Closer's Coffee

MAY 20, 2019

For Parts 1-3 of the Essential Selling Skills Bootcamp, click here. Telephone Prospecting. The Five Steps of Telephone Prospecting. Social Prospecting. Best Sales Prospecting Tools. The Reality of Telephone prospecting. The Five Steps of Telephone Prospecting. Social Prospecting.

Selling Skills 77

Selling Skills Prospecting Social Media Trade Show 77

Jeffrey Gitomer

AUGUST 23, 2011

To Become A Master Salesperson, Master NON Selling Skills. Tweet Share Everyone talks about “how to sell” Not me. ” Most salespeople are taught some “system” of selling. They concentrate on the system and not the prospect. What is selling about? Online Training. Hire Jeffrey.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

No More Cold Calling

NOVEMBER 3, 2016

Ensure your sales team makes time to practice these critical prospecting strategies. Building professional skills takes practice— deliberate practice. We all grew up hearing that practice makes perfect. I gave up seeking perfection years ago. Here’s how B2B sales professionals can keep their referral skills sharp: 1.

Referrals 120

Referrals Selling Skills B2B Cold Calling 120

No More Cold Calling

OCTOBER 1, 2020

I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Referral selling is hard for us all, because it’s the most personal kind of selling. It takes roughly eight touches for sales reps to reach cold prospects.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.).

Selling Skills 94

Selling Skills Face-to-face Banking Scale 94

Sales 2.0

MAY 29, 2020

In the sales domain, this big change has accelerated the trend to digital selling. Some of those new digital selling habits will stick. Here are some areas to consider using digital selling, now and after the crisis is over. Prospecting. How can you tailor what you say to the plan your prospect is hatching.

Commission 511

Commission LinkedIn Webinar Metrics Up-Sell 511

Mr. Inside Sales

OCTOBER 1, 2018

Learn the best effective phone sales techniques including successful cold calling business prospecting, outbound telemarketing, professional telephone calls process, and other opening selling skills, tools, methods, tips and ideas. Worse, is when a prospect is in a good mood and willing to connect with you.

Cold Calling 171

Cold Calling Tools Prospecting Telemarketing 171

The Sales Hunter

OCTOBER 18, 2014

We all have those prospects and customers who are tough to reach. A great tool I use is emailing the prospect a link to an article they may find of interest. I have used this technique successfully to open up dialogue with many people who otherwise hadn’t been responding to me. Check out this video to see […].

Video 244

Video Prospecting Selling Skills Up-Sell 244

Mr. Inside Sales

JANUARY 2, 2023

As you speak with your clients and prospects this week, realize that they are all feeling the same stress as well. If I get an, “Ah, I don’t know,” then I once again use layering questions like: “Have you heard of my new On Demand Inside Selling Skills Training?” The point is to ask questions and LISTEN to your prospect’s needs.

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

The Sales Hunter

FEBRUARY 11, 2014

Sales Prospecting Anxiety – the condition that limits a salesperson’s income due to their inability to prospect properly. Let’s look at 9 things you can do now to overcome sales prospecting anxiety. Let’s look at 9 things you can do now to overcome sales prospecting anxiety. Use it to actually prospect!

Prospecting 273

Prospecting Face-to-face Selling Skills Up-Sell 273

The Sales Hunter

AUGUST 14, 2013

If anything, you need to pick it up while your competition is still on vacation. Instead, race like mad to set yourself up to win big from September to December. Here are 4 quick things you can do now to set yourself up for a big finish: 1. Develop a list of every prospect who you have not sold to so far this year.

Prospecting 246

Prospecting Selling Skills Campaigns Follow-up 246

The Sales Hunter

SEPTEMBER 12, 2013

We all want better prospects. The question we have to ask ourselves is, “Do we get better prospects by simply finding more or do we get better prospects by taking the ones we have and making them better?” ” Here are 4 quick tips you can use to get better prospects by focusing on the ones you already have.

Prospecting 217

Prospecting Discount Selling Skills Follow-up 217

The Sales Hunter

OCTOBER 2, 2013

Voicemail is a tool you can use in prospecting. Here are 10 Tips for Leaving a Good Prospecting Voicemail: 1. If your goal is to get the phone call returned, don’t leave enough information to allow the person to make up their mind. Key is to leave a voicemail that reflects you in a positive manner.

Prospecting 256

Prospecting Call-back Selling Skills Motivation 256

The Sales Hunter

AUGUST 3, 2013

I am always amazed at the number of salespeople who say they want more success in their sales prospecting, yet they aren’t doing the two things that will help them get there! . Superior sales prospectors know that they must follow up and must figure out the potential customer’s critical needs.

Video 210

Video Prospecting Selling Skills Follow-up 210

Partners in Excellence

MARCH 26, 2018

It’s a start up, the CEO wanted help in developing sales skills. Yet the CEO and many participants in the discussion were convince, all they needed to do was improve their selling skills. Developing our expertise to “sell” is meaningless until we know who we sell to and why they might have a need to buy.

Selling Skills 70

Selling Skills Customer Enterprise Enterprise 70

Understanding the Sales Force

DECEMBER 1, 2020

Not being one to pass up opportunities like this, I conducted the following comparison: First, it's important to know that OMG's assessment is sales specific - built for sales. Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. Reaching decision-makers.

Comparison 306

Comparison Lead Rank Lead Scoring Hiring 306

Gong.io

APRIL 2, 2021

Sales prospecting is dead. Sales prospecting is an essential part of your process. . 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. Want to totally level up your sales prospecting game? Dramatic pause*.

Meeting 124

Meeting Prospecting Cold Calling ROI 124

The Sales Hunter

MAY 25, 2017

A few months back, I had a specific problem in my business and I needed help. I began searching on the Internet and talking to others I knew about who might be the right person to hire. Over the course of a few days, I visited a number of websites and downloaded information from several of them. […].

Follow-up 144

Follow-up Up-Sell Hiring Course 144

Steven Rosen

MARCH 12, 2024

They address the reluctance of sales reps to return to face-to-face selling and the importance of embracing in-person meetings. In a recent Sales Leadership Awakening Podcast, hosts Colleen Stanley and Steven Rosen, both sales leadership and coaching experts, delve deep into the advantages of meeting sales prospects face-to-face.

Face-to-face 156

Face-to-face Lead Rank Sales Leadership Benefit 156

Contact Monkey

OCTOBER 17, 2018

In order to do this, however, leaders within the business need to work with individual salespeople, helping them develop the kind of professional selling skills that lead to long-term success. Optimize Your Sales Team’s Professional Selling Skills. 1) Focus on Providing Value. 2) Teach Reps to Build Relationships.

Selling Skills 40

Selling Skills Lead Qualification Sales Qualified Lead How To 40

SalesFuel

APRIL 29, 2024

Real conversations serve a critical function in selling,” writes SalesFuel’s Tim Londergan. The art of conversation can sharpen your selling skills and provide insight to your prospect’s needs, wants and pains.” The prospect will feel like you genuinely care about them and not just a sale.

Conversion 98

Conversion Hiring How To Case Study 98

Mr. Inside Sales

MAY 21, 2022

Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard? And until you find out what’s really holding your prospect back, you’ll just go around and around in circles. And only when I understood what was really holding my prospect back did I begin to close more sales.

Closing 156

Closing Training Gatekeeper Face-to-face 156

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 7 Sales Prospecting Ideas That Work. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. You heard me — give away prospects. FREE Resources.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

Jeffrey Gitomer

OCTOBER 19, 2011

Ways To Win Prospects And Contacts At A Networking Event. ways to win prospects and contacts at a networking event: 1. Write the commitment made on the back of your card — the one that you give the prospect. Follow up less than twenty-four hours after the event to confirm the commitment. Online Training. Categories.

Networking 314

Networking Hiring Prospecting Social Media 314

SBI

JUNE 4, 2014

Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Jeffrey Gitomer

MAY 20, 2013

Here’s what to do (and here’s what I’m doing) to keep your business up to speed: 1. Whatever it is you’re selling, take advantage of every new channel of distribution. The old ways of selling , the old ways of marketing, the old ways of promotion, and the old ways of branding are no longer applicable – other than for a history lesson.

Data 206

Data Prospecting Video Social Media 206

Understanding the Sales Force

NOVEMBER 15, 2012

Prospects must think that salespeople are morons. Give up (Difficulty Recovering from Rejection). These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills. They must think we are morons.

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

criteria for success

SEPTEMBER 1, 2022

In my world of sales and sales training , I hear the term “consultative selling” thrown around quite a bit. First, it's about establishing comfort and trust between the buyer and the seller, and second, it's about understanding your prospect’s problems at a deep level. Consultative Selling Step 1: Establishing Comfort and Trust.

Consultative Selling 105

Consultative Selling Selling Skills Up-Sell Buyer 105

SalesFuel

MARCH 26, 2024

In addition, consultative selling skills stand out when top performers engage with prospects. These sellers quickly determine the business problems facing their prospects. These proposals show the prospect how the solution will address the core business problem. It doesn’t have to be.

Training 116

Training Hiring How To Proposal 116

The Sales Hunter

NOVEMBER 26, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Why You Should Prospect During the Holidays. Yes, you can do sales prospecting during the holidays. Step one when prospecting is to tap into your referral list. Mark’s Insights on SALES MOTIVATION.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

Partners in Excellence

JUNE 6, 2018

A friend forwarded me an article entitled, “Giving People More Time To Sell Is BS.” I call that TIme Available For Selling, (TAFS—just what we need, another acronym.). Our ideal is they spend 100% of their time engaged with customers, selling. ” Intrigued, I clicked on the link.

Up-Sell 52

Up-Sell Revelation CRM Buying Cycle 52

The Sales Developers

DECEMBER 6, 2019

Sales teams have everything needed for outbound prospecting activities. and allow more time for non-selling activities, like hitting quotas. Most sales funnels follow the 80/20 rule, where 80% of the time is wasted on non-selling activities, such as insufficient data, wrong channels, and bad timing. The Current Data Problem.

Top of Funnel 81

Top of Funnel Funnel Outsourcing Services Outbound 81

Gong.io

DECEMBER 7, 2022

The only way your sales reps can meet their quotas and close deals is if they have enough prospects in their pipeline. So how can you prospect more effectively? How can you ensure that you’re targeting and focusing on the right prospects? With a proven sales prospecting process. What is sales prospecting?

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Prospecting Lead Scoring 62

The Sales Hunter

AUGUST 11, 2014

Only a few more weeks of summer, so don’t slow down on your prospecting! NOW is the time to amp up your prospecting efforts. That’s right! Don’t Don’t slow down! What you do now will determine if you really want to end the year on a successful note! NOW The momentum it will give you going […].

Motivation 234

Motivation Video Selling Skills How To 234

Lessonly

DECEMBER 22, 2021

Are you ready to get your head in the sales game and set your sales reps up for top success? This powerful combination gives reps the skills and knowledge they need to have successful conversations with prospects so they can close more deals. Why Sales Skills Are the Holy Grail to Generating Revenue.

Selling Skills 26

Selling Skills Training Scale Negotiation 26

No More Cold Calling

OCTOBER 1, 2015

That’s the beauty of referral selling. Earn trust and credibility with your prospects, who are pre-sold on your ability to deliver results. Convert prospects into clients at least 50 percent of the time (usually more than 70 percent). Convert prospects into clients at least 50 percent of the time (usually more than 70 percent).

Referrals 120

Referrals Lead Rank Lead Scoring Prospecting 120

The Sales Hunter

MAY 23, 2014

This time it’s about how we can screw up a sales call by talking about too many things at one time. Not only do we wind up confusing the customer, but many times we also wind up confusing ourselves. Salespeople are quick to blame the customer as being […].

Cold Calling 211

Cold Calling Consultative Selling Selling Skills Customer Service 211