Selling Energy

OCTOBER 6, 2023

How do you reframe efficiency so that the savings or benefits of a given project help your prospect satisfy some other goal or desire? If your prospect is family-oriented, it’s likely that they value leisure time and want to maximize the hours that they have away from work – hours that can be spent enjoying time with their family.

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Benefit Maximizer Prospecting Marketing 73

Marc Wayshak

MARCH 13, 2024

One aspect that consistently sets top performers apart from others is their ability to ask quick questions that motivate prospects to open up. The data indicates that the more a salesperson can prompt a prospect to talk , the more likely they are to close the sale successfully. Check it out. Quick Opening Play.

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Prospecting Face-to-face eBook Motivation 114

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Steven Rosen

MARCH 12, 2024

Hosts Colleen Stanley and Steven Rosen discuss the importance of face-to-face conversations in sales and how sales leaders can encourage their teams to embrace in-person interactions. Face-to-face meetings offer unique benefits, such as building rapport, establishing trust, and reading the room.

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Face-to-face Video Decision Maker Loyalty 296

Selling Energy

JANUARY 24, 2023

I have often used the “ three buckets of energy benefits ” analogy to explain what a prospect can get out of an efficiency upgrade. Today, I’d like to concentrate on pitching one of those buckets in particular: non-financial benefits.

Benefit 88

Benefit Energy Prospecting Marketing 88

The Sales Heretic

JANUARY 28, 2020

When I conduct sales training seminars, I typically give audiences 20 to 40 questions to ask their [.]. If you’re a regular reader of this blog (and if you’re not, you can be—just click one of the “Subscribe” links to the right, wink, wink, nudge, nudge), you know that I’m a big fan of asking questions.

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Benefit Training Networking Objections 288

Alice Heiman

APRIL 11, 2023

Is your sales team struggling to have conversations with the right buyers? Better prospecting is the most direct path to increase sales conversations. Wendy Weiss takes us through the four steps to improve your sales team’s ability to schedule sales calls. Watch the podcast below or on our YouTube channel.

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Lead Rank Sales Qualified Lead Conversion Prospecting 125

SalesProInsider

FEBRUARY 2, 2022

That’s what we’re going to explore in this installment of the Creating Your Roadmap for Sales Success series: The Surprising Hidden Benefits that come along with having a well-defined sales process in place. As a quick recap, in the first article in this series, I shared what a sales process is and why you should have one.

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Benefit Hiring Sales Qualified Lead Proposal 126

Zoominfo

NOVEMBER 30, 2020

While the idea of getting a text from a sales professional may seem a little out of the ordinary. Yet, in the current remote working universe, sales reps are turning to text more than ever before. . And as it turns out, there are some very real benefits to using text as part of your prospecting strategy.

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Prospecting Face-to-face Cold Calling Benefit 195

The Pipeline

APRIL 23, 2019

No, I am not going to talk about green selling or climate change, not even sales change. Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events. Starting right in prospecting, of course, means putting the buyer at the centre of every action. By Tibor Shanto. Let’s Start Right.

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Prospecting Transportation Retail Exact 260

Zoominfo

APRIL 29, 2022

While the idea of getting a text from a sales professional may seem a little out of the ordinary, the rise of remote and hybrid work means sales reps are turning to text messaging more than ever. And, as it turns out, there are some very real benefits to using text as part of your prospecting strategy.

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Prospecting Face-to-face Benefit Sales 130

Zoominfo

FEBRUARY 17, 2021

Want prospects to respond with lightning speed? It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? The triple touch is a tactic that salespeople use to engage prospects. Here’s the thing, if you’re in sales, you know that getting B2B prospects’ attention is tough.

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Prospecting Top of Funnel Decision Maker Sales Qualified Lead 237

MTD Sales Training

APRIL 2, 2019

What is a CRM system and what are the benefits of having one? CRM stands for Customer Relationship Management, and it’s essential that when you are selling your promises of a better future to your prospects, you are able to keep manageable records for those sales. What about some other benefits of a CRM system for you?

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Benefit CRM System Loyalty 185

Selling Energy

JULY 6, 2021

If you look at the full picture through the lens of business acumen, you’ll see how effective it can be to discuss the potential P&L benefits of your efficiency project with your prospects. Energy efficiency can affect many line items on a business’ Income Statement (also known as the “Profit and Loss Statement” or “P&L”).

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Benefit Prospecting Energy Sales 74

Engage Selling

NOVEMBER 26, 2021

As a sales coach and trainer, I talk a lot about why you must make value-based selling the focus of your work. Your ability to master this skill determines whether you’ll consistently be successful in today’s marketplace—yes, that much is … Read More » The post Intangible Benefits Aren’t first appeared on The Sales Leader.

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Benefit Sales Coaching Coaching Retention 121

Engage Selling

AUGUST 12, 2022

Are you converting intangible benefits into tangible ROI? The post Intangible Benefits Aren’t first appeared on Colleen Francis - The Sales Leader.

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Benefit ROI Retention Sales 92

Zoominfo

FEBRUARY 26, 2021

Sales automation tools streamline repetitive tasks so you can focus on selling. What is Sales Automation? Today’s Sales professions spend just 34% of their time selling. With that shocking statistic, let’s review the benefits of sales automation. The Rise of Sales Automation. Salesforce.

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Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

Apptivo

DECEMBER 21, 2022

Best sales automation examples. How does Sales automation help the sales team to boost sales? Creating efficient sales and marketing workflows eliminates the need for repetitive tasks. Best sales automation examples. How does Sales automation help the sales team to boost sales?

Benefit 98

Benefit Marketing Lead Rank Lead Scoring 98

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. What is automated sales prospecting?

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Maximizer Prospecting Lead Rank Lead Scoring 98

Hubspot Sales

JUNE 15, 2023

As with all fields, AI is transforming sales. Top Ways B2B Sales Teams Are Using AI/automation Tips for Building a B2B Sales AI Strategy The Future of AI in B2B Sales How do B2B salespeople feel about AI? A majority of B2B sales pros say AI/automation is important to their role and has impacted how they plan to sell.

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B2B Benefit Data Lead Rank 103

MTD Sales Training

OCTOBER 9, 2017

Features and benefits – as sales people you must master these with regards to your products and services. How many times have you been told in training courses that people don’t buy features, they only buy benefits? And remember, why should they convert the feature to a benefit? However…do you just stop at the benefit?

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Benefit Training Course Prospecting 120

SalesProInsider

NOVEMBER 30, 2023

Two words that no prospective client is going to say. The Dangers of Depersonalization in Sales Conversations What do I mean? Depersonalized” sales conversation and explanations of what you do, and how you do it, stop the prospect from connecting with you and the solution. “Let’s get personal.”

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Conversion Prospecting Compensation Examples 126

The Pipeline

JULY 16, 2019

For sales, that common purpose something other than an “enemy.” The common goal in sales is winning your prospect’s prospect. Again, this makes the people your prospect is trying to win, your responsibility as well. Our prospects’ buyer’s objectives and requirements are the common and crucial factor.

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Prospecting Trade Show Objections Buyer 284

Hubspot Sales

MARCH 3, 2022

Sales and marketing automation tools obviously suit sales and marketing teams, respectively — but that doesn't mean that the utility of those kinds of resources is siloed by department. The value of sales and marketing automation rests on your resources' ability to provide mutually beneficial intel between departments.

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Benefit Lead Rank Lead Scoring Top of Funnel 88

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Here it is: Prospects aren't always easy to deal with. 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1. Want more content like this? Subscribe to our newsletter! You're welcome.

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Prospecting Cancellation How To Revelation 98

Steven Rosen

APRIL 14, 2024

Hiring sales superstars is critical to building a high-performance sales team. These tools are designed to assess and predict, providing a scientific basis for forecasting a sales candidate’s success. They help identify cultural fit, manage different sales approaches, and offer developmental feedback.

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Hiring Forecasting Exercises Retention 156

Hubspot Sales

SEPTEMBER 29, 2023

Every winning sales team has an excellent coach guiding them. This is no different in sales. The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support. Pricing: Essential, Plus, and Ultimate tiers are offered.

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Sales Coaching Software Software Coaching 85

Zoominfo

NOVEMBER 1, 2022

Smarter Prospecting in Less Time For experienced sales professionals, using ZoomInfo for the first time often feels like discovering a secret; after spending years going door-to-door, suddenly having a world of information at your fingertips can be an invigorating experience. Meeting people face-to-face was a valuable experience.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Janek Performance Group

FEBRUARY 7, 2022

Prospecting, seeking new opportunities and clients, is an integral part of sales. However, when it comes to prospecting, many salespeople experience fear. A driver of performance anxiety, it can lead to sales slumps, missed quota, and restricted pipelines. Always think of prospecting from the prospect’s point of view.

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Prospecting Cold Calling Call-back Lead Rank 118

Selling Energy

JANUARY 24, 2023

I have often used the “ three buckets of energy benefits ” analogy to explain what a prospect can get out of an efficiency upgrade. Today, I’d like to concentrate on pitching one of those buckets in particular: non-financial benefits.

Benefit 52

Benefit Energy Prospecting Marketing 52

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? Engage with your prospects.

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Tools Ideal Customer Profile Prospecting Intent Data 103

Selling Energy

JUNE 3, 2022

While closing a sale is a great way to put yourself in the right mindset for selling, you don’t need to wait for success to experience the benefits of a positive mindset. Before you approach a prospect or client, rid your mind of any negative thoughts. Is the weather terrible? Was the commute excruciating?

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Positioning Benefit Meeting Closing 83

Zoominfo

SEPTEMBER 3, 2020

As a B2B marketer or sales professional you have a number of things battling for your attention at any given moment. So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? What are the Benefits of Email Automation? How Do You Set up Email Automation? Technical Steps.

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Prospecting Scale Lead Nurturing Campaigns 262

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. And poorly managed prospecting lists will result in seller fatigue. B2B sales prospecting in a nutshell.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

The Sales Hunter

JULY 1, 2019

Prospecting does not have to be painful nor does it have to be as hard as you think. Sales and prospecting is not a slimy or ugly activity like some people describe it. I count prospecting and sales as an honor. When you prospect with integrity, you’ll gain customers who have integrity.

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Prospecting Top of Funnel Exercises Funnel 210

Nutshell

MARCH 8, 2023

Enter customer relationship management (CRM) software, a type of platform that can help you nurture your relationships with prospects and improve their experience with your business. Table of Contents Want to know the other benefits of CRMs for construction firms and builders? Keep reading to learn more.

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Construction Benefit Lead Rank Lead Scoring 62