eGrabber

JUNE 28, 2021

What is sales prospecting? Sales prospecting is when sales and business development representatives potential buyers or targeted prospects and reach out to them through cold calls or emails. Why is sales prospecting important? Sales Representatives often find manual prospecting very troublesome and time-consuming.

Lead Rank 40

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 40

Bernadette McClelland

JANUARY 3, 2017

The task was to write a story that made sense using only ten words, and each word could only be made up of two letters. They struggled, then the teacher went to the board and wrote the following: The story read, ‘if it is to be it is up to me’. In sales we are encouraged to persuade our prospect to move forward to an outcome.

Revelation 247

Revelation How To Sales Leadership Conversion 247

Partners in Excellence

DECEMBER 19, 2022

Regular readers know that I tend to write and talk a lot about the future of selling. Sometimes, I look at the stuff that’s inflicted on all of us in the name of prospecting, opportunity development, and so forth, and I tend to be pretty pessimistic. 1000 scholarships are provided to women studying selling.

Revelation 62

Revelation Up-Sell Education Conversion 62

The Pipeline

DECEMBER 2, 2013

A simple example, when it comes to prospecting, I suggest to reps that they ready their call list the afternoon before, during low energy times. And that continues through the day, hit snooze button, here, then again there, and by the end of the day, we could lose up to an hour to hitting the snooze. Tibor Shanto'

Revelation 241

Revelation Maximizer Call-back Energy 241

SBI Growth

JULY 1, 2013

Revelations and epiphanies that seem so promising to start. If this year is like every other year, your sales target will go up. Generating a custom sales process to stay up to speed with the massive changes in the buyer’s journey. Equipping sales team with the skills they need to engage prospects with social selling.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

The Pipeline

MARCH 19, 2015

Having trained hundreds of sales people in effective telephone prospecting, I have witnessed a number of recurring patterns which impact success, both negatively and positively. They see success, revel in it, and take their foot off the gas and their eyes off the ball. By Tibor Shanto - tibor.shanto@sellbetter.ca . Tibor Shanto.

Cold Calling 120

Cold Calling Revelation Face-to-face Call-back 120

Braveheart Sales

NOVEMBER 12, 2020

While I was watching ESPN’s College Game Day, I heard Chris “The Bear” Fallica, who is a research producer and sports betting analyst for ESPN, make an observation about betting odds that was a revelation to me. Selling Emotions. Salespeople project their own excitement onto prospects. Well, guess what? Making Sales Wagers.

Sports 52

Sports Sage Revelation Face-to-face 52

Partners in Excellence

DECEMBER 10, 2018

At the end, Brent Adamson pulled me to the side asking, “Dave, you seem to have a pretty dark outlook about selling, what’s up?” Am I contributing to it’s improvement and the ability of sales to contribute to our customers and the companies we sell for?” The mindless focus on volume/velocity.

Revelation 80

Revelation Face-to-face Channels Segment 80

Pipeliner

FEBRUARY 23, 2019

They open up sales conversations with ease and grace. Asking for the business is easy and, in many cases, the prospect takes the lead in ‘closing the deal’ because of the salesperson’s mastery. This isn’t a new revelation. Good Selling! Thoughtful and provocative sales conversations seem to happen without effort.

Revelation 71

Revelation Lead Rank Energy Influencer 71

Smooth Sale

OCTOBER 25, 2019

Second, the blanket statement is meant to cover up the obstacle standing before them. More importantly, when prospective clients see us comfortable with negotiation, they will take our input seriously. We avoid shouting matches, as described above. Do You Focus On Your Prospect? Are Excuses Preventing Moving Forward?

Negotiation 74

Negotiation Revelation Hiring Loyalty 74

Cincom Smart Selling

MAY 24, 2018

Configure Price and Quotation (CPQ) software is front and center in the digitalization of the selling and buying processes. Even though the selling transaction has undergone considerable disruption, for too many people, perceptions about selling remain unchanged. Use CPQ to Identify Prospects. Here’s an example.

Revelation 48

Revelation Engineering Collateral Demographics 48

Hubspot Sales

OCTOBER 18, 2017

I’ve always been selling. Part of sales is positioning yourself for a good outcome, whether you’re trading Pokémon cards on the playground or selling an analytics platform to digital marketers that lets them gain insight into campaign performance. I needed my sales team to take the same approach to conversations with prospects.

Lead Rank 96

Lead Rank Lead Scoring Leads Marketing Qualified Lead 96

Sales Hacker

MAY 9, 2018

Being a good salesperson , or good at selling, is difficult to quantify. Don’t be afraid to say no to prospects. Arguably the most crucial revelation from our data was that simplification is absolutely paramount, no matter what the industry or the geography. 3) Don’t Be Afraid to Break up with Prospects.

Quota 55

Quota Sales Process Revelation Lead Rank 55

SBI

MAY 15, 2012

You stand before your prospects fully armored, battle-ready, and poised for a stunning and mind-numbing display of the vast and all-embracing array of your knowledge. My point here, if I still have at least your valued attention, is that your prospects won’t know what to remember most, unless you tell them.

Revelation 117

Revelation How To Decision Maker Twitter 117

Partners in Excellence

DECEMBER 10, 2012

Something else came up, we ran out of time. It’s insidious–it’s not picking up the phone to make that prospecting call. We pick ourselves up, we move forward and succeed, learning each time. Selling Fearlessly Anticipation and Preparation How Many Salesepeople Does It Take To Screw In A Light Bulb?

Revelation 89

Revelation Call-back Competition Study 89

Sales Hacker

MARCH 19, 2020

RELATED: Digital Sales Data: The (Real) Secret to Moving Deals from Prospect to Closed. The revelations that emerge from uniting these two sets of data will not just align marketing and sales but all revenue-generating and customer-facing departments. We’re going to look at each one, and how you can set it up in your own business.

Ideal Customer Profile 76

Ideal Customer Profile Top of Funnel Customer Lead Rank 76

SalesProInsider

JULY 6, 2017

The right tools make selling easier and more efficient. There are tools to make the right connections, focus on the best opportunities, track all the information to help us sell effectively make us more efficient, and for goodness sake, track our expenses. Ho hum, you might be thinking…this is not a big revelation.

Sales Tools 60

Sales Tools Tools Revelation Lead Gen 60

Partners in Excellence

FEBRUARY 11, 2015

First, a good friend called ranting and raving about a prospecting call that went wrong. My friend called, very upset about a prospecting call yesterday. It was an important prospect, he’d managed to get agreement from the VP of Sales for a conversation, so he called. Revel in that opportunity.

Revelation 48

Revelation Call-back Customer Prospecting 48

Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting Every Time. Prospecting is your first step in the sales process. Your only job at this stage is to keep the prospect on the phone for five minutes. They are about selling your value to pique their interest enough for a meeting. Prospects talk uninterrupted for 3.5

Sales Process 103

Sales Process Cold Calling Call-back Cancellation 103

Smooth Sale

MARCH 25, 2022

But, when we muster up the courage to reflect, meditate, and explore all possibilities, we become willing to move beyond ‘impossible.’ Another outstanding example of qualifying and matching our connections brings about revelation beyond what we know. ’ My Story. Be A Story-Teller.

Hiring 78

Hiring Lead Rank Revelation Sales Qualified Lead 78

Vengreso

DECEMBER 19, 2018

Even so, my book collection is mounting, thanks to the privilege of hosting Vengreso’s Selling With Social Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best Sales books for 2019. High Profit Prospecting by Mark Hunter. Drive by Daniel Pink.

Conversion 112

Conversion Paid Content Hiring Pivotal 112

Partners in Excellence

SEPTEMBER 19, 2013

The sales people are using all the classic arguments—”it wastes my time and diverts me from selling activities,” “it doesn’t help me sell more,” “it’s management’s way of micromanaging me,” “all I do is spend endless hours doing reports, I’m supposed to sell!”

System 93

System CRM Revelation Territories 93

Vengreso

JANUARY 13, 2023

Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. In fact, I find books a little overwhelming at times.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

SBI

FEBRUARY 26, 2013

Think too, about what happens when your prospect asks, “Can you just leave me some materials?” Then there is this… product collateral requests are objective evidence of prospect interactions and appointments. More and more, reps are choosing to give prospect presentations using a smart phone or tablet instead of a laptop.

Collateral 115

Collateral Revelation Trends CRM 115

Sales Hacker

NOVEMBER 21, 2019

The Salesforce State of Sales report notes that only 46% of sellers have access to client and prospect data insights (something that 85% of salespeople say helps them produce). The struggle to find clients, research, and keep CRM data up-to-date is a task that sucks time and energy from a sales team’s day. AI Use Case #1: Research.

Ideal Customer Profile 84

Ideal Customer Profile How To Churn Face-to-face 84

HeavyHitter Sales

AUGUST 2, 2013

  The conversations salespeople have with prospective customers are quite complex. The first group would be presented only visual information consisting of a picture of   the item and a brief description (the descriptions were excerpted from web   sites that sell the object or provide background information).

Revelation 112

Revelation Groups Study Ideal Customer Profile 112

Anthony Iannarino

JULY 9, 2020

You know how important it is that you acquire meetings with your prospective clients. It’s vital that you have a strategy for prospecting that results in you sitting down face-to-face or ear-to-ear or video face to video face (as may be the case). Some believe that because they need to make sales, everyone is a prospect.

Strategy 112

Strategy Prospecting Face-to-face eBook 112

Anthony Iannarino

MARCH 16, 2020

For a very long time, salespeople have been taught to start sales presentations with their company’s story as a way to gain credibility with their prospective clients. You believe your contacts need to know about what you sell. Learn how to sell without a sales manager. Get the Free eBook! Download my free eBook!

B2B 108

B2B eBook Conversion Segment 108

Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting of the Sales Process. Prospecting is your first step in the sales process. Your only job at this stage is to keep the prospect on the phone for five minutes. They are about selling your value to pique their interest enough for a meeting. Prospects talk uninterrupted for 3.5

Sales Process 48

Sales Process Cold Calling Call-back Cancellation 48

No More Cold Calling

DECEMBER 29, 2020

” That’s what a client recently asked me, and I was baffled by his revelation. But all too often, this “cut to the chase” mentality precludes sales reps from taking the time to establish customer relationships before trying to convert people into prospects. Newsflash: That’s not social selling.

Referrals 432

Referrals Customer Social Media Revelation 432

Sales Evangelist

DECEMBER 1, 2023

By shifting the focus from selling to educating, sales professionals can build trust, provide valuable insights, and ultimately close more deals. The Essence of Selling By redefining the essence of selling, Donald emphasizes the importance of persuading someone of the merit of a solution rather than simply pushing products or services.

Prospecting 40

Prospecting Revelation Education Hubspot 40

Partners in Excellence

OCTOBER 11, 2021

” Whether it’s bad prospecting, bad Social Channel interactions, bad selling, weak sales management, ineffective training, and so forth. But it seems we, sales professionals, have lost the “Joy Of Selling.” Sadly, I don’t see many “sellers” reveling in this fun or challenge, these days.

Revelation 138

Revelation Jigsaw Account Lead Rank 138

Sales Hacker

OCTOBER 14, 2020

Over the past few years, we’ve been pioneering a new approach that we like to call Decision Intelligence Selling. The Power of Decision Intelligence Selling. We replied… “ Strategic selling is a term that’s used in a variety of ways. That was extraordinary — a revelation for him and a confirmation for us.

Face-to-face 98

Face-to-face Lead Rank Lead Scoring Hiring 98

Zoominfo

JUNE 18, 2018

We asked our friends how this was possible, since all the other new parents we knew were up all night, rocking, feeding, changing. And my wife — the one waking up in the middle of the night — just needed my support. It was a revelation. Wait … babies are trainable? I was weak. I was pathetic. she said. “I I said SUPPORT.”

Outbound 130

Outbound Cold Calling Revelation Demand Generation Agencies 130

DiscoverOrg Sales

JUNE 15, 2018

We asked our friends how this was possible, since all the other new parents we knew were up all night, rocking, feeding, changing. And my wife – the one waking up in the middle of the night – just needed my support. It was a revelation. Wait … babies are trainable? I was weak. I was pathetic. she said. “I

Outbound 120

Outbound Cold Calling Webinar Metrics Revelation 120

Sales Hacker

MARCH 13, 2020

Be wise about getting out of the house for physical meet-ups. I know right now is a little different but I’d normally say that you should not forget to meet up with people personally each week too. Get on Zoom and share some wine and laughs while catching up. Setting Up Your Workspace. I just ended up ignoring them.

Face-to-face 128

Face-to-face How To Call-back Video 128

Gong.io

SEPTEMBER 19, 2018

More than any specific books, I’d recommend picking up the habit of reading to begin with. Instead, The Challenger Sale recommends a new, provocative approach to selling: Commercial teaching. Amp Up Your Sales. Selling software-as-a-service? It’s definitely not a selling skills book. The Challenger Customer.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111