Partners in Excellence

DECEMBER 8, 2023

Virtually every prospecting conversation inflicted on me is a scripted discussion. It focuses on what the seller wants to say and achieve, not what the victim , I mean prospect seeks to achieve. Are we leveraging the lessons from “improv” to help them adapt in constructive ways?

Construction 101

Construction Objections Conversion Groups 101

MTD Sales Training

OCTOBER 8, 2015

During my career in the finance industry, I had many occasions to discuss opportunities with prospects that centred around their investments, pensions, banking circumstances and the like. It would give me all the information I needed to discuss their past needs and their current or present positions. Ah, gotcha.

Exact 120

Exact Prospecting Construction Banking 120

Julie Hanson

JULY 17, 2017

Like a movie, a presentation can build up a lot of good will, only to tear it all down in those final few moments. Whether they’re poorly constructed or executed, bad presentation endings leave a bad taste in the mouths of prospects and can undo all your hard work. 4 Bad Presentations Endings. The Ambiguous Ending.

Film 63

Film Construction Follow-up Closing 63

Pipeliner

APRIL 19, 2022

10 pro tips to convincingly present your product before prospects – for a jump in sales. Be empathetic and genuinely interested in helping your prospects. Hence, rather than making references to attributes and functionality, assist your prospect in a genuine, empathetic manner. And here is how you can go about it.

Cold Calling 52

Cold Calling How To Face-to-face Ideal Customer Profile 52

Partners in Excellence

MAY 21, 2019

He poses the premise they should do this by answering every prospecting call they get–since sales people presenting their solutions will give the customer insights and ideas to improve their business. He goes further to imply execs are being irresponsible in not answering every prospecting call. They waste my time.”

Prospecting 85

Prospecting Customer Channels Survey 85

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

BuzzBoard

APRIL 10, 2024

To aptly employ case studies in your lead nurturing efforts, contemplate presenting them in your newsletters, on social media, or during sales conversations. Regularly update these case studies making them readily available on your website, and you would be able to keep prospective clients informed about your latest successes.

Case Study 52

Case Study Lead Nurturing Study Lead Rank 52

Highspot

MARCH 21, 2024

It’s ideal for reaching newly discovered prospects, assessing their interest, keeping in touch, or arranging meetings. Sales Prospecting Emails Prospecting emails are salespeople’s way of finding interested leads and getting them curious. Here are different strategies to help you refine and present value.

Lead Rank 96

Lead Rank How To Lead Scoring Follow-up 96

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

Partners in Excellence

SEPTEMBER 21, 2023

As sellers, too often we focus on “pitching” our prospects and customers–these are the furthest from collaborative conversations we can imagine–and perhaps why customers don’t want to talk to us. Be Present: A key aspect of active listening and being engaged with each other is “being present.”

Conversion 81

Conversion Construction Intent Follow-up 81

Zoominfo

OCTOBER 22, 2020

We know what you’re thinking, but even with new privacy laws, B2B prospecting is possible in Europe, if you’re taking the right steps. At this year’s virtual event Henry Schuck, delivered a keynote presentation called “Hit Your Number: How To Fast-Track Your Outbound Sales and Marketing in Europe.”. Yes, likely permitted.

Outbound 246

Outbound Ideal Customer Profile NetSuite Microsoft 246

Sales and Marketing Management

JUNE 29, 2020

This “agile onboarding” approach uses online content, eLearning, video and web conferencing to sequentially prepare new reps for various career milestones (first prospecting call, first discovery call, first presentation, etc.). to “What do they need to know to do their jobs?”

Construction 156

Construction Policies Travel Coaching 156

Eyeful Presentations

OCTOBER 2, 2019

If you were on a stand or one of the breakout session presenters, this was your perfectly gift-wrapped opportunity to connect your target audience. There were some interactive presentations for prospects to engage with, but these were few and far between, and they did suffer from varying levels of quality.

Construction 31

Construction ROI Energy Course 31

Hubspot Sales

JUNE 8, 2022

Prospects are on vacation. Industries with the slowest growth were Construction and Financial Activities. The industries that saw the largest dips in traffic were Construction (-12%), Financial Activities (-11%), and Manufacturing (-7.2%). Prospect, prospect, prospect. Calls go unanswered. Web Traffic.

Data 122

Data How To Call-back Collateral 122

Partners in Excellence

MARCH 12, 2024

Every day presented challenges, and I often pondered how I would endure until retirement. On my mother’s side, my great grandfather served as president of US Steel and my grandfather successfully sold various products from heart monitors to construction equipment. I felt trapped.

SAP 73

SAP Real Estate Enterprise Enterprise 73

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

Selling Essentials RapidLearning Center

JULY 22, 2020

A few years back, the Johnsons aggregated and analyzed data from a series of classroom experiments they and others had done, to see the effects of constructive controversy on learning, decision-making and problem-solving. The data gave constructive controversy a clear edge. Keep it constructive. Our antagonist is our helper.”.

Construction 52

Construction Lead Rank Lead Scoring Sales Qualified Lead 52

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

Zoominfo

JULY 3, 2020

However, you can also begin to: Create targeted social media campaigns Construct highly relevant and personalized emails Write timely and topical blog posts Implement A/B testing. It can also tell you when your prospects are using this technology. Think about it this way: You want to get a birthday present for a close friend.

Data 195

Data Account Based Marketing Demographics Campaigns 195

Highspot

JANUARY 9, 2024

It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Each stage requires specific selling skills to satisfy prospect needs. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution.

B2B 52

B2B Training Top of Funnel B2C 52

BuzzBoard

FEBRUARY 16, 2024

Second, through testimonials, prospective customers perceive the ‘human’ element of the company, as people trust experiences related by people, not corporations. In a time of information glut, testimonials present an island of trustworthiness and dependability for local businesses among potential customers.

Small Business 52

Small Business Small Business Customer Referrals 52

Hubspot Sales

MAY 18, 2020

Imagine you need to relay information about the most compelling benefits of a product to a prospect with a waning attention span within a fixed amount of time. It's often distributed to prospects through the mail, via email, or at actual meetings. Give prospects a first look at what they're being pitched. An Intro Paragraph.

Distribution 100

Distribution How To Construction Intent 100

BrainShark

JULY 9, 2023

You’d be surprised as to the depth of dialogue that naturally occurs during this, including feedback that’s not only constructive but also encouraging. Almost immediately, other reps started to chime in with constructive feedback, or “I didn’t know that,” and “have you tried this.”

Coaching 62

Coaching How To Lead Rank Lead Scoring 62

BuzzBoard

APRIL 6, 2024

Interactions through likes, comments, and shares present valuable insights into the interest level of potential leads. Social selling—utilizing social media networks to discover and interact with prospects—cultivates trust, builds relationships, and bolsters social media engagement. Community building is another valuable strategy.

Social Media 52

Social Media Media Lead Nurturing Lead Rank 52

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 80

Ideal Customer Profile Pipeline Margin Construction 80

Partners in Excellence

MARCH 22, 2024

I was selling smaller machine shops / mechanical contractors / specialty construction companies to larger machine shops / mechanical contractors / specialty construction companies. My job for each client was to write a brief about their business that presented its market opportunity to investors. I grabbed it.

Call-back 77

Call-back Construction Up-Sell Research 77

Smooth Sale

MARCH 20, 2024

From construction yards to FinTech, advancements are required for health and safety, meeting customer expectations, and staying relevant. Customers no longer want long sales presentations with too much data in stuffy rooms. New technologies also open up opportunities for your business to enhance services across the board.

Hiring 102

Hiring Retail Lead Rank System 102

Hubspot Sales

MARCH 8, 2018

Here are two things to try: Always be tweaking - Never stop looking for ways to improve your presentation. Use call reviews, check-ins, and prospect meetings to hone your message, listen to feedback, and ask how you can get better. Determine the standard questions your prospects ask, and anticipate the answers.

Customer 95

Customer Buyer Persona Face-to-face Construction 95

SBI Growth

OCTOBER 20, 2013

It will enable you to construct and use a scenario in your interviewing process. They then present it and role play it live. It must contain a minimum of 5 sections: Background of a typical prospect or company your organization calls on regularly. Prospect/Customer Facts. One for the quality of the presentation.

Hiring 288

Hiring Ideal Customer Profile Lead Rank Lead Scoring 288

MTD Sales Training

DECEMBER 7, 2017

Whether it’s a cold call on a prospect or a follow-up email after a client visit, have the clarity to know exactly what you are trying to achieve. 9) Prospect at the right level within the business. 10) Discover the prospect’s buying cycles. When you have contact with a prospect, do something that makes them grateful you called.

Buying Cycle 169

Buying Cycle Cold Calling Call-back Follow-up 169

Hubspot Sales

AUGUST 24, 2020

The definition of digital sales is relatively broad and can encompass a wide variety of practices, but they're all tied together by one fundamental premise — using virtual avenues to make meaningful contact with prospects. These platforms provide a means for you to better understand and touch base with your prospects.

Social Media 124

Social Media Webinar Metrics Case Study How To 124

Hubspot Sales

OCTOBER 19, 2020

Able to Give Positive and Constructive Feedback. In sales coaching, the key is providing both positive and constructive feedback that is actionable. When reps are presented with lofty goals without a road map or guidance on how to achieve them, their goals can feel daunting. Presentation skills. Engaging prospects.

Sales Coaching 129

Sales Coaching Coaching Construction How To 129

Apptivo

AUGUST 24, 2022

There are many sales philosophies that teach us that building relationships with prospects plays a major role in the success of the sales process. The challenger sales model presents the sales team with a different focus. They sure spend a lot of time with the prospects and create trust. Final Thoughts. Introduction.

Lead Rank 98

Lead Rank Ideal Customer Profile Sales Methodology Face-to-face 98

Mr. Inside Sales

JULY 16, 2016

Unfortunately, most sales reps are in a tremendous hurry to get their pitch out and so they treat many prospects as an obstacle to go through to get a sale. Here are some tips on how to build rapport during all three stages: 1) On the prospecting call. 2) Build rapport during your presentation. This is a big problem.

Referrals 120

Referrals Construction Prospecting Conversion 120

Allego

JUNE 2, 2022

Marketers play a pivotal role in sales enablement: They produce and provide the content—solution briefs, case studies, win/loss story videos, presentation decks, product demo scripts, email cadences, and more—to support reps in moving deals through the sales pipeline. Construct More Agile Content.

Sales Enablement 62

Sales Enablement Marketing How To Construction 62

CloserIQ

MARCH 15, 2019

They provide the best value to SDRs when managers are comprehensive in scope and constructive in delivering feedback. If you are prioritizing daily calls, or presentations scheduled, make it a point to review those metrics. SDR performance reviews are essential for helping SDRs to improve their performance. That isn’t helping the SDR.

Guidelines 92

Guidelines Construction Follow-up Objections 92

Smooth Sale

APRIL 8, 2024

Whether you are a seasoned exhibitor or a first-time attendee, constructive preparation can maximize your experience and achieve your objectives. Send personalized follow-up emails or make phone calls to nurture relationships, answer any questions, and move prospects further down the sales funnel. Follow up with leads.

Trade Show 88

Trade Show Maximizer Direct Mail Networking 88