Sales and Marketing Management

JANUARY 20, 2020

Here are eight tactics and techniques that can help you meet your 2020 sales goals. Setup online conference calls. You don’t have to sit back and wait for buyers to reach out to you; use digital content as an excuse to stay connected. When you know you have an issue early on, you have time to seek help and get back on track.

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Sales Goal Meeting Trade Show Ideal Customer Profile 312

Shari Levitin

OCTOBER 11, 2022

Your prospects are desensitized to emails and voice messages that contain the same boring language as your competitors: To break through the noise today, try the following sales hacks to get more callbacks and meetings. Bringing them up creates instant credibility on a virtual sales call. Leverage Video. But it doesn’t stop there!

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Call-back Workbooks Real Estate Licensing 62

Sales and Marketing Management

APRIL 25, 2020

Author: Paul Nolan Are companies less likely to embrace meetings and events or is there a pent-up demand for getting together? Will the meetings and events industry rebound? A slow road back. The marginal customer is not going to go back to movie theaters and cruises and Disneyland. It’s surreal to even pose the question.

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Meeting Face-to-face Travel Conference 156

Mr. Inside Sales

AUGUST 18, 2016

closing call. Because of that, it’s often necessary to set a call back to continue the conversation. Like most parts of a sale, the call back is one of those recurring situations that you, or your sales team, will find yourself in countless times a day or week. talking to a partner, meeting with a committee, etc.),

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Call-back Sales Cycle Decision Maker Follow-up 120

MTD Sales Training

APRIL 19, 2020

That, of course, was written before the virus shutdown, but it shows that virtual meetings with clients and prospects were exponentially on the increase before it became the only methodology that we could use to reach prospects. So, what would be the best practices to adhere to when meeting up with a client virtually?

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Meeting Face-to-face How To Call-back 156

Sales and Marketing Management

JANUARY 11, 2021

Author: Andy Springer Remember when we could hold meetings in person? When buyers are staring at a screen during a virtual meeting, they can more easily multitask. . A lot of this is happening during your virtual sales meetings without you even realizing it. . We call this the Engagement Threshold. Inspire Visually.

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Buyer Meeting Fashion Face-to-face 194

The Center for Sales Strategy

OCTOBER 24, 2017

“I had a really good meeting! I can’t get the prospect to call me back!” or “I had such a great meeting, but I never got an answer to the proposal.” They return from a meeting telling their manager how great it was, but then nothing happens. What does “I had a really good meeting” really mean?

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Call-back Meeting Prospecting Proposal 82

Hubspot Sales

MARCH 23, 2018

Sales Call Tips. Start Sales Calls with a Bang. In this post, I’ve gathered my best key takeaways and tactics for running successful sales calls, based on my 10+ years of sales experience. Start all sales calls with a bang. Always start your sales calls in style. That kicks most sales calls off on the right foot.

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Call-back Ideal Customer Profile Sports Social Media 145

Sales Gravy

SEPTEMBER 9, 2022

You know how to sell - that's your job, after all - but getting CEOs and other VIPs to call you back is the tricky part. On this episode of the Sales Gravy Podcast, Fanatical Prospecting author Jeb Blount and Stu discuss creative ways to get meetings with anyone. Get more meeting with effective Prospecting Sequences.

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Meeting Prospecting Journal Gatekeeper 114

Tenbound

AUGUST 30, 2022

If you feel like you have room to improve when making calls, you are not alone. That’s why we dug into the research and found three ways to help you get more conversations and book more meetings within 48 hours. But before we jump in, let’s take a look at some numbers that highlight the importance of cold calling.

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Cold Calling Call-back Research Meeting 90

Mr. Inside Sales

APRIL 14, 2024

There was a lot of great stuff in the meeting, and one thing I wanted to share with you all is a way to combat the recurring negativity that silently creeps into our heads every so often. If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today.

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Face-to-face Gatekeeper Decision Maker Licensing 224

Close.io

JANUARY 6, 2020

There’s a point in most sales processes where you’ve connected with your prospect, and you need to give them a demo, a call back, or the big closing call. Keeping track of those meetings can be a pain—did the lead reschedule, who attended, and what happened next? What is Meeting Sync? Why we built Meeting Sync.

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Meeting Closing Google Call-back 92

MTD Sales Training

JANUARY 28, 2019

Meetings with your salespeople can often be seen as a grind, or a necessity, rather than something to be looked forward to. Many sales meetings fail because of the following reasons: – administrative matters receive more time than sales matters. – one or more salespeople dominate the meeting.

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Sales Meeting Meeting Sales Management Skype 181

Zoominfo

SEPTEMBER 17, 2019

And I’m here to tell you, there’s a lot more to this piece of contact information than meets the eye. And so we were trained to find direct dial numbers for every prospect on our call list. So we went from a sales team of 15 people in a call boutique to 45 people – more of an inside sales body shop. We learned that firsthand.

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Meeting Decision Maker Top of Funnel Funnel 166

Act!

DECEMBER 22, 2023

We know that booking meetings with prospects can be a time-consuming ordeal. The back-and-forth emails to find a mutually convenient time can quickly drain your productivity. Designed to simplify meeting scheduling, Link2calendar includes a wide range of robust features tailored to meet your unique needs.

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Meeting ACT Maximizer Small Business 52

Understanding the Sales Force

FEBRUARY 22, 2023

Back then, new digital marketing companies were telling everyone that salespeople would be replaced by inbound marketing. 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.

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Top of Funnel Positioning Scale Inbound 406

Sales 2.0

MARCH 6, 2024

Developing solution hypotheses : In the next era of selling salespeople are going to have to start acting like consultants, having a “ one up ” approach as Anthony Iannarino calls it. You can’t just show up to a meeting and ask questions (“solution selling”). It’s time for the dreaded cold call!

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 195

The Pipeline

SEPTEMBER 7, 2021

It’s a prospecting call, please stop apologising, it’s OK to do your job. But we are not given that choice, so we have to cold call. And if you are going to cold call, then by definition you will interrupt. Don’t say “I am hoping we may book a time to meet.” Or “I was wondering if we can meet?”

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Cold Calling Call-back Prospecting Meeting 355

Partners in Excellence

JANUARY 12, 2021

Whether it’s going from call to call, virtual meeting to virtual meeting, or just getting things done; we never seem to have enough time. What if we started thinking about, “How do we make sure our customers are well prepared to get things done in our next meeting?” We are all busy.

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Meeting Customer Call-back Data 95

Understanding the Sales Force

APRIL 15, 2024

That means there are few experienced recession-proof salespeople, but there are plenty who didn’t figure out how to succeed at recessionary selling back then. They make trades, call up talent from their minor league team, move people around, and take a “next man up” philosophy. What are the twelve biggest challenges?

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Hiring Discount Decision Maker Call-back 182

Zoominfo

SEPTEMBER 17, 2019

And I’m here to tell you, there’s a lot more to this piece of contact information than meets the eye. And so we were trained to find direct dial numbers for every prospect on our call list. A direct-dial number is phone number that bypasses the operator or receptionist and connects directly to the person you’re trying to call.

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Meeting Decision Maker Top of Funnel Funnel 130

Understanding the Sales Force

MAY 23, 2017

Cold calling is dead. Cold calling doesn't work. Cold calling is a waste of time. Back in the 20th century, when I first started cold calling, I hated it so much that I vowed to become so good at it that I could reach my new appointment goal in an hour instead of the 6 hours it was taking each day.

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Cold Calling Meeting Prospecting Call-back 232

The Spiff Blog

JUNE 6, 2023

Whether you’re a Spiff blog regular or a first-time visitor, we’re thrilled to have you here for our latest installment of our Meet the Team series. This series gives you the chance to meet the faces behind Spiff—the dedicated individuals who work tirelessly to shape our product and company. Welcome, readers!

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Meeting Travel Engineering Hiring 67

Julie Hanson

MARCH 16, 2022

As a presenter or speaker, it’s unsettling when your audience looks bored in your virtual meeting. Should you confront when your audience looks bored in virtual meetings? Confronting someone because they look bored or distracted is a bit more delicate in a virtual meeting. The audience looks bored in your virtual meeting!

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Meeting Face-to-face Energy Call-back 103

Gong.io

APRIL 2, 2021

Even if you only master one of these pipeline-building techniques and you’ll end the month with more meetings booked (and close the quarter on the right side of quota). Prospecting Technique #1: Use This Cold Call Opener. Here’s a tip : Start your sales calls with this cold call opener : How’ve you been? performs 6.6X

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Meeting Prospecting Cold Calling ROI 124

MEDDIC

FEBRUARY 12, 2024

Making the Connection: Metrics Meet Rhetoric Ethos + Metrics = Trust : When you back up your pitch with solid Metrics , you’re not just another salesperson but the expert. If you’re using numbers, you better be ready to back them up, source them, and explain them. Once you lose it, good luck getting it back.

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Sales Meeting Meeting Ideal Customer Profile Case Study 52

Gong.io

JANUARY 25, 2022

COLD CALLING. . Cold calling never works. That’s a true statement IF you don’t listen to what the data tells you about cold calling. The Gong Revenue Intelligence platform captures millions of customer data points (anonymized, of course) from phone calls to web conference meetings to emails. Dinosaurs: Dead.

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Cold Calling Meeting How To Call-back 118

Julie Hanson

MARCH 10, 2022

was Tonya’s response when asked “What Happened to Empathy in Virtual Meetings?” . But it seemed valid after watching a recording of her interrogating – I mean, doing discovery – with a customer in a virtual meeting. . However Tonya’s face remained a mask of detached coolness throughout the call.

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Meeting Face-to-face Real Estate Video 90

Steven Rosen

APRIL 6, 2024

They stress the importance of sales managers dedicating time to pre-call planning, ensuring productive discussions. They underscore the significance of preparation, pre-call planning, agreement, and active listening in cultivating an organization’s culture of care and growth.

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Conversion Influencer Coaching Call-back 156

No More Cold Calling

JULY 13, 2021

A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers. You get an introduction to your prospect, and you get a meeting with the decision maker. If you don’t get the meeting, Part Two doesn’t matter.

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Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Close

JANUARY 6, 2020

There’s a point in most sales processes where you’ve connected with your prospect, and you need to give them a demo, a call back, or the big closing call. Keeping track of those meetings can be a pain—did the lead reschedule, who attended, and what happened next?

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Meeting Closing Call-back Sales Process 52

Zoominfo

JANUARY 5, 2021

This eliminates toggling back and forth between your two most valuable platforms for the information you need. That means your sales reps can: Automate sales emails Streamline call lineups Ensure that follow-ups happen on time Create multi-touch outbound campaigns. For instance, a sales rep is looking at an account in Salesforce.

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SalesForce Meeting Marketing Lead Rank 173

MTD Sales Training

MARCH 23, 2016

You’re on the way to the sales meeting with a prospect or client and you’re stuck in a jam. You frantically make calls to the client apologising for the delay as the sat nav screams at you that your life is inexorably ebbing away while you sit there. You apologise again and then the meeting takes half an hour. Happy Selling!

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Face-to-face Meeting Skype Travel 120

SalesProInsider

JUNE 21, 2022

Like the proof behind the data — we call it the primary source — for different research or information that you’re sharing. They won’t use exclamation marks but will include details and specifics, and they will expect that back from you as well. Let’s look at the key descriptors for this buyer Tribe. A need for completeness.

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Meeting Customer Lead Rank Conversion 110

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

Bigtincan

SEPTEMBER 9, 2021

If you ask anyone, post-pandemic, what the best online meeting software is, many will quickly reply, “Zoom!” The choice is often Zoom vs Microsoft Teams for internal meetings. But Zoom is not the only online meeting software around. But is Zoom the best video conferencing software for sales ? . Zoom overview.

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Microsoft Software Software Meeting 98

Understanding the Sales Force

APRIL 11, 2024

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! Pick up the phone and call the person you need to be talking with. Call again. He said, “Go back and listen to him.” The baby toad was strategic, persistent and committed.

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Coaching Decision Maker Scale Hiring 203