The Pipeline

FEBRUARY 16, 2015

Given that we are sitting in sub-zero temps in the north east, -25 C in Toronto, any call you’re going to make today is going to be a cold call. Our buyer are struggling to pack 16 or more hours in to a 10 hour day, and taking bad calls from bad sales people is not on the list. By Tibor Shanto - tibor.shanto@sellbetter.ca .

Call-back 120

Call-back Cold Calling SAP Face-to-face 120

Mr. Inside Sales

JANUARY 7, 2023

Don Shula – the famous Miami Dolphin coach – once said that his players practiced, drilled and rehearsed their plays and techniques over and over again so they could internalize them and act automatically when they needed to. Step Three: Record your calls. When listening to your calls, find ways to improve. You need to as well.

Face-to-face 259

Face-to-face Guarantee Gatekeeper Decision Maker 259

Sales and Marketing Management

FEBRUARY 23, 2020

Author: Carmen Simon People act on what they remember, not what they forget. So, if you want to persuade your buyers to act in your favor, you need your content to stick in their minds?—?you A psychological concept called the “Forgetting Curve” suggests that people lose information over time when they make no effort to retain it.

Intent 296

Intent ACT Influencer Call-back 296

Mr. Inside Sales

OCTOBER 21, 2022

Here are three things you can do to improve your attitude, and to keep that attitude positive through each and every sales call you make: #1: Buy a mirror and put it on your desk and look at yourself as soon as your prospect answers the phone. I know this sounds silly, but it works! Again, silly, right? Powerful, yes!

Face-to-face 271

Face-to-face Gatekeeper Decision Maker Licensing 271

Mr. Inside Sales

SEPTEMBER 11, 2020

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. If you sent out the hottest lead ever, a “10” on a scale of 1 – 10, when you call them back, have you ever noticed that now they’re about a “7”? What to do?

Face-to-face 320

Face-to-face Sales Qualified Lead Scale Call-back 320

Act!

DECEMBER 22, 2023

The back-and-forth emails to find a mutually convenient time can quickly drain your productivity. Included with each Act! Bookings made through Link2calendar seamlessly appear in the Act! Link2calendar goes further by cross-referencing against existing Act! This powerful collaboration between Link2calendar and Act!

Meeting 52

Meeting ACT Maximizer Small Business 52

The Pipeline

AUGUST 31, 2021

Vacations over, back to work, finishing the year and setting the table for next year. While this year is no different, there is greater anticipation in light of vaccine and people’s back to work attitude. The five, in no particular order, are: Avoid falling back into usual routines. Harvest referrals. Recalibrate with your team.

Harvest 360

Harvest Referrals Call-back Video 360

Sales Hacker

NOVEMBER 9, 2017

The new breed of salesperson will think like a rep, act like a marketer, and react like customer service. First, lack of discouragement — top salespeople bounce back quickly from losses without dwelling on failure. This is a crucial trait when 80 percent of sales require at least five follow-up calls. Act Like a Marketer.

Customer Service 84

Customer Service ACT Hiring Customer 84

Zoominfo

MAY 19, 2020

The name of the relevant statute says it all: the (you) CAN SPAM (Act). Follow these five simple guidelines, and stay on the right side of the CAN-SPAM Act. The CAN-SPAM Act. The CAN-SPAM Act. The first requirement of the CAN-SPAM Act is that recipients must have a way of opting out of your messages.

Guidelines 317

Guidelines ACT Campaigns Pharmaceuticals 317

SalesforLife

MAY 13, 2019

In this blog, We’ll look back over the past 19 years to help you look forward to the next couple of years. In the late 1990s and early 2000s, reps were heavily required to pick up the phone and cold call (no research, no value) prospects, as marketing leads were not very targeted or qualified. How are you adapting to these changes?

Policies 73

Policies ACT Hiring Face-to-face 73

The Pipeline

APRIL 2, 2020

I find that many of the people talking about the new normal are looking for some stability, solid ground they can regroup on, and “get back to life.” Regularly these things stretch one way and the other, but all within the bounds of what we call “normal”, our coping band. Act Not React.

Face-to-face 279

Face-to-face ACT Exercises Travel 279

The Pipeline

OCTOBER 4, 2021

I had the opportunity to dissect a recorded Discovery call with a team last week. As an interruption, we need to move the call to where the outcome has greater value than the interruption. If you want the numbers to capture your prospect, engages them to the point of acting, you need to weaponize your questions.

Data 368

Data Objections ACT Lead Rank 368

Understanding the Sales Force

SEPTEMBER 5, 2023

Matt became a personal client of mine at Kurlan & Associates back in 1986 – 37 years ago – when his then packaging supply company sales team attended a public sales training seminar I was leading. For 21 years, he called our son on his birthday and sang both verses of Happy Birthday. Over time we became best friends.

Scale 193

Scale Networking ACT Sports 193

Julie Hanson

DECEMBER 20, 2020

In the first few seconds of a video call, prospective customers quickly make decisions about you and your company and how (or whether) they’re going to listen to you. By applying the 5 secrets from the stars, you can gain an important competitive edge in your video calls: 5 Secrets from the Stars for a Memorable First Impression.

ACT 168

ACT Video Film Call-back 168

The Pipeline

AUGUST 24, 2020

A great example of this Greek-like tragedy, is the never-ending debate about the best day to make prospecting calls? Many will tell you that their data has pinpointed the best day and time to make prospecting calls. This question is as old as time, imagine if the Serpent had speculated as to the best day to call on Eve?

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Call-back Pipeline Face-to-face Video 290

The Pipeline

OCTOBER 19, 2021

The power of these indicators is they allow you to act now, impacting your current opportunities, not strictly future ones. It may be that they will not act on it or “break ground” till next year, but they’re going to be thinking, planning, comparing, and a whole bunch of other things to make that happen by “next year.”.

Closing 188

Closing SME Face-to-face ACT 188

The Pipeline

FEBRUARY 26, 2019

How do you get them to call you back and still hold your own?” As with almost all things in sales, there needs to be a purpose to everything we do, every action, every decision not to act, you should always be asking “why am I doing this, how will it lead to my defined next step?” you either get a call back; 0.

Call-back 262

Call-back Objections ACT Prospecting 262

The Pipeline

NOVEMBER 26, 2019

Believing that voicemail helps them move the call towards what a percipient may expect in a live call. If we were sincere, we would call voicemail by its actual name, ‘Business Triager’. If you make ten calls, what are the chances that all ten are in the process of looking for your product? It will not! Business Triager.

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

Sales Evangelist

JULY 7, 2023

Listen in to discover the mental patterns that might be holding you back. Adopt the Habits of Top Earners Take the time to learn what holds you back. We call this Deep Sales. In this episode, our host Donald Kelly sits down with sales revenue and profit growth expert Doug C. Brown to talk about the traits of “elite producers.”

ACT 40

ACT Survey How To LinkedIn 40

Go for No!

APRIL 28, 2022

So, don’t act in a way that looks desperate like: Don’t beg. (“If you could please, please buy just this once, I would owe you.”). Speaker Paul Ross calls great salespeople, “decision service technicians.” No, it’s called taking action. The reality is that one of two situations exist.

Head Buyer 149

Head Buyer Call-back ACT Course 149

Mr. Inside Sales

NOVEMBER 25, 2020

If you’ve been thinking of getting inside sales training from the company the AA-ISP calls, “Best Service Provider of 2020,” then NOW is the time to get it! This exceptional offer ends on Monday, November 30 th , so act today and be better at selling tomorrow! Based on 15 reps). ON DEMAND SALES TRAINING THAT GETS RESULTS!

Training 178

Training Hiring Gatekeeper Face-to-face 178

The Pipeline

APRIL 2, 2019

I will be honest with you; I use voicemail to triage calls, protect my time and sanity. However, I do throughout the day listen to messages and get back with those that make sense to me or that caught my curiosity, based on my current goals or sensitivities. I want them to have my number because it makes it easy to call back.

Face-to-face 300

Face-to-face Call-back Case Study Banking 300

Shari Levitin

MARCH 9, 2023

Empathy in elephants, the idea that “emotions are contagious,” is backed by science. When just one or two employees engage in positive daily rituals such as gratitude exercises, and small acts of kindness, the entire culture is affected. To develop elephant-like empathy, act out that empathy. You’ll start to feel differently.

ACT 118

ACT Territories Sports Cold Calling 118

Mr. Inside Sales

MAY 22, 2021

In other words: They think BIG, and they act BIG. If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. This week, review your own thoughts, feelings, expectations and goals. Compare them with what you would ideally like to accomplish.

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

Zoominfo

FEBRUARY 27, 2021

These tools must unveil new business opportunities so sales professionals can act on them. Not to pat ourselves on the back, but we consider ourselves No. Sales Hub helps users shorten the sales cycle and personalize messaging with productivity tools, such as sales performance management, email and call tracking, and sales enablement.

Hoovers 264

Hoovers Campaigns InsideView Tools 264

Zoominfo

AUGUST 1, 2023

Acting upon increasing amounts of data in a timely way to capitalize on emerging opportunities is difficult to impossible. Chorus records, transcribes, and analyzes video and phone calls to harvest key GTM insights. It can turn a completed call into an actionable after-meeting brief, complete with action items and next steps.

Data 130

Data B2B Harvest Scale 130

Zoominfo

OCTOBER 13, 2020

You probably already know what churn is, but as a refresher, here is how you calculate your churn rate: This number acts as the basis for building your customer attrition and retention strategies. These patterns act as signals to help you identify customers that may be on their way out the door. Customer Churn Analysis.

Churn 173

Churn Retention Data Customer 173

Sales and Marketing Management

JUNE 14, 2020

This so-called negativity bias is natural and real. Partners in Leadership uses a concept called the 10-80-10 principle. Only 10% will act calm and measured. If you can get mind-sets right, people are going to act. That’s a necessary shift, whether it’s making a recording or moving conference calls to video platforms.

Face-to-face 194

Face-to-face ACT Call-back Conference 194

Mr. Inside Sales

DECEMBER 5, 2022

Secret #3: Once you are clear on your exact financial goal and know what you are going to get as a result of it, you can now practice one of the most important parts of any goal accomplishment: acting as if you’ve already attained your goal. Perfect for reps dealing with the following issues: Reps struggling with call reluctance.

Face-to-face 156

Face-to-face Exact Gatekeeper Decision Maker 156

Mr. Inside Sales

MAY 9, 2020

Skip any of these and it can come back to sabotage the sale. When a new prospect calls my office, for example, and inquires about inside sales training, the first thing I ask is, “When are you looking to begin training?”. But during these uncertain times, which one of these six qualifiers looms most important?

Decision Maker 161

Decision Maker Face-to-face Gatekeeper Licensing 161

Steven Rosen

AUGUST 8, 2023

I believe that non-performing players need to get their act together, or there is no place for them on the team. I call them the “talented slacker”. Over time the perpetual PIPers will fall back into their old habits until a new manager arrives, and the process repeats itself. You can call it a SIP or a coaching journey.

Call-back 156

Call-back Maximizer Sales Management ACT 156

Steven Rosen

MARCH 1, 2024

Coaches can elevate a rep’s pipeline mastery by actively observing their calls and providing constructive feedback. Through techniques such as focusing on incremental improvements and maintaining a positive attitude, coaches can help reps bounce back from setbacks more quickly.

Pipeline 120

Pipeline Coaching Revenue Sales Qualified Lead 120

Mr. Inside Sales

DECEMBER 13, 2019

Secret #3: Once you are clear on your exact financial goal and know what you are going to get as a result of it, you can now practice one of the most important parts of any goal accomplishment: Acting as if you’ve already attained your goal. accordingly. But the key is to believe it has already happened. I have found that this ALWAYS works.

Face-to-face 158

Face-to-face ACT Exact Inside Sales 158

Zoominfo

MAY 19, 2020

The name of the relevant statute says it all: the (you) CAN SPAM (Act). Follow these five simple guidelines, and stay on the right side of the CAN-SPAM Act. The Act applies to “any electronic mail message the primary purpose of which is the commercial advertisement or promotion of a commercial product or service.”

Guidelines 182

Guidelines ACT Campaigns Scale 182

The Pipeline

MARCH 17, 2014

And for all the coulda shmoudas, the risk for not acting was not that much greater than not acting, but the rewards always measurably bigger. It is when you act and make mistakes that you can correct, vary, and act again. Many sales people tell me that they don’t want to act “until they have it right”.

ACT 310

ACT Intent Objections Account 310

Steven Rosen

JULY 15, 2020

If you want to close the gap you need to act now! This is a call to action for all sales leaders! Every time you speak with them refer back to their territory plan and ask them open-ended questions like: How are things progressing against one of the CSFs? For most businesses, the first half of 2020 is a write-off! Not this year!

Closing 306

Closing Territories Guarantee eBook 306

No More Cold Calling

JUNE 4, 2020

I wasn’t sure what the answer would be when I made the call. I made the call. We flew back to London that afternoon to get early flights home the next morning. We talked often after that and had long, long phone calls. I will miss those phone calls more than I can say, but I’ll always have our memories of Russia. (If

Travel 309

Travel eBook Call-back Cold Calling 309