Selling Energy

DECEMBER 9, 2021

We have discussed some strategies for getting to know your prospects before you talk with them. Assuming you take these tips to heart and perform due diligence before the first call, how do you use the newfound knowledge of your prospect and his or her industry, company, and team to increase the likelihood of getting your project approved?

Research 69

Research Industry Prospecting Strategy 69

Sales 2.0

JANUARY 25, 2024

Given the right data, AI tools can find social connections way more quickly than humans, allowing salespeople to focus their time and energy on the human part of building relationships—the stuff that most AEs thought they would spend their time doing in sales…and actually love doing!

Lead Rank 195

Lead Rank Fashion Cold Calling Call-back 195

eGrabber

MAY 21, 2020

Marketing to lists & people who don’t exist, getting email bounces and dropped phone calls drain the precious energy which sales and marketing teams badly need at this point in time. eGrabber advantages include: eGrabber invented the category of automated lead research 15+ years ago. We have good news. My LinkedIn.

Energy 52

Energy B2B Hiring Decision Maker 52

eGrabber

MAY 21, 2020

Marketing to lists & people who don’t exist, getting email bounces and dropped phone calls drain the precious energy which sales and marketing teams badly need at this point in time. eGrabber advantages include: eGrabber invented the category of automated lead research 15+ years ago. We have good news. My LinkedIn.

Energy 52

Energy B2B Hiring Decision Maker 52

Selling Energy

JULY 14, 2023

Many salespeople think that the sale ends when they collect their commission. Sales professionals are smart enough to know that extending the sales process to include a post-installation follow-up call yields tremendous benefits. Consider the following scenario…

Segment 72

Segment Research Commission Follow-up 72

Selling Energy

NOVEMBER 22, 2019

Yesterday, I wrote about some online research techniques. If you want to get even more specific with your research, talk to people within the company. Jeffrey Gitomer mentions that one of the best ways to get information about a company is to talk to the sales department because sales people love to talk.

Research 52

Research Sales Meeting Company 52

SalesFuel

MARCH 26, 2024

Help Your Reps Train for the New B2B Sales Cycle While your top reps devote energy to discovering their prospects' key business problems, they’re likely doing something equally important. Instead of spending hours looking for the latest industry research, they can use easily-accessible data in their communications.

Training 116

Training Hiring How To Proposal 116

Selling Energy

SEPTEMBER 30, 2021

When I teach I often discuss strategies for getting to know your prospects before you meet with them.

Research 75

Research Industry Meeting Prospecting 75

Steven Rosen

MARCH 2, 2020

They know what they need to do to be successful and they focus their time, their energy, and their mindset on what’s critical. Focus is where and what you decide to direct your time and energy. Research shows that how we think affects how we feel and how we behave. Allocate more time and energy to your CSF. Conclusion.

Energy 294

Energy Course Positioning Coaching 294

Selling Energy

OCTOBER 3, 2019

Those of you who have been reading this blog for a while or have taken any of my sales-focused classes have probably heard me talk about industry research and the importance of becoming an expert in your prospects’ businesses.

Research 40

Research Relationals Conference Industry 40

Zoominfo

AUGUST 3, 2020

When one thinks of industries that attract large investments, fields such as software, energy, and pharmaceuticals come to mind. But according to new research from ZoomInfo, it’s the nonprofit and charitable industry that has drawn the most funding since 2019 — north of $70 billion total from January 2019 through May 2020.

Nonprofit 239

Nonprofit Pharmaceuticals Energy Networking 239

Selling Energy

NOVEMBER 21, 2019

Before you meet with a new prospect, the one thing you absolutely must do is background research. I’ve written several blogs on research techniques, and the topic is important enough (and vast enough) to warrant further discussion.

Research 40

Research Meeting Sales Prospecting 40

Smooth Sale

JUNE 24, 2023

Sustainable energy management systems Innovative approaches to managing sustainable energy are urgently needed to overcome the global climate catastrophe. Your startup may offer businesses and consumers the tools and solutions to conserve energy, lower carbon footprint, and make informed energy-use decisions.

Lead Rank 147

Lead Rank Energy Retail Small Business 147

Bernadette McClelland

JANUARY 14, 2024

The domino effect of that kickstarted a mindset of curiosity and research, which of course, always helps differentiate between mere speculation and well-grounded assumptions. So rather than me succumbing to any fear or bias, being able to reflect on this reference point (aka evidence) opened my thinking up to ask for feedback on LinkedIn.

Hiring 195

Hiring Face-to-face LinkedIn Guarantee 195

SalesFuel

APRIL 23, 2024

Conflict resolution to achieve good team dynamics takes time and energy. SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement The Role of the Manager Navigating office politics ranked at the bottom of a list of skills sales managers claimed they need for success (44%). Who can blame them?

Hiring 113

Hiring Policies Negotiation Motivation 113

Smooth Sale

JUNE 22, 2023

Our collaborative blog offers unique investment opportunities to consider, speak with an advisor, and thoroughly research on your own for you to select wisely in 2023. __ Unique Investment Opportunities Image Source Cryptocurrency Cryptocurrency is a growing trend in investment types. Solar energy. Hydro energy. Nuclear energy.

Opportunity 78

Opportunity Energy Real Estate Hiring 78

Selling Energy

JULY 19, 2023

To sell energy solutions effectively, you need to become an expert in your prospect’s industry. This means doing some research:

Positioning 68

Positioning Energy Research Industry 68

Selling Energy

APRIL 16, 2020

We have discussed some strategies for getting to know your prospects before you talk with them. Assuming you take these tips to heart and perform due diligence before the first call, how do you use the newfound knowledge of your prospect and his or her industry, company, and team to increase the likelihood of getting your project approved?

Research 52

Research Industry Prospecting Strategy 52

Zoominfo

AUGUST 21, 2020

These industries are actively researching facilities management: When we think of what it means to go ‘back to normal,’ fully open and functioning businesses come to mind. Figure 1: A representation of what various industries are currently researching online.

Retail 205

Retail Scale Lead Rank Lead Scoring 205

Smooth Sale

MARCH 11, 2024

The brain, a high-energy organ, demands a constant supply of nutrients to function optimally. Skipping meals or relying on quick, high-sugar snacks can lead to fluctuations in blood sugar levels, resulting in energy spikes followed by crashes. These nutrients provide sustained energy, helping the brain stay sharp and focused.

Energy 106

Energy Hiring Lead Rank Lead Scoring 106

Smooth Sale

FEBRUARY 13, 2024

They play a critical role in the energy industry by providing essential expertise in designing and constructing renewable energy infrastructure, such as wind farms and solar power plants. Despite the rapid growth of renewable energy sources, the demand for petroleum engineers remains high.

Salary 96

Salary Scale Compensation Energy 96

RAIN Group

JANUARY 26, 2022

66% of respondents agree that people in their organization don’t dedicate enough time or energy to prospecting, according to our Top Performance in Sales Prospecting research. Beyond that:

Prospecting 105

Prospecting Energy Research Sales 105

SalesLoft

AUGUST 30, 2016

In fact, new research suggests that gut-level feeling might be correct. In a recent study from the Sales Management Association, research found that sales training is best if not focused towards sales reps at all, but towards their managers. The Research Confirms.

Research 52

Research Training Top of Funnel Study 52

Smooth Sale

MARCH 9, 2024

Buyers have a growing preference for properties that prioritize energy efficiency to minimize their carbon footprint. Enhancing your home with panels, energy-efficient appliances, and sustainable building materials can significantly improve its appeal and value. Be Inspired and Inspiring!

Buyer 96

Buyer Real Estate Hiring Trends 96

Sales and Marketing Management

JULY 31, 2020

Most ads on job boards lack passion, energy and the high-drive cues to attract top-performing salespeople. Compensation is robust for those who are willing to work hard and enjoy the high expectations and energy of our intense, championship sales team. There are four steps to finding high-drive candidates. Write a High-Drive Job Ad.

Hiring 177

Hiring Opportunity Construction Energy 177

Selling Energy

SEPTEMBER 15, 2022

When you’re approaching a new organization with an energy project, you want to make sure you’re putting your project in front of the right people. We’ve talked about research , influencer maps , and other strategies for finding the decision-maker(s).

Decision Maker 73

Decision Maker How To Energy Influencer 73

Sales and Marketing Management

JANUARY 7, 2019

Forrester research. Supporting this is IDC research indicating that less than half of the companies they interviewed considered their own sales reps to be ‘very prepared’ for an initial meeting! Only one in five execs say that meetings with sales people meet expectations.

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Selling Energy

NOVEMBER 23, 2022

With energy efficiency it’s even trickier, since we’re often in situations where we have to guess our way to a solution. We do our research before our pitch. Regardless of what we’re selling, we have to make a case for saying yes. How do we do that? We talk to our prospects at length.

Energy 69

Energy Research Prospecting Marketing 69

Zoominfo

AUGUST 18, 2020

And even before you can pick up the phone to contact decision-makers, you must conduct a significant amount of research. Researching Prospects. Inefficient databases can leave sales reps with lots of research work and little time to sell. This can pile on more research for your reps before they can start connecting.

Ideal Customer Profile 264

Ideal Customer Profile Analysis Decision Maker CRM 264

Janek Performance Group

NOVEMBER 29, 2023

Removing negative habits takes less energy than developing new ones. Let’s review how to check the air in our sales tires: Consistent Sleep Schedule: Going to bed and waking up at the same time each day helps regulate your body clock, improving energy levels and mental focus. Movement boosts energy and concentration.

Energy 77

Energy Intent Exercises Journal 77

Customer Centric Selling

DECEMBER 5, 2016

Sales Tips: Best Practices for Collecting Quantitative and Qualitative B2B Research Data. Building upon that “qual/quant” theme, this article discusses best practices for collecting qualitative and quantitative data in Business-to-Business (B2B) research. Be mindful of respondents’ time and energy levels.

Research 40

Research B2B Data Scale 40

Zoominfo

FEBRUARY 24, 2023

Data published by WFH Research , a collaborative research organization funded by several major educational institutions including Stanford University and the University of Chicago, suggests that return-to-office (RTO) policies are becoming increasingly common across much of the American workforce. The ‘Great Rebalancing’?

Policies 130

Policies Scale Face-to-face Data 130

SalesProInsider

JUNE 8, 2017

I love data and research…especially when it comes to people. Now OMG research confirms it with science! When you recruit for new reps or need to decide where to “invest” time, training, energy, and money, increase your probability of success by betting on those people who have the Will. Stat-finder tool.

Research 58

Research Hiring Call-back Compensation 58

The Pipeline

JUNE 17, 2021

I have some research that makes this a great debate to have in your sales team right now. What hypothesis I am proposing is this: Ambition is key – investing energy in low balling targets will hurt you in the long run. I am proposing that you make it safe to miss a sales target. Hear me out.

Top of Funnel 352

Top of Funnel Quota Proposal Lead Rank 352

Steven Rosen

MAY 31, 2021

Top Performers: It is highly unlikely to hire a sales superstar unless your company has done in-house research on the background, years of experience, competencies, and characteristics of your top performers. Energy Level. Have you determined what the top 3 competencies that a candidate must have? Self-manager. Communication.

Hiring 386

Hiring Territories Energy Sales 386

Selling Energy

JULY 30, 2021

With energy efficiency it’s even trickier, since we’re often in situations where we have to guess our way to a solution. We do our research before our pitch. Regardless of what we’re selling, we have to make a case for saying yes. How do we do that? We talk to our prospects at length.

Energy 82

Energy Research Prospecting Motivation 82

SBI Growth

AUGUST 31, 2014

SBI research reveals that 39% of the time, sales teams have no strategy at all. A little strategy and focus can go a long way to ensure your energies are rewarded. Not having the correct sales strategy is one of the largest indicators of missing the number. Effort and action take over and planning goes out the window.

Energy 293

Energy Resources Strategy Research 293