Sales and Marketing Management

JUNE 25, 2018

Get a standing desk and pound out 50 triples; call me in the morning. Study your prospects and then call them to tell them something that would add value if they were a colleague, neighbor or friend that you actually wanted to help do better financially. Bank on it! How do you get your MOJO back day in day out?

B2B 319

B2B Banking Conference Decision Maker 319

The Pipeline

APRIL 2, 2019

I will be honest with you; I use voicemail to triage calls, protect my time and sanity. However, I do throughout the day listen to messages and get back with those that make sense to me or that caught my curiosity, based on my current goals or sensitivities. I want them to have my number because it makes it easy to call back.

Face-to-face 300

Face-to-face Call-back Case Study Banking 300

Sales and Marketing Management

AUGUST 13, 2020

I recently facilitated a management call in which ideas to solve a problem started to flow. You will carry this practice forward once you start getting back to business more fully. Picture an old-fashion piggy bank with the round pink belly and coin slot on top. Let’s call it our leadership trust bank.

Banking 177

Banking Top of Funnel Face-to-face Fashion 177

Sales 2.0

SEPTEMBER 15, 2018

I wanted to become a rock star sales dude and I was mentored by my boss that the trick was to call CIOs (Chief Information Officers) early in the morning. My value proposition at that point had evolved from “we have some cool technology talent” to we “we have some cool technology talent and work with banks like yours”.

Gatekeeper 236

Gatekeeper Call-back Referrals Banking 236

Sales 2.0

OCTOBER 6, 2018

Back in the day when I was selling technology to banks I used my social selling approaches to get a meeting with a super-senior executive in a super-large bank (you know it, but I can’t tell you which one on a blog post.). What actually happened when I called though is a I spoke to his assistant. He had to move there.

How To 150

How To Banking Gatekeeper Call-back 150

Sales 2.0

OCTOBER 6, 2018

Back in the day when I was selling technology to banks I used my social selling approaches to get a meeting with a super-senior executive in a super-large bank (you know it, but I can’t tell you which one on a blog post.). What actually happened when I called though is a I spoke to his assistant. He had to move there.

How To 150

How To Banking Gatekeeper Call-back 150

Hubspot Sales

NOVEMBER 27, 2023

They've fallen on hard times professionally and bounced back. No matter the depth of your experience or the extent of your sales acumen, you can’t bank on things going smoothly at all times. I want to see a candidate who isn‘t going to wait a day to call back a client who says they’re interested in partnering.

Hiring 94

Hiring Meeting Leads Marketing Qualified Lead 94

Pipeliner

APRIL 8, 2024

Despite making a profit, the cash in the bank might not reflect your success. The pair underscored the hidden costs of interruptions and the time it takes to get back on track, which can severely dent our efficiency. As a small business owner, it might feel like there’s never enough time.

Small Business 52

Small Business Small Business Opportunity Hiring 52

SBI Growth

JANUARY 21, 2014

It is the political bank account inside a company that gets things done. This political capital bank account can be as important as making your number. Let’s call it ‘PC’ for short): How do I get PC? When used correctly, the PC bank account will take a hit. having your boss’s back). We all have it. Many have less.

Hiring 266

Hiring Banking Call-back Loyalty 266

Partners in Excellence

APRIL 5, 2024

The chosen careers were investment banking, accountancy or consultancy and I joined Andersen Consulting in 1989. That turned out to be a success (I was responsible for the second tier markets at the time which in aggregate was a fairly large region) and I have not looked back.

PeopleSoft 106

PeopleSoft Software Software Course 106

SBI Growth

NOVEMBER 26, 2012

In 2012 our consultants attended 438 live sales calls. Two weeks ago, we participated in the worst sales call of the year. The goal of the call was to grow the account by expanding the use of the software. As we approach the location of the call Erick told us the account: Was a bank. He hired our firm.

Real Estate 323

Real Estate Hiring Banking Ideal Customer Profile 323

Sales 2.0

SEPTEMBER 15, 2018

I wanted to become a rock star sales dude and I was mentored by my boss that the trick was to call CIOs (Chief Information Officers) early in the morning. My value proposition at that point had evolved from “we have some cool technology talent” to we “we have some cool technology talent and work with banks like yours”.

Gatekeeper 150

Gatekeeper Call-back Referrals Banking 150

No More Cold Calling

JANUARY 16, 2020

When I worked for a banking consulting firm, many clients told us that they didn’t need our credit training, as they were hiring experienced lenders. Within six months they came back to us, because they realized that every bank has a different way of doing a deal, spreading a cash flow statement, and assessing risk.

Referrals 328

Referrals Sales Management Hiring Scale 328

The Pipeline

JUNE 3, 2013

If you are a regular at this blog, you know that I am big proponent and supporter of cold calling. I think clod calling is a necessary part of a multipronged approach for engaging with potential buyers you have not have not spoken to before, or have a means of generating a referral to. by Tibor Shanto – tibor.shanto@sellbetter.ca.

Cold Calling 267

Cold Calling Social Media Face-to-face Banking 267

Partners in Excellence

MARCH 22, 2024

I learned he is a surfer and that he was hitting the waves just about 30 miles north of where I was trying to hit the waves… Wish I had known back then, we could have had some great conversations waiting for the right wave. I went back for an MBA to get away from sales. I called industry experts and interviewed them.

Call-back 77

Call-back Construction Up-Sell Research 77

criteria for success

OCTOBER 28, 2021

That's why I say ‘old school' like email, phone call, scouring through Linkedin networks. I can't stand having to push them to make more calls and reach out to more prospects.' And what I get back is, ‘We don't have time for that. C: “The 3rd area is about the companies that you're calling on.

Hiring 98

Hiring Banking Call-back Trends 98

The Spiff Blog

DECEMBER 7, 2023

When the Income Tax Hits We all know the feeling of closing a big deal and waiting for that next big commission check to hit our bank account only to realize it’s a lot smaller than expected. Cold Call Preparation We always preach optimism– but when it comes to cold calling, sometimes it helps to prepare for the worst.

Commission 80

Commission Banking Cold Calling Scale 80

Seismic - Sales Effectiveness

JANUARY 7, 2020

I started my career working as a commercial banking relationship manager back in the 1990s. When you initiate a new banking relationship, you court the prospect, making contact with them on a frequent basis. You celebrate when they move their banking relationship to you. But what happens next?

Ideal Customer Profile 73

Ideal Customer Profile Industry Banking Webinar Metrics 73

Sales and Marketing Management

MARCH 23, 2020

I recently interviewed executives from tech, banking, real estate and other industries about their experiences with salespeople. One executive said, “Sometimes it feels as if people are trying to make a sales call for the sake of logging some activity. Covey, includes insights by his son, Sean Covey, at the back of every chapter.

Real Estate 320

Real Estate Webinar Metrics Intent Face-to-face 320

BuzzBoard

JANUARY 20, 2023

Robust job growth in the second half of 2022, which accelerated in July, managed to lift employment back to pre-pandemic levels by refuting all predictions of a slowdown. In a recent podcast interview, Diane shared her observations on the numbers, which she calls “extraordinary”. All while inflation reached a 40-year peak!!

Small Business 52

Small Business Small Business Banking Analysis 52

Pipeliner

DECEMBER 18, 2023

For example, the company may want data to flow from its ERP to its CRM, but it doesn’t want it to flow back from the CRM to the ERP. If the user mistakenly enters 1,500 but only needs 15, and that data can be written back to ERP, it could cause havoc for other salespeople and customers.

Pipeline 93

Pipeline CRM Airlines Data 93

Grant Cardone

OCTOBER 2, 2019

A passport isn’t valuable while it sits in a bag or the safe or in your back pocket. Money is not valuable in the bank just sitting and waiting for your retirement. The truth is you can’t produce money when it’s in the bank. You don’t always need to use the toilet but when you need it….

Banking 101

Banking Conference Call-back Networking 101

Pipeliner

FEBRUARY 15, 2023

We will cover how can you turn Cold online outreach into offline conversations and bring the human element back into it. The Presentation on Cold Outreach at NatWest Bank The presentation at NatWest Bank in the UK was a great opportunity to discuss the topic of Cold Outreach with a group of entrepreneurs.

Conversion 52

Conversion Video Banking How To 52

Hubspot Sales

AUGUST 24, 2018

It’s a web-based software, and information is automatically backed up in the cloud. Wave allows you to manage accounts receivable, generate financial statements, and connect an unlimited amount of credit cards and bank accounts. ZipBooks is a web-based software offering a free plan called ZipBooks Starter. One downside of Wave?

Software 107

Software Software Account Banking 107

Sales Hacker

MARCH 7, 2022

Back in the day, the majority of Frank’s students wanted to go into investment banking and consulting. Students now apologize if they want to go work for an investment bank or consulting firm. And when they do interact with sellers they have high expectations for personalized and insightful experiences.

Banking 83

Banking Face-to-face Revenue Territories 83

Steven Rosen

OCTOBER 27, 2015

You’ll learn the secrets and techniques that top earners leverage to keep their pipeline and bank account full including: Why the 30-Day Rule is critical for avoiding debilitating sales slumps. The 5 C’s of Social Selling and how to use them to get prospects to start calling you. The real secret to skipping past gatekeepers.

Gatekeeper 120

Gatekeeper Social Media Banking Call-back 120

Hubspot Sales

JUNE 26, 2023

While salespeople can use AI to aid their efforts, they shouldn’t bank on using it to dictate them. Actions like reviewing calls from your AI-backed conversation intelligence software or leveraging AI to log data that can inform more accurate forecasting can allow for both improved personal efficiency and broader team cohesion.

Banking 78

Banking Influencer Forecasting Resources 78

Understanding the Sales Force

FEBRUARY 27, 2013

Here in New England, we get perhaps one day each year when we are fortunate enough to see how beautiful the world can appear when it is covered with freshly fallen snow against a back-drop of sun and blue sky. Isn't that a lot like the sales calls your salespeople are conducting? That was the case earlier this week.

Decision Maker 212

Decision Maker Vendor Banking Call-back 212

Adaptive Business Services

AUGUST 18, 2021

Conversely, and I am going to call these people out by name, Roku and Xvive will not be seeing anymore of my dollars. I remember the first deal that I did with a state bank that was wanting to expand rapidly. They now knew that we backed what we sold and even what we did not! The transmitter still works. Lemons became lemonade.

Opportunity 71

Opportunity Transportation Policies Banking 71

Mr. Inside Sales

DECEMBER 4, 2017

I call it: “Get into Gratitude.”. Going on a vacation or just coming back from one. Having money in the bank today. Just try and think back to something you were worried about last year, or five years ago. Not feeling it this year yet? This is a sure way to get into the holiday mood in just ten minutes!

How To 130

How To Sports Banking Call-back 130

Smooth Sale

OCTOBER 14, 2022

Targeted employees, for instance, may receive emails claiming to be from their bank, social media network, or recognized website. This attack is typical and often directs you to a site that looks like your bank or other official sites requesting your login credentials. Are Excuses Holding You Back? Make the Time for Essentials.

Networking 78

Networking How To Hiring Banking 78

Allego

DECEMBER 15, 2020

. “According to Wikipedia, that’s one more country than McDonald’s,” noted Hiett, who added: “We are proud to count 90 of the world’s largest 100 banks amongst our client base.” This isn’t a temporary disruption that will eventually pass and allow everyone to get “back to normal.”

Training 83

Training Banking Face-to-face Networking 83

Hubspot Sales

NOVEMBER 9, 2021

Something called revenue performance management (RPM) can provide the basis for that kind of progress — so no matter where your sales and marketing efforts stand, it's worth taking some time to learn about the concept. You need to back your efforts with solid marketing and sales technology. The Value of Revenue Performance Management.

Revenue 96

Revenue Lead Rank Marketing Qualified Lead Banking 96

MTD Sales Training

JANUARY 10, 2017

Do you make cold calls to generate leads? I actually put this down to the way that cold calls are perceived by the person making the call and the fear of failure. I bet the type of calls that you make either have a positive outcome i.e I’ll just back track for a second. Cold call recipients are more like suspects!

Cold Calling 120

Cold Calling How To Call-back Banking 120

Hubspot Sales

AUGUST 18, 2020

There are several categories of sales AI resources, but for the sake of this piece, we're going to focus on four of the most prominent, typically affordable types of platforms: Conversational Intelligence — resources that record, transcribe, and analyze phone calls. Perhaps the most prominent platform with these capabilities is Gong.

Sales Process 106

Sales Process Account Based Marketing Top of Funnel Scale 106

LeadFuze

DECEMBER 1, 2021

After 10 years in sales, I stepped back and became a peer with Octiv. A company in the Financial Services or Banking industry. I recently had an inspiring conversation with Stephanie Woodall about how every relationship is important and that customers who buy from you once are likely to come back again. Who use Hubspot.

Banking 52

Banking Hubspot Call-back Negotiation 52

Hubspot Sales

MAY 18, 2021

Conversational intelligence tools — programs that use artificial intelligence to automatically record, transcribe, and analyze hours of sales calls — are becoming a staple of a growing number of sales organizations' tech stacks. Most of these programs offer call recordings and accurate transcripts.

Conversion 102

Conversion Sales Management Scale Call-back 102