Shari Levitin

MAY 12, 2022

It’s easy to take the path of least resistance, let your nervousness get the best of you, lower the price, and cheapen your offer. Here are two stories that perfectly illustrate how having confidence in your offering and standing firm on your price can get prospects to see the true value of your offering and why it’s a fair deal.

Objections 117

Objections Examples Hiring Call-back 117

The Pipeline

JANUARY 28, 2020

We all know that words can hurt, and over time, do much more damage than sticks or stones. No matter how right and tight, your buyer persona is, how much of your drips they have downloaded, or any other factor. It’s usually a cheery overview of a solution and the vast numbers some clients have seen using your widget.

Cold Calling 344

Cold Calling Buyer Persona Decision Maker ACT 344

Smooth Sale

MARCH 22, 2024

How you handle tradition versus the new in business on all levels will affect your bottom line. With varying generations in your employ and working globally at home or in the office, it’s more essential than ever to ask for the individual’s preference for communication. How does all the above affect your bottom line?

Policies 88

Policies Influencer Hiring Lead Rank 88

The Pipeline

FEBRUARY 5, 2019

Not all objections are fatal, most, based on how we interpret and handle them, can usually add to the conversation and ultimately to converting the objecting prospect to a client. Know Your Objections. If they are unexpected, it is likely something we missed, be that an overlooked fact, or failing to involve all the right people.

Objections 232

Objections Buyer Hiring Call-back 232

The Pipeline

NOVEMBER 7, 2016

We have all heard the use of “buyers are liars”, or its popular cousin “sellers are liars”. That lie then forces them to lie about the necessity to prospect, after all they tell themselves and their manager, “Just look all the things I have going on in my pipeline.”. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Wireless 303

Wireless Face-to-face Pipeline Distribution 303

The Pipeline

NOVEMBER 10, 2016

When it comes to prospecting, especially phone prospecting, looking for need will kill your success. Or how they may help you get to somewhere you want to get to? Second, the interruption is all about a need they do not have or recognize. For most (honest) people it is the latter. So now we are down to message.

Objections 296

Objections Prospecting Cold Calling Account Based Marketing 296

The Pipeline

NOVEMBER 13, 2014

Recent headlines about AC/DC’s drummer brush with the law, got me thinking why would someone want to kill someone? Then I remembered that in sales we see this all the time, over and over, people are trying to kill cold calling. Step back you don’t wanna get any on your shoes). . Let’s Spin Some Stats!

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Grant Cardone

JANUARY 13, 2021

For the record, I am 62, 5’8”, killed my wiki page, my wife’s name is Elena, I have a lot of quotes, 21 best selling books and business programs and some $2b in real estate. . In the beginning I reached out to anyone who knew more than me, almost everyone, which resulted in me getting a lot of bad advice. .

Real Estate 132

Real Estate Account Enterprise Enterprise 132

No More Cold Calling

MAY 25, 2017

You’re hosting a dinner party at your home. On the night of the party, your first guest arrives with two friends. You let them walk into your home without saying as much as “hello.”. And considering account-based sales is all about relationships, perhaps a different approach is in order. By Tim Hughes.

Account 288

Account Social Media Social Selling Twitter 288

No More Cold Calling

MARCH 29, 2018

I’m pretty sure you don’t need me to remind you it’s the end of the quarter, but I’m doing it anyway. If you hope to meet quota by year-end, your most important task is quality lead generation, which requires a quality lead generation process. Qualified prospects are actually interested in your product or solution.

Lead Generation 199

Lead Generation Referrals Sales Qualified Lead Lead Rank 199

MTD Sales Training

DECEMBER 20, 2018

Did you reach, or even better, exceed your monthly targets? With only a few days until 2019, take some time to reflect on all your greatest achievements this year has bought you. I’d like to think that some of our posts have helped you reach your goals. 1) 10 Things To Ask Your Client At The First Meeting.

Cold Calling 120

Cold Calling Call-back Motivation Buyer 120

Grant Cardone

AUGUST 20, 2021

A lot of you have heard me say, “Let the rest do whatever, while you do whatever it takes.”. magnitude earthquake struck the southern part of Haiti on Saturday, killing 2000 people and injuring more than 12,000. All of this taking place with impending tropical storm systems threatening what remains. . A devastating 7.2

Apparel 87

Apparel Enterprise Enterprise Report 87

SalesLoft

MARCH 20, 2020

Or you’re used to coaching your team on the sales floor. Get the Help You Need. Here are a few tips for easier access, quicker response times, and helping others help you: Make it easier on the mentor. Here are a few tips for easier access, quicker response times, and helping others help you: Make it easier on the mentor.

Scale 131

Scale Gatekeeper Churn Quota 131

Partners in Excellence

MARCH 3, 2022

In survey after survey, we learn from customers: Sales people don’t understand me, my company, my industry. At the same time, they don’t understand their products or help me understand how it addresses my issues. They are only walking product brochures and don’t help me understand what the solution means to me.

Channels 68

Channels Survey Face-to-face Lead Rank 68

MTD Sales Training

JULY 5, 2017

Here are just five: Don’t Do Your Research. The fastest way to kill rapport and trust is to go into any meeting cold. Your questions or comments on your research can drive the conversation forward. Prescribe Your Answer Before Diagnosing Any Problems. Ask Questions That Your Competition Are Asking .

Face-to-face 120

Face-to-face Proposal Social Media Research 120

DiscoverOrg Sales

OCTOBER 31, 2017

Maybe it wasn’t anything at all. It’s your data. Eight years later there is something that is absolutely mind bending for me to realize: all – and I really mean all when I say that (with us as the exception) – sales and marketing data providers really suck. But this is no Halloween story. That’s scary.

Data 181

Data Marketing Vendor Sales Qualified Lead 181

The Pipeline

SEPTEMBER 28, 2017

I have had professional sales people tell me they give three choices, because they know that most will go for the middle tier. As a subject matter authority, you build the right to make a recommendation based on your expertise, experience, and support of the company. Inability To Choose.

Pipeline 198

Pipeline Revenue Buyer Up-Sell 198

Sales Hacker

DECEMBER 1, 2023

Take a peek behind the curtain with me on certain areas of insight into two companies that are excelling – let’s get into it. UserGems : Behind the curtains UserGems just had their best quarter in company history across GTM metrics – all revenue, logos, and brand metrics (organic growth, category creation, etc.).

Ideal Customer Profile 87

Ideal Customer Profile Company Top of Funnel Churn 87

SalesProInsider

AUGUST 16, 2023

Two words that stop your chance of collaboration and an open conversation. We reviewed that my role was to only join in if she signaled me. Yes, we knew that they were going to try to sell her a warranty, and all these other things, and before even taking a seat in the finance office, she said, “I definitely don’t want that.

Opportunity 65

Opportunity Objections Guarantee Loyalty 65

SBI Growth

JANUARY 4, 2014

After all, “A goal without a plan is just a wish.”1. I''m just going to let the universe surprise me.” Reaction alone is a poison that slowly kills sales leaders. Reaction alone is a poison that slowly kills sales leaders. Give me six hours to chop down a tree and I will spend the first four sharpening the axe.”.

Hiring 280

Hiring Face-to-face Energy Call-back 280

The Pipeline

NOVEMBER 5, 2019

It’s fascinating to me that companies and salespeople who work for companies who know they are commodities, don’t ever have this debate. It hasn’t Killed You Yet – Why? The business drives in the next column, and the impact once these objectives are achieved (with your help). By Tibor Shanto. Some Are Just Born That Way.

Wireless 240

Wireless SalesForce Fashion Call-back 240

Bernadette McClelland

MARCH 26, 2014

How EMPATHY can kill a sale! I had a client ask me about the importance of empathy last week, and before reeling off the standard answer, I gave it a little more thought and so would be keen to hear your views. EMPATHY 1…2…3…4…5…6…7…8…9…10 APATHY. Fence sitting. The secret.

Scale 299

Scale Influencer Objections Sales 299

SBI Growth

FEBRUARY 6, 2013

My phone tells me it is time to meet the CEO. Charlie” opens the door and invites me in. Charlie” opens the door and invites me in. All I ever hear about is the !@#$%^& number. My board asks me about it. The shareholders want me to give guidance on it. My sales force tells me they can’t make it.

Banking 288

Banking Software Software Competition 288

The Pipeline

OCTOBER 30, 2018

In another piece a couple of weeks later, I suggested that if half your team is not producing, you should fire that half , today you’ll find a few things you can do to be part of the group that stays and thrives. People tell me it takes up too much time, so does losing. Good News Bad News. By The Book. Time To Get Efficient.

Conference 242

Conference Channels Up-Sell Study 242

Sales Hacker

FEBRUARY 1, 2023

AI isn’t going to take your sales job. After you’ve asked ChatGPT to summarize your email, above, do this prompt: ChatGPT prompt: Please triple space the response above to make it more readable and remove any bullets. Don’t “educate” CXOs on their jobs or business Want to get your email deleted immediately? Jump to article.

Case Study 90

Case Study Study LinkedIn Education 90

Allego

SEPTEMBER 8, 2022

Of all the social media platforms, LinkedIn has proven to be the best for reaching and engaging with business professionals. Listed below in alphabetical order, these newsletters are packed with advice to help sales leaders manage their teams and improve their sellers’ performance. Putting HOW You Sell at the Core of Your Business.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

SBI Growth

JANUARY 3, 2013

As the CSO, you want to arm your reps with every tool to give them an advantage. The book, Conversations That Win the Complex Sale , captures why: “If a prospect still needs convincing about the impact of your solution, an ROI calculator won’t get them there ”. In fact, your sales reps would be better off without it.

ROI 319

ROI Sales Tools Tools Software 319

No More Cold Calling

DECEMBER 19, 2013

Now is the perfect time to follow up with your clients, prospects, and Referral Sources. They won’t all be winners, but you don’t know until you engage.” Now is the perfect time to touch base with everyone in your professional network. Offer helpful suggestions as they wrap up the year.

Follow-up 237

Follow-up Face-to-face Referrals Social Media 237

Showpad

AUGUST 18, 2020

Before we go into that, let me summarize what we’ve covered so far in this series for executives. You learned three critical success factors , enablement’s role when it comes to digital transformation , the role of change management and why you should lead this change process and how to scale your enablement efforts. I hear you.

Sales Enablement 127

Sales Enablement Outsourcing Services Ideal Customer Profile Hiring 127

DiscoverOrg Sales

SEPTEMBER 4, 2018

So how can you make sure your customer-to-be wins – and feels like they won – while winning business yourself? The line items you throw in may differ depending on your offering – but the price discount should always be last. If you’ve done your job well, the prospect knows they are a good fit.

Closing 286

Closing B2B Decision Maker Discount 286

The Sales Hunter

OCTOBER 26, 2012

What is the objective of lowering your price to try and get more sales? Here’s the question you have to ask: What is the objective of lowering your price? Sure, you may have moved inventory and you may have created cash-flow, but at what cost to you and your company? Those three things are a great way to kill a business.

Customer 237

Customer Discount Objections Motivation 237

Zoominfo

OCTOBER 27, 2021

But it’s not easy to shorten cycle times without compromising on the sales experience or overlooking your prospects’ needs. Relying on social proof and letting your biggest fans sell for you whenever possible is an effective way to translate positive customer experiences into glowing reviews. ’” 4.

Closing 100

Closing Lead Rank Lead Scoring Sales Qualified Lead 100

Anthony Iannarino

AUGUST 25, 2020

In sales, people inside your company are going to need things from you. While you must be a team player, it’s equally important that you spend your time on the very few tasks that allow you to create and win new business. The requests and constant communication are like death by a thousand cuts regarding your productivity.

Positioning 97

Positioning Cold Calling eBook Face-to-face 97

Smooth Sale

DECEMBER 31, 2022

Another email has me roiled due to my long-standing devotion to equality. An invitation to join a Zoom meeting with the exclusive word ‘Man’ made me wonder why I received the offer. The beauty of AI is that it suggests connecting with people who think similarly to me. We are about to enter 2023, and much change is coming.

Hiring 78

Hiring Networking Top of Funnel Media 78

Score More Sales

NOVEMBER 8, 2012

Never pick up the phone, and be guilty of two other bad email habits that happen every day, all over the business world. They agree to refer each other when possible and help each other grow their business. Call me, don’t just email me. Snail mail me. Why people do this is beyond me.

Customer 239

Customer Referrals Guarantee Outbound 239

Keith Rosen

APRIL 17, 2019

If the evolution of selling is coaching vs. closing customers, this also applies to how you manage and develop your team. Here’s how to break free of the most toxic of coaching tactics that kills team productivity and trust. As a result, the coaching stops and the prescriptive, directive me overshadows all coaching efforts.

Coaching 117

Coaching Sales Management Intent Report 117

Julie Hanson

DECEMBER 30, 2019

5 Fake Facts that are Killing your Sales Presentation: (this 2nd one is a proven deal killer…) Read here. 50 Ways to Blow a Great Presentation: (I see Numbers 14 & 17 all the time.) And if there are topics you’d like to see me dive into in 2020, please Reach out to me directly. Read here.

Objections 62

Objections Sales Training 62