No More Cold Calling

DECEMBER 6, 2022

The poisonous drink that killed more than 900 people was referred to as Kool-Aid. Join the conversation on LinkedIn. Join the conversation on LinkedIn. Impressive sellers aren’t recognized for their buzzword knowledge, but for the ability to make connections, solve problems, and close deals. Pivot : To what? Our California Rep.,

Fashion 207

Fashion Pivotal Cold Calling Quota 207

SalesProInsider

JUNE 8, 2023

Wouldn’t it be nice if during our prospective client conversations, they were also that open with their concerns, perceived challenges, discomfort, or misunderstandings? Then maybe they cut the conversation short, refuse to commit, or change their minds their minds later. They don’t want to hurt your feelings or cause conflict.

Objections 110

Objections How To Conversion Video 110

Bernadette McClelland

MAY 23, 2013

Kick Ass Message Kills Business. If your message has no value and is not aligned with the results that matter the most to those you are serving then you are on a fast track to killing your business. Bernadette McClelland is an expert in B2B sales conversations that drive value and deliver million dollar results.

B2B 311

B2B Marketing Conversion Sales 311

The Pipeline

OCTOBER 12, 2017

Video Killed the Radio Star. By Tibor Shanto – tibor.shanto@sellbetter.ca. Some may remember the first video/song ever played on MTV, was The Buggles. The message was clear, we are visual creature, and prefer a visual presentation over other means. Close Yet Far. Stepping Back.

Face-to-face 258

Face-to-face Video Call-back Compensation 258

Hubspot Sales

MAY 17, 2023

But maintaining that kind of trustworthiness and legitimacy over multiple sales conversations can be easier said than done — a lot of reps run into hitches, hiccups, and human errors that undermine their credibility with prospects. It’s also an easy way to prematurely kill a deal. Let's dive in.

Prospecting 127

Prospecting How To Call-back Follow-up 127

Go for No!

MARCH 24, 2022

Sometimes you have a great conversation with someone and… it stalls. We had such a great conversation last week. Tommy Lee Jones is a US Marshall and Ford, accused of killing his wife, escaped from custody and is on the run, desperately trying to evade Tommy Lee Jones and prove he’s innocent. The one everyone hates.

Follow-up 142

Follow-up Call-back Examples Exact 142

Partners in Excellence

OCTOBER 2, 2020

” I guess LinkedIn’s algorithm, doesn’t like substantive conversation. Related Posts: The Sales Conversation Of The Future Sales Person As Sense Maker Who Am I Talking To? Related Posts: The Sales Conversation Of The Future Sales Person As Sense Maker Who Am I Talking To? But I wondered, Is that the point?

LinkedIn 150

LinkedIn Networking Study Conversion 150

No More Cold Calling

SEPTEMBER 18, 2014

It simply means having robust conversations, exchanging ideas, providing insights, and sharing expertise—whether we’re online, on the phone, or meeting in person. A new research study unlocks the key to using social media for sales. Social engagement. Not really. It’s what salespeople do—or should be doing—all the time. Social selling (i.e.,

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

No More Cold Calling

MARCH 15, 2018

You’ve heard it: Television will kill radio. Video killed the radio star. Digital technology certainly helps facilitate conversations, but when it comes to relationship-building, technology can also be a hindrance, a distraction, and a crutch. Not in your personal life, and certainly not in your lead generation system.

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

The Pipeline

JULY 21, 2020

Curiosity may have killed the cat, but we are sales professionals and have nothing to fear of curiosity. Ask a salesperson what they would like most in an opportunity and ‘urgency’ is near or at the top of the list. Ask executives what they would like to experience more in sales meetings? Be A Student.

Decision Maker 343

Decision Maker Buyer Study Intent 343

No More Cold Calling

AUGUST 29, 2019

I need to listen to my own advice instead of getting distracted by my ever-burgeoning inbox, neverending social media conversations, and not-so-quick breaks to check Facebook. There’s always time to send one more email, participate in one more conversation on LinkedIn, or make one more referral call. The point is to focus on lead gen.

Referrals 166

Referrals Closing Lead Gen Social Media 166

Shari Levitin

MAY 12, 2022

A few months back, I read a post on LinkedIn from Ashlynn White and couldn’t resist changing the context to a sales conversation to show an example of how to overcome price objections. If you’re like most sellers, you get price objections – lots of them. 5000 for THAT? 5000 for THAT? Are you kidding me? Whoooahh!!! Customer : Cool!

Objections 117

Objections Examples Hiring Call-back 117

Zoominfo

MARCH 29, 2023

Here are a few ways to make sure you’re prepared for every potential conversation. Vendr, a SaaS buying platform, recently found that sales cycles for software have settled at about 46 days, a 40% increase since 2020. We are in a measured buying environment. Cross-Functional Alignment Your go-to-market strategy depends on alignment.

Sales Cycle 130

Sales Cycle Intent Signal Lead Rank Decision Maker 130

Sales Gravy

MARCH 28, 2023

In discovery conversations, if you're talking more than your prospect, you are reducing your likelihood of effectively connecting with and engaging them. Autopilot Is Killing Your Discovery Process One of the reasons that many salespeople struggle to ask the right questions during the discovery call is that they run on autopilot.

Negotiation 83

Negotiation Lead Rank Lead Scoring Follow-up 83

Sales 2.0

AUGUST 10, 2023

Here’s a summary of our conversation and below this summary is the full transcript of our interview. This is number 9 in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Sign up for the Sales 2.0

Scale 195

Scale Study CRM Up-Sell 195

No More Cold Calling

MARCH 29, 2018

You’ve heard it: Television will kill radio. Video killed the radio star. Digital technology certainly helps facilitate conversations, but when it comes to relationship-building, technology can also be a hindrance, a distraction, and a crutch. One quarter down, only three to go. Strangers on social media do not. They mailed it.)

Lead Generation 199

Lead Generation Referrals Sales Qualified Lead Lead Rank 199

SalesProInsider

AUGUST 18, 2023

Stop, Drop, and Roll through Sales Concerns and Objections When someone shares information that is a concern, objection, or unfavorable decision, the strategy that keeps the conversation moving and increases your probability of a good outcome is to: Stop – Stop our mind from thinking ahead and stop our mouth from talking. Pause again.

Opportunity 112

Opportunity Intent Objections Face-to-face 112

The Pipeline

JUNE 24, 2017

What You Don’t Know about Discovery that Kills Deals. As the name says, this is call camp that will help you and your reps to conduct more effective discovery calls, leading more conversions to proposals, and accelerating your cycle. Why should the kids be the only ones who benefit from camp? THIS AIN’T NO WEBINAR!

Proposal 211

Proposal Webinar Metrics Coaching Benefit 211

The Pipeline

NOVEMBER 7, 2016

Beyond specific activities, this needs to include an overall annual territory plan; key account plans; prospecting plans; and most importantly at a minimum monthly activity plans, although it would not kill you to have one that continuously covers the next two weeks.

Wireless 303

Wireless Face-to-face Pipeline Distribution 303

No More Cold Calling

OCTOBER 16, 2014

You’ve heard it: Television will kill radio. Video killed the radio star. Even when there’s nothing on, we’ll always have reruns. And technology will eliminate the time-consuming, face-to-face aspect of communication. Because the more things change, the more they stay the same—in sales and in life. We only had 78 rpm records.

Face-to-face 291

Face-to-face Transportation Pivotal Social Media 291

Zoominfo

SEPTEMBER 20, 2021

You give your reps access to data that goes beyond a name and number — information on target market changes (such as new investments), buyers’ pain points and objections in sales conversations, and an account’s increased search activity around a hot-button topic. How do you engage customers and get them excited about your offer?

Buyer 130

Buyer Data Intent Signal Decision Maker 130

No More Cold Calling

JULY 16, 2014

Because sales is about relationships – not numbers, you need to have real conversations. You will learn: The 5 ways to kill your reputation on LinkedIn. Because sales is about relationships – not numbers, you need to have real conversations. Many sales people still believe that LinkedIn is purely a numbers game. Time: 8:00 a.m.

Webinar Metrics 306

Webinar Metrics LinkedIn Revenue Networking 306

Anthony Iannarino

SEPTEMBER 19, 2019

Experts will tell you that time kills deals. But time doesn’t kill deals, especially if you are engaged in a complex sales , where your buyer doesn’t make the decision frequently enough to know how to make a good decision, and where the decision is vital to their future (i.e., strategic). No more pushy sales tactics.

Face-to-face 99

Face-to-face Lead Rank Lead Scoring Closing 99

No More Cold Calling

NOVEMBER 21, 2013

Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 percent were actually qualified. You can probably guess what the vice president of sales told his team: Just ignore all leads from marketing, because they suck.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Allego

FEBRUARY 5, 2021

Pre-pandemic, I was under the belief that speed kills. You see it on the highway signs: slow down, speed kills. Welcome to The Adapter’s Advantage : Breakthrough Moments that Lead to Success. In episode 19, JPMorgan Chase Chief Learning Officer Jesse Jackson traces his journey from teller to the U.S. From This Episode.

Banking 118

Banking Google Distribution Vendor 118

MTD Sales Training

JULY 5, 2017

The fastest way to kill rapport and trust is to go into any meeting cold. With all the information available online these days—on company websites, in Google, on Facebook and on LinkedIn and other social media sites—it will kill you stone cold if you don’t have specific things to discuss during your meeting. You know what I mean here.

Face-to-face 120

Face-to-face Proposal Social Media Research 120

The Pipeline

MARCH 5, 2019

Sure, there are broad concepts like conversion, and engagement, phrases we all use when we want to pretend, we are all talking about the same thing, but few follow through to completion. Simple, yet elusive at the same time, most people are good at planning, yet fall short on execution. When is a good time?”. Call me Tuesday.”.

Prospecting 234

Prospecting Face-to-face Sales Qualified Lead Commission 234

Adaptive Business Services

DECEMBER 27, 2023

Alcohol withdrawal can kill you and I did have a seizure while attempting to detox myself (not recommended!). Not avoiding the uncomfortable – I ALWAYS avoided the uncomfortable conversations and particularly with clients. This led to even more uncomfortable conversations. I write this with gratitude. I did come close.

Face-to-face 62

Face-to-face Course Competition Consumer 62

No More Cold Calling

OCTOBER 21, 2013

Is technology killing eye contact? In average conversations, adults make eye contact between 30 and 60 percent of the time, according to communications-analytics company Quantified Impressions. Has our dependence on technology gone too far? It’s easy to get sucked into the digital universe. The Lost Art of Eye Contact. Comment Here.

Small Business 245

Small Business Small Business Enterprise Enterprise 245

Smooth Sale

MARCH 22, 2024

Wise leaders are inclusive and welcome varying thoughts for sharing, learning, and deeper conversations to benefit everyone involved. Questions Propel Open Conversations Today, the first question I read concerns the individual’s preference for communication. – The average length of employment. .

Policies 88

Policies Influencer Hiring Lead Rank 88

No More Cold Calling

JULY 29, 2014

Social media can help start conversations that lead to true connections, but only if you show up as a person. Use social media to start conversations, ask questions, and share valuable information about your area of expertise. In 38 minutes, you will learn: Five ways to kill your reputation on LinkedIn. It’s About People.”

Social Selling 272

Social Selling Social Media Webinar Metrics Media 272

MTD Sales Training

MARCH 7, 2018

Here are just five of the things salespeople can do to kill the sale. If you turn up and it’s obvious you haven’t done sufficient research to allow you to have a decent conversation with the prospect , then the buyer wonders why they should spend their valuable time filling you in. Let’s hope you’ve never carried out any of them!

Cold Calling 120

Cold Calling Call-back Buyer Follow-up 120

Sales Gravy

JULY 21, 2023

You’ll learn how to translate marketing messages into effective sales conversations, whether in person, virtually, or over the phone. You’ll learn how to translate marketing messages into effective sales conversations, whether in person, virtually, or over the phone. At the University of Alabama, Jim Karrh, Ph.D.

Strategy 82

Strategy Face-to-face Lead Rank Lead Scoring 82

SalesLoft

DECEMBER 8, 2023

How I used AI to increase my cold email volume 20x.” “Will Google’s email restrictions kill outbound?” Everyday, the alarm bells are loudly ringing regarding the current state of outbound Sales. Outbound is dead.” “It takes 10x as many emails to get a reply as it did 3 years ago.” “How Don’t believe the hype. How do I know?

Outbound 52

Outbound Sales Methodology Sage Coaching 52

Sales Hacker

JUNE 22, 2020

It’s also why, when you don’t leverage those skills — CFOs kill your deals. First, we need to understand why CFO’s kill your deals and then follow up with solutions on how to sell directly to them in the first place. This is why, when they get that random DocuSign in their inbox, they archive it, move on, and indirectly kill your deal.

Up-Sell 104

Up-Sell Data Ideal Customer Profile Relationals 104

Partners in Excellence

AUGUST 8, 2019

We get into conversations about how we do what we do better. I don’t want to dismiss those conversations, they are important. I succumbed to a certain amount of narcissism (as I often do) in my post: Sales Is Simple, Simple Is Not Easy. We all do that, we focus on what we do. We always have to start with the Buyer.

Face-to-face 87

Face-to-face Buyer Sales Talent Vendor 87

No More Cold Calling

APRIL 17, 2014

Because no one ever taught them how to sell. How many of us studied sales in college? Engineers, scientists, accountants, lawyers—these folks all study their crafts. But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. It’s not surprising, then, that many reps fail.

Face-to-face 278

Face-to-face Social Media Oracle Hiring 278