SalesHood

?? B2B Sales Excellence - Being Proactive - Post 28 of 20 In sales, waiting for opportunities to come to you is a losing game. The best salespeople don’t react—they anticipate. They stay ahead of the curve, their customers’ needs, and the competition. Here are five ways proactive sales professionals operate: 1?? They Plan Their Pipeline, Not Just Their Deals Pros don’t just focus on closing what's in front of them; they actively build future opportunities. They prospect consistently, nurture relationships, and keep their pipeline full to avoid dry spells. 2?? They Anticipate Customer Needs Before They Arise Great salespeople don’t wait for clients to voice concerns—they predict them. By deeply understanding their customers' businesses, they offer solutions before problems escalate. 3?? They Follow Up with Purpose Instead of sending generic follow-ups, they add value at every touchpoint. Whether it's sharing insights, introducing a key contact, or solving a pain point, their follow-ups move deals forward. 4?? They Keep Learning and Adapting Markets evolve, and so do top salespeople. They stay ahead by refining their skills, embracing new tools, and learning from both successes and losses. 5?? They Manage Their Time Like a CEO Proactive sales reps don’t get lost in distractions. They prioritize high-impact activities, automate low-value tasks, and set goals that align with long-term success. ?? How do you stay proactive in sales? Drop your best tip in the comments! Read our 35 tips for Setting & Achieving Sales Performance Goals. https://lnkd.in/gx7ZvXJ #SalesLeadership #ProactiveSelling #B2BSales #SalesSuccess

?? B2B Sales Excellence - Mastering Sales Call Planning - Post 27 of 28 The success of a sales call is determined long before the meeting even begins. In this video, the one and only Dan Dal Degan shares a proven framework for effective sales call planning, ensuring you walk into every conversation prepared and confident. Learn how to apply his AAA Plan (Answers, Attitudes, Actions) to structure your calls, ask the right questions, and drive meaningful customer engagement. Here's the framework: ? Answers – What key insights do you need from the prospect? ? Attitudes – What perceptions need to change or be reinforced? ? Actions – What’s the next step you’ll drive by the end of the meeting? ?? Whether you're prepping for a big deal or an executive meeting, these strategies will help you maximize every interaction. The best part? A great sales call plan takes just 10-15 minutes to prepare but can make all the difference in winning the deal. Watch now and take your sales performance to the next level! https://lnkd.in/gECvbsWt How do you approach call planning today? Drop your thoughts below! ?? #sales #salescallplanning #salesstrategy #SalesCallPlanning #SalesStrategy #B2BSales #SalesTraining #DanDalDegan

?? B2B Sales Excellence - Digital Sales Rooms - Post 26 of 28 In today’s digital-first world, buyers expect a seamless, personalized experience—and sellers who adapt win more deals. One of the most effective ways to meet buyers where they are? Digital Sales Rooms (DSRs). In this video, our amazing speaker, Caxcy Matlock, shares how they use DSRs to drive engagement, alignment, and deal velocity. Here are three best practices for digital selling success: 1?? Build as You Sell – Start with essential resources, then expand the Digital Sales Room as conversations progress. Make it a living space that evolves with the deal. 2?? Make Content Instantly Usable – Buyers share resources across their organization, so AI-powered summaries help new stakeholders quickly understand key takeaways. 3?? Leverage Real-Time Insights – Use buyer engagement data to adapt your approach, refine messaging, and keep deals moving forward. "AI is a game-changer in streamlining our process—saving time, enhancing efficiency, and making client collaboration seamless. With AI-powered summaries and real-time insights, we focus on what truly matters: building stronger relationships and driving success." — Caxcy ?? The key to modern selling? Give buyers a frictionless experience that adds value at every step. ?? Watch the full video to learn how Digital Sales Rooms can help you win in today’s digital selling environment! #SalesEnablement #DigitalSalesRooms #SalesExecution #B2BSales https://lnkd.in/gqJzw4gX

?? B2B Sales Excellence - MEDDPICC - Post 25 of 28 Winning B2B deals isn’t about luck—it’s about precision. The best sales teams don’t just “wing it.” They execute with discipline, using MEDDICC/MEDDPICC to qualify, advance, and close deals with confidence. ? Identify the right Metrics ? Engage the true Economic Buyer ? Align to Decision Criteria & Process ? Create Champions who drive urgency Want to see MEDDICC in action? Take our self-guided tour and learn how to operationalize it at scale. ?? ?? Start the tour now https://lnkd.in/gAuhcj5y ?? Your hub for all things MEDDICC https://lnkd.in/gfD-DrZJ

?? B2B Sales Excellence - Be a PRO - Post 24 of 28 At SalesHood, we’re kicking off the year with a clear mission: Be a PRO. Here's our Revenue Kickoff (RKO) theme and an actual slide presented at our event by Cory Ayres and Elay Cohen. Winning in sales today means mastering five essential traits: ? Be clear & compelling – Your messaging should cut through the noise. ? Be a great storyteller – Stories sell, facts tell. Bring your message to life. ? Be urgent & proactive – Stay ahead, anticipate needs, and take action. ? Be prepared – The best sellers know their product, customers, and process. ? Be a modern seller – Embrace digital tools, AI, and data-driven selling to win. These principles are at the heart of our SalesHood Revenue Kickoff (RKO '25), ensuring our sales and success teams are equipped to drive results and make an impact. ?? Want to be a PRO in 2025? What's on your 2025 list of what it'll take to win big in 2025? ?? #SalesHood #BeAPro #SalesKickoff #SalesSuccess #SKO

Some good reminders in this one. I spent time working on this over the weekend. Reference Selling is a proven way to build higher quality pipeline and close more deals. Check it out. ???? ??

?? B2B Sales Excellence - Reference Selling - Post 23 of 28 In today’s competitive B2B landscape, sales and success teams are always looking for ways to accelerate the buying process. One powerful yet underutilized tool in a sales rep’s toolkit is reference selling—the strategic use of customer success stories and testimonials to influence prospective buyers. But effective reference selling isn’t as simple as sharing a customer story. It takes a structured approach—from discovering the right references to preparing both buyers and references for impactful conversations. Check out this guide on best practices for reference selling success: ? Develop a reference strategy tailored to each deal ?Match references with buyers based on role, experience, and personality ? Send thoughtful introductions and briefing emails to ensure productive calls ?Integrate Digital Sales Rooms to make references easily accessible and track engagement Data proves it works: ? 82% of B2B sales leaders say referrals provide high-quality leads (McKinsey & Company) ? 84% of buyers start their purchasing process with a referral (Harvard Business Review) Are you ready to close deals faster? Learn how to ask for references and leverage Digital Sales Rooms to supercharge your sales strategy. The blog is linked down below. ?? What are your reference selling best practices? #SalesTips #B2BSales #ReferenceSelling #CustomerSuccess #SalesEnablement #DigitalSalesRooms #SalesStrategy

Join us on February 25th for an exclusive webinar featuring Michelle Richardson, VP of Sales Performance Research, Elay Cohen, CEO of SalesHood, and Justin Cifelli, AI Solution Expert at SalesHood as we explore the future of AI-powered sales strategies!??? You will learn real-life examples of AI in action, how to kickstart AI within your sales team, use cases showing how AI can enhance coaching, and more! Register today and get ready to unlock the power of AI in your sales training:?https://lnkd.in/eutKhJGs #webinar #AI #sales #generativeAI #salestraining

Here are the B2B Sales Excellence tips we did this past week. Watch for 23 of 28 to be released today. It's all about Reference Selling. ?? B2B Sales Excellence - Getting to Signature - Post 22 of 28 https://lnkd.in/gzKEjPxm ?? B2B Sales Excellence - Urgency and Action with MAPs - Post 21 of 28 https://lnkd.in/gbdZWPtS ?? B2B Sales Excellence - Sales Proposals - Post 20 of 28 https://lnkd.in/gXrhk-UR ?? B2B Sales Excellence - Testing your champions? - Post 19 of 28 https://lnkd.in/gkc-eq4r ?? B2B Sales Excellence - Authentic Connections w/ Buyers - Post 18 of 28.? https://lnkd.in/g4rBnqP6 ?? B2B Sales Excellence - Bad Sales Questions to Avoid ?? - Post 17 of 28 https://lnkd.in/gcEe6rNH

B2B Sales Excellence - Getting to Signature - Post 22 of 28 You've done the hard work—discovery, alignment, and proving value. Now, how do you ensure the deal gets signed on time and with certainty? It all comes down to three things: ?? Process – Understand legal and procurement workflows. ?? People – Identify key stakeholders and decision-makers. ?? Timing – Set clear expectations for approvals and potential roadblocks. A great way to start is by asking your champion: ?? “How do we get a deal done?” ?? “When’s the last time you went through this process?” Their answers will reveal gaps, risks, and opportunities to refine your Mutual Action Plan. Stay curious, document everything, and inspect progress daily—especially when you're down to the wire. Getting a deal signed isn't just about waiting for approvals—it’s about actively managing the process with certainty. Some label this a P for Paper Process in MEDDPICC. Want to close deals faster with more predictability? Watch the video by Elay Cohen to hear now. Drop a comment or question down below, and let’s discuss! #SalesExecution #DealClosing #MutualActionPlans #SalesHood #SalesLeadership https://lnkd.in/gsVZRuEb