Highspot

JANUARY 14, 2024

In turn, businesses have to adapt and innovate in virtual selling. Discover how mastering virtual sales strategies can elevate customer interactions, even in complex sales cycles. What Is Virtual Selling? What Does Virtual Selling Look Like? Virtual selling is a technology-driven approach to sales.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

SalesProInsider

SEPTEMBER 30, 2020

The following quote by Roy T Bennett from The Light in the Heart captures the main message for successful virtual sales follow up in this episode of Virtual Selling, Concreate Results. In virtual selling, or any sales, it takes a lot of effort and a lot of money to get in front of a prospect to start a sales conversation.

Follow-up 118

Follow-up Webinar Metrics Conversion Strategy 118

Sales Gravy

JANUARY 8, 2021

On this episode of the Sales Gravy Podcast, Jeb Blount (Virtual Selling) and Matthew Pollard (The Introverts Edge to Networking) take on networking for introverts. You just need a plan, system, and authenticity. The cards sit on their desk and they think, “If they call me, then I'll work with them.” And of course, they never do.

Networking 128

Networking Face-to-face Call-back Social Media 128

No More Cold Calling

MARCH 15, 2018

Not in your personal life, and certainly not in your lead generation system. This was the generation of so-called “latch-key” kids. Don’t answer your phone at meals. Don’t tune out people who are talking to you because you get distracted by your phone. Then pick up the damn phone and talk.

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

Marc Wayshak

MARCH 22, 2023

And the phone remains one of the best assets at your disposal to generate leads on your own. But if you’re just making calls with your phone or on your computer via a voiceover IP phone, then you’re wasting valuable time. Dialing your own numbers to make prospecting calls is a slow process.

Inside Sales 90

Inside Sales Closing Face-to-face Intent 90

No More Cold Calling

JUNE 29, 2019

Don’t miss this opportunity for your own training in the Virtual Referral Selling Workshop Series beginning Tuesday, July 16. In the meantime, here’s what you might have missed from No More Cold Calling this month: How to Ask for Referrals: A Comprehensive Guide. To Get B2B Leads, Pick Up the Damn Phone. Call or text me anytime.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

SalesProInsider

OCTOBER 14, 2020

Timing is so important in your business development and selling efforts, and the right timing for our virtual efforts may be even more important than it is for face-to-face follow-ups. For example, you might want to incorporate a blend of email, phone calls, texts, or video messages. A Simple and Effective System.

Follow-up 70

Follow-up Webinar Metrics Conversion Strategy 70

Gong.io

SEPTEMBER 26, 2022

Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Thanks to the internet and a plethora of online communication tools, sellers can engage buyers remotely through virtual channels like email, video chat, social media, and more. What is remote sales? Image Source ).

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Pipeliner

JUNE 11, 2021

A business phone is a company’s lifeline. For most companies, significant marketing efforts are made using the business phone number, which is why many business owners prefer to obtain business phone services through cloud-based providers due to their configuration flexibility and cost-effectiveness. Call Routing.

Analytics 52

Analytics Networking Conference System 52

Sales Hacker

NOVEMBER 3, 2022

64% of companies will provide additional training on how to manage a virtual workforce. 6 Ways to Demonstrate Value for Virtual Buyers in the Age of Remote Buying. Virtual games : Especially in the wake of the pandemic, team-building games for remote teams are plentiful. 83% of employees in the US want a hybrid work model.

Examples 85

Examples Strategy Face-to-face Lead Rank 85

Allego

APRIL 16, 2024

Today, I’m joined by Sam Richter , bestselling author of Take the Cold Out of Calling ; technology entrepreneur; founder of Intel Engine; and an award-winning speaker. It’s the transition from us looking for content or information to a system generating bespoke, personalized, highly relevant content for us.

Hiring 62

Hiring Scale Proposal Analysis 62

SBI

MARCH 18, 2021

It’s hard to believe we’ve had one year to adapt to our new normal of virtual selling, but a lot of lessons have been learned along the way. Our virtual world has made hiring and onboarding more challenging than ever. People are spending too much time on live video calls, leaving less time for traditional discovery calls and demos.

Hiring 164

Hiring Face-to-face Video Distribution 164

Sales and Marketing Management

DECEMBER 14, 2020

Will demos, for example, look more like an online trade show exhibit where buyers engage virtual sales presentations, video demonstrations and precise content based on a “choose your journey” approach? email, phone calls and web conferences. In an instant, selling became 100% virtual. Takeaway: ?Sales

B2B 199

B2B Revenue Top of Funnel Margin 199

Allego

JULY 20, 2022

Sales organizations “should empower sellers to take the call. And with a significant portion of onboarding, training, and coaching still virtual , it’s even harder to create training programs that are compelling and effective. Virtual Training Fatigue. What worked for in-person training will not work in a virtual environment.

Training 118

Training Hiring Webinar Metrics How To 118

Janek Performance Group

MARCH 8, 2024

Whether it is TVs, smart phones, or even peanut butter, we feel better choosing brands we know. Most sales training curriculum will feature basic skills , like cold calling and qualifying. As if in-person presentations were not formidable enough, virtual presentations have their own challenges. Part of this is psychological.

Training 62

Training Face-to-face Education Negotiation 62

Partners in Excellence

APRIL 12, 2022

Buying “virtually,” is not new, either. Many retailers had no or minimal “stores,” creating virtual stores through their catalogs. Rep-free buying, “virtual buying” in retail/consumer products has been around for decades. The first Sears Roebuck Catalog was published in 1894.

Retail 122

Retail Consumer Advertising Advertising 122

Highspot

MARCH 3, 2022

Sellers today can meet with buyers in several different ways: in-person, virtual, telephone conference calls, or any combination of the three. For the last two years, virtual sales calls have prevailed. Virtual participants (18 pairs) joined the live presentation via Zoom. The Research Takeaways.

Research 52

Research Buyer Face-to-face Decision Maker 52

Salesmate

MARCH 20, 2020

As per the sales reports, you’ve made many calls. Sales call failures are the root causes of many lost deals. Sales call is one of the main communication channels used to interact with potential buyers. 92% of all customer interactions take place over the phone – Salesmate . Sales call mistakes you must avoid.

Commence 109

Commence Call-back Ideal Customer Profile Face-to-face 109

Hubspot Sales

OCTOBER 15, 2019

Have you ever felt frustrated working through tedious processes that require you to go back and forth between multiple systems? Now that you have implemented a CRM, are you ready to expand its functionality, and have it work directly with the other tools and systems you use? Calling Software Integrations.

CRM 98

CRM Top of Funnel Social Media Call-back 98

Gong.io

JULY 7, 2022

The Sandler selling system has been around since the ‘60s and is still going strong. So if you’re itching for a new approach, why not take a break and learn why this 55-year-old sales system is so effective and how you can implement it today. What is the Sandler selling system? Build rapport . Image Source ).

Decision Maker 118

Decision Maker System Sales Methodology ACT 118

Hubspot Sales

JANUARY 31, 2021

While a decade ago, you might have had a drawer full of business cards on your desk, now you'll likely keep them for no longer than the time it takes to add the contact on LinkedIn or scan the card into your phone. There's still a time and place for business cards, but it's essential to add them to your digital systems as soon as possible.

How To 131

How To Networking Face-to-face Social Media 131

Zoominfo

DECEMBER 3, 2020

Unfortunately, it was during these two hours that Hilary received numerous phone calls from Zoom’s order team. Customers are calling. How can we make sure that we’ve got the right macro management on reps that isn’t just a, ‘Well how many calls did you do? We don’t think we can get everyone’s orders. We’re shutting down.

Scale 147

Scale Video Lead Qualification Face-to-face 147

Hubspot Sales

SEPTEMBER 23, 2020

We need to get more appointments, so let’s get a solution that helps us send more emails and log more calls.". Below are three business critical sales acceleration categories, and the apps within them, to consider: Global Calling. With limited time in the day, tying calls to the contact records in your CRM is one way to do just that.

Enterprise 128

Enterprise Enterprise NetSuite Hubspot 128

Hubspot Sales

SEPTEMBER 10, 2019

CircleBack keeps all of your contacts up to date and can detect job title, email address, or phone number changes. Detective aims to save hours of call time, research, and prep for sales reps. Best for: Integrating your favorite systems. Best for: Integrated phone system. LinkedIn Sales Navigator. Conversica.

Tools 102

Tools Top of Funnel Hubspot CRM 102

Hubspot Sales

JUNE 15, 2020

Sellers who were used to high-touch, in-person customer meetings have had to instantly pivot to remote virtual meetings. When moving to virtual sales meetings, most would argue that video conferencing is the go-to. Only 12% of people feel as comfortable on video conferencing calls as they do phone calls.

How To 94

How To Face-to-face ROI Video 94

Gong.io

DECEMBER 15, 2020

Going virtual sounds daunting, but you CAN make it a resounding success. And going virtual is the only option. A virtual SKO will save you a ton of money because there are no flights or accommodations to pay for. PS: Don’t miss a thing when planning your virtual SKO with our Ultimate SKO Checklist. Virtually, of course.).

How To 127

How To Face-to-face Hiring Film 127

Vengreso

NOVEMBER 18, 2020

A 2020 study by the RAIN Group found that pre-pandemic, only 27% of respondents reported conducting more than half of their sales activities virtually. In May 2020, 71% said they were conducting more than half their sales virtually. We have developed a system that works, and now want to share it with you. Call-to-Action.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Apptivo

MAY 4, 2022

Contact centers include call centers and other customer contact channels such as emails, chatbots and social media. The different types of contact centers are hardware, cloud-based, virtual and hosted contact centers. Virtual Contact centers: These contact centers help the agents to work from a remote environment.

Outsourcing Services 52

Outsourcing Services Social Media Ideal Customer Profile Channels 52

Zoominfo

MAY 25, 2022

And while it’s not hard to find basic business data — company names, phone numbers, employee counts, revenue, maybe direct dial numbers and email addresses — today’s complicated sales cycles need more than just names and numbers. Sales must get on the phone, attend events, and find outbound leads. Or can you?

Ideal Customer Profile 130

Ideal Customer Profile Tools Prospecting Intent Data 130

SBI

AUGUST 17, 2021

That’s more important than ever in today’s virtual selling world, where sales reps can no longer rely on personal charm and the occasional golf game. Doesn’t matter if the conversation is virtual, if it’s engaging and relevant. And we put the information at their fingertips within CRM, on their phone, or wherever they browse.

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

Sales and Marketing Management

OCTOBER 9, 2020

To do this at scale, you need systems and a repeatable process in place. To engage this crowd, have regular calls (consider monthly), and spend real time and energy finding ways to help them. Co-hosting an event together (virtual or in-person). They consistently send valuable introductions. Then follow through on those ideas.

Referrals 177

Referrals Company Scale Case Study 177

Apptivo

SEPTEMBER 13, 2023

Outbound sales tools typically encompass a range of functionalities, including: CRM Let’s look at this in the context of a car dealership, where CRM systems are valuable digital assistants that scrupulously gather customer data and interactions. Consider a salesperson who specializes in technology solutions.

Outbound 52

Outbound CRM Conversion Sales Qualified Lead 52

Mindtickle

MAY 20, 2020

They need to be able to sell on the phone, be able to position your offering to a new industry, and also focus on the mission-critical business challenges of the buyer. MindTickle’s Missions virtual role play has always helped sellers overcome these challenges. Call snippets of a great phone or web conference conversation.

Face-to-face 98

Face-to-face Collateral Cancellation Conference 98

criteria for success

NOVEMBER 24, 2021

These can be events you’re producing, such as happy hours or learning events (virtual webinars, for example), or they can be events you attend. Keep track of these in your CRM system, and review them before you meet with people. Some people might prefer to talk over Zoom or on the phone, while others like to text or email.

Networking 98

Networking Webinar Metrics eBook Groups 98

Score More Sales

MAY 20, 2013

This idea has impacted me and hundreds of individual contributors making calls from that day forward whom I’ve had the pleasure to train and coach. Some sellers call and call and don’t leave voice mail. They want to catch their potential customer live on the phone. I call on Thursday at 9AM.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

Allego

SEPTEMBER 1, 2020

In a virtual sales world, firms must provide white glove, concierge service to various levels of their client organizations, not just the senior leaders and home office contacts, but to their field leaders and product managers. They must provide good service so that the account person makes their company’s funds more visible in the system.

Meeting 127

Meeting Face-to-face How To Conference 127

Hubspot Sales

MAY 11, 2020

And video conferencing software such as Zoom can be used for one-on-one meetings and calls that provide the face-to-face element phone calls lack. One hack that I used with one of my remote reps — I would let him know whenever I was commuting to and from work, and make myself available for a phone call.

Quota 111

Quota Face-to-face Hubspot Channels 111