Understanding the Sales Force

JUNE 12, 2023

But that’s not my primary analogy for today’s article because a better, more profound analogy came from listening to music. Why is this important and what does this have to do with selling? Your prospects and customers use a similar process for choosing who to buy from.

Prospecting 156

Prospecting Vendor Proposal Sales Process 156

Sales 2.0

AUGUST 1, 2023

I believe we are at another inflection point in the evolution of professional selling. Ironically, this next wave of tech-powered selling may seem to some like a step backwards. So how do we get to this new era of AI-enabled personal selling? The articles below can start us off in the right direction. Are you authentic?

Scale 195

Scale Enterprise Enterprise Outbound 195

Zoominfo

JANUARY 21, 2019

Thus far, we’ve covered the most-read articles for sales professionals and recruiters. There will always be prospects who need B2B products or services. As such, it’s important to stay up-to-date on the latest lead generation trends, technological advances, and- as always- your customer base. That won’t change.

Marketing 164

Marketing B2B Lead Generation Social Media 164

Understanding the Sales Force

DECEMBER 11, 2012

I have read an awful lot of studies and articles over the last several years and while most of them have merit, some of them are either dead wrong, or have drawn incorrect conclusions. Harvard Business Review Article on Sales Leaves Me with Mixed Feelings. HBR Blog – Is Selling an Afterthought in Today’s Sales Model?

Study 173

Study Quota Software Software 173

Mr. Inside Sales

JULY 30, 2021

Note to my readers: Because of my heavy client load, I am reducing my blog articles to bi-weekly starting today. Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? Happy Selling!

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

Smooth Sale

DECEMBER 29, 2023

Photo by GDJ Pixabay Attract the Right Job Or Clientele: How to Simplify the Appointment Process for Prospective Clients Successful selling requires a meeting of the minds between the buyer and the seller. One of the aspects that’s a part of the customer journey is setting up appointments without complications.

Prospecting 91

Prospecting How To Hiring Influencer 91

Crunchbase

MAY 22, 2023

Sales prospecting is an integral part of the sales process. When done manually, it can be time-consuming and demand substantial effort — but automated sales prospecting can help. Automated sales prospecting tools, also known as sales automation software , streamline your workflow and allow you to spend more time selling.

Maximizer 98

Maximizer Prospecting Lead Rank Lead Scoring 98

Janek Performance Group

AUGUST 29, 2023

The truth about salespeople who are reluctant to prospect boils down to two things: First, they are reluctant to prospect because past attempts resulted in failure. Second, they don’t know what to say to prospects. Prospecting reluctance can be the silent killer of sales careers.

Prospecting 62

Prospecting Hiring Face-to-face Pipeline 62

SBI Growth

AUGUST 20, 2013

They use Social Selling tactics to share their insights. This article discusses how to use Twitter as a one-to-one selling tool. When combined with LinkedIn, Twitter is highly effective for modern prospecting. In SBI’s 7th annual research tour, Social Selling is specifically discussed. Share a link via LinkedIn.

Twitter 282

Twitter Prospecting How To Sales Qualified Lead 282

Hubspot Sales

MAY 17, 2023

The average buyer in this day and age is shrewd — naturally skeptical of salespeople and having certain standards reps have to measure up to. Fumbling Basic Information Calling your prospect by the wrong name or flubbing facts you should have confirmed via Google is always unacceptable. Let's dive in.

Prospecting 129

Prospecting How To Call-back Follow-up 129

No More Cold Calling

MAY 24, 2018

Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer. Most of these are table stakes today, but unless sales prospecting techniques and technology actually help you prospect and close deals, they’re more distractions than assets. It’s pretty simple, really.

Prospecting 196

Prospecting Social Media Trends Face-to-face 196

Crunchbase

APRIL 11, 2023

Prospecting is the process of researching and pursuing potential customers for your business. The most important part of prospecting isn’t simply finding names and emails — it’s the time and effort spent identifying potential customers and making sure that they’re actually a good fit. It’s also known as “cold outreach.”)

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

Prospecting is the process of researching and pursuing potential customers for your business. The most important part of prospecting isn’t simply finding names and emails — it’s the time and effort spent identifying potential customers and making sure that they’re actually a good fit. It’s also known as “cold outreach.”)

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

JULY 12, 2021

Staying up to date on prospect activity can help you determine if a prospect is able to make a purchase and identify the perfect time for outreach. The problem is, tracking prospects is no easy task. Prospect information is scattered across many different business and sales intelligence tools.

Prospecting 96

Prospecting How To Hiring SalesForce 96

Partners in Excellence

OCTOBER 30, 2020

It’s customers prospecting–looking for solutions to their problems. Don’t they know I don’t sell that stuff? But customers have an analog to what we do in prospecting. What if rather than just showing up, uninvited, in their inbox’s, we started showing up where they are showing up?

Outsourcing Services 106

Outsourcing Services Prospecting Customer Harvest 106

Steven Rosen

MARCH 12, 2024

Summary Video Article: Title: The Power of Face-to-Face Sales: Building Trust and Rapport Byline: By sales leadership and coaching experts Colleen Stanley and Steven Rosen Introduction​ In today’s digital age, where virtual meetings have become the norm, it can be challenging to encourage salespeople to embrace face-to-face conversations.

Face-to-face 296

Face-to-face Video Decision Maker Loyalty 296

No More Cold Calling

APRIL 16, 2020

It means pushing back when a client tells you what they want, and you know the consequences will be dire if you don’t speak up. The rest just want to sell you their products—the heck with caring about who you are. At least, that’s what many prospects have come to believe. How Your Prospects Choose Whom to Trust.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

The Sales Hunter

OCTOBER 18, 2014

We all have those prospects and customers who are tough to reach. A great tool I use is emailing the prospect a link to an article they may find of interest. I have used this technique successfully to open up dialogue with many people who otherwise hadn’t been responding to me.

Video 244

Video Prospecting Selling Skills Up-Sell 244

Vengreso

JANUARY 18, 2022

With digital selling taking over traditional sales methodologies, there has never been a more exciting time to be in sales. Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep. Buyer behavior and selling motion are in sync.

Tools 132

Tools Prospecting Top of Funnel Ideal Customer Profile 132

SBI Growth

JANUARY 23, 2014

You must come up with an effective fix. Your team needs to take more responsibility setting appointments with prospects. The number one way teams are doing this today is through Social Prospecting. These 5 Steps to Social Prospecting will help get the ball rolling. Manage the Large Pool of Prospects. Buyer Insight.

Forecasting 303

Forecasting Prospecting Top of Funnel Sales Qualified Lead 303

Mr. Inside Sales

DECEMBER 24, 2016

If you are a subscriber to my weekly ezine, then you know I publish a new article every week. That’s fifty-two new tips, scripts, strategies, and current techniques to help you succeed selling over the phone. Enjoy and Happy New Year! A common request I get is how to handle the initial resistance statement “We are all set.”

Cold Calling 120

Cold Calling Decision Maker Vendor Objections 120

BuzzBoard

JANUARY 31, 2024

For salespeople focused on selling digital marketing products and services to small, local, and mid-sized businesses, building an effective SMB prospecting list is of central importance. Knowing these terms sets the foundation for successful prospecting. Key Steps to Build an SMB Prospecting List 1.

Ideal Customer Profile 52

Ideal Customer Profile Prospecting Social Media How To 52

No More Cold Calling

MAY 28, 2020

That’s my favorite quote from David Meerman Scott’s insightful article, “ The 2020s: From the Lonely Chaos of Digital to an Era of Humanity.”. This was even the premise of my second book, Pick Up the Damn Phone!: That’s not how social selling works. Maybe, if you sell widgets. How People, Not Technology, Seal the Deal.

Social Media 391

Social Media Referrals Cold Calling Social Selling 391

Sales Hacker

JULY 8, 2022

When the prospect reconsiders their needs, you’re positioned to be the first choice. Bonus: At the end of this article I’ll cover how to automatically route prospects into your nurture sequence using triggers. Get more tips: How to Write Follow-Up Emails Buyers Can’t Wait to Share. Allow for longer gaps.

Prospecting 85

Prospecting How To Segment Ideal Customer Profile 85

No More Cold Calling

JUNE 28, 2018

Referrals and relationships were how to prospect. They know how to prospect, and they understand that people, not technology, are their competitive edge. Here’s a snippet: 4 Tips for Commodity Selling in a Competitive Market. My dad took the compliment and said that he picked it up at Great Harvest. Absolutely.

Prospecting 197

Prospecting Harvest How To Call-back 197

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. Similarly, many prospects are also non-believers in your product or service. Up until the moment of the shooting, Wallace believed that a bullet-proof vest would stop a bullet and save his life.

Sales Process 334

Sales Process Sales Methodology Decision Maker Pipeline 334

Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. So, what is the most effective way to sell a pencil?

Face-to-face 254

Face-to-face Gatekeeper How To Sales Qualified Lead 254

Partners in Excellence

SEPTEMBER 13, 2021

95% of our prospecting is just wasted time, so just stop it! “Dave, I’d like to tell you about our products… ” You follow those with phone calls, that’s much more time consuming, even if you have an intelligent dialing system that only connects you to the few people that pick up the phone.

Prospecting 98

Prospecting Ideal Customer Profile Hiring LinkedIn 98

Smooth Sale

MAY 25, 2022

Attract the Right Job Or Clientele: Improving Your Business Prospects One Step At A Time. Our collaborative blog provides insights for ‘Improving your business’ prospects one step at a time.’. Specifically, looking at how you can hope plus take action for improving your business’ prospects one step at a time. _.

Prospecting 139

Prospecting Hiring Licensing Research 139

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Understanding the Sales Force

MAY 30, 2013

Understanding the Sales Force by Dave Kurlan I have to question Geoffrey James for an article he recently posted on Inc. He opens the article by saying that for most companies " the ability to find potential customers is the difference between growth and bankruptcy." That makes the article all the more disappointing.

Prospecting 239

Prospecting Telemarketing Sales Qualified Lead Cold Calling 239

Sales Hacker

DECEMBER 28, 2018

Here’s a recap of the best sales articles from 2018 from Sales Hacker! The 18 best sales articles of 2018 from Sales Hacker. The Sales Hacker Deck On Sales Decks: Learn How To WOW Your Prospects And Convert! This article will help you build the most compelling sales deck possible. More on that later…). by Alli McKee.

Ideal Customer Profile 96

Ideal Customer Profile Top of Funnel Hiring B2B 96

Nutshell

JUNE 25, 2021

Newsflash: half of your prospects are a bad fit for the products and/or services you sell. Fortunately, there are ways to identify and eliminate bad-fit prospects from your pipeline before they drag you down. Fortunately, there are ways to identify and eliminate bad-fit prospects from your pipeline before they drag you down.

Prospecting 112

Prospecting Lead Rank Sales Qualified Lead Lead Scoring 112

Hubspot Sales

OCTOBER 3, 2021

LinkedIn is one of the most straightforward, accessible forums for effective sales prospecting. And what does it take to productively connect with prospects via LinkedIn? Here, we'll answer all of those questions and more with our list of five key tips you can leverage to take your LinkedIn prospecting efforts to the next level.

LinkedIn 116

LinkedIn Prospecting Ideal Customer Profile Remedy 116

Adaptive Business Services

JUNE 8, 2022

We will discuss these in future articles, but first …. Understand the new rules – Is selling harder today than it used to be? Set aside time each day to prospect – Not doing so is the most common reason behind the commission roller coaster. Seriously, dress according to your area norms and then kick it up a notch.

Prospecting 71

Prospecting Lead Rank Lead Scoring Face-to-face 71

Understanding the Sales Force

FEBRUARY 28, 2012

Understanding the Sales Force by Dave Kurlan Today's article has a collection of links to help you, your sales managers and your salespeople become more effective. A new book by Adon Rigg, Insightful Selling , launched today. See this important article for more on the truth about cold-calling.

Education 169

Education Cold Calling Sales Coaching Coaching 169

The Sales Hunter

APRIL 7, 2012

In recent blog postings, I have talked a lot about sales prospecting. I know that for many of you, your sales efforts require that you prospect and sell to professional buyers and purchasing departments. Below are 7 articles I’ve written that dig into the unique dynamics of working with buyers and purchasing departments.

Buyer 176

Buyer Discount Up-Sell Motivation 176