How to Handle: “I want to speak to some references.”

Mr. Inside Sales

How do you deal with the “I need to speak to some references” objection? As you already know, when someone asks for references there is usually something they are not sold on. These four responses will range from the stronger approach of “Do you think I’d give you a bad reference?”

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How to Handle the References Stall

Mr. Inside Sales

How do you handle it when a prospect asks you for a reference? And, if you do, how many of your prospects actually call those references? More importantly, do those prospects that call references ever close? In my experience when a prospect asks me for references they rarely – if ever – become clients. But still, in my experience, references don’t help close the sale. That’s why more than half of prospects who ask for a reference don’t ever call them.

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Building the B2B Customer Reference Community – Event

Score More Sales

Now there is community and conversations all around the topic of Customer Reference. In fact, there is an International Customer Reference Community Conference coming to Boston in May.

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Do “Refer a Friend” Programs Actually Work? Absolutely! Sometimes.

No More Cold Calling

” We grab every coupon and sales ad we can find, use Groupon for deep discounts on special events and luxury services, and take advantage of “refer a friend” offers any chance we get. I know many companies offer discounts or monetary rewards when customers refer a friend.

B2B Sales Emails that Open Conversations with Executives

Sales and Marketing Management

Because of these obstacles, it takes dogged persistence coupled with sales skills to start a meaningful conversation. Instead of trying to close a sale you should be aiming to open a conversation. In this case, you want to have a conversation.

What is Conversational AI and How Can It Help Businesses Succeed

Smart Selling Tools

Conversational AI is one type of specialized AI that has gained quite a bit of traction in recent years. But what exactly is conversational AI? While these are more commonly known use cases, conversational AI is also being leveraged by companies to optimize business processes.

The 9 Sales Reference Check Questions You Need to be Asking

The Brooks Group

When hiring for a sales position, the candidate’s reference check is often treated as a formality. Start by asking applicants to provide at least two Manager references and two Peer references from a previous employer. Does the reference answer enthusiastically or cautiously?

28 Creative Email Subject Lines That Restart Stalled Sales Conversations

Hubspot Sales

Below are 28 creative sales email subject lines you can use to restart a stalled conversation without getting lost in the noise. A straightforward question + a pop culture reference = gold. Sometimes offering your insights is enough to keep the conversation going.

Best Sales Books: 33 of the Top Picks to Create More Conversations in 2019


Which are the Sales books that will help you create more conversations and close more sales in 2019? Any one of the books on my 33 Best 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.

[TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email

DiscoverOrg Sales

Here’s how to start a conversation (and book a meeting) with almost any prospect in your database or CRM using the “Foot-in-the-Door” email. So the “foot-in-the-door” email is a conversation starter. Instead, it’s designed to open to door to a conversation that leads to a meeting/partnership/interview/sale/etc. Then keep the conversation going after they reply and transition to a larger request. Use it as a reference to write your next cold email campaign.

70+ Phrases to Drastically Improve Conversion Rates


Seasoned marketers and copywriters know that a single word can drastically improve conversion rates. Why did that one word triple your conversions? How to use it: As you write marketing copy, pretend that you’re speaking directly to a friend and adopt a conversational tone.

Sales Tech Game Changers: Why You Should Incorporate Customer Advocacy in Your Sales Cycle

Smart Selling Tools

Matching CRM opportunity record information to available references and content to “spoon feed” the best, most relevant assets (whether ‘live’ reference calls or ‘static’ like a written case study) for salespeople to utilize when and where they need them.

Infographic: Sales Processes that Boost Conversion


A new Leads360 study shows a sales process that drives speed-to-call is critical, with leads contacted in under a minute yielding 391% improvement in conversion. The post Infographic: Sales Processes that Boost Conversion appeared first on Leads360 Blog.

Build the Front of Your Sales Pipeline ? Score More Sales

Score More Sales

In conversations about managing sales opportunities you need to reference either a pipeline or a funnel to really understand that it takes many more potential deals than what will come to actual closure. Post your comments and let’s build the conversation.

7 Ways to End a Voicemail That Keep the Conversation Open

Hubspot Sales

But a thoughtful, targeted voicemail can be just what you need to reinvigorate conversations and get deals moving again. You prove you’ve been paying attention by referring to pain points they’ve previously mentioned and kept the conversation centered around benefiting the prospect.

8 Ways to Improve Landing Page Conversion Rates


For marketers, there’s nothing more frustrating than low landing page conversion rates, especially when it’s difficult to determine what the cause is. The truth is, there are many reasons why your landing pages may be suffering from low conversion rates.

As Per Our Conversation: What This Business Phrase Means and 15 Alternatives

Hubspot Sales

It might just be “ As per our conversation. ” Even if you don’t mean to imbue this phrase with the frustration of one hundred unanswered prospect emails, there are better, more effectiv e ways to refer to previous conversations and agreements, and I’ve got a few ideas listed below.

How to Drive Executive Engagement in Key Sales Conversations


People love to talk to someone in power and often they are able to elevate the conversation to the right people, with the right talk track. That’s at least 200 conversations, all in different stages. When executives assist on a deal, good things happen.

Take Your Sales Conversations Offline and Get That Referral Sale

No More Cold Calling

Think about how terrific it would be if your current clients all referred you! Comment here and join the conversation. Social media doesn’t “warm” your call, you do.

8 Killer Email Marketing Strategies that Boost Conversions

Connext Digital

For purchases made from receiving a marketing message, it has the highest conversion rate , which is 66%, when compared to other channels like social, direct mail and more. All these prove the power of email as a tool to reach potential customers and drive conversions, whether it involves an online purchase or an inquiry about a specific service. A drip campaign in email marketing refers to the practice of sending emails in succession to potential and existing customers.

A Conversation With Doug Davidoff Part I: Understanding and Optimizing the Concept of Sales Playbooks


We hope you enjoy part I of this two-part series of our extensive conversation with Doug! You’re going to be talking to different personas, in different situations, and potentially conducting months of conversations. It’s all about having a good conversation that matters to both sides.

A Conversation With Julian Lumpkin: Leveraging Case Studies as a Fundamental Part of the Sales Process


In the following conversation, Julian discusses how success stories can influence the sales cycles, gives best practices on creating winning case studies, and shares his advice on creating a success story-focused sales process. Julian Lumpkin, Founder & CEO, SuccessKit.

Dive Deeper Into Your Client Interactions with Conversation Intelligence


There are three common challenges for all Customer Success teams: spotting early churn indicators, missing upsell opportunities, and understanding why and how a conversation led to a particular outcome. This is why Conversation Intelligence technology is starting to play a key-role in customer success departments. Conversation Intelligence technology differs from most Customer Success (CS) tools because it focuses on human-to-human interactions.

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The Pipeline ? Mine the Gap!

The Pipeline

A couple of months ago in the Pipeline, I published a piece called Long Live The Status Quo , which challenged the way most people look at buyers commonly referred to as being in Status Quo Zone. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.

Sales, Big Data, Partnerships & Integration: A Conversation with Henry Schuck of DiscoverOrg and Mark Godley of HG Data

DiscoverOrg Sales

HS: I’ve known CEO Craig Harris and CRO Mark Godley for a long time, maintaining a good relationship and referring customers to one another throughout the last 4 years. How do sales reps leverage the tech install data they find to initiate conversations? It’s an amazing time to be a consumer of sales data.

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A Conversation With Anna Talerico: How to Use Sales Playbooks as a Coaching Tool


In this conversation, Anna offered invaluable advice for sales leaders about how to prepare and maintain a sales playbook. Instead, she approaches it as a teaching moment, pulling up the playbook as a reference.

Coaching My Team is Harder Than I Thought! A Coach the Coach Conversation

Keith Rosen

But a possibility that goes unfulfilled is still a possibility, for you continually co-create new possibilities throughout a conversation that neither you or your direct report saw before. Not, “The act of instilling my expectations into the conversation and driving my own personal agenda.”.

Tips for Politely Ending Conversations with Bad Prospects


My dad, on the other hand, will continue the conversation for a while regardless of whether he has any actual interest in the product or service. And those conversations can be the hardest. The post Tips for Politely Ending Conversations with Bad Prospects appeared first on DialSource.

4 Steps to Shorten Your Sales Cycle and Bump Up Low-Touch Conversions by 70%

Sales Hacker

We call them “low touch,” although you may refer to them as semi-qualified, self-service, low-ACV, etc. We were averaging 700 low-touch leads per month with conversion sitting around 1% of the last 2 months’ leads.

‘Let’s talk about CEX, baby’

Bernadette McClelland

On the other hand, we abbreviate our business vocabulary to make sure they fit into 140 character messages and texted soundbites, by using a series of letters to capture a string of words – commonly referred to as acronyms.

Conversations with Economic Buyers

The Ultimate Sales Executive Resource

If you want to provide value in conversations with economic buyers, you need to have Business Acumen. You will be introduced to different formal roles within a prospective or client’s organization and how to adopt your conversations accordingly so that your message is heard and your vis-à-vis will perceive the value you contribute to the conversation. We know that successful sellers are able to provide value to each interaction they have with prospects and clients.

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Smart Selling Visions: Up-Close with Top Revenue Leader Jim Mooney, CEO of @RO_Innovation

Smart Selling Tools

However, customer success stories and references are critical for closing new business. Executive Interviews Sales Tools/Product Reviews Forrester Research Intel Jim Mooney reference management ROinnovation sales effectiveness Sales Enablement VMWare

3 Things You Must Do to Start a Meaningful Conversation With a Cold Email


If you want to start a meaningful conversation over cold email, you have to give the recipient a really good reason to hit the respond button. In other words, you need to start a conversation to which they can actually contribute. This is not the strategy this company took with its recent cold email: There are a number of mistakes littering this email, but three in particular illustrate just how unlikely it is this message will start a meaningful conversation.

The Pipeline ? Five Bucks To Success!

The Pipeline

A friend of mine affectionately refers to Starbuck as Fivebucks, as he never seems to leave the place spending less than that, but hey it’s coffee, so I get it. 3:45 PM EDT – John Doerr: Keys to Mastering Successful Rainmaking Conversations. Home About The Pipeline. Contest.

A Simple Approach to Small Biz Lead Gen And the 3 Barriers to Doing What Works


Lead gen and lead conversion both need effort, time, confidence, resources, and skill. While my focus is on equipping people to increase their conversion rates with collaborative conversations that sell*, that doesn’t matter if you don’t have enough leads or prospects to convert.

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People > Processes: A Conversation with Russell Van Leuven, Senior Director of Sales at DiscoverOrg


Each of these individuals has one thing in common: they strive to do their best work and to have sales conversations that matter every single day, no matter what.

People > Processes: A Conversation with Danielle Pata, Account Executive at Marketo


A few of our latest conversations have included the likes of Russell Van Leuven , Sr. Danielle’s Director often refers to her as a detective, which she of course takes as a huge compliment. We’ve been on a roll with our People > Process articles lately!

Where Do You Rate On The Paradoxical Nature of Time?

Bernadette McClelland

Referred to as ‘ prosocial ’ behaviour, this could happen in any number of ways – donations, volunteering, buying gifts, writing handwritten thank you cards, or simply spending time with someone else. Commercial Conversations Sales Leadership Sales Psychology Modern Day Salesperson Sales StrategiesEach one of us has the opportunity to make a positive impact on someone else’s life. How cool is that thought?

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From Demo to Conversation

Sales Overdrive

Done well, they can help you move your company away from the worn out pattern of pushing every prospect into a “demo” or a “pitch about features and benefits”; and moving them into a conversation around building value , developing a business relationship and ensuring technical alignment.

The #1 Secret To Building A Mini-Business Empire Around Your Personal Brand

Bernadette McClelland

It also allowed me to see there was synchronicity when it came to our thoughts around leadership and commercial conversations. We need to share more meaning and more of ourselves in our marketing so that the trust builds, so that the buyers say I’ll recommend you, refer you and reimburse you.