The Pipeline

SEPTEMBER 18, 2018

No need to go to the gutter right away, there is a lot to be said for words in sales before we have to go blue. The word I am talking about is talk, and the often silly way sellers use words, but more specifically the obsession to be delivering words, talking, sometimes (usually), jusf for the sake of talking.

Vendor 255

Vendor Discount Insurance Insurance 255

Zoominfo

FEBRUARY 17, 2021

This is unless the recipient is already a customer (not a lead), or you have their permission to call outside of those times. Be upfront and transparent with your prospects. Tell them who you are and why you’re calling — include your name, company, location, phone number, and purpose for your call (truthfully).

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

No More Cold Calling

JANUARY 28, 2018

Ready to hone your account based sales development skills? They’ll come from all over the world to compete in a myriad of events, but they all have one thing in common: They got where they are today because they invested in building their skills. My interview will launch on February 15.) not every hand goes up. Amazing, really.

Referrals 166

Referrals Cold Calling Lead Generation Sales Qualified Lead 166

Sales Hacker

APRIL 27, 2021

No one wants to talk to a sales robot… Let’s be honest, most people don’t want to talk to any salespeople. Join AJ in his sessions as he helps you find balance in your life: how to use the skills and talents you cultivate outside of work to take your sales game to new heights!

B2C 86

B2C Comparison Quota B2B 86

Hubspot Sales

AUGUST 6, 2018

And I spam my prospects. So, today I'd like to share the evolution of my. strategy and how it went from old school robotic to modern and strategic, with a series of different. So, today I'd like to share the evolution of my. If you set up your website to answer your prospect's questions, you'll increase sales.

B2C 130

B2C Strategy Hubspot Prospecting 130

Allego

APRIL 16, 2024

You must humanize your communication. Generative AI “tools are amazing, but they don’t have the experience we have. It can’t think, it doesn’t have empathy, it doesn’t have understanding, it doesn’t have values, it still has bias. There’s no doubt about it.

Hiring 62

Hiring Scale Proposal Analysis 62

The Pipeline

FEBRUARY 20, 2018

While automation may not be the end all or be all, it does offer a cost-effective alternative to getting basics done, and with no excuses or talk back when things are not does. When sales leaders ask which book they should have their teams read, I recommend The Ten-Day MBA, not a sales retread. It’s About Business.

Objections 258

Objections ROI Call-back Pivotal 258

Sales Hacker

MAY 23, 2023

There are many different types of people you come across in your sales career. Take my word for it: I’m a (co)founder myself. The following tips can help you in your cold prospecting, email comms, and the first discovery call with a founder. Keep your email short. You could keep your first communications formal.

Decision Maker 92

Decision Maker ROI Sales Qualified Lead Lead Rank 92

Alice Heiman

DECEMBER 15, 2021

They are not always easy to find, and there are still far too few, but the ones I have talked to are so inspirational.? . LatelyAIKately, the fierce woman #CEO of @LatelyAI, shares how to transform your #marketing into a message that is music to your #customers ears! you know how much I love supporting female founders.

Face-to-face 114

Face-to-face Retail Social Media Video 114

Hubspot Sales

JANUARY 5, 2024

As a small business owner myself, harnessing AI for inside salespeople has been rattling around in my mind since the launch of ChatGPT. Over the years I have greeted tech advances with open arms because I need all the help I can get. Sometimes we don’t even have to ask — it’s already part of an automation sequence.

Inside Sales 87

Inside Sales Lead Rank Lead Scoring Churn 87

Hubspot Sales

DECEMBER 26, 2022

So whether you're negotiating with a prospect or just having a quick chat with another professional — the way you keep that conversation going can be the difference between a lost opportunity or your next closed-won deal. Find common ground in small talk. Pro Tip : Keep in mind that small talk is just that — small.

Conversion 76

Conversion Face-to-face Sports Objections 76

Anne Miller

APRIL 5, 2019

What is it about presentations that makes otherwise talented people go into robot mode when they open their mouths? In my coaching experience over thirty years, it is usually due to one or more of these reasons: Fear of making a mistake. If you or someone on your team suffers from “robo-delivery,” try these remedies.

Remedy 89

Remedy Fashion Groups Retention 89

Sales Hacker

DECEMBER 29, 2022

Have you ever walked into a store, told the salesperson what your requirements were, and they pointed you in the direction of the solution that answered your needs? I’ve been selling with PandaDoc since 2017, and in my journey from SMB to enterprise AE , I’ve learned solution selling like the back of my hand.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

DiscoverOrg Sales

JANUARY 8, 2019

As CEO of DiscoverOrg, I have some strong opinions about data. I think, 3 years from now, it will be commonplace to talk to a company with 50 or 100 people driving sales through intent and activity data. It’s not robots, or Terminator. I hate the word AI. But I love the concept of data-driven customer engagement.

Data 149

Data B2B Intent Data Intent 149

Hubspot Sales

NOVEMBER 23, 2017

As comedian John Mulaney so aptly put it, “We spend half of our day convincing robots that we are not, in fact, robots.” Unfortunately, a lot of us in sales are doing a darn good job of imitating droids with our robotic “I think you’d really enjoy this new tool blah blah” emails. Let your hair down. 3) Humanize yourself.

Sales Process 103

Sales Process Real Estate Follow-up Insurance 103

No More Cold Calling

AUGUST 11, 2015

Without strong relationships, your sales career is DOA. Yes, you are the very best tool in your sales toolkit. You know how to have conversations and build relationships—the most important ingredients for sales success. You know how to have conversations and build relationships—the most important ingredients for sales success.

Referrals 120

Referrals Cold Calling Twitter Google 120

Pointclear

NOVEMBER 16, 2017

Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. While what we do for a living is talk, a more important part of our job is to listen. Once the cold automated voice spoke, my mind would shout, “Hang up!” Is the person I’m talking to relaxed and slow talking?

Lead Generation 100

Lead Generation Lead Rank Lead Scoring PointClear 100

Sales Hacker

FEBRUARY 1, 2021

Why “follow your passion” is terrible advice [21:31]. We’re talking with Callie Moriarty, an enterprise account executive at 6 River Systems, which is software that manages robotics platforms that help pack e-commerce shipments. What’s your sales organization’s biggest challenge right now?

Enterprise 68

Enterprise Enterprise Hiring Follow-up 68

Hubspot Sales

OCTOBER 2, 2017

One of my guiding principles is that every business is a people business. It doesn’t matter what your industry is or what you do -- if you are not relating to the people you deal with, talk to, manage, or lead, your career will be a long, hard slog. Understand your prospect's persona. Rapport Building Tips.

Buyer Persona 143

Buyer Persona How To Demographics Ideal Customer Profile 143

Hubspot Sales

AUGUST 21, 2023

You have your list of names and phone numbers. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. If you've never spoken to these contacts before, your outreach would be considered a cold call. Plus, you may not always have an abundance of inbound leads.

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

Gong.io

APRIL 23, 2019

I bet you’d HATE talking to a salesperson to buy a book on Amazon. So what’s the difference between those sales jobs and YOURS? Your buyers cannot do these things without you. These buyers value your creativity and insight more than your product knowledge. How do you know your job will survive sales AI?

Lead Rank 108

Lead Rank Lead Scoring Google Buyer 108

No More Cold Calling

AUGUST 23, 2018

Misperceptions, because salespeople have forgotten the social part of social selling. I don’t like it—and your prospects don’t like it. Instead, look for what’s in common, and have a conversation about that. By exchanging ideas, providing insights, and sharing your subject matter expertise. What Is Social Selling? .

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Julie Hanson

JUNE 8, 2023

While we can’t stop the AI tsunami and its likelihood of replacing certain services and jobs, we don’t have to sit by and watch it happen. And right now, that competitive edge is your authenticity in sales. In fact, we’d be smart to take a proactive approach and sharpen our competitive edge.

Real Estate 71

Real Estate Face-to-face Video Competition 71

Keith Rosen

DECEMBER 2, 2020

Have you ever wanted a sale so badly that you were willing to make compromises in pursuit of that sale? I’m not just talking about discounting or sweetening the deal, but compromising your personal values and integrity by taking on a customer who you know simply isn’t a fit. What are your expectations?

Hiring 109

Hiring Ideal Customer Profile Coaching Call-back 109

Alice Heiman

SEPTEMBER 12, 2018

Today, I made my coffee, checked my emails, and then talked to someone on the phone while driving. When I arrived at my client’s office, I answered two texts before our meeting. On my drive back, I made another call to another client. Once back at my office, I answered six instant messages and two texts.

Hotels 103

Hotels Call-back Lead Rank Lead Scoring 103

MTD Sales Training

FEBRUARY 25, 2014

My name is Jo Blow from XYZ, we specialise in…”. You don’t know me but my company increase…”. I mean, after all, I’ve been waiting in all morning for your call haven’t I? ??. Have you got a minute?”. “Hi If you have not got a willing ear then move onto the next or better still schedule a call with them.

Cold Calling 120

Cold Calling Prospecting Up-Sell Conversion 120

MTD Sales Training

SEPTEMBER 6, 2012

We want to know what went wrong or what we could have done better. I am not saying that you should not continuously try to get better and learn from your mistakes. However, you also have to remember that rejection and lost sales are an integral part of the equation. We all want to know what happened. Please don’t misunderstand.

Face-to-face 265

Face-to-face Proposal Objections Closing 265

No More Cold Calling

NOVEMBER 12, 2015

When did it become the norm to answer the phone during dinner or to check email while having a conversation? We’re so wired for 24/7 connectivity that we have developed FOMO —fear of missing out. There’s nothing so important that it excuses neglecting your relationships, especially for those of us who work in sales.

Face-to-face 120

Face-to-face Referrals Cold Calling Policies 120

Gong.io

SEPTEMBER 28, 2021

Asking questions is good for your brand and your career, according to this Forbes article. Aim for between 11 and 14 targeted questions per call: Note: this same recommendation does not hold when selling to a C-Suite executive, who generally have less patience for a barrage of questions. I see this mistake all the time.

Top of Funnel 108

Top of Funnel Call-back Buyer Funnel 108

SalesProInsider

JULY 10, 2019

Why aren’t your sales up to snuff? Is the problem your lead generation (not having enough leads) or lead conversion (not converting those leads to paid clients)? The question then becomes: If my firm isn’t growing as desired, where should I put my efforts? Or “How does that relate to your situation?”

Lead Gen 94

Lead Gen Leads Marketing Qualified Lead Conversion 94

Nutshell

OCTOBER 24, 2018

Chatbots offer a sales advantage that can increase efficiencies in your sales efforts, cost little to implement, and can even delight your customers. Here’s how to use chatbots correctly to augment your sales efforts and increase your bottom line. First Things First: Don’t Treat Your Customer Like a Moron.

Sales Qualified Lead 113

Sales Qualified Lead Leads Marketing Qualified Lead How To 113

Sales and Marketing Management

JUNE 1, 2018

Do you need to develop or sharpen your team’s analytics skills? Marketing is about telling a story, whether it’s a product story or a brand story, and the better story you tell, the better chance you have at achieving your marketing goals,” Bivas added. If you’re a good storyteller, your customers will never feel that way.”.

Marketing 226

Marketing Telemarketing Scale Education 226

Zoominfo

FEBRUARY 17, 2021

This is unless the recipient is already a customer (not a lead), or you have their permission to call outside of those times. Reason for Calling Be upfront and transparent with your prospects. Reason for Calling Be upfront and transparent with your prospects. And if the person you’re calling asks to be on it, you have to comply.

Cold Calling 100

Cold Calling Guidelines Prospecting Face-to-face 100

Anne Miller

JUNE 25, 2020

because she went into a robotic “I-am-now-making-a-speech-mode,” what I call “speechifying.” My asides to you are in parentheses). First, you are the perfect, perfect person to be giving the major annual talk! Your unlimited commitment to. ” She had to change.

Lead Rank 62

Lead Rank Lead Scoring Face-to-face Social Media 62

Hubspot Sales

AUGUST 2, 2023

If you aren’t already testing or deploying AI in your sales processes, you’re behind. My recommendation for everybody right now is just start playing around with it,” said guest John Barrows, CEO of JB Sales. “It Once you have a ChatGPT account, log into your account and open a new chat window. Open a chat window.

How To 78

How To Insurance Insurance Travel 78

Partners in Excellence

DECEMBER 7, 2018

Can I have 5 minutes of your time? We understand your algorithm, our algorithm shows we aren’t in your ICP, so you are wasting my time, but of course your algorithm should have known this. Siri: I hear what you say, but your model can’t be accounting for our shift in priorities.

Conversion 85

Conversion Ideal Customer Profile Discount Analysis 85

Bernadette McClelland

NOVEMBER 20, 2011

To Influence Someone, You Need To Know What Already Influences Them… Asking questions for the sake of asking questions is one thing, asking questions to move down a solution based sales track is another, but asking questions to elicit what influences your client is another story altogether.

Influencer 150

Influencer Campaigns Competition Meeting 150