professional skills takes practice—deliberate practice. Read “ 3 Referral Selling Skills All B2B Sales Reps Should Practice.”). Big mistake.

Referrals 120

Referrals Cold Calling Lead Generation Call-back 120

Sales Hacker

FEBRUARY 17, 2021

As my product knowledge increased and selling skills became more polished, I felt I could really own the deals in my pipeline – proving to myself that I could win deals solo. If I was a “true AE,” then I should be able to take a deal full-cycle from demo to close, leaning on subject matter experts only as needed, right?

Energy 131

Energy Up-Sell Call-back Case Study 131

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

Vengreso

MARCH 26, 2025

The Benefits of Choosing Sales Training By investing in these proven methodologies, sales professionals can: Improve their sales skills Boost their confidence Ultimately win more deals Sales training online for sellers has become essential for developing high-performing sales teams. They should also be able to: Discover and target leads.

Training 68

Training Strategy Ideal Customer Profile Lead Scoring 68

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. It’s a killer selling skill. “Thanks Jen, I have received the information, I just haven’t had the time to take a look at it yet. Do you mind calling back next week?” Put it in the calendar.

Prospecting 117

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

Sales Hacker

MAY 8, 2020

Delivering a great online demo. Consider supplementing your demos or PoCs (proof of concept) with a virtual lab solution. Whether you’ll prefer one presentation platform or use several, whether you do a simple demo or a complex one, you need to master the technology you’re going to use in advance. Deliver a Great Online Demo.

Quota 97

Quota Social Media Face-to-face Follow-up 97

Hubspot Sales

DECEMBER 19, 2017

Selling Skills 2018. Video skills. Framing skills. Challenger selling. Honing your video skills is a no-brainer. If you want to improve your Challenger Selling skills, read “The Challenger Sale” (the book that catalyzed the movement). Ability to be honest. Tech savviness. Product expertise.

Analysis 145

Analysis Scale Film Video 145

Igniting Sales Transformation

DECEMBER 1, 2019

Though the “goal” is to set the stage for sales success, SKO agendas are dominated with things that do not help salespeople be better at the craft of selling. Use your SKO time to train your sellers how to be better at selling; otherwise scrap the meeting. The skills that decision makers expect of them.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Allego

OCTOBER 15, 2024

Instead of launching into a product demo, the consultative sales rep asks thoughtful, open-ended questions: What are your biggest challenges when it comes to financial reporting? Sales Enablement Platforms Sales enablement platforms provide a holistic solution to train, coach, and reinforce consultative selling skills.

Consultative Selling 62

Consultative Selling Lead Scoring Lead Rank How To 62

Allego

JANUARY 12, 2022

That means you must get serious about virtual selling and help your team develop and sharpen their virtual selling skills. Here are four things you can do to improve your reps’ virtual selling: Make sure sellers have up-to-date selling skills. The solution should also allow coaching and feedback.

How To 116

How To Selling Skills Collateral Microsoft 116

Hubspot Sales

FEBRUARY 7, 2018

That rep is responsible for presenting or demoing the product, resolving the buyer’s objections, and creating a proposal. Sales engineers combine the technical expertise of engineers with the business acumen and selling skills of a traditional rep. Unlike a closing sales rep, SDRs don’t carry a traditional quota.

Hiring 145

Hiring Salary Engineering Compensation 145

Gong.io

SEPTEMBER 3, 2020

And something tells me you’re gonna want to see it too: book a demo today. . Book a demo to find out how many of those pesky, impossible-to-answer questions Gong can really help you answer. . Here’s what it looks like: It’s competitive intel like this that has sales leaders lining up around the block. . 2: What does good look like?

Buying Cycle 143

Buying Cycle Competition Follow-up Sales 143

Adaptive Business Services

FEBRUARY 10, 2021

I made thirty cold calls, I would get five demos. If I did five demos, I’d sell at least one calculator. Ratios and skills, and both are intertwined, were the only way to win. If I could increase my calls to demos ratios, my sales would rise dramatically. If I could increase my demo to close ratios, same result.

Telemarketing 77

Telemarketing Cold Calling Call-back Social Media 77

Sales Readiness Group

JULY 14, 2021

They may even treat such a meeting as another demo or discovery call. No wonder he routinely meets with CEOs, CFOs, Boards of Directors, and major investors. On the other hand, most salespeople meet with key executives infrequently. That’s a mistake.

Research 118

Research Meeting Selling Skills Prospecting 118

SBI

OCTOBER 25, 2017

We don’t mean memorizing a script, or the “sales theater” involved in most canned demos and sales presentations. And we aren’t just talking about selling skills. Believe it or not, many managers don’t stop to consider what each of their sales reps is actually prepared to bring to every customer interaction.

Lead Scoring 139

Lead Scoring Lead Rank Hiring Analytics 139

No More Cold Calling

APRIL 9, 2015

Typically, people can read a manual online, get a brief demo, and figure out at least the basics. Teaching selling skills requires a clear and repeatable process. It takes building skills, lots and lots of practice, joint calling, feedback, continuous coaching and reinforcement, and accountability for results.

Hiring 120

Hiring Lead Scoring Lead Rank Guidelines 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

Gong.io

MARCH 27, 2019

So, better selling skills is a big part of that answer. Buyer: After they see a product demo. Because other types of calls already have a visual backdrop for the conversation: Demo calls have a product demo. What’s causing you to prioritize that as an initiative? We’ve got to do more with less. Weeks go by.

Call-back 111

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

Gong.io

AUGUST 30, 2021

You continued to “move them down the sales funnel” during that first meeting and landed yourself a demo. You need to get back on their radar (and get that demo rescheduled) ASAP. You need an answer — interested or not, you need to move forward with (a) a demo or (b) cut and run so you can prioritize the proper accounts.

Follow-up 107

Follow-up Decision Maker Call-back Referrals 107

A Sales Guy

OCTOBER 25, 2012

On my next discovery call, we ended with a scheduled follow up for a demo. After the demo, they requested a proposal. Do they say jump and I say how high? I am the b h. So, I decided then and there to stop. This time I didn’t say, “I’ll send it and let’s plan a time to review”.

Proposal 111

Proposal Sales Cycle Follow-up Closing 111

Gong.io

SEPTEMBER 28, 2021

Inbound leads – demo form fills, sales inquiries, chatbot “I’d like to speak with a sales rep” replies, and so on. . They are just steps away from a demo. To demo or not to demo. A “yes to demo” moves the buyer out of the discovery phase of the journey and into an active sales contact. Things are getting serious.

Top of Funnel 108

Top of Funnel Call-back Funnel Buyer 108

Hubspot Sales

APRIL 30, 2020

The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. The stage following the meeting and/or presentation will be determined by how well you have nailed down the prior two steps and how well you perform your demo — and yes, it is a performance.

Sales Process 144

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

Go for No!

MAY 14, 2020

Or, cease meetings and demos. How do we handle the onslaught of rejections sure to be a part of this new reality? Total acceptance. The answer is not, stop making connections or prospecting. The answer is have more. Build your pipeline. Make the connections.

Positioning 125

Positioning Up-Sell Pipeline Course 125

Mindtickle

DECEMBER 3, 2024

3: Digital selling skills and tools will be more important than ever Today, a large (and growing) portion of deals are completed without the buyer and seller ever setting foot in the same room. Request Your Demo The post 11 Sales Enablement Trends to Watch for in 2025 and Beyond appeared first on Mindtickle.

Sales Enablement 52

Sales Enablement Trends Scale B2B 52

Partners in Excellence

MARCH 8, 2022

According to much research and too many pundits on social media, the future of selling is virtual–or perhaps hybrid. But we are sharpening our virtual selling skills. Sales people continue to focus on increasingly scripted product pitches and demos, PLG has become the future of growth!

Revelation 90

Revelation Face-to-face Social Media Selling Skills 90

Partners in Excellence

SEPTEMBER 24, 2018

.” Sales picks up the process, SDRs call to qualify the opportunity, they hand the lead to an account manager who gets more information, the customer is handed over to a pre-sales person for a demo, then someone else try to close them. Simplifying and helping customers more effectively navigate the process requires new selling skills.

Marketing 114

Marketing Face-to-face Lead Rank Sales Qualified Lead 114

Hubspot Sales

DECEMBER 20, 2017

In sales, success is a reflection of two things: The strength of their hard skills and the strength of their soft skills. What are soft skills in sales? Unlike hard selling skills, which are relatively easy to teach and measure, soft skills are "fuzzy." Having solid communication skills is essential.

Quota 145

Quota Objections Follow-up Call-back 145

Mindtickle

JUNE 28, 2021

Reps can also be assigned role-plays to see if they can demo the product, describe what it does and accurately express the value of the product. This will gauge their overall confidence in selling your solution. . You can also keep track of how many filler words are used.

Coaching 95

Coaching Sales Coaching Data Conversion 95

Partners in Excellence

MAY 3, 2023

Other tools helped us with proposals, demos, research. We have more specialists in our products, demoing. Again, these are oriented both to freeing up time to manage the deals in our pipelines, and to have people with deep expertise in aspects of selling do what they do best.

Proposal 125

Proposal Travel Tools Up-Sell 125

A Sales Guy

SEPTEMBER 14, 2012

Please let me know if you would like more information or to view a demo of this dynamic sales application. The snapshot from each playbook is your deal status. The app is easy to use and tightly integrated with salesforce.com. Best regards, Sales Person. It’s clearly a form letter.

Sales Forecasts 113

Sales Forecasts Prospecting Forecasting Pipeline 113