Increase Sales

MAY 14, 2012

Over at social media sites like LinkedIn , Twitter, Facebook or Focus.com, there is a lot of telling going on. This “telling is selling” behavior is done more through a Socratic approach with the emphasis always on the potential customers (prospect). Here you are indeed telling, but at the discretion of the prospect.

Education 175

Education Proposal Social Media Facebook 175

Shari Levitin

JUNE 30, 2021

That’s why companies like Facebook, Google, and Dell are investing billions of dollars in upskilling their employees to sell and service customers in a “hybrid environment.”. Meaning, the new frictionless experience of buying online, B2C, influences our expectations for all B2C and B2B transactions. There’s no going back.

Prospecting 149

Prospecting B2C Travel Face-to-face 149

Zoominfo

FEBRUARY 19, 2018

The truth is, most sales reps haven’t received any formal training in this area. 93% of sales executives have not received any formal training on social selling ( source ). B2B Social Selling with Facebook. 82 percent of B2B prospects are active on social media ( source ). Let’s get started. alone ( source ).

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

The Sales Hunter

FEBRUARY 6, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Twitter Facebook. Facebook. -->. Guest post Monday brings us John Doerr, president of RAIN Group, a sales training , assessment, and sales performance improvement company. Client List. Testimonials. Mark’s Insights on PRICING.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

MTD Sales Training

MARCH 2, 2018

LinkedIn, Facebook for Business, Twitter and others all offer chances for you to enhance your business status in prospects’ eyes. You can forward the recommendations you receive on LinkedIn to prospects to show them how trustworthy you are. 3) Become an educator, a visible expert who can influence prospects’ businesses for good.

Lead Rank 154

Lead Rank Lead Scoring Leads Marketing Qualified Lead 154

Increase Sales

APRIL 13, 2012

There is all that talk about establishing rapport or building rapport in many sales training coaching programs. Sales Training Coaching Tip: For some, this is called becoming the trusted advisor. ” Share on Facebook. Credit www.sxc.hu. Sure these folks may begin to trust you. marketplace.

Sales Process 169

Sales Process Small Business Small Business Social Media 169

Score More Sales

MARCH 28, 2013

Some people think endorsements are like a popularity contest – similar to a “like” on Facebook. 4) As a value-added gift to clients and prospects, remind them about getting their recommendations and endorsements upgraded. It’s not what you say you do, it’s what others say that causes people to take notice.

LinkedIn 237

LinkedIn Ideal Customer Profile Inbound Outbound 237

Increase Sales

JULY 7, 2013

Your potential clients (prospects) have probably already done their research through social media sites such as LinkedIn or Slideshare to visiting your website. Sales Training Coaching Tip: Having a commanding presence begins with thoroughly understanding your client, the industry and your solutions. Share on Facebook.

Travel 131

Travel Education Case Study Influencer 131

Increase Sales

JULY 9, 2013

” For those engaged in selling, this sales leadership talent of human awareness extends beyond the potential customer (sales prospect) to other employees in the organization. She is recognized as one of the Top 25 Sales Influencers in 2013 by Open View Sales Labs and can be reached at 219.759.5601 CST. Share on Facebook.

Sales Leadership 137

Sales Leadership Influencer Small Business Small Business 137

Increase Sales

DECEMBER 18, 2013

Possibly we start out with a center of influence within the organization. The we are sent to another center of influence with just a tad more leverage. the prospect). ” After all, people buy from people, not from some automated best sales practice or some sales training generated sales script ever.

Face-to-face 136

Face-to-face Decision Maker Influencer Facebook 136

Hubspot Sales

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Where Sales Prospecting Went Bad. No, this isn't an infomercial.

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145

Increase Sales

MAY 11, 2012

The word value is very hot among those providing sales books, sales consulting, sales training coaching to even marketing solutions. A better analogy is expectations are the shadow or shadows behind the value within the buying decision.Sales Training Coaching Tip: Focusing only on value while ignoring expectations may leave you pocket poor.

Discount 166

Discount Face-to-face Banking Loyalty 166

Zoominfo

SEPTEMBER 25, 2018

3. Sales Influence—Why People Buy. You’ll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Predictable Prospecting. Over the years I’ve received training/coaching from some of the industry’s leading experts.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. 1. Jeb Blount (Sales Gravy). 3. Criteria for Success. Go check it out!

Channels 187

Channels Face-to-face Video Hubspot 187

Increase Sales

AUGUST 19, 2013

The 21st century salesperson has changed from how he or she works, travels, communicates and prospects for sales leads. ” There is an attitudinal shift that influences behaviors. Sales Training Coaching Tip: Zig Ziglar defined “attitude as a habit of thought.” Share on Facebook.

Lead Rank 144

Lead Rank Travel Small Business Small Business 144

Hubspot Sales

OCTOBER 29, 2017

billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry.

Channels 112

Channels Video Training Hiring 112

Score More Sales

FEBRUARY 16, 2012

Years ago when I started in B2B sales, there was one way to keep track of customers and prospective customers – writing on lined, yellow note pads and putting these precious notes into manila file folders. Share the value that you bring to your prospective customer, not how great you and your company are. Consulting. Work on this!

Lead Rank 179

Lead Rank Lead Scoring B2B Tools 179

Increase Sales

SEPTEMBER 3, 2013

Each ideal qualified potential customer (aka as qualified prospect) may have a different want, a different perception of value. She is recognized as one of the Top 25 Sales Influencers in 2013 by Open View Sales Labs and can be reached at 219.759.5601 CST. Share on Facebook. What I have found is to be simple and direct.

Follow-up 138

Follow-up Sales Qualified Lead Face-to-face Lead Rank 138

Increase Sales

APRIL 27, 2012

How you as a salesperson engage the feelings of people (your potential customers, centers of influence or strategic partners) may change such as through social media, email marketing or electronic billboards. Share on Facebook. In actuality, sales is still remains the “transference of feelings” (Zig Ziglar).

Social Media 161

Social Media Small Business Small Business Media 161

Increase Sales

SEPTEMBER 14, 2011

Sales Training Coaching Tip: Wearing jeans to a business networking event is also a No-No unless you are in the middle of a corn field. If we make judgements, then our potential clients or prospects are also making judgements. Sales Training Coaching Tip: Appropriate attire is part of your overall marketing and your brand.

Ideal Customer Profile 130

Ideal Customer Profile Networking Fashion Insurance 130

Increase Sales

FEBRUARY 14, 2014

Why are people (potential customers or sales prospects) truly surprised when a real human being answers their phone calls? Sales Training Coaching Tip: Social selling or social sales is more about expanding one’s influence. Share on Facebook. Nothing will replace the H2H small business advantage.

Small Business 115

Small Business Small Business Social Media Social Selling 115

MTD Sales Training

JULY 5, 2017

With all the information available online these days—on company websites, in Google, on Facebook and on LinkedIn and other social media sites—it will kill you stone cold if you don’t have specific things to discuss during your meeting. Let The Prospect Take Control Of The Meeting. Here are just five: Don’t Do Your Research.

Face-to-face 120

Face-to-face Proposal Social Media Research 120

Increase Sales

JUNE 4, 2014

One of the big challenges that any salesperson faces is establishing credibility with a new prospect. If a prospect doesn’t know you or your company, that prospect must become convinced of three very important things: Making a change in suppliers is worth the hassle involved. Avoid the sales “stereotype.”

Vendor 135

Vendor Face-to-face Exact Competition 135

The Digital Sales Institute

NOVEMBER 16, 2018

What are the benefits of undertaking a social selling training course and what can a salesperson expect to learn? Any business in the B2B (and increasingly in the B2C space) can leverage social selling to drive increased customer or prospect engagement. The Social Selling Training Course. Social selling plan.

Social Selling 59

Social Selling Course Training Social Media 59

MTD Sales Training

DECEMBER 12, 2016

But many more haven’t studied this subject and consequently lose the ability to influence buyers in making decisions that will progress a sale and take the prospect on a journey of discovery. Let’s take a look at the stages and see how we can deal with them when discussing progress with a prospect: Stage 1: Unawareness.

Hotels 120

Hotels How To Buyer Facebook 120

Women Sales Pros

OCTOBER 12, 2018

Prospecting is one of the most effective and fastest methods to grow your business. Stop cold calling and start warm calling with centers of influence and referrals. The “who” in this case are your centers of influence. An introduction to a new prospect from someone within your COI is always preferable to a cold call.

Cold Calling 101

Cold Calling Referrals Call-back Networking 101

Sales Training Advice

JUNE 10, 2013

Ten years ago, most sales people had no idea just how vital the Internet would become to prospecting. If you’re avoiding digital prospecting techniques, you’re missing a fantastic opportunity to: - Expand your prospecting reach. Connect with prospects on LinkedIn. Join groups where your prospects are.

Prospecting 70

Prospecting Strategy Cold Calling Social Media 70

No More Cold Calling

JULY 14, 2015

No one had time to prospect, because they couldn’t keep up with the business coming in every day. As he puts it: Over the last fifteen years, leadership programming has dominated training programs, bestseller lists and conference agendas. Great sales leaders must also be great managers. Then the recession hit.

Sales Management 120

Sales Management Hiring Referrals Conference 120

Keith Rosen

JULY 20, 2013

Have you recently reviewed your list of prospects who said “No” to you in the past? These prospects may have turned you down before, but things can change a great deal even in a few short months or years – things like the economy, technology and even your prospects’ business needs and priorities. Here are a few ideas: 1.

Lead Rank 132

Lead Rank Lead Scoring Face-to-face Call-back 132

SalesHandy

SEPTEMBER 3, 2020

Outbound Sales Statistics Cold Email Cold Call Follow-up Inbound Sales Statistics Organic Lead Statistics Lead Nurturing Statistics Sales Prospecting Sales Cycle Sales Closure Referral Sales Statistics Social Sales Statistics Sales Training Statistics. 46% of leads require 3-5 touchpoints before getting qualified as a prospect.

Cold Calling 131

Cold Calling Outbound Lead Nurturing Inbound 131

Increase Sales

JANUARY 3, 2012

Over six years ago I faced the challenge shared by many small business owners of business to business (B2B) marketing where my efforts would engage the emotions and create value for potential buyers (think prospects) so that could realize a tiny portion of market share. Sales Training Coaching Tip: People buy from people they know and trust.

Lead Scoring 96

Lead Scoring Lead Rank B2B Marketing 96

Hubspot Sales

MAY 6, 2018

If you believe LinkedIn InMails “just don’t work" for connecting with prospects, you're experiencing user error -- not medium error. As we launched a new social selling training product for the SMB market, I wanted to test an assumption on messaging effectiveness using LinkedIn InMails. End with a CTA to schedule a call. Results: 17.5%

Social Selling 108

Social Selling Buyer Persona Campaigns LinkedIn 108

Increase Sales

JUNE 12, 2017

And when one is in sales, turning off potential sales leads, ideal customers to even centers of influence is not a doable marketing or selling strategy. Is it because of: Sales training? Prospecting training? Social media training? No all you will do is annoy potential sales leads and centers of influence.

Social Media 78

Social Media B2C ACT Influencer 78

Smooth Sale

MAY 27, 2024

Social media sites such as Facebook, Instagram, Twitter, and LinkedIn offer a range of content formats, including posts, stories, and videos that you can use to highlight your product. Leverage Influencer Marketing Influencer marketing uses the authority and persuasiveness of people who control significant audiences, usually via social media.

Promotion 93

Promotion Advertising Advertising Social Media 93

Vengreso

MAY 30, 2019

You Have A Better Chance Of Influencing Buyers Indirectly. Their influence on your behalf could make buying decisions much easier and faster. Sales leaders have a better chance of influencing #buyers indirectly - do you know how to do so? Out of all those contexts, the influencers are the most important for your consideration.

Channels 105

Channels Revenue Influencer Google 105

Sales Evangelist

JANUARY 11, 2021

In this episode, Donald talks about the 5 trends that you should know about prospecting that we can use to improve our sales game this year. 81% of non C-suite employees have some influence in the final purchase decision. More and more prospects are now working from their homes, and it’s your job as a sales rep to grab their attention.

Trends 59

Trends Prospecting Survey SalesForce 59

Vengreso

NOVEMBER 22, 2018

My guest on this episode of #SellingWithSocial says the only way you can effectively be more persuasive is by having the RIGHT kind of influence with buyers. Today, Rod is doing some amazing training with sales, leadership, and organizational development professionals. Who IS my guest?

Google 98

Google Influencer Twitter Lead Rank 98