Sales Gravy

JULY 27, 2022

Are You Using LinkedIn's Marketing Power to the Fullest? I sat down with my good friend Daniel Disney, author of The Real Secret to Becoming a LinkedIn Selling Machine. Salespeople need to learn and practice using LinkedIn. It isn’t something that you can jump into headfirst and be successful.

LinkedIn 103

LinkedIn Marketing Channels Social Media 103

The Sales Hunter

FEBRUARY 20, 2019

Throughout my many years of selling, I have been constantly gaining new insights and ideas. It’s up to you to determine how you want to hear the noise. I do see technological advances helping us in sales, but sales is still about human interaction and emotional decisions. This is where prospecting has to come in.

Prospecting 236

Prospecting Social Media Call-back Media 236

The Pipeline

FEBRUARY 23, 2017

It pointed to the fact that more and more young people were choosing to initially interact with potential dates using SMS, one of the key reasons that rejection was easier to deal with when it was not direct, in your face. This is why so many sales people and companies spend time and money trying to avoid objections.

Face-to-face 217

Face-to-face Intent Objections Call-back 217

The Pipeline

OCTOBER 12, 2017

It seems that telephone prospecting and selling are experiencing a similar thing but in reverse, and with added risk. It seems that telephone prospecting and selling are experiencing a similar thing but in reverse, and with added risk. Some may remember the first video/song ever played on MTV, was The Buggles.

Face-to-face 258

Face-to-face Video Call-back Compensation 258

MTD Sales Training

SEPTEMBER 18, 2012

In today’s world of e-prospecting, social media marketing, texting and sophisticated electronic communication, it seems picking up the telephone is becoming a lost art. Although we all know that no matter how the future continues to unfold, the telephone will always be an integral part of sales success. The REAL Reason.

Cold Calling 291

Cold Calling Telemarketing Face-to-face Social Media 291

Score More Sales

APRIL 5, 2014

As a remote professional seller you use the phone continuously throughout the day. If you are not using the phone at least half of the time you are reaching out to buyers, then I hope you are using video conversations to a great extent. E- you need to express the value to them.

Inside Sales 240

Inside Sales Ideal Customer Profile Skype Video 240

Mr. Inside Sales

MAY 1, 2020

Whether you want to hear it or not, you could be working from home for the next 18 months. Whatever, whenever, it’s best to have a good plan in place to make working from home as efficient as possible—regardless of how long you have to do it. It will help you now, and in the future in case you ever need it again.

Strategy 159

Strategy Face-to-face Call-back Cold Calling 159

MTD Sales Training

JANUARY 5, 2012

We all know that cold calling has become increasingly difficult and the modern-day buyer has become more evasive, defensive, suspicious and even hostile towards getting a telephone solicitation call. However, my take is that to develop any solution, you must first truly understand the problem. What would you do?

Cold Calling 276

Cold Calling Prospecting Gatekeeper Face-to-face 276

Score More Sales

APRIL 21, 2014

It started innocently enough when I replied to my industry colleague and social selling advocate Jill Rowley via Twitter to something she asked me. I said, “let’s talk – by telephone” She responded by saying, What’s wrong with Skype or a Google Hangout? . I say, what’s wrong with using the telephone?

Skype 243

Skype InsideSales Call-back Google 243

MTD Sales Training

MARCH 8, 2012

While setting appointments on the telephone seems to be becoming increasingly difficult, the need and importance of being able to pick up the phone and set quality appointments remains high. However, in most sales processes, cold or warm, you still have to make a call. Do Not Sell Your Product or Service. Think about that.

Objections 314

Objections Up-Sell Closing Prospecting 314

The Sales Hunter

APRIL 23, 2013

When was the last time you listened to one of your voicemail messages? Lousy voicemail messages will kill sales faster than you can hit speed dial. This week I received a voicemail message from a salesperson who was looking to sell me something. Third, the quality of the telephone equipment he was using was horrible!

Telemarketing 229

Telemarketing Cold Calling Energy Consultative Selling 229

MTD Sales Training

JANUARY 18, 2012

You made the initial contact through LinkedIn. You then directed the prospect to your company website for additional information. You emailed more documentation and now it is time to call to set an appointment. Will you face a strong gatekeeper screen? 5 Reasons Why You May Still Need To Make The Call. #1.

Prospecting 271

Prospecting Face-to-face Gatekeeper Up-Sell 271

MTD Sales Training

NOVEMBER 2, 2011

However, out of this excess of advice, there are three so-called gems that are extremely misleading and can be counterproductive or even detrimental to your telephone selling success. #1: You heard this one before. You have people that hang up on you over and over, and you should just brush it off.

Cold Calling 249

Cold Calling Telemarketing Up-Sell Industry 249

Jeffrey Gitomer

JANUARY 14, 2019

You will no longer dread the dreaded cold call after you read this column several hundred thousand times. If you have trouble with cold calls, it's usually for one of the following reasons: Laziness. You must prepare yourself psychologically – it may take as many as 10 no's before you get a yes. Procrastination.

Cold Calling 265

Cold Calling Guidelines Sales Qualified Lead Follow-up 265

No More Cold Calling

JANUARY 11, 2018

If you want referrals, you need to bring your good old human self to the table. If you want to do business like a robot, go ahead. The Human Advantage in Account Based Selling. Mark Hunter, in his post “ Why Sales Will Never Be the ‘Science of Selling ,’” explains why we need human interaction more than ever.

Account 204

Account Competition Cost per Acquisition Referrals 204

MTD Sales Training

JUNE 21, 2012

Whether closing a direct sale or just setting appointments over the telephone , cold calling can be tough. In a cold call , you have but a precious few seconds to establish enough trust and rapport to get the prospect to allow the call to continue. In that first few critical seconds, the prospect forms an impression of you.

Cold Calling 286

Cold Calling Call-back ACT Prospecting 286

MTD Sales Training

AUGUST 15, 2012

While cold calling advice ranges from the useful and practical, to the sublime and ridiculous, there are some cold calling ideas and beliefs that are actually harmful. You’ve heard this one before. You have people that hang up on you over and over, and you should just brush it off.

Cold Calling 216

Cold Calling Telemarketing Follow-up Up-Sell 216

The Pipeline

FEBRUARY 13, 2018

While data will paint a great picture, give you viewpoints you may have missed, but data is not fact, statistics are a good indicator, but not conclusive. While data will paint a great picture, give you viewpoints you may have missed, but data is not fact, statistics are a good indicator, but not conclusive.

Prospecting 262

Prospecting Cold Calling Lead Gen Inbound 262

The Spiff Blog

DECEMBER 29, 2022

And, how to identify when your tech is working against you. The Evolution of the Telephone. Allow me to paint a picture for you using the evolution of the telephone as an example. In my lifetime, the first version of the telephone was the house phone. To send a single text, we used a function called t9 text.

Commission 78

Commission Software Software System 78

The Sales Hunter

MARCH 12, 2014

We’ve all heard stupid voicemails, and if you’re like me, you do two things. One, you delete them before they’re done, and two, you remark to yourself how the person leaving it is a village idiot. Let me share with you 5 stupid voicemail mistakes: 1. Not using a decent telephone.

Call-back 276

Call-back How To Guarantee Selling Skills 276

The Sales Hunter

OCTOBER 22, 2012

There are times when you have to discuss price with a customer during a telephone call. I’m a strong advocate of using face-to-face meetings to discuss price, but I realize there are many times when you can’t. Key in talking price on the telephone is to still not forget the basics.

Face-to-face 210

Face-to-face Customer Service Closing Motivation 210

SBI Growth

JULY 28, 2013

You are the SVP of Sales at your company. Consider this scenario: you need a new personal financial advisor. After much frustration you’ve decided your current guy is costing you money. What do you do? You don’t know if the person you’re looking at is any good. Could a financial advisor possibly cold call you?

Social Selling 328

Social Selling Decision Maker Social Media Cold Calling 328

No More Cold Calling

JUNE 9, 2019

Have you forgotten that selling is social? Vintage telephone on old table sepia photo. Consider this: Despite the ever-growing treasure trove of new sales technology, sales is actually harder than it used to be. Relationships are still how deals get done and how you get quality B2B leads. Turn off your computer.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Partners in Excellence

JANUARY 21, 2022

Apparently, I stuck my foot into my mouth, but I’m getting use to the taste of shoe leather. I was reading a LinkedIn article on “Cold Calling… ” I’m beginning to think articles or surveys about cold calling happen when you don’t have anything else to talk about.

Cold Calling 86

Cold Calling Channels Fashion Call-back 86

The Pipeline

NOVEMBER 13, 2014

Recent headlines about AC/DC’s drummer brush with the law, got me thinking why would someone want to kill someone? I wish them all the luck, capitalism rules, everyone is allowed to make a buck, I just don’t understand why cold calling needs to be dead for their stuff to work. Step back you don’t wanna get any on your shoes). .

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Partners in Excellence

AUGUST 18, 2021

Probably one of the weakest areas of buying and selling I see is “qualifying.” ” As sales people, there are dozens of acronyms, if any are applied, you have a “qualified deal.” However, these are for sales people to use, hopefully, in finding good deals to chase.

Ideal Customer Profile 165

Ideal Customer Profile Outsourcing Services Customer Enterprise 165

The Pipeline

OCTOBER 16, 2014

Meaning no matter how old you are the first time you hear a joke it is new to you, no matter how long it has been out there. I don’t have an issue with things that are really new, but when it comes to selling, “NEW” is more often than not, the “same old”, with at best new wrapping. Just think foie gras ).

Social Selling 303

Social Selling Quota Consumer Up-Sell 303

MTD Sales Training

NOVEMBER 16, 2011

In the wake of the cold calling revolution (or devolution, whichever way you want to look at it), we see a ton of advice and tips on making outgoing telephone prospecting calls. Below are three powerful tips to help you or your staff turn more incoming telephone calls into profits! . #1: How may I help you?”.

Infusion 251

Infusion Cold Calling System Education 251

MTD Sales Training

MAY 22, 2017

That’s about all you have to say on the telephone today for some prospects to realise five things instantly! . Number one, they know that you are NOT a friend or an acquaintance. . Three, they know that you probably should not be trusted. Now you might wonder how and why do they act like that?

ACT 120

ACT Consumer Positioning Prospecting 120

Anthony Iannarino

JUNE 2, 2020

The more important the outcome, the less transactional you should be in sales. The more important your client believes the outcome to be, the less transactional they will want you to be. The more important your client believes the outcome to be, the less transactional they will want you to be. Using Email.

Closing 92

Closing Face-to-face Decision Maker eBook 92

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” And I challenge others to write, “Why are you so interested in selling?”

Lead Rank 102

Lead Rank Lead Scoring Ideal Customer Profile Customer 102

SBI Growth

MAY 15, 2013

This post helps you decide between hiring an internal or external Sales Manager. You can download the SM Hiring Decision Guide here. Social vs. traditional sales approaches - if most Reps are using emerging social selling, the SM must be strong at this. "Should we hire an external Sales Manager or promote from within?".

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Hiring Sales Management Forecasting Inside Sales 300

No More Cold Calling

APRIL 20, 2017

I use the referral system I developed 20 years ago. I recalled that my best business had always come from referrals, so why shouldn’t my team adopt a referral system? Here’s what even seasoned sales pros tell me: “I think I’ve told you before that I have a mild to moderate case of call reluctance. Surprised? Good question.

Cold Calling 249

Cold Calling Referrals Sales Qualified Lead Promotion 249

Partners in Excellence

AUGUST 12, 2021

It’s become high fashion to declare the future of selling is “virtual.” ” While F2F, telephone, text, and other approaches will continue to exist, everything is moving to virtual. Usually, there’s a whole bunch of data to support why this is important. We get more done with the same resources.

Fashion 116

Fashion Call-back Channels Up-Sell 116

The Pipeline

MAY 27, 2013

If you are a sales person who does not use the phone to proactively prospect for potential clients, you may not find this post of interest, on the other hand you may find something to spark you to take up the habit. But if you’re in sales, you know that selling is not a normal circumstance.

Prospecting 292

Prospecting Cold Calling Face-to-face Compensation 292

Sales Gravy

SEPTEMBER 4, 2020

On this episode of the Sales Gravy podcast, Jeb Blount’s (Virtual Selling) and Alex Goldfayn (5 Minute Selling) offer a simple strategy for overcoming your natural fear of rejection by breaking it into doable doses. Alex On Using the Phone Yesterday I had a video call set up with prospect. Jeb On Blending It’s about blending.

Face-to-face 59

Face-to-face Outbound Video Up-Sell 59

MTD Sales Training

NOVEMBER 14, 2011

Now, let’s take a simple and clear look at three of the best cold calling tips you can get. Now these tips are not going to cover any tricks or what to say, instead it’s how you say it. #1: Now these tips are not going to cover any tricks or what to say, instead it’s how you say it. #1: Why should you lose the smile?

Cold Calling 267

Cold Calling Telemarketing Exact Prospecting 267