The Pipeline

SEPTEMBER 9, 2020

We have some great news from the Proactive Prospecting Club , we have added a new course, and, members get a discount! His extensive research into sales metrics and CRM led to the breakthrough insights in his best-selling book, Cracking the Sales Management Code. By Tibor Shanto. And it’s not just any course.

Course 235

Course Hiring Video Discount 235

No More Cold Calling

APRIL 7, 2016

Don’t miss your chance to cash in on my No More Cold Calling book anniversary! One week from today—April 14, 2016—marks the 10-year anniversary of my first book, No More Cold Calling ™. The book’s subtitle, “The Breakthrough System That Will Leave Your Competition in the Dust,” says it all. No More Cold Calling book is $0.99

Cold Calling 120

Cold Calling Referrals Margin Competition 120

Sales Hacker

FEBRUARY 20, 2024

Highlights: (5:13) Unveiling Richard’s book: The Seller’s Journey. (10:51) 21:47) The art of negotiation: offering discounts. (25:31) Highlights: (5:13) Unveiling Richard’s book: The Seller’s Journey. (10:51) 21:47) The art of negotiation: offering discounts. (25:31)

Negotiation 91

Negotiation Ideal Customer Profile LinkedIn eBook 91

The Pipeline

APRIL 6, 2021

Most salespeople are way over reliant on their product while prospecting or selling, continuing to lead with and hype features/benefits. But as Mike Tyson said, the best made plans are laid out by the first punch or prospect objection. Doing a much better job selling the manager on the discount than selling the value to the prospect.

SME 299

SME Lead Rank Lead Scoring Discount 299

Crunchbase

NOVEMBER 9, 2021

Lead generation is pointless if it doesn’t result in a prospect and a conversion. Before we dive into how to drive conversions, let’s first unpack the difference between a lead and a prospect, and how to turn one into the other. Grow your revenue with all-in-one prospecting solutions powered by the leader in private-company data.

Sales Qualified Lead 111

Sales Qualified Lead Lead Rank Lead Scoring Prospecting 111

Rob Jolles

JULY 28, 2023

Here’s a quick quiz: Which prospect would you prefer meeting with? Prospect #1: Someone who has been battling with a particular problem, has finally decided to do something about it, and calls you! I’m pretty sure I know which prospect you’d pick. Well… you might want to be careful what prospect you wish for.

Prospecting 52

Prospecting Call-back Up-Sell Face-to-face 52

Rob Jolles

JULY 28, 2023

Here’s a quick quiz: Which prospect would you prefer meeting with? Prospect #1: Someone who has been battling with a particular problem, has finally decided to do something about it, and calls you! I’m pretty sure I know which prospect you’d pick. Well… you might want to be careful what prospect you wish for.

Prospecting 52

Prospecting Call-back Up-Sell Face-to-face 52

The Pipeline

APRIL 11, 2016

Thus far in this series we have looked at two prospects segments that are popular among sellers, mostly because they are likely the easier of the three. The reason for that is that those who thrive on prospecting this segment, not only have more fun selling, they face less competition, and as a result make more sales and commissions.

Segment 120

Segment Prospecting Objections Vendor 120

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 7 Sales Prospecting Ideas That Work. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. You heard me — give away prospects. Voicemail as a Prospecting Strategy?

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

Increase Sales

MARCH 14, 2012

Salespeople are quick to defend their need to discount with the belief that this is the only way they can close the sale. I wanted to provide salespeople with proven solutions to avoid the discounting madness. They have repeatedly commented that the book hits the bulls eye in giving salespeople tools to leverage their position.

Discount 131

Discount Face-to-face Facebook Negotiation 131

Partners in Excellence

NOVEMBER 9, 2023

” (I did get a lot of value from the book.) As a result, we are looking at any hack that enables us to get those goals…… Your customers are just waiting for you to come to them with those deep discounts. I appreciate her patient voice saying, “Dave you are making a mistake, are you going to pay attention to me?”

Discount 120

Discount Pipeline Opportunity Tools 120

No More Cold Calling

APRIL 30, 2020

I wrote my second book— Pick Up the Damn Phone!: In fact, they didn’t even need to talk to prospects, because they had great tech tools. That’s why I’ve offered the Kindle version of my book, Pick Up the Damn Phone! , Today’s the last day to get your discounted copy. The #1 Way to Land Top Prospects Now.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Sales and Marketing Management

SEPTEMBER 8, 2018

After a week and a half, a 20 percent off discount opportunity becomes available to your interested subscriber. Solve their needs by offering a free e-book that fulfills an important part of their lives. Day 4 – Product recommendation and Discount. Day 5 – Discount Reminder. That’s what an autoresponder series is.

Case Study 237

Case Study Discount Webinar Metrics How To 237

The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 6 Great Sales Questions to Ask Prospects. What are some great sales questions to ask prospects? I think the great questions are the ones that determine if the prospect is even a valid prospect. Client List. Testimonials. Negotiation.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

SBI

MAY 30, 2018

If your prospects are so smart, why don’t they always make optimal choices? There are many books on the subject of “choice.” If we didn’t, then we should move onto other prospects for whom we DO believe it is the optimal choice. 6 Prospects don’t know what they want. 9 Adversity to risk.

Prospecting 123

Prospecting Software Software Cold Calling 123

The Sales Hunter

NOVEMBER 26, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Why You Should Prospect During the Holidays. Yes, you can do sales prospecting during the holidays. As a salesperson, though, you would be foolish to not recognize what is unique about this time of year when it comes to prospecting.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

The Sales Hunter

JANUARY 6, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. January is “Prospecting for Sales Month” Jan 06, 2012. I bet you didn’t know January is “Prospecting for Sales Month.” This is the sole reason why I say January is “Prospecting for Sales Month.”

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 5 Secrets to Get Better Prospecting Leads. There are 5 secrets used by top-performing salespeople to get better prospecting leads. The reason these are great prospects is simple. Client List. Testimonials. Mark’s Insights on PRICING.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

DECEMBER 30, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 4 Easy Steps to Better Prospecting. Do you want 4 easy steps for prospecting that yields the kind of results that you don’t just want, but you need? Identify the prospect. Too many salespeople make prospecting too complicated.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

Hubspot Sales

DECEMBER 6, 2017

This forces negotiations to take place before stakeholders in Procurement and Legal are out of the office -- something your well-meaning prospect might not have considered. This distances you from the stress of closing deals during the holidays and shifts the scramble to your prospect. 2) Close for post-sale activity. The solution?

Closing 127

Closing Discount Face-to-face Negotiation 127

The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. How “Social Media” Can Be Part of Your Prospecting Strategy. If you want more profits, you’re going to have to have the most comprehensive and effective “prospecting tool bag” possible. discounting. E-mail RSS.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

MARCH 7, 2012

Yesterday we officially launched “ High-Profit Selling: Win the Sale Without Compromising on Price ,” and it is taking off, reaching #1 and #2 Hottest Selling New Sales book on Amazon for trade paperback and Kindle. Simply buy the book, go to this page to claim your FREE bonuses. Creating Real Value Using your Price Point.

Up-Sell 137

Up-Sell Motivation Objections Benefit 137

Mr. Inside Sales

JUNE 6, 2017

My brand new book, published by Wiley & Sons: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales , is now available for pre-order! Get Yours Today: Amazon , Barnes & Noble , Books-A-Million. Great news! Get your summer reading NOW by Pre-Ordering today!

Cold Calling 136

Cold Calling Gatekeeper Discount Decision Maker 136

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Voicemail as a Prospecting Strategy? What this means is you use cold-calling voicemails as one part of your prospecting strategy, and the other parts are going to include email, direct mail, networking, and so forth. Client List. Testimonials.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. Prospecting. What is prospecting? What is prospecting? Prospecting is the process of finding and reaching out to potential customers for your business. Scour Yelp for potential prospects.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 4 Things to Do Right Now to Get Better Sales Prospects. We all need better sales prospects. Rarely do I run into a salesperson who is not looking for more sales prospects. Expand your prospecting funnel. Client List. Testimonials.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

Pipeliner

APRIL 17, 2024

Implement Strategic Pricing And Dynamic Offers Master host also stresses the importance of strategic pricing to attract more bookings. Additionally, offering timely promotions and discounts can attract guests looking for value, ensuring your occupancy rates stay high even during slower periods.

Lead Rank 52

Lead Rank Strategy Social Media Lead Scoring 52

Mr. Inside Sales

JUNE 6, 2017

My brand new book, published by Wiley & Sons: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales , is now available for pre-order! Get Yours Today: Amazon , Barnes & Noble , Books-A-Million. Great news! Get your summer reading NOW by Pre-Ordering today!

Cold Calling 120

Cold Calling Gatekeeper Discount Decision Maker 120

Zoominfo

APRIL 29, 2020

Even so, they are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Trade shows are a small(ish) pond of like-minded prospects where your sales reps can catch a lot of really big fish. It’s time-consuming, yes.

Trade Show 191

Trade Show Lead Generation Sales Qualified Lead Leads 191

Sales and Marketing Management

MAY 12, 2019

Can they commit to more technology to earn a higher percentage discount? Can they pay faster to earn a higher discount? You’re not a charity - and given these levers are all things your company and your compensation plan care about, they are also things you are likely willing to pay them for in the form of a discount. .

Negotiation 166

Negotiation Discount Proposal Face-to-face 166

The Sales Hunter

JANUARY 12, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Why “Social Media” Sucks for Prospecting. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. discounting. prospecting. Blog , Prospecting.

Social Media 157

Social Media Media Motivation Prospecting 157

Pipeliner

JANUARY 28, 2021

Early in a typical customer journey, prospects interact with content (clicks, opens, downloads, contact-me requests, etc.). Sales conversations should guide prospects to quantify (usually financially) the value of the outcomes of doing business with you. Once they do, that opportunty has “deal winning value” to the prospect.

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Even if you do get your prospect’s attention, you can’t expect them to read your long, fluffy emails filled with the buzzwords of the day when they have many other emails to open. Spend some time on the subject line.

Case Study 98

Case Study Proposal Lead Rank Follow-up 98

Hubspot Sales

FEBRUARY 9, 2021

Relying Heavily on Discounts. Ortiz also warns against leaning on discounts when conducting sales efforts in 2021. She says "It’s also important to know that putting the pressure on and relying heavily on discounts will be the least effective strategies. The first step is to sincerely listen to what your prospect is saying.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

Hubspot Sales

FEBRUARY 12, 2024

Differentiate yourself by offering discounted subscription cleans, eco-friendly detergent options, and winning customer service. ? If you can send them clients or prospects, they’ll pay you. Turn that knowledge into a fixed pricing model that makes it easy for customers to book, and removes the need for in-person bids.

Industry 79

Industry Chemicals ROI Lead Rank 79

Smooth Sale

DECEMBER 22, 2021

Coupons and discounts: Coupons and discounts offer incentives for your customers to come back and make purchases at lower prices. A simple discount of 10 percent on the next purchase can be the difference between a customer returning to you or shopping elsewhere. Helped many to secure the job they desired. .

Loyalty 78

Loyalty Hiring Discount Small Business 78

No More Cold Calling

APRIL 29, 2018

What it takes to earn introductions to prime prospects. I recently received the following email: “I finished your book on referral sales last night, and now I’m building my 100 names so that I can ask for introductions to a couple of decent sales reps with some experience selling to my market. He clearly didn’t read my book.

Referrals 136

Referrals LinkedIn Examples Cold Calling 136