Close.io

MARCH 18, 2019

We’ve all been there: you’re in the middle of a sales call, and you start rambling. You worry that the client is bored and question whether you’ve botched the call. That kind of critical self-talk distracts you from the task at hand, and may lead to a bad sales call that doesn’t get a deal. Stay positive during sales calls.

Call-back 91

Call-back Construction Scale How To 91

Adaptive Business Services

JULY 7, 2021

Boise which is run as a for-profit business ( get the how-to book on Amazon ). At one point I had three of these groups but, as I am semi-retired, I scaled that back to the one. I call it a benevolent dictatorship. We call on the same types of companies and people. In 2007, I created NetWorks! Participate .

Groups 77

Groups Networking Maximizer How To 77

Pipeliner

FEBRUARY 17, 2020

The knowledge they provide is immensely constructive. Matthew Syed wrote a fascinating book called Black Box Thinking , highlighting that success happens only when we constructively face our mistakes. Back to major account losses. Because they engage after the loss. Autopsy time. We look away.

Face-to-face 91

Face-to-face Construction Guarantee Ideal Customer Profile 91

Pipeliner

JUNE 4, 2023

This article concludes our series on mega-threats to the sales industry, inspired by the fascinating bestselling book by Nouriel Roubini entitled MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. There are thousands of people involved—architects, designers, construction workers, plumbers, carpenters and more.

Industry 52

Industry Construction Tools CRM 52

Adaptive Business Services

JULY 28, 2021

In 2006 I decided to leave management and go back into selling. This was an interesting dynamic because these folks were generally what I would call top feeders (people who work early on with my potential clients) and I would be a bottom feeder (the guy who generally came into the picture later). Oddly, I thrive in front of groups.

Networking 77

Networking Referrals Call-back Scale 77

InsideSales.com

MAY 13, 2021

Many of the changes that happened in the past year are likely here to stay, and that has huge implications for sales teams that have had to go back to the drawing board on their sales organization and sales motions. Some constructs of field selling are canonical, like conference room meetings and stakeholder meetings.

Outside Sales 99

Outside Sales Conference Inside Sales Territories 99

Pipeliner

NOVEMBER 22, 2022

Stressful events can include job interviews, excessive workloads, group presentations, prospecting and sales calls, multi-million dollar revenue quotas, deadlines, moving, injuries, illness, divorce, marriage, loss of a loved one, and other high-pressure situations. Some had family that visited or called, and others did not.

Exercises 98

Exercises Positioning Call-back Networking 98

Sales Evangelist

NOVEMBER 26, 2019

Coming home, Joseph went back to college for accounting and finance. Joseph got married and didn’t go back to school. He was working in construction and was earning well. Joseph was given a list of all the hospitals and clinics in the area and was told to set a goal to make at least three face-to-face calls every day.

Face-to-face 98

Face-to-face Call-back Up-Sell Construction 98

Allego

MARCH 28, 2024

In a world where AI and automation are causing buyers to question if the person calling them is even human, sales reps must humanize their approach. “We The reason why it’s made it a lot harder is people already have their walls up when a salesperson calls. The volume of calls that you get on a daily basis has increased.

Strategy 62

Strategy Top of Funnel Lead Rank Lead Scoring 62

Lessonly

OCTOBER 5, 2021

Whether your sales organization is back in the office, working in a hybrid environment, or leaning into the new digital sales space, these 6 tips will help you expand your sales training program with effective role play exercises. Improvement comes from constructive feedback—and that is especially true when role playing.

Training 49

Training Exercises Construction Scale 49

Hubspot Sales

FEBRUARY 3, 2021

She read books, asked questions, shadowed other high flyers, and scheduled meetings with top executives — all while setting goals and establishing firm plans to achieve them. Turn on your video during conference calls. One of the better ways inside salespeople can do that is through scheduling reconnects before the ends of their calls.

Hubspot 123

Hubspot Inside Sales Outside Sales Scale 123

LeadIQ

AUGUST 29, 2018

You can get good at listening by meditating, counting to 10, and making it a habit to repeat back to people what they’ve just told you. There are many books out there on how to be humorous. One method we employed was called the Sandwich Method. Imagine the buns as positive traits of the speech and the meat as the constructive.

Construction 66

Construction Call-back Positioning Course 66

Pipeline

OCTOBER 16, 2023

Contrary to the previous statistics, Nucleus Research claimed that CRM implementation can result in positive ROI, “For every dollar a company spends on CRM, it gets back $8.71 – 1.5 The data above shows that Pipeline CRM’s clients experienced positive changes in their sales books. How Much Can a CRM Increase Revenue?

Maximizer 52

Maximizer CRM ROI How To 52

Rob Jolles

FEBRUARY 27, 2023

Originally Published: February 27, 2023 EPISODE NOTES In this Pocket Sized Pep Talk, you’ll learn: Why her book, Communicating with Courage was so important for her to write, and a brief look at her writing process. She’s also the author of the book, communicate With Courage, taking Risks to Overcome the Four Hidden Challenges.

Call-back 40

Call-back Travel Exercises Workbooks 40

SalesLoft

JUNE 18, 2019

Listen to this episode for more insights into true sales success and for answers to questions like: What book is John writing? What is the best introduction in an initial sales call? In what scenario is making 50 calls and setting 0 meetings still productive? That said, the few books that I do highly recommend one of them.

Construction 45

Construction Call-back Up-Sell Tools 45

Sales and Marketing Management

FEBRUARY 8, 2021

Even in the pandemic, many B2B companies tried to adapt that approach to the new world order by simply shifting in-person sales presentations to video calls. Successfully navigating a digital transformation requires what the authors call “digital masters.”. People don’t have the same trust they had with businesses back in the day.

Marketing 120

Marketing B2C Account Based Marketing B2B 120

InsideSales.com

MAY 13, 2021

Many of the changes that happened in the past year are likely here to stay, and that has huge implications for sales teams that have had to go back to the drawing board on their sales organization and sales motions. Some constructs of field selling are canonical, like conference room meetings and stakeholder meetings.

Outside Sales 52

Outside Sales InsideSales Conference Inside Sales 52

Sales Evangelist

JULY 1, 2022

During the 2008 recession, her peers and customers laid off teams and cut back budgets; that’s when her corporate exec board launched a report detailing what maintains relationships with customers. However, constructive tension is crucial to teaching a prospect a risk (and why they need to act on that risk.) Are you sick of crickets?

LinkedIn 40

LinkedIn Lead Rank Lead Scoring Survey 40

Sales Evangelist

JULY 1, 2022

During the 2008 recession, her peers and customers laid off teams and cut back budgets; that’s when her corporate exec board launched a report detailing what maintains relationships with customers. However, constructive tension is crucial to teaching a prospect a risk (and why they need to act on that risk.) Are you sick of crickets?

LinkedIn 40

LinkedIn Lead Rank Lead Scoring Survey 40

The Accidental Negotiator

MARCH 10, 2023

Styles Of Mediation Facilitative Mediation: In facilitative mediation which is also called traditional mediation, a professional mediator attempts to facilitate negotiation between the parties in conflict. Evaluative Mediation: Standing in direct contrast to facilitative mediation is a type of mediation called evaluative mediation.

Negotiation 52

Negotiation Skype Construction Call-back 52

Sales Evangelist

JULY 16, 2019

Jacob Wardrop is the sales director at an email management provider called 28Hands , which helps people who feel overwhelmed with the volume of email and they need a more automated way of handling it. Old school Jacob once worked as a sales rep selling software to the construction industry, and he was assigned a geographical territory.

Ideal Customer Profile 40

Ideal Customer Profile Construction Call-back Referrals 40

Sales and Marketing Management

JUNE 2, 2017

Your competitors’ customers are solid leads, says sales consultant Mark Hunter (TheSalesHunter.com) in his new book “High-Profit Prospecting.” Hunter had the sales force call on prospects throughout December, including the week between Christmas and New Year’s, when many people are out of the office. Competition makes you stronger.

Education 153

Education Competition Oracle Exact 153

Hubspot Sales

APRIL 1, 2019

It ends with a strong call-to-action. Send your buyer the presentation deck before your call. team started sharing our deck before opening sales calls, we learned it’s a winning move. You might assume that sending a buyer the deck before a call is like revealing whodunnit on the cover of a murder mystery. Am I right?

Closing 143

Closing ROI Call-back Buyer 143

SalesLoft

JUNE 20, 2019

What is one of your favorite sales or leadership books of all time, and why? That said, the few books that I do highly recommend one of them. It’s not necessarily a book on sales; it’s a book on psychology, I’m a big fan of understanding psychology and why people do the things the way they do them.

Hiring 63

Hiring Up-Sell Call-back Construction 63

Pipeliner

OCTOBER 14, 2018

Holding back my laughter and amazement I picked up the phone and turned it off. At that moment I was embarrassed because I realized my wife and I were doing them a disservice by always texting another parent if they wanted to have a friend over or setting up FaceTime to call their grandparents. I asked, “Why is the phone off the hook?”

Cold Calling 63

Cold Calling Real Estate Trade Show Referrals 63

LeadFuze

JANUARY 14, 2021

Appointment setting is a sales development activity where specialized reps follow-up on top of funnel leads or do cold calling. They primarily do it via phone call. Sometimes they are even called business development representatives (BDR). 5 Ways to Book More Appointments Without a Service. Image Source: Valasys ).

Lead Generation 52

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 52

Pointclear

FEBRUARY 23, 2018

While all of these scenarios have potential, none could be called a lead. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. If Sales has to make 100 phone calls to determine which 3 are worth something, they won’t invest the time, and it’s not smart for your company to ask them to.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Close.io

JANUARY 28, 2020

To improve your sales effectiveness and make informed data-backed decisions, you need to conduct sales analysis regularly. You can work on the gaps found in a sales performance analysis to put your business back on track to “where you need to be.”. Monthly onboarding and demo calls booked. Sales pipeline analysis.

Analysis 89

Analysis Top of Funnel How To Analytics 89

Lessonly

DECEMBER 6, 2021

Welcome back to part two of our three-part series on The Great Resignation. This calls for a makeover. People crave consistent, constructive feedback from a trusted advisor. If you think that it’s time for your team’s ongoing training to get a makeover, book 15 minutes with us here to see if we’re a good match.

Training 49

Training Hiring Construction Coaching 49

Hyper-Connected Selling

JANUARY 14, 2016

It peels back some of the layers in the human decision-making process, and while it doesn’t have as many answers as the title might imply, it’s a useful guide along the path. The most powerful “nugget” to take from the book is the very simple, and very powerful, cycle of Cue—>Routine—>Reward.

Sports 56

Sports Construction Coaching Advertising 56

The Spiff Blog

OCTOBER 28, 2022

The expectation to Always Be Closing: Sales teams often operate under the belief that the customer or prospect always comes first, even when it means the wellbeing of the sales rep takes the back seat. This often means sales is a 24/7 gig- taking calls at all hours and maintaining extreme schedules to suit the needs of the customer.

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

A Sales Guy

MAY 7, 2012

I chose not to got back to Boston. I chose to go back to school after being out for 15 years. I choose to read a book a month. From the moment we wake up we construct our day, choice by choice, like masons laying bricks. Did you read a new sales book? Did you make an extra 50 calls? Did you work on Sunday?

Construction 114

Construction Call-back Account Course 114

Sales Hacker

FEBRUARY 4, 2019

This week on the Sales Hacker podcast , we talk to author Carson Heady , whose “Birth of a Salesman” series translates real-life sales issues into a popular fictionalized series of sales books. A Book Within a Book: How Birth of a Salesman Was Born [9:23]. Welcome back to the Sales Hacker Podcast. We’re on iTunes.

Microsoft 69

Microsoft Lead Rank Lead Scoring Hiring 69

The Accidental Negotiator

MARCH 15, 2019

For the longest time, the thinking went that we should sit back and allow the other side to make the first offer. This is typically the case in long-standing relationships between suppliers and customers with open books. The reason for this was so that we could learn valuable information based on what they asked for.

Negotiation 49

Negotiation Margin Benefit Construction 49

Gong.io

JULY 31, 2019

You’ll see a massive improvement in the outcome of your discovery calls. That’s true in face-to-face meetings and on discovery calls. Ever been knee-deep in a discovery call only to have someone interrupt with “Can you just show me the product?”. Conversely, average reps construct conversations that feel like interrogations.

Top of Funnel 128

Top of Funnel Decision Maker Outbound Face-to-face 128

Hubspot Sales

JUNE 29, 2018

A few years ago, I wrote the book 1-on-1 Management: What Every Great Manager Knows That You Don’t. Like any effective sales call, a sales manager should ask good questions and listen carefully. Just sit back and listen. One thing I'd like to stop doing: "I've been emailing prospects when I really should be calling them.

Meeting 95

Meeting Lead Rank Sales Qualified Lead Call-back 95

SBI

JUNE 18, 2013

In closing, Jonathan suggested that Heidi check back in two weeks’ time. So when Heidi called back in two weeks, Jonathan wasn’t ready with a purchase decision. In Chip and Dan Heath’s book “Decisive” they refer to this technique as ‘ ooching. She asked about his time-frame.

Construction 123

Construction Call-back Buyer Follow-up 123