No More Cold Calling

JUNE 29, 2019

Why it’s important to train from the trenches. From now on, I am going to make it a fixed rule that no unit, from the time it reaches this theater until the war is won, will ever stop training.”. Obviously, selling is not combat, but the lessons about ongoing training and practicing the fundamentals still apply.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

No More Cold Calling

APRIL 3, 2020

It’s a very scary time, with lots of uncertainty as we stay shuttered in place. Ram Charan, author of more than 20 books and consultant to CEOs, said in 2008 : “It’s counterintuitive but true that when the economy slows down, the pace of decision-making has to speed up, because you can’t put off the tough choices anymore.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

No More Cold Calling

JULY 27, 2023

My colleague thought it was rather presumptuous of the prospect to ask him to drop everything and hop on a plane. My colleague thought it was rather presumptuous of the prospect to ask him to drop everything and hop on a plane. It’s easier and faster than old-school sales techniques. But is it as effective?

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

Go for No!

MAY 8, 2022

No matter how big or small, you have two choices. But you have to take action to get it.”. It’s also the cornerstone of our sales book, Go for No! What’s crazy was, I hopped on and with zero practice or training, rode that bike down the street like I had been born on it. Ha, just kidding. Repeatedly.

Training 127

Training Sales 127

Shari Levitin

OCTOBER 21, 2020

It may not be that they’re not interested; it’s just that your priority isn’t your customer’s priority until you make it so. It may not be that they’re not interested; it’s just that your priority isn’t your customer’s priority until you make it so. It’s time to get creative.

Up-Sell 172

Up-Sell Meeting Training Prospecting 172

No More Cold Calling

APRIL 30, 2020

It’s time to get rid of your sacred cows. She asked her mother why she always cut off the ends of the ham before putting it in the roasting pan. The mother thought about it for a moment and then admitted she didn’t know why. She said her mother always did it that way and told her daughter to phone her grandmother.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Partners in Excellence

MARCH 7, 2023

I don’t think anyone would disagree with the statement, “Sales people need to be subject matter experts.” I get it, I’m not sure if I disagree, but when there are so many alternative ways for customers to understand products, one wonders, “Is this the most important area of expertise?”

Face-to-face 93

Face-to-face Channels Education Data 93

Smooth Sale

NOVEMBER 24, 2023

It provides a better understanding of where things might be going wrong internally. An employee who is hurt or worse because of negligence is something from which you may never recover. Data from 2021 found that the average weekly cost per worker due to illness or injury was just over $1,000. Why would you do this?

Education 106

Education Hiring Retention Licensing 106

Zoominfo

SEPTEMBER 12, 2023

As leaders across all sectors push to adopt generative AI tools like ChatGPT, it’s also becoming clear that most generative AI (GenAI) initiatives for business will quickly fall apart without a foundation of accurate, timely, and comprehensive data. The magic of GenAI lies in its ability to predict what humans want.

Data 147

Data Scale Lead Rank Hiring 147

No More Cold Calling

JANUARY 4, 2018

It’s time we remember the value of getting personal. Think about it this way: We don’t regret the text messages we don’t send or the work we don’t do. So, put down the gadgets and really be with the people who matter. With all the cool tech toys we have at our disposal, it’s far too easy to get stuck in a digital un-reality.

Referrals 287

Referrals Social Media Cold Calling Sales Qualified Lead 287

No More Cold Calling

JULY 20, 2018

He figured they knew how to get referrals because he told them to do it. It’s the misguided belief that “telling” translates to “doing.”. The web is replete with articles and webcasts that tell people to just go ask for referrals, like it’s common sense or something. No, it’s not. Dead silence. A big problem.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

Rob Jolles

APRIL 5, 2024

I’ve never been a fan of reality shows, or as I call them, “bad actors acting badly,” but oddly enough, I’ve always been a fan of the first one ever produced. Although some seasons are better than others, my allegiance has never waivered. The lessons are endless, but for the sake of this blog, let’s just focus on one for now.

Call-back 52

Call-back Hiring Guarantee Proposal 52

Zoominfo

NOVEMBER 18, 2020

Whichever way you slice it, Jake Shaffren, former Sales Development Representative (SDR), Account Executive (AE) and current Director of Sales and Brad Metz former SDR and current AE made a pretty dynamic duo. Brad and Jake have never actually worked in the same office. It’s like that’s my overarching focus every day.”.

Hiring 246

Hiring Scale Account Intent 246

Sales Hacker Training

OCTOBER 10, 2022

It’s not the first time you’ll hear this, and it’s not the last: training new sales reps is crucial. But the most vital thing to remember is that training isn’t just for onboarding. Ongoing training and continuous development are crucial to a rep’s and an organization’s success. Learning beyond onboarding.

How To 122

How To Face-to-face Sales Enablement Retention 122

Alice Heiman

OCTOBER 14, 2020

No matter what industry you are in , the game of sales has changed. Although training can certainly help, I believe coaching is the most important way to help salespeople make the needed changes. . So why don’t CEOs insist that sales managers be trained to coach and spend most of their time doing it? .

Sales Coaching 167

Sales Coaching Coaching Quota Sports 167

Partners in Excellence

MARCH 21, 2024

But before I let you move onto her story, I need to add to it. It is anything but that, Mary states, “I love the honesty of a great sales experience.” My father didn’t love washing machines or Sears for that matter but he loved people. But that concept was foreign, in fact a little repulsive, to them.

Education 73

Education Retail Up-Sell Sales Leadership 73

criteria for success

SEPTEMBER 30, 2022

And the CFS Sales PlayBook philosophy begins with uncovering that “why” and incorporating it into your company’s value proposition. But, it’s not just another “how-to” manual. It addresses seller needs by acting as a storehouse for best practices, trends, and more! But why does it help sellers enable buying, exactly?

ACT 98

ACT Lead Rank Lead Scoring Motivation 98

Smooth Sale

OCTOBER 5, 2023

We are each unique with varying thought processes, but when we acknowledge what may enhance our endeavors, it becomes the right time to consider how best to develop our new ideas. Picture the success ahead and all the benefits it may bring to your life that you thought might never happen. But when is the time right to do so?

Lead Rank 78

Lead Rank Lead Scoring Face-to-face Networking 78

Smooth Sale

OCTOBER 10, 2022

It can be intimidating, but it is essential to do it correctly to avoid future problems. The same applies no matter the location. Once you’ve narrowed your search to a few potential locations, it’s time to start touring properties! It can be a tricky process. via Pexels.

Hiring 146

Hiring Negotiation How To Transportation 146

Smooth Sale

DECEMBER 15, 2023

However, while the excitement is within you, it’s best to be aware of potential interference between your state of mind, reality, and the planning necessary to begin your next venture. However, even if you don’t, you’ll have made the right choice – most people instinctively know when it’s time to leave.

Hiring 78

Hiring Networking Lead Rank Lead Scoring 78

Allego

JULY 9, 2020

Sales productivity has never been more important, yet sales teams today face tougher obstacles than ever as the current crisis makes most in-person interactions impossible. And to make matters more complicated, many companies are either slowing their buying cycles or freezing them completely. 2: Use Recorded Video, Not Just Live.

Hiring 159

Hiring Training Scale Sales Enablement 159

Alice Heiman

DECEMBER 6, 2022

And yes, it did take 10 years to get it right. It’s great to be a founder led sales company but founder led services delivery is a problem. It took years to structure a scalable services delivery model. It turns out, contract, part time senior team members could deliver. I’ve just been figuring it out since then.

Scale 125

Scale Outsourcing Services Hiring Sales Process 125

Smooth Sale

APRIL 18, 2024

Know that you can never eliminate all the stresses of starting up. Like business insurance, you will need a website, no matter the company you run. It allows you to keep your customers up-to-date with the latest news. It contributes to the sales concept of creating a returning and referring clientele, known as the smooth sale!

Insurance 85

Insurance Insurance Hiring Face-to-face 85

Pipeliner

APRIL 17, 2024

Fortunately, overcoming this once-difficult issue is simply a matter of integrating vacation rental software with automated messaging tools. If you have a high volume of requests that require human responses, you can also consider training a dedicated guest relations manager to use your software and handle inquiries and bookings.

Policies 52

Policies Social Media Software Software 52

Smooth Sale

OCTOBER 19, 2022

Today’s valuable lesson is from the sports section (admittedly, I do not read it) and the 180-degree approach between two coaches and their players. The challenge is to decide who will replace each team’s star to play in the upcoming games; will it be a novice or a more experienced player? Excuses never fly.

Lead Rank 78

Lead Rank Lead Scoring Coaching Leads 78

Allego

OCTOBER 16, 2020

It forced us all—personally and professionally—into a 90-degree learning curve. For those responsible for training and L&D, the question on everyone’s mind was, “How do we deal with this and still come out on top?”. One answer to the training challenges posed by a rapidly changing world is situational sales enablement.

Sales Enablement 133

Sales Enablement Scale How To Churn 133

SalesProInsider

DECEMBER 13, 2023

No, it’s not a nursery song (i.e. Those are never words I thought I’d write.) It’s not just visual and audio anymore. We need to get them emotionally connected to their current situation’s impact, and the impact of what it would be like to get help. Head, shoulders, knees, and toes…”). Bring in documents?

Conversion 71

Conversion Prospecting Industry Data 71

Julie Hanson

MARCH 20, 2020

Buyers who controlled the biggest media budgets would often only buy the top two or three stations in a particular demographic – no matter how much value-added you provided. Yes, it was going to be a long couple of months and a slow slog back to the top. In other words, put our snorkels on and see what’s just below the surface.

Demographics 147

Demographics Advertising Advertising Conference 147

Go for No!

MARCH 24, 2022

So, why does everyone detest it? Here are the BIG TWO reasons I’ve seen over the last two decades: You don’t know how to do it well (smoothly, not awkwardly). It feels icky – like you’re chasing and desperate. Sometimes you have a great conversation with someone and… it stalls.

Follow-up 142

Follow-up Call-back Examples Exact 142

Smooth Sale

JUNE 3, 2022

While everyone has their unique set of priorities and styles for transactions, it is wise for everyone to strategically prepare business communications. The typical people we encounter and remember are: Egotistical personalities One whose focus is primarily on money Extraordinary customer care matters most. ’ My Story.

Hiring 78

Hiring ACT Networking Lead Rank 78

Julie Hanson

AUGUST 24, 2023

Imagine this: you’re an actor trying out for a role, and your audition video has just 15 seconds to hook the casting director. But here’s the twist – this scenario isn’t just for Hollywood hopefuls. In a matter of moments, they have to quickly decide who advances and who fades into obscurity. Sound intense?

Face-to-face 62

Face-to-face Video Buyer Influencer 62

Hubspot Sales

MAY 12, 2023

My boss had never hired an EA before, and I had never been one before. How do you prepare for a test when you don’t know what questions they’ll ask? Preparing for a job interview is somewhat of a guessing game. Fortunately, most hiring managers stick to many of the same executive assistant interview questions and themes.

Hiring 106

Hiring Examples Social Media Software 106

Smooth Sale

JANUARY 23, 2023

My book is available in paperback and on Audible with me narrating it. IF SHE CAN DO IT, ANYONE CAN! Rosemary’s Story I began my career in writing because it’s always been my passion, and I love expressing my soul in words. Rosemary Montoya is an Author, Poet, and Teacher. I am a therapist, teacher, and healer.

Lead Rank 148

Lead Rank Lead Scoring Leads Marketing Qualified Lead 148

Rob Jolles

AUGUST 11, 2023

I only had one boss with whom I really didn’t click, and I was lucky that it was just one boss out of the many I had. No one clicks with everyone, and maybe I should have just left it at that… but I didn’t. As a matter of fact, I began to obsess about it. I’ll bet it’s because of my personality.

Hiring 52

Hiring Call-back Face-to-face Follow-up 52

Rob Jolles

AUGUST 11, 2023

I only had one boss with whom I really didn’t click, and I was lucky that it was just one boss out of the many I had. No one clicks with everyone, and maybe I should have just left it at that… but I didn’t. As a matter of fact, I began to obsess about it. I’ll bet it’s because of my personality.

Hiring 52

Hiring Call-back Face-to-face Follow-up 52

Smooth Sale

MARCH 21, 2024

These are just a few ways your trade show booth can impact customers. Referral Programs Word-of-mouth remains one of the most effective forms of marketing, and referral programs are a structured way to encourage it. Traditional marketing efforts involve techniques like advertising, email campaigns, and SEO.

Trade Show 91

Trade Show Marketing Social Media Referrals 91

Smooth Sale

OCTOBER 25, 2022

We are each to follow the laws of the land, and so it is within the legal landscape that we can do what is necessary to become unstoppable. Upon awakening each morning, we never know what the entire experience will be. However, it is up to each of us to do the best we may with what comes our way. Photo by CJ via Pixabay.

Hiring 78

Hiring Networking Follow-up Lead Rank 78