Category Sales

Objection Handling: 44 Common Sales Objections & How to Respond

By in Sales Tag

by: Mark Burdon High-performing sales professionals aren’t triggered to surrender by a sales objection. Instead, they use objections to craft personalized value propositions to differentiate their company, their offerings — and ultimately close the deal. As a long-time sales and business development professional, I’ve always seen sales objections as guideposts along a buying process: they tell me what a prospect needs to move forward. When overcoming objections in sales, salespeople must be curious, intuitive, and empathetic enough to ask questions that motivate prospects to disclose their objections instead of just ghosting the salesperson and leaving them wondering why. Download Now: Free…

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I Tried Three Generative AI CRMs: Here Are My Thoughts

By in Artificial Intelligence and Machine Learning, Sales Tag , , , , ,

by Zoe Ashbridge AI is becoming a core part of CRM systems. Considering the time-saving benefits, it’s unsurprising that generative AI CRMs can be incredibly valuable in helping businesses grow. I’ve already written an article on CRMs with AI, but I wanted to take my curiosity about AI and CRM one step further. So, in this article, I’m focusing specifically on three generative AI CRMs, how generative AI can improve the sales process, and much more. While researching this article, I’ve tried to find unique ways of using generative AI in CRMs. I’ve also spoken to people using it in their…

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How to Build a High-Performance Sales Culture Without Burning Out Your Team

By in Business Management, Sales Tag , , , ,

by LIZ CHRISTO DEAR STAGE 2: We’re a small team, but have plans to double the sales team this year. It feels like we have to be more intentional about our culture. How do you strike the balance between a high-performing, competitive environment and a nurturing, productive tone? ~CULTURE CONSCIOUS LEADER DEAR CULTURE-CONSCIOUS LEADER: Scaling a sales team is an exciting challenge, but it also comes with a key responsibility—building the right culture from the start. You want a team that thrives on performance but doesn’t spiral into burnout or overly competitive toxicity. So how do you strike that balance? I caught…

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How to Study Competitors and Use the Findings to Elevate Your Business

By in Sales Tag

Image: Freepik By Gloria Martinez from Womenled.org In today’s competitive business environment, gaining insights from competitors is crucial for strategic growth. By thoroughly analyzing competitor strategies, businesses can identify market gaps and areas ripe for innovation. This approach not only helps refine product offerings but also aligns them more closely with customer needs. Strategically Analyze Competitor Distribution Channels Exploring how your competitors distribute their products can reveal new ways to connect with your customers. Whether they rely on wholesalers, e-commerce platforms, or direct sales, understanding these strategies can help you assess their success and adapt your approach. If a competitor…

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The B2B Sales Pipeline: A Simple Guide

By in Sales

by Claron Kinny for MarketingProfs The B2B sales pipeline is a game-changer, because it helps identify target prospects, build tailored messages, and facilitate follow up on leads in ways that save you time, money, and resources. Sales pipelines allow companies to communicate with relevant customers and guide them through different phases of their journey until a purchase occurs. This article will provide a step-by-step guide on how to build a B2B sales pipeline for your company. But first: What is a B2B sales pipeline? A B2B sales pipeline is a visual representation of what sales and marketing teams do at every…

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When You Can’t See the Forest for the Trees

By in Sales

BY GEORGE BRONTÉN for the Art & Science of Complex Sales Everyone inside a company has their own point of view, but when we talk with executives, sales professionals, customer success team members, and everyone in between, there is one thing many of them seem to have in common: They’re frustrated with sales but don’t really know why. The CEO is frustrated because he can’t see why sales is performing like it should. The VP of sales is frustrated because he’s not getting the results he thinks he should. The managers are frustrated because the salespeople aren’t doing what they think…

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Boosting Conversions: The Power of Multitouch Engagement in Sales and Marketing

By in Marketing, Sales

by Marharyta Lazarieva for MarketingProfs How well is your marketing synchronized with the sales team? Some companies keep marketing and sales separate departments, while others merge them. But the real opportunity comes from making them work together smoothly. However, everyday tasks and hectic work schedules often distract from collaboration. If that sounds familiar, think about using multitouch engagement—a better, cheaper approach to lead generation. When potential customers see and interact with your brand multiple times, they become more likely to become interested in what you're offering. And when the sales and marketing teams work together, they help build trust and…

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7 Habits of Highly Successful Prospectors, According to Sales Leaders

By in Sales Tag

by Jay Fuchs for HubSpot Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible. But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible. That‘s why we connected with some sales leaders for their takes…

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9 Bad Sales Habits (& How to Break Them In 2024), According to Sales Leaders

By in Sales

by Jay Fuchs for HubSpot Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Want more content like this? Subscribe to our newsletter. Nobody's perfect. Some of us miss trash day and have our apartments smell like swamp water for the rest of the week. Some of us forget our anniversaries and have to scramble to CVS to pick up those mediocre chocolates in heart-shaped boxes the day after (that do exactly nothing to remedy the situation) … and some of us work in sales and fall back on bad habits that undermine…

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Fewer Inbound Leads in 2024? 3 Things Sellers Should Do to Hit their Numbers.

By in Sales

by Ryan Walsh for HubSpot Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week's installment comes from Repvue's Founder and CEO, Ryan Walsh. Want more content like this? Subscribe to our newsletter.  Ask any salesperson if they get enough inbound leads. You can bet their answer will be “no.” It won’t matter who they work for or what industry they’re in. It’s kind of a running joke that no seller will ever get enough leads. Download Now: 2024 Sales Trends Report Every seller wants a strong, steady stream of quality inbound leads.…

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