MTD Sales Training

AUGUST 27, 2019

The presentation is going well, the customer is appreciating all our demonstrations, your ideas are being well-received…. I had this situation when I was presenting to a prospective client a few years ago, and it wasn’t funny. Some small talk followed, and I admit to being very embarrassed for myself and the prospect’s team.

Webinar Metrics 229

Webinar Metrics ACT Follow-up Groups 229

Zoominfo

FEBRUARY 2, 2021

But how do you know when your B2B customer is indicating sales-readiness for cross-selling opportunities? Timing is important when making the most of a cross-selling opportunity. When you combine this with research which shows that the probability of selling to a new prospect is 5-20%, compared to 60-70% for an existing customer.

Opportunity 162

Opportunity Scale Top of Funnel Lead Rank 162

The Pipeline

JANUARY 22, 2019

People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. What if every time they responded you see it as a question, an opportunity to educate? I don’t know why sellers are surprised that prospects don’t like to be interrupted, do you?

Objections 267

Objections Prospecting SME Cold Calling 267

Smooth Sale

MARCH 21, 2022

Attract The Right Job Or Clientele: Do You Qualify Opportunities Methodically? Most sales professionals do not want to waste time, so they fail to qualify opportunities methodically. However, reflecting upon the person or the company behind the opportunity can bring a new dimension to the proposal. Photo by Mary1826 Via Pixabay.

Sales Qualified Lead 78

Sales Qualified Lead Opportunity Hiring Proposal 78

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

Zoominfo

FEBRUARY 2, 2021

But how do you know when your B2B customer is indicating sales-readiness for cross-selling opportunities? Timing is important when making the most of a cross-selling opportunity. When you combine this with research which shows that the probability of selling to a new prospect is 5-20%, compared to 60-70% for an existing customer.

Opportunity 130

Opportunity Scale Top of Funnel Lead Rank 130

Partners in Excellence

MAY 3, 2020

The current pandemic and financial crises create an unprecedented opportunity to engage our customers in high value and impact ways. But remember, to capitalize on this, opportunity, all our focus has to be on the customer and how we help them navigated these uncertain times. It is human nature to resist change.

Opportunity 106

Opportunity Face-to-face Maximizer Relationals 106

Marc Wayshak

AUGUST 24, 2021

So you’ve finally got a prospect who’s interested in what you have to say…and actually wants to hear you present. Nowadays, we want to use case studies or case study presentations to ultimately connect where the prospect is now to where you’re going to take them. It’s a me-focused presentation.

Case Study 118

Case Study Study Face-to-face Benefit 118

Understanding the Sales Force

JUNE 12, 2023

More than half of all salespeople are missing and skipping important milestones in the sales process each and every day and their egos get more bruised from failing to close those opportunities than my body got bruised from my not so thrilling adventure to the ground. Lyrics rarely impact my decisions (except Popsicle Toes ).

Prospecting 156

Prospecting Vendor Proposal Sales Process 156

Carew International

JUNE 3, 2021

Making effective and impactful sales presentations can make or break an opportunity with a client or prospect. When the stakes are high, and the competition for the business is heated, preparing and planning the key elements of your presentation is essential. Those who do are the presentation superstars we all envy.

Competition 98

Competition Benefit Training Positioning 98

Hubspot Sales

JULY 16, 2020

Imagine you have a captive audience, and you're making your pitch to prospects who are perfect for the product/service you're selling. We've all fallen victim to a boring presentation at one point or another, but you don't want it to happen at a make-or-break moment in the lifecycle of an important deal. Structure your content.

ACT 126

ACT Follow-up Data Sales 126

Hubspot Sales

MARCH 25, 2024

Here it is: Prospects aren't always easy to deal with. So to help you get a sense of the kinds of buyers you need to look out for (and what to do when you‘re dealing with them), we asked some sales leaders for their takes on the most difficult types of prospects to work with and how to engage with them effectively. You're welcome.

Prospecting 102

Prospecting Cancellation How To Revelation 102

Janek Performance Group

DECEMBER 20, 2023

Prospecting is one of the most fundamental sales skills. However, as the sales environment shifts, sellers must update how they prospect. Last July, we hosted the webinar, Mastering the Art of Prospecting: Key Strategies for Success. Here, we examined the fundamental principles of modern prospecting.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

Marc Wayshak

DECEMBER 1, 2021

Have you ever been presenting to a prospect when you start to notice that they’re losing interest ? When this happens, it’s because you’ve followed a presentation approach that’s led you down a bad path. In this video, I’m going to show you 5 must-know sales presentation techniques that close deals. Check it out: 1.

Closing 77

Closing Case Study Face-to-face Prospecting 77

SBI Growth

OCTOBER 18, 2013

Rule of thumb is a VP should spend 25%-40% of their time on prospect calls. The typical sales VP looks at late-stage opportunities. They can’t let one opportunity slip, regardless of its importance. 3) The Third Month Traffic Jam: At the end of the quarter, the VP can’t close every opportunity. It is a flawed approach.

Opportunity 303

Opportunity Negotiation Discount Follow-up 303

Janek Performance Group

FEBRUARY 7, 2022

Prospecting, seeking new opportunities and clients, is an integral part of sales. However, when it comes to prospecting, many salespeople experience fear. Here are some insights into the psychology of prospecting fear and actionable tips to overcome it: Prospecting is Not a Dirty Word. They’re preoccupied or busy.

Prospecting 118

Prospecting Cold Calling Call-back Lead Rank 118

Pipeliner

OCTOBER 31, 2023

Are you grappling with the challenge of finding the right prospects for your business? In this insightful blog post, we will delve into the world of prospecting, account selection, and the transformative impact of data-driven strategies. Our guide on this journey is none other than Jamie Shanks, the Founder and CEO of Pipeline Signals.

Ideal Customer Profile 69

Ideal Customer Profile Social Selling Data Prospecting 69

Women Sales Pros

JULY 12, 2019

When I say sales presentation, I don’t just mean any sales presentation. When it comes to TOP Line Accounts , your biggest and best opportunities often include a sales presentation. When it comes to TOP Line Accounts , your biggest and best opportunities often include a sales presentation.

Account 112

Account Sales Objections Call-back 112

BuzzBoard

FEBRUARY 8, 2024

This can be effectively accomplished with compelling sales presentations and convincing pitches. They facilitate real-time interaction with existing and prospective clients, improving customer satisfaction and experience. These are just some of the key advantages of digital marketing.

Small Business 52

Small Business Small Business Lead Rank Lead Scoring 52

BuzzBoard

FEBRUARY 20, 2024

The role of AI becomes critical, particularly in sales prospecting, where conducting efficient, extensive, and result-driven efforts are pivotal in executing a successful marketing campaign. AI boasts an unparalleled ability to enhance your sales prospecting process. Your unique circumstances will likely require a different approach.

Prospecting 52

Prospecting Small Business Small Business Pivotal 52

SalesProInsider

APRIL 28, 2023

Unfortunately, passive prospects who stall, stop answering messages, reschedule…and then reschedule again, are the output of prematurely “sending something” after what appeared to be good conversations. Prospect: “Okay, sounds good. Prospect: “Sounds good.” The prospect just gave you an assignment with NO commitment to anything.

Proposal 62

Proposal Promotion Prospecting Sales Qualified Lead 62

Partners in Excellence

APRIL 24, 2020

As we look at our own companies, every organization has had to reset their plans to adjust to the new realities presented by this global health and economic crisis. In many ways, the pandemic has created an opportunity rich environment for us. But as we prospect now, it’s even more important to be hyper-focused.

Prospecting 115

Prospecting Face-to-face Enterprise Enterprise 115

The Pipeline

OCTOBER 8, 2012

Some things in sales can be called by various names without much consequence, the underlying subject being very much the same, prospect – potential buyer, information gathering – discovery, and many others; it comes down to words not actions or outcomes. Helping the reps to not only widen their view of the deal, but others like it.

Pipeline 244

Pipeline Opportunity Top of Funnel Funnel 244

Zoominfo

JANUARY 19, 2021

Keep in mind that potential prospects may already be interested in your competitors — and your current customers could jump ship. Segmenting every one one of these potential prospects and creating content (including landing pages) for each of them will uniquely interest them. They both need this engagement!

Marketing 246

Marketing Prospecting Top of Funnel Segment 246

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.

Prospecting 91

Prospecting How To Hiring Influencer 91

Mr. Inside Sales

FEBRUARY 21, 2020

How good are you at requalify existing accounts, or prospects you haven’t spoken with in a while? And that means that just because a prospect or client was in charge of a certain function last month or 6 months ago, it doesn’t mean they are in charge of it today. And why would you even want to do this? into requalifying.

Prospecting 158

Prospecting Sales Qualified Lead Face-to-face Decision Maker 158

Hubspot Sales

OCTOBER 4, 2023

Yet, it can actually give us a better understanding of our prospects, making that human connection stronger. Here, I spoke with top sales leaders to learn how to AI to better understand your prospects, lead more effective conversations, and drive more results. How AI Can Help You Better Understand Your Prospects 1.

Prospecting 97

Prospecting Buyer Intent How To Intent 97

SBI

SEPTEMBER 23, 2021

This shift in process has in turn led to our clients stacking resources for meeting presentation, content creation, and content organization. Crescendo is their presentation tool during these virtual meetings. Such organized content is also much easier to present. That information is rarely communicated in a straightforward way.

Collateral 87

Collateral Face-to-face Sales Enablement Trade Show 87

Hubspot Sales

JANUARY 15, 2024

I like to call this “ghosting” — when a sales process is chugging along smoothly with a client, you feel positive that the deal will close, and then your prospect disappears without a trace. Even though you might use tools like Spiro to remind yourself to follow up with prospects, sometimes they just stop getting back to you.

Prospecting 115

Prospecting Follow-up Call-back Proposal 115

Pipeliner

JANUARY 12, 2021

The difference between a won and a lost opportunity is sometimes very narrow. The good news is, we don’t lose all of our opportunities. Understanding why opportunities are lost is vital to winning more of them. Within the Pipeliner administration interface, the “loss reason” field for opportunities can be customized.

Opportunity 81

Opportunity Cancellation Lead Rank Lead Scoring 81

Understanding the Sales Force

AUGUST 16, 2023

It would be the stone walkway equivalent of a salesperson starting with a presentation or demo. I understand that salespeople like presenting, they’re comfortable presenting, they’re best at presenting, it’s easy for them to present and it’s the path of least resistance for both salespeople and prospects.

Sales Process 227

Sales Process Decision Maker Proposal Follow-up 227

criteria for success

JULY 8, 2021

Are you struggling to make headway with indecisive prospects? When working with indecisive prospects, it can be extremely difficult to move forward in your selling process. The 5 following approaches can be your solution for dealing with indecisive prospects without seeming desperate and pushy. We can help! Lead with honesty.

Prospecting 98

Prospecting How To Guidelines Webinar Metrics 98

Understanding the Sales Force

JULY 15, 2013

I''ve criticized some of Geoffrey''s articles in the past but this one, 3 Reasons Why Most Presentations Fail , is really good. Talk about their history and clients instead of their prospects'' issues. When everyone presents, salespeople and companies are perceived as commodities and the sale is driven by price.

Exact 247

Exact Sales Prospecting Company 247

Keith Rosen

APRIL 15, 2020

Here are eight paradoxes that will widen your peripheral view around how the top sales gurus think around selling, cold calling and prospecting for new business to win more sales in a volatile, uncertain marketplace. The Eight Paradoxes of Prospecting. There’s always more than one perception. Beliefs precede experience.

Prospecting 132

Prospecting Cold Calling Sales Qualified Lead Face-to-face 132

The Pipeline

FEBRUARY 20, 2017

You would not believe the number of these folks I meet with, who unprompted, without “probing” or cajoling, share with me their concerns about the state of their team’s pipelines, and the lack of new opportunities. When I ask what they attribute that to, they tell me: Their people are ineffective at prospecting.

Prospecting 181

Prospecting Lead Gen Hiring Social Media 181

Sales Gravy

SEPTEMBER 1, 2023

Through asking penetrating questions and providing valuable resources, consultants and salespeople can establish themselves as experts and earn the right to have pivotal conversations with their top prospects. Using interviews as a prospecting channel to gather intelligence, build relationships, and connect with high-level decision makers.

Sales Qualified Lead 85

Sales Qualified Lead Decision Maker Prospecting Strategy 85