Sales 2.0

NOVEMBER 7, 2023

This one was of the typical kind that I have seen over three decades of working in B2B services companies. You could be selling during that time instead. If a prospect asks for a proposal I usually say “I might be a little different this way, but I don’t generate formal proposals. In general, I think “proposals suck!”

Proposal 195

Proposal B2B Up-Sell Meeting 195

The Pipeline

FEBRUARY 22, 2022

One has to ask what is being enabled by the new breed of soothsayers. While buyers may not see it as good, the good news is that they don’t have it figured out any better. While they do have more information coming at them, they lack the time to capture it all. To be clear, they have (or should have) clear objectives.

Objections 351

Objections Forecasting Quota Buyer 351

Anthony Cole Training

AUGUST 19, 2021

Some major shifts have occurred in the way that you should be prospecting for sales opportunities. But has your prospecting plan changed with it?

Prospecting 296

Prospecting How To Sales Opportunity 296

Understanding the Sales Force

MARCH 13, 2024

” Or, “If you want to do business with XYZ then you have to play by their rules.” When you partner with those decision makers, they write you into the spec and/or dictate to procurement to whom the business must be awarded. It seems obvious, doesn’t it? Think Boeing.

Decision Maker 193

Decision Maker Data Hiring Proposal 193

The Pipeline

JULY 7, 2021

The debate has raged on for years with few converts. While it is safe to say I have evolved, I have not abandoned my “sales is a numbers game” friends. An alternative that allows you to build on the practical elements, while leaving behind habits that hold us back. Numbers Are Here To Stay.

Discount 361

Discount Quota Sports Objections 361

The Pipeline

MARCH 26, 2020

The tremors just keep on coming and people keep trying to adjust to the daily change. I understand the initial shock of facing a canyon of empty towers; every one has gone home. But many others going full thrust, having just shifted their base of operations. True, but that does not have to be the end of the effort.

Wireless 397

Wireless GoldMine Face-to-face Prospecting 397

Understanding the Sales Force

JANUARY 22, 2024

Have you ever been on the road, lost in thought, just driving down the highway (oh-oh, already sounds like a country song), when you realized you blew past your exit about thirty miles ago? One minute ago everything was perfect and then, all of a sudden, reality sets in and you’ve traveled an hour out of your way.

Closing 212

Closing Proposal Discount Decision Maker 212

Mr. Inside Sales

OCTOBER 14, 2023

Greetings to you on an early fall morning! I hope the changing of the seasons inspires you as much as it does me. Speaking of inspiration, here are some of my favorite quotes for you to enjoy today: “If one asks for success and prepares for failure, he will get the situation he has prepared for.”

Face-to-face 259

Face-to-face Gatekeeper Decision Maker Licensing 259

The Pipeline

SEPTEMBER 14, 2021

Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While every cold call or prospecting call will result in an objection, the objections are not all that different. Over the years it has proven very hard for most to deal with the most common objections.

Objections 339

Objections Prospecting Fashion Face-to-face 339

The Pipeline

OCTOBER 4, 2021

Specifically, how we use positive data in prospecting and Discovery, in this case the latter. Most use data/stats as an object to be thrown, with the hope the prospect becomes sufficiently impressed to move forward. Data is great, but it is best when used to open structure discussion where the prospect learns in the process.

Data 368

Data Objections ACT Lead Rank 368

No More Cold Calling

DECEMBER 6, 2019

Message to cold callers: Pestering strangers is NOT the way to prospect. Cold callers tell you to just pick up the damn phone. Cold callers have the gall to call cold calling an “art.” If you make 100 calls, you’ll talk to about 20 people, schedule 10 sales appointments, and if you’re lucky, close one new deal.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

Partners in Excellence

APRIL 25, 2024

But this thinking drives our focus on MQLs, SQLs and massive prospecting efforts. As a very simple example, if everything else is constant (revenue goals, sales cycle, average deal, deal quality), an organization with a 20% win rate and another with a 50% win rate, have very different top of funnel needs. But let’s go further.

Top of Funnel 77

Top of Funnel Funnel Sales Qualified Lead Leads 77

Understanding the Sales Force

AUGUST 5, 2021

We've gone from don't wear a mask, to wear a mask, to wear 2 masks, back to no need to be masked and now back to wear masks indoors, even if you have been vaccinated. Allow me to introduce you the competency called Supportive BuyCycle TM. For example:

Guidelines 380

Guidelines Closing Call-back Report 380

Understanding the Sales Force

NOVEMBER 6, 2023

Most salespeople can improve sales effectiveness by changing their beliefs and moving out of their comfort zone. She suggested I ask the owner so I asked him about the bacon and he explained that he prepared the coconut flakes to have the look, taste and texture of bacon. I not only didn’t hate it, I liked it. Fake bacon.

Proposal 193

Proposal Sales Training Conversion 193

No More Cold Calling

JULY 13, 2021

Referrals help you ace Part One and set you up for success in Part Two. 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. Cold” means your prospect doesn’t know you and doesn’t expect to hear from you.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

The Pipeline

MARCH 2, 2021

It’s not by pandering or pretending that the prospect is always right as many try to do. You do have to accept that if the customer is right and always in the know, then you are nothing but an order taker. And you can tell order takers often from the way they approach taking the order. Prospect Not Sell.

LinkedIn 369

LinkedIn Prospecting Exact Buyer 369

No More Cold Calling

APRIL 9, 2020

So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. Do you know how to have that kind of sales conversations? Reps told me they didn’t need to have sales conversations. Imagine that….

Conversion 305

Conversion Face-to-face Social Media Referrals 305

The Pipeline

MAY 11, 2021

There has always been an uneasy dance involving selling and buying when it comes to trust and honesty. While it is natural to be guarded or cagey when you first meet someone new, but this goes a bit further, by both sides. If you started selling objectives and outcomes rather than your product, you may find a more willing partner.

Quota 341

Quota Lead Rank Forecasting ROI 341

No More Cold Calling

JULY 27, 2023

She finally asked her team: “Did you ever close business over email?” Well, that was a splash of cold water, and you can guess the answer. He complained that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice. I had heard enough.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

SalesFuel

MARCH 26, 2024

Are you wishing that you could clone your top sellers? How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers. What metrics do you use to measure them? What metrics do you use to measure them? But that’s not true.

Training 116

Training Hiring How To Proposal 116

The Pipeline

MARCH 12, 2020

Done right to-do lists can be a great productivity tool, ensuring that you focused, not distracted. To-do lists either allow you to point that 40% at things that get you ahead or trap you into repeating bad habits. All the while thinking you are doing your best to complete the list and get ahead. First Bad Habit.

Call-back 319

Call-back Consumer Meeting Video 319

Understanding the Sales Force

SEPTEMBER 27, 2023

When he did finally identify a spot, he began to squat but changed his mind and begin the process of circling all over again. For example, we’ll discuss salespeople who are uncomfortable when they need to discuss finances with their prospects. Reach out to us if you want our help. million salespeople.

Sales Methodology 203

Sales Methodology Sales Process Proposal Objections 203

No More Cold Calling

MARCH 31, 2021

Here’s what you might have missed this year from No More Cold Calling. If you were asked last year how your day was, your answer would have been: “It’s 2020.” They recognized that asking clients for referrals was the way to gain access to prime prospects. How about you? And what should you NOT do?

Referrals 371

Referrals Cold Calling Sales Qualified Lead Call-back 371

SalesProInsider

FEBRUARY 22, 2024

What is the impact of your beliefs on your ability and commitment to attract and convert your ideal prospects? What’s the impact of the belief of yourself, the role you have in people’s lives, and the value they receive in working with you? Beliefs’ Impact on Your Sales Your level of belief constantly changes.

Top of Funnel 125

Top of Funnel Lead Gen How To Lead Rank 125

Partners in Excellence

MARCH 6, 2024

Just as selling has evolved, buying has evolved–but differently. More importantly, they have probably done their homework and talked to people they trust, who may have experience with our products. They probably don’t need a demo–at least now, they have more pressing issues to address.

Buyer 119

Buyer Incentives Incentive Discount 119

Partners in Excellence

FEBRUARY 29, 2024

We were talking about his prospecting challenges. He was very focused on the customers and people he was prospecting. He leveraged trade shows to meet people, then followed up with prospecting notes. He tried to connect what he learned they were doing with his prospecting efforts. How do you know if he has the problem?

Ideal Customer Profile 117

Ideal Customer Profile Face-to-face Trade Show Prospecting 117

Hubspot Sales

JANUARY 30, 2024

Salespeople say that a change in the sales field that has had the biggest impact on their role is that selling has become more focused on presenting a solution than pitching a product or service. Why the change? These more informed buyers don’t want a product pitch, which changes the role of a salesperson.

Trends 88

Trends Social Media Lead Rank Lead Scoring 88

Hubspot Sales

MARCH 25, 2024

Are you ready for a shocking, next-level revelation that's going to turn your world upside down? Here it is: Prospects aren't always easy to deal with. That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1.

Prospecting 98

Prospecting Cancellation How To Revelation 98

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

Hiring 111

Hiring Face-to-face Sales Qualified Lead Lead Rank 111

Hubspot Sales

APRIL 1, 2024

You can bet their answer will be “no.” So, let’s take a look at the trends sellers are reporting about inbound lead flow on RepVue , and three things you can do to still hit your targets. What It Means for Sales Reps So, what exactly does that mean for you? It means sales and go-to-market motions are going to have to evolve.

Ideal Customer Profile 80

Ideal Customer Profile Inbound Lead Rank Lead Scoring 80

Partners in Excellence

MARCH 1, 2024

Somehow when we open our mouths or send an email or do an outreach, all it accomplishes is driving our prospects and customers away. Prospects and customers can always sniff it out, regardless how we try to cover it up. It is all about them and has little to do with the customer. What’s the secret to changing this?

Ideal Customer Profile 73

Ideal Customer Profile Face-to-face Social Media Up-Sell 73

Partners in Excellence

JANUARY 31, 2024

” In selling terms, they aren’t qualified, they haven’t yet committed to the change/buying effort, but could commit when with the right business case. 24 still have the need but don’t buy, largely because of FOFU. 46%, 460 accounts are poised to buy, they are on the cusp of committing to a change.

Opportunity 110

Opportunity Sales Qualified Lead Lead Rank Analysis 110

Partners in Excellence

JANUARY 30, 2024

Then, too many of us turn around and inflict bad outbound prospecting on our own victims. 100% of the prospecting messages I see are product focused. Can I show you what results you might realize…” Sometimes, the product pitches are thinly veiled by a problem: “Is lead/demand gen a problem for you?

Face-to-face 92

Face-to-face Buying Cycle Outbound B2B 92

SalesLoft

MARCH 11, 2024

Since joining the Salesloft family, Tomas Buckby ,Marketing Operations Manager at Advanced , has witnessed a marked difference in the performance of his team. They don’t have to find them. They don’t have to do the work to set them off. That extra saving that’s beyond automating what they’re already prospecting.

Marketing 98

Marketing Lead Rank Inbound Call-back 98

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. There's AI — obviously — and all the ways it's changing how we sell. While these changes seem daunting at first, they also signal new opportunities to innovate, grow, and adapt. Let's dive in.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Scale 98

Partners in Excellence

MARCH 11, 2024

There are prompts for “researching and understanding” any role you might be selling to. Hacks for any type of prospecting outreach and for producing “personalized” emails by the thousands. We know how they work and shouldn’t have an expectation of much more–at least used in these ways.

Ideal Customer Profile 107

Ideal Customer Profile Face-to-face Engineering Industry 107

Partners in Excellence

DECEMBER 21, 2023

We face issues we may not have experienced before. We are, often, so busy we may not recognize threats or opportunities to change, improve grow. I won’t bother revisiting all the data we see reinforcing the struggle customers experience in committing to and managing a change process. You already know that.

Customer 112

Customer Face-to-face Buying Cycle Loyalty 112