Autoklose

MARCH 11, 2024

Prospecting is a high-stakes game, so many sales reps make the mistake of being too pushy in an attempt to quickly convert leads into sales. Don’t request anything from them, including an invitation to show up to your demo or a phone call. This is called the Reciprocity Principle, and it’s a powerful psychological mechanism.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Leads 98

No More Cold Calling

JUNE 6, 2019

Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. But very few understand how to incorporate technology into their prospecting strategy. The Evolution of Cold Calling. Talk about rude and disengaging behavior!

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

Sales and Marketing Management

MARCH 8, 2019

The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. This sounds pretty basic but in many sales kickoffs, aside from large general sessions, teams for training workshops are broken out by segment (geography, size, industry, function, etc.)

InsideView 223

InsideView Scale Exercises Call-back 223

Smart Calling

MARCH 22, 2018

Do you really know where you stand with the prospects in your follow-up files right now? Yet, they continue to call, continue to leave voice mail messages ( “Hey, I’m just checking in with you, wondering how it’s going…” ), continue to email ( “Did you see my last email? Let’s zoom in to a call.

Follow-up 91

Follow-up Closing Prospecting How To 91

Sales Hacker

JUNE 7, 2021

Customer business challenges/opportunities: Issues that customers face or opportunities to improve the way they do things that can motivate prospects to engage. This isn’t simply about describing the different target segments, it’s about sharing those snippets of intel that help salespeople focus on the right prospects early on.

Conversion 108

Conversion Ideal Customer Profile Customer Face-to-face 108

Sales Hacker

APRIL 5, 2019

After all, it’s both awkward and confusing for a prospect to go dark ! Fortunately, it is possible to keep prospects engaged. One member of the group had just experienced an extreme case of ghosting with a hot prospect. But generally, when a prospect goes dark, it can be traced to one of these 7 reasons. Get the facts.

Prospecting 102

Prospecting Sales Cycle Call-back Channels 102

Julie Hanson

DECEMBER 20, 2020

In the first few seconds of a video call, prospective customers quickly make decisions about you and your company and how (or whether) they’re going to listen to you. By applying the 5 secrets from the stars, you can gain an important competitive edge in your video calls: 5 Secrets from the Stars for a Memorable First Impression.

ACT 168

ACT Video Film Call-back 168

Sales Evangelist

MAY 21, 2020

Learn To Prospect Like An Expert With Steve Kloyda Prospecting isn’t to be taken lightly and there are skills needed before you can prospect well. His aim is to help salespeople attract more prospects, retain more clients, and drive more sales. Steve also remembers unforgettable customer service.

Prospecting 52

Prospecting Social Media Twitter Call-back 52

The Pipeline

FEBRUARY 11, 2013

Back in the 80′s or maybe even earlier, the purveyors of Consultative Selling, put a lot of emphasis on Open Ended Questions, for all the right reasons. Today, in many workshops, you still hear people demonizing closed ended questions. By Tibor Shanto – tibor.shanto@sellbetter.ca. There are very few if any absolutes in sales.

Call-back 313

Call-back Face-to-face Cold Calling Consultative Selling 313

Women Sales Pros

JULY 19, 2019

5 Things You Need To Know Have you ever had that sales call? That sales call that goes so well. You shake hands, leave the call, then nothing. You shake hands, leave the call, then nothing. You call back to sign the deal and no answer. The client is great, and the conversation flows. That just didn’t happen.

Follow-up 130

Follow-up Call-back Energy Sales Cycle 130

Shari Levitin

MAY 12, 2022

Here are two stories that perfectly illustrate how having confidence in your offering and standing firm on your price can get prospects to see the true value of your offering and why it’s a fair deal. I’ll set up a call for next week, and then you can start creating your curriculum. 5000 for THAT? Are you kidding me? Whoooahh!!!

Objections 117

Objections Examples Hiring Call-back 117

Anthony Cole Training

AUGUST 25, 2017

Yes, I wish I could go back and get back some of that time again when she thought I was more of a superhero than today when at times she thinks I can be a super dork. The same thing happens with salespeople…and with prospects…when sales stories are told. So, think about that next time you go on a sales call.

Transportation 126

Transportation Call-back Sales Coaching Up-Sell 126

The Pipeline

SEPTEMBER 25, 2013

On Monday, in the first post of this series , we defined “cold calling”, and looked at overlooked real opportunities for sales and revenues one misses when not including cold calling in their biz dev routine. The rule being that cold calling is a key and necessary (evil) part of successful B2B selling. On to number two!

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

Product Management University

MARCH 23, 2023

We’ll call you if we have any questions.” If you don’t take a step back, you’re in the trap. You have to reverse-engineer every question back it into a user scenario of the specific job task someone is performing. The telling demos are more like an introductory training class on the product versus a sales presentation.

Engineering 97

Engineering Sales Cycle Buyer Up-Sell 97

Gong.io

OCTOBER 20, 2021

an unsolicited e-mail that is sent to a receiver without prior contact; the email equivalent of cold calling. Gong captures (anonymized, of course) data from our customers – web conference meetings, phone calls, and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . COLD EMAIL. Need a visual?

Cold Calling 118

Cold Calling ROI Call-back Buyer 118

Sales and Marketing Management

OCTOBER 26, 2020

Zoom, the video communications firm, uses software to analyze call data in order to identify winning communication styles and inform training. . For a major new prospective account, or a complex sales cycle with multiple influencers a, it may still make sense to hold a collaborative workshop on site.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Rob Jolles

OCTOBER 6, 2023

When I wrote the book, How to Run Seminars & Workshop , I wrote extensively about this topic laying out a series of solutions, but years later, I realized I left one final move out. Someone has attended a workshop you’ve been leading, and that person has been extremely difficult to work with. Let me set the stage for you.

Intent 52

Intent Energy Course Call-back 52

Julie Hanson

FEBRUARY 8, 2021

Now feeling awkward and uncertain, you either race or slog through the video call detached from your audience and your message – completely missing the mark (and the sale). A green room is an area where actors, television guests, or other performers wait until they are called to appear on set. What is the prospect looking for?

Energy 112

Energy Video Call-back Intent 112

The Brooks Group

NOVEMBER 15, 2017

In the race to finish the year strong, prospecting often gets put on the back burner while sales reps spend time and energy on closing the open business opportunities they’re working. But salespeople need to be able to fill the pipeline with highly qualified prospects in order to be successful going into the New Year.

Prospecting 63

Prospecting Ideal Customer Profile Sales Qualified Lead Referrals 63

The Pipeline

MARCH 13, 2012

You can read or download a copy here, to share with friends, family, fellow churchgoers, or just to have nearby while preparing for next big sales call. As always, if you have questions, comments, or just want to talk back, please do so, it makes things much more interesting for all. What’s in Your Pipeline? Tibor Shanto.

Media 227

Media Journal Sales Cycle Call-back 227

The Pipeline

MARCH 30, 2012

But I will repeat my offer to teach him the method and help him achieve what I and many of my clients have come to expect, people regularly and willingly calling us back based on a voice mail we leave. Mr. Holman, give me a call. Try it, it is amazing what you can do, when you choose to do it, instead of doubting.

Call-back 227

Call-back Up-Sell B2B Pipeline 227

Customer Centric Selling

JUNE 16, 2014

Sales Tips and Techniques: How to Use "Thunder and Lightning" to Improve Prospecting and Business Development. Please call me as soon as you get this message.” Please call me as soon as you get this message.” It’s John: “Sorry I wasn’t available when you called; I was tied up. What is it?”

Prospecting 69

Prospecting How To Call-back Follow-up 69

Factor 8

APRIL 16, 2020

Start by asking how this global trend would affect your prospect and develop 1-3 key benefits for them right now (not features, benefits). Now the very top of our prospect list are companies who traditionally sell face to face and who have no idea how to engage digitally. Finally, I urge you to create some baby call goals.

Prospecting 36

Prospecting Face-to-face Inside Sales Segment 36

Factor 8

APRIL 15, 2020

Start by asking how this global trend would affect your prospect and develop 1-3 key benefits for them right now (not features, benefits). Now the very top of our prospect list are companies who traditionally sell face to face and who have no idea how to engage digitally. Finally, I urge you to create some baby call goals.

Prospecting 36

Prospecting Face-to-face Inside Sales Segment 36

Allego

APRIL 16, 2024

Even then, though, you should not use the responses as is, especially when communicating with prospects and customers, warned Richter. A great salesperson knows how to ask the question that their customer or prospect doesn’t even know ought to be asked. It’s called GPT Follow-Up. You must humanize your communication.

Hiring 62

Hiring Scale Proposal Analysis 62

Bernadette McClelland

JANUARY 20, 2018

It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. 5. Know your prospects. Find the problem, discover solution, present why solution is best for prospect. And the basics of selling are….? 6. Know your competition. Networking.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

Sales and Marketing Management

OCTOBER 9, 2020

To engage this crowd, have regular calls (consider monthly), and spend real time and energy finding ways to help them. I remove advanced partners from my general email list and instead opt to have more frequent personal communication over phone calls or in person (whenever possible). Free consultations or workshops for partners’ teams.

Referrals 177

Referrals Company Scale Case Study 177

Highspot

JANUARY 19, 2022

This includes teaching them how to best engage with prospects, build relationships with customers, close deals, upsell and cross-sell, and much more. These programs cover basic topics like the sales process, popular sales software, frequently asked questions, and strategies for communicating with prospects. The Brooks Group.

Training 92

Training Lead Rank Hiring Course 92

Go for No!

MARCH 27, 2020

But after a lot of conversations, we finally closed an account for a workshop. When we returned to back to our office, the light on the answering machine was flashing. We were not prospecting and getting enough irons in the fire, hooks in the water… use the analogy of your choice. It was a wake-up call.

Pipeline 96

Pipeline Call-back Resources Account 96

The Pipeline

SEPTEMBER 21, 2012

Too much of a good thing can come back to bite, and without a balance discipline, selective perception can devolve into restricted perception, leaving good opportunities unpursued. Ah, now I get why so many people have call reluctance, they don’t know if they’re going to like the prospect they are about to call.

Ideal Customer Profile 242

Ideal Customer Profile Objections Call-back Buyer 242

The Pipeline

SEPTEMBER 14, 2012

Five minutes here, five minutes there, and if you claw those back you can gain an hour of selling time by the end of the week. You got the data as you are supposed to, you call, and it unfolds in the usual way: You: Hi, how you doing? Well if I invest in prospecting, and score a prospect, tons! What’s in Your Pipeline?

Lead Rank 244

Lead Rank Lead Scoring Call-back Face-to-face 244

Mindtickle

JULY 10, 2020

To develop and deliver personalized, adaptive and contextual content, sales enablement and marketing teams should work closely with reps to identify the following: Cohorts in accounts they call on. Aligning on sales processes helps identify potential gaps, which in turn can trigger the development of tools such as value-messaging workshops.

Collateral 71

Collateral Face-to-face Sales Enablement Objections 71

Anthony Cole Training

JANUARY 13, 2014

It caught my attention because 1) the use of a number , the use of the word improve and the phrase reduce revenue risk and 2) I’m constantly on the look out for information that may be of help to my clients and prospects. Additional Resources: Success Tracker (Sales Activity Tracker) – Call Jeni at 513.791.3458. Workshop.'

Sales Forecasts 190

Sales Forecasts Forecasting Margin Incentives 190

SalesProInsider

OCTOBER 2, 2019

They didn’t call me back because they don’t want to move forward. I’m terrible at —– fill in the blank – terrible at prospecting, terrible at explaining value, terrible at working through objections, terrible at organization”. I’m too small or young or inexperienced or old to have prospects take me seriously.

Webinar Metrics 114

Webinar Metrics Face-to-face Competition Follow-up 114

Partners in Excellence

AUGUST 11, 2020

A lot of our natural engagement process has always been remote, whether by phone, conference call, or leveraging video based tools. It seems I am often on back to back Zoom/Teams calls. The back to back calls are, to some degree, mentally exhausting, so heavy “thinking” activities are a little tough.

Face-to-face 68

Face-to-face Travel Call-back Hotels 68

The Center for Sales Strategy

MAY 22, 2018

Sales managers, let’s be honest… it’s hard to watch a salesperson that seems to be flailing in shallow water when they are on a prospect or client call. However, if you take a step back, you realize they are probably going to find their feet and be able to stand up and be fine.

Sales Management 56

Sales Management Call-back Sales Strategy 56

Sales Hacker

JULY 17, 2020

Are you one of the millions of salespeople still searching for ways to overcome your phone fears and finally get over your call reluctance? So, let’s dive into this fear, peel back the layers, and find out how you can overcome call reluctance. The Origins of Call Reluctance. Dave calls it the “ Need for Approval.”

Decision Maker 120

Decision Maker How To Call-back Cold Calling 120