Sales 2.0

JANUARY 24, 2020

Don’t sell to anybody. OK, I mean don’t sell to just anybody. The problem is every deal seems great until you actually “get married” to your prospect and they become your client. As you know many such “marriages” end up in unhappy breakups. Try to avoid such “promiscuous prospecting”.

Prospecting 195

Prospecting Demographics Travel Segment 195

Mr. Inside Sales

SEPTEMBER 4, 2020

Do you need customized keynotes or breakout sessions on subjects like: Prospecting – Both B2B & B2C Dealing with gatekeepers Overcoming objections and Stalls Virtual Presentation Skills Setting follow-up appointments Motivation and Attitude Adjustment And much more! The post Book Mike Brooks for Your 2021 Virtual Sales Event!

Hiring 156

Hiring Gatekeeper Face-to-face Inside Sales 156

Alice Heiman

JULY 8, 2020

A great and cost-effective way to keep your sales team learning is to have them read the latest sales books. But, which books should they read? F inding great sales books can be overwhelming. When you type “sales books” into Amazon, there are over 100,000 results. . Follow Up and Close the Sale .

Hiring 155

Hiring Sales Leadership Follow-up Quota 155

Zoominfo

JULY 12, 2022

And to create a pipeline, you have to book meetings — which is no small feat. According to RAIN Group Sales Training , it takes an average of eight touches to get an initial meeting with a new prospect. And the longer it takes to get a meeting on the books, the more likely you are to lose the opportunity altogether.

Meeting 100

Meeting Demand Generation Demand Generation Targets Microsoft 100

Mr. Inside Sales

FEBRUARY 7, 2020

What characteristics make up leadership? These are just a few of the crucial questions that Doris Kearns Goodwin answers in her new book: Leadership In Turbulent Time s. If you enjoy reading about and learning from history, then you’ll love this new book. Need More Proven Responses to the Selling Situations You Face Every Day?

Face-to-face 159

Face-to-face Gatekeeper Inside Sales Decision Maker 159

No More Cold Calling

APRIL 3, 2020

Ram Charan, author of more than 20 books and consultant to CEOs, said in 2008 : “It’s counterintuitive but true that when the economy slows down, the pace of decision-making has to speed up, because you can’t put off the tough choices anymore. If You Freeze Up, So Does the Sales Pipeline. There’s no time to waste.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

Alice Heiman

SEPTEMBER 9, 2020

More books! In our last book round-up , I shared 3 sales books you could recommend to your sales leadership for cost-effective learning opportunities and book clubs. I’d love to hear their thoughts on the books if they did! . Below are 4 more great sales books I recommend for you and your team. .

Negotiation 165

Negotiation Cold Calling Compensation Exact 165

Mr. Inside Sales

MARCH 17, 2024

What’s the number one blow off prospects use these days? Not only is it hard to get prospects back on the phone, when you do, you usually lead off with the ineffective opening line of: “Did you have a chance to review that email I sent you?” And then when a prospect blows you off with, “Can you email that to me?”

Face-to-face 243

Face-to-face Sales Qualified Lead How To Gatekeeper 243

Allego

JANUARY 4, 2022

But there’s another avenue for professional development you can put to use without having to schedule another meeting on your calendar—books! I’ve rounded up eight sales books from experts and influencers in the space that I believe carry key insights instrumental to our growth as sales professionals in the year ahead.

Hiring 127

Hiring Webinar Metrics Sales Enablement Maximizer 127

DiscoverOrg Sales

APRIL 11, 2019

Spring break means vacation – and vacation means plenty of down time to catch up on reading! So order the margarita, stroll down to the beach, and grab a book for a little beach reading. This alone may set this book apart from a lot of other sales dev books by some sales training professionals.). What will it be?

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

Sales 2.0

MARCH 6, 2024

This uptick in the need for AEs to self-source deals has likely been driven by economics, the need to “do more with less”, but is I trend that may continue as AI tools free up AEs from admin tasks. You can’t just show up to a meeting and ask questions (“solution selling”). More details in her classic book No More Cold Calling.

Lead Rank 195

Lead Rank Lead Scoring Leads Marketing Qualified Lead 195

The Sales Hunter

JULY 30, 2019

Ask salespeople what their number one issue is and you’ll probably hear, “getting good prospects.” Here’s a simple fact: you can’t close a sale until you have someone to sell to. So what does it take to successfully prospect? Have a dedicated time on your calendar to prospect. Don’t allow interruptions!

Prospecting 210

Prospecting Sales Qualified Lead Social Media Lead Rank 210

Sales and Marketing Management

JANUARY 4, 2019

His mission is to set up appointments on behalf of his manager. He told me that he was reaching and having brief conversations with some prospects but those conversations went nowhere. He said he was trying to be consultative, to elicit details and to drill down on prospect objections. This new client is not a beginner.

Consultative Selling 254

Consultative Selling Prospecting Cold Calling Face-to-face 254

Mr. Inside Sales

OCTOBER 7, 2019

By booking Mike Brooks, Mr. Inside Sales, you will ensure that your inside sales team returns to their offices not only pumped up, but also equipped with proven sales skills they can use to instantly perform better! This book will give your team even more takeaways and valuable techniques they will use all year long to make more sales!

Face-to-face 121

Face-to-face B2C Inside Sales Gatekeeper 121

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.

Top of Funnel 406

Top of Funnel Positioning Scale Inbound 406

Sales 2.0

JUNE 2, 2018

Don’t sell to anybody. OK, I mean don’t sell to just anybody. The problem is every deal seems great until you actually “get married” to your prospect and they become your client. As you know many such “marriages” end up in unhappy breakups. Try to avoid such “promiscuous prospecting”.

Prospecting 170

Prospecting Demographics Travel Segment 170

The Sales Hunter

OCTOBER 22, 2019

The prospect agrees to take your meeting, and they even agree to your demo call. Suddenly, the potential to make your quarterly number is going up in smoke! Suddenly, the potential to make your quarterly number is going up in smoke! When you’re in the prospecting phase, the customer will comment more openly with you.

Buyer 160

Buyer Prospecting Sales Qualified Lead Face-to-face 160

Smooth Sale

DECEMBER 23, 2021

Note: Nicole Garrison, provides today’s guest Blog, ‘Will you improve with these sales books?’. She adds, “if I ever write a book on effective sales training, I will title it “Relationships and Technology – The 21st Century Approach to Sales.” Will You Improve with These Sales Books? Gap Selling (B y Keenan) .

Hiring 78

Hiring Social Media Follow-up Research 78

Sales 2.0

JUNE 8, 2014

Next time you join a new company or change your sales role in your company, you’re going to want to have a copy of Jill Konrath’s new book: Agile Selling. When you’re in a new sales job you will have a very limited amount of time to produce results or you’re going to end up looking for new gig.

Up-Sell 199

Up-Sell Tools Sales System 199

eGrabber

AUGUST 4, 2021

Sales prospecting is one of the most tedious and time-consuming tasks for B2B companies. Most of the sales & marketing professionals say that sales prospecting is the most challenging stage in their sales process. Yes, without an audience whom will you reach out to sell your products & services? You can’t rely upon them.

Tools 52

Tools Prospecting B2B Decision Maker 52

Understanding the Sales Force

MARCH 20, 2024

My wife thought I would enjoy a book she found at the airport bookstore and I agreed that it looked compelling. Cold-Case Christianity is a book by J. Similarly, many prospects are also non-believers in your product or service. It will be worth it! As a detective, he always followed the evidence to find the truth.

Sales Process 334

Sales Process Sales Methodology Decision Maker Pipeline 334

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. Selling More by Talking Less.

Up-Sell 137

Up-Sell Motivation Objections Benefit 137

Zoominfo

NOVEMBER 1, 2022

Smarter Prospecting in Less Time For experienced sales professionals, using ZoomInfo for the first time often feels like discovering a secret; after spending years going door-to-door, suddenly having a world of information at your fingertips can be an invigorating experience. Selling in today’s economy is tough enough.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Vengreso

JANUARY 13, 2023

I’m not a book reader in general and prefer consuming content in short, small bites. In fact, I find books a little overwhelming at times. Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. I’ll be the first to admit it!

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Salesmate

JULY 28, 2020

Books help in expanding knowledge. So, take the help of various sales books to enhance your knowledge and brush up your skills. 25 sales books you must-read in 2020. Here is a compilation of top sales books that you should consider reading in 2020 to improve your performance and reach your sales goals.

Lead Rank 103

Lead Rank Buyer Outbound Influencer 103

Sales 2.0

MARCH 7, 2018

The prospecting approach recommended in the book could probably better be called “insightful” or “insight-based” or something like that. classic solution selling.). classic solution selling.). We want the solution to just show up (already baked like on one of those cooking shows.).

Prospecting 150

Prospecting Referrals Call-back Solutions Selling 150

Mr. Inside Sales

JUNE 6, 2020

What’s the biggest mistake sales reps make with prospecting or cold calling? Your prospecting will go a lot better if you do! They don’t care who you are or what you’re selling. Cold calling mistake #2: Don’t pitch your prospect—yet. and allow your prospect to engage with you. How do you avoid that? Just stop it.

Prospecting 161

Prospecting Gatekeeper Cold Calling Face-to-face 161

eGrabber

JULY 9, 2021

Sales prospecting is the process of identifying your ideal prospects, building your prospect list and then reaching out to them to turn them into your customers. This blog post will help you learn how sales prospecting tools help you to speed up prospecting and find customers faster.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Tools Sales Qualified Lead 98

Close.io

DECEMBER 3, 2019

They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. Occasionally though, you need to go back to the drawing board and find out the gaps in your selling process. Best cold calling books with sales tactics. ?

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Salesmate

SEPTEMBER 18, 2020

Well, you can get many tips, tactics, and strategies from various sales management books. Best sales management books you must read. I invest some time reading some best sales management books and getting actionable takeaways to amp up your sales team’s performance. The book is nicely laid out. The Sales Boss.

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

The Pipeline

AUGUST 22, 2016

All the more reason why Jack Malcolm ’s new book Lean Communication for Sales , is a must read for sales people and their managers. Straight off the top, Jack posses the following question: Would your prospects and customers pay to talk to you? Talk less, Sell more - Click To Tweet.

B2B 120

B2B Buyer ACT Sales 120

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

Smooth Sale

DECEMBER 29, 2023

Photo by GDJ Pixabay Attract the Right Job Or Clientele: How to Simplify the Appointment Process for Prospective Clients Successful selling requires a meeting of the minds between the buyer and the seller. One of the aspects that’s a part of the customer journey is setting up appointments without complications.

Prospecting 91

Prospecting How To Hiring Influencer 91

Smooth Sale

MAY 25, 2022

Attract the Right Job Or Clientele: Improving Your Business Prospects One Step At A Time. Our collaborative blog provides insights for ‘Improving your business’ prospects one step at a time.’. Specifically, looking at how you can hope plus take action for improving your business’ prospects one step at a time. _.

Prospecting 139

Prospecting Hiring Licensing Research 139

Hubspot Sales

NOVEMBER 2, 2017

If you’re in sales, and this is your first year on the job, you should make it a priority to read the following 12 books. That's a book a month -- meaning you'll be fully ramped and selling like a pro by your one-year anniversary. Best Books for New Sales Reps. The Little Red Book of Selling.

Handbook 105

Handbook Hiring Scale Up-Sell 105

Allego

JUNE 9, 2021

Yuchun Lee and Mark Magnacca , co-founders of Allego, announced their new book Mastering Virtual Selling: Orchestrating Sales Success , an all-in-one guide providing sales professionals with proven sales methodologies, actionable best practices and relatable anecdotes to compete successfully in a virtual world. With more than 13.7

Sales Methodology 71

Sales Methodology B2B Energy Up-Sell 71

Salesmate

MAY 27, 2020

For sales reps, one of the most gratifying feelings is getting a prospect on a call after weeks (sometimes even months) of chasing. Statistics show that 80% of sales require 5 follow-up calls in order to close. To get to the finish line, you must first master the art of the follow-up. Tips for scheduling follow-up sales calls.

Follow-up 122

Follow-up Social Media Call-back Lead Rank 122