No More Cold Calling

APRIL 30, 2020

Watch the webinar, take notes, and let me know one action you will take … immediately. How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. In fact, they didn’t even need to talk to prospects, because they had great tech tools. How do we define trust?

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Increase Sales

FEBRUARY 23, 2013

For most to overcome this sales challenge of “I need prospects,” begins with marketing. Earlier this week I wrote about this sales challenge from a prospecting perspective. If you are free on Thursday, March 7, 2013 from 12-12:30pm, you may find this free webinar the 3 Sales Buying Rules of interest.

Prospecting 145

Prospecting Advertising Advertising Face-to-face 145

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Social Selling training budgets increased 48% in 2013.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. Your Prospects. Read on to better understand HOW to leverage resources to Make the 2013 number. Gain Customer & Prospect Feedback – Listen to your customers and prospects. Perform these customer/prospect research activities.

Resources 321

Resources Networking Face-to-face Quota 321

No More Cold Calling

JUNE 10, 2021

Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. Fast forward to 2013. The program consisted of eight 30-minute webinars plus live facilitation. We ask for an introduction to our ideal prospect. Outwit the competition. Decrease the cost of sales.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

Score More Sales

SEPTEMBER 3, 2013

Call on the wrong prospects. I would go so far as to say that some sellers waste 2 months out of every year going after the wrong prospective customers. It is usually one or the other – often sellers get a list from somewhere – often I will attend a webinar or visit a website. Does Outbound Lead Gen Still Work? .

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

Understanding the Sales Force

FEBRUARY 7, 2014

This week I was interviewed by Jason Kanigan and he asked some great questions about using the phone for prospecting. Here is a link to Wednesday''s terrific Webinar on Leading the Ideal Sales Force Part 1 in case you missed it. WEBINAR SERIES - Baseline Selling Open Enrollment Begins February 20 for 12 Weeks More Information: [link].

Webinar Metrics 173

Webinar Metrics Conference Sales Cycle Sales Coaching 173

Increase Sales

JULY 8, 2013

of the recruiters will use LinkedIn even more in 2013. Recruiters are salespeople whose sales prospects are skilled qualified employee. By engaging in eduction based marketing, busy salespeople can employ LinkedIn in the same manner to reach their passive sales prospects. of the recruiters used social media in 2012.

Social Media 128

Social Media Media Prospecting LinkedIn 128

Score More Sales

APRIL 4, 2013

Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. Find out how another sales leader connected her prospect to a speaking opportunity and what happened as a result. What is our end goal? What are we trying to accomplish?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

Understanding the Sales Force

JANUARY 31, 2014

The February Issue of Top Sales Magazine was published yesterday and it includes an article with my latest thinking about using the phone for prospecting. I''ll be speaking near you over the next two months: WEBINAR: Leading the Ideal Sales Force Part 1 Wednesday, February 5, 11 AM ET Register: [link]. You can download the issue here.

Hiring 193

Hiring Hubspot Inbound Webinar Metrics 193

Pointclear

JUNE 6, 2013

B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. Ryan also observed that new attendees aren''t just tire-kickers and prospects are armed with more knowledge than ever—asking tough questions for which the best B2B marketers must be prepared. Only 16 Percent of B2B Consumers Prefer Live Webinars.

B2B 190

B2B Buyer Trade Show PointClear 190

Score More Sales

APRIL 23, 2013

They do what I used to do as an outside sales professional, except now they talk with buyers and prospects using video chat, webinars, video email tools, and social tools. Once good, solid webinar platforms came along, they were a game changer. No more wasted sales calls.

Inside Sales 209

Inside Sales Revenue Webinar Metrics Hiring 209

Score More Sales

FEBRUARY 12, 2013

I’m excited to present this week at a webinar co-sponsored by Linkedin and DocuSign called, 10 Ways to Utilize Social Selling in 2013. Moderator for this webinar is Ralf VonSosen, Head of Sales for LinkedIn, and my co-presenters are Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

No More Cold Calling

FEBRUARY 21, 2013

Information is helpful; it provides a richer picture of your prospect or connection. You gain more knowledge about your prospects and clients. I’m so confident that referrals are the way to build your sales that I’m offering a complimentary webinar on how NOT to use LinkedIn. Thursday | February 28, 2013 | 10 a.m. –

Social Media 189

Social Media Media Referrals Cold Calling 189

The Sales Hunter

MAY 30, 2013

Prospecting is without a doubt one of the hardest parts of the selling process. If you happen to work for IBM or any other large company, then prospecting is certainly a lot easier thanks to the name recognition and the amount of money large companies like IBM spend on advertising. Copyright 2013, Mark Hunter “The Sales Hunter.”

Webinar Metrics 180

Webinar Metrics Construction Cold Calling Advertising 180

Score More Sales

JANUARY 31, 2014

Also, consider listening to a recent webinar on “How to Eliminate Bottlenecks to Your Sales Team’s Productivity” which I participated on. It is a free webinar and I think we share some great ideas. When prospecting, do research in chunks of time rather than going back and forth with calling.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

Increase Sales

JULY 15, 2013

Believe it or not, advertising spending in newspapers is down 4% in the first Quarter of 2013 compared to the first quarter of 2012. Source Kantar Media June 2013) Yet in that same time frame Outdoor advertising is up 4.3%. Looking how to adapt their solutions to the next change happening within their prospects’ business worlds.

Small Business 157

Small Business Small Business Advertising Advertising 157

Score More Sales

NOVEMBER 26, 2012

Set a number for appointments / webinars / meetings that you’d feel good about if you got and work toward that number. Example: “I will set up 10 webinar demo/appointments for the first 2 weeks of January by December 19th” By being specific, you are clearer on what it is that you need to do.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

Score More Sales

JUNE 17, 2013

Do you have a prospective customer relationship that went dark on you? webinar recordings. Work this week to find one or two new pieces of insight you can share with your more probable prospective buyers. Did you have a good conversation, perhaps did a demo, they responded favorably and then nothing else? ROI Calculators.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

Pointclear

MAY 29, 2012

On demand webinars perform 5 times better than live events. Synchronize the client/prospect/employee experience across all channels. Try “Download this Guide” or “View Webinar” but NEVER “Submit Form”… (I have heard this before but it is worth repeating). Well worth the fee.

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

Pipeliner

AUGUST 19, 2022

He moved from Australia to London in 2013 because he thought it would be a good place to branch out. He went to networking events five nights a week, published press releases, did webinars, got into Facebook and LinkedIn groups, and so on. He realized that instead of chasing prospects, you could get them to chase you.

Lead Generation 52

Lead Generation Leads Marketing Qualified Lead Video 52

Understanding the Sales Force

MARCH 14, 2013

The real requirements for that are Strong Commitment, No Need for Approval, Rejection Proof, and Supportive Beliefs around Prospecting! All that will accomplish is assure that there are plenty of prospects who value a good presentation and product knowledge. c) Copyright 2013 Dave Kurlan

Hiring 253

Hiring Motivation Webinar Metrics Opportunity 253

Understanding the Sales Force

MAY 22, 2014

While that still could be true today, it''s also possible that inside sales might replace the need for hunting, and a good consultative seller could add enough value to the prospect, his/her business, and the buying process so that great closing skills aren''t required. June 5 11:00 AM Eastern Register here.

Sales Management 240

Sales Management Top of Funnel Decision Maker Webinar Metrics 240

SBI Growth

NOVEMBER 10, 2013

They bring buyer insights to the sales team that can be easily leveraged in sales campaigns and prospecting. Discover insights and market trends from SBI’s research in 2013. Interview prospects, customers and lost/no decision opportunities. Ask the reps to provide prospects and customers to interview.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

Score More Sales

SEPTEMBER 5, 2013

For example, one of the sales leaders I work with also prospects, nurtures, and closes sales. This can be done in webinar format for team members that are spread out geographically, or in office weekly. Are you a Disorganized Seller? Don’t cancel them. We will have more on coaching in a future post.

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

Increase Sales

OCTOBER 14, 2013

From sending out invitations to webinars that are not truly aligned to their target markets to all the self promotion, these acts of desperation only further widen the business growth gap instead of narrowing it. Today I received 6 invites from LinkedIn first degree connections who are all SMB owners offering free webinars.

Social Media 146

Social Media Media Webinar Metrics Face-to-face 146

Score More Sales

JULY 26, 2013

It dawned on me recently during a webinar when one of my co-panelists, the ever proper sales guru Jonathan Farrington spoke in his brilliant British accent, “Sellers are arrogant”. He went on to talk about how many companies are doing the same things over and over – not changing on behalf of our ever-changing customers.

Company 212

Company Revelation Face-to-face Webinar Metrics 212

Understanding the Sales Force

JANUARY 14, 2014

In a best-case scenario, a salesperson would turn this into 50 questions that a prospect will not want to answer because the prospects don''t have the slightest reason to spend their time answering all of these qualifying questions! Image credit: huntstock / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan'

Sales Methodology 269

Sales Methodology Negotiation Proposal Analysis 269

SBI Growth

SEPTEMBER 4, 2012

Unlike the marketing department, the sales reps spend time each day interacting with prospects and customers. Whether face to face, on the phone or exchanging emails, this level of interaction produces incredible insight into what prospects and customers expect and value in their journey to purchase. Prospects lost to a Competitor.

Marketing 288

Marketing Face-to-face Hiring Social Media 288

Hubspot Sales

FEBRUARY 14, 2024

He drives the importance of focusing on the prospects' challenges/pain points. Focusing on pain points in your messaging is going to help you tap into the emotion of the prospect and increase reply rates,” Colgan says. Then, I allude to a problem that I know the prospect thinks about (wasted ad spend). Worth exploring?

Data 92

Data Segment Email Marketing Webinar Metrics 92

Understanding the Sales Force

OCTOBER 21, 2013

To achieve SOB, the prospect or customer is paying more attention to the salesperson than his/her competitors and achieves that by asking good, tough, timely questions; questions that other salespeople are not asking, questions that lead to better and different conversations; questions that challenge the prospect''s thinking.

Lead Rank 250

Lead Rank Decision Maker Sales Qualified Lead Call-back 250

Fill the Funnel

MAY 1, 2013

Join Us For a Webinar to Learn More about LinkedIn Contacts. Reserve your Webinar seat now at: https://www1.gotomeeting.com/register/378315953. Part of the power of LinkedIn is the network itself; over 225 million potential connection, leads, and prospects. Date: Tuesday, May 7, 2013. gotomeeting.com/register/378315953.

LinkedIn 127

LinkedIn Webinar Metrics Ideal Customer Profile Top of Funnel 127

SBI

FEBRUARY 12, 2013

Social selling should be thought of, in my humble opinion, as a means to discover, engage, and interact with potential prospects. Sellers have an opportunity like never before, to accomplish all three—with more prospects than we dared dream of at any prior time in history. I’ll be sharing my own favorite during the webinar.

Social Selling 135

Social Selling Scale Webinar Metrics Networking 135

SBI Growth

SEPTEMBER 22, 2012

Whether its blog posts, social media updates, eBooks or webinars, the content serves to generate demand and produce quality leads for the sales force. World class marketing leaders are acknowledging this fact and adjusting the way they engage with prospects and customers. This represents a monumental shift in buyer behavior.

Maximizer 288

Maximizer Buyer Persona Lead Rank Leads 288

Zoominfo

APRIL 16, 2018

Administrative tasks and prospect research eat up a ton of time that reps could spend selling. He’s skied more than 1 million vertical feet in 2013 and 2014 at Vail Colorado and more than 600K vertical feet each season since then. We’ve experienced this no-nonsense attitude firsthand. KeenanTakeover ”. Keenan’s response?

Journal 171

Journal Influencer Case Study Sports 171

Green Lead's B2B

DECEMBER 10, 2012

On December 13 at 11AM Pacific, I will be joined by Matt Heinz , Brian Vellmure , Nancy Nardin , Koka Sexton , and Miles Austin in a free webinar: 31 Must-have sales tools for 2013. Information about your prospects has never been more available yet finding and tracking that data can be cumbersome. Join us for the 28 others.

Sales Tools 37

Sales Tools Tools InsideView Face-to-face 37

Increase Sales

JANUARY 11, 2013

Prospecting is a marketing skill not a selling skill. SMB business firms, then you may find this FREE webinar of interest – Your Values Are Your Small Business Differentiators on February 7, 2013 from 12-12:30pm cst. Smaller firms, those (95.4%) do not have marketing departments because they cannot afford that expense.

Small Business 152

Small Business Small Business Outbound Inbound 152