Sales 2.0

MARCH 1, 2023

This is the third in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Amelia believes AI will do the grunt work, allowing sales teams to focus on the higher value tasks.

Opportunity 195

Opportunity Buyer Tools Collateral 195

The Pipeline

OCTOBER 4, 2021

I had the opportunity to dissect a recorded Discovery call with a team last week. Great exercise, more companies should follow their lead. A chance to help some great sellers evolve, and a chance to take some learning away for yourself as well. For me an opportunity to validate an approach most mismanage, and I normally avoid.

Data 368

Data Objections ACT Lead Rank 368

Bernadette McClelland

SEPTEMBER 5, 2022

‘I’m so sorry girls but I’m out!’ ’ No sooner than those words came out of my mouth I felt feelings of conflict. On one hand I was concerned about spoiling an experience for others and on the other hand I was concerned about my own health. And I called it! Need to be liked?

Everest 370

Everest Call-back Sales Leadership Exercises 370

Sales 2.0

MARCH 15, 2023

This is the fourth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. I think it is also going to separate the great salespeople from the non-great salespeople…exponentially.”

Outsourcing Services 195

Outsourcing Services Tools Buyer Industry 195

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We are inspired by thousands of articles, podcasts, and videos–each offering the same answers to what we have to do to be successful. (I

Top of Funnel 103

Top of Funnel Funnel Pipeline Exercises 103

Sales 2.0

AUGUST 10, 2023

This is number 9 in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. You need to understand what your buyer is dealing with, and how can you potentially help them.

Scale 195

Scale Study CRM Up-Sell 195

Understanding the Sales Force

SEPTEMBER 27, 2023

In July, I wrote about Dinger tearing his ACL , and how well the doctor executed her sales process. Dinger finally had his surgery and while going outside to do his business used to be quick and easy, it is currently takes much longer and is more difficult. It used to take five minutes and when it was raining, less than two minutes.

Sales Methodology 203

Sales Methodology Sales Process Proposal Objections 203

No More Cold Calling

NOVEMBER 26, 2020

I’m taking the time to appreciate my amazing family and friends, my clients who have become friends, and my remarkable team at No More Cold Calling. Because what I’m most grateful for—this year and every year—is human connection. Zoom is great, but it’s no substitute for a handshake or a hug. And I appreciate all of you.

Cold Calling 358

Cold Calling Referrals Conversion Video 358

Mr. Inside Sales

SEPTEMBER 20, 2022

What’s the number one blow off prospects use these days? Unfortunately, later becomes never, as chasing down busy professionals—especially people who now don’t want to be followed up with—becomes nearly impossible. And then when a prospect blows you off with, “Can you email something to me?” How great will that be?

Face-to-face 177

Face-to-face Gatekeeper Decision Maker Licensing 177

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible. Let’s take a look at what they had to say.

Hiring 111

Hiring Face-to-face Sales Qualified Lead Lead Rank 111

No More Cold Calling

APRIL 3, 2020

So, what do you do? What do businesses typically do when clients stop buying and the sales pipeline dries up? Leaders think since there’s nothing they can do, they should just do nothing. Granted, it will be more difficult to find new prospects or even to get clients to take (virtual) meetings.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

Mr. Inside Sales

DECEMBER 18, 2020

I once had a chilling reminder of the bad “Ghost of Christmas Future,” that I narrowly avoided all those years ago. This is a cautionary tale, and I highly recommend you take a moment to read it: One bright Monday morning, I was on my way to meet with a new client when I stopped at Starbucks for a cup of coffee.

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Decision Maker 310

The Pipeline

AUGUST 24, 2020

I have a lot of empathy for pundits in a subjective undefined area of practice, like prospecting for example. A great example of this Greek-like tragedy, is the never-ending debate about the best day to make prospecting calls? Meaning you will need to adopt a dynamic prospecting process, the skills to execute it.

Call-back 290

Call-back Pipeline Face-to-face Video 290

Partners in Excellence

NOVEMBER 28, 2023

One of my favorite songs, as a kid, was Carly Simon’s “You’re So Vain… ” It was not only a great song, but provoked decades of discussion about who she was singing about. We think our customer care about us–they obsess about our companies, our products, and how great we are.

Engineering 108

Engineering Up-Sell Lead Rank Lead Scoring 108

Hubspot Sales

JANUARY 15, 2024

Many moons ago, I was pitching a huge deal to Sony Pictures. It was all going according to plan — we had a great initial call, flew to Los Angeles to demo the product, and nailed it. Even though you might use tools like Spiro to remind yourself to follow up with prospects, sometimes they just stop getting back to you.

Prospecting 113

Prospecting Follow-up Call-back Proposal 113

Partners in Excellence

NOVEMBER 9, 2023

I suspect it’s human nature to constantly be in search of short cuts. We want to get a desired outcome without doing all the work one would normally have to do to achieve that outcome. Imagine how I could waste that time doing something else… ” Or, I tend to be an impatient driver.

Discount 119

Discount Pipeline Opportunity Tools 119

Partners in Excellence

MARCH 11, 2024

There, I said it, I got it off my chest. I leverage them constantly through my day, but for very different purposes than the majority of sellers. Hacks for any type of prospecting outreach and for producing “personalized” emails by the thousands. Out of curiosity, I cut and paste the prompts into ChatGPT.

Ideal Customer Profile 108

Ideal Customer Profile Face-to-face Engineering Industry 108

Hubspot Sales

JANUARY 9, 2024

Table of Contents What is door-to-door sales? 20 Tips for D2D Sales What is door-to-door sales? The fundamentals I learned 23 years ago as an office equipment salesman have stuck with me to this day,” says Jim. What we love: If you want to see “Mighty oaks from little acorns grow,” look no further than Jim’s sales journey.

Face-to-face 98

Face-to-face Up-Sell Research Sales 98

Hubspot Sales

MARCH 4, 2024

We recently reached out to some of the winners for their insight on what sales leaders should prioritize, some principles they should live by, and how they should work with their teams in 2024. We‘ve compiled their answers in this post — so without further ado, we present five pieces of advice all sales leaders need for 2024.

Lead Rank 103

Lead Rank Construction Hubspot Lead Scoring 103

Alice Heiman

MARCH 21, 2022

Yes, you heard me correctly, and I hear you saying, “Whaaat? I’m the CEO. I have to be strategic and run the entire company. I have a sales leader in place to lead sales.” The buyer has become digital and no longer is their first interaction with a salesperson. Are you kidding me?

Lead Rank 150

Lead Rank Lead Scoring Top of Funnel Leads 150

Hubspot Sales

JANUARY 4, 2024

Nobody is answering the phone and emails, and it seems like your prospects are falling off the face of the Earth. You can’t seem to get into a groove, and frustration is becoming all too familiar of an emotion. However, it's not the slump itself that really matters, but what we do to address it. We have no pill for this.

Top of Funnel 104

Top of Funnel How To Hubspot Forecasting 104

Allego

APRIL 16, 2024

Even then, though, you should not use the responses as is, especially when communicating with prospects and customers, warned Richter. A great salesperson knows how to ask the question that their customer or prospect doesn’t even know ought to be asked. GPT can’t do that, at least not yet.

Hiring 62

Hiring Scale Proposal Analysis 62

Shari Levitin

AUGUST 23, 2023

Recently, I was cleaning out my junk drawer in our kitchen, and it got me thinking… How had I accumulated notepads, taco sauce packets, and broken door handles from my great aunt’s apartment? Why did I feel the need to hoard five pairs of scissors, three hammers, and two extra dog collars? I think not).

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

Hubspot Sales

JANUARY 5, 2024

So here we are — a little over a year after OpenAI changed the landscape of what can be sped up or fully automated for anyone using the internet. Over the years I have greeted tech advances with open arms because I need all the help I can get.

Inside Sales 87

Inside Sales Lead Rank Lead Scoring Churn 87

Hubspot Sales

DECEMBER 5, 2023

As we enter the age of AI, one thing is for sure - the relationship between sales pros and their prospects will never be the same. When I surveyed 1,477 global sales professionals to determine the top trends and challenges that teams were facing , one key finding became apparent. They rely much less on sales pros to gather information.

Buyer 101

Buyer Data Survey Sales Cycle 101

Partners in Excellence

MARCH 8, 2024

But I also know something about Charlie that very few people know. He loves responding to the worst possible prospecting emails possible. He responds to Nigerian princes with great questions about their offers, and suggestions about how they might find more money to send without the things they ask for.

Revelation 69

Revelation Government Course Buyer 69

Vengreso

JULY 12, 2022

From sales organizations having to go from in-person selling to virtual selling, to shifting how prospecting is done by leveraging online tools – there has been a lot to navigate. As sales leaders and sales teams have been focused on prospecting faster and more efficiently, there has been a quiet epidemic happening in the background.

Churn 132

Churn SugarCRM Customer Epicor 132

Partners in Excellence

JANUARY 11, 2022

Or we look at what great athletes, artist, musicians, and others do. We know that to get really good at anything, we have to continue to work on developing our capabilities to do the things that produce the outcomes we hope to achieve. Much of it drives prospect and customer disengagement.

Ideal Customer Profile 120

Ideal Customer Profile Report Research Quota 120

Hubspot Sales

NOVEMBER 14, 2023

Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. Besides saving time, AI is also helping sales professionals become sharper and more effective in their roles. Sales professionals need to become influencers — kind of. Let's dive in.

Hubspot 91

Hubspot Lead Rank Data Social Media 91

Hubspot Sales

MARCH 27, 2023

That means reps need to provide prospects with helpful and specific resources as opposed to stuffing irrelevant information down their throats — but you can't get there if you don't understand where your prospect is coming from. I don't always engage prospects at this stage, but if I do, I use a very light touch.

Top of Funnel 101

Top of Funnel Hubspot Buyer Prospecting 101

Hubspot Sales

AUGUST 21, 2023

Before the end of the day, you need to make 100 calls. Now all you need is a cold call script. But before I give you the keys to the castle, let's learn more about cold calling and look at a typical cold call. (If What is a cold call? What is the purpose of cold calling? What is the purpose of cold calling?

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

Hubspot Sales

JANUARY 30, 2024

Salespeople say that a change in the sales field that has had the biggest impact on their role is that selling has become more focused on presenting a solution than pitching a product or service. They’ll have personalized conversations about a prospect's specific needs and why their product or service is the best-fit solution.

Trends 88

Trends Social Media Lead Rank Lead Scoring 88

Hubspot Sales

FEBRUARY 14, 2024

That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Plus, insights into how the best emails perform and what your audience wants from you. Social proof or case studies. A compelling or high-value offer.

Data 87

Data Segment Email Marketing Webinar Metrics 87

Partners in Excellence

OCTOBER 4, 2022

” It’s best to read his research, but a net summary of one of his points is, “Buyers who have put less time in doing their homework, up front; those that engage only at a superficial level, have a much higher degree of remorse, for those decisions they make.” Or what brand damage does that customer create?

Customer 98

Customer Buyer Research Up-Sell 98

Partners in Excellence

FEBRUARY 7, 2023

I’m breaking into a nervous sweat just writing the title to this post. As a person who thinks prospecting is so vital, and properly done, so powerful, I am in a quandary writing this post. How do we incite customers to change when they don’t recognize they may need to change? What’s going on?

Outbound 114

Outbound Ideal Customer Profile Inbound Face-to-face 114

Partners in Excellence

SEPTEMBER 21, 2023

” But as I think about it, is the issue really about freeing up time or is it about using our time more effectively? While Gartner’s article suggests shifts in how that time is allocated—most of which I disagree with, this chart is interesting. A lot of the conversation focuses on “freeing up time.”

Territories 81

Territories Examples Negotiation Meeting 81

Smooth Sale

DECEMBER 27, 2022

Upon reading the first sentence in an email sent by a gentleman, I know it had me bursting into laughter! What set me back on my heels about the study is the finding that women are far more likely to put themselves in the shoes of others to find agreement. It is a natural talent to which I can testify it’s true.

Lead Rank 145

Lead Rank Hiring Salary Lead Scoring 145