No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. None of us stands out during prospecting. Talk to any software vendor, and they can’t wait to show you their cool software. Salespeople know that building trust is paramount to prospecting, and it can be difficult to achieve.

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Mr. Inside Sales

JULY 24, 2022

Here’s how: If you’re qualifying a prospect to pitch later, and you know that price is the biggest objection you get, then qualify for it so you’re not ambushed when you get to the close. If you are dealing with a customer who buys their products from another vendor, then ask: “Who are you getting that from now?”.

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Objections Face-to-face Sales Qualified Lead Gatekeeper 156

Mr. Inside Sales

APRIL 8, 2022

For those of you who are prospecting, this objection, “We’re happy with who we’re using,” is something you most likely encounter often. In fact, because you already have someone, this is the perfect time to compare prices and services with other vendors. The question is: what do you say to it? Let me ask you this….”.

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Mr. Inside Sales

NOVEMBER 26, 2022

Tired of getting blown off with the objection: “We’re all set,” when prospecting? Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. What I’ve found is that those companies who are already using a vendor for this are surprised to learn that….”.

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Face-to-face Decision Maker Objections Gatekeeper 156

No More Cold Calling

MAY 25, 2023

Talk to any software vendor, and they can’t wait to show you their cool software. You ensure they receive referral introductions to their prime prospects—from people those prospects know and trust. The trust the prospect has for the referral source is transferred to the salesperson. But buyers don’t actually buy software.

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No More Cold Calling

OCTOBER 1, 2020

Referrals are how most people prefer to do business, whether they’re looking for a good restaurant or a new software vendor. It takes roughly eight touches for sales reps to reach cold prospects. When you ensure that referrals come first in your business development plan, referral selling becomes a scalable prospecting strategy.

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Referrals Cold Calling Sales Qualified Lead Call-back 373

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.

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Mr. Inside Sales

MAY 22, 2020

You go back to basics: you acknowledge them, and then go around them to either earn the right to have a conversation, or to qualify the prospect. Let me ask you this: When things settle down and you get back into the office, and back to doing business again, what does your ideal vendor look like?”. Response: “I totally understand.

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Mr. Inside Sales

JUNE 17, 2022

4: Going to use their old vendor. #5: After the client thought about it, he declined Jeffrey’s offer, and then he polled the sales team, and here were their common objections: #1: Too expensive (don’t have the budget). #2: 2: Have to get approval. #3: 3: Need to think about it. #4: 5: Need to get several quotes. #6:

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The Sales Developers

DECEMBER 6, 2019

Sales teams have everything needed for outbound prospecting activities. There are more vendors in sales acceleration every day and ever expanding budgets fueled by venture capital and other forces. These steps will eliminate roadblocks (gatekeepers, wrong titles, bad phone numbers, bounced emails, etc.) The Cost of Bad Data.

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Mr. Inside Sales

JUNE 19, 2020

I don’t know about you, but all my LinkedIn requests and emails from vendors now begin the same way: “I hope you and your family are staying safe…”. One of the ways you stay ahead of your competition is to stop sounding like them.

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Face-to-face Gatekeeper Call-back Decision Maker 158

Mr. Inside Sales

DECEMBER 4, 2020

If you prospect by phone for a living, then you’re no stranger to rejection. Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. What I’ve found is that those companies who are already using a vendor for this are surprised to learn that….”.

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Sales 2.0

SEPTEMBER 15, 2018

The biggest item we lack in sales is information—information on what is going on at our target account and what our target prospect actually needs. If I knew what was going on in the head of my prospect, I would definitely be a rock star sales dude. What are my prospect’s top 3 goals this quarter? All information helps.

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Gatekeeper Call-back Referrals Banking 236

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. And poorly managed prospecting lists will result in seller fatigue. In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work.

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Mr. Inside Sales

MARCH 21, 2019

Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”. Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. We’re all set”.

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Hubspot Sales

MARCH 20, 2018

The Gatekeeper. A crucial yet overlooked aspect of objection handling occurs at the very beginning of the buying process, during prospecting. Sales reps who do their own prospecting and sales development reps encounter a myriad of objections in their attempts to connect with and qualify prospects. Prospecting is hard.

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Mr. Inside Sales

JULY 11, 2020

If your prospect says yes, then there’s an opportunity here and you’ve uncovered it. There are, however, ways to position yourself to earn some of the business either now, or to be the preferred vendor they reach out to when they consider making a change. Could I at least do a no cost/no obligation comparison quote for you?”.

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Pointclear

JANUARY 26, 2012

The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail. prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches.

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No More Cold Calling

JANUARY 24, 2019

My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you. Regardless of the way you reach out—via email, social media, text, direct mail, or even a knock on the door—prospects are cold as ice unless they know who you are and expect to hear from you. What Is Cold Calling?

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Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Sales 2.0

SEPTEMBER 15, 2018

The biggest item we lack in sales is information—information on what is going on at our target account and what our target prospect actually needs. If I knew what was going on in the head of my prospect, I would definitely be a rock star sales dude. What are my prospect’s top 3 goals this quarter? All information helps.

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Gatekeeper Call-back Referrals Banking 150

Mr. Inside Sales

MARCH 20, 2020

The challenges your prospects are going through are the same ones you are. Here are some emails you may be getting, and some suggested wording for your responses to them: Email from Prospect #1: Dear…. “I Email from Prospect #2: Dear…. Email from Prospect #3: “Dear…. “I Email from Prospect #4: “Dear….

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Face-to-face Call-back Objections Gatekeeper 157

No More Cold Calling

FEBRUARY 20, 2014

Lies You Tell Gatekeepers. Gatekeepers can smell phoniness a mile away. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? When you have a referral, you’ll never have to use duplicitous tactics to bypass the gatekeeper. Read “ Lies You Tell Gatekeepers.”).

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Gatekeeper Referrals Cold Calling Hiring 218

No More Cold Calling

JUNE 7, 2018

Talk to any software vendor, and they can’t wait to show you their cool software. When they get introductions from people their prospects know and trust, they walk straight into meetings with your ideal clients. The trust the prospect has for the referral source is transferred to the salesperson.

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Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

Mr. Inside Sales

AUGUST 22, 2019

Here is an example of the kinds of proven scripts and techniques you’ll learn to handle all the selling situations you and your team face: If, while prospecting, your prospect tells you, “We wouldn’t be interested,” you can more effectively respond with: “I’m not interested”. Response #1. We do order, we just don’t need any now”].

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DiscoverOrg Sales

MARCH 30, 2017

Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. Direct Prospecting at Interested Buyers. Timing is everything in sales.

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No More Cold Calling

NOVEMBER 14, 2013

Your customers already think all vendors are the same, because everyone has the same message and makes the same promises. With referral introductions from people your buyers know and trust, you walk straight into meetings with your ideal prospects. Break Away From the Pack. You have a choice. So how do you get in the door first?

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Sales Training Connection

OCTOBER 13, 2016

If you go with an outside vendor and customize the training materials, the training will be in the neighborhood of $1,000 to $1200 per sales rep. If this challenge was on the table 10-15 years go, there were not many viable sales training vendor options from which to select. How do we narrow down the list of prospects?

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Hubspot Sales

NOVEMBER 26, 2019

The first person you talk to will usually be a gatekeeper , who is still a valuable contact to have. Connect with an associated gatekeeper. A gatekeeper is typically an executive assistant or associate who has direct contact with the decision maker. Is there a committee assigned to choosing a [vendor, supplier, solution]?

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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. Build Targeted Prospect Lists. Building a list of targeted prospects is not an easy task. You have to manually look for each and every prospect information from those websites.

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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.

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CloserIQ

AUGUST 5, 2019

7 tips for selling high-level prospects. Find credible, relevant sources to reference , and make sure they come from the prospect ’s market and region. Doing anything less is disrespectful to the prospect. . Hari Krishnan , CEO of PropertyGuru, defines vendor roles in 3 distinct levels : . Do your research. are all busy.

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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?

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Bernadette McClelland

JANUARY 15, 2017

So here are ten of the changes I have noticed and they are in no particular order: Competition in the past was contained to local or domestic vendors, in local cities and at margins that were typically healthy however with the introduction of technology, we have now become more of a global village. Contact was relatively simple.

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DiscoverOrg Sales

FEBRUARY 12, 2016

The Shell: Holding the Prospecting Relationship Together. The message I am presenting about myself (or my company and its product) and understanding of my audience (or my prospect) is represented in the packaging of my taco, aka the shell, which will ultimately reveal the tasty filling inside. Mmmm…delicious filling.

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Showpad

OCTOBER 27, 2021

Gone are the days of the simple gatekeeper-sales rep relationship. Today’s buyers are self-directed and self-educated, spending just 17% of their time with vendors , according to research from Garnter. But B2B buyers aren’t just changing—they’re taking on new habits and expectations at lightning speed. This isn’t a blip, either. .

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SBI

OCTOBER 30, 2018

She started her career in sales prospecting technology space and has a lot of background as an analyst. For instance can they quickly find the right relevant content to deliver for a specific product, prospect or persona. ” So that’s when my partner Dan Cilley and I launched Vendor Neutral. Nancy Nardin: Oh sure.

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Hubspot Sales

AUGUST 11, 2019

HubSpot research shows 40% of salespeople view prospecting as the most difficult part of their jobs. It’s often the most critical barrier to meeting quota, and the ability to prospect effectively and bring in qualified leads is what will help reps move forward and succeed. Interested in learning more about sales prospecting on Quora?

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