Understanding the Sales Force

JANUARY 22, 2024

One minute ago everything was perfect and then, all of a sudden, reality sets in and you’ve traveled an hour out of your way. Last week, I had a conversation like that. Most salespeople thank the prospect for sharing and then start on their proposals, thinking about what they must do to differentiate. What did you miss?

Closing 212

Closing Proposal Discount Decision Maker 212

Sales and Marketing Management

NOVEMBER 16, 2020

And it is why I encourage marketers to have regular “voice of the market” conversations. It goes beyond the friendly, but unfortunately biased, conversations marketers may have for the purposes of customer case studies or testimonials. Instead, it’s a conversation with people outside the immediate bubble of the organization.

Conversion 177

Conversion Marketing Customer Trade Show 177

Shari Levitin

JUNE 30, 2021

No doubt you’ve changed the way you shop, exercise, eat, travel, watch movies, and more. As retailers learned to operate without stores, business travelers without airplanes, and sellers without offices, much of what started out as a temporary situation is now becoming permanent. What Your Prospects Aren't Telling You.

Prospecting 149

Prospecting B2C Travel Face-to-face 149

Sales Hacker

JUNE 7, 2021

But what are these insights that will transform the conversations salespeople have? Market insights: Topical themes and drivers that can open conversations. Customer business challenges/opportunities: Issues that customers face or opportunities to improve the way they do things that can motivate prospects to engage.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

BuzzBoard

FEBRUARY 20, 2024

The role of AI becomes critical, particularly in sales prospecting, where conducting efficient, extensive, and result-driven efforts are pivotal in executing a successful marketing campaign. AI boasts an unparalleled ability to enhance your sales prospecting process. Your unique circumstances will likely require a different approach.

Prospecting 52

Prospecting Small Business Small Business Pivotal 52

Understanding the Sales Force

SEPTEMBER 14, 2014

All sales calls were face-to-face (no phones) and the sellers traveled by horse, canoe, boat and later, ship. Then, in the mid 1980''s, the invention that would bring prospecting to the next level came along. At one time I lived in airports and hotels but I travel far less today. They provide us with so many more options.

Prospecting 274

Prospecting Face-to-face Direct Mail Travel 274

SalesProInsider

MARCH 17, 2021

We offer 30 minutes of free coaching focused on a specific sales situation of the person’s choice, which we call Sales Strategy Conversations. A Simple Solution for Helping Prospects “Get It”. For example: “You will live the retirement that you dream of by traveling the world, and spending time with your family.”

Lead Rank 147

Lead Rank Lead Scoring Prospecting Analysis 147

Chorus.ai

DECEMBER 18, 2020

At first glance, Conversation Intelligence sounds like it’s just a fancier version of call recording. As an example, top performers were discussing price about halfway through the discussion, whereas lower performers either brought it up too early in the discussion or frustrated prospects by avoiding answering these questions.

Conversion 118

Conversion Churn Face-to-face Segment 118

The Pipeline

NOVEMBER 2, 2021

While all roads lead to price, the question is which road you choose, and how you get your prospect there. Lead with product, die by price; lead with a desired future and you’ll discover partners who willingly travel with you. By first understanding the building blocks of a conversation, then how to action that knowledge.

Face-to-face 201

Face-to-face Travel Vendor Objections 201

Close.io

MAY 16, 2018

Here's the recording of today's webinar how top sales reps use conversational selling to close more deals, with Drift, Chorus.ai While Steli couldn't make it to join us today due to a change in travel plans, Nick Persico from our sales team here at Close.io and Close.io. The theme of today's webinar is that sales is changing.

Conversion 126

Conversion Closing Webinar Metrics Sales Qualified Lead 126

Understanding the Sales Force

MARCH 13, 2024

Personally, I substitute Baseball for the middle topic because college baseball is in full swing and we’re traveling to watch our son, in his senior year, play college baseball. Lately, when I talk with people, the most popular topics for discussion are Politics, March Madness, and which movies and TV shows they are streaming.

Decision Maker 170

Decision Maker Proposal Distribution Territories 170

Apptivo

MAY 16, 2023

From seeds to success: Journey of leads and prospects in sales 2. What is a prospect? Lead Vs Prospect: what’s the difference? Where are prospects and leads in the funnel? How to turn a lead into a prospect? Let’s take a stroll through the sales garden, examining the subtle differences between leads and prospects.

Lead Rank 52

Lead Rank Sales Qualified Lead Marketing Qualified Lead Lead Scoring 52

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Vengreso

JUNE 12, 2023

Prospects do not want to be sold to. To meet these expectations, modern selling leverages new tools and techniques, such as social selling and virtual selling , to achieve the same goal as traditional selling: create more sales conversations and increase win rates. Modern: Today’s B2B buyers can be found on social platforms.

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

Bernadette McClelland

DECEMBER 30, 2023

Family Visits: A Return to My Roots Having visited my Mum in NZ, I realised there is something incredibly grounding about returning to your roots and having the deeper conversations. Conversations that perhaps for some reason you were never able to have when you were younger.

Face-to-face 195

Face-to-face Hiring Energy Call-back 195

Understanding the Sales Force

MARCH 13, 2024

Personally, I substitute Baseball for the middle topic because college baseball is in full swing and we’ve been traveling to watch our son, a college senior, play college baseball. At Kurlan, we role-play each scenario in order to demonstrate what good conversations sounds like.

Decision Maker 193

Decision Maker Data Hiring Proposal 193

No More Cold Calling

APRIL 30, 2020

Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations. If there ever was a time for real, authentic sales conversations, it’s now. Not just business conversations, but conversations with inquiry, empathy, and understanding. Do your salespeople?

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

SalesFuel

APRIL 11, 2024

Since the pandemic, standard practices in health and safety, travel and tourism, and business-office work models have transformed. Simple things such as, dressing professionally, taking business cards and researching your prospect cannot be overlooked. And for sales professionals, a new, robust communication channel has been launched.

Closing 114

Closing Face-to-face Tourism Hiring 114

Pointclear

DECEMBER 17, 2013

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title.

Harte Hanks 232

Harte Hanks Lead Rank B2B Data 232

MTD Sales Training

FEBRUARY 6, 2012

Often you get that prospect that wants to get you into a conversation about a sensitive issue such as political beliefs or theology. Also, there are those prospects that wish to use you as their personal sounding board for personal views on everything from racial issues to the sexual relations. 2 – Too Excited About the Product.

Prospecting 308

Prospecting Travel Exact Up-Sell 308

Pipeliner

MARCH 5, 2021

You need to develop a strong strategy that allows you to close B2B prospects in an effective way. So read on to discover the steps you need to take to close your first B2B prospect easily. The behavior patterns of your prospective customers. … Conduct Market Research and Determine Your Ideal Buyer.

Marketing Qualified Lead 87

Marketing Qualified Lead B2B Sales Qualified Lead Lead Rank 87

SalesProInsider

JANUARY 24, 2024

You see, each of those questions can be a powerful STARTER to a fuller sales conversation…if you guide the conversation in that direction. That’s why the initial questions in any conversation, especially in a prospective client conversation, need to be SMART! Get your mind right. Make it about them, not you.

Sports 62

Sports Conversion Networking Travel 62

Vengreso

JANUARY 13, 2023

Which are the sales books that will help sales professionals have more conversations and close more sales in 2023? The Objective Anyone of the books on my 55 Best Sales Books List should help you create more conversations, update your sales strategy for the new year, close more deals and/or help you become more successful.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Chorus.ai

MARCH 26, 2019

As a marketer I've travelled a fair bit — about 16 countries and 30 states in the US, if my count is right. Because as a sales person: You travel much more frequently. Because as a sales person: You travel much more frequently. Conversation intelligence on the go with Chorus Mobile + Smart Playlists. The answer is here!

Conversion 48

Conversion Travel Call-back Hotels 48

Hubspot Sales

JANUARY 9, 2023

How many times have you had this exchange with prospects? There’s nothing wrong with kicking off a conversation by asking how someone is doing, but it definitely won’t lead to any memorable dialogue. When you’ve only got a couple minutes to build rapport with someone, you don’t want to waste time on conversational fluff.

Follow-up 108

Follow-up Nonprofit Social Media Travel 108

Costello

APRIL 11, 2018

A few of our latest conversations have included the likes of Russell Van Leuven , Sr. Throughout the interviews, we’ve consistently been blown away by the similarities that many of these sales professionals possess—but also by their unique stories and advice for how they consistently earn respect and trust from their clients and prospects.

Marketo 75

Marketo Account Conversion Face-to-face 75

Sales and Marketing Management

FEBRUARY 22, 2021

We’ve now created four nurture streams (previously we had just one), segmenting prospects by job title and areas of interest as determined by our BDR team and through progressive profiling. On the other hand, we saved on travel expenses for the handful of employees needed to staff the event, along with the booth set-up costs.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

Anne Miller

MAY 29, 2019

As the conversation dies down, Stand and segue back with one of their comments or the conclusion of their discussion to your PPT. So, if you want to make sure you and your clients are really in sync, use this simple technique to turn presentation performances into meaningful conversations and get the results you want. Anne Miller.

Conversion 61

Conversion Face-to-face Travel Groups 61

RAIN Group

OCTOBER 1, 2020

Prospecting is a challenge for even the most experienced sellers, and with the shift to working, buying, and selling virtually, organic opportunities to make new connections and create conversations have disappeared.

Opportunity 105

Opportunity Sports Pipeline Travel 105

Sales and Marketing Management

JULY 24, 2020

Perhaps especially while the COVID-19 pandemic has placed a temporary hold on popular incentives among this demographic like travel, sales leaders can improve their incentives programs for younger employees by embedding a sense of purpose into their sales outreach. . Boost Sales Enablement with a Meaningful Prospecting Gift.

Incentives 227

Incentives Incentive Motivation Demographics 227

Sales and Marketing Management

JUNE 8, 2020

Perhaps especially while the COVID-19 pandemic has placed a temporary hold on popular incentives like travel among this demographic, sales leaders can improve their incentive programs for younger employees by embedding a sense of purpose into their sales outreach. Boost Sales Enablement with a Meaningful Prospecting Gift.

Incentives 227

Incentives Incentive Motivation Demographics 227

Pipeliner

MARCH 8, 2019

A sales process is “a set of repeatable steps that a salesperson takes to take a prospective buyer from the early stage of awareness to a closed sale,” according to one definition. It must precede every planned conversation. A prospect contacted me and said they already had IBM’s hardware installed, loved it, and planned to keep it.

Travel 71

Travel Sales Process Hiring Guidelines 71

The Sales Hunter

AUGUST 16, 2019

Each conversation we have and each sale we make leads to the next one; there is no such thing as a dead end conversation. Watch my video below: My mother always said good news travels fast but bad news travels even faster. In today’s world, this truth applies more than ever. Your reputation arrives long before you do.

Social Media 177

Social Media Travel Face-to-face Google 177

Sales and Marketing Management

SEPTEMBER 28, 2020

It is not uncommon for sales reps to travel around the world to win prospects with face-to-face meetings. A cold reach out during a tense situation could alienate the prospect forever. Diving deeper into customer data will help accurately measure active demand and allow you to target the most viable prospects in the market.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Hubspot Sales

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. As the end of the year approaches, prospects will divert excess money to priorities that are now financially feasible to tackle. Take advantage of team selling.

Data 117

Data Discount How To Quota 117

Sales Hacker

APRIL 15, 2020

It’s been six weeks since you gave your prospect a demo. Your worst fears are realized… Your prospect has ghosted you faster than your last Hinge date. For sales professionals in particular, it’s become far more normal for prospects to drop out of the picture after a seemingly great conversation. And then, poof.

Prospecting 94

Prospecting How To Call-back Face-to-face 94

No More Cold Calling

JUNE 8, 2017

Prospects need more insights, not more information. So, I asked many questions to assess how often they traveled, and if travel was for business or with family. So, I asked many questions to assess how often they traveled, and if travel was for business or with family. It was a done deal. I made the sale.

Account 201

Account Travel Cold Calling Buyer 201