Zendesk Sell

DECEMBER 4, 2018

But this shift towards relationships and away from mere transactions has also revealed one of the fundamental problems in how we think about sales and customer service. The customer service team’s priority, on the other hand, is usually to reduce the number of conversations they have every day. The length of calls.

Customer Service 121

Customer Service Customer How To Lead Rank 121

Pipeliner

DECEMBER 6, 2019

I’ve always said that sales is in the customer service business; you can’t sell someone anything if you have a toxic relationship with them. After all, why invest the money when you already have the customer? With such behavior how can any organization claim they put their customers first?

Outsourcing Services 92

Outsourcing Services Customer Service Customer Policies 92

Rob Jolles

JULY 28, 2023

Here’s a quick quiz: Which prospect would you prefer meeting with? Prospect #1: Someone who has been battling with a particular problem, has finally decided to do something about it, and calls you! I’m pretty sure I know which prospect you’d pick. After all, most in sales have been taught a, “needs-based” approach to selling.

Prospecting 52

Prospecting Call-back Up-Sell Face-to-face 52

Rob Jolles

JULY 28, 2023

Here’s a quick quiz: Which prospect would you prefer meeting with? Prospect #1: Someone who has been battling with a particular problem, has finally decided to do something about it, and calls you! I’m pretty sure I know which prospect you’d pick. After all, most in sales have been taught a, “needs-based” approach to selling.

Prospecting 52

Prospecting Call-back Up-Sell Face-to-face 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? The Benefits of Sales Prospecting Tools.

Tools 110

Tools Ideal Customer Profile Prospecting Intent Data 110

Mr. Inside Sales

OCTOBER 11, 2021

Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? Often times, services and products are roughly the same, and prospects will buy from the people they like, know or trust. Want a better way? But there isn’t. Click Here.

Objections 285

Objections Face-to-face Gatekeeper Decision Maker 285

Hubspot Sales

JUNE 6, 2022

If you pick up the phone without gathering any background information, at best, you stand to annoy the person — and at worst, you could be hung up on mid-sentence. If you decide to leverage LinkedIn to guide or support your prospect research efforts, there are some key steps you should follow. Or have they done this many times?

Research 127

Research Prospecting Face-to-face Twitter 127

Anthony Iannarino

AUGUST 5, 2020

You are just starting to make your prospecting calls when one of your existing clients calls you. Then you call your client back to let them know your team is working on their issue, and they will follow up with you, and you will call them again to let them know their problem has been resolved. You Are Not Customer Service.

Prospecting 118

Prospecting Cold Calling Call-back eBook 118

Sales Hacker

NOVEMBER 9, 2017

They do their own research via Google, blog posts, and customer reviews. By the time a prospect today talks to a sales rep they are already more than halfway done with the buyer journey. The new breed of salesperson will think like a rep, act like a marketer, and react like customer service. The hard sell is dead.

Customer Service 84

Customer Service ACT Hiring Customer 84

Janek Performance Group

APRIL 17, 2024

Typically, these professionals are tasked with identifying and qualifying potential leads and initiating contact with prospects. They can be instrumental in accelerating revenue generation and fostering customer relationships. Through consistent follow-up and relationship-building activities, BDRs can expand sales pipelines.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. But what is B2B prospecting? What is B2B prospecting? B2B Prospecting Methods. What is B2B prospecting? B2B prospecting is one of the earlier stages in most B2B sales processes.

Ideal Customer Profile 95

Ideal Customer Profile B2B Prospecting Gatekeeper 95

The Sales Hunter

AUGUST 30, 2019

Are your customers really bad, or do their expectations just not line up with yours? Bad customers are a result of failing to establish expectations with the customer that align with what you deliver. Watch this 35-second video: “Do You Have Lousy Customers?”: Second, prospect and sell with integrity.

Ideal Customer Profile 187

Ideal Customer Profile Customer Customer Service Call-back 187

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. FREE Resources.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

Sales and Marketing Management

JANUARY 20, 2020

million B2B reps currently selling, as many as 1 million could be gone by 2020. It’s not just B2C companies that are selling directly from their websites, on Amazon or through affiliate relationships. Share links to your company’s latest case study with your prospects. What comes after prospects consume your content?

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

Jeffrey Gitomer

OCTOBER 19, 2011

Ways To Win Prospects And Contacts At A Networking Event. ways to win prospects and contacts at a networking event: 1. Write the commitment made on the back of your card — the one that you give the prospect. Follow up less than twenty-four hours after the event to confirm the commitment. Customer Loyalty.

Networking 314

Networking Hiring Prospecting Social Media 314

Sales Gravy

DECEMBER 18, 2020

On this inspiring episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) talks to Brian Knox, owner and founder of B Knox Photography. This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year. I was averse to it.

Prospecting 95

Prospecting Pivotal Cold Calling Incentives 95

Zoominfo

JANUARY 23, 2021

Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. While both focus on selling, the ‘roles’ are different. Others are like farmers, nurturing customers beyond the initial sale.

Account 238

Account Lead Rank Ideal Customer Profile Decision Maker 238

Smooth Sale

OCTOBER 8, 2019

Attract The Right Job Or Clientele: The differentiator for losing or winning a sale is whether you focus on your prospect. Unless the prospective client needs what you are selling and sees the value, the potential purchase will be lost. Remember to focus on your prospect. Now consider if your method of service is similar.

Prospecting 74

Prospecting Lead Rank Face-to-face Hiring 74

Hubspot Sales

JANUARY 3, 2018

Already been ghosted by a few prospects this holiday season? Planning, budgetary shifts, and vacation are all reasons we lose track with prospects at the end of the year -- but it matters how and when you follow up in January. To help, I’ve outlined five tips for re-engaging with prospects and clients after the new year.

Hiring 134

Hiring Prospecting Trade Show Vendor 134

Sales Gravy

SEPTEMBER 16, 2023

Delivering A Next-Level Customer Experience In this Sales Gravy Podcast, Jeb Blount talks to Clare Dorrian, SugarCRM's CMO, about putting people first, building human connections, and prioritizing the customer experience in a saturated market. In a highly competitive market, differentiation is key.

SugarCRM 96

SugarCRM Customer Marketing Outbound 96

The Sales Hunter

MAY 23, 2014

This time it’s about how we can screw up a sales call by talking about too many things at one time. Not only do we wind up confusing the customer, but many times we also wind up confusing ourselves. Salespeople are quick to blame the customer as being […].

Cold Calling 211

Cold Calling Consultative Selling Selling Skills Customer Service 211

Smooth Sale

JANUARY 21, 2020

Attract the Right Job Or Clientele: You can arouse curiosity in your prospects by asking intriguing questions. My Story: Arouse Curiosity In Your Prospects. Upon listing the potential clients we desire, the first question to answer is, ‘why do I want to do business with this prospective client?’

Prospecting 88

Prospecting Scale Hiring Research 88

Understanding the Sales Force

OCTOBER 25, 2023

Those salespeople aren’t aware that they suck and they don’t believe that they suck because they don’t know what great selling looks like, sounds like, or feels like. None of that makes them very good at selling, but those scenarios would certainly contribute to ongoing, recurring account revenue. This can work.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

Jeffrey Gitomer

JANUARY 10, 2012

Why did the last five prospects say no? Tweet Share Most of the time when a prospect says “no” salespeople accept it and leave. Most of the time when a prospect tells you why they say no, they’re not telling the truth. There is no time like the present to change things up in 2012 to ensure its better than 2011!

Hiring 219

Hiring Prospecting Social Media Loyalty 219

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. Mark’s Insights on SALES MOTIVATION.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

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. FREE Resources. Negotiation.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

MAY 8, 2013

This goes way beyond “benefits” of what you sell. You have to listen closely enough to your customer and ask enough follow-up questions to ensure you grasp what they really want, even if what they want seems unreachable. What does your customer truly want? Help your customers achieve what seems unreachable.

Customer 224

Customer B2C Customer Service Selling Skills 224

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. Negotiation.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

Lessonly

OCTOBER 7, 2019

Lately, I’ve been hyper aware of the link between customer service and sales. They’re often thought of as separate, but if there’s one thing I’ve learned as a salesperson, it’s this: We need to treat prospects more like people and less like opportunities. Customer service is not a department. She was scared.

Customer Service 24

Customer Service Customer Cold Calling Sales Qualified Lead 24

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. Identify the prospect.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

Zoominfo

AUGUST 31, 2020

So what components make up this effort? According to HubSpot research, 93% of consumers will be repeat buyers at companies with excellent customer service. With stakes that high, it is perhaps ironic that the early steps of building customer loyalty start with the figurative eyes and ears of a company. Offer expansion.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

SBI

NOVEMBER 4, 2014

Marketing teams have told us that they need their leads to become better educated and more qualified, and sales people are always searching for ways to be more productive and close more deals – and both need deeper insights into their prospects’ buying interests. That is where we are putting our stake in the ground.

Up-Sell 130

Up-Sell Closing Revenue Decision Maker 130

Zoominfo

APRIL 10, 2018

Although social media tools have made this easier—with features like post scheduling, conversation monitoring, and hashtag tracking—some aspects of social selling can’t be pre-planned. Customer Service. Did you know that an estimated 67% of consumers use social networking sites for customer service ( source )?

Social Media 188

Social Media Media Ideal Customer Profile Social Selling 188

Hubspot Sales

MARCH 13, 2018

There are only so many hours in a day to sell -- the more practiced salespeople are at completing everyday tasks, the more time they can allocate to high-value activities like meeting with prospects or learning new skills. To find these high-value prospects, you’ll need to try add some creative prospecting techniques to your arsenal.

Outsourcing Services 103

Outsourcing Services Prospecting Ideal Customer Profile Sales Qualified Lead 103

Smooth Sale

DECEMBER 1, 2023

Accordingly, our collaborative blog offers insights on How To Entice Your Automotive Customers Online. Entice Your Automotive Customers Online Image Source Update Your Web Design Your website design is the face of the business and the selling point to focus on when it comes to your automotive business.

Automotive 108

Automotive Paid Content Customer Advertising 108

Keith Rosen

SEPTEMBER 9, 2017

Proposal submitted, follow up done but no response from the prospect. They expressed interest but where did your customer go? The Disappearing Act – When Prospects Go Dark. The prospect said they would review it and get back to me next week. “I sent the proposal.

Prospecting 103

Prospecting Customer Sales Qualified Lead Proposal 103

Hubspot Sales

OCTOBER 18, 2017

Below, I’ve rounded up a few empathetic statements every salesperson should use. They’ll show your prospects you’re more invested in their interests than closing a deal -- and that’s what will set you apart in today’s competitive sales landscape. Every deal has ups and downs. Every deal has ups and downs.

Prospecting 102

Prospecting Face-to-face Vendor Follow-up 102