No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. The Problem with Virtual Sales Meetings. How do you get access to your prime prospects?

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Sales Meeting Meeting Referrals Face-to-face 287

MTD Sales Training

JANUARY 28, 2020

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. Here are some ways to deal with it: 1) If it’s a price issue, meet it head on. Who has your rapt attention in this meeting? MTD Sales Training | Sales Blog.

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Competition Sales Meeting Meeting How To 375

One of a Kind Sales

DECEMBER 12, 2023

At a recent Sandler Training Session, I was inspired by a Sandler trainer, Emily Yepes, who spoke about the challenges of prospecting. In this competitive environment, we all need to “up our game” to reach the prospects we believe we can help. Prospecting is often the biggest ‘pain point’ for my clients and to meet […]

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Prospecting Competition Meeting Training 103

MTD Sales Training

APRIL 19, 2020

That, of course, was written before the virus shutdown, but it shows that virtual meetings with clients and prospects were exponentially on the increase before it became the only methodology that we could use to reach prospects. So, what would be the best practices to adhere to when meeting up with a client virtually?

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Meeting Face-to-face How To Call-back 156

Anthony Cole Training

SEPTEMBER 8, 2022

In analyzing those salespeople who are successful year after year, we find significant consistencies in prospecting behavior and practice management. These top sales producers adhere to “The ONLY "A" priority is prospecting” principle. They also have fires to put out and meetings to attend.

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Prospecting How To Account Meeting 239

MTD Sales Training

APRIL 12, 2020

Are you using online sales meetings throughout your sales process? I absolutely hate it when at the start of an online meeting people can’t login to the session or they need to download some piece of java script for the session to work properly. See if you can bunk off work early and say you’ve got a sales meeting somewhere”.

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Sales Meeting Meeting Face-to-face Skype 194

Anthony Cole Training

NOVEMBER 5, 2020

How important is it that you or your sales team close more business, more quickly at higher margins?

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Maximizer Meeting Margin Prospecting 272

No More Cold Calling

APRIL 3, 2020

They cut advertising, travel, training, marketing, and discretionary expense line items. Granted, it will be more difficult to find new prospects or even to get clients to take (virtual) meetings. Granted, it’s even tougher for your team to find prospects with this pandemic, as everyone and everything is uncertain.

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Pipeline Prospecting Ideal Customer Profile Referrals 414

MTD Sales Training

FEBRUARY 12, 2018

He once said to me, “Sean, what do you do after a sales meeting that ensures the next one will be even better?”. But it got me thinking about what would be the best way to learn from the meeting experience and determine how I could improve next time. Ask yourself questions like these: How did the meeting start?

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Sales Meeting Meeting Decision Maker Buyer 277

MTD Sales Training

FEBRUARY 18, 2019

Having achieved the goal of setting a sales meeting with a customer or prospect, what would be the best way to ensure, as much as possible, its success? Follow these five ideas in order to make sure you are fully prepared and confident when approaching the meeting: 1) Have a clear purpose. It has to be specific and achievable.

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Sales Meeting Meeting Cancellation Travel 224

Anthony Cole Training

FEBRUARY 2, 2021

The pandemic has caused fewer face to face meetings, and many salespeople have yet to make the pivot (successfully) to virtual relationship building. In this article, we cover the impact and importance of speaking your prospects "love language" when setting a meeting and engaging them further in conversation.

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Prospecting Face-to-face Pivotal Meeting 217

MTD Sales Training

MARCH 25, 2014

In a previous blog post called “Why You Should Only Present Solutions To Needs & Not To Problems” I stressed the importance of presenting your solutions to the prospects needs and not just their. [[ This is a content summary only. Sales Meetings discovering needs unearthing needs'

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Meeting Prospecting How To Sales Meeting 289

MTD Sales Training

AUGUST 28, 2014

Some salespeople relish meeting new prospects. Sales Meetings how to prepare yourself just before a sales meeting what to do just before a sales meeting' Sales Meetings how to prepare yourself just before a sales meeting what to do just before a sales meeting'

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Meeting Prospecting How To Sales Meeting 224

Hubspot Sales

JANUARY 10, 2024

As a sales manager, I’m sure you have pipeline meetings often. But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” Let’s start with an analogy: You wouldn’t expect a rookie with no training to pick up a bat in a major league baseball game and knock it out of the park on his first try.

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Pipeline Opportunity Coaching Meeting 96

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. There, we looked at key indicators to assess before passing prospects to sales. Now, we’ll go further and explore strategies and best practices for improving prospect qualification. And, if so, is the prospect worth your time and effort?

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

SalesProInsider

NOVEMBER 30, 2023

Two words that no prospective client is going to say. Depersonalized” sales conversation and explanations of what you do, and how you do it, stop the prospect from connecting with you and the solution. The problem is that it’s not personal; it’s “me” and other people…which leaves the prospect sitting on the sideline.

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Conversion Prospecting Compensation Examples 126

MTD Sales Training

MARCH 6, 2014

We’ve often asked salespeople why the client or prospect should actually agree to meet with them. Questioning Skills business reasons how to arrange meetings quality meetings Quality questions' Visit my website for full links, other content, and more! ]].

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Meeting Prospecting How To 227

Zoominfo

JULY 12, 2022

And to create a pipeline, you have to book meetings — which is no small feat. According to RAIN Group Sales Training , it takes an average of eight touches to get an initial meeting with a new prospect. And the longer it takes to get a meeting on the books, the more likely you are to lose the opportunity altogether.

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Meeting Demand Generation Targets Demand Generation Microsoft 100

Mr. Inside Sales

AUGUST 7, 2020

This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”. Here’s what I teach: Prospects have all the answers. Take what a prospect gives you.

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Prospecting Decision Maker Face-to-face Gatekeeper 199

MTD Sales Training

MAY 14, 2018

It’s an exciting time when you meet a client or prospect for the first time. Opening the first meeting contains a whole load of interesting phenomena. This first meetup can make or break the rest of the relationship and can develop into either a one-off meeting or a long-term, profitable business relationship.

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Meeting Face-to-face Up-Sell Follow-up 163

MTD Sales Training

SEPTEMBER 13, 2017

Getting a further meeting with a client isn’t always that easy, especially these days when buyers are so busy that the urgent often takes over from the important. Here are three tips that will help you bag that next meeting: RAP Up The Current Meeting. Firstly, you Review what you have agreed at this meeting.

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Meeting Discount Buyer ROI 169

Smooth Sale

DECEMBER 29, 2023

Photo by GDJ Pixabay Attract the Right Job Or Clientele: How to Simplify the Appointment Process for Prospective Clients Successful selling requires a meeting of the minds between the buyer and the seller. Numerous platforms empower prospective clients to choose meeting times based on their availability.

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Prospecting How To Hiring Influencer 88

MTD Sales Training

JANUARY 14, 2020

We often put the emphasis on what we have to offer and hope that the quality of our products will convince the prospect to see us. So, your call’s aim should be to convince your prospect of the value of their time in discussing how you can deal with their biggest challenges. Does your team need extra training in appointment creation?

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Prospecting Decision Maker Commission Buyer 188

MTD Sales Training

JANUARY 21, 2019

Preparation is key when meeting a new client. This is a great opportunity to find out whether this prospect is a good fit for your and your company, and whether they are likely to prove profitable for you. So, what should be included on your agenda when meeting with a possible client? Here are some tips: Don’t attempt to pitch.

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Meeting Decision Maker Proposal Up-Sell 161

MTD Sales Training

JULY 13, 2017

Having an element of fear before a sales meeting shows that you care. You care about how you come across and what you can do for your prospect. If that happens, you need to know what you are aiming to achieve at this particular meeting and then work toward that goal. You care about what you are doing and want to succeed.

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Sales Meeting Meeting Training Sales 169

Sales Hacker

NOVEMBER 4, 2020

But how can we create extraordinary experiences for our prospects without being able to meet in person? The post Book More Meetings by Creating Extraordinary Prospect Experiences appeared first on Sales Hacker. Experiences bring people together—ultimately building the trust and relationships that close deals.

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Meeting Prospecting Closing Sales 74

Highspot

JANUARY 9, 2024

This makes B2B sales training more important than ever. A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. What Is B2B Sales Training? Each stage requires specific selling skills to satisfy prospect needs.

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B2B Training Top of Funnel B2C 52

SalesFuel

MARCH 19, 2024

Organizations spend billions on B2B sales training every year. Despite the heavy investment in training, some businesses won’t benefit as much as they should. What The B2B Sales Training Program Should Include The average organization spends $1,200 a year on professional development per employee.

B2B 52

B2B Training Hiring Lead Rank 52

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. However, traditional coaching and training methods tend to fall flat because they take a one-size fits all approach that doesn’t fit the needs of each individual rep.

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Sales Coaching Coaching Training Exercises 52

Allego

JULY 20, 2022

A sales rep schedules a meeting with a prospect, but then they receive a request to attend a training session for the exact same time. Sales training is critical. The best solution: Implement a sales training program that allows for both. The best solution: Implement a sales training program that allows for both.

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Training Hiring Webinar Metrics How To 118

No More Cold Calling

JULY 13, 2021

A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers. You get an introduction to your prospect, and you get a meeting with the decision maker. If you don’t get the meeting, Part Two doesn’t matter.

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Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

MTD Sales Training

JUNE 7, 2012

You constantly hear about all of the great and positive things you can do to conduct a successful sales meeting and all of the inspirational tips and motivational tricks you can use to help encourage and train a sales team. So quickly, here are three common mistakes sales managers can make when conducting a sales meeting. #1.

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Sales Meeting Meeting Motivation Groups 278

Zoominfo

SEPTEMBER 17, 2019

And I’m here to tell you, there’s a lot more to this piece of contact information than meets the eye. And so we were trained to find direct dial numbers for every prospect on our call list. Connect rate is the average number of calls a sales rep makes to get a prospect on the phone. Industry Average 17 to 1 19,117.65

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Meeting Decision Maker Top of Funnel Funnel 166

No More Cold Calling

JULY 5, 2018

My new LinkedIn sales training courses take out the guesswork! 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. Referral Sales Training Courses Can Make the Difference. Is selling really tougher today?

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Referrals Prospecting Cold Calling Decision Maker 159

Smooth Sale

JULY 21, 2022

Attract the Right Job Or Clientele: Are Your Meetings Producing Results You Desire? A recent online meeting, plus countless others, has me wondering, ‘Are your meetings producing results you desire?’ ’ My Story: A recent Zoom meeting among Board members and participants was pre-emptively early and unnecessary.

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Meeting Hiring Networking Lead Rank 78

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.

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Ideal Customer Profile Meeting Prospecting Demographics 52