Closer's Coffee

MAY 20, 2019

For Parts 1-3 of the Essential Selling Skills Bootcamp, click here. Telephone Prospecting. The Five Steps of Telephone Prospecting. Social Prospecting. Best Sales Prospecting Tools. The Reality of Telephone prospecting. The Five Steps of Telephone Prospecting. Social Prospecting.

Selling Skills 77

Selling Skills Prospecting Social Media Trade Show 77

Sales 2.0

MAY 29, 2020

In the sales domain, this big change has accelerated the trend to digital selling. As sales forces have been sent home and told their clients won’t meet them with them in-person, they have had to use new digital tools just to keep doing their job. Here are some areas to consider using digital selling, now and after the crisis is over.

Commission 511

Commission LinkedIn Webinar Metrics Up-Sell 511

Jeffrey Gitomer

AUGUST 23, 2011

To Become A Master Salesperson, Master NON Selling Skills. Tweet Share Everyone talks about “how to sell” Not me. ” Most salespeople are taught some “system” of selling. They concentrate on the system and not the prospect. What is selling about? Online Training. Hire Jeffrey.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

No More Cold Calling

OCTOBER 1, 2020

4 Secrets to the One-Call Meeting: Your Powerful Referral Program. It takes roughly eight touches for sales reps to reach cold prospects. The #1 challenge salespeople face is reaching decision-makers quickly, but getting prospects to call you back is deceptively simple with a referral program. Then make time for practice.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

JULY 5, 2018

Is selling really tougher today? It’s more complex, and despite all the tech tools at our disposal, prospecting certainly hasn’t gotten any easier. Just getting prospects to return calls is hard enough. Getting meetings with decision-makers is an even greater struggle, because companies all look alike to buyers.

Referrals 159

Referrals Prospecting Cold Calling Decision Maker 159

The Sales Readiness Blog

AUGUST 12, 2022

In prospecting, the only thing worse than not setting a prospecting appointment is setting an appointment with the wrong prospect. Meeting with an unqualified prospect is a huge waste of time and can clog up your sales pipeline with bad opportunities.

Ideal Customer Profile 52

Ideal Customer Profile Meeting Prospecting Demographics 52

Steven Rosen

MARCH 12, 2024

They address the reluctance of sales reps to return to face-to-face selling and the importance of embracing in-person meetings. Face-to-face meetings foster collaboration, creativity, and solutions co-creating with clients. Sales leaders need to address the belief systems of their salespeople regarding face-to-face meetings.

Face-to-face 156

Face-to-face Lead Rank Sales Leadership Benefit 156

The Sales Hunter

MARCH 25, 2014

Do you know what you’ll be doing less of if you become better at prospecting? Most salespeople I meet really don’t care for negotiating or prospecting. Negotiating. You’ll be doing a lot less negotiating. I imagine that is music to your ears, because who of us really likes negotiating?

Prospecting 192

Prospecting Negotiation Selling Skills Closing 192

The Sales Hunter

SEPTEMBER 12, 2013

We all want better prospects. The question we have to ask ourselves is, “Do we get better prospects by simply finding more or do we get better prospects by taking the ones we have and making them better?” ” Here are 4 quick tips you can use to get better prospects by focusing on the ones you already have.

Prospecting 217

Prospecting Discount Selling Skills Follow-up 217

The Sales Hunter

MARCH 3, 2015

5 of the best prospecting tips you can use now… 58/2 Phone call Many people are simply hard to reach due to the number of meetings and conference calls they have on their daily schedule. Blog Professional Selling Skills Prospecting breakthrough sales university prospect prospecting sales prospecting'

Prospecting 100

Prospecting Conference Selling Skills Meeting 100

Sales Gravy

JULY 9, 2020

Shifting Initial Sales Meetings From Face to Face to Video Calls One of the most effective points in the sales process to leverage video sales calls and virtual selling skills is the initial meeting. The initial meeting is first step in the sales process. There just isn’t enough time in the day to do more.

Meeting 58

Meeting Video Face-to-face Sales Qualified Lead 58

Gong.io

DECEMBER 7, 2022

The only way your sales reps can meet their quotas and close deals is if they have enough prospects in their pipeline. So how can you prospect more effectively? How can you ensure that you’re targeting and focusing on the right prospects? With a proven sales prospecting process. What is sales prospecting?

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Prospecting Lead Scoring 62

Selling Essentials RapidLearning Center

JUNE 14, 2019

MDM and the Rapid Learning Institute collaborated on a survey that offers keen insights into how wholesale distributors structure their sales teams, what they want to change, and which skills are mission critical to succeeding in the marketplace. Most Critical Skill Gaps. That requires superior presentation skills.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

The Pipeline

APRIL 27, 2011

The six elements of a perfect sales meeting. Stored in Attitude , Business Acumen , Coaching , Emotional Intelligence(EQ) , Guest Post , Sales Leadership , Sales Management , Sales Meetings. Do you dread the weekly sales team meeting? Here are the six elements that, combined, make for a powerful regular sales team meeting.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

criteria for success

SEPTEMBER 1, 2022

One of the most foundational consultative selling skills happens at the very beginning of an opportunity. Many people interpret this skill as becoming friends with the prospect, but that isn’t necessary or even always appropriate. Consultative Selling Step 2: Understanding Your Prospect’s Problems.

Consultative Selling 105

Consultative Selling Selling Skills Up-Sell Buyer 105

Understanding the Sales Force

NOVEMBER 15, 2012

The decision maker won't meet with you. Prospects must think that salespeople are morons. These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills. They must think we are morons. You have to go through me.

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

No More Cold Calling

OCTOBER 1, 2015

I recently scored a meeting with the CEO of a Fortune 500 company. That’s the beauty of referral selling. When you get referrals, you: Bypass the gatekeeper and score meetings with decision-makers every time. Earn trust and credibility with your prospects, who are pre-sold on your ability to deliver results.

Referrals 120

Referrals Lead Rank Lead Scoring Prospecting 120

The Sales Hunter

AUGUST 16, 2014

I meet too many salespeople who spend too much time trying to communicate with prospects and customers through social media – when they really need to be reaching out to those people on the phone or in person. Unfortunately, many salespeople are not! Be […].

Social Media 264

Social Media Media Consultative Selling Video 264

The Sales Hunter

JANUARY 24, 2018

The last several weeks, I’ve sat in several meetings with salespeople, discussing the issues around prospecting. Prospecting does not have to be difficult, if you’re willing to get honest with yourself and accept the fact […]. The excuses never change.

Prospecting 148

Prospecting Face-to-face Meeting Outbound 148

Jeffrey Gitomer

OCTOBER 19, 2011

Ways To Win Prospects And Contacts At A Networking Event. ways to win prospects and contacts at a networking event: 1. Target the people you want to meet. Write the commitment made on the back of your card — the one that you give the prospect. The paradox is that at a networking event everyone wants to sell.

Networking 314

Networking Hiring Prospecting Social Media 314

Sales and Marketing Management

DECEMBER 14, 2020

Witherill lists these core remote selling skills that must be mastered: Video meetings need to be highly structured. Sellers need to be IT support for themselves and their meeting attendees. Meeting plans must be clear and concise. is critically important to keep prospects engaged. Use of multi-media?—?slides,

Video 156

Video Selling Skills Media Meeting 156

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 7 Sales Prospecting Ideas That Work. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. You heard me — give away prospects. prospecting.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

Gong.io

SEPTEMBER 19, 2022

Qualifying prospects is a critical step in the sales process. How do you determine if a prospect is a good fit for your products or services? It helps sales teams qualify prospects and determine if they have a high chance of converting. BANT is an acronym for: Budget: What is the prospect’s budget? .

Sales Qualified Lead 62

Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

The Sales Developers

DECEMBER 6, 2019

Sales teams have everything needed for outbound prospecting activities. Most sales funnels follow the 80/20 rule, where 80% of the time is wasted on non-selling activities, such as insufficient data, wrong channels, and bad timing. The remaining 20% of the funnel is where follow ups and meetings happen. The Cost of Bad Data.

Top of Funnel 81

Top of Funnel Funnel Outsourcing Services Outbound 81

Sales Readiness Group

JANUARY 21, 2021

In this environment, sales reps need to ensure they are perceived as being relevant and bringing fresh insights to the valuable meeting once they get it. The usual protections provided by gatekeepers are still there—but now it’s compounded by extra physical distance and other distractions.

Meeting 71

Meeting Positioning Gatekeeper Objections 71

Corporate Visions

SEPTEMBER 20, 2018

What does the typical sales meeting look like today? Of course, inside sellers handle all their meetings remotely. But get this: today, outside reps spend 45% of their time selling remotely, an 89% increase from 2013. But get this: today, outside reps spend 45% of their time selling remotely, an 89% increase from 2013.

Research 40

Research Sales Meeting Meeting Journal 40

The Sales Hunter

AUGUST 2, 2014

I meet salespeople all the time who underestimate the influence they have on the people around them. This isn’t just about the impact it has on your customers, prospects and colleagues, […]. Start paying closer attention to how you are impacting others.

Influencer 241

Influencer Cold Calling Consultative Selling Video 241

The Sales Hunter

JANUARY 6, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. January is “Prospecting for Sales Month” Jan 06, 2012. I bet you didn’t know January is “Prospecting for Sales Month.” No, this means actively calling on prospects. Client List.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

OCTOBER 23, 2012

Don’t kid yourself — the prospect with whom you’ve set up a meeting knows more about you than you realize. The same thing applies to you and the prospect meeting you’re either about to have or are looking to have. What does the web say about you and your company?

Prospecting 188

Prospecting Social Media Airlines Ideal Customer Profile 188

The Sales Hunter

MARCH 23, 2014

Get out there and meet with prospects and customers. Even if you sell at your desk, then you still need to make things happen, and that means more time on the phone. Blog Professional Selling Skills Sales Motivation sales motivation sales motivation video' Check out […].

Motivation 216

Motivation Video Selling Skills Sales 216

The Sales Hunter

MARCH 13, 2012

If you want to succeed in sales, you must have a prospecting plan — and actually use it! However, I’ve yet to meet a successful salesperson who could attribute their success to such a gamble. Here are 3 things you must know about successful prospecting: 1. If you can’t prospect, you can’t sell.

Prospecting 201

Prospecting Guarantee Face-to-face Banking 201

The Digital Sales Institute

MARCH 28, 2018

Sales Prospecting Definition. Nailing a sales prospecting definition can be difficult depending on your sales process, product and market. So, what is sales prospecting and what sales activity does it entail in winning new customers or business? Sales prospecting is focused on the acquire new customers activity in a business.

Ideal Customer Profile 49

Ideal Customer Profile Prospecting Top of Funnel Lead Rank 49

The Sales Hunter

AUGUST 31, 2013

Devote that energy instead to genuinely listening to your customer and showing them why you are the right choice to meet their desired outcomes. Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting competition desired outcomes video sales tip'

Competition 226

Competition Video Consultative Selling Selling Skills 226

A Sales Guy

AUGUST 27, 2012

” “Great meeting, we’re going to huddle together and go through the info you shared today. ” Are these blow-offs or is the prospect being honest? Sometimes they are honest and real responses to the prospects situation. Our prospects and customers are very busy. It’s a killer selling skill.

Prospecting 117

Prospecting Call-back Follow-up Face-to-face 117

criteria for success

MARCH 17, 2021

This way, new hires need to indicate a certain level of knowledge before they are able to engage with prospects and clients. By this point, your new hire should be actively prospecting and selling, and it’s important to make sure they haven't fallen into any old habits, but are instead sticking to your process. Listen Now.

Hiring 97

Hiring Training Selling Skills Lead Qualification 97

Anthony Cole Training

NOVEMBER 20, 2012

Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. The decision-maker won't meet with you. Prospects must think that salespeople are morons. I first heard this when I attended a workshop I attended years ago in Cleveland, Ohio.

Airlines 137

Airlines Prospecting Decision Maker Vendor 137

The Sales Hunter

SEPTEMBER 20, 2013

First is to get the name of your company back in front of the customer/prospect, even though the person might not be our buyer. We never know who or when the person the senior person knows may encounter the buyer to whom you sell. Third objective is being able to get a meeting during difficult periods.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202