Hubspot Sales

MAY 25, 2020

No industry has been untouched, and for B2B salespeople it’s becoming increasingly difficult to connect with prospects. 95% of B2B sales and marketing professionals are already using LinkedIn to connect with potential prospects. 95% of B2B sales and marketing professionals are already using LinkedIn to connect with potential prospects.

Face-to-face 103

Face-to-face Webinar Metrics Pivotal Scale 103

Mr. Inside Sales

AUGUST 21, 2022

He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. I told the rep the problem was that he wasn’t making any connection in the beginning and wasn’t allowing his prospect to engage with him at all.

Prospecting 156

Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

Sales 2.0

FEBRUARY 21, 2020

The biggest challenge facing most sales people and small business owners is getting meetings with prospective clients. Cold prospecting techniques get harder-and-harder every day. Maybe you are system administration firm but your prospect currently needs a new lawyer. If you like them enough, partner up.

Prospecting 407

Prospecting Face-to-face Small Business Small Business 407

Mr. Inside Sales

MARCH 17, 2024

What’s the number one blow off prospects use these days? but face it—they rarely are. Not only is it hard to get prospects back on the phone, when you do, you usually lead off with the ineffective opening line of: “Did you have a chance to review that email I sent you?” Can you email that to me?” Can you send it again?”

Face-to-face 243

Face-to-face Sales Qualified Lead How To Gatekeeper 243

Hubspot Sales

MAY 19, 2021

Innovators face all kinds of challenges at every stage of their development — that's just a given. Demonstrate you have a firm understanding of your market and how to cater to the prospects within it. It's an uphill battle that requires boldness, effort, and — in many cases — a whole lot of luck. Let's take a look.

Face-to-face 99

Face-to-face Buyer Persona How To Pivotal 99

Mr. Inside Sales

APRIL 14, 2024

I just returned from a “Day of Development” seminar in Charlotte with the Jon Gordon company. I can’t believe this company is asking me to actually show up to an office!” Need More Proven Responses to the Selling Situations You Face Every Day? Check them out on Amazon if you’re interested in learning more.

Face-to-face 224

Face-to-face Gatekeeper Decision Maker Licensing 224

The Center for Sales Strategy

MARCH 16, 2020

Our entire 40-person company has worked from home for 38 years- and we excel at it too! To help ease this sudden transition into the remote work world, here are some tips from our experts on how to stay in touch with clients and prospects. The Center for Sales Strategy (CSS) has embraced the work from home lifestyle.

Face-to-face 87

Face-to-face Meeting Account Sales Management 87

Mr. Inside Sales

MARCH 2, 2024

Yep: that if we hire that rep, they will be leaving us in under 2 years… Look over your resume, and make sure and list the companies you worked for that exceeded 2 years. What this tells the hiring manager is that you’re likely to “talk past the close” when on the phone with a prospect! And you’d better have a good explanation!)

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

Mr. Inside Sales

MARCH 12, 2022

Congrats to those companies & individuals who sent in their prospecting scripts for review. Usually, they asked it this way: Gatekeeper: “Thank you for calling the Johnson company.”. Usually, they asked it this way: Gatekeeper: “Thank you for calling the Johnson company.”. Do you know who I should speak to?”.

Gatekeeper 156

Gatekeeper Prospecting Face-to-face Decision Maker 156

Vainu

DECEMBER 17, 2020

It’s up to logistics companies to provide all the transportation that is needed in our very much globalised world. But transport and logistics face challenges. Such as prospecting, finding sales opportunities, or even completely new customers. In this article, you will learn the best ways to prospect in the logistics sector.

Transportation 118

Transportation Company Prospecting Face-to-face 118

Zoominfo

FEBRUARY 17, 2021

Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Guidelines for cold outreach may vary by company and department, but every organization must follow SEC regulations. As a sales professional, you can make cold calls to company phones at any time of day (preferably during business hours).

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Zoominfo

FEBRUARY 15, 2023

To better understand the challenges and opportunities facing our customers and their businesses, we surveyed thousands of ZoomInfo users. Whether through reduced headcount, smaller budgets, or both, many sales leaders are faced with achieving ambitious revenue targets with fewer resources.

Survey 130

Survey Prospecting Customer Face-to-face 130

Mr. Inside Sales

AUGUST 18, 2023

Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. If your prospect asks you how you are (after you ask them), DON’T just say, “fine” or “good” and then launch into your pitch. Then… BE BRIEF!

Face-to-face 256

Face-to-face How To Gatekeeper Decision Maker 256

Mr. Inside Sales

APRIL 14, 2023

To follow up on the blog post from two weeks ago (about the one quick fix to get your VMs returned ), here is the second quick fix: Stop trying to trick your prospect! So do your prospects. Your prospects can see through you and your message will be deleted quickly. I ALWAYS delete these messages the moment I hear them.

Face-to-face 254

Face-to-face Gatekeeper Decision Maker Licensing 254

Zoominfo

NOVEMBER 1, 2022

It’s the only way to learn about the challenges your customers face, and find out what kind of features they need from you. Meeting people face-to-face was a valuable experience. It just makes prospecting so much easier in every respect,” Castro says. ZoomInfo saves me so much time,” Castro says.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? But consider this: HubSpot Research found that 72% of companies with less than 50 new opps per month didn’t achieve their revenue goals, compared to 15% with 51 to 100 new opps and just 4% for companies with 101 to 200 new opps.”. What are prospecting insights?

Data 246

Data Prospecting Strategy Cold Calling 246

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. For sellers, context is everything.

Company 156

Company Prospecting Oracle Transportation 156

Marc Wayshak

MARCH 20, 2024

” Starting sales conversations strong will enable you to get prospects to open up , engage, and eventually make purchasing decisions. ” Starting sales conversations strong will enable you to get prospects to open up , engage, and eventually make purchasing decisions. Check it out: 1. Develop your Opening Play.

Conversion 98

Conversion Prospecting Face-to-face eBook 98

Zoominfo

MARCH 7, 2022

Scenario When a new company signs on as a customer, it’s smart business to find look-alike prospects that might also benefit from your product. Every time you close a deal, your sales team should immediately identify prospects that face the same challenges as the new customer.

Prospecting 100

Prospecting Face-to-face Promotion Benefit 100

Mr. Inside Sales

OCTOBER 1, 2023

Here’s what’s better: First, you have to let the caller know what company you’re calling from and the reason for the call. Use this sample as a template and adjust to your product or service: “Hi, this is _ with XYZ company. Obviously, if you have their email address, you should also email as part of your prospecting cadence.

Face-to-face 173

Face-to-face Cold Calling Call-back Gatekeeper 173

Mr. Inside Sales

JUNE 6, 2020

What’s the biggest mistake sales reps make with prospecting or cold calling? Your prospecting will go a lot better if you do! His or her job is simply to find out your name and company name, and maybe the reason for your call, and then to hand you off so he/she can go back to doing their job. How do you avoid that?

Prospecting 161

Prospecting Gatekeeper Cold Calling Face-to-face 161

Mr. Inside Sales

JANUARY 2, 2023

Most companies are under immediate pressure already to begin accomplishing their new goals and sales targets. You can probably feel it in your company, too. You can probably feel it in your company, too. As you speak with your clients and prospects this week, realize that they are all feeling the same stress as well.

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

Mr. Inside Sales

MARCH 2, 2023

Incorporate these proven techniques and give yourself the best chance of hearing back from prospects: #1: Use the “I need a little help, please…” technique. Most prospects don’t call you back because they don’t want to get caught in a lengthy “pitch,” and they certainly don’t have time to waste. My name is _ __ and my company is.

Face-to-face 230

Face-to-face Call-back Gatekeeper Decision Maker 230

Mr. Inside Sales

OCTOBER 11, 2021

Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? Often times, services and products are roughly the same, and prospects will buy from the people they like, know or trust. Want a better way? But there isn’t.

Objections 285

Objections Face-to-face Gatekeeper Decision Maker 285

Adaptive Business Services

JANUARY 24, 2024

A prospective client had a 3×5 card, generally with their business card stapled to it, and this was used to keep track of activities. A prospective client had a 3×5 card, generally with their business card stapled to it, and this was used to keep track of activities. More and better prospects. Predictable revenues.

CRM 71

CRM Revenue Company Hiring 71

Mr. Inside Sales

JUNE 11, 2021

And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch. Ask questions frequently of your prospect. A good script—and script playbook—changes companies and careers. This is a problem. What’s the solution? Rewrite it.

Face-to-face 317

Face-to-face Gatekeeper Decision Maker Licensing 317

Sales Hacker

MAY 9, 2019

It needs to provide fair compensation to employees in customer-facing roles. It needs to incentivize specific behaviors and actions that suit the needs of both the company and the customer. And of course, a strong sales comp plan needs to motivate reps to hit goals that grow the company while still maintaining a profit margin.

Face-to-face 102

Face-to-face Compensation Commission Lead Rank 102

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. There, we looked at key indicators to assess before passing prospects to sales. Now, we’ll go further and explore strategies and best practices for improving prospect qualification. And, if so, is the prospect worth your time and effort?

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

Zoominfo

OCTOBER 13, 2022

In 2020, like most businesses around the world, AGL found itself facing a pandemic crossroads. Almost overnight, AGL’s business was faced with perilous uncertainty. Most people don’t give much thought to how all those boxes of copy paper make their way to the warehouses and shelves of their local retailers. billion to about $40.9

Ideal Customer Profile 100

Ideal Customer Profile Prospecting Face-to-face Scale 100

Partners in Excellence

JUNE 14, 2022

Some observations: This presentation was intended for initial meetings with prospective customers. The title was, “Company X Overview.” ” There was a nice picture of some of this company’s employees. Everything else was about the company, who they are, what they offered.

Prospecting 80

Prospecting Face-to-face Buying Cycle Meeting 80

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? Commit to a Prospecting Schedule.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Sales Evangelist

MAY 14, 2019

Even if we have the right process or the best mindset, every seller is going to encounter difficulties, so we must figure out how we'll stick to our mission and achieve greatness in the face of adversity. He had what he calls a dysfunctional life, but he learned the ability to thrive in the face of difficulty.

Face-to-face 60

Face-to-face Insurance Insurance How To 60

Partners in Excellence

APRIL 24, 2020

I don’t mean to be insensitive to the challenges we all face in dealing with the COVID 19 pandemic. As we look at our own companies, every organization has had to reset their plans to adjust to the new realities presented by this global health and economic crisis. They are facing circumstances they have never faced before.

Prospecting 115

Prospecting Face-to-face Enterprise Enterprise 115

The Pipeline

JANUARY 22, 2019

People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. Look at it as an opportunity to educate the prospect or correct a misunderstanding they have, or highlight a blind spot they hadn’t considered. You are the Subject Matter Expert after all.

Objections 267

Objections Prospecting SME Cold Calling 267

Mr. Inside Sales

FEBRUARY 21, 2020

How good are you at requalify existing accounts, or prospects you haven’t spoken with in a while? And that means that just because a prospect or client was in charge of a certain function last month or 6 months ago, it doesn’t mean they are in charge of it today. This is an assumptive way to find other decision makers in the company…].

Prospecting 158

Prospecting Sales Qualified Lead Face-to-face Decision Maker 158

The Pipeline

OCTOBER 8, 2019

As technology continues to accelerate the pace of advances, other elements of prospecting are not keeping up. One clear example is the role of the telephone in prospecting success. They need to adopt a new view of the role of the telephone in the age of asynchronous prospecting. Not Your Daddy’s Phone. The Native Truth.

Prospecting 241

Prospecting Call-back Face-to-face Lead Rank 241