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Baseball, The Toad and Coaching Unresponsive Salespeople

Understanding the Sales Force

A couple of hours later, Dinger and I were walking back into the house and I spotted it again, waiting to hop into the house with us! Should I adhere to a policy designed to snag sucky salespeople who waste people’s time, and keep them away from decision makers? Call again. You should not either.

Coaching 203
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It's that time of year: “Call me back after the holidays.”

Jeffrey Gitomer

"Call me after the holidays" is the second most-heard objection in sales. It's an excuse for decision makers to put buying decisions on hold. It's an excuse for decision makers to put buying decisions on hold. Call me after the holidays" is not an objection. Offer incentives and alternatives.

Call-back 156
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14 Sales Voicemail Tips to Increase Your Closing Rate

LeadFuze

What if I were to tell you that no matter how great a salesperson you are, the majority of prospects aren’t going to call you back? 80% of Sales Calls Just Go to Voicemail. Never forget that key decision-makers are busy. Don’t call back 15 times in a row hoping for an answer. . Don’t hang up.

Closing 98
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This is How Sales Managers Should Coach Their Salespeople

Understanding the Sales Force

Executed correctly, the salesperson has a conversation with a decision maker that is unlike any conversation the competition has had. That creates urgency, and an incentive for a prospect to self-qualify. That is the value someone will pay for and he undermined it by bringing the customer’s attention back to price!

Coaching 264
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8 of the Most Difficult Types of Prospects (& How to Deal With Them), According to Real Sales Leaders

Hubspot Sales

She says, "The key is to qualify these prospects early by asking targeted questions about their budget, timeline, and key decision-makers. Some call them 'the price shoppers' because they're laser-focused on getting the cheapest deal possible.” Look for concrete signs that they are motivated to act, not just gather data. “If

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10 Ways to Keep Your Sales Team Motivated Through The End of Summer

Hubspot Sales

Warmer months mean more distractions, and with key decision makers on vacation, a potential drop in leads. Sales leaders that fall back on run-of-the-mill motivation techniques struggle to drive their reps toward aggressive growth targets. Limit the cost to 5% of an incentive budget. Track and Celebrate Small Wins.

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B2B Lead Generation: The Ultimate Guide

Zoominfo

Today, as much as 80% of B2B decision-makers prefer remote or even fully self-serve sales interactions. Cold-ish Outreach You may think of the term “cold calling” and get a little squeamish, but there are plenty of benefits to this method of B2B lead generation.