Marc Wayshak

MARCH 13, 2024

The data indicates that the more a salesperson can prompt a prospect to talk , the more likely they are to close the sale successfully. Having a set of quick sales questions to prompt prospects to open up can significantly enhance success in any sales scenario. Check it out. Quick Opening Play. Why do you think that is?

Prospecting 114

Prospecting Face-to-face eBook Motivation 114

Zoominfo

OCTOBER 5, 2021

The phrase ‘MQL is Dead’ bubbles to the surface in marketing feeds. The MQL’s actions (for example, providing contact information in return for downloading a whitepaper) signal their purchasing potential and readiness to talk to sales. That said, the challenge for both teams is knowing when to pass MQLs to sales.

Lead Rank 130

Lead Rank Marketing Qualified Lead Sales Qualified Lead Intent Data 130

Partners in Excellence

JUNE 27, 2014

Before many of my friends who’ve written quite outstanding books/blogs on Selling get up in arms, let me re-phrase this, “Stop reading ONLY books/blogs on selling!” ” Also, selfishly, I want more and more folks to be reading this blog – so please don’t stop. I get a lot from them.

Face-to-face 91

Face-to-face Conference Up-Sell Discount 91

Zoominfo

JUNE 8, 2020

There’s one thing that you may not have yet realized is gaining in popularity as a result of the pandemic: outbound sales and marketing. I found that Hubspot has been tracking this pretty well in their blog. Marketing emails are up 20% and sales emails are up 50% compared to their pre-COVID-19 levels! Sales emails are way up.

Outbound 147

Outbound Company Webinar Metrics Demand Generation 147

The Sales Hunter

MAY 11, 2013

Certain words may seem like no big deal, but in a selling situation, you can cause damage with… “To tell you the truth…” “Honestly…” “Seriously…” If you are using these words and phrases to set things up, they may actually convey something else to your customers.

Video 178

Video Selling Skills Consultative Selling Customer Service 178

The Pipeline

NOVEMBER 19, 2019

If you can’t master B2B sales and time travel, you may as well learn to serve gravy for them fries. What is B2B sales time travel? We’ll look at it in the context of time to decision, not close, but the buyer’s timeline, decision. This leads to the opportunity being ignored from a sales point. What Time Is It There?

Travel 213

Travel B2B Call-back Sales Qualified Lead 213

Understanding the Sales Force

NOVEMBER 13, 2013

Understanding the Sales Force by Dave Kurlan Did you happen to see the movie Gravity? What they do change, is they add a phrase to the beginning of each message. That''s exactly how most salespeople go through each day, through each sales call and meeting, and through each sales cycle. They are in the dark.

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

John Barrows

DECEMBER 5, 2018

As a younger, less experienced rep, I used to think this phrase was awesome. I took a closer look at my close rates on the customers who told me this and saw how low they actually were. Thankfully I caught this early enough in my sales career so my approach didn’t do too much damage. Good luck and make it happen!

Travel 100

Travel Positioning Meeting Closing 100

Marc Wayshak

FEBRUARY 8, 2024

In this article, I’ll guide you on how to make a follow-up call that gets sales meetings. Just as first impressions matter in dating, those initial moments are make-or-break in sales. The tonality you employ during sales conversations is of paramount importance. Check it out: 1. Nail the first 17 seconds. Get them talking.

Follow-up 121

Follow-up Sales Meeting Meeting Real Estate 121

Score More Sales

AUGUST 18, 2014

It is human nature for sales professionals to say more than they need to when talking with clients and potential buyers. Today, make more opportunities for yourself to close business through finding ways to change things up. Learn to replace weak words with powerful words and phrases. Close More Deals. Close More Deals.

Ideal Customer Profile 228

Ideal Customer Profile Call-back Twitter Inside Sales 228

MTD Sales Training

MAY 8, 2017

You can find a ton of material on terms, phrases and magic words to use while attempting to close a sale. Some closing statements and remarks may be very helpful and some may make no difference. However, one question is extremely damaging and will often kill the sale. What do you think?”. What will my spouse say?

Closing 120

Closing Cancellation Positioning Prospecting 120

Score More Sales

OCTOBER 20, 2014

Those of us in a professional selling career – especially a B2B (business-to-business) sales career tend to over think much of what we do. For now, you can review my six ideas on how to keep new rep on-boarding, sales messaging, and sales management SIMPLER so that we can all accomplish a lot MORE. Set 3 annual goals.

Ideal Customer Profile 209

Ideal Customer Profile Lead Rank Lead Scoring Sales Methodology 209

Zoominfo

AUGUST 11, 2020

Below are some of the key benefits of using ideal client profiles in your sales and marketing strategies: Personalization: Everyone’s favorite buzzword. Once you know what your client base looks like, you can personalize everything from blog posts to your actual website to fit their specific needs and interests. Client Interviews.

Ideal Customer Profile 246

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 246

Score More Sales

JANUARY 27, 2014

Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

Score More Sales

JUNE 23, 2014

One of the very best ways to grow sales opportunities, and ultimately revenues, in your business is by having “real” ideas that solve issues for your prospective customer. Use buyer insight to grow sales). “b2b sales Insights” - About 201,000 results. Close More Deals. Close More Deals.

Buyer 203

Buyer B2B Ideal Customer Profile Vendor 203

Pipeliner

JANUARY 12, 2024

Users provide a list of target keyword phrases, and the AI writes a blog post for each keyword. Cody shared his experience with blogs, where human-written ones saw a decrease in organic traffic while AI-generated blogs performed well. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist.

Video 52

Video Hiring Scale Distribution 52

No More Cold Calling

AUGUST 31, 2017

There are many misconceptions that trip up modern sales leaders. For example, if you believe that 57 percent of the buying process is complete before buyers ever contact account based sales reps, you’ve lost the deal before you’ve begun. If you think your account based selling team has a closing problem, you’re mistaken.

Referrals 149

Referrals Cold Calling Account Video 149

No More Cold Calling

OCTOBER 31, 2019

There’s so much pressure to close year-end business and make or exceed our quotas. You’re in blackout mode if you still need to close more than 25 percent of your business in Q4. Plus, here’s what you might have missed from the No More Cold Calling blog this month …. It Takes 3 Things for Women in Sales to Be Bulldogs.

Referrals 136

Referrals Sales Qualified Lead Face-to-face Cold Calling 136

Score More Sales

AUGUST 25, 2014

No problem is a lazy phrase that comes up too much in business situations. When the people you are grating on happen to be potential buyers, your manager, your company president, or referral partners, you may lose a sale. Why do so many sales experts dislike the phrase “no problem”? Close More Deals.

Referrals 221

Referrals Ideal Customer Profile Buyer Up-Sell 221

Gong.io

JUNE 25, 2021

Hard-hitting sales stats. ” Our product gives sales leaders data-backed insights into their sales team. And our Gong Labs team pores through stats from millions of sales interactions to uncover actionable sales tips. Sales Stats for Prospecting. Sales Stat #1: DON’T use ROI in cold emails.

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

The Sales Hunter

MAY 10, 2013

I can’t tell you the number of times I’ve heard salespeople and sales managers use what I refer to as the two deadly words in sales: “if” and “then.” It’s too easy for salespeople and even sales managers to believe if only something , then they could something.

Sales Leadership 199

Sales Leadership Consultative Selling Motivation Lead Rank 199

Sales and Marketing Management

FEBRUARY 16, 2018

Blogs too are fast being turned into viable platforms. Every digital platform, be it a website, blog or social media page, needs content. Your team may be trying to promote a particular product or service to increase volumes of sales. These include words or phrases that convey a strong or compelling assertion.

Marketing 192

Marketing Social Media Lead Rank Lead Scoring 192

The Sales Hunter

JUNE 27, 2012

Allowing the customer to have confidence is a requirement if we expect to close a sale. It’s not what you think the meaning of the word is; it’s what your customer thinks the meaning of the word is that can and will do damage to your ability to close a sale. Copyright 2012, Mark Hunter “The Sales Hunter.”

Motivation 241

Motivation Closing Customer Buyer 241

Score More Sales

SEPTEMBER 23, 2013

We all have words that have become our “go-to” words and phrases in conversation. I was at a conference last week for inside sales professionals and more than a few people recommended Three Sentences – the idea of sending just three sentences (or less) in all your email correspondence. . personally. um (or uh).

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Outbound 230

Hubspot Sales

SEPTEMBER 10, 2018

When you've been in sales a while, it's easy to develop bad habits. Seemingly innocuous phrases like, " Sorry to bother you, " sneak into our regular sales emails and phone calls and poison our relationships without us even realizing it. All it takes is one cringeworthy phrase to kill a sales follow-up email.

Case Study 108

Case Study Study Call-back Follow-up 108

Mr. Inside Sales

MAY 27, 2018

For those of you who have been reading my blog for years know, I’m all about giving you and your team proven, word-for-word scripts and talk tracks so you can successfully deal with the common objections and resistance statements you get, day in and day out. The reason prospects use this line on sales reps is because it works!

Objections 123

Objections Cold Calling Call-back Vendor 123

Lead411

MARCH 7, 2024

7 Sales Quotes to Help Motivate your Day In the thrilling universe of B2B sales, where charm battles objections and wit engages prospects, a touch of motivation and humor can turn a cold call into a warm lead. “They say the early bird catches the worm, but in B2B sales, the second mouse gets the cheese.

Motivation 52

Motivation Cold Calling B2B Quota 52

SBI Growth

FEBRUARY 22, 2013

But how close of an eye do you have on them? The saying goes, "keep your friends close and your competitors closer". First, ask your sales leader who shows up in the most deals. Your competitors know who you are and are subscribed to your blog. Subscribe to their blogs and join their newsletters. Let’s dig deeper.

Closing 330

Closing Lead Rank Lead Scoring Social Media 330

The Sales Hunter

OCTOBER 8, 2012

What constitutes a sale? For that reason, I contend it is possible to make a sale without getting an order. If you’re wondering if I’m going to give you a great excuse you can use with your boss the next time you’re not successful in closing a deal, sorry, not going to happen. ” Sales Motivation Blog.

Motivation 203

Motivation Closing Lead Rank Lead Scoring 203

HeavyHitter Sales

APRIL 17, 2010

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager.

Sales Management 131

Sales Management Penetration Software Software 131

Partners in Excellence

NOVEMBER 22, 2021

Whether at a conference listening to speakers wax on about how fantastic their technology and companies were, investor meetings, sales pitches, people played this game. Sales and marketing is filled with buzzwords. Using them with other sales/marketing people immediately increases your credibility.

Cost Per Click 121

Cost Per Click Conference Discount Sales 121

Smooth Sale

OCTOBER 9, 2022

Accordingly, our collaborative blog provides ‘Ideas to better manage your finances to grow your business. Most of the time, the need to close is when the firm does not use the capital correctly, preventing the company’s growth. Related Blog Stories: How to Take Charge and Improve Your Financial Situation.

Lead Rank 147

Lead Rank Lead Scoring Hiring Small Business 147

Janek Performance Group

JUNE 24, 2022

What is your definition of sales? If you ask ten sales reps, that question will get you ten different answers. The dictionary defines sales as “the exchange of a commodity for money.” In the real-world, sales is a complex and competitive environment. In fact, sales as a profession is quite similar to sports.

Sports 62

Sports Hiring Coaching Quota 62

Partners in Excellence

DECEMBER 1, 2021

Whether at a conference listening to speakers wax on about how fantastic their technology and companies were, investor meetings, sales pitches, people played this game. Sales and marketing is filled with buzzwords. Using them with other sales/marketing people immediately increases your credibility.

Cost Per Click 118

Cost Per Click Conference Discount Sales 118

The Spiff Blog

DECEMBER 7, 2023

Whether you’re a sales compensation manager struggling to get commission statements in order, or a sales rep trying desperately to hit your quota, the last month of the year often ends up being the most stressful. So, we figured it’s a good time to lighten the mood with some of our favorite sales commission memes.

Commission 80

Commission Banking Cold Calling Scale 80

Gong.io

MAY 20, 2021

In fact, we wrote a whole blog about how to conduct them really well. Anything else makes the sales process complex and muddies the waters you’re trying to make crystal clear. Get in, get out, get back to closing. We’re actually hosting a panel discussion with our friends at Pre-Sales Collective about this.

Data 83

Data Infusion Call-back Exact 83

Emissary

MARCH 22, 2022

businesses with at least 50 employees on three criteria: Reputation as an employer (measured via the KPIs of the social listening campaign in blogs, news, social media). The firm reviewed articles, blogs and social media posts pertaining to each employer, searching for specific phrases, such as “corporate culture” and “employee engagement.”

Social Media 52

Social Media Campaigns Enterprise Enterprise 52