Steven Rosen

JANUARY 16, 2023

Sales leaders have had to adapt to virtual selling, work from home, supply chain issues, passing on price increases and sales rep turnover. In 2023 there is a strong possibility that you will be dealing with cost-cutting and lower demand due to recessionary pressures. What Sales Leadership Style Will Prevail in 2023?

Leads 317

Leads Marketing Qualified Lead Face-to-face Sales Leadership 317

The Pipeline

SEPTEMBER 14, 2021

Which is not as had as people think, but most approach things emotionally, not with thought. In fact, when you boil it down, 80% of the time, 80% of prospects use one of five common objections. Where do you put the listeners’ focus? If it is one of the above, you will lose control of the flow and winnable ground.

Objections 339

Objections Prospecting Fashion Face-to-face 339

No More Cold Calling

DECEMBER 21, 2023

Here’s what you might have missed from No More Cold Calling this quarter. It’s an exciting time: The time of year to construct your business future. What will you do differently in 2024? Even If you’ve had a stellar year, you’ll be outsold if you stay with what you’ve always done. How do you do that?

Referrals 156

Referrals Social Media Cold Calling Sales Qualified Lead 156

Sales 2.0

MARCH 15, 2023

AI will increase the gap between average and great According to David, it’s going to be critical for sales organizations and individual salespeople to get up-to-speed on AI, otherwise they may be “lapped” by their competition in the future. David states, “I think AI will be really helpful in preparing for discovery calls.

Outsourcing Services 195

Outsourcing Services Tools Buyer Industry 195

Sales 2.0

DECEMBER 19, 2023

My guess, for the foreseeable future, is not that far—at least when it comes to large purchases. My guess, for the foreseeable future, is not that far—at least when it comes to large purchases. It’s not easy to trust something that does not understand what I am thinking or feeling.

Film 150

Film Lead Rank Intent ACT 150

Sales 2.0

JUNE 19, 2023

Traq.ai’s artificial intelligence helps analyze sales conversations to point out opportunities, risks, tasks, and other highlights, and guides users to do what works best for them and close more deals. Interview Transcript Nigel: Where do you see AI impacting the sales profession the most in the next 2-3 years? How about further out?

CRM 195

CRM Call-back Lead Generation Analysis 195

Understanding the Sales Force

OCTOBER 25, 2023

My wife is a gourmet cook and her food is better tasting and healthier than what the best restaurants serve, so it’s OK that I’m useless and incompetent at cooking and baking. Yesterday, I had a craving for an apple fritter and you can’t do much worse health-wise than a yummy, gooey, apple fritter. It was crazy.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

Smooth Sale

APRIL 23, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How To Attract Investors to Your Business Excitement is yours as you announce your business; you’re excited about the future, and now you’re thinking, “Maybe it’s time to bring in the investors.” That’s what investors can be! Infusion Of Capital Money talks.

How To 122

How To Hiring Networking Infusion 122

The Pipeline

MAY 6, 2020

It turns out that since that was recorded, he has written a new book you will want to grab. Before we dig in, some of you will know Jeff, he is a consultant, author of The Five Forgotten Fundamentals of Prospecting, co-host of The Why and The Buy Podcast. Jeff wants you to Rethink The Way You Sell, and do it with swagger.

Construction 377

Construction Energy ACT Up-Sell 377

The Pipeline

AUGUST 5, 2021

You all know that my tag line is execution, everything else is just talk, but the execution needs to lead to value for all involved. You all know that my tag line is execution, everything else is just talk, but the execution needs to lead to value for all involved. You can visualize it this way: Share Your Value. Productivity.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Mr. Inside Sales

DECEMBER 18, 2020

Have you read “A Christmas Carol” by Charles Dickens lately? I once had a chilling reminder of the bad “Ghost of Christmas Future,” that I narrowly avoided all those years ago. When he entered the store, I recognized him from many years before when we were both struggling reps trying to sell investments over the phone.

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Decision Maker 310

The Pipeline

MARCH 12, 2020

Done right to-do lists can be a great productivity tool, ensuring that you focused, not distracted. To-do lists either allow you to point that 40% at things that get you ahead or trap you into repeating bad habits. All the while thinking you are doing your best to complete the list and get ahead.

Call-back 319

Call-back Consumer Meeting Video 319

No More Cold Calling

APRIL 3, 2020

So, what do you do? You take action. Ram Charan, author of more than 20 books and consultant to CEOs, said in 2008 : “It’s counterintuitive but true that when the economy slows down, the pace of decision-making has to speed up, because you can’t put off the tough choices anymore. There’s no time to waste.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

SalesFuel

APRIL 10, 2024

adults think salespeople are credible, according to SalesFuel’s The State of Credibility in America study. What is sales credibility? SalesFuel explains that to be considered credible, buyers must know what they're talking about. But how can you both gain credibility and demonstrate it? Only 24% of U.S.

Research 115

Research Hiring Social Media Trends 115

Smooth Sale

APRIL 26, 2024

Some people decide on their company name based on what the business represents. When facing this challenge, it’s wise to consider hiring a marketing person who can ask you specific questions to help you identify better name possibilities. Consider your mission statement, business plan, and unique selling point (USP).

Small Business 101

Small Business Small Business How To Hiring 101

Smooth Sale

APRIL 30, 2024

Photo by EstudioWebDoce Attract the Right Job Or Clientele: Sourcing Locally Can Empower Your Food Truck Business Growth __ __ Empower Your Food Truck Business Growth Image credit Food Truck Ownership What comes to mind immediately regarding having a food truck business or any food-oriented business that focuses on your locality?

Hiring 91

Hiring Networking Vendor Lead Rank 91

Allego

APRIL 16, 2024

The ways in which people use the technology are so impressive that one might think genAI will soon replace sales reps. The ways in which people use the technology are so impressive that one might think genAI will soon replace sales reps. The results you get from genAI are only as good as the information you put into it.

Hiring 62

Hiring Scale Proposal Analysis 62

Smooth Sale

MARCH 7, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Four Ways to Build Your Local Audience for Growth Are you ready to improve your business profit margins? Local SEO will mean that your business appears in the SERPs for users searching for a product or service you are selling in your local area.

Hiring 101

Hiring Licensing Margin Influencer 101

Allego

OCTOBER 29, 2021

The pandemic might’ve expedited the process, but the future of B2B sales has always been virtual. Now that we’ve settled into the age of video conferences and Zoom meetings, the next step is figuring out how to successfully sell virtually. But that’s not all you need to sell successfully on the digital landscape.

Buyer 138

Buyer Face-to-face Referrals Ideal Customer Profile 138

Partners in Excellence

OCTOBER 9, 2023

It’s for me to explore my thinking and to get greater clarity. Normally, I would not publish something so introspective, but I think I’m asking for help. At the same time, I write, perhaps too often about the rampant stupidity I see in so much of what we do in selling. This post is primarily written for me.

LinkedIn 106

LinkedIn Groups Conversion Up-Sell 106

Hubspot Sales

NOVEMBER 14, 2023

Did you know NASA plans to build houses on the moon by 2040 ? This means that in 17 years, you might be selling space voyages. Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) and more about how we'll sell them. Let's dive in.

Hubspot 95

Hubspot Lead Rank Data Social Media 95

Partners in Excellence

AUGUST 12, 2021

It’s become high fashion to declare the future of selling is “virtual.” That improved productivity data is always accompanied by cost of selling data. There’s a problem to our thinking on this. Just as the pandemic forced us to sell differently, it has forced the customer to buy differently.

Fashion 118

Fashion Call-back Channels Up-Sell 118

Hubspot Sales

DECEMBER 5, 2023

We've entered, what I call, "The Age of the AI-powered buyer." In this post, we’ll dig into the data to help you prepare for one of the most disruptive shifts we’ve seen in years. In this post, we’ll dig into the data to help you prepare for one of the most disruptive shifts we’ve seen in years.

Buyer 105

Buyer Data Survey Sales Cycle 105

Smooth Sale

APRIL 1, 2024

For example, your property might be somewhat out of the way of conventional residential areas; deciding what to do with the property may be challenging if you choose not to live there. Considering the options below, you may be able to combine or consider a few forward routes, especially if you’ve had trouble selling the property.

How To 96

How To Hiring Licensing Networking 96

Janek Performance Group

SEPTEMBER 22, 2021

and heard and read how selling is changing. So why do so many sales reps continue to sell like they were in 2001? Because no company wants to think they are behind the times. Clearly, this is a fictitious job posting, but you can imagine the personality type. We’ve all heard and read…and heard and read….and

Hiring 118

Hiring Call-back Training Up-Sell 118

Smooth Sale

SEPTEMBER 12, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Do You Bring Negotiations to Successful Conclusions? This morning’s conversation brings up points for future negotiations when dealing with business or personal matters. Avoiding anger is essential for finding a solution to which all parties willingly agree.

Negotiation 110

Negotiation Insurance Insurance Hiring 110

Pipeliner

APRIL 11, 2024

It’s a goal we strive for in selling. And certainly you can make a case that it’s very important to all clients. Imagine that in your travels last week you stayed at a chain hotel. But on the night of your stay, you were in a room across the hall from the elevator and next to the ice machine room. You didn’t sleep a wink.

Guarantee 52

Guarantee Hotels B2C Enterprise 52

Mereo

APRIL 25, 2024

Would you believe your organization was capable of predicting its own future — guiding your teams to make not just better but the best decisions? Big data has long since entered B2B selling operations in full force. Simply put, it is like looking through the rearview mirror at what is behind you to determine where you are going.

Data 41

Data Lead Rank Analysis Lead Scoring 41

Hubspot Sales

JANUARY 9, 2024

So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. The skills you learn on the job may also help you climb the sales career ladder. But that’s not all.

Face-to-face 101

Face-to-face Up-Sell Research Sales 101

Partners in Excellence

JUNE 5, 2023

“Tough times demand tougher selling!” ” That seems to be a mantra many people discuss about selling in a difficult economy. And tougher selling is, sometimes, interpreted of higher activity levels, more outreaches, higher volumes, more and more frequent touches. Some of it focuses on more aggressive messaging.

Discount 86

Discount Government Face-to-face Buyer 86

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Sales Qualified Lead 102

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 102

Sales Hacker

APRIL 25, 2023

If you’re a salesperson, you have to learn about your buyer. You might call this discovery , but it’s actually more like scoping — that is, determining the scope of the eventual job. You might call this discovery , but it’s actually more like scoping — that is, determining the scope of the eventual job. You know what I mean.

Buyer 77

Buyer Face-to-face Call-back Guidelines 77

Smooth Sale

OCTOBER 10, 2022

When your small startup begins to grow, you may find that you need to move out of your home office and into an actual office space. It can be intimidating, but it is essential to do it correctly to avoid future problems. The first step is to sit down and consider what your business needs in a Newark office space lease.

Hiring 146

Hiring Negotiation How To Transportation 146

Anne Miller

APRIL 7, 2024

Podcast, blog, speech, or product, how do you entice someone to listen to you when what you have to say is serious but not an instant attention grabber? Is it complex? Also, somewhat dry? Unfortunate. Their solution? See how they did it below. The American healthcare system is a maze — by design.

System 62

System Face-to-face Guarantee Report 62

SalesLoft

APRIL 25, 2024

If revenue pros are thinking it, we’re saying it. Join us live as go-to-market experts share their best advice and insights from the frontlines of revenue — with tactics you can immediately implement at your organization. Chris Turner and Rebby John get this question a lot: what does a sales engineer do? They are credible.

Engineering 52

Engineering Industry Face-to-face Education 52

Partners in Excellence

AUGUST 18, 2020

I wrote, The Future Of Selling Isn’t What You Think It Is. Basically, it was a retort to those who think the future of selling is about the technology and tools we leverage. Technology is part of our future, but it misses the core of what selling is really about.

Social Selling 149

Social Selling Up-Sell Conversion Networking 149

Partners in Excellence

DECEMBER 1, 2021

I watched a fascinating short film, “Work, I Think It Numbs You, Somehow.” ” It got me reflecting on much of what I see when working with executives and sales people. He talks about how so much of work causes you to stop thinking, we go through the motions and don’t have to make decisions.

Film 118

Film Buyer Customer Service Relationals 118