The Pipeline

OCTOBER 1, 2019

I have often said that the schoolyard taunt “ sticks and stones can break my bones, but words can never hurt me ,” doesn’t hold up in sales. We don’t want that, so to help, here are four four-letter words to banish from your sales vocabulary. I can hope for something, but I am the one that needs to make it happen.

Objections 291

Objections Sports Up-Sell Buyer 291

Janek Performance Group

FEBRUARY 20, 2024

In movies, sales is the ideal career for anyone who would rather play golf. Afterall, sales and golf have much in common. But most importantly, sales is about relationships. With that, let’s examine how some famous golf quotes can improve your sales game. On calls, distraction manifests in a myriad of ways.

Decision Maker 62

Decision Maker Follow-up Social Media Up-Sell 62

Hubspot Sales

JUNE 21, 2023

An objection is a legitimate concern that could threaten a deal, while a brush-off comes from a less genuine place — it's a knee-jerk reaction prospects raise when they want to quickly and abruptly end a sales call. Prospects are busy, and your call is undoubtedly interrupting their work. That means learning to be disruptive.

Buyer 103

Buyer Decision Maker Vendor How To 103

Hubspot Sales

MAY 24, 2023

A closing call is like the finish line of a marathon. It’s a call steeped in emotion for everybody involved. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. The closing call is all about controlling the controllable.

Closing 102

Closing Proposal Call-back Vendor 102

LeadFuze

AUGUST 18, 2021

3 Sales Voicemail Statistics You Should Know. Are you leveraging sales voicemail as part of your prospecting process? There’s this dirty little rumor circulating the sales world that says voicemail is dead and gone this 2021. You would probably respond with something like, “then why the heck am I reading this post?”

Closing 98

Closing Call-back Decision Maker Incentives 98

Sales and Marketing Management

AUGUST 20, 2020

Client success is one of those jobs where you don’t hear many kudos when things are going well, but you’re the first to get a call when things go wrong. I’m a firm believer that no one excels in client success without great listening skills. And that’s OK. We typically have pretty thick skin. Really Listen.

Exact 177

Exact Conversion Industry Campaigns 177

No More Cold Calling

JULY 29, 2018

Here’s what you might have missed from No More Cold Calling this month. But you are the one who has developed relationships during the sales process. Fact: You leave money on the table when you walk away.). Why Referrals Cut Through the Sales Prospecting Noise. Forget closing. Is selling really tougher today?

Referrals 168

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 168

Gong.io

OCTOBER 20, 2021

an unsolicited e-mail that is sent to a receiver without prior contact; the email equivalent of cold calling. Oh, and that you close more deals (what really matters). Before we dig into the details, allow me to tell you more about how we get sales stats like these. . COLD EMAIL. Tell me more about this data.

Cold Calling 118

Cold Calling ROI Call-back Buyer 118

The Pipeline

MARCH 17, 2014

If I had a dollar for every time I heard a sales person say “I should have …”, I could start working a three day week. I have never understood how some can live better with the regret of not having gotten a sale because they did not act, versus worrying about not getting an account because of a mistake they made attempting.

ACT 310

ACT Intent Objections Account 310

Allego

MARCH 28, 2024

What separates the best sales teams from the rest in today’s unpredictable market? For David Ashe , director of sales development at Allego, it’s about ensuring your SDRs retain their human approach. Your team’s success also depends on you, the sales director. Are you staying on top of new sales techniques?

Strategy 62

Strategy Top of Funnel Lead Rank Lead Scoring 62

Anthony Iannarino

MAY 5, 2020

The senior sales leader said, “When I have the right team, I will train them.” The words he used betrayed his feelings about his sales team, that he didn’t feel that they were competent in their roles. First, this sales leader is withholding. Increasing B2B Sales Competencies. There are two things worth noting here.

Training 108

Training Face-to-face B2B Coaching 108

The Pipeline

AUGUST 14, 2018

A sales process is a document that attempts to bring a roadmap, some objective order to an otherwise all too subjective affair. It is not a divine document passed on to Chuck Heston by a white-bearded guy or your VP of Sales. Never Let A Good Plan Get In The Way Of Success. By Tibor Shanto. Slaves To The Clock.

Face-to-face 188

Face-to-face Lead Rank Lead Scoring Call-back 188

The Sales Hunter

AUGUST 17, 2012

Never end a sales call without agreeing with your prospect or customer on something, even if it’s not to actually close the sale that day. When you come to an agreement, even on something really small, you demonstrate to the customer that you’re able to move the sale forward.

Customer 180

Customer Motivation Closing Positioning 180

Sales Hacker Training

JANUARY 31, 2021

But if you need to send one sales follow up email after the next, you’re like the rest of us. Offer something of value. Offer a clear call to action. Offer a clear call to action. Sales Follow-Up Email Templates. Follow-up sales email after a meeting. You’re a walking, talking miracle-worker! I get that.

Follow-up 128

Follow-up Scale Lead Rank Lead Scoring 128

Hubspot Sales

DECEMBER 31, 2020

Without a healthy book of existing customers and a steady stream of new customers, a business can’t grow. This is why most businesses have a sales funnel — a way of bringing in potential customers and working with them until they become buyers. Focusing on pre qualified leads is one way to take an active approach to your sales process.

Sales Qualified Lead 136

Sales Qualified Lead Marketing Qualified Lead Lead Rank Top of Funnel 136

Hubspot Sales

JULY 30, 2019

In HubSpot Research's newest study, Buyers Speak Out: How Sales Needs to Evolve , respondents were asked to submit the word they most associated with salespeople. In fact, 80% of sales require five or more follow-ups. If you're doing any of the things on the list below, you might be coming off as pushy without even realizing it.

How To 108

How To Objections Buyer Intent 108

SMEI

MARCH 3, 2022

Sales presentations can be a make-or-break moment for any sales organization. Our step-by-step guide on how to craft the perfect sales presentation walks you through everything sales organizations need to know to make an impactful presentation that will close more sales. What are their needs and wants?

How To 99

How To Competition Benefit Case Study 99

Gong.io

AUGUST 26, 2020

Quick quiz: Which of the following describes the top sales reps at your organization? A: They show up early and leave late. B: They are veterans with years and years of sales experience. But in sales, there’s a hidden game-changer that puts the best reps over the top: the language they use. Sidebar: What is Gong Labs?

Hiring 122

Hiring Buyer Call-back Case Study 122

Anthony Iannarino

JUNE 2, 2020

The more important the outcome, the less transactional you should be in sales. When these things are true, you must close the distance. An email is something less than a conversation. When you use email to try to sell, you are leaving too much distance between you and your prospective client. Using Email. Using the Phone.

Closing 92

Closing Face-to-face Decision Maker eBook 92

Hubspot Sales

APRIL 18, 2018

Email Closing Lines. If you write powerful sales email closing lines, the recency effect will amplify its impact. Read on for ideas for closing strong (and check out these terrible email closing lines so you know how not to end a message). Email Closing Statements. Want me to send it your way?". "Is

Closing 145

Closing Prospecting Hiring Scale 145

Anthony Iannarino

SEPTEMBER 13, 2019

There are ways to speed up your sales process, many—if not most—are unhealthy. There are ways you can create velocity in your sales results. It never makes sense to trade time when doing so increases the likelihood of a loss, yet this is what many do, often attempting the new one-call close.

How To 85

How To Outbound Call-back Opportunity 85

Hubspot Sales

MAY 10, 2022

Text messaging for sales is an excellent way for you to stay top-of-mind as your prospects consider their product options. Sending sales text messages to your prospects to nurture them all the way until conversion. Sending sales text messages to your prospects to nurture them all the way until conversion. Text STOP to opt out”).

Conversion 98

Conversion Prospecting How To Guidelines 98

Anthony Iannarino

JULY 27, 2020

One can work in sales for a very long time without getting better. You can work in sales for ten years and have the same year ten times. How the Best Get Better in Sales. There is never a shortage of people who tell you that you should—or should not—make cold calls. 4 Ways to Boost Your Cold Call Results.

Negotiation 81

Negotiation How To eBook Cold Calling 81

Hubspot Sales

APRIL 10, 2018

Change your close. When they call, the prospect picks up and makes time to chat. When they call, the prospect picks up and makes time to chat. In these types of situations, it’s important for reps to realize that a prospect’s silence doesn’t reflect badly on how they’ve handled the sales process thus far. Get personal.

Prospecting 111

Prospecting Follow-up Call-back Engineering 111

LeadFuze

JULY 21, 2021

Getting an email or a phone call from unhappy people is never a fun task, especially when they have a right to be upset. Getting an email or a phone call from unhappy people is never a fun task, especially when they have a right to be upset. It’s not like you’re working at a call center (unless you are).

Customer 98

Customer How To Call-back Scale 98

Hubspot Sales

MARCH 16, 2018

As a rule, salespeople should never call or email outside normal business hours -- before 8:00 a.m. You’ll read many articles recommending salespeople call after hours to get past assistants or front desks -- but I wouldn’t recommend it. 3 Emails to Never Send Over the Weekend. or after 6:00 p.m.

Face-to-face 100

Face-to-face Prospecting Campaigns Account 100

LeadFuze

JUNE 23, 2020

And if they do listen, they rarely return the call. Luckily, there are some simple tips to improve your voicemail messages and boost the odds that your prospect will return your call or pick up the next time you contact them. The first rule of phone prospecting is simple: don’t hang up without leaving a voicemail.

Prospecting 72

Prospecting Call-back How To Lead Rank 72

Gong.io

APRIL 2, 2021

Sales prospecting is dead. Sales prospecting is an essential part of your process. . Without it, you’re stuck waiting for things to happen. That’s why I stole these 10 sales prospecting techniques from the best-of-the-best sales pros. Prospecting Technique #1: Use This Cold Call Opener. Dramatic pause*.

Meeting 124

Meeting Prospecting Cold Calling ROI 124

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. You’ve probably noticed sales leaders plastering the idea that we need to embrace empathy all over every LinkedIn feed and in every inbox. Forecasts are often guesswork. Why Empathy?

How To 121

How To Cold Calling Call-back Examples 121

Anthony Iannarino

AUGUST 24, 2019

When someone says they “hate sales,” you can be confident they don’t work in sales. Those who work in sales don’t feel that way about selling. Here are the ten reasons you hate sales and some ideas about reframing sales. Here are the ten reasons you hate sales and some ideas about reframing sales.

Lead Rank 105

Lead Rank Hiring Call-back Lead Scoring 105

Rob Jolles

SEPTEMBER 9, 2022

I was so blown away by the experience, I became a Xerox sales trainer myself. No, they didn’t sell copiers, but they did something a little unethical. I finally began to make my students promise me they wouldn’t leave the company after the training was completed! That training helped me exceed the numbers Xerox expected of me.

Hiring 52

Hiring Pharmaceuticals Call-back Up-Sell 52

Anthony Iannarino

NOVEMBER 11, 2019

The lack of this competency is sure to destroy your sales results. To have the type of meaningful conversation your dream client would find compelling, you’d have to know something about business. You might also have a CRM full of opportunities that were never opportunities—and likely never will be. An Absence Felt.

Hiring 87

Hiring Lead Rank Lead Scoring Follow-up 87

Autoklose

FEBRUARY 19, 2024

Your sales pitch is a critical element of your entire sales process. Making a memorable impression is your ultimate goal, and that can be pretty challenging because you can easily slip into bragging about how cool your product is without actually offering value to your prospect. But don’t just state the problem.

Ideal Customer Profile 52

Ideal Customer Profile How To Benefit Prospecting 52

Sales Hacker

MAY 3, 2023

Sales leaders play a critical role in a business’s success because they are responsible for driving revenue growth and developing and executing sales strategies. In this episode of Sales Hacker, our host Colin Campbell welcomes Sam Jacobs , the founder and CEO of Pavilion. ’ So, I started a consulting business.

Revenue 70

Revenue Call-back Face-to-face Margin 70

Sales Hacker Training

JANUARY 31, 2023

But if you need to send one sales follow-up email after the next, you’re like the rest of us. Offer something of value. Offer a clear call to action. Sales follow-up email templates To help you jumpstart your email follow-up efforts, here’s a run-up of useful templates that you can use. Open with a strong subject line.

Follow-up 52

Follow-up Scale Lead Rank Lead Scoring 52

LeadFuze

JUNE 2, 2021

What do Top Sellers Know on How to Close a Sales Deal. Salespeople who close more deals compared to their colleagues might be working with a different strategy. Negative comments can drag down the success of a sale, so it’s important to eliminate them. Positive reinforcement is also key for closing deals.

Closing 98

Closing How To Decision Maker Top of Funnel 98

Anthony Iannarino

JULY 12, 2019

Here is how to think about managing your time in sales. When you are in a sales call, you do not have your email open. For some period between, say, sixty and ninety minutes, you give your attention to what’s most important, without any fear of negative consequences from some message you might miss.

Face-to-face 101

Face-to-face Call-back ACT Meeting 101