Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker.

Sales 144

Sales Decision-making Software Software 144

Hubspot Sales

AUGUST 9, 2022

You make those role play sessions more involved and realistic — or have them dive in and conduct real calls, videos, meetings, or emails.". Make eye contact. According to him, "We want to make eye contact in our Zoom meetings even if we're hundreds of miles away. Finally you end by having reps 'do.' Commit to repetition.

Sales Training 116

Sales Training Sales Decision-making Facilitation 116

Brooks Group

JUNE 13, 2024

Settling debates in a fair, transparent way shows team members you hear them and are making carefully considered decisions. Data-Driven Decision Making Emphasize making decisions based on hard data and metrics rather than on personal opinions or anecdotes. Address widespread concerns.

Energy and Utilities 107

Energy and Utilities Decision-making Sales Construction 107

Jeffrey Gitomer

APRIL 21, 2011

The correct question to ask is: How will the decision be made? This tactic actually has a negative effect on the buyer and makes the salesperson work twice as hard to prove himself and usually at a lower price (and a lower commission). Why ask a question that breeds misleading information? Share this Post. Trackbacks.

Media 134

Media Leadership Suppliers Decision-making 134

Brooks Group

AUGUST 22, 2024

Understanding each style is key to understanding the decision-making behavior of a prospect. Decision-Making Style: These types tend to think in terms of the bottom line and often have a spontaneous or impulsive decision-making style. They tend to be extroverted and come off as amiable in conversation.

Emotional Intelligence 94

Emotional Intelligence Decision-making Sales Communication 94

Brooks Group

JULY 27, 2023

Part of this refinement includes making sure sales professionals optimize the time spent on finding the type of client that will be the best fit for your sales team and organization; talking to anyone other than those highly qualified leads is time wasted. Could you describe the process you will be using to make this decision?”

Decision-making 96

Decision-making Sales Training Sales Meetings 96

Jeffrey Gitomer

AUGUST 23, 2011

In order to struggle less, you must begin to make the transition from “making a sale” to “creating a buying atmosphere.” Knowing how the customer and others produce and profit — When you are trying to make a mental impact on the decision-making process. Upcoming Seminars.

Leadership 130

Leadership Profitability Media Internet 130

Hubspot Sales

SEPTEMBER 16, 2024

I‘m going to level with you — the statement I’m about to make probably sounds like one of those meaningless platitudes about selling you‘d hear at some seminar that you were pressured by your employer to attend, but I swear I’m going somewhere with it. I always make sure to follow up quickly with the accurate information.

Decision-making 109

Decision-making Negotiation Sales Training Sales 109

Brooks Group

OCTOBER 3, 2024

What if you make mistakes? Reporting and Analysis Gathering and analyzing sales data, preparing reports for upper management, and using insights to make informed business decisions. Communicate these goals clearly and make sure your team understands what’s expected of them. Will you be able to lead effectively?

Sales Management 101

Sales Management Management Sales Training Sales 101

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.

Value Proposition 104

Value Proposition Procurement Decision-making Stakeholders 104

SBI Growth

OCTOBER 21, 2012

The CEO needs to make several strategic decisions. For example, how much demand do you need to create to make the number? If not, use this tool from the Make The Number seminars to calculate how much stimulated latent demand you need. How does a CEO create an Internal Content Marketing Agency?

Advertising 125

Advertising Manufacturing Media Decision-making 125

Brooks Group

APRIL 18, 2024

In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier. A great story can make a presentation compelling enough for people to act. This is powerful because emotions (not logic) drive most consumer decisions.

Sales 103

Sales Decision-making Sales Training Communication 103

Hubspot Sales

MAY 31, 2018

Don’t make tough decisions until you need to. When making decisions about people, listen to your gut. If you know a plan or decision is wrong, don’t implement it. If you’re going to reprimand, make sure it is warranted and do so in a respectful manner. Don’t make tough decisions until you need to.

Leadership 78

Leadership Decision-making Organization Management 78

Hubspot Sales

JULY 10, 2020

Read on to learn how you can make the best of any and every canceled event. Seminars and casual evening activities are often as beneficial as keynote speeches. That’s what will make them more likely to convert into clients once the conference is over. Where are they at in the decision-making process? Image Source.

B2B 124

B2B Sales Media Meetings 124

Jeffrey Gitomer

MARCH 7, 2012

Make More Sales By Avoiding These Common Blunders. Tweet Share I’m about to share common mistakes that salespeople make. You make them, too. Why would you use time-worn, awkward phrases that manipulate the customer and make everyone uncomfortable? Makes you look bad, and suspect. Online Training.

Sales 90

Sales Decision-making Leadership Media 90

Brooks Group

MAY 3, 2022

When working with global customers, salespeople may find that purchasing decisions are made in a home office located in a different country. That makes virtual training an attractive option for global companies, especially since it is typically much less expensive than live in-person training.

Sales Training 86

Sales Training Facilitation Sales Decision-making 86

Hubspot Sales

FEBRUARY 18, 2020

That sounds like a question you’d hear at a low-rent sales seminar — something that the speaker would ask the crowd and assure everyone that there are "no wrong answers.". You, as a salesperson, are convincing an individual prospect to make an important financial decision — either for themselves or on behalf of the company they work for.

Innovation 139

Innovation Construction Media Sales 139

Hubspot Sales

JANUARY 5, 2021

In fact, this reaction can make a slump worse — once you’ve lost confidence, basic selling activities become enormously difficult. If the decision-maker used your competitor at his old company and loved them, you’ll probably lose the deal no matter how effectively you sell. Every salesperson hits a slump at some point.

Value Proposition 142

Value Proposition Meetings Decision-making Sales 142

Brooks Group

JUNE 24, 2024

But step two should be making sure your training is getting the results you want. Here are eight ways effective sales training makes a difference. This helps you make informed decisions, allocate resources effectively, and ensure your training efforts are contributing to the overall success and profitability of the business.

Sales Training 90

Sales Training Decision-making Sales Profitability 90

Brooks Group

MAY 18, 2022

Personal assessments reveal the motivators and behavior styles that really affect how well someone will perform in a position, although not all tests provide reliable information (nor are they all legal to use in hiring decisions). They buy new and unique products and make decisions quickly. Personality vs. behavior.

Decision-making 97

Decision-making Sales Training Communication Organization 97

Brooks Group

OCTOBER 13, 2023

Part of our rigorous screening and training process includes making sure each of our sales trainers has the following skills and characteristics. Sales trainers with leadership experience make good coaches in the classroom, and are invaluable during sales management training programs. 7 Characteristics of a Successful Sales Trainer 1.

Facilitation 98

Facilitation Sales Training Sales Decision-making 98

Brooks Group

MARCH 25, 2024

The IMPACT sales training program begins with a sales assessment of each participant to understand their behavioral patterns, communication styles, and decision-making processes. This levels the playing field and makes sales cycles and revenue more predictable. It increases sales effectiveness and efficiency.

Negotiation 92

Negotiation Sales Training Sales Decision-making 92

Brooks Group

JUNE 1, 2022

It makes sense that a manager would want to hire someone with industry experience, familiarity with their customers, and maybe even an existing book of a competitor’s business that could be tapped into. Bad hires have the ability to demotivate entire sales teams, making lost revenue hard to quantify. Retreads and Tenderfoots.

Decision-making 95

Decision-making Sales Training Manufacturing Account Management 95

Hubspot Sales

OCTOBER 23, 2018

Reps won’t break a sweat asking for thousands of dollars from a future customer but second guess themselves when asking for a few hundred dollars from their boss for new software or a professional development seminar. Should you meet all the criteria, when will they make a final decision? Make it personal and tell a story.

Sales 107

Sales Decision-making Sales Leadership Software 107

Brooks Group

SEPTEMBER 22, 2023

Buyers have been tasked with making an important decision, and they want to be sure they get it right—and choose the product or solution that makes them look good. It’s your sales team’s job to bring value to a decision maker and help them make the decisions that are best for them and their company.

Decision-making 89

Decision-making Sales Suppliers Sales Training 89

Brooks Group

APRIL 19, 2023

The first key fundamental that IMPACT Selling ® teaches is how sales reps can make their first impression a good one. They are interested in hearing expert opinions, industry insight, and anything that may guide them as they make business decisions. The majority of buyers want more than mere access to what your company sells.

Sales Training 93

Sales Training Decision-making Media Publishing 93

Hubspot Sales

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. Before they ever pick up a phone or send an email, they make it a priority to understand their buyer’s world. In the decision stage, buyers have decided on a solution category. Who needs to be involved in the decision?

Sales 140

Sales Decision-making Healthcare Value Proposition 140

Brooks Group

JULY 11, 2023

Asking open-ended sales questions—and making an intention to listen to the response thoughtfully—allows your reps to connect with prospects and customers and gather the information needed to recommend the best possible solution. The types of questions have been divided to make it easy to find the right questions for the specific situation.

Suppliers 91

Suppliers Decision-making Sales Sales Training 91

Brooks Group

MAY 2, 2024

Social Skills Social skills are the ability to be socially aware, make meaningful connections, build rapport , and maintain relationships over an extended period of time. Social Skills: Do they make eye contact? A comprehensive EQ assessment will allow your team members to gain self-awareness and make better decisions.

Emotional Intelligence 101

Emotional Intelligence Sales Decision-making Sales Training 101

Brooks Group

AUGUST 6, 2024

Complex Sales Cycles Many manufacturing products and solutions involve intricate technical specifications, long lead times, and multiple decision-makers within the buying organization. Sales professionals need to manage these complex sales cycles effectively, build long-term relationships, and navigate the decision-making process skillfully.

Manufacturing 98

Manufacturing Supply Chain Value Selling Sales 98

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. I’ve summarised the key points here as a supplementary learning resource for the delegates.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Brooks Group

MAY 14, 2024

When you take the time to actively listen and ask the right sales discovery questions , you gain valuable insights into their motivations, priorities, and decision-making criteria. They likely have budgeted funds available, the authority to make purchasing decisions, and an active project or pain point driving them to explore options.

Sales Training 100

Sales Training Decision-making Meetings Prioritization 100

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Your prospect lacks budget authority.

Decision-making 81

Decision-making Logistics Supply Chain Suppliers 81

Jeffrey Gitomer

DECEMBER 16, 2011

Why on earth would someone let you in to see a decision maker on a cold call? Why on earth would someone grant you an appointment to make a sales pitch from a cold call? How do I make a better cold call? Public Seminars – See Jeffrey Live! Join Jeffrey, take notes, and make a plan! Upcoming Seminars.

Internet 77

Internet Media Leadership Sales 77

Brooks Group

OCTOBER 24, 2023

They will also be highly educated in the sales process your team has been trained in, and the sales enablement tools that will make the reinforcement successful. The coach is there to answer any questions, and to make the seller feel comfortable putting their new tools into action. Download this white paper to help guide your decision.

Sales Training 86

Sales Training Sales Decision-making Sales Management 86

Hubspot Sales

AUGUST 27, 2020

This encourages your sales team to find opportunities to make additional sales with current customers, such as additional software or a larger subscription plan. Make 25 calls. This contest gets your team comfortable with hearing the word "No" and encourages to make as many calls as they can, pushing past objections and refusals.

Computers and Electronics 131

Computers and Electronics Sales Decision-making Meetings 131

Brooks Group

FEBRUARY 16, 2024

You need to stand out to make buyers want to do business with you. The bottom 20% focus on two things: “How do I make my number?” They want to rep a good product, they think well of themselves, and they want to make money. Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings.

Emotional Intelligence 94

Emotional Intelligence Sales Sales Training Decision-making 94