The Spiff Blog

JUNE 8, 2023

Here’s a scenario that any salesperson can relate to, whether they’re an entry-level sales rep or an expert seller with decades of experience: a prospect demonstrates interest in a product, responds to inquiries with enthusiasm– and then, out of nowhere, they disappear. What’s wrong with “touching base” with cold prospects?

Prospecting 72

Prospecting Top of Funnel Follow-up Face-to-face 72

Hubspot Sales

MARCH 2, 2018

Common Sales Objections. I've never heard of your company.". I've heard complaints about you from [company].". "We How did you get my information?". "I Every prospect you speak to has sales objections, or reasons they’re hesitant to buy your product. Why are sales objections unavoidable? I hate you.".

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Objections How To ROI Call-back 145

BrainShark

JUNE 28, 2023

Ever heard of the Ebbinghaus Forgetting Curve ? It “shows how information is lost over time when there is no attempt to retain it.” It “shows how information is lost over time when there is no attempt to retain it.” Without repetition and recitation sales training often goes in one ear and out the other.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Vengreso

MARCH 2, 2021

How can your sales reps stand out from the crowd and start building their sales pipeline ? How can they find, engage and connect with people who actually need the products or services they are selling? Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. Sales Prospecting Techniques.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Troops

NOVEMBER 6, 2018

We interviewed Tim Sanders , CEO of Deeper Media and author of several sales and business books, including Dealstorming: The Secret Weapon That Will Solve Your Toughest Sales Challenges to ask him more about closing big, complex deals. When you’re working a high-quality B2B deal, the biggest enemy to success is time. Team selling.

Lead Rank 106

Lead Rank Lead Scoring Sales Qualified Lead Decision Maker 106

LeadFuze

JANUARY 1, 2022

How Is Consultative Selling Defined? If you want to be successful in a consultant sales approach, you should focus on the outcomes your customers are achieving and how satisfied they are with their purchases. Ultimately the customer will steer themselves into making their best decision. Benefits of the consultative selling approach.

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Consultative Selling Examples Hiring Sales Qualified Lead 52

Marc Wayshak

FEBRUARY 11, 2022

That’s the experience most salespeople have when making cold calls. And yet, fewer and fewer salespeople are cold calling these days, which opens up a world of opportunity for those salespeople who learn to embrace the power of the cold call. Not pleasant…. But cold calling really can work. Check it out: 1. Know your prospect.

Cold Calling 86

Cold Calling How To Call-back Face-to-face 86