The Pipeline

DECEMBER 22, 2014

I mean really, is anyone reviewing what they predicted last year, hell no, it is easier to double down and make new predictions. Sorry Virginia, there ain’t no Santa Clause, and cold calling still works, deal with this, you can even “cold tweet”. Sales is right in there like a, a, a, “wanna go play outside?”

Data 275

Data Cold Calling Revenue Social Selling 275

No More Cold Calling

MARCH 29, 2018

I’m pretty sure you don’t need me to remind you it’s the end of the quarter, but I’m doing it anyway. If you hope to meet quota by year-end, your most important task is quality lead generation, which requires a quality lead generation process. Sorry to say it, but they’re not. They mailed it.)

Lead Generation 199

Lead Generation Referrals Sales Qualified Lead Lead Rank 199

The Pipeline

SEPTEMBER 11, 2018

One of those seasonal trends is the steady drip of time-related content that is rolled out at specific times depending on the time of year, you can almost visualize their “publishing calendar.” I guess in a sea of idiots you have to do something to stand out. By Tibor Shanto. Do The Math.

Buying Cycle 203

Buying Cycle Sales Cycle Quota Retail 203

MTD Sales Training

DECEMBER 22, 2011

Now before you say, “Oh, I don’t have that problem…” you may want to read on. One of the most popular closes, (or should I say anti-closes), is when the sales person presents the offer and waits for the prospect to say something. The sales person waits, hoping the prospect will say, “Ok!

Incentives 291

Incentives Incentive Closing Follow-up 291

Sales 2.0

OCTOBER 22, 2014

I read that book in 2008 and it rocked my world. David says we are halfway through a 40-year revolution brought on by the Internet. He says in the future people will look back at this time period and see it as the era of massive change, something like the industrial revolution. This post is going to be biased.

Lead Rank 300

Lead Rank Cold Calling Lead Scoring CRM 300

MTD Sales Training

AUGUST 28, 2013

We just love those conversations where you hear the customer say ‘You know…I think such-and-such would benefit from this as well!’ ’ That is like honey dripping from their tongue and you should grab that opportunity to ask about the person they are referring to you and make anote of their contact details.

Referrals 120

Referrals Gatekeeper How To Cold Calling 120

Shari Levitin

MAY 8, 2020

In the last few weeks, it has been happening more often. I like to share with them this simple, yet powerful, story by Dr. A Jagan Mohan Reddy of a woman who bought a parrot to keep her company, but she returned it the next day. A Jagan Mohan Reddy of a woman who bought a parrot to keep her company, but she returned it the next day.

Prospecting 86

Prospecting Intent Call-back Up-Sell 86

Grant Cardone

SEPTEMBER 25, 2019

When you’re in your startup phase, you are handling everything yourself. When you’re in your startup phase, you are handling everything yourself. To become a grownup business you have to start investing in great people to do tasks you can no longer do. Look, you have to grow your business to become and stay successful.

Conference 99

Conference Scale Small Business Small Business 99

The Pipeline

JUNE 4, 2015

No Magic, no voodoo, no silver bullets, no secrets, I’ll lay it all out; a proven technique for getting more appointments without increasing your prospecting time. This call can come after an initial e-mail, social tenderising, or it could be the first attempt to connect directly with a prospect. To see detailed breakdown click here ).

Face-to-face 120

Face-to-face Objections Inside Sales Prospecting 120

Salesmate

MAY 22, 2020

Some sales reps grumble while others tackle it wisely. Do you remember the times when you thought of not purchasing a product due to its high price? But then suddenly some words from a sales rep worked like a magic spell and made you change your decision. It’s all about how you persuade your potential prospects.

Objections 124

Objections Examples Face-to-face Case Study 124

Zoominfo

JUNE 17, 2022

Avail​​able wherever you listen to podcasts: Apple | Spotify | Website MEGHAN BARR For people who aren’t familiar with your work, can you give a quick overview of who you are and what you do? But yeah, I guess nowadays, you can call me a financial influencer, I’ve heard that. How did you get started?

Negotiation 100

Negotiation Lead Rank Salary Call-back 100

Close.io

MAY 29, 2018

It’s every salesperson’s worst nightmare. Your prospect is hanging onto every single word you say. It turns out their silence wasn’t because they were so blown away, but because they didn’t understanding a word you were saying. But it doesn’t have to be that way. But don’t overthink it.

How To 130

How To Face-to-face Buyer Up-Sell 130

Sales Hacker

APRIL 28, 2020

Empathy — that underrated ability to understand the feelings and experiences of others — is finally getting the attention it deserves from sales leaders. So here are some actionable steps you can take to be more empathetic. So here are some actionable steps you can take to be more empathetic. Forecasts are often guesswork.

How To 121

How To Cold Calling Call-back Examples 121

Sales Hacker

APRIL 18, 2022

Oh don’t worry, you are at the right place. But just because it’s about sales, doesn’t mean the dragons are not real. Being someone who loves data and verifiable truths (It’s one of the reasons why I started Wingman, after all!) it’s always fun to bust them. Hate to break this to you but the truth is a lot messier.

Cold Calling 88

Cold Calling Call-back Lead Rank Decision Maker 88

Grant Cardone

JANUARY 4, 2019

You’re Mom Is Wrong. You know how your mom might tell you, “ I love you just the way you are “…? Because they love you the way you are. But do you love the way you are? You know you’re NOT perfect and that you need to grow. How to Grow.

Conference 118

Conference Up-Sell Relationals Closing 118

LeadFuze

JULY 21, 2021

Whenever we roll out a massive update to our software, it’s inevitable that people get very upset. Things change on them, maybe things don’t work as expected (lord knows that’s happened to us several times)… there’s a number of reasons it can happen. You know your clientele best.

Customer 98

Customer How To Call-back Scale 98

Nutshell

JUNE 13, 2019

For some men, it’s a receding transition. Growing a cool beard or keeping up with fashion trends may allow you to maintain some intrigue , but most fathers will inevitably become very similar versions of the men who raised them, right down to the bad jokes and constant complaints about the price of gas. Are you intrigued?

Hiring 106

Hiring Face-to-face Fashion Construction 106

Partners in Excellence

FEBRUARY 18, 2019

At the same time, I also think, “Isn’t that voice in the spy’s ear annoying, doesn’t it distract him from what’s going on?” Those voices intrude on our everyday world, my car GPS keeps trying to tell me what to do, it’s annoying and distracting, so I’ve turned “her” off.

Conference 70

Conference Video Enterprise Enterprise 70

Selling Essentials RapidLearning Center

SEPTEMBER 16, 2020

It’s one of the most perplexing challenges salespeople face: Your prospect initially showed a lot of interest, she says she’s the one who makes the final decision, and she’s got budget to buy from you. The problem may lie with you, not this prospective buyer who’s proving so elusive. What gives?

Decision Maker 59

Decision Maker Face-to-face Research Study 59

The Pipeline

JANUARY 16, 2012

For Email Newsletters you can trust. For that fact neither you or I are that different when looked at specifically from a sales standpoint, what you might sell can be a little different from the alternatives, but studies have shown that most products in the market place share many of the same features and attributes.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

Score More Sales

JUNE 9, 2010

Bob Burg’s Apology – How Empathy Grows You and Your Business. It was truly delightful to see the post that very successful business-building author and speaker Bob Burg created about something he calls a pre-apology. He explains it better than I will, so be sure to check out his post, then come back here.

Lead Rank 120

Lead Rank Lead Scoring Film Call-back 120

The Pipeline

NOVEMBER 19, 2015

Definitions are an important factor in sales success, talk to the best sales people, best here being measured in results, not likability, and you will find that they thrive on clear definitions, it is their competitive edge. What is it?”. Sorry, but that’s not a next step. Rep: “Sure do!”.

Call-back 120

Call-back Pipeline Proposal Lead Rank 120

Hubspot Sales

DECEMBER 21, 2017

It’s no secret that buying and selling is the same now as 5,000 years ago. To get better results, you need to rethink your system. Sure, you should let your friends know what you do. Sure, you should let your friends know what you do. It’s a misconception that you always need to be prospecting.

Strategy 88

Strategy Cancellation Workbooks Journal 88

Factor 8

JUNE 4, 2020

It’s a crazy time to be an American right now, but a great time to lead a team. I’ve known a little discrimination in a male-dominated industry and I’ve taken action to help fix it with #GirlsClub. I’ve known a little discrimination in a male-dominated industry and I’ve taken action to help fix it with #GirlsClub. She has it.

Revelation 36

Revelation Groups Lead Rank Lead Scoring 36

Chorus.ai

NOVEMBER 21, 2018

And I’m here to tell you why. Wikipedia says "Sales engineering is a hybrid of sales and engineering that exists in industrial and commercial markets." SE: "OK, did you ask them A,B,C?". SE: "OK, let's do that". Prospect: "So you want me to go over all the things I already asked him?".

Engineering 48

Engineering Conversion Call-back Sales Cycle 48

MTD Sales Training

OCTOBER 5, 2011

You have set a solid appointment , and immediately sent an email verifying the meeting information. You then followed up by confirming the appointment by telephone the day before. Finally, you arrive at the 10:00 a.m. The receptionist informs you that she will notify the decision maker (DM) that you are there.

Prospecting 120

Prospecting Decision Maker Insurance Insurance 120

Salesmate

MAY 22, 2020

Some sales reps grumble while others tackle it wisely. Do you remember the times when you thought of not purchasing a product due to its high price? But then suddenly some words from a sales rep worked like a magic spell and made you change your decision. It’s all about how you persuade your potential prospects.

Objections 52

Objections Examples Face-to-face Case Study 52

MEDDIC

MAY 10, 2023

But I wanted to give it a try. Here’s how it went: How many salespeople work at NASDAQ? I’m sorry, but as an AI language model, I don’t have access to real-time information about the current number of salespeople working at NASDAQ. Here’s the case: I learned through a friend that NASDAQ Inc.,

Buyer 52

Buyer How To Forecasting Google 52

Partners in Excellence

JULY 29, 2015

It’s very difficult to prospect, I know, I’ve made thousands of prospecting calls over my career. But in spite of that, it’s hard not to be tough on sales people when they do things that are incredibly stupid. The phone rings, I pick up in my normal fashion, “Hi, this is Dave Brock, how can I help you?”

Follow-up 48

Follow-up Conversion Call-back Fashion 48

Sales Hacker

DECEMBER 18, 2019

When I started Sales Hacker, sales technology was in its infant stages. There were very few sales-tech companies, and the sales stack (plus it’s associated budget) was non-existent! But I knew it was necessary. I wanted it to be the driver of sales technology adoption across the world. These changes affect everyone.

Trends 58

Trends Hiring Top of Funnel Ideal Customer Profile 58

Partners in Excellence

FEBRUARY 15, 2013

Sorry, I have to admit, I’m letting off a little steam on this post. You know the one’s I’m talking about. There are a few sales people whining, ” You don’t understand the long hours we are working! One day, he pulled me into his office, saying, “I really need to talk to you.

Pipeline 96

Pipeline Commission Territories Maximizer 96

Score More Sales

NOVEMBER 4, 2010

Say It Isn’t So, GOOGLE… And Thanks, Bing! Oh, it had flaws. Once you realize that it didn’t understand what you were saying – well, I’d go to the tiny web browser on my iPhone and search for company information that way. Bing pulled it up – both times.

Google 120

Google Lead Rank Lead Scoring Social Media 120

Partners in Excellence

APRIL 25, 2018

The sales manager declaring to everyone on the team, “You need to have three time coverage in your pipelines! It doesn’t make any difference that at least 50% of the team have win rates of 20-25%! Or the outbound sales manager saying, “It takes 15 K dials to generate 150 good conversations.

Scale 48

Scale Lead Rank Outbound Pipeline 48

PandaDoc

SEPTEMBER 14, 2022

It may seem that cold calling in sales is dead — but the numbers say otherwise. So, answering the question “What is the best cold calling script?” , we can say that this is the script that converts your cold contacts into prospects in the most efficient manner possible. Best cold calling scripts with templates.

Cold Calling 52

Cold Calling Outsourcing Services Decision Maker Hiring 52

Marc Wayshak

JUNE 22, 2021

Have you noticed that the world of selling has changed a lot from what it was even just a few years ago? We live in an unprecedented time of science and data about sales —and it all supports the idea that selling has changed at a rapid pace over the past few years. What you learned in 2015 is now old-school.

Marketing 76

Marketing Face-to-face Discount Up-Sell 76

Gong.io

JULY 21, 2021

It also means switching the focus from the sales process to the buyer’s journey: It’s not about you , it’s about them. When those GTM execs ask you, “What is RevOps?” And it’s here to help them win. Customer lifecycle. Someone’s got to own that motion. That someone? Revenue Operations (RevOps for short).

Revenue 62

Revenue Forecasting Top of Funnel Churn 62

Mindtickle

MARCH 24, 2022

In case you weren’t able to tune in, not to worry. Hannah : I’d love to just start from a place where you can share a little bit about your career background so far, but more specifically the things that have happened that have been like the biggest catalysts over the last few years. I loved it. Who is Alice Heiman?

Sales Leadership 52

Sales Leadership Hiring Call-back Cold Calling 52