Julie Hanson

APRIL 19, 2022

Video can be a powerful sales outreach tool — but only if the prospect watches it. As the number of videos sent out by sellers has exploded, prospects have become more ruthless about what videos they choose to watch. So “how do you record a prospect video that gets watched?” If you do, your prospect will likely never see it! .

Video 134

Video Prospecting How To Face-to-face 134

Selling Energy

MAY 24, 2023

As sales professionals intent on prevailing as more and more prospects pivot toward Teams and Zoom calls, we’re called upon to give online presentations and webinars or have video conversations. Here are seven tips to help you present virtually like a pro:

Pivotal 77

Pivotal Webinar Metrics Intent Video 77

Selling Energy

JULY 27, 2022

Yesterday, we laid out the benefits of making sales presentations to a large group of prospects. Today, we’ll discuss how to craft an effective sales presentation for this kind of audience.

Groups 75

Groups Benefit Prospecting How To 75

Mr. Inside Sales

JANUARY 7, 2023

Can you deliver it with a bit more energy? Or less energy? Qualifying prospects. Giving successful presentations and dealing with objections. Step Four: Be prepared to revise your rebuttals as needed. When listening to your calls, find ways to improve. Can a rebuttal be shortened? When you stop learning, you stop earning.

Face-to-face 259

Face-to-face Guarantee Gatekeeper Decision Maker 259

SBI

JANUARY 22, 2013

Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use. Twenty years ago, the connection between energy efficiency and environmental benefits was poorly understood by the general population. Today, nearly everyone agrees that it’s important to save energy. Converting Prospects.

Energy 138

Energy Revenue How To ROI 138

Julie Hanson

SEPTEMBER 20, 2019

Too many sales presentations start out strong, only to run out of gas at the end. Making this common mistake in your presentation leaves buyers uninspired, unmotivated, and unlikely to take next steps. Your closing is second only in importance to your opening, yet it is often the least planned out part of a presentation.

Energy 83

Energy Decision Maker Case Study Closing 83

Anne Miller

OCTOBER 23, 2020

What can you do to get a rapid response from prospects? Check out LinkedIn and your internal company contacts to see who might know your prospect and request to be introduced to that person. Relate that to specific changes in your prospect’s industry and, then, why it is worth having a conversation with you. Get a Referral.

Prospecting 162

Prospecting Cold Calling Referrals Guarantee 162

Sales and Marketing Management

JULY 27, 2018

You may plow ahead by setting up a meeting with a prospective customer, then spend hours putting together the perfect pitch, only to find out your information was off base, and the customer isn’t ready to buy, or has little need for what you’re selling. . How did your source get their information? Check Your Biases. Explore Existing Tools.

Prospecting 185

Prospecting Decision Maker How To Social Media 185

Mr. Inside Sales

OCTOBER 21, 2022

My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. If possible, stand up a few times a day, or get in the habit of pacing while on the phone with a prospect or customer.

Face-to-face 271

Face-to-face Gatekeeper Decision Maker Licensing 271

Selling Energy

SEPTEMBER 23, 2020

One of the reasons I print out our financial worksheets and juxtapose them with each other is to demonstrate the outcomes of three scenarios for doing an energy efficiency improvement:

Motivation 52

Motivation Prospecting Energy Sales 52

Mr. Inside Sales

APRIL 29, 2022

Answer: They all take you (and your successful energy) away from your desk—and your next pitch. He then suggested that my next presentation might benefit from the success and momentum I had. I was a little offended by this, but I took his advice and channeled my energy into my next pitch, and guess what? Heck yeah!”

Face-to-face 156

Face-to-face Gatekeeper Energy Decision Maker 156

criteria for success

JULY 8, 2021

Are you struggling to make headway with indecisive prospects? When working with indecisive prospects, it can be extremely difficult to move forward in your selling process. The 5 following approaches can be your solution for dealing with indecisive prospects without seeming desperate and pushy. We can help! Lead with honesty.

Prospecting 98

Prospecting How To Guidelines Webinar Metrics 98

Julie Hanson

JANUARY 5, 2018

In a selling environment where customers show an ever-increasing reluctance to invest their time and energy to sitting through – or sifting through – long presentations or product demos, it’s time to think about going snack-size as well. Think Snack Size Presentations. Customer’s Love Affair with Snack Size Content.

Prospecting 54

Prospecting Consumer Energy Trends 54

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. Well… you might want to be careful what prospect you wish for.

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. Well… you might want to be careful what prospect you wish for.

Prospecting 52

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

Zoominfo

FEBRUARY 26, 2021

Think about it: Traditional sales software applications have long since been deployed in streamlining daily tasks associated with prospecting and pipeline management. As these use cases matured, the next evolution presented itself in the form of what today is known as a sales automation platform. How Does Sales Automation Work?

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

Julie Hanson

FEBRUARY 19, 2024

This may not surprise you, but there is a shocking lack of charisma in virtual meetings, presentations and video recordings. Unfortunately, this often leads to presenting the least engaging version of oneself as it’s widely interpreted as doing solely what feels “natural” or “comfortable. Where Did My Rizz Go? Logic be damned.

Energy 62

Energy Lead Rank Lead Scoring Face-to-face 62

The Pipeline

AUGUST 31, 2021

Closing business and prospecting to ensure you avoid the January lull with a pipeline that propel you to success. The best way to approach is to take your cues from your prospects, buyers and clients. So, as you talk to your prospects and clients, don’t forget referrals. Try Something New. How many have you tried?

Harvest 360

Harvest Referrals Call-back Video 360

Eyeful Presentations

OCTOBER 27, 2022

If you were on a stand or one of the breakout session presenters, this was your perfectly gift-wrapped opportunity to connect with your target audience. There were some interactive presentations for prospects to engage with, but these were few and far between, and they suffered from varying quality levels.

Construction 36

Construction Banking ROI Energy 36

Julie Hanson

JUNE 7, 2018

Good salespeople ask themselves what they want their prospect to do at the end of their presentation. But great salespeople ask themselves another powerful question that is instrumental in determining whether that prospect will take the next step or not. And that question is this: How do I want my prospect to feel? .

Intent 75

Intent Energy ACT Motivation 75

Mr. Inside Sales

DECEMBER 9, 2023

I have to go with the flow because each prospect is different,” he persisted. He didn’t believe in putting in the time, energy, or money to get better. He thought he knew better. He didn’t believe in using scripts. I’ll sound like a telemarkerter,” he said. “I So he didn’t. Fast forward to our Starbucks encounter.

Face-to-face 220

Face-to-face Inside Sales Gatekeeper Decision Maker 220

Carew International

APRIL 8, 2021

By most measures, prospecting is one of the least-welcome aspects of the sales profession. Call it what you will, from the unpolished “cold calling” to the more elegant “business development,” the mere mention of prospecting in any of its forms can send sales professionals into an uncontrollable flurry of activity involving anything else but.

Prospecting 66

Prospecting Penetration ACT Decision Maker 66

Crunchbase

MARCH 10, 2021

Prospecting seems to be getting harder for most sales professionals. Find prospects that match your ICP with Crunchbase Pro – try it free. In those 10 years, we’ve seen the emergence of the pure-play prospecting function with sales development reps and business development reps. Why is cold outbound prospecting so hard?

Prospecting 98

Prospecting Scale Ideal Customer Profile Video 98

Selling Energy

MARCH 14, 2023

With the ever-present stimulation and fast pace of modern society comes the decline of attention span. They even created fictional characters like “Energy Man” to guide readers through the story of how their associates could have a meaningful impact on the energy management of a typical store with zero capital impact.

Energy 70

Energy Hiring Campaigns Proposal 70

Julie Hanson

JUNE 18, 2018

You may even have seen another team member deliver the pitch or presentation. Knowing your lines well enough so that you don’t have to struggle for the words or meaning gives you confidence and frees you up to place your energy on being present and responsive to your audience. The last line of your presentation.

Face-to-face 104

Face-to-face Film Insurance Insurance 104

The Pipeline

APRIL 2, 2012

As soon as a prospect is closed, we seem to show them a different level of love, or energy than we did when that same prospect was a fresh new lead. Labels matter, they drive attitudes, and attitudes drive action, and sales is all about action and execution. Allocate time to the extended cycle.

Prospecting 267

Prospecting Sales Cycle Energy Policies 267

Hubspot Sales

AUGUST 12, 2020

Inbound salespeople focus on their prospect's pain points, act as a trusted consultant, and adapt their sales process to the buyer journey. Lead with a helpful, customized prospecting message. Craft customized questions to uncover the prospect's pain. Give a tailored presentation. What is inbound sales?

Inbound 135

Inbound Top of Funnel Outsourcing Services Hiring 135

The Pipeline

JULY 16, 2015

When it comes to effective prospecting there is usually a complete imbalance between two critical components of an effective message. Most people tend to focus way too much on the message, and the content, then fail to pay sufficient focus and energy on the delivery, often resulting in great content and message being wasted.

Prospecting 120

Prospecting Handbook Cold Calling Objections 120

Anthony Iannarino

MAY 31, 2019

These days, sales conversations are becoming even more buyer-focused, which means sales reps have to get creative when it comes to prospecting. Everyone is scrambling to develop their own hacks, techniques, and processes for prospecting in order to move prospects through the sales funnel and turn them into customers.

Prospecting 105

Prospecting Cold Calling eBook Networking 105

The Sales Hunter

JANUARY 9, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Stage Fright: Don’t Let It Kill Your Presentation. Whether it is your first presentation, or number 100, almost everyone suffers from some level of stage fright or performance anxiety. 5) A bad presentation will ruin your reputation.

Motivation 167

Motivation Ideal Customer Profile Negotiation Hiring 167

Autoklose

MARCH 11, 2024

Prospecting is a high-stakes game, so many sales reps make the mistake of being too pushy in an attempt to quickly convert leads into sales. Organize an Online Conference, Webinar, or an Industry Meetup First of all, do your research and find out what your prospects deal with and identify their pressing pain points. That’s right!

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Leads 98

The Pipeline

JUNE 1, 2020

Having seen both sides of email success, Shawn presents the latest trends, what works, and what doesn’t from his front line view at Autoklose. Focusing your energies on high-impact opportunities. While email success is always timely given the separation issues we are facing, getting email right is more crucial than ever.

Face-to-face 279

Face-to-face Social Selling Energy Trends 279

Anne Miller

JULY 15, 2023

The bad news is your team doesn’t see how to approach or easily present it to prospects. They are also reluctant to call on old prospects who have previously said “no,” because those prospects saw “no need” for the original product. It takes a tremendous amount of energy for a locomotive to get started.

Up-Sell 117

Up-Sell Relationals Prospecting Energy 117

Mr. Inside Sales

DECEMBER 18, 2020

I was sold on scripting out my presentation. I have to go with the flow because each prospect is different,” he persisted. Brad didn’t believe in putting in the time, energy, or money to get better. Brad wasn’t. I invested in Stan’s training materials, and I committed to learning, practicing, and doing what he suggested.

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Decision Maker 310

No More Cold Calling

NOVEMBER 23, 2021

Without it, your prospects figure you’re not interested, and they tune out. We sat through boring PowerPoint presentations with no discussion. It’s also my only way to make eye contact with many clients and prospects, so I’ve learned to live with it. Just gesturing gave me energy and brought out my personality.

Video 289

Video Cold Calling Exercises Conference 289

Selling Energy

NOVEMBER 11, 2022

It’s the document that gets your prospect motivated to move forward. For this reason, you need to make a thoughtfully drafted one-page proposal a no-exceptions best practice. That one-pager needs to focus on the “why” more than the “what,” “how,” “how much,” or “when.”

Proposal 69

Proposal How To Motivation Sales Process 69

Rob Jolles

NOVEMBER 30, 2023

On paper, I suppose some presentations seem more important than others. You could argue that some presentations are easier than others. Now, guess which presentation counts more than others? It was standing room only and you could feel the energy; it was electric. Clearly, some are better compensated than others.

Film 52

Film Energy Call-back Compensation 52