Trending Sources

Handling Objections like a Pro | Sales Tips

Sell More and Work Less

One thing that I’ve noticed recently is that sellers aren’t always good at is learning how to pivot. A prospect or a buyer answers in a way that we … Read More » Sales Tips Client Communication Client Success Colleen Francis Engage Selling Solutions prospects qualification phase Sales Lessons sales preparation sales questions

Key to Sales Success: Find More Prospects - Duh!

Anthony Cole Training

I was talking to a prospect yesterday about this very thing. It reminded me of a pivotal conversation about prospecting that I had years ago when I was new to selling. I asked Ron, a successful seasoned veteran, “As a newer agent, what is the best way for me to find prospects and make money?” Finding prospects is not difficult. Duh is right. Someone else I know."

Sales Prospecting at the Speed of Trust

Strategic Sales Growth

Tweet Every great sales rep intuitively sense s t he pivot point moment when they’ve built enough trust in a prospect that they know the deal will close. Or is your sales team running on timeline-based prospecting. I f yo u answered “yes” to any of these questions, you’re using traditional timeline-based prospecting. HOW TO MEASURE TRUST IN THE PROSPECTING PROCESS.

It Ain’t Over Until It’s Over

Pipeliner

I’ve also been writing and working with several groups of reps and sales scripts, to reach some really tough prospect targets. I mean the kind of prospects that don’t want to talk to you, and hang up as soon as you get started. Reps start approaching the calls a bunch of different ways, delivering a very inconsistent message and experience for prospects. How will we pivot? •

Sales Advice from Hannibal Lecter

The Sales Heretic

And he was an expert at divining human motivation, as evidenced in a pivotal scene in [.]. Sales motivation needs product prospect serviceHannibal Lecter would have made a great salesperson. And by that, I don’t mean that he’d eat the competition for lunch. The cannibalistic psychiatrist in The Silence of the Lambs understood that people’s actions are a result of their motivation.

5 Books & Blogs That Will Make You Better at Inside Sales

DiscoverOrg Sales

As you well know, arousing curiosity, generating interest, and getting prospects to open up about their priorities is about as easy as potty-training a coyote.” If, like Bertuzzi, you’ve ever struggled to get the attention of your prospective clients, then you’ll enjoy her insight on sales development. These are tips that draw on his more than forty years in sales and include everything from ethics and prospecting to people skills and organization. Or, perhaps your sales strategy is to open by telling a prospect you’d like to learn more about their company and their needs.

Just Because We Have The Ability To Do Something Doesn’t Mean It’s Best Practice

Partners in Excellence

I’ve been writing about customer experience , bad prospecting , and other bad sales and marketing practices for some time. Analytics provides us insights and understanding about our prospects and customers. We can slice, dice, pivot, and do all sorts of things with data. We want to cast a wider net to attract new prospects. We want to be top of mind so we put something in our customer and prospects’ devices, email boxes, text messages, social sites every day, multiple times a day. Somehow customers and prospects always get it right.

Sales Managers: Don’t Be Shot by Both Sides

Pipeliner

There is really nothing wrong with this approach–except that most companies leave out some basic and vital essentials: profiling competency, nurturing talent, and (most importantly) training the most promising prospects from sales ranks for a role that’s vastly different from their current one. Let’s have a look at the reality of that role. An average of a year and a half!

Sales managers – 6 tips when transitioning to a new sales team

Sales Training Connection

As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. Become familiar with the sales pipeline, the prospects populating it and make revisions where necessary like getting rid of no-win opportunities. Sales manager with a new sales team. Do your homework to gain an objective lay of the land.

New sales managers – starting off on the right foot

Sales Training Connection

It is not an overstatement to suggest that front-line sales managers truly have become the pivotal job for sales success. Become familiar with the sales pipeline and the prospects populating it and make revisions where necessary – like getting rid of no-win opportunities. New Sales Managers. This difference constitutes an inflexion point. Build a solid foundation. Underachievers?

Guest Post: 3 Ways to Create a LinkedIn Profile That Boosts Sales Credibility

Jonathan Farrington

You don’t exist to your prospects. LinkedIn provides one of the best ways for you to show prospects that you can be an invaluable asset. For example, on my LinkedIn profile I state: “With one client, 87% of reps landed pivotal initial meetings with large corporate accounts within just 60 days.” You’re nobody. They’ve never heard of you. of all other respondents.

[Video] Stunningly Unused Sales Technique

Jill Konrath's Fresh Sales Strategies Blog

Asking good sales questions is pivotal to your sales success. After asking a sales question, if the prospect hasn''t responded in 2-3 seconds, the average seller jumps in to fill the silence. Research shows that if you ask a really good sales question that requires your prospect to think, it takes them 8-10 seconds to respond. To most people, that''s a big duh! It doesn''t.

Why MicroMarketing is the New Inside Sales

Strategic Sales Growth

Customers are now in the driver’s seat MOST of the time. Salesmanship has a lot less to do with success than facilitation – - objection handling has a lot less to do with moving the process along than informing. ”. (I covered these trends in three earlier articles – Sales Prospecting at the Speed of Trust , Selling at the Speed of Trust , and Checklist for Launching a Time-to-Trust Sales Campaign. ). Helping prospects find customer reviews. Selling ONLY at key “pivot points” in the process – - the product demo, the quote, the contract discussion.

3 Ways to Create a LinkedIn Profile That Boosts Sales Credibility

Jill Konrath's Fresh Sales Strategies Blog

You don’t exist to your prospects. What prospects really care about today is working with a knowledgeable person who can help them achieve their business objectives. LinkedIn provides one of the best ways for you to show prospects that you can be an invaluable asset. For example, on my LinkedIn profile I state: "With one client, 87% of reps landed pivotal initial meetings with large corporate accounts within just 60 days." And, it helps my prospect know what kind of results they'll get from working with me. You’re nobody. They’ve never heard of you.

Sales managers – a new pathway to leadership

Sales Training Connection

Would-be leaders must learn to pivot – it is more about doing something different rather than just the same thing better. Increase the time you spend with prospects, new customers and lost customers. If you are going to get unstuck and develop a new mindset there is no better way to get started then getting on the other side of the table – update your perspective of the customer.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

Pointclear

Marketing provides air cover by nurturing and educating their known universe of prospects. While sales is effectively utilizing the moments of attention that marketing is engendering with their target prospects. Don’t forget all of the additional channels beyond email, mobile, and social to communicate with your prospects. It’s a new way of working, a pivot to higher revenue.

Guest Article: Avoiding the Activity Trap, by Jeb Brooks

Sales and Management Blog

If all you’re doing on a call with a prospect is saying ‘hello,’ all you’ll hear is ‘hell no.’ ’ Instead, your activities need to fall into one of these four productive buckets: They educate your prospects. They uncover essential information about your prospect. They reveal pivotal information about your solution to your prospect. First, Educational activities provide information to your prospects that make them more receptive to your messaging. Providing well-documented case studies to your prospects.

The Top Ten Changes In Sales Over The Past Ten Years

Bernadette McClelland

Prospects and customers either answered the phone (or pager) or their PA did. Today the business manager and the purchasing manager’s roles have been elevated and are considered pivotal senior management roles. On a recent trip to Pennsylvania, PA, I ticked off a bucket list item and stayed on an Amish dairy farm.The learnings were incredible. Very much like the sales profession.

Why Inbound Marketing Is Costing You Money and What to Do About It – Part 2

Strategic Sales Growth

Playing the calling, waiting chasing game, at an average of $9 bucks an MQL , costs almost $500,000 just to quality prospects to the point you can hand them over the account reps. No Automation – capacity to prospect is limited to available team time. Low Velocity – the prospects control the rate of qualification. How about replacing the old-fashioned “four step” calling process using an entirely with some newer online tools that are perfect for engaging a prospect at the moment THEY are ready. Sales Funnel Management Sales ProspectingSales Funnel.

Why MicroMarketing is the New Inside Sales

Strategic Sales Growth

Customers are now in the drivers seat MOST of the time. Salesmanship has a lot less to do with success than facilitation – - objection handling has a lot less to do with moving the process along than informing. ”. (I covered these trends in three earlier articles – Sales Prospecting at the Speed of Trust , Selling at the Speed of Trust , and Checklist for Launching a Time-to-Trust Sales Campaign. ). Helping prospects find customer reviews. Selling ONLY at key “pivot points” in the process – - the product demo, the quote, the contract discussion.

Is Your Compensation Plan Evolving with the Company?

Sales Benchmark Index

One of the core strengths of any small business is its ability to adapt and pivot with the market. They continue to hit slightly larger numbers from the previous year, but spend much less time prospecting and cold-calling. You’d like to see an increase in sales with this huge decrease in prospecting time. This post is for Small Company CSOs and VPs of Sales. 2) Do it Yourself.

Dog Sales Of Summer

The Pipeline

It’s important to remember that this has internal implications for your prospects as well that you may be able to leverage to restart discussions and the stalled deal. Tibor Shanto – tibor.shanto@sellbetter.ca. Looking around the water’s edge, you begin to see things here that remind one of sales. The stall is usually in the how “we get there”, not “where we’re going and why”.

Why the CSO Should Care About Content Marketing

Sales Benchmark Index

Is this just another buzzword du jour like Big Data, Pivoting, and Gamification? The only way to hit the first page is to produce content that attracts prospects and keeps them on your site. Content marketing is the practice of creating, refining, and distributing relevant and timely information to your prospects at each stage in their buying journey. Why should I do It Now?

Smart Selling Visions: Up-Close with Top Revenue Leader Brian Leach, CEO of @unboxedtech

Smart Selling Tools

Assistant captures everything during customer interactions, including data from prospects that don’t buy. This introduces a whole new level of intelligence that lets you pivot your sales strategy as you learn more. This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. This week I interview Brian Leach, CEO, Unboxed Technology.

Checklist for Launching a Time-to-Trust Sales Campaign

Strategic Sales Growth

In my earlier post Selling At The Speed of Trust I cover how sales managers should look at this new reality. Now it’s time to talk more about what to do in your sales organization in response to these changes. Here’s what most sales managers think the selling process looks like: It looks familiar – engage the prospect and drive it to close. Social CRM.

Five Keys to a Successful New Product Launch

Sales Benchmark Index

As the marketing leader, you play a pivotal role in bringing the new offering to market. To be successful, there are two essential questions a marketing leader must answer: How am I going to educate my customers and prospects on the new product? Often a new product comes out targeting a subset of your customer & prospect base. 8-12 months prior to launch, marketing should complete a segmentation analysis of their customer and prospect universe. Companies rise or fall on the success or failure of a new product launch. So do careers. But how? It’s not for everyone.

Buyer 59

Startup sales gigs-watch out for men bearing shades

Sales 2.0

The step that was missed was testing and refining the company’s message, target market and conversion of interested prospects into customers. Our job is to efficiently communicate our company’s message to prospective clients and then help them make a decision on whether to buy our product. It’s not our job to “pivot” the company when the market says it does not want our offering.

Steve Andersen and Dave Stein: Building Long Term Customer Relationships By Moving Beyond the Sales Process – Episode #58

The Sales Blog

In this conversation Anthony gets into the nuts and bolts of that pivotal mindset shift with authors Steve Andersen and Dave Stein. 23:02] How to collaborate with your customers and prospects for greater success. [27:24] According to Steve Andersen and Dave Stein, most salespeople make a vital mistake in the way they approach sales: They think of the sell itself as a short-term gain rather than look to a long-term gain that will sustain relationship and ongoing sales. Sales is a long term connection game Click To Tweet. Why a sale has to be seen a long-term gain. Click To Tweet.

Key Strategies for Technical Sales

Jill Konrath's Fresh Sales Strategies Blog

Instead, you need to be speaking from knowledge you’ve gained from your own research on industry and technical trends, your prospective company’s position in the competitive marketplace. Your subsequent conversations with your technical prospects will be more productive and profitable. Do you sell to technical customers or engineers? It’s written especially for you! It’s pervasive.

Cool Start-up Interview Series: Zingtree

Software Business Blog

Our experience in operating a B2C company for 20 years gives us an advantage in making Zingtree – a B2B company – incredibly accessible – our site has numerous example trees, and a prospective customer can try all of the tools and use the trees without even having to sign up for an account. Please tell us a bit about Zingtree. When and how did the company get started? Great!

B2C 21

Why Lost Deals Are Almost Impossible To Save

A Sales Guy

He doesn’t know if the competition is a better fit, because he doesn’t know what the prospect is trying to do. For all intents and purposes, he knows nothing about what he’s selling, why the prospect needs it and the impact to their organization. It looks like a client of mine is about to lose a big deal. He doesn’t know what the motives for change are.

SalesProCentral

Delicious Sales

Prospecting (4539). So many prospects and clients to kill, so little time. But don’t worry; salespeople all over the world are doing their damnedest to kill as many prospects and clients as possible every day. There is little doubt that front-line managers are the pivotal job for sales success and that coaching is one of their critical contributions. Topics Major Topics.

Use leverage

Sales 2.0

It’s really critical to give your prospects a reason to act; otherwise your biggest competitor–status quo–will win. Leverage (noun): 1) the action of a lever, a rigid bar that pivots about one point and used to move an object at a second point by force applied at a third 2) power or ability to act or influence people, events, decisions, etc. How to Get Leverage.

Does Sales Leadership Want to Miss Quota?

A Sales Guy

Did they meet their goals (quarterly quota, number of new prospects, number of calls, meeting with the CIO, X dollars of new product sales, etc.)? Are you aware what pivots the sales person is going to make and why? It’s the end of the first quarter. We’re one quarter of the way through 2013. We’ve had our first chance to make quota. We have 3 more chances left.

What a Killer Deal Strategy Looks Like

A Sales Guy

Getting your prospect engaged, getting them on the proverbial hook is critical to selling. Prospecting is the holy grail of sales and it get’s a lot of attention as it should. The problem is, prospecting is just the beginning and too often we don’t spend as much time thinking about how we’re going to close or win the deal (land the fish)– and that’s where deal strategy comes in. Run a search under “sales prospecting” and you get 415,000 hits. That’s 13x more hits for prospecting than deal strategy. Deal Strateg

How Ronald Reagan would Change your Sales Presentation

HeavyHitter Sales

It is the pivotal moment where you can communicate your advantages, gain momentum, and develop the personal relationships necessary to achieve your goal. The goal of sales linguistics is to understand how salespeople and their prospective customers use and interpret language during meetings and presentations. The problem is all the competitors are making the exact same claims. 

Sales Tips: Seriously, Shut up (a.k.a. Why Your New Sales Aren’t Happening) By Donna Saul

Sales Training Advice

You have to earn the right to share information with your prospect at the right time, and you do that first and best by listening. If you’re talking, you’re not listening, and as a result you’re not learning anything that you’ll need to reply in a way that progresses the sale, you’re not earning your prospect’s trust, and you certainly won’t earn the right to ask for the business.

Do You Really Understand Your Numbers?

Partners in Excellence

For example, I know that I have to have a certain number of prospecting conversations this week. We know how our weekly prospecting calls (sharply executed) impact our goals. We’ve done this by analyzing our funnel and prospecting performance over many years. As sales people and managers, we are often obsessed with the “numbers.” Strategic Initiatives: .

March Madness: 5 Tips to Make an Email Marketing Slam Dunk

Inside Campaigner

Similarly, every email campaign presents an opportunity for marketers to get noticed by prospective customers and generate leads, or to stay off the court and remain in the shadows. March Madness is just around the corner, which means we’ll soon be surrounded by the annual rush of bracket competitions at work and outside the office. Jump into Two-a-Days. Athletes Study Too!

Why That Bargain Contact List You Bought is a Sales Dead End

DiscoverOrg Sales

Want your prospecting emails to have super powers? Read our “Super Hero Life of Your Prospecting Email” comic book style eBook to take on the greatest of inbox foes. Bargain contact lists do costly damage to your email campaigns, make pivoting when contacts leave near impossible, and force you to do plenty of extra work. That way, you can actually profit from the bridge you’re using to connect with prospects. If a salesman wanted to sell you a bridge in Brooklyn, you’d recognize the racket almost immediately. Your Email Campaign is Bound to Get Shut Down.