The Sales Hunter

FEBRUARY 3, 2012

B2B Phone Sales Cold-Calling: It Still Works! Recently I wrote about why I think phone sales cold calling still works , and the feedback has been amazing. All of the feedback I received confirmed that cold-calling does still work when it is done right. They call it cold-calling for a reason…it’s cold!

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

Jeffrey Gitomer

AUGUST 23, 2011

To Become A Master Salesperson, Master NON Selling Skills. Tweet Share Everyone talks about “how to sell” Not me. “Easy for you, but I’m cold calling, I’m fighting competition, I’m in a tough market, you don’t understand.” You can learn old world selling skills.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

The Sales Hunter

DECEMBER 5, 2011

Cold Calling: Brother, Can You Spare a Sale? I know, you’re reading this wondering what this has to do with cold calling, but stay with me. The question still stands, “How do they overcome the fear of walking up to strangers and asking for money?” Cold-Calling Never Goes Out of Style.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161

The Science and Art of Selling

MARCH 25, 2015

Cold calling is not easy; in fact, it can be frightening. Same as writing blogs about cold calling. There are some proven cold calling techniques that really work and they can help you to succeed in overcoming your fear. The first line of business is to set up an effective script.

Cold Calling 40

Cold Calling Decision Maker Selling Skills Up-Sell 40

The Science and Art of Selling

APRIL 28, 2014

Cold calling is not easy; in fact, it can be frightening. Same as writing blogs about cold calling. There are some proven cold calling techniques that really work and they can help you to succeed in overcoming your fear. The first line of business is to set up an effective script.

Cold Calling 50

Cold Calling Decision Maker Up-Sell Selling Skills 50

The Sales Hunter

JUNE 23, 2015

As I dig into the Top 10 reasons prospecting plans don’t work, I think #3 on my list is the one that drives me nuts the most: Not having the time to follow up and follow through. (Be Be sure to check out #1 and #2) Not having the time to follow up and follow […].

Follow-up 100

Follow-up Prospecting Cold Calling Selling Skills 100

Closer's Coffee

MAY 20, 2019

For Parts 1-3 of the Essential Selling Skills Bootcamp, click here. You will have everyone tell you that telephone prospecting doesn’t work or cold calling is dead. Be transparent; by telling them the reason you are calling them. Nothing grapes someone’s attention like calling their name.

Selling Skills 77

Selling Skills Prospecting Social Media Trade Show 77

No More Cold Calling

MAY 26, 2016

Unless they learn the right way to ask for referrals , and practice doing it, they’ll mess it up. Get your sales reps to focus on specific selling skills and practice. To learn more about how to practice asking for referrals, check out our No More Cold Calling Individual Referral Selling Programs.

Referrals 287

Referrals Cold Calling Face-to-face Intent 287

Gong.io

MAY 3, 2018

Try googling cold calling tips and see what happens. So, why can we credibly claim that the cold calling tips in this article are the best ones you’ll ever read? At Gong.io, we have the largest database of recorded sales calls in the world. Cold Calling Tips: The Anatomy of Successful Cold Calls from Chris Orlob.

Cold Calling 48

Cold Calling Call-back Follow-up Education 48

The Sales Hunter

NOVEMBER 24, 2012

As I have already shared, questions are key in a sales call…remember what I shared about short questions ? Now let’s talk about the power of follow-up questions. If you want to move your sales call toward a close and toward more profit, then you need to be using follow-up questions correctly.

Follow-up 188

Follow-up Video Closing Motivation 188

Gong.io

MAY 3, 2018

Try googling cold calling tips and see what happens. So, why can we credibly claim that the cold calling tips in this article are the best ones you’ll ever read? At Gong.io, we have the largest database of recorded sales calls in the world. Cold Calling Tip 1: Buy Time. Cold Calling Tip 2: Educate.

Cold Calling 48

Cold Calling Call-back Education Buyer 48

The Science and Art of Selling

MARCH 11, 2016

Cold calling is not easy; in fact, it can be frightening. Same as writing blogs about cold calling. There are some proven cold calling techniques that really work and they can help you to succeed in overcoming your fear. The first line of business is to set up an effective script.

Cold Calling 40

Cold Calling Decision Maker Webinar Metrics Up-Sell 40

No More Cold Calling

NOVEMBER 29, 2016

Here’s what you might have missed from No More Cold Calling this month. Then ramp up your prospecting activity by asking for referrals from those happy customers, and you’ll be well on your way to building a strong pipeline for Q1. Building professional skills takes practice—deliberate practice.

Referrals 120

Referrals Cold Calling Lead Generation Social Media 120

Mr. Inside Sales

JANUARY 2, 2023

If I get an, “Ah, I don’t know,” then I once again use layering questions like: “Have you heard of my new On Demand Inside Selling Skills Training?” Now I’m sure you can come up with your own questions here, but you get the idea. So, write up your questions, call your prospects, and listen to how best to serve and sell them!

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

The Sales Hunter

JULY 18, 2013

Failing to follow-up. There are two simple questions we all need to ask ourselves: How is my follow-up? When we take a step back and honestly assess our process, there is not one of us who could say we have not done at least one of the six on a recent sales call. Most likely they do! Talking too much.

Cold Calling 241

Cold Calling Customer Service Consultative Selling Selling Skills 241

Klozers

JUNE 10, 2014

Cold Calling is dead and as a Sales Trainer who teaches  or used to teach Cold Calling – I dont make that statement lightly. Times change, people change and because of that I firmly believe that Cold Calling no longer has a part to play in modern business. attempts to reach a prospect.

Cold Calling 48

Cold Calling Sales Qualified Lead Call-back Case Study 48

The Sales Hunter

MARCH 19, 2014

Chances are you’re making one of the following fatal mistakes. Second reason you shouldn’t do it is that it can easily gum up smartphones. Many times they come through as plain garbage or they take up far too much space, making it hard for the reader to determine what the email is about. Writing too much.

Cold Calling 278

Cold Calling Selling Skills Follow-up Prospecting 278

The Sales Hunter

JULY 25, 2013

One word sums up what I heard in this salesperson’s approach: Pathetic! I can’t tell you the number of times I wanted to just jump in and tell the salesperson to shut up and let the customer talk. Follow-up on each comment made by the customer. Well, that sums it up. Secure a next step.

Cold Calling 217

Cold Calling Selling Skills Customer Service Consultative Selling 217

The Sales Hunter

JULY 11, 2013

What I mean by this is to be asking follow-up questions on what the customer shares with you. Your objective is to get to the good part of understanding the customer’s needs and wants, and that means asking follow-up questions regarding what they just shared with you. Same thing with your conversation.

Cold Calling 204

Cold Calling Consultative Selling Follow-up Selling Skills 204

The Sales Hunter

APRIL 30, 2013

Think 2 days, 2 weeks and 2 months as your rule for following up. Two days after the customer makes their purchase, reach out to them with a phone call thanking them for buying and making sure they received what they wanted with regard to the benefits they were looking to fill. ” Sales Motivation Blog.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

FEBRUARY 17, 2015

This situation comes up quite often, and it did again the other day in an email I received from a small business owner. This business owner heard me speak a couple of years ago and has been an avid follower of my blog ever since. The business owner’s problem was simple yet tough. He […].

Vendor 100

Vendor Cold Calling Consultative Selling Selling Skills 100

The Sales Hunter

APRIL 11, 2013

Provide senior management in advance an agenda of the meeting that includes the following: Key items we need to cover, including a copy of the presentation you will be giving on the call. Items of concern the customer may bring up. Never set expectations above what you are positive senior management is comfortable with.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

The Sales Hunter

MARCH 7, 2014

Do you or your friend ever suffer any of the following conditions: A hesitation to answer the phone when a customer is calling. Hesitation to call customers and especially to call prospects. Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.”

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

SBI Growth

SEPTEMBER 6, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute.” Examples of the difference between inside-out vs. outside-in approaches for Sales Ops follows: A few basic questions should clarify if you are looking inside-out or outside-in. Does it require social selling skills?

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

Gong.io

DECEMBER 8, 2021

Guilt is sending a follow-up email to a buyer and leading with, “I never heard back.” . But that satisfaction will be short-lived when you don’t book that next meeting — the true purpose of a follow-up email, right? Finally, building your champion’s buying guide sets up the perfect Law of Reciprocity situation.

Cold Calling 114

Cold Calling Call-back Buyer Video 114

The Sales Hunter

JULY 12, 2013

The sales manager is anxious to hear how the sales call went. When you follow-up, it shows that you take your involvement seriously and you value the role the sales team plays in the success of the company. Send a follow-up note to the customer and copy the salesperson. ” Sales Motivation Blog.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Gong.io

OCTOBER 20, 2021

COLD EMAIL. an unsolicited e-mail that is sent to a receiver without prior contact; the email equivalent of cold calling. This confirms our cold call stats : Talking MORE on cold calls yields BETTER results than other types of calls. Cold outreach is it’s own beast, treat it as such.

Cold Calling 118

Cold Calling ROI Call-back Buyer 118

Klozers

JUNE 5, 2014

Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

Understanding the Sales Force

OCTOBER 30, 2013

First, I received a cold call that went like this: " Hi Mr. Kurlan, this is [name withheld] from [huge company name withheld]. I.I.can''t talk to you without following the script. not having appropriate follow-up materials (17%). not having appropriate follow-up materials (17%). their comfort level.

Decision Maker 269

Decision Maker Survey Follow-up Margin 269

Mr. Inside Sales

MAY 21, 2022

Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard? Sign up here! And isn’t that what you wake up in the morning trying to do 5 or 6 days a week? Need More Proven Responses to the Selling Situations You Face Every Day? Teamwork concept. Life in office.

Closing 156

Closing Training Gatekeeper Face-to-face 156

No More Cold Calling

OCTOBER 1, 2015

Picture a sales world where all your prospects want to talk to you—a world in which you never have to cold call, send cold prospecting emails, or entice prospects with special offers. Your prospects expect to hear from you and happily take your call. It’s time to make referrals the way you sell.

Referrals 120

Referrals Lead Rank Lead Scoring Prospecting 120

Jeffrey Gitomer

DECEMBER 16, 2011

Tweet Share We are in the year 2011 and it’s amazing to me that people are still cold calling, leaving voicemails, asking for appointments, and, in general, trying to pull out their Felix the Cat tricks that were dead and gone the moment the Internet reached awareness. (No How do I make a better cold call?

Hiring 194

Hiring Cold Calling Closing Social Media 194

Jeffrey Gitomer

OCTOBER 19, 2011

It remains an enigma to me that more salespeople don’t use it to replace the cold call (which ain’t no fun). Follow up less than twenty-four hours after the event to confirm the commitment. The paradox is that at a networking event everyone wants to sell. Gitomer | October 19, 2011 | Leave a Comment.

Networking 314

Networking Hiring Prospecting Social Media 314

Vengreso

JUNE 12, 2023

Below we compare three examples of traditional selling and modern selling techniques, as well as how to effectively combine the two into a modern sales process that will enable sellers to create more sales conversations. #1 Also, make sure you check out our tips for creating the perfect cold calling scripts! #2

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

Gong.io

DECEMBER 7, 2022

The most common is outbound prospecting, which is also known as “cold outreach” because you’re reaching out to people who have no prior relationship with your company. Examples of outbound sales prospecting include: Cold calls: While it’s an age-old sales technique, cold calling still works in today’s modern sales environments.

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Prospecting Lead Scoring 62

Gong.io

JUNE 25, 2021

Silence, followed by phone hanging up sound. I was hoping you’d call! Opening a cold call with “Did I catch you at a bad time?” The success rate for cold calls that opened with this line? Open up your next cold call with the following question: . Annoyed prospect.

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

Gong.io

AUGUST 10, 2022

A product-focused, target-oriented mindset may have worked 30 years ago, but today’s buyers are much better informed and far less willing to put up with an unsatisfactory sales experience. . By this point, you know what consultative selling is, why it works, and how it is different from a more traditional, product-based sales approach. .

Consultative Selling 62

Consultative Selling ACT Cold Calling Buyer 62