Hubspot Sales

AUGUST 21, 2023

Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Now all you need is a cold call script. And not just any script … the best cold call script ever. What is a cold call? What is the purpose of cold calling?

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

Rob Jolles

MAY 19, 2023

Okay, I’ll admit it. When Covid reared its ugly head, I was less than enthusiastic when customers began to inquire about my ability to conduct virtual workshops. There, I said it! Think of it this way: When an organization initially decides to conduct training, it’s like planting a garden. I mean, come on!

Follow-up 52

Follow-up Training Video Face-to-face 52

Rob Jolles

MAY 19, 2023

Okay, I’ll admit it. When Covid reared its ugly head, I was less than enthusiastic when customers began to inquire about my ability to conduct virtual workshops. There, I said it! Think of it this way: When an organization initially decides to conduct training, it’s like planting a garden. I mean, come on!

Follow-up 52

Follow-up Training Video Face-to-face 52

Rob Jolles

AUGUST 12, 2022

It comes down to a choice between product “A”, “B” or “C,” and you make the fatal mistake of asking for a recommendation. See if this exchange below looks, and sounds, familiar: Seller: “… and it does this and it does that.”. Customer: “Why not?”. Customer: “WHY THE %*&# NOT!”. Which would you recommend?”.

Call-back 52

Call-back Sales Qualified Lead Up-Sell Motivation 52

Autoklose

FEBRUARY 12, 2024

Your prospects’ inboxes are packed with messages and pitches, so your every word counts, which is why the way you introduce yourself in an email matters immensely. Your prospects’ inboxes are packed with messages and pitches, so your every word counts, which is why the way you introduce yourself in an email matters immensely.

How To 52

How To Networking Follow-up Call-back 52

Marc Wayshak

FEBRUARY 2, 2022

Then, when you reply with your sales follow-up email, does the prospect disappear ? It’s time to make sure that your sales follow-up emails are truly engaging , enticing the prospect into having a real conversation with you. Having a strong sales follow-up email will make a huge difference in ultimately setting appointments.

Follow-up 81

Follow-up Call-back Sales Qualified Lead Lead Rank 81

Janek Performance Group

AUGUST 29, 2023

Prospecting reluctance can be the silent killer of sales careers. Prospecting avoidance is common, even among the most experienced sales professionals. It’s not something to feel ashamed about. Feeling reluctance toward prospecting is natural, but doing nothing about it will limit our potential.

Prospecting 62

Prospecting Hiring Face-to-face Pipeline 62

Anthony Cole Training

DECEMBER 3, 2014

Why would I ever want to pick up the shi**y end of the stick when there was a perfectly clean end to grab? Why would I ever want to pick up the shi**y end of the stick when there was a perfectly clean end to grab? Brian Tracey describes it as “Eat That Frog”.

Hiring 193

Hiring Sales Management SME Coaching 193

Anthony Cole Training

JANUARY 17, 2013

I read an article recently from Entrepreneur Magazine and decided that there was one more very important competency to add to the list of Competencies That Influence Sales : Timeliness. The magic pixie dust that you, as a sales leader, have been looking for is now known. There, the secret, it's out there.

Margin 136

Margin Course Follow-up Meeting 136

Anthony Cole Training

JANUARY 17, 2013

On the 11th of January this year I posted an article: The Competencies that Influence Sales. There, the secret, it's out there. The magic pixie dust, that you as a sales leader have been looking for, is now known. It's a known and stable factor - like gravity. It moves rather you do or not. You now have a solution.

Influencer 160

Influencer Margin Government Follow-up 160

Sales Hacker

JULY 20, 2020

You know, the ones where you just show some before-and-after data, toss in a couple of quotes from your customers saying how great you are, and call it a day. Don’t settle for okay. Why Most Case Studies Fail to Close Sales. That’s why it’s critical to dig deeper. But will this work for us?”.

Case Study 109

Case Study Study Prospecting Top of Funnel 109

Anthony Cole Training

FEBRUARY 12, 2013

Unfortunately, sales managers may find that their "LP has a scratch" and their "needle is stuck". Once again, I feel compelled to shed more light on the subject of coaching sales people and how it is tied to performance management. A quick review of previous articles: Coaching Sales People and Raising the Bar.

Hiring 189

Hiring Coaching Sales Coaching Sports 189

Increase Sales

APRIL 29, 2017

What I realized is how many decades I have been involved in sales and all the sales lessons learned over the course of those years. Probably of all the sales lessons learned, my father’s two sales buying rules come first to mind. He gave me my first sales job of selling penny candy at his Sundry store.

Travel 96

Travel Call-back Facebook Sales Coaching 96

Carew International

OCTOBER 22, 2020

Zoom fatigue is spreading, as we spend hours in front of our computers working to make sure our sales teams and businesses remain focused and successful. Halloween is just around the corner, so why not host a costume party virtual meeting? Reward the best costumes to encourage your sales team’s participation. Dress It Up.

Sales Meeting 60

Sales Meeting Meeting Face-to-face Energy 60

Increase Sales

JUNE 4, 2012

Edmund’s Burke quote “for evil to prevail is that good men do nothing” may seem a strange posting for a blog on business or how to increase sales. Yet it is truly not. Hunt any additional traffic to his site and hence why no link.). For it is individuals not governments to stop evil first.

Government 164

Government Social Media Education Sales Coaching 164

Sell Integrity

JULY 20, 2021

In many ways, building sales confidence is about expanding belief boundaries, addressing some underlying perceptions and providing the type of sales training and coaching that maximizes strengths, encourages risk taking and helps your customers think differently. You bet it does. Confident salespeople believe in themselves.

Decision Maker 117

Decision Maker Face-to-face Coaching Lead Rank 117

John Barrows

JANUARY 30, 2019

Episode 81 of the Make It Happen Mondays podcast featured an expert in deep listening, Oscar Trimboli. Episode 81 of the Make It Happen Mondays podcast featured an expert in deep listening, Oscar Trimboli. He’s on a mission to create 100M listeners throughout his sales career. It’s one of the biggest distractions there is.

Call-back 133

Call-back Up-Sell Sales Ideal Customer Profile 133

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Causes of a Bad Sales Manager. Sometimes it may make sense to tell the customer they’re wrong — but for the most part, a rep will steer clear of clashing with her prospect. To drive progress and growth in their team, sales managers must rock the boat.

Sales Management 115

Sales Management Hiring Promotion Coaching 115

Hubspot Sales

MAY 7, 2020

You don’t have to call all the leads who are just looking for information or education — those leads need to be nurtured, and Marketing is the right team to do it. You warm call. What Is Warm Calling? It’s okay to reach out to good fit prospects who haven’t converted on your website yet.

Inbound 127

Inbound Lead Rank Lead Scoring Ideal Customer Profile 127

Hubspot Sales

MAY 14, 2019

If you don't believe in your product, it's likely the prospect won't believe in it either. One of the greatest football coaches of all time, Vince Lombardi , said, "Most people fail not because of a lack of desire but because of a lack of commitment." It's used in the early stages of the sales process (e.g.,

Hiring 122

Hiring How To Travel Cold Calling 122

Chorus.ai

NOVEMBER 27, 2019

These lines are just some examples of common objections sales professionals hear time and again from prospects. And while deflections and rejections come with the territory of sales, that doesn’t mean simply giving up on a hard-earned prospect who throws up a wall. “I’m running into a meeting.” “I I don’t have budget.” Sound familiar?

Objections 62

Objections Cold Calling Face-to-face GoldMine 62

Anthony Cole Training

OCTOBER 13, 2014

I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. I never did write 100 lives but, based on the sales activity reporting I did every week, I should have. I failed in the life insurance business. Towards the end of my career, I contracted with a sales trainer, Tom.

Sales Management 204

Sales Management SME Incentives Incentive 204

Sales Evangelist

FEBRUARY 23, 2020

How To Train Salespeople That Aren’t Natural Salespeople Getting training as a salesperson is part of the process and it is especially important for those individuals where selling doesn’t come naturally. John Martinez is a sales trainer and has been training salespeople exclusively for about six years.

Training 90

Training How To Follow-up Face-to-face 90

Hubspot Sales

JULY 10, 2018

But, really, these are called crutch words -- a collection of words we fall back on when we've lost our footing while speaking. When you pepper your argument with unnecessary words, it distracts from the purpose of the message and dilutes its strength. Ah: Ah, you know it's funny, I use crutch words all the time.

Call-back 112

Call-back Examples Case Study Video 112

Keith Rosen

DECEMBER 2, 2020

Have you ever wanted a sale so badly that you were willing to make compromises in pursuit of that sale? Here’s my story, and the valuable lesson I learned that everyone in sales can relate to. Here’s my story, and the valuable lesson I learned that everyone in sales can relate to. I Got the Sale!

Hiring 109

Hiring Ideal Customer Profile Coaching Call-back 109

Zoominfo

SEPTEMBER 25, 2019

It’s also a tactic that many modern businesses have abandoned in favor of more efficient, cost-effective digital tactics. Let’s get into it! We have it!”. The campaign was a success, as it generated a lot of positive buzz — and more importantly, it generated revenue. Keep reading! A great return!

Direct Mail 182

Direct Mail Paid Content Campaigns Examples 182

Hubspot Sales

OCTOBER 5, 2021

Sales development representatives and gatekeepers. If you're in sales, chances are you've encountered plenty of situations in which you're trying to reach a CEO or C-level executive to pitch your product or service. But experienced sales reps know that gatekeepers don't have to be a roadblock in your sales process.

Gatekeeper 130

Gatekeeper Decision Maker How To Cold Calling 130

Sales Hacker

JULY 18, 2022

Which is why it’s key to strengthen customer retention processes by automating them, keeping customers engaged, and detecting any signs of churn before they happen. If a product sticks , it means the learning curve is shallow. EXAMPLE: A customer moves into the ‘Won’ stage of our sales pipeline. Educational sequences.

Churn 75

Churn Segment Retention Sales Automation 75

Chorus.ai

JULY 28, 2020

Sales objections come in many forms, and it takes experience and quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. Why Do Buyers Object?

Objections 104

Objections Case Study ROI Lead Rank 104

CloserIQ

APRIL 2, 2019

Research continually finds them at the bottom of the list of trusted professions , and anyone who’s ever been on the receiving end of a bad sales experience will know why. Putting aside the bad eggs who are blatantly conning their way through deals, there are plenty of other poor sales behaviours that put customers off.

Company 100

Company Scale Guidelines Call-back 100

Anthony Cole Training

JANUARY 5, 2015

I find ways to relate events in my life to my primary professional focus – Developing Highly Successful Sales Organizations. At Anthony Cole Training Group, we do this by focusing on 1 VERY important CEO/President question – How do I grow sales? I reached into the open oven to get a feel for how hot it still was. It was HOT!

Hiring 120

Hiring SME eBook Call-back 120

SalesHandy

MARCH 21, 2023

Sales email templates work as a great time-saving blessing when one has to send similar emails to multiple recipients who are in different stages of the sales funnel. Only 30% of emails get opened across all industries, making it important to write a compelling sales email that prompts a click. Let’s jump right in!

Closing 98

Closing Top of Funnel Ideal Customer Profile Follow-up 98

Anthony Iannarino

JUNE 1, 2019

To be effective at sales, you need practice and perseverance. Selling is an effort to beat the odds of rejection, and to do so you have to stay determined and be okay with not closing every sale. What Does It Mean to Persevere? What Does It Mean to Persevere? Optimism is the second attribute.

Competition 72

Competition Face-to-face Education Follow-up 72

Gong.io

APRIL 14, 2021

We like to end each Reveal podcast interview with one final question: “How would you describe sales in one word?” Some of them were two-word answers, but that’s okay). Shep Maher, Betterworks’ EVP of Global Sales. Sales is an infinite puzzle, both internally and externally. It’s a super invigorating challenge. .

Call-back 118

Call-back SAP Revenue Sales 118

Anthony Cole Training

JANUARY 31, 2013

At Anthony Cole Training Group, we perform a sales team evaluation before we begin working with a group. The findings provide everyone - the sales executives, the individual sales people and us - with actionable insights as to “why” the sales team functions the way it does. I see this as the baseline skill.

Coaching 182

Coaching Hiring Groups Motivation 182

Braveheart Sales

NOVEMBER 19, 2020

85% of salespeople have self-limiting beliefs that hurt their sales effectiveness. And one of the most common Sales Self-Limiting Beliefs we see in sellers is the belief that Prospects Are Honest. I need to think it over.”. Face it, Salespeople Are Usually Optimists. Their lips are moving!” Now just isn’t a good time.

Prospecting 59

Prospecting Face-to-face Follow-up Sales Qualified Lead 59

Hubspot Sales

MAY 21, 2021

It’s one of the most important components of sustained sales success over time. As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do) and their motivation (how repeatedly or passionately they do it). But motivation is far harder.

Motivation 136

Motivation Strategy How To Hiring 136