No More Cold Calling

JUNE 13, 2013

If I had a dollar for every time someone asked me that question, I would be rich. There are typically questions you can monetize against a minimum number of something to determine if the prospect is worth pursuing. You probably have similar questions. Next, you dive deeper into your pain-discovery questions, right?

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

Rob Jolles

DECEMBER 1, 2022

Asking your audience a question that requires a factual response is the meal; asking your audience a question that involves a case-study, or a comparison, contributes to the sauce. It was in one of these shows where I got a wonderful lesson in cooking, along with a timely reminder about presenting.

Energy 98

Energy Case Study Call-back Comparison 98

Zoominfo

APRIL 24, 2020

Good question: Prospects are identified via a company’s IP address. Health and safety topics also saw massive increases in consumption in our comparison, including: Health Insurance (up 1,238%) Telehealth (up 336%) Workplace Safety (up 270%). Less revenue means organizations have to balance the books. So, let’s start there.

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

MTD Sales Training

MARCH 31, 2017

Many salespeople revert back to the ‘comparison analysis’, trying to show how they are not as expensive as, say, supplier X or company Y. That questions gets the customer to focus on what’s most important; getting the cheapest price or receiving the best return on investment. Happy Selling! Sean McPheat. Managing Director.

Objections 120

Objections Comparison Face-to-face Conference 120

Smooth Sale

FEBRUARY 1, 2023

Branding and marketing cooperate fully with selling to help you build a successful brand. Seek out similar product and service offerings to begin studying for comparison’s sake. Your strategy resides within your answers to the questions. What will it cost to build your business, at the very least? What do they want?

Hiring 78

Hiring Lead Rank Research Comparison 78

Paul Cherry's Top Sales Techniques

FEBRUARY 11, 2010

Published Books. Questions for Managers (21). Sales Questions (27). Paul Cherry Book. Fans of Paul Cherry’s Questions That Sell are singing its praises! The concepts introduced in this highly-rated book create a foundation for all PBR programs and workshops! Category: Sales Questions.

Comparison 40

Comparison Pharmaceuticals Distribution Sales Coaching 40

Smooth Sale

MARCH 10, 2023

The comparison that serves each of us best is today’s portrayal of ourselves versus yesterday’s. Two questions to ask ourselves: Are we progressing toward not what we wish but want to accomplish? Answer the Question! Offers Too Good to Be True Question and Continue Trying! A Washington, D.C.

Hiring 78

Hiring Scale Face-to-face Comparison 78

Smooth Sale

SEPTEMBER 6, 2018

Similar to the proverbial ‘rush to judgment,’ we experience a ‘rush to sell.’ Pushing the sale without doing all of the homework leads to: Researching on one’s own terms in spite of what is said Seeking out competitive vendors for comparison Finding alternative sellers. But the classic sales books provide sage advice.

Sage 74

Sage Pharmaceuticals Commission Comparison 74

Hubspot Sales

JULY 15, 2020

These reps don't have the benefit of demonstrating the product they're selling in-person. Instead, they need to be able to articulate that product's value, describe its specifications, and illustrate its immediate applicability to the business they're selling to — all without ever meeting in person. The B2B Inside Sales Team's Role.

Inside Sales 80

Inside Sales B2B Construction Outside Sales 80

SBI Growth

OCTOBER 3, 2012

Bob appreciates that new products don’t sell themselves. He asks me how one would go about answering this luck vs. skill question. Second, you see a comparison of these sales leaders with the broader labor market.“. The key is answering the sales leadership question correctly. Matt is his current head of sales.

Hiring 267

Hiring Ideal Customer Profile Scale Penetration 267

Anthony Iannarino

AUGUST 16, 2019

Instead, selling continues to evolve, transcending and including what came before, and increasingly creating more value along the way. The difference between these two approaches helps define the difference between selling at Level 3 and selling at Level 4. Knowledge of Likely Questions. Check out Eat Their Lunch.

SME 95

SME Lead Rank Lead Scoring Competition 95

Hubspot Sales

JUNE 8, 2020

The specific sales collateral you develop for your sales team depends on a few key questions. Answer these before developing new sales collateral: Who are we selling to? What questions do they have, and when do they typically ask them? What types of content will effectively answer these questions? Awareness Stage.

Collateral 98

Collateral Case Study Retention Hubspot 98

Lead411

APRIL 13, 2023

Ask open-ended questions: Asking open-ended questions can help you to better understand your prospect’s needs and pain points, and to tailor your pitch accordingly. The reason for my call today was not to sell you but just to book a quick meeting sometime this week to see if it is a good fit for you and us.

Cold Calling 52

Cold Calling B2B Face-to-face Case Study 52

Smooth Sale

APRIL 16, 2019

Attract the Right Job or Clientele: Our beliefs about combining artificial intelligence and human selling are in the beginning phase. The question is, are we willing to consider varying perspectives for a better conclusion? On my first sales job, I was expected to sell fax machines. Essential Lessons for Human Selling.

Chemicals 60

Chemicals Fashion Comparison Commission 60

Anne Miller

MARCH 10, 2021

What I like about Ryan’s analogy: The comparison was instantly familiar to his listener. Answering the Question: What Do You Do? For example, a patient came in with intense pain, certain it was a lower back problem. The patient was skeptical of that diagnosis. It was easy to visualize and understand.

Exercises 91

Exercises Comparison Referrals Webinar Metrics 91

Vengreso

OCTOBER 11, 2018

Subscribe to Selling With Social. I am so excited to dive into the details of effectively enabling your company’s salespeople to actually sell, on this episode of #SellingWithSocial. I am so excited to dive into the details of effectively enabling your company’s salespeople to actually sell, on this episode of #SellingWithSocial.

Training 100

Training Google Hiring Twitter 100

Smooth Sale

NOVEMBER 3, 2022

You may easily find ways to expand your business and earn more money, but quickly may be questionable. However, if you own a business with far less access to your rivals, like a machinery industry, it is best to begin doing online research for comparisons. There is hope for business owners who need help expanding their enterprises.

Scale 78

Scale Social Media Hiring Lead Rank 78

Rob Jolles

OCTOBER 22, 2021

When you sell for a living, you learn to pay attention to the feelings a customer can experience. The shocker is that those who sell for a living can experience remorse as well, and the repercussions can be devasting. When you’re a sales person, you live to sell; it’s in your blood. After all, if it moves, you’re selling it.

Commission 89

Commission Motivation Comparison Up-Sell 89

Smooth Sale

MARCH 1, 2022

Attract The Right Job Or Clientele: Top Tips to Convert Your Website Traffic To Leads. Note: Our collaborative Blog provides insights and ‘Top Tips to Convert Your Website Traffic To Leads. Digital marketing works wonders for any business that wants to succeed in the 21st century. Estimates show around 8.5 In return, you build brand awareness.

Lead Rank 78

Lead Rank Lead Scoring Sales Qualified Lead Leads 78

Zoominfo

APRIL 24, 2020

Good question: Prospects are identified via a company’s IP address. Less revenue means organizations have to balance the books. We live, breathe, and obsess over how to deliver B2B intelligence that unlocks go-to-market success. And in that pursuit, we’ve learned data is best served with context. So, let’s start there.

Outsourcing Services 100

Outsourcing Services Intent Data Transportation Intent 100

A Sales Guy

AUGUST 23, 2017

Change is at the center of selling — period! Therefore to understand selling and to sell better you have to understand your buyer’s motivation to change. As a salesperson, if you want to sell better, get better at finding and understanding your buyer’s motives. No change, no sale. It’s that simple.

Motivation 75

Motivation How To Proposal Buyer 75

Sales and Marketing Management

JUNE 2, 2017

Your competitors’ customers are solid leads, says sales consultant Mark Hunter (TheSalesHunter.com) in his new book “High-Profit Prospecting.” They’re already sold on what you sell. We tell our managers we want the moat widened every year. However, if the moat is widened every year, the business will do very well.

Education 153

Education Competition Oracle Exact 153

Hubspot Sales

FEBRUARY 1, 2019

It's an important question for any entrepreneur, business owner , employee, or potential investor -- for any size company. If you're an entrepreneur , understanding the value of your company becomes increasingly important as the business grows, especially if you want to raise capital, sell a portion of the business, or borrow money.

Examples 107

Examples Company How To Margin 107

Hubspot Sales

DECEMBER 19, 2017

Respond “yes” to prospect questions. Book consecutive meetings and give yourself a solid block of time for uninterrupted outreach. Don’t waste precious time by researching objections or comparisons at the moment your prospect brings them up. Productivity is key to keeping a job in sales and earning a livable wage. Using Gmail?

Social Media 90

Social Media Sales Qualified Lead Media Call-back 90

The Sales Developers

DECEMBER 20, 2019

We wrote about the foundational principles of outbound sales in our book, Outbound Sales, No Fluff. Example: If you’re selling data services, and your fortune 500 prospect has a strategy that explains that before 2025, their data governance will be industry-leading, you have a great conversation ahead! 4) Comparisons.

Closing 73

Closing Webinar Metrics Sales Qualified Lead Face-to-face 73

Anthony Cole Training

AUGUST 17, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Why Arent Your Salespeople Selling? 3 Lessons for Effective Communication in Selling. How to Sell (21). open ended sales questions (11). Selling (45). Tonys Top Ten.

Hiring 185

Hiring Lead Rank Lead Scoring Ideal Customer Profile 185

Smooth Sale

AUGUST 28, 2018

Instead, asking appropriate questions will move the process forward. As the dialogue develops into apparent need, including closing the loop on problems, one question prevails. We'll be talking about mindset, selling and more! The question becomes, do you desire to remain as is or proceed to the next phase?

Hiring 60

Hiring Negotiation Government Comparison 60

Smooth Sale

NOVEMBER 8, 2018

The Director of Sales at one dealership was selling his car. Sell Like Your Reputation and Career Depend On It. We comparison shopped makes and models. Attract the Right Job or Clientele: Year-end is when car dealerships provide sales offers that may see us coming to a halting stop. The Truth or Dare Sales Game.

Face-to-face 68

Face-to-face Loyalty Call-back Comparison 68

Close.io

JANUARY 13, 2020

If you only sell to large companies, for example, you may want to ask every lead the size of the company they work in. The sales process is about refinement: you take raw material and turn it into valuable, long-lasting customer relationships. Leads are that raw material. Tips to make the lead management process more efficient.

Lead Rank 81

Lead Rank Lead Scoring Sales Qualified Lead Leads 81

HeavyHitter Sales

AUGUST 23, 2016

Over the past decade, I have had the privilege of interviewing thousands of top business-to-business salespeople who sell for some of the world's leading companies. The findings indicate that key personality traits directly influence top performers' selling style and ultimately their success.

Lead Rank 60

Lead Rank Lead Scoring Decision Maker Sports 60

Sales Hacker

NOVEMBER 20, 2019

Two things in particular will help you do this… Teach the day-to-day of selling. You also have to prepare them for the ups-and-downs of selling every day in your org. New hires need extra help and attention because markets will be new, account books will be wonky, and rules will be confusing. What’s the solution?

Hiring 65

Hiring Scale LandSlide Quota 65

HeavyHitter Sales

JULY 1, 2011

Best New Sales Book of 2011. Books For Heavy Hitters. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. The findings indicate that key personality traits directly influence top performers’ selling style and ultimately their success. Achievement Orientation.

Study 163

Study Lead Rank Lead Scoring Penetration 163

Pointclear

OCTOBER 13, 2011

In our final few years of owning the business, we were managing 275 inside sales reps and they were collectively moving 150,000+ products into the market, booking tons of appointments for sales teams and keeping plenty of sales funnels full. We focused on selling more of it. To be blunt, they simply sucked at selling.

Outsourcing Services 160

Outsourcing Services Lead Generation Top of Funnel Leads 160

Highspot

DECEMBER 19, 2023

It harmonizes sales and marketing to ensure focus on unified business targets. To amplify its impact, many companies integrate the playbook into a collaborative sales training platform that allows SDRs to easily access the playbook’s resources, engage in interactive learning modules, and apply the acquired knowledge in practical scenarios.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Cience

NOVEMBER 6, 2019

His most recent book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press), which was cited as, “the best sales book of the year” ( Strategy + Business ), “a must read” ( Gartner Group) , and “perhaps the best sales book ever” ( Forbes ).

Channels 42

Channels Marketing Retail How To 42

Sales Hacker

JANUARY 9, 2020

I learned this from the great book ‘Never Split the Difference’: always learn who may be making decisions behind the scenes. Ask questions like, ‘How will this affect the rest of the team?’ It’s important to be aware of seasonal fluctuations that affect your sales cycle — and how they differ by who you’re selling to.

Objections 72

Objections B2B Case Study Face-to-face 72

Nutshell

MARCH 23, 2018

CRM isn’t simply an address book. When your business first started, tracking customers by email, address books and spreadsheets made sense. Even if you’ve never used a CRM before, you’ve probably heard the term echoing through your industry. But what is CRM? And what can it do for you? The average return on investment for CRM is $8.71

CRM 104

CRM Software Software Top of Funnel 104