criteria for success

MARCH 17, 2021

Have you ever gone on a sales call with one of your recent hires and realized they weren’t following your process at all? By this point, your new hire should be actively prospecting and selling, and it’s important to make sure they haven't fallen into any old habits, but are instead sticking to your process. Listen Now.

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Hiring Training Selling Skills Lead Qualification 97

criteria for success

MAY 24, 2022

One of the best ways to provide sales training on an ongoing basis is in your regularly scheduled sales team meetings! Below, we’ve identified six sales training ideas to include in your next sales team meeting. This exercise can be covered in one sales meeting or split into two.

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Meeting Training Face-to-face Objections 97

Women Sales Pros

OCTOBER 11, 2019

He asks rapid-fire questions about their birthdays, where they grew up and details of the science fiction film. How many sales managers have watched a salesperson conduct a role play, one where he or she did a really great job of executing the right selling skills? It’s time to Argo your sales team. Good Selling!

Film 86

Film Selling Skills SalesForce Influencer 86

The Digital Sales Institute

SEPTEMBER 23, 2024

In many sales organizations, there can be a random approach in which the sales coaching process and method are left entirely up to the salesperson requesting it. All sales coaching must improve the skills of the salesperson, and where this becomes evident is in win or closing rates. Sales meetings.

Coaching 52

Coaching Training Sales Coaching Motivation 52

Jeffrey Gitomer

SEPTEMBER 7, 2011

A big part of selling is thinking that you can, and a positive anticipation of going into a sales meeting. A big part of selling is expecting a positive outcome. People not showing up for work. From my perspective, a sales interview (erroneously known as a sales presentation) should consist of 75% questions.

Hiring 245

Hiring Training Social Media Follow-up 245

Sales Gravy

JULY 9, 2020

Shifting Initial Sales Meetings From Face to Face to Video Calls One of the most effective points in the sales process to leverage video sales calls and virtual selling skills is the initial meeting. The initial meeting is first step in the sales process.

Meeting 59

Meeting Video Face-to-face Sales Qualified Lead 59

Partners in Excellence

SEPTEMBER 27, 2022

Today’s topic is on Meeting Planning. I want to cover a bunch of meeting types–mostly sales meetings or sales calls, but also meetings we have internally, management meetings, and so forth. The same basic principles apply to having high impact meetings, whoever we are meeting with.

Meeting 133

Meeting Call-back Face-to-face Up-Sell 133

Jeffrey Gitomer

OCTOBER 19, 2011

Follow up less than twenty-four hours after the event to confirm the commitment. The paradox is that at a networking event everyone wants to sell. Get Sales Blog Updates. Dont let your next sales meeting suck! There is no time like the present to change things up in 2012 to ensure its better than 2011!

Networking 314

Networking Hiring Prospecting Social Media 314

The Sales Hunter

MARCH 18, 2012

Guest post Monday and we have Ken Thoreson of Acumen Management Group sharing why it is so important to be prepared for that important sales call. Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. Be able to answer questions such as: What outcome do I want?

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Call-back Groups Sports Selling Skills 186

Women Sales Pros

OCTOBER 26, 2018

You will establish zero rapport and there’ll be no second meeting. Show up with a canned, one-size-fits-all value proposition that you haven’t memorized. Show up late. How are you showing up at sales meetings. Speak slowly instead of fast. Be intense with a low-key prospect. First impressions are important.

SalesForce 90

SalesForce Consultative Selling ACT Up-Sell 90

Allego

MAY 13, 2021

Typically, they don’t see any further systematic training until the next national sales meeting (NSM) , which may occur in six months or a year. Research shows that retention goes down as the volume of information goes up. People forget what they’ve learned if it’s not used within a short period of time.

Guarantee 126

Guarantee Hiring Exercises Video 126

Jeffrey Gitomer

FEBRUARY 18, 2011

Most sales people stop at the end of the selling process. They go through the same old crapola, of prospect , the point, present, close, follow-up! That sales strategy is going to get you nowhere; oh it will get you somewhere, another job. Get Sales Blog Updates. Dont let your next sales meeting suck!

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Referrals Hiring Social Media Loyalty 206

Women Sales Pros

JANUARY 22, 2019

Salespeople were cracking up, dancing and singing along. Yes, they had a new attitude about a fresh new year of sales. What theme could set a new attitude for your sales team? You can imagine the response from sales team members when they finally realized it was the vice president of sales conducting the tour.

Energy 97

Energy SalesForce Consultative Selling Vendor 97

Gong.io

NOVEMBER 12, 2021

Another truth: Longer emails are significantly more effective in booking a meeting: More specifically, prospecting follow-up emails 4+ sentences long are 15x more effective in booking cold prospects than shorter emails. 4 Sales Skills for Pitching: The 9-minute rule. You’ve sent a (long) follow-up email.

Cold Calling 118

Cold Calling Negotiation Face-to-face Objections 118

Jeffrey Gitomer

JUNE 28, 2011

I wake up every morning, and I read. Every time I read something old, I come up with a new idea, which leads me to my second non-secret: I CAPTURE AND COLLECT THOUGHTS AND IDEAS. I write this column every week on selling skills, but I don’t just write the column, I collect ideas so I can always be ahead. I LOVE IT.

Hiring 305

Hiring Lead Rank Social Media Loyalty 305

Gong.io

MAY 4, 2021

We analyze sales conversations and outcomes using AI, then share the results to help you win more deals. Follow me to read upcoming research. Our data science team at Gong analyzed 803,402 recorded sales meetings from deals made on web conferencing platforms. the discovery call) in your sales cycle. I froze. .

Buyer 118

Buyer Pivotal Follow-up Research 118

Gong.io

MARCH 27, 2019

So, better selling skills is a big part of that answer. If you followed the first tip, you’ll naturally uncover changing buyer priorities. Start every sales meeting with this question: “What’s changed since the last time we talked?”. I have 70 sales reps running 70 different sales processes ….

Call-back 111

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

Jeffrey Gitomer

MAY 18, 2011

The difference between making a sale and building a relationship lies in your ability to get this information — and uncover the other information it leads to. Dont let your next sales meeting suck! There is no time like the present to change things up in 2012 to ensure its better than 2011! Jeffrey Gitomer.

Hiring 265

Hiring Lead Rank Lead Scoring Leads 265

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? Heads up: Your team will only ever be as good as its manager. In fact, a reported 69% of sellers who exceed annual quota consider their sales managers as being “above average” at their jobs. But here’s the problem: A good candidate for sales management is hard to find.

Training 52

Training Sales Management Lead Rank Lead Scoring 52

Vengreso

NOVEMBER 18, 2020

Sales teams around the world have been forced to quickly adapt and learn remote selling techniques, due to the coronavirus pandemic. million professional salespeople in the U.S , and field sales make up 52.8%. At Vengreso we’ve been selling remotely for years. What is Remote Selling? According to U.S.

Hiring 104

Hiring Face-to-face Lead Rank Lead Scoring 104

The Digital Sales Institute

APRIL 17, 2024

This method of sales training is designed to be accessible and digestible to deliver content quickly and efficiently. For example, a micro sales training course could be a series of quick video tutorials on a specific selling skill such as objection handling, soft sales skills etc.

Video 52

Video Workbooks Course Social Media 52

Gong.io

SEPTEMBER 26, 2022

In this guide, we’ll look at what remote selling is and why it’s replacing traditional sales models. We’ll also cover the best practices for your remote team to follow. What is remote sales? Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location.

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Face-to-face Decision Maker Lead Rank Pipeline 108

Highspot

JANUARY 4, 2024

Follow these seven steps to develop your sales training program: 1. Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel. Practical advice: Pair up less experienced sales reps with seasoned veterans for a period of shadow learning.

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Webinar Metrics Training Strategy Ideal Customer Profile 52

Jeffrey Gitomer

JUNE 2, 2011

Tweet Share Most people expect that with the title, respect will follow. Filed Under: Attitude , Leadership , My Books Tagged With: gitomer , Jeffrey gitomer , jefrrey gitomer , leadership , professional sales training , sales leadership , selling skills. Dont let your next sales meeting suck!

Hiring 310

Hiring Social Media Face-to-face Loyalty 310

Gong.io

AUGUST 22, 2018

It creates a balanced feel to their sales conversations. Split everyone into groups, and have them brainstorm the right questions to ask, specific for your sales process. Spend 15-20 minutes on this, and get a “spokesperson” from every group to present the best questions they came up with. Sales Training #3: Presenting.

Training 92

Training Cold Calling Webinar Metrics Objections 92

Gong.io

SEPTEMBER 19, 2022

A prospect is considered viable if they meet at least three of the four criteria. However, if a prospect doesn’t meet the criteria, the sales rep can follow up later. What makes the BANT sales qualification framework unique? By prioritizing these leads, you can speed up the sales cycle and close more deals.

Sales Qualified Lead 62

Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

Highspot

NOVEMBER 1, 2022

Here are some basics: Consultative selling is a sales technique that emphasizes offering the very best solution for each customer’s specific needs. So, while sales reps typically focus on pulling decision-makers to a product, consultative sellers are obliged to dole out advice that guides buyers toward a final decision.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Highspot

DECEMBER 5, 2023

Here are some basics: Consultative selling is a sales technique that emphasizes offering the very best solution for each customer’s specific needs. So, while sales reps typically focus on pulling decision-makers to a product, consultative sellers are obliged to dole out advice that guides buyers toward a final decision.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

eGrabber

NOVEMBER 30, 2021

However, salespeople find it difficult to improve sales performance. Sales development reps are often busy with too many things on their plate. They generate leads, call prospects, follow up emails, take part in sales meetings, do prospect research, update CRM, and other administrative tasks.

Ideal Customer Profile 52

Ideal Customer Profile How To Campaigns Lead Generation 52

Gong.io

NOVEMBER 12, 2021

Another truth: Longer emails are significantly more effective in booking a meeting: More specifically, prospecting follow-up emails 4+ sentences long are 15x more effective in booking cold prospects than shorter emails. 4 Sales Skills for Pitching: The 9-minute rule. You’ve sent a (long) follow-up email.

Cold Calling 71

Cold Calling Negotiation Face-to-face Objections 71

Jeffrey Gitomer

DECEMBER 16, 2011

How do I close a sale? Most of the people asking these questions only have nine Twitter followers. Dont let your next sales meeting suck! There is no time like the present to change things up in 2012 to ensure its better than 2011! How do I make a better cold call? How do I leave a better voicemail on a first call?

Hiring 194

Hiring Cold Calling Closing Social Media 194

Highspot

JANUARY 14, 2024

Sales Meetings and Follow-ups Virtual calls, often via platforms like Zoom, digitize in-person meetings. Using video for follow-up summaries offers consistent messaging to multiple decision-makers. Source: Gartner The move towards virtual sales is what the buyers want.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

Gong.io

JULY 6, 2018

So from our brains to yours, here are the 21 best tips you’ll ever read about sales calls. Sales Call Tip #1: Schedule Your Sales Call for the Right Time. Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. Let them follow you. Soak them in.

Call-back 103

Call-back Cold Calling Face-to-face Objections 103

Gong.io

JUNE 25, 2021

Sales Stat #3: DON’T ask “Did I catch you at a bad time?”. Silence, followed by phone hanging up sound. Instead, try this: Sales Stat #4: DO ask “How’ve you been?”. Open up your next cold call with the following question: . Success rates increase when sellers present slides in mid and late-stage meetings.

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

Vengreso

JUNE 10, 2022

Follow this guide on how to create a great LinkedIn Summary (About), and you’ll quickly enjoy greater visibility, more regular engagement, better business results, more job interviews or numerous opportunities through LinkedIn! We need them to click on “…see more” to open up the remaining 2600 characters.

LinkedIn 101

LinkedIn Ideal Customer Profile Hiring How To 101

Gong.io

JUNE 25, 2019

Most salespeople are overtrained on their products and undertrained on sales skills. Here’s a fix for that: Sign up for our free Sales Success Master Class video series. You (and your reps) will come out the other end with a completely different skill set. SALES MISTAKE #2: Asking annoying questions.

Top of Funnel 108

Top of Funnel Objections Buyer Video 108

Gong.io

NOVEMBER 1, 2021

Your close rates will bump up if you do it right. Sales Presentation Lesson #2: THEN show the gain. Steve Jobs started every demo with some version of the following: “Now what if I wanted to do X? He keeps coming back to what he hates about the status quo over and over again to better tee up what he’s showing next.

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Call-back Buyer Sales Follow-up 71