Partners in Excellence

APRIL 3, 2024

We scour social channels for shortcuts; what are the easiest ways to prospect, how can I send more emails/make more calls, how do I close more deals with less effort, how do I leverage tools like ChatGPT to do the work for me, and on and on…… ? The same prospecting scripts–so nothing is different or stands out.

Scale 107

Scale Energy Construction Advertising 107

Zoominfo

JULY 28, 2022

In the hustle and bustle of connecting with contacts and closing deals, misrouted or slowly routed leads can sit in a backlog or end up forgotten. Manual processes were the go-to way to manage leads for the company, which provides software dedicated to construction photo documentation. Using it comes at a cost.

Lead Rank 130

Lead Rank Lead Scoring Sales Qualified Lead Leads 130

No More Cold Calling

DECEMBER 21, 2023

It’s an exciting time: The time of year to construct your business future. I’m introducing a Referral Selling System to ensure companies build a referral culture, source only qualified leads, get meetings with their prime prospects, and close business quickly. What will you do differently in 2024? Everything is a system.

Referrals 156

Referrals Social Media Cold Calling Sales Qualified Lead 156

Sales Hacker

SEPTEMBER 11, 2019

Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect. Top Negotiation Tips that Help Close the Deal. Understand your prospect and their business goals.

Negotiation 111

Negotiation Closing Energy Construction 111

MTD Sales Training

JULY 26, 2016

You’ll have heard of open questions and closed questions. Should I be asking more closed questions now?”. Instead, think about how you can get the prospect to think of what you have in terms of how it will benefit them. This helps you see what is most important to the prospect. Have I probed enough? Happy selling!

Examples 120

Examples Prospecting Decision Maker Buying Cycle 120

Hubspot Sales

FEBRUARY 18, 2019

You're at the final stretch, and the prospect you've been talking to for the past month and a half is nearly ready to pull out their wallet. Let's hope the client still closes. Sales teams at HubSpot and our customers have used templates from PandaDoc to create proposals, accelerating the way they transact and close deals.

Proposal 91

Proposal Closing Real Estate Hiring 91

MTD Sales Training

NOVEMBER 20, 2017

Know The Prospective Buyer. While every person is different, you will find that most prospective customers fit into certain categories. Different Prospective Buyer Types. This is the prospect that interrupts you, is often rude or disrespectful, tries to antagonise you and seems to be someone who eats sales people for lunch.

Buyer 120

Buyer Prospecting Education Guarantee 120

Hubspot Sales

JANUARY 10, 2024

Salespeople become more capable of closing deals only when managers actively coach them, not when they’re badgered about getting the forecast right. Even though it’s tempting to only address the deals about to close, it’s important to spend time on deals early in the selling process as well.

Pipeline 96

Pipeline Opportunity Coaching Meeting 96

Hubspot Sales

MARCH 13, 2018

Before review sites ruled the internet, the process for dealing with unhappy prospects or clients was pretty straightforward. Everything you say to a prospect, each action you take, and every email you send is under scrutiny -- and on record. We break prospect and client scrutiny into two categories. Don't be argumentative.

Ideal Customer Profile 94

Ideal Customer Profile Closing Construction Social Media 94

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. 100 Most Prospected-to Companies of 2018.

Company 156

Company Prospecting Oracle Transportation 156

Sales and Marketing Management

NOVEMBER 15, 2018

From here, most well-meaning sales managers pivot into the helpful, inspiring part of the conversation, discussing the need to increase activity, generate more proposals, ask for the sale, and increase the closing ratio. When delivering performance feedback, a little constructive criticism goes a long way.

Coaching 257

Coaching Construction Pivotal Positioning 257

Sales and Marketing Management

OCTOBER 16, 2017

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. Storytelling gives a prospect a compelling reason to hear you out. Early stage prospects often gravitate toward videos and short, educational demonstrations. Closing the deal.

Real Estate 243

Real Estate Construction Scale Hiring 243

Hubspot Sales

JUNE 8, 2022

Prospects are on vacation. Here are a few key takeaways: Closing Deals. Good news first: In 2021, businesses saw a higher rate of deal closings than they did in pre-pandemic years. Industries with the slowest growth were Construction and Financial Activities. Prospect, prospect, prospect.

Data 122

Data How To Call-back Collateral 122

Sales Evangelist

SEPTEMBER 2, 2019

There are three great closing questions that salespeople often ask because everyone in the sales arena wants to make sure that we’re closing effectively. The answers to the three great closing questions will help salespeople close like a pro. There are challenges in closing. It halts the closing process.

Closing 49

Closing Construction Objections Inside Sales 49

criteria for success

JULY 26, 2022

How well do your salespeople introduce themselves and your company to prospective clients and partners? Can your salespeople effectively talk to prospects and answer questions about your offering? Can your salespeople effectively talk to prospects and answer questions about your offering? Sales Communication with… 1.

Lead Rank 98

Lead Rank Lead Scoring Scale Construction 98

Lead411

MARCH 7, 2024

7 Sales Quotes to Help Motivate your Day In the thrilling universe of B2B sales, where charm battles objections and wit engages prospects, a touch of motivation and humor can turn a cold call into a warm lead. To reach new heights in closing deals! Innovation and creativity are your wingmen in this game.

Motivation 52

Motivation Cold Calling B2B Quota 52

Zoominfo

NOVEMBER 22, 2019

When your deal closed? Do you need to close big sales? When your ABM program gets into full swing, advocates become critical to close your biggest deals. Identify each milestone along the way from prospect to customer and build a playbook. Did they use competitor technologies that you were able to win them away from?

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

BuzzBoard

MARCH 13, 2024

The goal is to wholly understand prospects’ needs and challenges. This persona, a semi-fictitious representation of your ideal customer, should be constructed using a mix of market research and real data garnered from existing customers. An effective buyer persona goes beyond just demographics.

Ideal Customer Profile 52

Ideal Customer Profile Small Business Small Business Buyer Persona 52

Zoominfo

APRIL 6, 2021

And research shows that companies who automate at scale are closing more deals than those who don’t. But those campaigns are limited because a form-fill mechanism doesn’t provide targeted and specific information for each of those prospective customers. How to use Workflows in 3 easy steps 1.

Ideal Customer Profile 130

Ideal Customer Profile Data Hiring Construction 130

Zoominfo

AUGUST 11, 2020

An ideal client profile should inform teams about potential clients that would make good prospects, as well as which ones aren’t. Similar to your ideal customer profiles (ICPs) , ideal client profiles allow you to construct marketing materials and content that are highly relevant to top-of-funnel clients.

Ideal Customer Profile 246

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 246

Hubspot Sales

APRIL 1, 2019

So, let’s hone that skill with 14 simple sales presentation techniques that communicate an irresistible narrative and get buyers to close. If your deck is compelling, prospect’s will want to get into it with you, even if they know the main point. Now you’re getting the inside scoop on deal-closing sales presentations.

Closing 143

Closing ROI Call-back Buyer 143

Zoominfo

MAY 17, 2018

Just under a third result in a competitive loss, and nearly a quarter result in the prospect deciding to do “nothing” ( source ). A weighted pipeline approach involves careful analysis of opportunity stage and making predictions about which deals will close and how much each is worth. Ditch the weighted sales pipeline.

Sales Forecasts 232

Sales Forecasts Forecasting Pipeline Scale 232

Zoominfo

JUNE 10, 2021

At ZoomInfo, SDRs are mainly responsible for pipeline building and prospecting, both inbound and outbound. AEs, on the other hand, focus on the first prospect meeting and then work the sales cycle until the first transaction takes place. We wanted them to self-source their own opportunities, prospect, and get good-fit meetings.

Outbound 130

Outbound Inbound Hiring Lead Rank 130

Janek Performance Group

FEBRUARY 6, 2024

In sales, preparation is the steps taken to understand prospects and clients at each stage of the sales process. From prospecting through account management, it’s being informed of their personnel, their processes, their strengths, and weaknesses. Construction equipment is different from SaaS. And how to get them there.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Hubspot Sales

OCTOBER 18, 2017

They’ll show your prospects you’re more invested in their interests than closing a deal -- and that’s what will set you apart in today’s competitive sales landscape. Your prospect may work with someone who’s championing another company. Show your prospect you understand and are honored to be considered as a replacement.

Prospecting 97

Prospecting Face-to-face Vendor Follow-up 97

Sales and Marketing Management

APRIL 30, 2018

That means you being open to receiving constructive suggestions from your salespeople. Is your sales team having troubles closing sales? Most managers try to fix the problem by getting involved in deals as they approach the close. Problems closing likely stem from the beginning of the sales process, not the end.

Sales Management 268

Sales Management Hiring Motivation Construction 268

Hubspot Sales

JULY 15, 2020

Digital transformation and a shifting sales landscape are driving both general interest in and a pronounced need for salespeople that might not physically interface with prospects. They would work remotely — meaning they would be operating from home or in an office, separate from the prospects they reach out to.

Inside Sales 80

Inside Sales B2B Construction Outside Sales 80

Awarathon

NOVEMBER 9, 2023

This innovative method enables sales teams to dive into realistic situations, spanning initial customer outreach, objection handling, negotiation techniques, and closing strategies. Similarly, a confident demeanor leaves a positive impression on clients and prospects, fostering the potential for successful encounters.

Training 52

Training Construction Negotiation Video 52

Highspot

MARCH 21, 2024

It’s ideal for reaching newly discovered prospects, assessing their interest, keeping in touch, or arranging meetings. Remarkably, 82% of buyers are open to accepting meetings from sellers who proactively reach out to them, underscoring the potential of effective sales emails to open doors, build connections, and close deals.

Lead Rank 96

Lead Rank How To Lead Scoring Follow-up 96

Janek Performance Group

OCTOBER 4, 2021

In addition to deal coaching and forecasting, managers should challenge reps to know their deals and develop plans to close them. Rather than updates, pipeline reviews should be active discussions of who is doing what to close their deals in the quickest timeframe possible. . What needs to happen for each deal to close?

Pipeline 118

Pipeline How To Forecasting Construction 118

Highspot

JANUARY 9, 2024

A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. This makes B2B sales training more important than ever.

B2B 52

B2B Training Top of Funnel B2C 52

Alice Heiman

APRIL 22, 2020

3: Share constructive insights with your team and customers. Doom and gloom are all around us right now, which means it’s important for salespeople to share constructive insights. Sales managers need to spend 80% of their time coaching their salespeople to close business. Selling is about solutions. Stay Calm and Keep Selling.

How To 166

How To Construction Customer Service Coaching 166

Zoominfo

JUNE 10, 2021

At ZoomInfo, SDRs are mainly responsible for pipeline building and prospecting , both inbound and outbound. AEs, on the other hand, focus on the first prospect meeting and then work the sales cycle until the first transaction takes place. We wanted them to self-source their own opportunities, prospect, and get good-fit meetings.

Hiring 100

Hiring Inbound Lead Rank Outbound 100

Pipeliner

NOVEMBER 18, 2022

As the selling year draws to a close, we’re captivated by Q4 activities focused on closing the year strong in terms of winning business and, hopefully, also delivering as much value as possible to our clients. Focusing on your pipeline and your clients is certainly important as the year closes but don’t ignore the environment question.

Real Estate 97

Real Estate Government Face-to-face Transportation 97

Partners in Excellence

JULY 14, 2023

We can spend a lot of time focusing on specific selling skills, for example questioning, probing, objection handling, presenting skills, closing skills. Customers in your ICP, and within that, customers/prospects that have a high sense of urgency to change. No prospecting, no demand gen, no outreach should be outside your ICP.

Ideal Customer Profile 78

Ideal Customer Profile Pipeline Margin Construction 78

Emissary

MARCH 2, 2023

To succeed in the current marketplace, sellers have to use every tool at their disposal to understand their prospects and what drives them. The information Emissary provides is an unparalleled advantage that helps sellers unearth more opportunities, shorten sales cycles, and close more deals in less time.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Hubspot Sales

JUNE 24, 2020

It's a way to ensure that your messaging, promotion, and outreach are in sync across the different facets of your organization — a means of keeping everyone on the same page to leverage a common, integrated approach internally and project cohesion to prospects. It's the mean dollar amount your company earns with every closed deal or contract.

Lead Rank 133

Lead Rank Webinar Metrics Marketing Qualified Lead Sales Qualified Lead 133