Zoominfo

OCTOBER 13, 2022

Every year, the United States exports billions of dollars worth of forest products — everything from the raw timber used in construction to the reams of paper used in offices all over the world. But these questions keep Steve Zambo, founder of Ally Global Logistics (AGL), up at night. That decision was just the first step.

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Ideal Customer Profile Prospecting Face-to-face Scale 100

The Pipeline

MAY 6, 2020

This coming Monday, May 11, I have the pleasure of having Jeff Bajorek as my guest on the Sales Scrum podcast. Before we dig in, some of you will know Jeff, he is a consultant, author of The Five Forgotten Fundamentals of Prospecting, co-host of The Why and The Buy Podcast. A roadmap for the best way to sell during challenging seasons.”

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Construction Energy ACT Up-Sell 377

Hubspot Sales

MARCH 4, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week‘s post comes from five winners of HubSpot’s Modern Sales Leader 25 award. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1.

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Lead Rank Construction Hubspot Lead Scoring 103

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.

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Company Prospecting Oracle Transportation 156

MTD Sales Training

JULY 26, 2016

Instead, think about how you can get the prospect to think of what you have in terms of how it will benefit them. It may sound something like this: “Tom, many businesses in the construction industry have been able to save over 15% in their long-term buying cycles by using our preferred supplier status discounts. Happy selling!

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Examples Prospecting Decision Maker Buying Cycle 120

Hubspot Sales

JANUARY 22, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. A significant portion of the B2B prospecting calls you make will end up going to voicemail — making the sales voicemail techniques you leverage and how well you can execute them absolutely crucial to your sales efforts.

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Closing Leads Marketing Qualified Lead Call-back 112

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. Some of these tips will also suggest that in some cases and at some point, you should terminate the sales process. You may feel that this is giving up or accepting defeat. Buyer Traits.

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Buyer Prospecting Education Guarantee 120

criteria for success

JULY 26, 2022

Sales communication is a vital skill for salespeople. If you boil down the key elements of selling, almost all of them are related to communication. If you are wondering how your team stacks up, use this tool to score your team’s sales communication skills. Sales Communication with… 1. Let's Talk Sales!

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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. “They say the early bird catches the worm, but in B2B sales, the second mouse gets the cheese. .

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Motivation Cold Calling B2B Quota 52

Hubspot Sales

JANUARY 10, 2024

As a sales manager, I’m sure you have pipeline meetings often. Let’s start with an analogy: You wouldn’t expect a rookie with no training to pick up a bat in a major league baseball game and knock it out of the park on his first try. Pipeline coaching is when a sales manager mentors a sales rep during a pipeline management meeting.

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Pipeline Opportunity Coaching Meeting 96

Alice Heiman

APRIL 22, 2020

As a longtime sales leader and consultant to B2B sales leaders and CEOs at companies of various sizes, across various industries, I know teams that stay positive and adapt quickly will survive in a tough economy and come out strong on the other end. Stay Focused and Keep Sales Strong in a Crisis. Selling is about solutions.

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How To Construction Customer Service Coaching 166

Partners in Excellence

DECEMBER 8, 2023

Today, while our agenda didn’t start with this, it ended up being the focus of our conversation. Sadly, so much of the direction we seem to be going, in sales, marketing, leadership, seems to be taking us away from being adaptively fluent. Virtually every prospecting conversation inflicted on me is a scripted discussion.

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Construction Objections Conversion Groups 100

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

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B2B Training Top of Funnel B2C 52

Hubspot Sales

JUNE 8, 2022

It's summertime, and the living is easy — but the selling is hard. 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%). Web Traffic.

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Data How To Call-back Collateral 122

Sales Gravy

DECEMBER 18, 2020

On this inspiring episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) talks to Brian Knox, owner and founder of B Knox Photography. This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year. I was averse to it.

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Prospecting Pivotal Cold Calling Incentives 95

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. We would commiserate with each other when the economy was going belly-up, and slap each other on the back when it was going swimmingly. Ah, gotcha.

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Exact Prospecting Construction Banking 120

SBI Growth

JULY 3, 2013

For many marketing leaders the sales team’s QBR is an afterthought. Marketing typically provides updates to the sales team with a rear-view mirror approach. World Class CMO’s pursue involvement in sales QBRs. In some cases the sales team uses the QBR as an open forum to ambush marketing. The event is often reactive.

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Guidelines Referrals Construction Survey 300

Partners in Excellence

MARCH 22, 2024

He and I share ideas about the state of selling and how we can drive improvement. He talks about how he wanders between different roles and experiences, sometimes avoiding selling, but always finding his way back to selling. I showed up, I wanted to help, and good things happened.” I’d been in sales. He was right.

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Call-back Construction Up-Sell Research 77

Hubspot Sales

MAY 3, 2021

There's no denying that sales can be chaotic. Prospects can be unpredictable. Sales technology might be unreliable, and every rep is bound to deal with their share of curveballs here and there. Sales orgs need to do what they can to keep things on as even a keel as possible.

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Sales Methodology Sales Process Report Survey 124

BuzzBoard

MARCH 13, 2024

The Importance of Identifying an Ideal Customer Profile for Small Business Outreach Digital marketing agencies that sell to small and local businesses require an ideal customer profile for impactful small business outreach. The goal is to wholly understand prospects’ needs and challenges.

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Ideal Customer Profile Small Business Small Business Buyer Persona 52

Hubspot Sales

FEBRUARY 2, 2021

And while their intentions are probably good, their behavior reads more as desperate and invasive than noble and constructive. The same principle applies to B2B sales. Sometimes, reps can be exceedingly helpful and friendly, and while that might be perfectly pleasant in theory, it can undermine their sales in practice.

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Construction Objections Conversion B2B 134

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. These deficiencies can hinder selling or drive buyers away.

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Social Media Ideal Customer Profile Decision Maker Referrals 71

Zoominfo

OCTOBER 4, 2021

As sales and marketing tech stacks grow more complex and data proliferates within them, the infrastructure is beginning to show some digital cracks. The good news is that new tools can shore up these cracks and prevent hidden problems from gaining a foothold in the tech stack. These failure points might seem innocuous.

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Sales Qualified Lead How To Data Software 130

Hubspot Sales

JUNE 2, 2021

They understand that businesses are selling for themselves and, in turn, can't always be taken on their word. That's why word-of-mouth and recommendations from prospects' networks are so valuable — and it serves companies to know how to tap into those. Your customers can be as effective a sales resource as virtually any other.

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Social Media Construction Consumer Incentives 97

Pipeliner

MARCH 19, 2023

Salesforce’s promotional video for this new functionality, posted with the article, begins with the line, “What if your CRM could sell for you?” Another CRM giant, Microsoft Dynamics, is also standing behind similar claims—that AI functionality can sell in place of sales reps. Sorry, guys, you’ve got this way wrong.

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Microsoft Construction Enterprise Enterprise 97

MTD Sales Training

DECEMBER 7, 2017

Here are 33 tips and techniques that I believe will help every salesperson to improve their overall sales figures and create more motivation and drive. 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. 5) Learn from every experience.

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Buying Cycle Cold Calling Call-back Follow-up 169

Sales and Marketing Management

APRIL 30, 2018

Davis Excellent sales managers aren’t made overnight. As a manager, you’re always learning and growing along with your sales team. Here are five off-the-beaten-trail tactics you can use to foster those relationships and move toward being an excellent sales manager. Is your sales team having troubles closing sales?

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Sales Management Hiring Motivation Construction 268

The Sales Hunter

MAY 30, 2013

Prospecting is without a doubt one of the hardest parts of the selling process. If you happen to work for IBM or any other large company, then prospecting is certainly a lot easier thanks to the name recognition and the amount of money large companies like IBM spend on advertising. ” Sales Motivation Blog.

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Webinar Metrics Construction Cold Calling Advertising 180

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. Then they must craft an effective approach that will quickly convey value and lead to conversion.

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Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Alice Heiman

MARCH 16, 2021

As we know, sales is a very communicative role that often requires in-person conversations to build relationships and read body language. And having business development calls or sales team meetings from the kitchen table while family members are whirling around isn’t an ideal work environment. Upgraded Home Office and Equipment .

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Cancellation Video Guidelines Face-to-face 147

Nutshell

FEBRUARY 9, 2023

Driving sales is the endgame for any business. All your marketing, all your product and service development—it all leads to sales, which is where the revenue is earned. But when you make a sale, it doesn’t happen all at once—it’s a process. That’s why you need sales follow-up strategies.

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Follow-up Strategy Top of Funnel Campaigns 62

The Pipeline

MAY 1, 2014

world, or as many around sales like to call it social selling, is to leverage a number of tools to improve and accelerate the quality of interactions, especially at the early part of the sales cycle. Add to this the challenges around functionality, and something that should be fun and productive ends up being work.

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Constant Contact Lead Gen Twitter Face-to-face 306

Hubspot Sales

AUGUST 24, 2020

The landscape of sales has shifted radically over the past decade or so. While phone calls, meetings, and other familiar sales staples still have a place in the field, digital sales tactics — techniques conducted through virtual channels — have emerged and started taking up some serious space. Leverage social media.

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Social Media Webinar Metrics Case Study How To 124

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

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Sales Management Strategy Lead Rank Lead Scoring 59

Sales and Marketing Management

JUNE 29, 2020

For sales leaders, this raises the challenge of managing reps in their homes in a way where reps attain peak productivity and their careers advance. Managers can also use assessments and scorecards to ensure new reps are achieving and maintaining mastery as they progress to full sales readiness and productivity.

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Construction Policies Travel Coaching 156

Pipeliner

JUNE 10, 2022

One of the worst things you can do for a sales call is go into it unprepared. Lack of preparation adds more stress to an already high-pressure task, but it also turns prospects off. Preparing for a sales call beforehand will get you there. This article will discuss 14 tips for setting yourself up for a successful sales call.

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Sales Qualified Lead Objections Follow-up Decision Maker 97

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

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Negotiation Closing Case Study Buyer Persona 52