Pipeliner

SEPTEMBER 25, 2023

Andy introduced the concept of ‘narcolepsy’ in relation to recurring revenue, a phenomenon where organizations become complacent and resistant to change due to the steady stream of income. We discussed the trap of assuming engagement based on conversations with prospects.

Revenue 64

Revenue Video Exercises Face-to-face 64

Understanding the Sales Force

JUNE 4, 2014

Most of the focus on persistence is related to contacting new prospects. What about the prospects who are far along in the sales process when they suddenly go missing? An alignment of prospects willing to take a stand against salespeople that are getting too close? Is there suddenly an epidemic of rudeness?

Territories 268

Territories Exercises Video ACT 268

Sales Hacker

OCTOBER 16, 2020

Prospecting in the enterprise environment is just different. So, today, we’re going to cover four prospecting tips for breaking into Enterprise Accounts (plus some bonus tips at the end). Building rapport with prospects. Leveraging information to become your prospects doctor. Their calendars are blocked with 76 meetings.

Enterprise 108

Enterprise Enterprise Prospecting Cold Calling 108

Sales Hacker Training

OCTOBER 10, 2022

Related: How to Run Sales Trainings Your Reps Will Actually Enjoy. Related: Why Training Is More Important Than Any Other Employee Benefit. Related: Sales Training Is Only One-Third of What You Should Be Doing for Sales Enablement. Related: How to Design a High-Performing Sales Enablement Program. Peer-to-peer learning.

How To 122

How To Face-to-face Sales Enablement Retention 122

Nutshell

JULY 2, 2020

Purchasing your product should be seamless and enjoyable for your prospects. During positive sales calls, the prospect usually: Formed a genuine connection with the representative Felt understood Had questions that were answered clearly Felt comfortable enough to share a bit of personal info Felt respected and valued. What went well?

Prospecting 95

Prospecting Cold Calling How To Face-to-face 95

Janek Performance Group

NOVEMBER 29, 2023

Morning Routine: Starting the day with a consistent routine—exercise, meditation, journaling, or a healthy breakfast. Physical Movement: Incorporate physical activity into your day, whether walking, stretching, or quick exercises. Disconnect Time: Make time to disconnect and unwind so you can recharge from sales-related stress.

Energy 77

Energy Intent Exercises Journal 77

Hubspot Sales

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Where Sales Prospecting Went Bad. No, this isn't an infomercial.

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145

BuzzBoard

MAY 29, 2024

Many specialized tools have become available to help with this complex challenge of sales prospecting, but very few differentiate the nuanced difference between selling to enterprises versus selling to small and local businesses. This targeted lead generation saves your team countless hours of prospecting.

Paid Content 52

Paid Content Small Business Small Business Software 52

Hubspot Sales

JUNE 7, 2023

It's not uncommon for your prospect to ask about costs, contract lengths, and possible discounts on the first or second call. Next, go through the same exercise from the prospect’s perspective. You might just be cold, but folding your arms makes you seem defensive and closed-off. Start negotiating too early.

Negotiation 112

Negotiation How To Buyer Face-to-face 112

Hubspot Sales

JUNE 21, 2018

You will get rejected by prospects multiple times a day, there are some months when you won't hit your number, and losses are just part of the job. So make your mornings easier and set yourself up for a productive day with these quick morning motivation exercises. And exercise has benefits beyond improving your mood.

Motivation 145

Motivation Exercises Journal Energy 145

Anthony Cole Training

JANUARY 11, 2013

All of these do have influence but I believe that the influence has to do with 1) How easy is it to engage a prospect or 2) How hard is it to engage the prospect. To really have impact then sit down with each individual and have the discussion on developing strategies and disciplines consistent with the outcomes of the exercise.

Influencer 183

Influencer Hiring Exercises Proposal 183

Gong.io

SEPTEMBER 12, 2022

It helps them close deals faster and project sales pipelines more accurately. . A sales cycle is a series of well-defined events, from when a salesperson engages a prospect until they make the sale. . While the terms sound identical and related, the concepts are different. Prospect buyers. Contact prospects.

Sales Cycle 118

Sales Cycle Ideal Customer Profile Lead Rank Marketing Qualified Lead 118

Zoominfo

OCTOBER 21, 2021

We believe the key is the right data and the tools that can drive insights at each stage of the prospect’s journey. This goes for everything from tactical approaches to business development research to the underlying characteristics that make said prospects qualified enough to engage in the first place. Awareness Stage 2.

Top of Funnel 130

Top of Funnel Funnel Sales Qualified Lead Data 130

Smooth Sale

JUNE 23, 2023

A harmonious and close-knit team can improve productivity, communication, and a positive work environment. These exercises, done well, can and will promote collaboration and camaraderie. Team building exercises help boost employee morale and create one harmonious, effective team. It can lead to enhanced creativity in the office.

Company 78

Company Exercises Hiring Lead Rank 78

Highspot

MARCH 26, 2024

Here’s the breakdown: Data Analysis and Insights Performance Analytics: AI can analyze vast amounts of sales data to identify patterns, trends, and insights related to sales team performance. AI acts as a customer or prospect, providing feedback and coaching based on the rep’s performance.

Sales Coaching 52

Sales Coaching Coaching Training Exercises 52

Nutshell

MARCH 19, 2024

An improvement in productivity translates to more deals closed and more revenue for your business, which means productivity directly impacts your bottom line. It also relates to how well your sales team and related teams employ the time and resources available to achieve sales goals. What is sales productivity?

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

Hubspot Sales

AUGUST 25, 2022

After countless attempts to connect with prospects and land a meeting to no avail, you’ve hit a wall. When a sales slump hits and your quota is on the line, the first thing you want to do is jump on the phones and contact every prospect and lead you know. Put down your phone, close your laptop, and take a long, deep breath.

Cold Calling 117

Cold Calling Hiring Face-to-face Call-back 117

Sales Hacker

MAY 19, 2022

They deliver short exercises to give sellers a sense of accomplishment. Add-on: Check out 8 Sales Role Play Exercises to Prepare Your Team for the Win. However, they also have tools to identify the skill gaps of each rep – and they make it a priority to deliver monthly, personalized skills coaching to close those gaps.

Ideal Customer Profile 95

Ideal Customer Profile Top of Funnel Strategy Hiring 95

Mindtickle

AUGUST 25, 2022

Scores from training exercises such as quizzes and virtual role plays and identify the topics where they perform better or worse than average. Call recordings and other interactions with prospects to see their sales skills in action. Reinforce coaching with related training activities. Coach skills, not just deals.

Sales Coaching 93

Sales Coaching Coaching Exercises Lead Rank 93

Sales Hacker

JANUARY 12, 2023

Uncommon pipeline-building & prospecting practices. Related: The Data Points You Need for an Effective Account Targeting Strategy. Related: Slide Into the DMs: LinkedIn for Lead Gen. Using phone, email, social, Slack communities, etc — whatever’s relevant to your prospect. Target & sell to trainwrecks.

Buyer 98

Buyer Lead Rank Lead Scoring Demand Generation Targets 98

Sales Hacker

NOVEMBER 3, 2022

Related: Supporting Remote Teams: 5 Steps to Keep Your Team Thriving. Related: Remote Sales: Tips to Sell (Better) & Make Quota From Home. Related: Tech Trends to Take Your Sales Tech Stack to the Next Level. Related: Zoom-to-Face: How to Digitally Walk Your Sales Floor. Some people don’t at all. One easy fix?

Examples 88

Examples Strategy Face-to-face Lead Rank 88

Sales Hacker

MAY 24, 2020

RELATED: 90-Second Pre Call Planning: A Simple Process for Cold Calling Success. We like to keep things short and sweet and also reference collateral the prospect has received from us. If you put too much information in the introduction, it will overwhelm the prospect. Every successful cold call has six major components.

Cold Calling 96

Cold Calling Examples How To Sales Qualified Lead 96

Sales Hacker

DECEMBER 1, 2022

A Wild West-style free-for-all where reps prospect into an addressable market wherever they’d like. If your SDRs don’t have time to engage deeply enough with a prospect, they never move into an opportunity. Related: Territory Management Decoded: How to Uplevel Your Lead Routing and Scoring to Close More Deals (on-demand webinar).

Account 80

Account Lead Rank Ideal Customer Profile Territories 80

InsideSales.com

JULY 8, 2020

RELATED: How to Train New Salespeople When You’re Not in the Office. To avoid sales slumps, be sure to stay up-to-date on what’s going on in pop culture and the wider world around it, especially if there are changes directly related to your target market. RELATED: The #1 Mistake Sales Reps are Making Right Now. Stay Up-to-Date.

Motivation 81

Motivation Trends Consumer Relationals 81

InsideSales.com

JUNE 22, 2020

Sales development representatives (SDRs) have one of the most important sales roles because they channel customers to pitchers who close deals. RELATED: 14 SKILLS SALES DEVELOPMENT REPRESENTATIVE HAVE MASTERED. 6:30 am – Exercise. In this article: What is a Sales Development Representative? 6:15 am – Wake Up.

Ideal Customer Profile 58

Ideal Customer Profile Social Media Sales Qualified Lead Exercises 58

CloserIQ

AUGUST 19, 2019

Many sales representatives only start to think about closing the deal later in the sales process. However, to really set yourself up for closing, you need to be setting the groundwork from the very beginning. The best way to do this is to exercise control over sales conversations. Create an action plan for closing the deal.

Conversion 81

Conversion How To Closing Objections 81

The Spiff Blog

OCTOBER 28, 2022

Nearly 3 in 5 employees report negative impacts of work-related stress, including lack of interest, motivation, or energy (26%) and lack of effort at work (19%). These include exercise incentives, free mindfulness tools, and practical advice about relieving workplace stress. Perceived Lack of Control.

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

Zoominfo

SEPTEMBER 25, 2018

You’ll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Each week, host John Barrows—leading B2B sales trainer and founder of JBarrows Consulting, gives listeners actionable tops to close more business. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Sales Hacker

JANUARY 23, 2023

They engage in the most complicated mental gymnastics to avoid doing the simplest actions: eat fewer calories and exercise more. A RAIN Group study from 2019 found that nearly 7 out of 10 prospects accepted at least one cold call yearly. Recently, I had a prospect call me out of the blue. That’s complexity bias at work.

Sales Process 79

Sales Process Hiring Cold Calling Proposal 79

Hubspot Sales

APRIL 23, 2018

With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. Without credibility and trust, a salesperson will likely lose the interest of their prospect. It is immediately helpful for them on their first call with prospects all the way through to closing calls.

Call-back 145

Call-back Hiring Hubspot Follow-up 145

The Sales Hunter

FEBRUARY 28, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Having a personal sales training system is as important as taking the time to exercise. If a person is going to take the time to exercise their physical body, then they should also be willing to take the time to exercise their sales body.

System 160

System Motivation Training Hiring 160

eGrabber

JUNE 18, 2021

Tools to Generate Leads that Close Faster & Increase Sales Energy. You can quickly find new leads that close 2x to 10x faster than normal. It is one place where you can find millions of prospects, decision makers and companies that match your ideal customer profile. It certainly helps you to boost your sales energy levels.

Energy 52

Energy Hiring Decision Maker Ideal Customer Profile 52

Hubspot Sales

AUGUST 24, 2023

Table of Contents AI Sales Reps Today Examples of AI Sales Reps How to Tell If You’re Taking to an AI Rep When (and Why) Human Reps Are Still Necessary AI Sales Reps Today Sales professionals have traditionally relied on personal interaction to close deals, making it easy to be skeptical of AI's role in this field.

Lead Rank 82

Lead Rank Lead Scoring Face-to-face Forecasting 82

Hubspot Sales

JUNE 16, 2020

It helps you remember the why of your sales career when you run into the inevitable pothole, and is a powerful exercise for visualizing success. As a sales rep the key to success is to understand how your prospect is approaching their buying process, what their intentions are, and how you can accommodate and fit into that.".

Hubspot 115

Hubspot Quota Lead Rank Lead Scoring 115

Sales Hacker

MARCH 4, 2020

This exercise is one of the fastest ways to learn your ideal customer profile. DO: Prospect, It’s Never Too Early. While this might have landed them a few early adopters, the sales strategy needs to evolve quickly to target prospects who have the business pain your product relieves. This regimen does wonders! Get used to it.

Hiring 90

Hiring Ideal Customer Profile Lead Rank Lead Scoring 90

John Barrows

DECEMBER 19, 2019

We’re talking small tweaks to how you find the right prospects, how you run your calls and how you follow up. Tom Williams: So it’s all related to becoming trusted because the transparency isn’t going to come through on the first call. If you add that up into more prospecting time, you can 5X your revenue easily.

Ideal Customer Profile 119

Ideal Customer Profile Hiring Call-back Follow-up 119

Sales Hacker

AUGUST 9, 2019

And, even better, he managed to go beyond the target by closing a €350K deal. As it turns out, the CEO was disappointed with these results because only one deal was closed. RELATED: How To Manage A Sales Team: 12 Expert Tips For Success . So you can’t expect your BDRs to close deals in any time frame.

Ideal Customer Profile 89

Ideal Customer Profile Top of Funnel Buyer Persona Sales Qualified Lead 89