Understanding the Sales Force

DECEMBER 21, 2023

Momentary panic can spell the end of a call, meeting or opportunity. I’ll explain how to always respond appropriately to Your Prospect. This is exactly what salespeople go through when a prospect pushes back, objects, displays lack of interest, or attempts to end the call. Your mind is wandering.

Prospecting 170

Prospecting How To Call-back Objections 170

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. In sales, you create prospecting value through personalization, personalization, personalization.

Call-back 62

Call-back Workbooks Real Estate Licensing 62

Jeffrey Gitomer

DECEMBER 18, 2018

"Call me after the holidays" is the second most-heard objection in sales. But the worst of them are the Christmas to New Year, "Call me back after the holidays," and "Call me after the first of the year." Two of the most hated phrases in sales. Call me after the holidays" is not an objection.

Call-back 156

Call-back Incentives Incentive Objections 156

The Pipeline

JULY 29, 2020

Voicemail is a great example in sales, there are as many opinions as there are pundits. It’s about voicemail for buyers vs. voicemail with prospects. A Quick Look Back. Pink slips ruled the day, you know I called but rarely any detail. But it is the opposite during the trying to engage phase, cold calling.

Buyer 289

Buyer Prospecting Call-back Cold Calling 289

MTD Sales Training

AUGUST 27, 2014

Most prospects will use this simply to get rid of you and if you take it on face value, you might. [[ This is a content summary only. Telesales how to respond to call me back n six months phrases to help with cold calling' Yes, it’s that old chestnut again: the age-old-how-can-I-get-rid-of-this-pesky-salesperson answer.

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Call-back Cold Calling Face-to-face How To 224

Mr. Inside Sales

AUGUST 21, 2022

I watched a sales rep making cold calls the other day. He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. What was missing was the common currency of human interaction to set up the call.

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Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

Zoominfo

FEBRUARY 17, 2021

Want prospects to respond with lightning speed? It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? The triple touch is a tactic that salespeople use to engage prospects. Here’s the thing, if you’re in sales, you know that getting B2B prospects’ attention is tough.

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Prospecting Top of Funnel Decision Maker Sales Qualified Lead 237

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?”

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

The Pipeline

JUNE 22, 2020

There are a lot of blurred lines in business and sales, leading to blurred conversations, and longer sales cycles. One blur is the line between who is a buyer and who is a prospect. Assuming buyers and prospects are the same and the words interchangeable perhaps explains the output numbers year after year. One Is Willing.

Buyer 272

Buyer Prospecting Advertising Advertising 272

Mr. Inside Sales

AUGUST 18, 2016

Not all sales close on the first – or even second or third, etc. closing call. Because of that, it’s often necessary to set a call back to continue the conversation. Unfortunately, many sales reps have never given the call back (or very many other parts of their sale) much thought.

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Call-back Sales Cycle Decision Maker Follow-up 120

Hubspot Sales

MARCH 23, 2018

Sales Call Tips. Start Sales Calls with a Bang. Just like sports, the use of science to develop elite performers also applies in sales. On the other hand, the use of science in sales focuses on two areas: the seller and the buyer. 15 Expert Phone Sales Tips. 15 Expert Phone Sales Tips.

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Call-back Ideal Customer Profile Sports Social Media 145

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s like back pain.

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Mr. Inside Sales

JANUARY 19, 2024

I don’t know why sales reps still have trouble handing this typical blow off. Like this: “I’m sure you do, and that’s why I’m calling you today. Like this: “I’m sure you do, and that’s why I’m calling you today. Now ask questions, try to engage, and take your prospect as far as they’ll let you!

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Face-to-face How To Gatekeeper Decision Maker 273

SalesFuel

MARCH 4, 2024

It’s tough enough to uncover quality prospects. It’s even more difficult to keep their attention and capture interest during a prospecting call. And research shows that prospecting calls are a serious struggle. 2 Phrases to Use For Prospecting Calls One of his tips is to open with a business-oriented proposition.

Prospecting 92

Prospecting Social Media Hiring Call-back 92

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. What does this teach us as sales reps? ON DEMAND SALES TRAINING THAT GETS RESULTS! Then they sent three more!

Google 222

Google Face-to-face Gatekeeper Decision Maker 222

Mr. Inside Sales

MARCH 12, 2022

Congrats to those companies & individuals who sent in their prospecting scripts for review. Usually, they asked it this way: Gatekeeper: “Thank you for calling the Johnson company.”. The problem with this is you’re A) Identifying yourself as a sales rep, and B) You’re now inviting the gatekeeper to qualify you out.

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Gatekeeper Prospecting Face-to-face Decision Maker 156

Sales 2.0

OCTOBER 27, 2014

So I love this tip from Lori Richardson at Score More Sales. Have all your calls and emails to your potential buyer not been returned by them? Have all your calls and emails to your potential buyer not been returned by them? Prospecting' It’s a note that has a great seasonal flavor. So cool (and effective)!

Call-back 170

Call-back Buyer Prospecting Conversion 170

Zoominfo

FEBRUARY 17, 2021

Now comes the hard part — the cold call. Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game. And If you haven’t tried out cold calling scripts yet, now’s the time. Reason for Calling.

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Cold Calling Guidelines Prospecting Face-to-face 264

Understanding the Sales Force

FEBRUARY 22, 2023

I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Back then, new digital marketing companies were telling everyone that salespeople would be replaced by inbound marketing. Fifteen years later, their products have a place at the very top of the sales funnel.

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Top of Funnel Positioning Scale Inbound 406

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.

Lead Rank 195

Lead Rank Fashion Cold Calling Call-back 195

Mr. Inside Sales

AUGUST 7, 2020

I listen to a lot of calls each week that my clients send me. This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”.

Prospecting 199

Prospecting Decision Maker Face-to-face Gatekeeper 199

No More Cold Calling

DECEMBER 27, 2022

Why I won an award for prospecting. Always be prospecting” is my motto. Yes, sometimes December is super quiet, which means either clients aren’t ready, or you stopped prospecting. Here are some other blog posts you might have missed from No More Cold Calling this quarter. NEWSFLASH: Buyer-Centric Sales Is NOT New.

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Referrals Prospecting Lead Gen Cold Calling 156

Hubspot Sales

JANUARY 15, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. It was all going according to plan — we had a great initial call, flew to Los Angeles to demo the product, and nailed it. 4 Reasons Your Prospects Ghost You 1. Things were looking good. Boom — ghosted.

Prospecting 113

Prospecting Follow-up Call-back Proposal 113

Mr. Inside Sales

MARCH 17, 2023

So many sales reps are anxious when they speak with a prospect. They know that unless they get these “tough” questions answered, there is no way to move the sale forward. Plus, they know that most of the “prospects” they speak with don’t turn into a deal anyway, so, why not learn who is a real prospect right from the get go?

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

Paul Cherry's Top Sales Techniques

JANUARY 30, 2018

Salespeople ask me this all the time, “Is leaving a voicemail an effective strategy to get prospects to call you back?” Don’t Make Your Prospect Work My answer, “No.” ” The reason being… You are making the prospect work! Instead, YOU take the action step. Take a look at the Read More.

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Call-back Prospecting Coaching Closing 63

The Pipeline

APRIL 23, 2019

No, I am not going to talk about green selling or climate change, not even sales change. Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events. Starting right in prospecting, of course, means putting the buyer at the centre of every action. By Tibor Shanto. Let’s Start Right.

Prospecting 260

Prospecting Transportation Retail Exact 260

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. ON DEMAND SALES TRAINING THAT GETS RESULTS! This might include: “Everyone has these leads, and I’ve written business from them.

Face-to-face 177

Face-to-face Gatekeeper Licensing Decision Maker 177

Mr. Inside Sales

FEBRUARY 19, 2024

Because of this, it fools many sales reps who think that perhaps after a week or two the prospect might actually buy. Questioning this objection is much better than saying, “Okay, when should I call you back,” which is what most sales reps say. That’s the only way to win a sale. But they rarely do.

Face-to-face 202

Face-to-face How To Gatekeeper Licensing 202

Janek Performance Group

FEBRUARY 7, 2022

Prospecting, seeking new opportunities and clients, is an integral part of sales. However, when it comes to prospecting, many salespeople experience fear. A driver of performance anxiety, it can lead to sales slumps, missed quota, and restricted pipelines. Always think of prospecting from the prospect’s point of view.

Prospecting 118

Prospecting Cold Calling Call-back Lead Rank 118

The Pipeline

SEPTEMBER 14, 2017

Because I wanted to focus on a specific question, I glossed over the question I am sure many had as I set out a scenario, specifically when we ask sellers: “Who is your best prospect?”. What I found that unless you get a uniform answer to that question, you can bet that they don’t even know what a prospect is.

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Prospecting Forecasting Call-back Pipeline 274

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. What is automated sales prospecting?

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Maximizer Prospecting Lead Rank Lead Scoring 98

The Pipeline

OCTOBER 8, 2019

We all know the expression “the calm before the storm”, but most of us in sales experience the reverse. As technology continues to accelerate the pace of advances, other elements of prospecting are not keeping up. One clear example is the role of the telephone in prospecting success. So we are down to incoming calls.

Prospecting 241

Prospecting Call-back Face-to-face Lead Rank 241

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Here it is: Prospects aren't always easy to deal with. 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1. Want more content like this? Subscribe to our newsletter! You're welcome.

Prospecting 98

Prospecting Cancellation How To Revelation 98

Smart Calling

JUNE 22, 2020

When I talk with sales leaders whose reps are struggling with prospecting, quite often I find the root of the problem is actually with the leaders themselves. I’ve list them, along with the Smart Calling truths. Cold Calling Myth: “It’s just a numbers game.”. The previous “no” has absolutely no bearing on your next call.

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Cold Calling Call-back Face-to-face Decision Maker 80

Mr. Inside Sales

JUNE 6, 2020

What’s the biggest mistake sales reps make with prospecting or cold calling? They call with what a client of mine once called, “commission breath.”. You know, that desperation sales people have when they finally get someone on the phone. Your prospecting will go a lot better if you do! Just stop it.

Prospecting 161

Prospecting Gatekeeper Cold Calling Face-to-face 161

Mr. Inside Sales

MARCH 2, 2024

Have you ever interviewed for a job you really want, thought your interview went well, and then didn’t get called back for it? I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot!

Hiring 241

Hiring Face-to-face Gatekeeper Licensing 241