Marc Wayshak

DECEMBER 21, 2022

Of course your answer is yes. We’ve got sales tips based on our brand-new data to show you exactly how. Our latest research study analyzed about 24,000 sales conversations to determine what top-performing reps are doing to close more deals than everyone else. In fact, you should expect more time from prospects.

Data 93

Data Closing Case Study Call-back 93

DiscoverOrg Sales

NOVEMBER 27, 2018

They’re a critical part of personalized prospecting and account-based strategy. We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email. It’s time to get personal. When you can’t get your target on the phone.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Apptivo

DECEMBER 25, 2022

How to nurture sales lead to conversion? The growing online market density has, in some way, changed the way customers behave and think. Warm leads have so already made their way inside, but cold leads are lagging because they are not aware of the brand’s existence. Lead nurturing generates revenue in turn!

Sales Qualified Lead 98

Sales Qualified Lead Lead Rank Lead Scoring Conversion 98

Gong.io

APRIL 2, 2021

Sales prospecting is dead. Deals don’t just fall into your lap – if they do, tell me how. 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. Dramatic pause*. Kidding (obviously).

Meeting 124

Meeting Prospecting Cold Calling ROI 124

Hubspot Sales

JULY 2, 2020

LinkedIn videos can reach prospects, current customers, executives, decision-makers, and followers interested in your company. LinkedIn videos can reach prospects, current customers, executives, decision-makers, and followers interested in your company. Frame rate: Less than 30 FPS (frames per second).

LinkedIn 107

LinkedIn Video Cost Per Click Campaigns 107

Marc Wayshak

DECEMBER 1, 2021

Have you ever been presenting to a prospect when you start to notice that they’re losing interest ? It’s important to make sure your presentations are tight and succinct , and that they leverage the best sales presentation techniques available to you. Using a deep discovery process is a critical sales presentation technique.

Closing 77

Closing Case Study Face-to-face Prospecting 77

Marc Wayshak

MAY 3, 2021

For one, we have an abundance of really, really good science and data on sales today —something that simply never existed before. In this video, I’m going to show you 7 killer sales techniques backed by science and data. Recent data from sales scientist Steve W. We live in a truly unprecedented time in selling for many reasons.

Data 104

Data Face-to-face Call-back Objections 104

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. Equipping your reps to execute.

Sales Process 103

Sales Process Cold Calling Call-back Cancellation 103

Pointclear

APRIL 10, 2014

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. If your sales are down, perhaps you should reconsider your timing and preparation for making contacts.

Prospecting 257

Prospecting Cold Calling Follow-up Research 257

Crunchbase

FEBRUARY 22, 2021

B2B sales prospecting isn’t always as exciting and glamorous as other parts of the sales routine, as you can imagine; it’s far more behind the scenes and challenging. In fact, sales leaders agree that prospecting is the hardest part of the sales process. How to prepare for B2B sales prospecting.

Ideal Customer Profile 90

Ideal Customer Profile B2B Prospecting Cold Calling 90

SalesHandy

MARCH 21, 2023

Sales email templates work as a great time-saving blessing when one has to send similar emails to multiple recipients who are in different stages of the sales funnel. Only 30% of emails get opened across all industries, making it important to write a compelling sales email that prompts a click. Let’s jump right in!

Closing 98

Closing Top of Funnel Ideal Customer Profile Follow-up 98

Emissary

JUNE 26, 2023

The year is half over for most in the tech space — six months (or less) to achieve goal. But this refocus for sales success can’t wait until the mad-dash and hysteria that inevitably comes at year-end. Here’s a helpful checklist for actions to take now, and throughout the second half, to increase your odds of landing the year.

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel Account Based Marketing Lead Rank 52

Anthony Iannarino

JULY 24, 2020

There are a lot of things that might make you vulnerable when it comes to your effectiveness in b2b sales (something you should worry more about than your efficiency). There are a lot of posts here and videos on YouTube to help you improve your effectiveness. I prospected from 8:00 AM until Noon, and then I went to lunch.

Top of Funnel 90

Top of Funnel How To Government eBook 90

The Spiff Blog

DECEMBER 14, 2023

The economic ups and downs of the past several years have radically changed the way businesses spend their money. In other words, knowing how to sell to the CFO is essential if you want to hit your sales quota. Or, do you throw out your tried-and-true selling tactics and adopt an entirely new approach to win over a CFO?

Decision Maker 75

Decision Maker Sales Forecasts Forecasting Compensation 75

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. What is Prospecting?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Hubspot Sales

APRIL 6, 2018

As a writer for the HubSpot Sales Blog, I'm always crafting new email templates. And my favorite source of inspiration is in HubSpot Sales -- I'll open up "Templates" and browse the real emails HubSpot salespeople are sending their prospects. The prospect hasn't heard of you before? Best, [Your name].

Hubspot 133

Hubspot Follow-up Resources Case Study 133

Marc Wayshak

JANUARY 13, 2022

This happens to salespeople all day long—and the reason is virtually always that they’re lacking the right sales process. When you’re not using the right sales process, problems come up , and things start to fall apart. That’s why, in this video, I’m going to show you the absolute best sales process ever.

Sales Process 83

Sales Process Sales Qualified Lead Face-to-face Case Study 83

Gong.io

JULY 6, 2018

Google “sales call tips.”. 43 seconds, you’ll see that the Internet is polluted with articles about making better sales calls. So what makes these the 21 best sales call tips you’ll ever read? So from our brains to yours, here are the 21 best tips you’ll ever read about sales calls. Soak them in.

Call-back 103

Call-back Cold Calling Face-to-face Objections 103

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. There are two common goals that exist when we speak about the finalizing of the sales process: To make it as fast as possible. Let’s unscramble both of these cases separately and find the most efficient ways for handling them.

Negotiation 98

Negotiation Decision Maker How To Face-to-face 98

Nutshell

DECEMBER 6, 2018

Crafting a quality sales voicemail has become something of a lost art. Considering how often cold calls go to voicemail, your ability to leave compelling sales voicemails can have an enormous impact on your success during the prospecting stage. Let’s get started! Eight Tips for Better Sales Voicemails.

Call-back 104

Call-back How To Follow-up Real Estate 104

Hubspot Sales

OCTOBER 26, 2018

So you've done the preliminary research on a prospect and it looks like you could really help their company. The next step is to get them on the phone. There will be times when you connect with them on your first try. Use these tips for following up with a prospect without bothering them. Be persistent.

Prospecting 109

Prospecting How To Social Media Follow-up 109

Crunchbase

MARCH 10, 2021

Are you and your sales team able to easily generate all the pipeline you need to achieve your ever-increasing revenue targets? Are you and your sales team able to easily generate all the pipeline you need to achieve your ever-increasing revenue targets? Why is cold outbound prospecting so hard?

Prospecting 98

Prospecting Scale Ideal Customer Profile Video 98

SalesLoft

AUGUST 28, 2018

Do you get voicemails from anyone other than your mother or grandmother? When 97% of sales calls go to voicemail, the ability to leave a sales voicemail that works can be the difference between making a connection and losing an opportunity. Voicemails play a critical role in sales prospecting.

Follow-up 52

Follow-up Study Face-to-face Cold Calling 52

Hubspot Sales

AUGUST 19, 2018

If you’re in sales, you’ve likely seen the 2011 “ Lead Response Management Study. ” It analyzed three year’s worth of data,100,000 call attempts, six companies, and 15,000 leads and synthesized findings to bring salespeople scientific answers to age-old questions like “ What are the best days to call my prospects? ”

Follow-up 110

Follow-up Sales Qualified Lead Referrals Survey 110

SBI

OCTOBER 27, 2020

Tom: There are some luxury brands that realized a long time ago, when you want to get someone to pay a premium, it is less about the product and more about the shopping and purchase experience. If your B2B solution isn’t the cheapest, you would be wise to follow a similar path, to create a better buying experience.

ROI 108

ROI Pivotal Buyer Lead Rank 108

Sales Hacker

OCTOBER 22, 2020

When it’s time to start your outreach, the mindset you have is paramount to your success. I’ve run thousands of outbound sales activities throughout my career, and through that, I’ve learned three secrets to cultivating a winning sales mindset. Getting Over Rejection. That’s just a fact in sales.

Account 70

Account Analysis Gatekeeper Decision Maker 70

Gong.io

MAY 3, 2018

At Gong.io, we have the largest database of recorded sales calls in the world. We’ve analyzed this database of sales calls with AI to understand what’s actually working during sales conversations (and what’s not working). An easy way to do this is to steal John Barrows’ favorite introduction for opening cold calls.

Cold Calling 123

Cold Calling Call-back Education Buyer 123

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email. It’s time to get personal. It’s time to get personal.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

Hubspot Sales

MARCH 9, 2018

There's no doubt about it -- leaving a good sales voicemail is hard. And even if you do record a well-crafted message, do prospects actually listen to them, or take the time to call you back? Of course, you won’t get any responses at all -- high quality or otherwise -- if you don’t leave a carefully planned and thoughtful voicemail.

Call-back 107

Call-back Webinar Metrics Follow-up Prospecting 107

Marc Wayshak

NOVEMBER 4, 2020

In particular, many salespeople today are actually closing more sales now than they ever have before. They’re simply crushing their sales numbers. These superstar salespeople are doing certain things right now that are allowing them to consistently and reliably close more sales in today’s unstable market. Simple as that.

Closing 62

Closing Cold Calling Exact Call-back 62

Hubspot Sales

FEBRUARY 22, 2018

Think direct mail is an outdated sales tactic? While prospect’s email inboxes are becoming increasingly crowded ( 78% of consumers opt out of company emails due to sheer volume), their physical mailboxes get emptier. How to Write a Sales Letter. Add Attention-Grabbing Stats. Pick your primary message. …

Direct Mail 103

Direct Mail Hiring Sales Qualified Lead Education 103

A Sales Guy

JANUARY 18, 2018

It’s a sales manager’s job to know whether or not a salesperson is going to make quota or not and part of the process is understanding what deals are real and will close, and which won’t. Deal reviews are a fail in most sales circles. The prospect said they are going with us. The client loves us.

Sales Management 130

Sales Management Buyer Closing Decision Maker 130

Hubspot Sales

APRIL 1, 2019

What makes a good sales presentation? An effective presentation tells a compelling story, highlights your value proposition, and aligns with your audience's needs and desires. Hate the thought of doing sales presentations ? But the best reps have sales presentations down pat, even if it’s not their favorite activity.

Closing 143

Closing ROI Call-back Buyer 143

Crunchbase

SEPTEMBER 30, 2022

Any sales professional knows the words we use to communicate our products and unique selling point can make or break a deal. Whether it’s in an introductory email, your first face-to-face meeting, or a follow-up video call, the words you choose can make all the difference in how your relationship develops.

Closing 52

Closing Face-to-face Top of Funnel Benefit 52

CloserIQ

FEBRUARY 19, 2019

Prospecting is a vital aspect of sales success. Inbound enterprise buyers are a rarity, and you end up pursuing them with outbound sales prospecting. The top sales teams have a healthy balance of inbound responses and outbound outreach using multiple channels and sales techniques (calls, emails, social media, etc.).

Prospecting 91

Prospecting Cold Calling Outbound Inbound 91

Hubspot Sales

APRIL 12, 2018

Ahh, the never-ending quest to create the perfect, predictable sales cycle. To figure it out would be like discovering the holy grail of sales. But -- as you know -- the insane number of variables and blockers in each sale makes it near impossible to fool-proof the system entirely. How to Speed Up Your Sales Cycle.

Sales Cycle 111

Sales Cycle Strategy Channels Call-back 111

Marc Wayshak

FEBRUARY 11, 2022

Do cold calls feel like the equivalent of banging your head against a cement wall? Making dials to prospects that you don’t know absolutely can—and does—lead to actual sales. Clarify your overall prospecting strategy. Using only cold calls to prospect is really difficult. Not pleasant….

Cold Calling 86

Cold Calling How To Call-back Face-to-face 86