No More Cold Calling

DECEMBER 27, 2022

Why I won an award for prospecting. Always be prospecting” is my motto. The same thing has happened in 2022—I’ve just closed with two great clients this week. Yes, sometimes December is super quiet, which means either clients aren’t ready, or you stopped prospecting. They’ve both already set dates for a January launch.

Referrals 156

Referrals Prospecting Lead Gen Cold Calling 156

Understanding the Sales Force

FEBRUARY 14, 2022

New readers might want to catch up on the six prior articles about Bob. Regular readers are familiar with Bob, one of the worst salespeople on the planet. Part 1 Part 2 Part 3 Part 4 Part 5 Part 6. So what did Bob get himself into this time?

Closing 294

Closing Influencer Opportunity Prospecting 294

Hubspot Sales

MAY 24, 2023

A closing call is like the finish line of a marathon. It’s nerve-wracking for you and your prospect. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. Whether your prospect says yes or no is up to them. In this article: What is a closing call?

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Closing Proposal Call-back Vendor 102

Pipeliner

MARCH 5, 2021

You need to develop a strong strategy that allows you to close B2B prospects in an effective way. In this article, we look at what it takes to master a sales process that will skyrocket your business to success. So read on to discover the steps you need to take to close your first B2B prospect easily.

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Marketing Qualified Lead B2B Sales Qualified Lead Lead Rank 87

Understanding the Sales Force

FEBRUARY 22, 2023

I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more. They average only 1.5

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Top of Funnel Positioning Scale Inbound 406

Mr. Inside Sales

NOVEMBER 18, 2018

My client was obviously pleased with how this turned out, but he told me that the real lesson he learned from the interaction is just how long some prospects take to think about questions they are asked. If you have read any of my articles or books, then you know my favorite four words are, “Shut up and listen.”

Closing 227

Closing Decision Maker Inside Sales Face-to-face 227

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. To point you in the right direction, we’ve compiled a list of some of the best and most popular B2B sales tactics from general practices to specific sales techniques you can use to close more of your deals. Prospecting.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

Zoominfo

FEBRUARY 17, 2021

Want prospects to respond with lightning speed? The triple touch is a tactic that salespeople use to engage prospects. The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. . What is the Triple Touch in Sales?

Prospecting 237

Prospecting Top of Funnel Decision Maker Sales Qualified Lead 237

Understanding the Sales Force

JUNE 12, 2023

More than half of all salespeople are missing and skipping important milestones in the sales process each and every day and their egos get more bruised from failing to close those opportunities than my body got bruised from my not so thrilling adventure to the ground. Lyrics rarely impact my decisions (except Popsicle Toes ).

Prospecting 156

Prospecting Vendor Proposal Sales Process 156

The Center for Sales Strategy

FEBRUARY 9, 2023

In the world of sales, a prospect being unqualified or a salesperson being unqualified can be uniquely connected. Whether you're a veteran salesperson or new to the field of sales, we often miss the signs of why we were unable to connect and close a potential client.

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Prospecting Closing Sales Sales Process 102

Marc Wayshak

APRIL 12, 2023

Chances are, you’ve read some of the countless books and articles about it, too. In this video, I’m going to show you 7 consultative selling strategies to close the deal. Don’t just get on the phone or Zoom with a prospect and say, “Hey, I’d love to learn more about your business to see if we can help you.”

Consultative Selling 95

Consultative Selling Closing Strategy Case Study 95

Zoominfo

JANUARY 15, 2019

Social media has completely transformed the way people interact with each other—including the way sales professionals interact with customers and prospects. Social selling is a sales technique that leverages social networking sites to identify prospects, build relationships, and ideally, close more deals. Happy New Year!

Social Selling 185

Social Selling Cold Calling Social Media B2B 185

Understanding the Sales Force

FEBRUARY 6, 2024

This article might seem like a faith-based article. I’ve written hundreds of articles with analogies to sales using athletes, musicians, actors, CEOs, politicians, inventors, songs, movies, TV Shows and their leading characters. I have written dozens of articles about coaching salespeople. Read any one of them here.

Scale 261

Scale Hiring Coaching Promotion 261

Zoominfo

JANUARY 21, 2019

Thus far, we’ve covered the most-read articles for sales professionals and recruiters. Today, we bring this series to a close with the final installment– for marketers, of course. There will always be prospects who need B2B products or services. Key Takeaways About Our Top Marketing Articles in 2018.

Marketing 164

Marketing B2B Lead Generation Social Media 164

Allego

NOVEMBER 22, 2022

This article originally appeared on MarketingProfs. Sales operations, customer success , and product marketing are all instrumental in getting prospects to the finish line. Product marketing in particular plays a key role in converting prospects to customers. Conversation Intelligence: The Key to Deal-Closing Content.

Pivotal 117

Pivotal Conversion Closing Buyer 117

Sales Hacker

APRIL 8, 2020

Credibility helps you stand out and build trust with prospects who are complete strangers to you. That’s what I’m going to share with you in this article. Keep reading to learn how to overcome a credibility gap, plus five things you can do to create credibility with your ideal prospects — even if they’re perfect strangers.

Closing 115

Closing Top of Funnel Social Media Prospecting 115

Understanding the Sales Force

AUGUST 21, 2023

There are eighteen years worth and 2,000 articles and while there are a few popular series of articles listed on the right-side navigation panel, there hasn’t been a way to finding the most helpful articles. To avoid wasting time and chasing opportunities that have ghosted you, read articles about qualifying.

Hiring 156

Hiring Decision Maker Forecasting Face-to-face 156

Understanding the Sales Force

AUGUST 21, 2023

There are eighteen years worth and 2,000 articles and while there are a few popular series of articles listed on the right-side navigation panel, there hasn’t been a way to finding the most helpful articles. To avoid wasting time and chasing opportunities that have ghosted you, read articles about qualifying.

Hiring 156

Hiring Decision Maker Forecasting Face-to-face 156

Sales Hacker

JULY 8, 2022

When the prospect reconsiders their needs, you’re positioned to be the first choice. Bonus: At the end of this article I’ll cover how to automatically route prospects into your nurture sequence using triggers. A check-in point for the rep to determine if they should be re-prospected or continue in the nurture sequence.

Prospecting 84

Prospecting How To Segment Ideal Customer Profile 84

Zoominfo

JANUARY 19, 2021

It serves as a validator for offering up contact information and a promotional space for other content, such as relevant articles, newsletters, and social media channels. Keep in mind that potential prospects may already be interested in your competitors — and your current customers could jump ship. An example of a landing page design.

Marketing 246

Marketing Prospecting Top of Funnel Segment 246

Janek Performance Group

AUGUST 29, 2023

The truth about salespeople who are reluctant to prospect boils down to two things: First, they are reluctant to prospect because past attempts resulted in failure. Second, they don’t know what to say to prospects. Prospecting reluctance can be the silent killer of sales careers.

Prospecting 62

Prospecting Hiring Face-to-face Pipeline 62

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. Similarly, many prospects are also non-believers in your product or service. To fully understand this powerful analogy, you’ll want to read the next three paragraphs and allow me to make my case.

Sales Process 334

Sales Process Sales Methodology Decision Maker Pipeline 334

Understanding the Sales Force

JANUARY 31, 2014

Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever. The article was about who should be your first sales hire. I wrote my own article on the topic 3 years ago called Startups and the Dilemma of the First Sales Hire.

Hiring 193

Hiring Hubspot Inbound Webinar Metrics 193

Hubspot Sales

DECEMBER 4, 2023

So to help you best approach this dilemma when the time comes, I’ve put together a list of four key tips I've learned over my career for closing a deal that has lost steam. 4 Tips for Closing a Deal That's Stalling 1. Proper selling occurs when a deal‘s closing time comes from a true understanding of the buyer’s timeline.

Hubspot 81

Hubspot Closing Hiring Cold Calling 81

Steven Rosen

MARCH 12, 2024

Summary Video Article: Title: The Power of Face-to-Face Sales: Building Trust and Rapport Byline: By sales leadership and coaching experts Colleen Stanley and Steven Rosen Introduction​ In today’s digital age, where virtual meetings have become the norm, it can be challenging to encourage salespeople to embrace face-to-face conversations.

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Face-to-face Video Decision Maker Loyalty 296

Adaptive Business Services

MARCH 10, 2021

This article is a part of our Sales 101 series. When I first got started in B2B selling, I was formally trained on how to use a variety of sales closes … “either or”, “Ben Franklin”, “Columbo”, and many more. Through the years I picked up quite a few more including the “Japanese Origami Folding Paper” close. Sign the order.

Closing 77

Closing Guarantee Up-Sell Follow-up 77

Understanding the Sales Force

FEBRUARY 6, 2024

This article might seem like a faith-based article. I’ve written hundreds of articles with analogies to sales using athletes, musicians, actors, CEOs, politicians, inventors, songs, movies, TV Shows and their leading characters. I have written dozens of articles about coaching salespeople. Read any one of them here.

Scale 182

Scale Hiring Coaching Promotion 182

Crunchbase

APRIL 21, 2021

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. . The question close. One way to do this is with the question close.

Inbound 90

Inbound Closing Ideal Customer Profile Decision Maker 90

No More Cold Calling

MAY 24, 2018

Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer. Most of these are table stakes today, but unless sales prospecting techniques and technology actually help you prospect and close deals, they’re more distractions than assets.

Prospecting 196

Prospecting Social Media Trends Face-to-face 196

Sales 2.0

AUGUST 1, 2023

The articles below can start us off in the right direction. The third article questions whether the current trend for splitting up sales development and sales executives makes sense, especially from a buyer’s perspective and the final article describes using relationships in a coordinated account plan to sell to the enterprise.

Scale 195

Scale Enterprise Enterprise Outbound 195

Crunchbase

MAY 22, 2023

Sales prospecting is an integral part of the sales process. When done manually, it can be time-consuming and demand substantial effort — but automated sales prospecting can help. Automated sales prospecting tools, also known as sales automation software , streamline your workflow and allow you to spend more time selling.

Maximizer 98

Maximizer Prospecting Lead Rank Lead Scoring 98

No More Cold Calling

JULY 27, 2023

Technology doesn’t close deals. They weren’t even close to making quota. She finally asked her team: “Did you ever close business over email?” He complained that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice. Not even close!

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

Crunchbase

APRIL 8, 2022

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. Neil Patel claims that case studies aid his closing ratio by 70 percent.

Sales Enablement 105

Sales Enablement Closing Case Study Collateral 105

Understanding the Sales Force

NOVEMBER 12, 2012

Understanding the Sales Force by Dave Kurlan Yesterday, I posted this article about why sales cold calling is so bad. I've written a lot of articles about cold calling more effectively, so I have linked to fourteen of those articles below. A new book on sales, How to Close Deals Like Warren Buffett , was launched today.

Cold Calling 218

Cold Calling Oracle Maximizer Study 218

Adaptive Business Services

MAY 12, 2021

In this series of articles, we’ll explore the many reasons why salespeople seem, almost universally, to HATE CRM. These three articles will explore …. An open book to their prospects and their customers. Mind you, these tasks will help you to sell more and they will increase your closing ratios substantially! .

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CRM Salary Commission Google 71

Crunchbase

JULY 12, 2021

Staying up to date on prospect activity can help you determine if a prospect is able to make a purchase and identify the perfect time for outreach. The problem is, tracking prospects is no easy task. Prospect information is scattered across many different business and sales intelligence tools.

Prospecting 96

Prospecting How To Hiring SalesForce 96

Crunchbase

MAY 14, 2021

Prospects expect customization at every stage of the sales cycle but, as every salesperson knows, customization is impossible without accurate and relevant data. Sales intelligence can help sales teams automate research and customize outreach to book more meetings with qualified prospects. That’s where sales intelligence comes in.

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Ideal Customer Profile Data Closing Hiring 111