Membrain

JULY 4, 2018

But for one day, I am going to stop talking about it. I care a lot about sales technology, and what it can do for sales teams. Because for a large number of sales teams, technology is completely irrelevant.

Sales Technology 99

Sales Technology Sales Sales Management 99

Sales Hacker

JUNE 28, 2021

Talk to business people about their business. Talk to business people about their business, not about yours [6:00]. The post Stop Talking About Your Business with Amy Slater appeared first on Sales Hacker. Amy scheduled the meeting. She ended up getting the business. It was a big deal. Not your business.

Cold Calling 54

Cold Calling Comparison Pivotal Up-Sell 54

Pipeliner

AUGUST 15, 2020

He will present his SUMO approach and talk about how it can help you to achieve your objectives and ultimately become more successful and content. The post 🎧 The Power of Stop Talking, Listening and Reflecting appeared first on SalesPOP! Visit us on Apple Podcast You can also find SalesPOP!

Objections 52

Objections 52

Smart Calling

DECEMBER 1, 2018

Many sales reps create objections by talking about their “thing.” The post Stop Talking About Your Thing appeared first on Smart Calling Blog. People don’t buy things, they buy results. Here I detail how to define your results, why and when your buyers want them, and how to use them to get more people buying. Listen Now.

Objections 45

Objections Buyer How To Sales 45

Partners in Excellence

JANUARY 29, 2013

After a bit of a pause, one of the team members said, with a little frustration, “We know we’ve succeeded when we stop talking about it and it’s just what we do!” Preceding the initiative and at the outset, there’s always a lot of “talk.” Today, no one talks about it.

Banking 90

Banking Lead Rank Conference Engineering 90

Partners in Excellence

APRIL 29, 2014

I guess it’s sexy and cool to talk about neat technologies and other things we leverage. But shouldn’t we really be talking about Innovation in selling, marketing, or business. It seems virtually every discussion I get into about advances in sales, marketing, or business eventually gets to technology.

Licensing 94

Licensing Software Software Retail 94

Mr. Inside Sales

APRIL 14, 2023

To follow up on the blog post from two weeks ago (about the one quick fix to get your VMs returned ), here is the second quick fix: Stop trying to trick your prospect! Bottom line: Stop trying to be tricky, and stop sounding like a desperate sales rep. Everyone knows that a partial message like: “Hey _, this is Mike. Believe me.

Face-to-face 254

Face-to-face Gatekeeper Decision Maker Licensing 254

Membrain

OCTOBER 16, 2019

Words can change your brain. That’s the conclusion of Andrew Newberg, M.D. and Mark Robert Waldman in their book by that title, and they should know.

Opportunity 91

Opportunity Sales Sales Methodology Sales Management 91

Mr. Inside Sales

JANUARY 7, 2023

Never stop learning, critiquing and getting better. When you stop learning, you stop earning. When listening to your calls, find ways to improve. Can a rebuttal be shortened? Can you deliver it with a bit more energy? Or less energy? You need to as well. Need More Proven Responses to the Selling Situations You Face Every Day?

Face-to-face 259

Face-to-face Guarantee Gatekeeper Decision Maker 259

Mr. Inside Sales

FEBRUARY 5, 2021

4: Using a script will stop you from talking…and talking…and pitching…and pitching…. Sales reps LOVE to talk. And talk some more. You learn nothing when you keep talking, and because your prospects have all the answers, this is deadly for your success. And how nice will that be? #4: See what I mean?

Face-to-face 258

Face-to-face Hiring Sales Qualified Lead Gatekeeper 258

No More Cold Calling

DECEMBER 6, 2019

STOP Cold Calling. 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. STOP Cold Calling. STOP Cold Calling. STOP Cold Calling. So, the only reason to pick up the damn phone is to talk to your referral. It’s as easy as that.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

Mr. Inside Sales

MARCH 17, 2023

By getting the answers to these questions, you can stop spending time with non-qualified prospects, and spend more of your valuable time with real buyers. Plus, they know that most of the “prospects” they speak with don’t turn into a deal anyway, so, why not learn who is a real prospect right from the get go?

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

Mr. Inside Sales

MAY 11, 2023

Have you ever observed your self-talk after you lose a sale? How are you going to keep from talking past the close? Mine used to go something like this: “Darn it! I suck at this!” This product will never sell!” “The The leads are trash, and I actually agree with some of my prospect’s objections!” “I Should I go back to school?”

Face-to-face 250

Face-to-face Call-back Gatekeeper Decision Maker 250

Understanding the Sales Force

APRIL 24, 2024

There are people who don’t want to talk to you, who don’t want to meet with you, and who don’t want to buy from you. How much better would your win rate be if you stopped trying to sell to people who were never going to buy from you? The important lesson is that it doesn’t matter! Why should that bother you?

Lead Rank 193

Lead Rank Lead Scoring Sales Qualified Lead Promotion 193

Partners in Excellence

MARCH 4, 2015

Sales people love to talk. They want to talk about their company, their products, how their products and services help solve a customer problems. Turn them on, and they won’t stop, questions don’t deter them. We don’t really want sales people to stop talking. But try an experiment with your team.

Collateral 48

Collateral Call-back Training Conversion 48

Understanding the Sales Force

OCTOBER 23, 2023

When those who don’t support the other candidate can’t stand those talking points, and then those same talking points get repeated over and over again, their BS meter sounds its alarm, and their viewpoints become fastened in concrete. They will talk with you. BS and concrete. Say good things about your competitor.

Account 203

Account How To Face-to-face Call-back 203

SalesProInsider

AUGUST 18, 2023

This tip is about what we should do instead, which I call the Stop, Drop, and Roll. Here’s how a Stop, Drop, and Roll sounds. Segue Into an Ask to Open the Objection The prospect may start talking at this point if you allow them. Another helpful Ask is, “Tell me more…” Three simple words that open the door for them talk.

Opportunity 112

Opportunity Intent Objections Face-to-face 112

No More Cold Calling

FEBRUARY 1, 2024

But that’s where digital referrals should stop. If you don’t know someone well enough to pick up the damn phone and talk to them, you don’t know that person well enough to be asking for referrals. Those are the kinds of insights that help seal deals, and you only hear them if you actually talk to the referral source.

Social Media 194

Social Media Referrals Media Lead Generation 194

The Pipeline

FEBRUARY 9, 2021

Stop Wasting. It’s not a time to make friends, not a time to talk about you or your company. Some feel too naked talking outcome without set up, but that is the best thing you can do. Talk about the most basic thing, what they will celebrate as a result of what they paid for.

Prospecting 369

Prospecting Real Estate Quota Video 369

Understanding the Sales Force

OCTOBER 29, 2021

There has been much talk in the news about forecasts - and while most have been wrong they are still more accurate than Fortune Cookies! Two weeks to stop the spread has turned into vaccine and mask mandates that show no sign of going away, especially when they treat each new variant like the pandemic is starting anew.

Forecasting 322

Forecasting Sales Forecasts Education Course 322

KLA Group

NOVEMBER 20, 2019

By Kendra Lee Talking price with prospects gives most reps heartburn, so they wait, and wait, and wait, all the way until the proposal. Aside from wasting your valuable time on potentially unqualified prospects, without some discussion of price, you are setting up a sticker shock situation. The Circular Pricing Problem The problem with how.

Prospecting 40

Prospecting How To Proposal Strategy 40

Partners in Excellence

FEBRUARY 29, 2024

We were talking about his prospecting challenges. ” We talked about some of his strategies. “What is he interested in talking about?” ” He replied, “That’s easy, I stop prospecting him…” “But how do you know he might not have the challenge? Why should I respond?”

Ideal Customer Profile 117

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

Partners in Excellence

APRIL 16, 2024

It’s recognizing how difficult it is to change habits–both how to stop doing the bad habits we do and how to create new habits of what we should be doing. We need to talk less about what we should be doing, but more on how we actually do it. We can’t make room for the right habits until we first stop the bad habits.

Top of Funnel 103

Top of Funnel Funnel Pipeline Exercises 103

Mr. Inside Sales

JUNE 20, 2021

Stop and begin asking questions. So, if you’re talking over or past objections, then you aren’t learning how to deal with them. Quickest way to get better: next time you get an objection or negative response, stop. That’s what I needed to hear!”. The right thing? Get curious. How much of a problem it is. Ask questions.

Face-to-face 217

Face-to-face Gatekeeper Decision Maker Licensing 217

Understanding the Sales Force

MARCH 15, 2022

Suddenly the b g and moaning about the owners has stopped and everyone is just happy that baseball is back. Speaking of baseball and bringing sales into the discussion, let's talk about coaching. So there will be Major League Baseball in 2022. First the baseball.

Coaching 308

Coaching Sales Management Pivotal Exercises 308

Mr. Inside Sales

JUNE 26, 2023

Coco Chanel “Don’t let what you can’t do stop you from what you can do.” We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Face-to-face 198

Face-to-face Gatekeeper Decision Maker Licensing 198

Mr. Inside Sales

SEPTEMBER 17, 2023

2: Stop comparing and judging; start identifying and connecting. #3: We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

Partners in Excellence

JANUARY 29, 2024

” Quickly, he responded, “I’d like to schedule a meeting where we can demo our solutions… ” I stopped him, “No you raise a fascinating issue and seem to think we can do better. ” We stopped the conversation. They want to talk about their problems. Can I schedule a demo?”

Conversion 81

Conversion Microsoft Face-to-face Google 81

Mr. Inside Sales

SEPTEMBER 26, 2020

3) Encourage your prospect and clients to keep talking. Once a person has stopped talking, use any of the following phrases: “What else is important to you?”. And then once your prospect/client resumes talking, hit your Mute button and take notes! This practice is perhaps the best way to make you an active listener. #3)

Face-to-face 248

Face-to-face Gatekeeper Decision Maker Licensing 248

Mr. Inside Sales

DECEMBER 9, 2023

Here’s what happened: I was on my way to consult with a new client one day when I stopped at Starbucks for a cup of coffee. Over 20 years had passed between that Stan Billue talk, and I realized, that seminar was the moment I made the decision to change my life. A city bus pulled up outside and a bunch of people got off. So he didn’t.

Face-to-face 220

Face-to-face Inside Sales Gatekeeper Decision Maker 220

No More Cold Calling

FEBRUARY 14, 2019

A new generation of salespeople have entered the workforce, many of whom only know how to communicate digitally—sending emails, texting, and “talking” on social media. The first step is to stop expecting digital lead gen miracles. Your referral source talks to your prospect and gets agreement to meet with you. They’re personal.

Lead Gen 307

Lead Gen Call-back Lead Rank Lead Scoring 307

Mr. Inside Sales

DECEMBER 12, 2020

Then (as if that’s not enough), “And I have a hard stop in 35 minutes, so we need to get into it…”. Then hit I’d hit mute and let them talk. Key #3: And as far as the, “I have a hard stop in 35 minutes,” I would have responded with: “Thanks for the head’s up. Nice start, huh?

Decision Maker 291

Decision Maker Face-to-face Call-back Gatekeeper 291

Membrain

OCTOBER 9, 2022

This article, first published in the International Journal of Sales Transformation , leads to the conclusion - which I suspect will come as no surprise to regular readers - that we need to stop talking about the "value" of our so-called "solutions" and start focusing on the value of our customer's outcomes.

Lead Rank 131

Lead Rank Lead Scoring Journal B2B 131

Mr. Inside Sales

AUGUST 14, 2020

Have you ever stopped and examined your attitude about sales? But I almost missed it—because I never stopped to examine my underlying attitude about sales. Never stopped to see what was holding me back from attaining the success I saw others attain. About having to be a salesperson? Do you find that demeaning? I used to.

Face-to-face 295

Face-to-face Call-back Gatekeeper Decision Maker 295

The Pipeline

APRIL 6, 2021

Rep after rep will tell you they sell solutions, just before they revert to talking about their product. Typical Stockholm behavior, time to stop, stop selling like you’re in Stockholm. If you want to be successful in B2B sales, you gotta stop selling like you’re in Stockholm. Stockholm Syndrome.

SME 299

SME Lead Rank Lead Scoring Discount 299

A Sales Guy

JULY 13, 2021

In other words, we make the buyer’s budget problem our problem and we need to stop doing that. In this video, I talk about how letting the buyer’s budget dictate our price is costing us money and how to stop it.

Objections 165

Objections Buyer Video Meeting 165

Mr. Inside Sales

JULY 3, 2020

Your prospect then says that they have to talk to their boss…. If you want to stop working so hard, and if you want to know what the real objection is, then isolate the objection instead of trying to overcome it! The bottom line here is that you want to know what else is stopping your prospect from moving forward.

Objections 195

Objections Face-to-face Gatekeeper Decision Maker 195