The Digital Sales Institute

APRIL 4, 2018

Cold calling techniques should continue to be a valued sales skill and be included in any sales training program. Cold calling has evolved from a standalone blunt prospecting activity into a tactic that when combined with social selling and data is a powerful customer recruitment method.

Cold Calling 49

Cold Calling Social Selling Proposal Ideal Customer Profile 49

The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. How “Social Media” Can Be Part of Your Prospecting Strategy. Related posts: Why “Social Media” Sucks for Prospecting. It’s Time To Kill Social Media. cold calling.

Social Media 189

Social Media Media Strategy Prospecting 189

Jeffrey Gitomer

AUGUST 23, 2011

To Become A Master Salesperson, Master NON Selling Skills. Tweet Share Everyone talks about “how to sell” Not me. “Easy for you, but I’m cold calling, I’m fighting competition, I’m in a tough market, you don’t understand.” What is selling about? Hire Jeffrey.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

The Sales Hunter

DECEMBER 5, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Cold Calling: Brother, Can You Spare a Sale? Harness The Trigger Events That Turn Prospects Into Customers. Related posts: Cold Calling: The Spam of the Sales World. cold calling.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161

The Sales Hunter

JANUARY 12, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Why “Social Media” Sucks for Prospecting. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. Client List.

Social Media 157

Social Media Media Motivation Prospecting 157

Gong.io

DECEMBER 7, 2022

The only way your sales reps can meet their quotas and close deals is if they have enough prospects in their pipeline. So how can you prospect more effectively? How can you ensure that you’re targeting and focusing on the right prospects? With a proven sales prospecting process. What is sales prospecting?

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Prospecting Lead Scoring 62

The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Selling Skills or Selling Process? A person with strong selling skills. Strong selling skills certainly are a beginning. I refer to these as selling skills, not a sales process.

Selling Skills 186

Selling Skills Ideal Customer Profile Negotiation Facebook 186

Jeffrey Gitomer

OCTOBER 19, 2011

Ways To Win Prospects And Contacts At A Networking Event. It remains an enigma to me that more salespeople don’t use it to replace the cold call (which ain’t no fun). ways to win prospects and contacts at a networking event: 1. The paradox is that at a networking event everyone wants to sell.

Networking 314

Networking Hiring Prospecting Social Media 314

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 7 Sales Prospecting Ideas That Work. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. You heard me — give away prospects. cold calling.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Voicemail as a Prospecting Strategy? Cold-calling has never been more difficult. This has lead a lot of people to say cold-calling is dead — to which many salespeople say, “Good!

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

No More Cold Calling

NOVEMBER 29, 2016

Here’s what you might have missed from No More Cold Calling this month. Then ramp up your prospecting activity by asking for referrals from those happy customers, and you’ll be well on your way to building a strong pipeline for Q1. Building professional skills takes practice—deliberate practice.

Referrals 120

Referrals Cold Calling Lead Generation Social Media 120

No More Cold Calling

JANUARY 11, 2018

When they’re asking for referrals, they should never ask on social media or in any other digital format. In my book “High-Profit Prospecting,” I go deep into the subject of how our own mind and attitude drive not only the results we achieve in prospecting, but also what we achieve in sales overall. . I’m not a robot.

Account 204

Account Competition Cost per Acquisition Referrals 204

The Sales Hunter

DECEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. It’s Time To Kill Social Media. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. Client List. Testimonials.

Social Media 152

Social Media Media Motivation Hiring 152

Klozers

JUNE 10, 2014

Cold Calling is dead and as a Sales Trainer who teaches  or used to teach Cold Calling – I dont make that statement lightly. Times change, people change and because of that I firmly believe that Cold Calling no longer has a part to play in modern business. attempts to reach a prospect.

Cold Calling 48

Cold Calling Sales Qualified Lead Call-back Case Study 48

Vengreso

JUNE 12, 2023

Prospects do not want to be sold to. Instead of reading like a resume (which does nothing to earn the trust of prospects because it appears as though sellers are seeking new opportunities), a branded LinkedIn profile should include buyer-centric messaging that reveals who they help, how they help, and who they’ve helped in the past.

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

The Sales Hunter

NOVEMBER 26, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Why You Should Prospect During the Holidays. Yes, you can do sales prospecting during the holidays. Step one when prospecting is to tap into your referral list. Client List. Testimonials. FREE Resources.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

Jeffrey Gitomer

DECEMBER 16, 2011

Tweet Share We are in the year 2011 and it’s amazing to me that people are still cold calling, leaving voicemails, asking for appointments, and, in general, trying to pull out their Felix the Cat tricks that were dead and gone the moment the Internet reached awareness. (No How do I make a better cold call?

Hiring 194

Hiring Cold Calling Closing Social Media 194

The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 6 Great Sales Questions to Ask Prospects. What are some great sales questions to ask prospects? I think the great questions are the ones that determine if the prospect is even a valid prospect.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

No More Cold Calling

JUNE 22, 2018

My outreach would have been just like cold calling. In this LinkedIn Learning course, you’ll discover: Why referrals work where other prospecting methods fail. How a referral guarantees a one-call meeting. Specific tactics to use social media to get introductions. appeared first on No More Cold Calling.

Referrals 97

Referrals Closing Cold Calling Lead Generation 97

The Sales Hunter

JANUARY 6, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. January is “Prospecting for Sales Month” Jan 06, 2012. I bet you didn’t know January is “Prospecting for Sales Month.” No, this means actively calling on prospects.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

DECEMBER 30, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 4 Easy Steps to Better Prospecting. Do you want 4 easy steps for prospecting that yields the kind of results that you don’t just want, but you need? Identify the prospect. Make the call.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 5 Secrets to Get Better Prospecting Leads. There are 5 secrets used by top-performing salespeople to get better prospecting leads. The reason these are great prospects is simple. Client List. Testimonials.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

Pipeliner

MAY 4, 2022

If you have worked in sales for any length of time, you have probably dealt with the highs and lows of cold calling. From door-to-door sales to cold calls, there have been many ways sales professionals have tried to reach new customers over the years. What is Social Selling? Social media influences sales.

Social Selling 52

Social Selling B2B Lead Rank Lead Scoring 52

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 4 Things to Do Right Now to Get Better Sales Prospects. We all need better sales prospects. Rarely do I run into a salesperson who is not looking for more sales prospects. Have them call you.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

No More Cold Calling

OCTOBER 29, 2013

It’s the only strategy that converts prospects into clients more than 50 percent of the time. It’s called referral selling. Would you prefer to do business with: Someone who reached out to you via a cold call, or. When has a referral been your key to meeting with a prospect you otherwise couldn’t get on the phone?

Referrals 159

Referrals Decision Maker Social Media Banking 159

Adaptive Business Services

FEBRUARY 10, 2021

Recently Dave published a couple of articles on prospecting where he shared that, when sales are low, the answer that most sales managers have is … “We need to fill the pipelines! We need to prospect more!”. I made thirty cold calls, I would get five demos. No social media. Even then I knew that if …. Why not ten?

Telemarketing 77

Telemarketing Social Media Cold Calling Call-back 77

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. This equips them with vital skills to engage with prospects on their preferred social media platforms, building meaningful relationships that lead to increased revenue. What is Social Selling?

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

Pipeliner

DECEMBER 31, 2017

Relied on social media and email to communicate with prospects. Lacked requisite selling skills to engage in a value conversation. Learn more in this month’s blog posts from No More Cold Calling: Is Failure an Option for Your Account Based Selling Teams? . Well, that was a splash of cold water.

Referrals 75

Referrals Sales Qualified Lead Cold Calling Social Media 75

The Digital Sales Institute

FEBRUARY 9, 2018

Taking a sales skills course is the most purposeful route in enhancing a wide range of selling skills including cold calling, telephone sales, business development, closing, social selling, sales prospecting and sales presentations amongst others. Is credible and can add value to a prospect’s life.

Course 56

Course Selling Skills Social Selling Decision Maker 56

The Sales Hunter

NOVEMBER 25, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. You spend far more time preparing than you actually do selling or playing a game. You can’t do your job without knowing something about your prospect or a scouting report. cold calling. prospecting.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

NOVEMBER 17, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Professional Selling Skills: Sales Motivation Survey Results. cold calling. high profit selling. prospecting. selling a price increase. selling skills. cold calling.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Related posts: 5 Secrets to Get Better Prospecting Leads. Prospecting for Clients: Getting Referrals. Why You Should Prospect During the Holidays. Cold Calling: The Spam of the Sales World.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. Preparation.

Sales Process 140

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 140

The Sales Hunter

MARCH 1, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. The Best Way to Improve Your Negotiation Skills. If you want to know the best way to improve your negotiation skills, then invest more time in improving your selling skills. cold calling.

Negotiation 170

Negotiation Motivation Ideal Customer Profile Hiring 170

The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. cold calling. high profit selling. prospecting. selling a price increase. selling skills. cold calling. high profit selling. prospecting. Client List.

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Have a dedicated time set aside either daily or weekly to do your prospecting. Too many salespeople find themselves spending far too much doing everything else but prospecting. cold calling.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. This includes any type of talk radio or other media outlets that are negative in nature. cold calling. high profit selling. prospecting. selling a price increase. selling skills.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211