Sales 2.0

OCTOBER 27, 2014

Have all your calls and emails to your potential buyer not been returned by them? Have you had one conversation and perhaps some interest – then you call back and drop a few emails and get no reply? Sure, it’s very possible your buyer just really isn’t into you – or your products and services.

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Shari Levitin

OCTOBER 11, 2022

Bringing them up creates instant credibility on a virtual sales call. A friend of mine, top seller Karen Keating, continuously checks out trigger events before her sales calls because she says, “New executives are more likely to make changes. A few months ago, I listened to the company VP’s podcast before my sales call.

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Call-back Workbooks Real Estate Licensing 62

Sales and Marketing Management

JANUARY 11, 2021

In those times, a seller’s dynamic personality was all that was needed to keep buyers focused. When buyers are staring at a screen during a virtual meeting, they can more easily multitask. . This means sellers have a much higher bar they need to cross to capture and keep buyers’ attention. We call this the Engagement Threshold.

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Hubspot Sales

MARCH 23, 2018

Sales Call Tips. Start Sales Calls with a Bang. On the other hand, the use of science in sales focuses on two areas: the seller and the buyer. Proactive sales psychology to prepare for the toughest buyer objections ahead of time by establishing the right mental and emotional state. Start all sales calls with a bang.

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The Pipeline

FEBRUARY 5, 2019

Objections that come up during a prospecting call are entirely different from the ones that come at the end of a sale. Buyers, like sellers, are creatures of ego, rather than admit they need help, they blurt it out as an aggressive question, an objection. Give It Back.

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Mr. Inside Sales

APRIL 14, 2024

What this means is that rather than let that random, negative self-talk just pour into you, you should instead talk back to yourself in advance and feed the positive self-talk you need to succeed. I just need to put in a little more effort, and when I do, I’ll find buyers—just like everyone else is!” “I

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MTD Sales Training

JANUARY 4, 2018

These days, it isn’t about how good you are at selling; it’s about how good you are at determining the needs and wants of your buyers. It means knowing what buyers would tell you if you would only listen. Most websites are on-line brochures, and many buyers want to make their decisions before making contact with you.

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Mr. Inside Sales

MARCH 17, 2024

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?” If you follow this strategy, then you’ll be ready to side step the email stall and get right back into qualifying! but face it—they rarely are.

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Hubspot Sales

FEBRUARY 12, 2024

Buyer beware.” We’ve all heard that expression before, and unfortunately, it’s because buyer-seller relationships haven’t traditionally been great. That’s why I’m not the biggest fan of the one-call close. Some of the characteristics and behaviors that define a good-fit buyer are obvious, while others are a bit more nuanced.

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Sales 2.0

JANUARY 25, 2024

We may be entering a “new, new era” of selling—an era that takes us back to good old-fashioned relationship selling. Up to this point many of the tools available to sales teams have encouraged volume-based sales techniques, like mass emailing and cold calling. We will use fewer cold approach techniques.

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Score More Sales

JULY 15, 2014

We talk to sellers all the time that assume a buyer is thinking in the same ways that they are. You know the old saying, “never assume… ” To build business you cannot afford to assume what’s in my head is the same thought that is in my buyer’s head instead think like your buyer.

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Sales Hacker

DECEMBER 29, 2022

Though the Harvard Business Review prematurely declared it dead a decade ago , today’s top sellers have found new ways to leverage solution selling that speak directly to the attitudes and needs of modern buyers. Buyers in 2012 had come a long way from the buyers of the 1980s. Table of contents. What is solution selling?

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The Pipeline

FEBRUARY 16, 2015

Given that we are sitting in sub-zero temps in the north east, -25 C in Toronto, any call you’re going to make today is going to be a cold call. Pursuit Cadence – It takes a lot more effort to get the attention of buyers these days. Add to that many ignore the first few calls just to separate the strong. Tibor Shanto.

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Hubspot Sales

JANUARY 7, 2024

Overuse will make you sound like you’re back in high school, and decrease the likelihood of prospects taking you seriously. Talk like a businessperson, but don’t assume deep knowledge or expertise in your buyers' industry. But you can overdo it — acting overly excited or eager makes you seem juvenile. should be deployed sparingly.

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Sales Hacker

APRIL 25, 2023

If you’re a salesperson, you have to learn about your buyer. And too often, I see salespeople taking the quick and lazy path on discovery calls — the path that alienates and annoys the very prospects they’re trying to win over. And your buyers hate it. And once you learn how to use them, you’ll never go back.

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Sales 2.0

MARCH 6, 2024

Understanding each buyer’s needs : We often think we know our buyers but somehow we don’t really “get it” at a core level. We have a “fuzzy” understanding of why our buyers’ buy and are missing the key emotional levers that really make them commit. It’s time for the dreaded cold call!

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Hubspot Sales

JUNE 21, 2023

Salespeople need to be able to neutralize and move past buyer objections to be successful, but there's a distinction between objections and brush-offs. Brush-offs are time savers — ways for prospects to get you off their back without much regard for what you‘re selling or how you’re selling it. That means learning to be disruptive.

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MTD Sales Training

NOVEMBER 20, 2017

Know The Prospective Buyer. Buyer Traits. However, you will find that they provide a good overall view of commonalities in the different types of buyers. Different Prospective Buyer Types. The Assertive: This buyer personality is often difficult to deal with. Assertive/Aggressive Buyer Tips. The Assertive.

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Smart Calling

JUNE 22, 2020

Upon examination of their methods, processes, and beliefs I often can spot mistakes being made due to belief in one—or many—of the cold calling myths that still are being perpetuated. I’ve list them, along with the Smart Calling truths. Cold Calling Myth: “It’s just a numbers game.”. I prefer to call them “assistants.”

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Sales Hacker

JUNE 24, 2022

Sales sequences don’t belong after the first call in a complex sale. Why buyers ignore your follow-up emails. When a buyer reads a bump email, they’re running a mental calculation. “ For example, you want your buyer to organize a call with three senior-level people — thousands of dollars of time invested.

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SBI Growth

MARCH 11, 2013

I discuss how these Reps align themselves with the Buyer’s process to be successful. Then I provide a Buyer Alignment Tool to enable success in these environments. Frequently, Sales Reps are busy pitching their products without listening to their Buyers. They sometimes sell while the Buyer is still defining their problem.

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Buyer B2B Lead Rank Lead Scoring 333

Mr. Inside Sales

NOVEMBER 20, 2023

I wasn’t home, but he pitched my wife and said he’d come back. Finally, I called Google Fiber and the next week they came out and ran cable to the side of my house where my existing Internet enters the home. It takes persistence, a proven sales cadence, and many calls to finally persuade a qualified buyer to buy from you.

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No More Cold Calling

JULY 29, 2021

It’s like back pain. You can stretch and put heat or ice on an aching back, but unless you treat the source of the pain—a pulled muscle or degenerating disc—your back will continue to hurt. The buyers had no idea why they were meeting, and the salesperson didn’t ask enough discovery questions to offer tailored solutions.

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Mr. Inside Sales

AUGUST 13, 2021

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. And this method not only allows prospects to disqualify themselves, but it also gets those interested buyers to respond back to me with a time to reach them. #2: 2: Make more calls without leaving a message.

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Showpad

JUNE 29, 2021

Engaging buyers in an effective way requires sales professionals having access to the right content and messaging for their targeted buyer roles and their business challenges. Additionally, it’s crucial that they can tailor their approach and their messages in each buyer interaction in a valuable, relevant and differentiating way.

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Highspot

DECEMBER 8, 2020

To navigate these murky waters, salespeople are increasingly relying on the concept of buyer enablement – a sales approach that makes it easier than ever for buyers to champion your product, so reps can close new business. What are the four types of buyers. How do you engage a B2B buyer? What Is Buyer Enablement?

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Mr. Inside Sales

APRIL 30, 2023

They may get some leads out and set up some “demos or presentations,” but because they didn’t discover whether a prospect was truly a buyer and in the market at that time, their close rate is a disappointing 2 sales out of 10 full presentations…. Compare that with your own close rate or your team’s closing percentages. Try it today.

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Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 212

DiscoverOrg Sales

APRIL 19, 2018

In this blog, you’ll learn how to create a sales territory plan in 3 steps: Identify buyer-centric market opportunities. Step 1: Begin with a buyer-centric approach. As a cloud storage provider, the pain points associated with processing speed and data storage present another market opportunity with product development buyers.

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Territories Outsourcing Services Ideal Customer Profile Buyer 181

No More Cold Calling

JULY 19, 2012

Nothing has really changed in the sales world, although many pundits rant about the “new normal,” “new realities,” Buyer 2.0, They talk about the “informed buyer.” Is the so-called Buyer 2.0 Here’s the great news: Buyer 2.0 Technology may power sales research, but people power the close. more informed?

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Sales Hacker

OCTOBER 19, 2020

Everyone in sales talks about how you need 5, 10, 15, or more touches to engage a buyer. Stop back for the rest of the posts in this series, as there are additional data and insights to share. Sales reps only have 14 days to engage a buyer before the conversion potential is so low that it’s no longer worth following up.

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Corporate Visions

NOVEMBER 7, 2019

The post Are Buyer Personas Sabotaging Your Sales? One of the most popular “best practices” in B2B sales and marketing is to create buyer personas. Typical buyer personas include a character sheet full of your prospects’ demographics, challenges, goals, and KPIs. Buyer Personas Don’t Create Urgency to Change.

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Mr. Inside Sales

FEBRUARY 19, 2023

Yep, two out of ten prospects you speak with turn into buyers. There are many other qualifying questions, of course, and I’ve written about them in detail and given you word for word scripts and questions to make it easy on you, but the above questions will always reveal who the two out of ten buyers are. Who’s next?”

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Adaptive Business Services

MARCH 20, 2019

To be fair, most of what I am about to discuss is based on my experience as a buyer vs. as a seller. So, that leaves us with direct mail, SMS, attraction marketing, and face-to-face cold calls. And … we are now back to 1977 when I first got started in B2B selling … Face-to-Face Cold Calls. Direct mail? Get active.

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No More Cold Calling

MARCH 31, 2021

Here’s what you might have missed this year from No More Cold Calling. Their clients weren’t returning calls, and budgets were constricted or put on hold. Even so, emails and cold calls aren’t going to help your business recover. When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople.

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No More Cold Calling

FEBRUARY 24, 2021

Are your buyers clamoring to talk to you? When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople. Or rather, change them back —from digital marketing to relationship building. Who are buyers going to talk to when they’re short on funds and stressed about the future of their organizations?

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Selling Essentials RapidLearning Center

OCTOBER 27, 2022

And because your offering is one-of-a-kind, you never feel any pressure from buyers to lower your price. They may not put it in so many words, but they like to think your product is a commodity that they can easily get elsewhere — especially in light of all the online resources buyers have these days. The buyer is impressed.

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