B2B Sales and Time Travel

The Pipeline

If you can’t master B2B sales and time travel, you may as well learn to serve gravy for them fries. What is B2B sales time travel? Which is why we need to be able to travel across time. We should not be surprised that they reject a conversation that is 12 months premature. By “traveling back” in time to see which insights that were relevant to suspects, what was the connection around? A conversation best suited to the time you are in.

Travel 173

Stardate 1.0: Travel Lessons for the Sales Road Warrior

Engage Selling

Every week I’m asked about travel tips, recommended hotels, airlines, and locations. Are you a sales road warrior?

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Planes, Trains, and Automobiles: Why Account Executives Should Travel

No More Cold Calling

Sales leaders say they don’t need for account executives to travel. It’s become an epidemic—people typing away and not having conversations. Over the past decade, companies have cut back on travel because of the assorted tools that enable video conferencing. The post Planes, Trains, and Automobiles: Why Account Executives Should Travel appeared first on No More Cold Calling. Sales Leadership prospecting sales relationships sales travel

Travel 131

Knowledge Doesn’t Travel at the Same Speed for Everyone

The Sales Hunter

Sitting in the Admiral’s Club in Raleigh the other day, I couldn’t help but overhear a conversation the person next to me was having on the telephone. The person talking to another person on the phone was shocked to hear Mario Cuomo had died. Excuse me, but it happened days earlier. The person saw […]. Blog Consultative Selling Customer Service consultative selling customer service listening selling techniques

Travel 195

Put Your Shoes On! Plus 12 Other Tips to Do Travel Right

John Barrows

One of my most popular LinkedIn posts of 2018 was my rant about travel and 13 tips to make air travel better for everyone. So here they are, my 13 tips for air travel as we prep for the busiest travel time of the year: 1. A common theme in airline travel is not being aware of your surroundings. It can be hard to hear, but that doesn’t mean you need to yell at the person beside you to have a conversation with them. What are your favorite travel tips?

Travel 115

TSE 1140: Horror Stories of a Traveling Seller

Sales Evangelist

You likely have your own horror stories of a traveling seller, but you can use technology to streamline your process and free your time for sales. She has spent 20 years selling everything from consumables to skincare, legal services, and now cloud-based software. Language barrier During Kristen’s work with a beauty company, she traveled to Dubai with a great team of male sellers who spoke Arabic.

Stop Farting on Airplanes, and 12 Other Tips to Do Travel Right

John Barrows

One of my most popular LinkedIn posts of 2018 was my rant about travel and 13 tips to make air travel better for everyone. So here they are, my 13 tips for air travel as we prep for the busiest travel time of the year: 1. A common theme in airline travel is not being aware of your surroundings. It can be hard to hear, but that doesn’t mean you need to yell at the person beside you to have a conversation with them. What are your favorite travel tips?

Sales success – failure and success seem to be traveling companions

Sales Training Connection

Or, in other words, failure and success seem to be traveling companions. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Sales Success-Sales Failure. Ever attend FailCon? It’s a one-day conference where folks share their “biggest failures.” It has been a success for four years running. But this year, FailCon was cancelled.

How Conversation Intelligence Drives Growth Along 3-Dimensions

Chorus.ai

At first glance, Conversation Intelligence sounds like it’s just a fancier version of call recording. Next, I’ve used it to understand commonalities among conversations the best sales reps are holding — e.g., how much do they talk vs. the prospect, when do they introduce pricing, etc.

Just Ask: Voice of the Market Conversations Amplify Understanding of Customer Needs

Sales and Marketing Management

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. Keep it conversational.

Strategies for Powerful, Virtual Sales Conversations: The Remote Information Exchange – Episode 4

SalesProInsider

In this episode of Virtual Selling Concrete Results, I’m covering a very important topic in our sales conversations: the information exchange that needs to happen. How Do Virtual Conversations Make the Information Exchange Easier ?

When No-Travel Policies Get in the Way of Sales Kick-off

Mindtickle

A no-travel policy is enforced or perhaps executive management makes the call. Employees are proactively asked to cancel all work-related travel as a precautionary measure. . I hope this blog post sparks some ideas for your own event and look forward to opening up a conversation as we all come to grips with doing business no matter where people are. The post When No-Travel Policies Get in the Way of Sales Kick-off appeared first on MindTickle.

125 Conversation Starters For Virtually Any Situation

Hubspot Sales

Conversation Starters. I’m trying to plan my next trip -- have you traveled anywhere interesting lately? A good conversation starter can transform an awkward, stilted conversation into an interesting, enjoyable discussion. That’s important in sales, as having several conversation starters up your sleeve will help you form connections with prospects, referrals, and potential partners. What makes a good conversation starter?

Sales Process: Keep to the Script, or Take the Road Less Traveled?

Pipeliner

It must precede every planned conversation. The post Sales Process: Keep to the Script, or Take the Road Less Traveled? Ask a top sales producer about keys to success, and they’ll share insights like “prioritize your work,” “maintain a good opportunity pipeline,” and “serve the customer.”. I’ve heard many anecdotes to explain a top producer’s ascent to the pinnacle. Curiously, one that never gets mentioned is “I conform to the sales process.” This lack of recognition is odd.

Easy Tip for Turning Presentations Into Conversations

Anne Miller

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. No Time for Travel or to Attend a Seminar?

The Chorus.ai Mobile App is here! Conversation Intelligence on the go.

Chorus.ai

As a marketer I've travelled a fair bit - about 16 countries and 30 states in the US, if my count is right. artificial intelligence Conversation Intelligence

How top sales reps use conversational selling to close more deals

Close.io

Here's the recording of today's webinar how top sales reps use conversational selling to close more deals, with Drift, Chorus.ai Prospects no longer want to fill out forms and wait hours (or days) to have their questions answered—so we're exploring all of the different ways you can optimize your sales process to better serve your prospects and leverage conversational selling to close more deals.

Custom Landing Pages: The Unlikely Answer to Low Email Lead Conversion

Sales Hacker

While it can work, and it can be extremely cheap, as a lead conversion tactic, it’s not very effective. Which lead conversion approach would you prefer if you were an engineering professional? Case in point: this travel hacking blog. Custom development of landing pages is often done with conversions in mind first, which can lead to big boosts in your overall sales. However, as we’ve seen, email conversion rates are abysmal at best.

6 strategies for creating qualified sales conversations on LinkedIn

Close.io

Knowing this, my company came up with a 6 phase social selling process to help our clients create more sales conversations and build a sales pipeline with qualified leads on LinkedIn. The last thing you want is for someone to Google you, or find you on LinkedIn, travel over to your LinkedIn profile, and opt out of working with you because you have such an abysmal presence! Referrals are the best way to start a conversation on LinkedIn.

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

Costello

A few of our latest conversations have included the likes of Russell Van Leuven , Sr. It requires some balance to stay credible, but Danielle likes to insert a few personal questions during each conversation in order to learn about her contacts on the other end of the call so she can treat them like the humans that they are. Travel to 8 National Parks! The post People > Processes: A Conversation with Danielle Pata, Account Executive at Marketo appeared first on Costello.

1500 Small Business Owners Can't be Wrong ? or Can They.

Score More Sales

The decision I made at the end of 2009 to travel North America in 2010 was made when many of my counterparts seemed to be ramping up with webinars and conference calls – sort of “hunkering down” I wanted to get out and go where the people are – meet people right where they lived. There is an amazing list of folks I will be mentioning, as well as businesses worthy of checking out who made a big impression this past year through my travels.

The Chorus.ai Mobile App is here! Conversation Intelligence on the go.

Chorus.ai

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. As much as 13% of your time is spent traveling, according to some studies Time is money for you (how you use travel time can impact your OTE) You have to track down receipts and fill expense reports. Conversation intelligence on the go with Chorus Mobile + Smart Playlists.

3 Tweaks to Your Sales Approach Are Steps Toward Sales Greatness

Understanding the Sales Force

You very slowly make your way towards the circle in a long line of traffic, attempt to merge into a congested circle, travel around to the other side of the circle, and finally exit the other end. This is my preferred method as it demonstrates exactly what the conversation should sound like. This approach works best when conducting pre-call strategy and usually serves to show me how ill-equipped the salesperson is to have the desired conversation.

Travel 180

It’s Not Small Talk; It’s Smart Talk

SalesProInsider

Yet, in a productive sales conversation or networking conversation…two people need to engage in an information exchange that achieves an outcome. And a good conversation involves human engagement…and connection. In scheduled sales conversations: How was your travel in? As I prepared for our conversation, I noticed you are involved in several volunteer organizations, what led to your involvement in __?”. Sales Conversations Sales Professionals

[Complimentary Guide] 4 Steps to Fill Your Pipeline with Quality Opportunities

RAIN Group

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.

Riddle Me This Please Sales Leaders…

Bernadette McClelland

We explore without traveling. What is the next conversation you could have? Coaching Commercial Conversations Conscious Selling Sales Leadership Uncategorized coaching QuestionsHere’s a riddle for you? We make a point without telling. We discover the pain and the pleasure, the truth and the lies. We are not to be judged by our sound or our size. We are what salespeople need, want and hardly use. We are what buyers expect to share their views. What are we?

What’s Your Mindset Around Virtual Selling?

SalesProInsider

It’s estimated that 90% of sales conversations are happening virtually these days and that though skepticism remains, many people, more than 50% believe that this mode of selling is as effective as our old practices. Many of the skills used in face-to-face or in-person sales conversations transfer very effectively into the virtual world with a couple of edits. Collaborative Selling Sales Sales Conversations Sales Productivity Sales TipsHere’s a number to pay attention to….

What's Your One Word Equity Sales Pitch?

Increase Sales

He contends today only brutally simple ideas get through because they “travel lighter and travel faster.” If the word is not to your liking, then it may make sense to re-frame your sales pitch within your marketing messages and sales conversations. Sales executive coaches marketing messsages sales conversations sales pitch to sell is humanAccording to Microsoft, human beings have an attention span of 8 seconds. A goldfish has an attention span of 9 seconds.

Travel 126

Embarrassing Feedback That Taught Me The Biggest Lesson Ever!

Bernadette McClelland

After a four-month long process you are one of only 20 globally who are then asked to travel to the USA and undergo training. My recently published and highly endorsed book can be viewed here, ‘The Art of Commercial Conversations – When It’s Your Turn To Make a Difference’. So, imagine this! You decide to study and undertake a Diploma. And that Diploma is in coaching – executive coaching, small business coaching, sales coaching and peak performance coaching – like the athletes do!

3 Ways To Mastermind Your Way To Success This Year

Bernadette McClelland

Every year I invest in my growth by travelling to the USA to partner, collaborate and shoot the breeze with my fellow women sales professionals headed up by the likes of Jill Konrath, Lori Richardson and 30 other 100% cool sales experts. My recently published and highly endorsed book can be viewed here, ‘The Art of Commercial Conversations – When It’s Your Turn To Make a Difference’.

Groups 167

#IWD2015 A Love Story, An Entrepreneurial Journey and A Grateful Legacy

Bernadette McClelland

She found herself catering for up to 400 people for the NZ Labour Party, then again travelling up to 40 miles to cater for another 400 people under a marquee in the rain for the German Society, even delighting the Sports NZ Shooters Association by making a requested curry from eel, swan and duck. Commercial Conversations Conscious Selling Personal Branding Sales Leadership Sales Psychology Think Different Entrepreneur Hero's Journey Personal Brand Purpose WomenWhoSell

How to Implement a Sales Process: The Complete Guide

Nutshell

2: Key Funnel Conversion Rates. As soon as you have a pipeline set up in your CRM, you can use Nutshell’s funnel report to track your conversion rates from stage to stage. Of course, conversion rates constantly fluctuate to some extent, due to a number of factors. To avoid “ paralysis by analysis ,” you might want to focus on just one or two key conversion rates within your funnel—i.e.,

Sales is About Teaching

The Center for Sales Strategy

I recently overheard a telephone conversation when traveling, and it concluded with the person saying, “Sales is all about teaching.” Well, having been in outside sales, sales management, or consulting sales organizations my entire adult career, I stopped and pondered this. My gut reaction, was "No it isn’t," but then I thought, "Well, it is." I concluded, it’s both. It depends on what filter you are looking through

Seek Understanding in Building Relationships

Sales and Marketing Management

To compete in today’s environment, it’s essential that we move beyond the chit chat that can consume the beginning of a conversation. Incumbent on achieving this level of communication is the importance of knowing how to craft conversations that elicit this type of response.

Travel 170

The Problem With Assumptions

The Sales Hunter

Before you know it, you are traveling down “assumption highway” The problem is that you’re going in the wrong direction. The easiest way to verify other’s assumptions of you is to have a real conversation. Pick up the phone and have a conversation. Do not assume anything! This is easy to say, but sometimes tough to do in the moment.

Your Reputation Arrives Before You Do

The Sales Hunter

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. You can run, but you can’t hide. You can fake it, but you won’t make it. The era of thinking that you can behave one way in one situation and a different way in another is long gone. Your reputation arrives before you do.

Google 153

Responding to the Digital Sales Shift

Sales and Marketing Management

Scott McCartney, who covers air travel for The Wall Street Journal, worked with three airline industry analysts to determine the long-term impact of COVID-19 on business travel. They estimate total air travel could drop between 19% and 36% permanently due to changes in business travel.

Travel 203

An Update On Removing the Social Apps from My Phone

Anthony Iannarino

I find them mostly banal and boring, and I often find myself launching Feedly and reviewing the websites that I find to provide useful content and engaging conversations. Because I travel, I have kept YouTube on the phone, especially since it is now possible to download videos to listen to when traveling. I have also kept my podcast apps so I can listen to content while traveling and driving. Some time ago, I removed the social apps from my phone. Facebook. Instagram.

Media Roundtables in the Age of Social Distancing

Sales and Marketing Management

Your media invitees may not have to factor in travel time for a virtual roundtable, but they’ll still need a compelling reason to attend. You’ll want to designate a moderator to host your event and manage the flow of conversation and monitor questions.

Media 170

Are You Thinking Globally?

Smooth Sale

Attract the Right Job or Clientele: Travel changed my perspective from thinking locally to thinking globally. Two email this week brought to mind all the beautiful experiences travel and social media provide. Travel primed me for business first. As I traveled through several continents, I became at ease communicating with people of varying cultures and perspectives. Invitations to return for more conversation were an everyday experience.