Julie Hanson

OCTOBER 14, 2022

There’s a lot of advice floating around about virtual selling and how to best connect with prospective buyers on camera. But there’s a whole category of advice that clearly comes from people who have never had to make a living in front of a camera. Prospects know you’re looking at them when you’re looking at your screen.

Face-to-face 127

Face-to-face Video Buyer Up-Sell 127

Partners in Excellence

JULY 14, 2023

Long time readers know I tend to be obsessed with Win Rates. My obsession would seem to be obvious and, more importantly, shared. For some strange reason, the majority of sellers and managers don’t share this obsession. And they see their competitors having similar win rates so that’s just the way things are.

Ideal Customer Profile 78

Ideal Customer Profile Pipeline Margin Construction 78

Partners in Excellence

MARCH 22, 2024

Preface: “Yo dudes and dudettes… ,” in reading this I learned something new about Spence Wixom. I learned he is a surfer and that he was hitting the waves just about 30 miles north of where I was trying to hit the waves… Wish I had known back then, we could have had some great conversations waiting for the right wave.

Call-back 77

Call-back Construction Up-Sell Research 77

Hubspot Sales

JULY 25, 2023

So, how should you cold call in real estate? In this post, we'll share 11 cold-calling scripts for real estate agents. Whether your prospect is a potential buyer, seller, or tenant, use these scripts to grab their attention. Some might also use lead distribution software and gain access to third-party prospect lists.

Real Estate 91

Real Estate Cold Calling Commission Face-to-face 91

Janek Performance Group

DECEMBER 20, 2023

Prospecting is one of the most fundamental sales skills. However, as the sales environment shifts, sellers must update how they prospect. Last July, we hosted the webinar, Mastering the Art of Prospecting: Key Strategies for Success. Here, we examined the fundamental principles of modern prospecting.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling. ” At the same time, I challenged Christian and others to answer the same question.

Lead Rank 102

Lead Rank Lead Scoring Ideal Customer Profile Customer 102

Mr. Inside Sales

JUNE 16, 2019

We’ve all been through it: You set an amazing demo or presentation call and, and…they don’t show up! Or, you have an amazing and, what you think is an, engaging demo call and you set a call back and, and…they don’t show up! Why didn’t I see that coming?”. What’s wrong?” Here’s the script for how to do it right.

Face-to-face 148

Face-to-face Call-back Inside Sales Gatekeeper 148

Sales Hacker

MAY 24, 2023

Tito explains when it makes sense to prioritize customer acquisition vs. retention and vice versa. He also shares how company culture impacts productivity and morale, primarily within sales teams. ”We do have a fundamental belief that our well-run sales development team produces five times more than a poorly-run one.

How To 84

How To Decision Maker Retention Referrals 84

Zoominfo

JUNE 9, 2022

When his biggest lead at that time showed interest, he couldn’t pass up the opportunity to sell. HENRY SCHUCK My first real sales job was when I was 12 years old. I was walking home from middle school, and there was a guy handing out flyers on the street to the students about a door-to-door newspaper subscription selling job.

Construction 130

Construction Up-Sell Exact Objections 130

The Pipeline

FEBRUARY 6, 2018

A common question I am often asked about sales is what are the characteristics or attributes of successful salespeople. Some will argue that they are committed to change, pointing to commitments and actions they have taken. By Tibor Shanto. The other correlation is the paradoxical nature of both accountability and mindset.

Coaching 247

Coaching Lead Rank Incentives Incentive 247

No More Cold Calling

SEPTEMBER 18, 2014

It simply means having robust conversations, exchanging ideas, providing insights, and sharing expertise—whether we’re online, on the phone, or meeting in person. It’s what salespeople do—or should be doing—all the time. Not every social outreach is going to result in a sale, nor should it. Social engagement. Not really.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

The Pipeline

AUGUST 21, 2014

I am luck in the fact that I work with sales professionals, at all levels of their organisations, and as a result learn almost daily. I also see many similarities in B2B sellers regardless of the industry that they serve. One interesting characteristic many share is confusing ability with will.

ROI 303

ROI Face-to-face Buyer Energy 303

Alice Heiman

JULY 10, 2019

Where Are Your Prospects? . We need to meet our prospects and customers where they are. It is possible that your customers and prospects may be using social media platforms that your sales reps are not currently using for business. We want our sales reps to be in the path of our prospects, so they can see us when they need us.

Prospecting 114

Prospecting Social Media Ideal Customer Profile Trade Show 114

Pipeliner

JULY 3, 2020

At least you would have enough napkins to soak up whatever slopped onto the table tray from your in-fight cocktail. Unfortunately, when checklists reinforce inconsequential – or even stupid – things, they just get in the way. When it comes to mitigating risks, such checklists become liabilities. Are You “Cleared to Sell?”.

Customer 98

Customer Airlines How To Call-back 98

Carew International

APRIL 29, 2021

These issues include prospecting, selling price increases, and building relationships in today’s socially distanced selling world. We believe we are still a long way from freely walking into a prospect’s office or taking our customers to an appreciation event at a ballpark or resort.

Hiring 95

Hiring Social Media Trade Show Cancellation 95

Bernadette McClelland

NOVEMBER 21, 2016

I’m not sure if that is a guy thing where they don’t want to be perceived as weak by asking a woman for help, or I don’t know if it’s a girl thing because I am not a guy. But I do come across three different types of salespeople. when it comes to growth, change and learning. Doesn’t matter. It is what it is.

Lead Rank 150

Lead Rank Lead Scoring Buyer Territories 150

Sales Hacker

JULY 10, 2020

At the time, I didn’t believe him. But I did what he said. I followed his system, and it changed my life. He taught me some obvious stuff, like that I needed to prospect more; I needed to build better business cases; and push executives for data, alignment, validation, and change. My Wakeup Call.

Call-back 115

Call-back Buyer Competition Hiring 115

Pointclear

APRIL 19, 2017

On April 13, 2017, I attended the #OutBound conference in Atlanta, GA. The entire day was spent talking about prospecting. The entire day was spent talking about prospecting. One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0

Conference 124

Conference Outbound Social Media PointClear 124

Hubspot Sales

JANUARY 15, 2018

While I agree you should never read from a script when selling , a sales script can greatly improve your results by preparing you with the best questions and lines to say and ask. Start by identifying the product or service you would like to ultimately sell to the prospect. Or, skip straight to the examples.).

Examples 136

Examples Hiring Buyer Persona Follow-up 136

Salesmate

SEPTEMBER 18, 2020

They want to see, how well you can pitch and how confident you are in presenting yourself. I am an avid learner and a problem solver. I am quite good at relationship building which is why I chose sales as a career. I am quite good at relationship building which is why I chose sales as a career.

Hiring 82

Hiring Cold Calling Face-to-face Survey 82

The Pipeline

AUGUST 14, 2013

I see this in all aspects of sales, those who just make ten calls to ten sequential names on a list, and call it prospecting; versus those who initiate contact and engagement with ten 10 prequalified, researched, planned and targeted viable potential buyers, using all the tools available to them, from traditional to social and everything between.

Scale 293

Scale Forecasting Call-back Account 293

Smooth Sale

DECEMBER 10, 2021

But ~ if we don’t have that type of talent, how can we discover our unique abilities as we move forward in our careers? Being a popular person will never be a part of my story; therefore, I always wondered if I could succeed despite the negativity. Sue Wilhite and I met at one such event many years ago.

Hiring 78

Hiring Ideal Customer Profile Social Media Networking 78

Salesmate

AUGUST 18, 2021

You can‘t keep making calls without putting thought into how the call impacts your leads and potential prospects. . You can‘t keep making calls without putting thought into how the call impacts your leads and potential prospects. . So, this week, I’ve taken up to busting another myth with the help of industry experts! .

Lead Rank 135

Lead Rank Sales Qualified Lead Leads Marketing Qualified Lead 135

Hubspot Sales

JANUARY 5, 2024

They’ve shared tips and AI hacks for inside sales reps, as well as tips for coping with — and bouncing back from — bad sales months. Over the years I have greeted tech advances with open arms because I need all the help I can get. Sometimes we don’t even have to ask — it’s already part of an automation sequence.

Inside Sales 90

Inside Sales Lead Rank Lead Scoring Churn 90

Zoominfo

OCTOBER 6, 2020

Vice President of Sales at ZoomInfo, Steve Bryerton, shares his thoughts on how to implement a Team Lead within your organization. You have a strong solution to go along with a solid stream of both inbound and outbound activity, which prompted you to split the team by each channel to maximize meeting creation (and hopefully pipeline!).

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Hubspot Sales

FEBRUARY 16, 2022

As a writer, I know all about the importance of great hooks. A good sales hook can prevent your prospect from hanging up the phone, or deleting your email entirely. Here, we asked six sales reps their tips for creating a convincing sales hook to turn prospects into customers. In sales, it's no different. What is a sales hook?

Hubspot 129

Hubspot Social Media Churn Sales 129

Janek Performance Group

MARCH 1, 2023

“I just closed a deal with a 60 percent gross margin!” I nodded and said, “That’s great. ” I laughed and said, “Gross margin is like your commission before taxes. .” When we launched Janek nearly two decades ago, I was worried about bookings and revenue numbers.

Margin 62

Margin Decision Maker ROI Hiring 62

Mindtickle

SEPTEMBER 28, 2023

Do you always have to use sales pitch templates or is it better to do what feels best? The complexity comes in when you consider a few key parts of that definition: Format and pricing How long should this pitch be? What format should it take? And is there even a “right” way to sell something? Seems simple, right?

Examples 59

Examples Social Media Ideal Customer Profile Case Study 59

SBI Growth

FEBRUARY 6, 2013

The events and characters have been fictionalized to protect privacy. I have been asked to give the opening keynote speech the next morning. I knock on door 1107. I hand Charlie my tablet and ask him to flip through my presentation. All I ever hear about is the !@#$%^& number. I hate the number.

Banking 288

Banking Software Software Competition 288

Anthony Iannarino

MAY 20, 2019

If you are at peace, you are living in the present.”. I have never experienced depression, but I have friends that have real challenges with theirs. That power comes with the downside of also providing a vision of the dreadful future that must surely await us, a prospect that rarely manifests as such.

Call-back 106

Call-back ACT Follow-up Exact 106

Anthony Iannarino

JULY 31, 2020

Those who don’t believe that salespeople care more about the relationship with their clients than the sales itself have never witnessed how salespeople behave when asked to sell something that won’t benefit their client or something that might harm them. We Care About Our Clients. We Help Them Buy.

eBook 103

eBook Intent Compensation Benefit 103

Jeff Shore

MAY 16, 2018

I need to confess something to you. I am having flashbacks of 2005…economically speaking that is. When the market is kind, the majority of sales people relax their behaviors. And then when the market dips, I get training requests to help teams “Get back to basics.”. Prospecting.

Training 98

Training B2C Call-back Follow-up 98

Keith Rosen

DECEMBER 4, 2019

Does the idea of prospecting scare you? Even if you’re hiding behind Social Media as your primary lead generation strategy, you eventually need to speak with every prospect! Here’s how to overcome sales and prospecting reluctance permanently to become a fearless rainmaker and prospecting prodigy. I fear rejection.

Cold Calling 71

Cold Calling Prospecting Face-to-face Social Media 71

Hubspot Sales

MAY 21, 2018

Much thought leadership is dedicated to the art of selling: pitching, presenting, closing, building trust, developing a relationship, and a myriad of other skills. But showing off these talents depends on getting on prospects’ calendars in the first place. Some are simple and others more complex, but all have been tested by the best.

Follow-up 111

Follow-up Call-back Trade Show Up-Sell 111

Anthony Iannarino

JUNE 8, 2020

The sales conversation looks and feels like conversations that have turned into business for you in the past, and you believe that your insights have positioned you as the only choice. The words “value creation” are wildly overused in B2B sales, and I am afraid that, in part, I am to blame.

How To 80

How To Face-to-face Proposal Call-back 80

LeadFuze

JANUARY 1, 2022

The Ultimate Guide to Having a Discovery Meeting. The ability to run discovery meetings well is one of the most valuable skills a rep can have. This way, when it comes time for another appointment with this person or company there is no question that they want more. Need Help Automating Your Sales Prospecting Process?

Meeting 52

Meeting Hiring Advertising Advertising 52

Zoominfo

OCTOBER 6, 2020

You have a strong solution to go along with a solid stream of both inbound and outbound activity, which prompted you to split the team by each channel to maximize meeting creation — and hopefully pipeline. But we have to warn you, there are sales leaders who will advise otherwise. Are there risks associated with a team lead role?

Lead Rank 130

Lead Rank Lead Scoring Leads Marketing Qualified Lead 130