Sales 2.0

NOVEMBER 3, 2018

Your own company has decision-makers, gatekeepers and users. If you want to maximize your sales career, apply the knowledge you have of sales to your own company, not just your prospect and client accounts. Work the system. If you work it, it will work for you. Be an internal seller.

Gatekeeper 150

Gatekeeper How To Decision Maker Report 150

Sales and Marketing Management

SEPTEMBER 4, 2018

Often, the differentiator may come down to the sales rep, whose product knowledge, experience and ability to solve the customer’s problem end up being the deciding factor in turning a prospect into a customer. Are you speaking to decision makers or gatekeepers or influencers? It’s not enough to hire the appropriate sales profile.

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

eGrabber

MARCH 27, 2020

They generate their own leads , make sales calls, reply emails, attend meetings, research on the prospects, manage CRM, and other administration tasks. Sales productivity is nothing but maximizing sales results while minimizing the resources such as cost, effort and time. Build Targeted Prospect Lists.

Ideal Customer Profile 132

Ideal Customer Profile Webinar Metrics Strategy Maximizer 132

Hubspot Sales

OCTOBER 5, 2017

While we (or our team) are racing to hit quota against that clock, though, we can save time and maximize our numbers by investing in the right processes, activities, and skills. What Is Prospecting? Prospecting: The process of searching for potential customers, clients, or buyers in order to develop new business.

Prospecting 144

Prospecting Tools Top of Funnel Lead Rank 144

Mr. Inside Sales

DECEMBER 13, 2019

I always balance my goals in all areas to maximize my growth both as a person and as a professional. Now that December is here (by golly, half over…), it’s time for me to solidify my goals for 2020.

Face-to-face 158

Face-to-face ACT Exact Inside Sales 158

Sales Hacker

MAY 4, 2020

5 Things WFH Sellers Can Do To Help Prospects Buy from Home. Prospects can’t gather round the table after your presentation because you were probably presenting from your Zoom, so the conversation about your proposal could happen days later. RELATED: How to Talk to Prospects in These Uncertain Times. Let’s get into it.

Prospecting 68

Prospecting Decision Maker Vendor Face-to-face 68

Marc Wayshak

OCTOBER 28, 2021

Simply put, the phone is really effective for prospecting. Don’t get distracted by newer, shinier ways of reaching out to prospects, at the expense of that old trusty stand-by: the phone. But the reality is that if you’re making dials to prospects without the right data (i.e., I’m willing to talk to them.”.

Cold Calling 99

Cold Calling Social Media Gatekeeper Call-back 99

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 Social Media Cold Calling 70

Sales Hacker

AUGUST 29, 2022

Leveraging data to maximize growth is what we get into in this episode of Revenue Innovators with Neil Hoyne. Unless there are legal or privacy reasons that prevent it, keep data open and accessible to everyone rather than locked up with gatekeepers. RELATED: Using Storytelling In Sales to WOW Your Prospects Into a Deal.

Data 88

Data Hiring Gatekeeper Sales Qualified Lead 88

Zoominfo

OCTOBER 21, 2021

We believe the key is the right data and the tools that can drive insights at each stage of the prospect’s journey. This goes for everything from tactical approaches to business development research to the underlying characteristics that make said prospects qualified enough to engage in the first place.

Top of Funnel 130

Top of Funnel Funnel Sales Qualified Lead Data 130

Gong.io

SEPTEMBER 26, 2022

Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Instead of traditional in-person sales meetings, the salesperson and the prospect are in different places such as their home or work. Keeping prospects engaged. Are your prospects facing new problems?

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Chorus.ai

NOVEMBER 24, 2020

After rigorous prospecting to determine the companies (and decision-makers/gatekeepers) to approach, your sales reps will pick up the phone. Effective prospecting is key to successfully scheduling meetings through cold calling. Cold calling with poor prospecting will make the process a repetitive slog.

Cold Calling 62

Cold Calling Meeting Gatekeeper Decision Maker 62

Marc Wayshak

JANUARY 5, 2022

The only solution is to create and follow the best salesperson daily schedule for you, to maximize your time. If you’re not on the phone, on a Zoom, or face-to-face with a prospect, or working on a proposal for a prospect—then don’t do it. Only say yes to people who are likely to be good prospects.

Face-to-face 102

Face-to-face Gatekeeper Sales Qualified Lead Call-back 102

Sell Integrity

DECEMBER 8, 2020

And there’s this: Most people we need to connect with today have Zoom fatigue , so it’s critical that you maximize your time with prospects and customers when connecting with them virtually. After: Watch out for self-doubt or negative self-talk about wasting the prospect’s time after the virtual session. Prepare like crazy.

Gatekeeper 72

Gatekeeper Intent Call-back Up-Sell 72

The Spiff Blog

SEPTEMBER 9, 2022

When reps are contending with gatekeepers, champions, influencers, blockers, and decision-makers, lost opportunities may require a more nuanced explanation than “getting outsold.” In a culture that runs on fear of failure, a rep is more likely to take their frustration out on the prospect delivering the news. Final thoughts.

ROI 83

ROI How To Face-to-face Commission 83

Tenbound

JANUARY 26, 2024

Segment your prospect list based on specific criteria and tailor your language and content to each segment. Targeting Competitors’ Followers for New Prospects Identifying Potential Customers Among Competitor Followers Your competitors’ social media followers can be a goldmine of potential customers.

Case Study 64

Case Study Segment Social Media Follow-up 64

ExecVision

APRIL 25, 2018

Along the way, we’ve discovered what it takes to maximize your ROI from CAS. Be sure your reps are well-versed in these four skills to maximize your ConnectAndSell ROI: Pre-Call Research. Reps should be manually cleaning up the lists they pull from databases and researching the account/prospect prior to the call.

Ideal Customer Profile 40

Ideal Customer Profile InsideView Cold Calling Maximizer 40

Sales Hacker

AUGUST 26, 2022

This is data that reflects all the actions your sales team takes when interacting with prospects. For example, if the email velocity with a prospect suddenly drops, you can dig deeper to find the reason: Is the rep not being proactive with the account lately? Or is there a need to touch base with the prospect with a creative offer?

Revenue 83

Revenue Data Pivotal Lead Rank 83

Hubspot Sales

APRIL 14, 2019

The truth is, your prospects can sniff out a super-scripted pitch a mile away. If you’re paying real people to make sales calls -- then giving them a strict step-by-step script to follow -- you’re missing out on a massive opportunity to make personalized interactions which actually provide value for your prospect.

Top of Funnel 97

Top of Funnel Ideal Customer Profile Hiring Telemarketing 97

Sales Hacker

OCTOBER 22, 2020

That’s what you plan to say throughout the entire call (including objection responses , messages with a gatekeeper, etc.). Also, make sure there’s a place in your script for at least one specific detail about your prospect or their company. The prospect is rejecting your talk-track, not you. Repetition is Key.

Account 70

Account Analysis Gatekeeper Call-back 70

PandaDoc

AUGUST 18, 2022

Sales leaders who want to maximize the effectiveness of their sales process and keep up with their competitors use sales battle cards to identify customer pain points and gain valuable market insights. Your sales team will be better equipped to pitch your product as a more effective solution to prospects when armed with this information.

Sales Cycle 96

Sales Cycle Closing Ideal Customer Profile How To 96

Anthony Cole Training

APRIL 15, 2011

Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). I came back to the office and began calling on my list of prospects for the week and I bombed the first three. Tonys Top Ten. 7 More Sales Core Competencies.

Hiring 174

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 174

Sales Hacker

APRIL 24, 2019

It just doesn’t make sense to practice on prospects anymore. A professional sales person needs a place to take “batting practice” before getting out there and trying to hit the 90 MPH curve balls being hurled at them by prospects. Examples of these can be CXO, Director of X, or gatekeeper. That place is role play. Role Reversal.

Exercises 98

Exercises Objections Follow-up Face-to-face 98

Sales Hacker

SEPTEMBER 24, 2018

When you have that combination, revenue efficiency — the ability to maximize return with the leanest resources possible — becomes inevitable. When tasks mount, precious hours get used up, leaving sellers with far less time to make meaningful, value-yielding conversations with prospects and leads. ARR in 6 Months.

Scale 81

Scale SalesForce Consumer Gatekeeper 81

SalesLoft

MAY 22, 2017

Imagine after sending an ideal prospect an intro email, you follow up with a phone call to further discuss your product. Start by sending emails using your email address with your corporate domain and send out credible emails that can gain the trust of prospects and servers alike. It’s not enough just to reach your prospects.

Banking 52

Banking Distribution Gatekeeper Comparison 52

Sales Hacker

AUGUST 2, 2019

In sales, no matter how much you may wish otherwise, the fact is a prospect buys on their own timeline. Now, traditionally, it was thought that 7–10 touches were required to engage prospects and get them ready to talk to a sales rep. Think relationship selling, sales prospecting, and lead nurturing all rolled into one.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Openview

JANUARY 18, 2018

What if every rep was prospecting as well as the rep generating the most leads? A few examples of the types of skills that can determine how successful your reps are: Prospecting. Dividing your coaching plan by skill set will maximize the ROI of each rep’s training. How does your top performer approach a gatekeeper?

Lead Rank 104

Lead Rank Lead Scoring Coaching B2B 104

Pipeliner

MAY 29, 2018

By being able to see and hear a prospect, you as a salesperson can much more easily empathize. You can recognize what they’re going through, and what their role is: decision maker, analyst, gatekeeper or another. The answer for a salesperson is to become a mirror for their prospects. The Mirror. These are also quite different.

Call-back 58

Call-back Relationals Buyer Sales 58

LeadFuze

JANUARY 1, 2022

Need Help Automating Your Sales Prospecting Process? Examples are CEO, Director X, or gatekeeper. If your team is focused on C-Level prospects, go ahead and bring them into the sales training process. When reviewing call recordings, it is helpful to note down any objections that are brought up by the prospect.

Exercises 52

Exercises Hiring Objections Face-to-face 52

LeadFuze

DECEMBER 31, 2021

Need Help Automating Your Sales Prospecting Process? Present your prospects with all of their options, and don’t stop until they’re completely satisfied. Gatekeepers are there to keep the flow of information under control. To maximize productivity, it is important to have a clear idea of the workday.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Cience

NOVEMBER 20, 2019

Only high-quality leads – sales research and ICP make sure that you meet only with prospective clients– excluding unqualified event attendees is just as important as targeting the right ones. Tip : You’re using prospecting techniques. Check if your prospects post something about the upcoming event on LinkedIn.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Sales Hacker

MARCH 2, 2020

Sales Development and Prospecting. Fanatical Prospecting. Combo Prospecting. High-Profit Prospecting. Predictable Prospecting. Prospects never control anyone who has mastered David Sandler’s 7-step program for top sales. Sales Development and Prospecting. The Seller’s Challenge. Top of Mind.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Sales Hacker Training

SEPTEMBER 5, 2018

Altify builds the matching enterprise support and trains everyone on the team how to maximize the benefits of an improved sales effectiveness. It’s a three-month virtual course that teaches you how to win every stage of the selling process: from B2B sales prospecting to renewals. Dealing with gatekeepers. 4) AltiSales.

Training 103

Training Scale Lead Qualification Lead Rank 103

Close.io

JANUARY 7, 2019

In this guide, I’m sharing every lesson I’ve learned, from what you need to do pre-launch, to how to succeed on launch day and maximize the days, weeks, and months that follow. But today, there are so many channels where you don’t have to rely on a gatekeeper. Pre-launch plan checklist. Don’t waste it. What to do on launch day.

Strategy 132

Strategy How To Top of Funnel Follow-up 132

Zoominfo

NOVEMBER 9, 2020

The traditional sales funnel is a stage-based approach to turning prospective leads into buyers. This goes for everything from tactical approaches to business development research to the underlying characteristics that make said prospects qualified enough to engage in the first place. What Tools Do People Use for Sales Funnels?

Top of Funnel 246

Top of Funnel Funnel Data Sales Qualified Lead 246

Close.io

JANUARY 7, 2019

In this guide, I’m sharing every lesson I’ve learned, from what you need to do pre-launch, to how to succeed on launch day and maximize the days, weeks, and months that follow. But today, there are so many channels where you don’t have to rely on a gatekeeper. Pre-launch plan checklist. Don’t waste it. What to do on launch day.

Strategy 64

Strategy How To Top of Funnel Follow-up 64

OnePageCRM

FEBRUARY 6, 2017

All the market and product knowledge in the world is useless if you cannot explain it simply for a prospect to understand. Great sales people take complex strategies and simplify them into key messages and action items, that a prospect can follow and feel in control of. quality conversations with prospects.

Hiring 52

Hiring Lead Rank Lead Scoring Sales Qualified Lead 52