Bernadette McClelland

DECEMBER 31, 2018

My friend Jen Mueller is the sideline radio reporter for the Super Bowl Champion Seattle Seahawks, part of the Seattle Mariners television broadcast team and also the proud recipient of this classic piece of jewelery. According to Jen, ‘ sports should be your go-to because of its versatility, popularity and ongoing storylines.

Face-to-face 286

Face-to-face Sports Up-Sell B2B 286

Sales 2.0

JUNE 29, 2014

If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. It’s a framework aimed at getting you access, setting up those oh-so-important initial sales meetings. More vindication for my napkin idea but still no fortune.

InsideView 309

InsideView Cold Calling Decision Maker Twitter 309

SalesHandy

MARCH 21, 2023

Sales email templates work as a great time-saving blessing when one has to send similar emails to multiple recipients who are in different stages of the sales funnel. Only 30% of emails get opened across all industries, making it important to write a compelling sales email that prompts a click. Let’s jump right in!

Closing 98

Closing Top of Funnel Ideal Customer Profile Follow-up 98

criteria for success

JULY 8, 2021

When working with indecisive prospects, it can be extremely difficult to move forward in your selling process. You don't want to waste your time, but you also don't want to rush your potential clients into something they don't want or aren't ready for. Why is your pricing higher than your competitors?”

Prospecting 98

Prospecting How To Guidelines Webinar Metrics 98

Alice Heiman

AUGUST 9, 2022

The first is that teams need extraordinary leadership. The second is that your focus must be on sales. Sales are important ALL the time, but especially in times of economic uncertainty. And whether you realize it or not, every decision you make will impact your sales somehow. Is a recession looming?

Top of Funnel 69

Top of Funnel Sales Qualified Lead Hiring Lead Rank 69

Partners in Excellence

MAY 26, 2023

It’s come up with some great ideas and approaches for programs that would be self guided through ChatGPT (By the way, if you are interesting in piloting some of the approaches ChatGPT and I are developing, just reach out. Warning: There is no redeeming value to this post. Call it Friday musing or Fun and Games with AI.

Case Study 99

Case Study Face-to-face Tools Study 99

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity?

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

Hubspot Sales

MAY 21, 2021

It’s one of the most important components of sustained sales success over time. As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do) and their motivation (how repeatedly or passionately they do it). But motivation is far harder.

Motivation 136

Motivation Strategy How To Hiring 136

Sales Hacker

MARCH 9, 2023

Your connections and relationships are extremely important and introductions are delicate. If you are an entrepreneur, in sales, or in general business, follow these rules to not screw up. Provide context for the ask As the asker, provide the introducer with some context or a blurb they can forward or pass along. No excuses!

B2B 112

B2B Hiring Follow-up Conference 112

Alice Heiman

OCTOBER 10, 2018

Are you desperate for better results from your sales team? Before you fire them all, try the 5 Cs of effective sales management. The 5 Cs of Effective Sales Management. The clearer you are about what is expected, the more effective your sales team will be in delivering the results you need.

Top of Funnel 115

Top of Funnel Sales Management Funnel How To 115

Hubspot Sales

JANUARY 2, 2018

However, the ubiquity of boring email sign offs is actually a great opportunity for sales reps. Closing with something memorable and personalized won’t just make you stand out -- it’ll also give you one last chance to connect with your prospect. 1) "Looking forward to learning more about your [challenge]".

Social Media 145

Social Media Closing Follow-up Fashion 145

Allego

JULY 29, 2021

But for those of us who work in sales, our ability to adapt to change means the difference between success or failure. Most recently, Cespedes published a new book—his sixth—entitled Sales Management That Works: How to Sell in a World That Never Stops Changing. . Change is a part of everyone’s daily life. Learn in the Flow of Work.

Strategy 152

Strategy Top of Funnel Lead Rank Hiring 152

PandaDoc

JUNE 21, 2021

Like it or not, your business needs a lead generation strategy and a sales prospecting process. You’ll be better equipped to implement a strong lead generation strategy within your business. You’ll also know why you need a strong sales prospecting process and exactly how that will benefit your business.

Lead Generation 98

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 98

Score More Sales

APRIL 30, 2014

A startling fact, presented over and over in b2b studies shows that most sales reps do not follow up enough – despite the few we know of who seem to overcall – or follow up too many times with unqualified opportunities. The same is true for companies in your geographic territory who fit one of your buyer profiles.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

Smooth Sale

AUGUST 23, 2022

Yet, upon seeing the female members of the team on television, every female has the same straightened hair and combed-out style, thereby ignoring the person’s natural gift. Requiring everyone to look the same is hardly a diversity ideal; it’s the opposite. Worse, I see their uniform hairstyle as insulting to all concerned.

Hiring 78

Hiring Salary Remedy Lead Rank 78

Sales Hacker

OCTOBER 28, 2022

I recently had the genuine pleasure of attending Scott Ingram’s 2022 Sales Success Summit. Is every sales event so provocative and fun?). What is the Sales Success Summit? The summit is an idea-rich, TED-style event held over two days. Sales Success Summit 2022: Big ideas and takeaways. But first —.

LinkedIn 84

LinkedIn Lead Rank Call-back Enterprise 84

Score More Sales

MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Without any more introduction, here are some “discussion starter” ideas.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

Salesmate

APRIL 17, 2020

96% of small business have been impacted by the outbreak 75% of them say their business has been impacted by fewer sales 51% of small businesses say they will only be able to continue operating for 0-3 months While 13% of them are confident about their contingency plans to maintain business. Make sure you research your target market.

Small Business 116

Small Business Small Business Follow-up Motivation 116

Close.io

NOVEMBER 25, 2019

I run a 25-person sales development team, but I never respond to cold outreach. Between running a team and sitting in six different meetings a day, I simply don’t have time to answer 50 calls and 25 emails from people I already know are trying to sell me something. People can ignore your emails. I’m too busy.

Scale 76

Scale Direct Mail How To Inside Sales 76

Gong.io

JULY 27, 2022

Today’s high-performing revenue teams are those who are focused heavily on retention, not just new client acquisition. It’s the whole reason they’re called revenue teams, and not sales teams, in the first place.). What does the typical QBR agenda look like? . Discuss: How implementation of your product has gone.

Examples 62

Examples How To Churn Lead Rank 62

Crunchbase

JUNE 7, 2022

It can be a battle to stay organized amidst sales calls, emails and meetings. The good news is, with Chrome extensions, you can leverage sales tools to help you cut down on tedious and repetitious tasks and keep your sales workflow effective and productive. Search less. Close more.

Google 104

Google Ideal Customer Profile Top of Funnel Analytics 104

LeadFuze

APRIL 19, 2021

When to Have Sales Meetings. According to Grant Cardone , the priority of every sales meeting is money. Thus, it’s important to have effective sales meeting ideas to ensure that your sales team is focused and motivated. Now, when should you hold your sales meetings?

Meeting 52

Meeting Sales Meeting Hiring Objections 52

Hubspot Sales

MAY 26, 2023

You have to meet them where they are, or put yourself out there to whoever will see and value your services. In this blog post, we've compiled a list of real estate prospecting tips to help you grow your real estate business proactively. Define your target market. Leverage your network. Attend networking events.

Real Estate 77

Real Estate Prospecting Ideal Customer Profile Social Media 77

Sales Hacker

NOVEMBER 16, 2021

In this episode of the Sales Hacker Podcast, we have Veronika Riederle , Co-Founder & CEO at Demodesk , a customer meeting platform company she launched in 2018 that’s bringing in seven figures with a global hybrid remote team. The virtual meeting space has barely begun to evolve. Paying it forward [24:50].

Workbooks 95

Workbooks Call-back Google Scale 95

Zoominfo

AUGUST 18, 2021

In sales, as with any other field or practice, sometimes you need to think outside the box to come out on top. Knowing the rules for a sales call is vital; so is knowing when to break those rules. Our research has shown how much sales calls have changed in the last year. Longer sales cycles.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Leads 130

Close.io

OCTOBER 24, 2019

A high performing sales team is invaluable to a growing startup. It takes a lot more than a generous compensation package to get top candidates to accept your offer. You need to show them early on that they’re joining a company that values every member of their team. It begins by determining your core message.

Sales Talent 91

Sales Talent Hiring Compensation How To 91

Smooth Sale

SEPTEMBER 16, 2022

One favorite story is the following: By my fourth sales job, I knew the selling process and, more importantly, was in tune with what clients preferred. The sales manager was tasked with joining me on an appointment with a prospective client. The sales manager was tasked with joining me on an appointment with a prospective client.

Lead Rank 78

Lead Rank Lead Scoring Leads Marketing Qualified Lead 78

Crunchbase

JUNE 15, 2023

Getting responses to your sales prospecting emails is tougher than ever — the average cold email reply rate is just 8.5% , according to a recent study. In this article, we’ll explore the six key components of an effective sales email, along with seven prospecting email examples you can use to close more deals.

Prospecting 52

Prospecting Follow-up Study Lead Rank 52

Gong.io

NOVEMBER 30, 2022

You keep telling your reps to sell the benefits rather than the features. Yet you still hear them pitch the latest product feature on their sales calls. But what if there’s a sales methodology that forces them to sell the solution? The basis for this sales methodology is that prospects buy the concept a product is based on.

How To 62

How To Sales Methodology Decision Maker Buyer 62

Hubspot Sales

NOVEMBER 13, 2017

Other variations include “Attached please find,” Please kindly find the attached file,” Please find the attached file for your reference,” “Enclosed please find,” and the ultra-wordy, “Please find attached herewith.”. You want to strike a conversational, natural tone with your prospect -- not write like a nineteenth-century lawyer.

Case Study 145

Case Study eBook Policies Study 145

Hubspot Sales

APRIL 8, 2020

Standing out from hundreds — sometimes thousands — of candidates, competitors, others conducting business in your industry can be tough. Besides polishing your resume, doing well during an interview, and impressing potential customers in pitch meetings, there’s another factor you can work to perfect: follow-up emails.

Follow-up 92

Follow-up Hiring Hubspot Positioning 92

Highspot

OCTOBER 21, 2022

Sales is the engine that powers your company. But what’s powering your sales? By now it’s universally known that sales and sales team practices have undergone a tectonic shift in recent years. And, even more alarmingly, buyer needs and behaviors seem to be moving way ahead of the sales learning curve.

Sales Enablement 75

Sales Enablement Top of Funnel Scale Face-to-face 75

Sales Hacker

NOVEMBER 15, 2019

Today, we’re looking under the hood of a Lead Development Manager at an IT consulting company, and for that, we talked to Joe Latchaw. Sales Cycle Timeline: Varies based on software/solution. Then it’s 5:30am. It’s a great read for anyone in or around sales. 11:00am – 12:00pm: I have my weekly SDR meeting.

Lead Rank 87

Lead Rank Lead Scoring Leads Marketing Qualified Lead 87

Hubspot Sales

NOVEMBER 2, 2020

This year, many brands were forced to drastically change sales tactics during the COVID-19 pandemic and the economic uncertainty that came with it. While some companies saw sales pipelines slow down dramatically , others saw them speed up to the point where it was challenging to keep up. Focus on the right sales metrics.

Analytics 135

Analytics Enterprise Enterprise Pivotal 135

Smooth Sale

NOVEMBER 3, 2022

Attract the Right Job Or Clientele: Will You Use These Top Ideas To Grow Your Business? What is the alternative, though; a 9-to-5 job that drains your life? You may easily find ways to expand your business and earn more money, but quickly may be questionable. Top Ideas To Grow Your Business.

Scale 78

Scale Social Media Hiring Lead Rank 78

Zoominfo

DECEMBER 19, 2018

searching for a question or resource, looking up design templates, or even hunting for the best tips and tricks to complete a task you’ve been handed. For this reason, we recently published comprehensive lists of helpful YouTube channels for recruiters and YouTube channels for sales professionals. Today’s blog post is for you!

Channels 220

Channels Marketing Lead Rank Outsourcing Services 220

Allego

JULY 1, 2021

What separates great sellers from average performers? The thing is these myths can impact your thinking. They can affect your mindset. > Watch on-demand: Mastering Virtual Selling: How to Orchestrate Sales Success in a Hybrid World. This is what the hybrid future looks like. Their mindset.

Face-to-face 124

Face-to-face Scale Call-back Buyer 124