Sales is all about helping people solve problems. No matter how you sell, the key to closing deals is showing your prospects how the value you add can solve their business challenges. And the best way to show value is to ask the right questions. The next time your prospect is on the fence at closing time, try these battle-tested sales closing questions designed to bring it home.
From software to analytics and beyond, many companies spend significant resources measuring and tracking their top-of-funnel activities. And that’s great, because the top of the funnel is essential for generating quality leads and it only becomes more effective when decisions are backed by data. But it’s not so great when they neglect the bottom of the funnel — you know, the part that’s crucial for generating revenue.
Your business proposal can be one of the most valuable assets to help you get deals over the line. But even at this late stage in the sales cycle, you’re probably not the only one competing for your prospect’s business. If you want to stand out in a crowded business deal, your proposal needs to shine. These data-backed proposal best practices will help take yours from average to ace.
“We’re not closing. We’re falling short of quotas. We’re missing sales targets.”
Let’s face it—every sales team hits roadblocks. Whether they’re most prevalent when you’re generating leads, doing outreach, or sending proposals, they can slow your sales cycle to a halt. While it takes time to find and implement a solution, the good news is that you already have the tools you need to get back on track.
Think about it. Thanks to your CRM and other tools, you generate a massive amount of sales data every single day. By digging into that data, you can uncover insights into the issues standing in your way. And with the right approach, you can leverage sales analytics to help your entire organization shine.
This investment from the Canadian Business Growth Fund and Innovacorp marks a huge milestone in our mission to help salespeople around the world revolutionize their closing process and double their close rate.
Your CRM is one of the most powerful sales tools in your tech stack. Whether you use HubSpot, Salesforce, or any other platform, popular or niche, it’s your sales team's single source of truth and numero uno for managing customer information and deal stages. With so many potential applications, it’s no wonder over 91% of companies with 10+ employees now use a CRM. But as powerful as it may be, it becomes even more impactful when you bring other tools, like proposal software, into the mix.
In the world of sales, there are few things more scary than the word “burnout.” We've all seen it. Reps struggling to get through each day, showing up exhausted, and unmotivated -- or not showing up at all. Whatever the underlying cause may be, it’s your job as a leader to help them get back on their feet.
But what about you?
On top of the pressure you receive from above, the constant focus on hitting metrics, and your ongoing drive to break sales records, you’re tasked with keeping your reps on track. It all adds up, and sometimes it can be too much. Sales burnout is a real problem, and it affects everyone on the sales team, including sales leaders.
As a salesperson, you need to be convincing in order to win prospects over. While this might sound like an opportunity to flaunt your knowledge and expertise, sales aren’t made by showing your prospect how smart you are. In fact, using too much jargon or technical language can actually have the opposite effect.
If this year has taught us anything, it’s that people are social. They need to be around other people. While Zoom happy hours and virtual coffee meetings were a start, there’s really no substitute for face-to-face interactions.
Remote selling has come a long way over the past year, but now that restrictions are being lifted, many people are excited by the opportunity to finally meet in person again. As travel for business becomes a reality, the demand for physical events is beginning to climb.
“Always be closing.”
If you’re in sales (and even if you’re not), you’ve surely heard this mantra a hundred times before. The reality is, if you want to be a sales superstar, you’ve gotta be a closer. But some folks in sales are uncomfortable with the term 'closer,' as they feel it carries a negative connotation. Thankfully, the cliche of the callous, cutthroat closer is long gone. However, if you want to succeed, you need to learn how to close the right way.