No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

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Mr. Inside Sales

NOVEMBER 2, 2020

I still get requests from clients, as well as readers, about how to handle getting blown off when they call a prospect back. Here are three proven scripts you can use the next time your prospect tells you “I looked it over and I’m not interested…. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Mr. Inside Sales

MAY 22, 2020

So, what do you do to overcome the stalls at the beginning of this article? You go back to basics: you acknowledge them, and then go around them to either earn the right to have a conversation, or to qualify the prospect. ON DEMAND SALES TRAINING THAT GETS RESULTS! Less than a week later, there was a red “sold” sign on it.

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Mr. Inside Sales

JULY 25, 2020

If your sales process involves giving a presentation (virtual or otherwise), and at the end of it you provide pricing options and then close, then this article is for you. The most important step to get right is to: Get buy in from your prospect before you go into pricing! Enroll your team into my On-Demand Training here.

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Mr. Inside Sales

APRIL 10, 2020

The good part is this prospect isn’t saying no, rather, he/she is saying, “It is best to reschedule this call.” As I wrote in my first blog article , now is the time to take your salesperson’s hat off and connect with people. Follow the word-for-word scripting I outline in that article to deal with this objection. Which it will.

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MTD Sales Training

JULY 9, 2019

Of course, the world doesn’t work that way, and there will be prospects and customers who will reject your advances and avoid you at all costs. Calling a dozen times doesn’t change the underlying dynamic that is causing your prospect not to see you. 4) DON’T judge the prospect because of their unwillingness to see you.

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Mr. Inside Sales

JANUARY 15, 2021

Once very couple of years, I like to re-run this article on the importance of asking questions as opposed to pitching. When you speak with a prospect for the first time, how much of your script is focused on describing and pitching your product or service as opposed to questioning and uncovering buying motives?

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Zoominfo

JULY 29, 2020

Having a variety of cold calling scripts on handmakes sales training easier for new hires as well. And when their phone training wheels are taken off, reps can tailor their scripts to personalize their message using their unique voice. So whatever you pitch to your prospect needs to work for their purchase-savvy staff.

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No More Cold Calling

JANUARY 29, 2020

What excites me is working with prospects and clients on referral selling and experiencing together the dramatic results they achieve. Also, here’s what you might have missed from No More Cold Calling this month: Learn How to Get the Gatekeeper on Your Side. The dreaded gatekeeper. What’s going wrong?

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Partners in Excellence

JUNE 16, 2014

Annually, billions are invested in sales skills training. On top of that, millions are spent on books on sales techniques, thousands of articles are written. People are constantly looking for an edge, “What are the ways I can get by the gatekeepers?” Perhaps much of our sales skills training overcomplicates things.

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LeadFuze

JULY 13, 2023

This post aims to provide valuable insights into mastering the art of selling, from evading gatekeepers in B2B environments to closing tough customers effectively. It’s like training to be a sales ninja. Need Help Automating Your Sales Prospecting Process? It’s like unlocking a secret level in a game.

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Sales Hacker Training

SEPTEMBER 5, 2017

I’ve been professionally selling for about 20 years and delivering formal sales training for approximately 8 of them. I’ve bought and sold a lot of training over the years and have seen it have a significant impact on results and I have seen it fall completely flat. How to Approach Sales Training. Prospecting.

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No More Cold Calling

SEPTEMBER 27, 2011

Referral Selling Training Programs. If your biggest sales challenges are: Getting double-digit returns on your sales prospecting approaches. Getting past the gatekeeper to your decision-maker. Converting key prospects to paying clients. Hating prospecting and wanting more sales time with qualified prospects.

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No More Cold Calling

MAY 24, 2011

Referral Selling Training Programs. They love referrals, and can’t figure out what sales training to implement. Provide sales training for you and your team and build referral-selling skills. You’ll receive all No More Cold Calling training materials, CDs, videos, and books. Find warm prospects and hot sales everywhere!

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Sales Hacker

DECEMBER 30, 2020

Sometimes you just don’t have time to read an entire article. 25% of sales reps believe they have not received enough sales training. Sales operations normally handle administrative functions like recruiting, training, and onboarding new sales reps. Remote selling has made sales prospecting a lot harder.

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Frontline Selling

DECEMBER 16, 2022

On the one hand, they shower love on their SDR’s because (let’s face it) their job of sales prospecting is really, really hard! (Oh, They need more training! Like the fighter pilot and the NFL QB, they need to rely on their reflexes and training for those split-second decisions, which are the difference between success and failure.

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MTD Sales Training

AUGUST 22, 2011

Your mission is to cold call the company, find out who is the decision maker (DM), find out that person’s name, get pass the gatekeeper, reach this DM, and set an appointment. In the following three articles, I will give you some extremely powerful and effective ways to deal with the no-name policy situation. Happy Selling.

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Janek Performance Group

MAY 31, 2022

In this article we explore why prospects say “No” and how salespeople can better position themselves for success. This situation is not unlike a decision-maker at a prospective company who is being targeted by a salesperson. As salespeople, we have been trained to avoid no. We want our prospects to say “yes.”

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Sales Hacker

JULY 17, 2020

All of this is rooted in a desire to be liked by their prospect. Not only can this cause major damage to your sales career, but when it comes to prospecting and using the phone, it’s an action killer. They’ve never been trained, taught, coached , or enlightened as to why most salespeople don’t want to make calls.

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The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Show the same level of respect to the gatekeeper or other any other person who answers the phone as you would show to the person you’re looking to talk to. prospecting. sales training. sales training tip.

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Anthony Cole Training

APRIL 15, 2011

Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34). Sales Training (5). training sales (25).

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Score More Sales

OCTOBER 2, 2012

Just hush and let the prospect tell you how they want to buy! Regularly and consistently, create content your prospects are looking for and add it to your website. (M. 3. Have a clearly defined prospecting methodology that maps out a ‘touch’ every 4 to 7 days over a month for your top prospects… then do it – consistently.

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Sales Hacker

APRIL 12, 2021

Indeed, as data will show us, many sales objections are actually windows into our prospects’ world and wallets. Is a deal doomed if the prospect says “I’m not interested” or “You know what, it’s just not the right time” during a sales call? Guess what’s more convincing than just your own experience?

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No More Cold Calling

MAY 11, 2011

Referral Selling Training Programs. Spend less time prospecting. Convert prospects to clients more than 50% of the time. How to Get Your Prospects to Call You Back. You Really Don’t Have Time to Prospect for Referrals? How to Bypass the Gatekeeper. Joanne Black’s Speaking Topics. Speaking Video.

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Sales Hacker

MAY 24, 2020

This includes your interaction with the gatekeeper. Believe it or not, your interactions with the gatekeeper is just as important as those you have with the decision maker. We like to keep things short and sweet and also reference collateral the prospect has received from us. That way, it’s not an entirely cold call.

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PandaDoc

JUNE 4, 2019

Solution selling still has tremendous value for today’s sales team when adapted for the way that today’s prospects want to buy. Solution selling can be defined as the process of establishing a prospect’s problem or pain points and then selling one of your services or products as the resolution to that problem or pain.

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SalesLoft

MARCH 15, 2018

You are losing deals over objections to parts of your product that your prospect doesn’t even care about.” – Kevin Dorsey, Head of Sales Development and Enablement at ServiceTitan. By the time you’ve presented a solution, your prospect should be able to communicate to you what the ROI of your solution would be to their business.

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LeadFuze

DECEMBER 31, 2021

In this article, we will talk about excuses for poor sales performance. Competition, product features that suck and prospects who dont respond can make life difficult. Need Help Automating Your Sales Prospecting Process? Qualified Prospects are Hard to Find. Get additional training in order to improve skill sets.

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The Science and Art of Selling

OCTOBER 20, 2014

I read a lot of articles on LinkedIn in my spare time. I read two comments on this article, one by someone with what appears to be a big hand in sales and one from the author. Are your days of prospecting so far behind you and your success SO great that you’ve decided it’s beneath you? This author is in sales training.

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Sales Hacker

OCTOBER 22, 2020

That’s what you plan to say throughout the entire call (including objection responses , messages with a gatekeeper, etc.). Also, make sure there’s a place in your script for at least one specific detail about your prospect or their company. The prospect is rejecting your talk-track, not you. Train for It.

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Hubspot Sales

MARCH 11, 2019

Alongside coaching, we're focusing on hiring and how employing the same kind of person limits your team, dissuades your prospects, and hurts your business. Reps were gatekeepers to information and controlled the buying process. This is difficult when salespeople don't reflect or understand their prospects. Someone they trust.

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LeadFuze

JANUARY 1, 2022

Here are the 8 exercises that are most effective for sales training. Need Help Automating Your Sales Prospecting Process? The article provides a list of four types of objections that can be used as tools for overcoming them. Examples are CEO, Director X, or gatekeeper. Exercise #3 Persona Mixed Bag.

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Partners in Excellence

JANUARY 18, 2013

There’s the old adage–still promoted in way too many sales training workshops, articles, and blogs: “Start at the top!” But the most appropriate level to start your sales prospecting is the highest level of someone who cares—and no higher! Gatekeepers will do their job.

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Sales Hacker

NOVEMBER 22, 2017

Yes, prospects can be frustratingly unresponsive. Top 10 Sales Excuses You Need to Stop Making in 2018: We can’t find qualified prospects. We Can’t Find Qualified Prospects. Consider other approaches such as social selling to find new prospects and grow your pipeline. Get additional training to improve skill sets.

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Sales Hacker

AUGUST 2, 2019

In sales, no matter how much you may wish otherwise, the fact is a prospect buys on their own timeline. Now, traditionally, it was thought that 7–10 touches were required to engage prospects and get them ready to talk to a sales rep. Think relationship selling, sales prospecting, and lead nurturing all rolled into one.

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Tony Hughes

FEBRUARY 22, 2018

Dave Brock says it the best ever: Prospecting is the New Prospecting ! Don't just install it, train your people on it thoroughly, weekly and quarterly. You need to pinpoint the mobilizers, your advocates and build consensus amongst champions inside the prospect's ecosystem. It's a modern twist on an ancient classic.

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Cience

JULY 25, 2019

In today’s article, we’ll examine the pros and cons of chatbots for B2B lead generation. One could argue that B2B buyers are trained in a B2C world and bring those expectations forward everywhere they go. Don’t make your prospect wait. There are several questions that most of your prospects/site visitors would ask.

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