The Pipeline

FEBRUARY 9, 2021

Many would have you believe it does not work, which may be true for them but not for others. It starts with an easy lie, no one answers their phone, “I know I don’t” they say. Not only do people answer their phones, but they also take calls from strangers. And when they do, they give you 31 seconds. By The Numbers.

Prospecting 369

Prospecting Real Estate Quota Video 369

SalesFuel

MARCH 29, 2024

And when they get frustrated, they give up and leave. Answers to Their Questions The most effective website content marketing is what’s tailored to the needs and interests of your client’s target audience. Create content based on what your client’s target audience searches for (like answers to questions).

Conversion 98

Conversion Marketing Ideal Customer Profile Consumer 98

Bernadette McClelland

DECEMBER 30, 2023

I 'got them' and they knew that. I want more TOP LEVEL leaders of business to stop discounting the value of their lower down leaders by not providing them a sounding board, or someone who calls them on their BS. Give that gift to your leaders and then reap the rewards. Invest in your people!

Sales Leadership 195

Sales Leadership Hiring Pivotal Loyalty 195

Mr. Inside Sales

JANUARY 7, 2023

Don Shula – the famous Miami Dolphin coach – once said that his players practiced, drilled and rehearsed their plays and techniques over and over again so they could internalize them and act automatically when they needed to. Question: Can you honestly answer each objection you get with a best practice response (that works)?

Face-to-face 259

Face-to-face Guarantee Gatekeeper Decision Maker 259

Mr. Inside Sales

FEBRUARY 19, 2023

The answer, of course, is simple: Only pitch and spend with those prospects who are actually going to turn into sales—yep, those two people … I know you still have to prospect and spend time with the other eight, but how about reducing that time? How about disqualifying them early and revealing that they are never going to buy from you?

Face-to-face 255

Face-to-face Gatekeeper Decision Maker Licensing 255

The Center for Sales Strategy

FEBRUARY 29, 2024

Today, Trey Morris, VP/ Senior Consultant here at CSS, is joining Matt to help answer the question, “Why is it getting harder to convert prospects and renew clients?” In this episode, we’re continuing our season-long deep dive into the latest Media Sales Report from The Center for Sales Strategy.

Prospecting 125

Prospecting Report Media Meeting 125

SalesLoft

APRIL 8, 2024

It was a challenge for them to figure out what was really working and what wasn’t. It was a challenge for them to figure out what was really working and what wasn’t. They weren’t able to deliver that quality content in a structured way that gave them the ability to see if customers interacted with it properly.

Inside Sales 86

Inside Sales Face-to-face Campaigns Exact 86

Mr. Inside Sales

DECEMBER 12, 2020

After this, I have to take this back to the board and let them know what I think.”. Why don’t you tell me which option you like best so far, tell me what you like about it so much, and then I’ll let you know if our program can match that or even give you more.”. Then hit I’d hit mute and let them talk. And I’d hit mute again.

Decision Maker 291

Decision Maker Face-to-face Call-back Gatekeeper 291

Partners in Excellence

FEBRUARY 27, 2024

One of the biggest mistakes I see sellers and marketers making is depending on AI for answers. “AI does not answer questions… ”* Some of you are saying, “Dave, you are crazy, I go to ChatGPT, Gemini, Bard everyday and pose questions. But it doesn’t answer questions.

Face-to-face 116

Face-to-face Journal Research Tools 116

Partners in Excellence

JANUARY 10, 2024

We are driven to have answers, to seek solutions. We, often, display avoidance behaviors–persisting in doing things the way we have always done them, even when we know they are no longer effective. We respect those that appear to have the answers. To a degree, certainty gives us the feeling of power and control.

Face-to-face 91

Face-to-face Follow-up Resources Research 91

Mr. Inside Sales

JANUARY 14, 2023

Simply call your reps in, one by one, and ask them: “If I gave you a pencil and asked you to sell it, how would you go about it?”. After letting a rep tell me how good of a closer they are, I pull out a pencil, hand it to them, and tell them to sell it to me. Amazingly, this just makes them talk even more!

Face-to-face 254

Face-to-face Gatekeeper How To Sales Qualified Lead 254

Mr. Inside Sales

AUGUST 27, 2021

Simply seek out the top closer in your company, organization, or industry, and then role play with them and write down how they answer the same objections that are frustrating you now. Simple answer and a simple solution for you to get better as well. It’s no wonder I was struggling and not closing many sales!

Objections 223

Objections Face-to-face Gatekeeper Decision Maker 223

Force Management

DECEMBER 14, 2023

The best channel enablement programs equip their partners with the ability to communicate their value proposition and give them the ability to answer essential questions on their behalf: • What problems do we solve for our customers? These questions are simple, but the answers typically are not. What is our proof?

Channels 137

Channels Revenue How To Case Study 137

Mr. Inside Sales

OCTOBER 21, 2022

Here are three things you can do to improve your attitude, and to keep that attitude positive through each and every sales call you make: #1: Buy a mirror and put it on your desk and look at yourself as soon as your prospect answers the phone. The secret is they will—whether you want them to or not! #3: he constantly asked me.

Face-to-face 271

Face-to-face Gatekeeper Decision Maker Licensing 271

Steven Rosen

APRIL 20, 2024

I think the general piece is just to give them a place of safety to talk about whatever they want. In this Sales Leadership Awakening podcast, Gerilyn Horan , Hilton’s VP of Group Sales, shares strategies to become the best place to work In the world.

Lead Rank 177

Lead Rank Lead Scoring How To Retention 177

Mr. Inside Sales

FEBRUARY 20, 2021

The answer, I suspect, is “It depends on who it’s from.”. If your answer again is, “That depends on what they want,” then I urge you to consider implementing the following habit that will make you a far better communicator than your competition. I’ll reach back once I have an answer.”. How about a text message? 10 seconds?

Face-to-face 271

Face-to-face Call-back Gatekeeper Decision Maker 271

Partners in Excellence

APRIL 3, 2024

We constantly experiment with different shortcuts, trying to figure out how to make them work for us (apparently they worked for others). It takes some time and effort to make them work as advertised, and when we can’t make them work, we look for another short cut. We start thinking, “How can we be different?

Scale 107

Scale Energy Construction Advertising 107

Allego

JANUARY 30, 2024

For sales training to be effective, you must: Identify Specific Needs: This involves understanding the unique aspects of your product or service, the target market, and the skills or knowledge gaps within the sales team. Each seller has different strengths and weaknesses, so a one-size-fits-all approach will not work. Here’s a look at a few.

Training 105

Training Hiring Exercises Webinar Metrics 105

Force Management

DECEMBER 28, 2023

As budgets get approved and your annual kickoff approaches, give your organization an edge by making sure your plan for the coming year incorporates digital tools and technology that drive results and power today’s top teams. The number one answer: Sales Tools, Platforms & Software (44%).

Tools 121

Tools Revenue Survey Software 121

Hubspot Sales

JANUARY 15, 2024

We sent them a proposal and even flew out for a second in-person follow-up. We sent them a proposal and even flew out for a second in-person follow-up. Nobody likes being the bearer of bad news, so the client may opt for avoidance over disappointing you with a “not right now” answer. Things were looking good.

Prospecting 113

Prospecting Follow-up Call-back Proposal 113

Partners in Excellence

JUNE 9, 2023

“Why can’t I just give you the answer? It’s going to take me such a long time to write all this out… ” I, also, suspected showing my google query (which is actually how I got the answers in later years) would be unsatisfactory. How do we influence them to choose us? ” Who cares?!

Influencer 68

Influencer Face-to-face Google Discount 68

Smooth Sale

APRIL 16, 2024

However, the most daunting ones can trigger anxiety, especially when we feel we lack the natural talent or the necessary skills to overcome them. Negative comments from others, such as ‘It’s time to give up; you will never make it! Imagine how you might feel if you did not give an issue your all to correct it and move on.

How To 116

How To Hiring Face-to-face Networking 116

Hubspot Sales

OCTOBER 23, 2023

As a salesperson, you might let one of those phrases slip from time to time to seem flashy or important, but prospects can see right through them — undermining the trust you're developing and impacting your ability to close. There's always a definitive yes or no answer to the question, “Can you do this?” To be honest.

Hubspot 106

Hubspot Decision Maker Sales Resources 106

Partners in Excellence

NOVEMBER 29, 2023

I’ve noticed a huge gap in how we equip and train our sellers, how we help them engage our customers in high impact conversations that focus on them and their problems, not pitching our projects. The post Can You Answer This Question: “Tell Me More…” appeared first on Partners in EXCELLENCE.

Analysis 113

Analysis Conversion Training Examples 113

Partners in Excellence

MARCH 6, 2024

When I was twelve, someone told me that if I knocked on every door in my apartment complex and each of the ones on each side, people would give me money. When I was twelve, someone told me that if I knocked on every door in my apartment complex and each of the ones on each side, people would give me money. I was a recruiter.

Call-back 109

Call-back Cold Calling Enterprise Enterprise 109

Sales Gravy

OCTOBER 13, 2023

Sales professionals should aim to actively engage prospects and encourage them to share their perspectives. We start blurting things out, talking over the prospect, and never really getting what we need from them or triggering their self-disclosure loop. Introducing discomfort helps reset the typical cadence of sales meetings.

Intent 86

Intent Face-to-face Call-back Conversion 86

Hubspot Sales

APRIL 26, 2023

After all, you've spent time, energy, and resources building a relationship — and giving up means you have nothing to show for it. To avoid the pitfalls of bad-fit prospects, look out for these seven signs you should give up on a deal. They can’t answer these three questions. 7 Signs You Should Walk Away From a Prospect 1.

Prospecting 112

Prospecting Decision Maker Lead Rank Lead Scoring 112

SMEI

APRIL 23, 2024

It’s what pushes them to provide more value to their customers, reduce costs, and stay ahead of the game. They can create loyal customers who will come back time and time again. It’s time to invest in your sales team and give them the tools they need to succeed. Vintage illustration by art department at NCR.

Training 97

Training Guarantee Competition Closing 97

Hubspot Sales

MAY 12, 2023

20 Interview Questions and Answers for an Executive Assistant What makes a good executive assistant? Hiring managers can use EA interview questions to design a better interview process and find the best fit to work with them. How do you prepare for a test when you don’t know what questions they’ll ask?

Hiring 103

Hiring Examples Social Media Software 103

Partners in Excellence

FEBRUARY 28, 2023

As sellers a large part of our job is providing answers. Our customers want to know about our products, we provide them endless amounts of features, functions, feeds, and speeds. So much of our training focuses on giving us the answers so that we can respond to our customers’ search for answers.

Sports 62

Sports Coaching Trends Relationals 62

Hubspot Sales

MARCH 4, 2024

We‘ve compiled their answers in this post — so without further ado, we present five pieces of advice all sales leaders need for 2024. Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week‘s post comes from five winners of HubSpot’s Modern Sales Leader 25 award.

Lead Rank 103

Lead Rank Construction Hubspot Lead Scoring 103

Partners in Excellence

AUGUST 17, 2020

Too often, we go to our managers looking for answers. Great managers tend not to give answers. They don’t provide the answers, in truth they may not know the answers. To help them learn how to analyze, assess, evaluate what they face. Should I do this? What am I missing?

Coaching 106

Coaching Face-to-face Intent Relationals 106

Hubspot Sales

SEPTEMBER 26, 2023

However, if I ask them the same question (e.g., However, if I ask them the same question (e.g., What is the most important soft skill to have in sales?”), they arrive at different answers. How do these tools, all powered by the same technology, arrive at different answers? This can lead to variations in the final answers.

Tools 91

Tools Lead Rank Face-to-face Case Study 91

SalesFuel

MARCH 27, 2024

Buyers won’t answer every phone call. So, when your call isn’t answered, you leave a voicemail that inspires a call back. You should give essential information, then tease the interesting bits for a future conversation,” Efti advises. Hubspot’s Michael Halper agrees, writing, “You need to give them a reason to reach back out.”

Hiring 52

Hiring Call-back Buyer Research 52

Keith Rosen

OCTOBER 19, 2009

As a recap from Part One, “Do I Coach Them or Train Them?” The question is, what exactly do you use to fill in this gap – do you coach them, train then, advise them or flat out just give them the answer? It’s the void that exists between the person and their goal.

Coaching 48

Coaching Training Cold Calling Exact 48

Keith Rosen

OCTOBER 22, 2009

As a recap from Part One, “Do I Coach Them or Train Them?” The question is, what exactly do you use to fill in this gap – do you coach them, train then, advise them or flat out just give them the answer? It’s the void that exists between the person and their goal. Objections?

Coaching 48

Coaching Training Policies Cold Calling 48

Partners in Excellence

SEPTEMBER 13, 2022

In other posts I’ve talked about how we apply systems thinking both to better understand our customers businesses, but also to help them improve, change, and grow. In other posts I’ve talked about how we apply systems thinking both to better understand our customers businesses, but also to help them improve, change, and grow.

Margin 81

Margin Analysis Face-to-face System 81