Shari Levitin

SEPTEMBER 24, 2020

The goal of each sales encounter is to get your prospect to commit to the next steps or what’s commonly referred to as an advance. . The goal of each sales encounter is to get your prospect to commit to the next steps or what’s commonly referred to as an advance. . What do I want my customer to feel? What must I practice?

Face-to-face 91

Face-to-face Strategy Decision Maker Pivotal 91

Customer Centric Selling

AUGUST 12, 2021

Customer Centric Selling Podcast – Show Notes – Episode 5. “To Welcome to the Customer Centric Selling podcast! In today’s episode, Frank and Tim explain the benefits of virtual selling and how you can apply customer-centric selling to your virtual B2B sales. The post Is Face-to-Face Selling Dead?

Face-to-face 52

Face-to-face B2B Course Up-Sell 52

Steven Rosen

MARCH 12, 2024

They address the reluctance of sales reps to return to face-to-face selling and the importance of embracing in-person meetings. Colleen and Steven emphasize the benefits of building trust, rapport, and collaboration through face-to-face interactions. “If

Face-to-face 156

Face-to-face Lead Rank Sales Leadership Benefit 156

Hubspot Sales

MARCH 29, 2021

Here, we've compiled a list of some of the most pressing issues many entrepreneurs will have to face in 2021 with some tips on how to overcome them. Challenges Entrepreneurs Will Face This Year. Finding Customers. And in most cases, you can't bank on customers simply finding their way to you. Let's jump in.

Face-to-face 126

Face-to-face Data Guarantee Banking 126

Hubspot Sales

MAY 25, 2020

No industry has been untouched, and for B2B salespeople it’s becoming increasingly difficult to connect with prospects. 95% of B2B sales and marketing professionals are already using LinkedIn to connect with potential prospects. 95% of B2B sales and marketing professionals are already using LinkedIn to connect with potential prospects.

Face-to-face 107

Face-to-face Webinar Metrics Pivotal Scale 107

Sales 2.0

FEBRUARY 21, 2020

The biggest challenge facing most sales people and small business owners is getting meetings with prospective clients. Cold prospecting techniques get harder-and-harder every day. Maybe you are system administration firm but your prospect currently needs a new lawyer. If you like them enough, partner up.

Prospecting 407

Prospecting Face-to-face Small Business Small Business 407

The Sales Hunter

NOVEMBER 27, 2012

The customer has asked you a question, and you pause to collect your thoughts before speaking. To emphasize you’re thinking, go ahead and touch the side of your face. Notice I say “touch the side of your face.” It can be seen as a way of giving more importance to whatever you say after you pause.

Face-to-face 183

Face-to-face Motivation Up-Sell Customer 183

Partners in Excellence

JANUARY 22, 2024

Sometimes, I feel like a broken record talking about Customer and Business Acumen. Yet these same leaders complain about the ability to connect to prospects and customers. I ask: “How does your customer make money?” “What work does your customer do? “What work does your customer do?”

Customer 101

Customer Face-to-face Enterprise Enterprise 101

Zoominfo

JANUARY 11, 2021

Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. What Are Customer Pain Points, And Why Are They Important? Which is why actually identifying these pain points often requires putting yourself in your customers’ shoes.

B2B 277

B2B Intent Signal Customer How To 277

Mr. Inside Sales

AUGUST 18, 2023

Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. If your prospect asks you how you are (after you ask them), DON’T just say, “fine” or “good” and then launch into your pitch. Then… BE BRIEF!

Face-to-face 256

Face-to-face How To Gatekeeper Decision Maker 256

Zoominfo

FEBRUARY 17, 2021

So you’ve got yourself a list of new leads to turn into possible customers. Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. This is unless the recipient is already a customer (not a lead), or you have their permission to call outside of those times. Reason for Calling.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Partners in Excellence

OCTOBER 9, 2023

Last week, I had the privilege of speaking with Howard Dover’s Digital Prospecting Class at UTD. I had no prepared materials, it was a Q&A about how to connect with prospects more effectively. They realized it would enable them to engage prospects in more impactful ways, focusing on what they cared about.

Ideal Customer Profile 106

Ideal Customer Profile Customer Scale Face-to-face 106

Zoominfo

NOVEMBER 1, 2022

It’s the only way to learn about the challenges your customers face, and find out what kind of features they need from you. In this post, we’ll meet three ZoomInfo customers — Alan, Nic, and Thomas — to learn how ZoomInfo has helped them streamline their workflows, improve their performance, and grow in their careers.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Partners in Excellence

JULY 21, 2023

I, and others, cite data about customers. Several years ago, Gartner started publishing data on customer preferring “Rep-free” buying experiences. That is customers preferring no person being involved in helping hem buy. Customers are and need to buy! Customers struggle with buying and need help!

Customer 75

Customer Prospecting Revelation Trade Show 75

The Sales Readiness Blog

MAY 26, 2023

In the sales world, pricing is crucial in determining whether or not a prospect will convert into a customer. However, discussing pricing prematurely with a prospect may not always be the best approach. So, what should sales professionals do when faced with prospects who want to discuss price prematurely?

Prospecting 116

Prospecting Conversion Face-to-face Lead Rank 116

Zoominfo

JANUARY 11, 2021

Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. What Are Customer Pain Points, And Why Are They Important? Which is why actually identifying these pain points often requires putting yourself in your customers’ shoes.

B2B 246

B2B Intent Signal Customer How To 246

Nutshell

MARCH 25, 2024

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. Why is customer onboarding essential?

Positioning 127

Positioning Customer Churn Face-to-face 127

Partners in Excellence

DECEMBER 21, 2023

The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? We, everyone, face worlds of accelerating turbulence, disruption, risk, and uncertainty. We face issues we may not have experienced before. You already know that.

Customer 112

Customer Face-to-face Buying Cycle Loyalty 112

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? It could be that their sales reps know how to prospect effectively. Most likely, though, they use prospecting insights to reach their sales goals. Most likely, though, they use prospecting insights to reach their sales goals. What are prospecting insights?

Data 246

Data Prospecting Strategy Cold Calling 246

Mr. Inside Sales

OCTOBER 21, 2022

My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. So can your customers! and watch your attitude—and the attitude of your prospect—improve!

Face-to-face 271

Face-to-face Gatekeeper Decision Maker Licensing 271

Zoominfo

MARCH 7, 2022

Scenario When a new company signs on as a customer, it’s smart business to find look-alike prospects that might also benefit from your product. Every time you close a deal, your sales team should immediately identify prospects that face the same challenges as the new customer.

Prospecting 100

Prospecting Face-to-face Promotion Benefit 100

Mindtickle

JULY 29, 2019

Sales and service organizations are facing a perfect storm on many fronts and company representatives that are not equipped to handle complex buyer needs and competitive challenges are being left behind. Worse, account executives are not prepared to answer tough questions or lead customers through often-complex buying decisions.

Face-to-face 52

Face-to-face Hiring Customer Scale 52

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? Commit to a Prospecting Schedule.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Crunchbase

APRIL 22, 2020

COVID-19’s drastic economic impact has forced sales and customer teams to adapt in a multitude of ways. Economic uncertainty makes it even more challenging for salespeople to hit their quotas, and requires customer-facing teams to promptly and effectively respond to the needs of their customer base. Refine Your Research.

Prospecting 124

Prospecting Customer How To Decision Maker 124

Partners in Excellence

JUNE 14, 2022

But, it’s interesting to look at this as an example of how we “connect” with customers. But, it’s interesting to look at this as an example of how we “connect” with customers. Some observations: This presentation was intended for initial meetings with prospective customers.

Prospecting 80

Prospecting Face-to-face Buying Cycle Meeting 80

Sales and Marketing Management

OCTOBER 26, 2018

Author: Michael Nørregaard When prospects are evaluating your company, they’re looking to ultimately maximize their return on investment. To get started, examine your customers’ journey within your organization -- every touchpoint they have in your company, every person they interact with. This is crucial. Listen, plain and simple.

Loyalty 274

Loyalty Customer Face-to-face Video 274

Zoominfo

SEPTEMBER 3, 2020

So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? They are a component of campaigns where individual readers (who could be possible prospects) are sent crafted messages after they set off a configured trigger. What are the Benefits of Email Automation? Basic Steps.

Prospecting 262

Prospecting Scale Lead Nurturing Campaigns 262

The Sales Hunter

OCTOBER 22, 2019

The prospect agrees to take your meeting, and they even agree to your demo call. You get hit hard as this new favorite customer tells you that they have to take it to others to get an approval to buy. The solution lies not in being more forceful with how you close, but rather, being more open with how you prospect.

Buyer 160

Buyer Prospecting Sales Qualified Lead Face-to-face 160

Partners in Excellence

APRIL 24, 2020

I don’t mean to be insensitive to the challenges we all face in dealing with the COVID 19 pandemic. Our customers, like us, are struggling to understand, to cope, to develop strategies to move forward. They are facing circumstances they have never faced before. Customers are struggling, they need and want help.

Prospecting 115

Prospecting Face-to-face Enterprise Enterprise 115

Zoominfo

OCTOBER 13, 2022

In 2020, like most businesses around the world, AGL found itself facing a pandemic crossroads. Almost overnight, AGL’s business was faced with perilous uncertainty. If AGL was to successfully make the transition and survive, the sales team would have to identify new potential customers, as well as services beyond AGL’s core expertise.

Ideal Customer Profile 100

Ideal Customer Profile Prospecting Face-to-face Scale 100

Smooth Sale

APRIL 5, 2024

Photo by Geralt Attract the Right Job Or Clientele: Why Is Your Business Not Attracting New Customers? Why is your business not attracting new customers? If you have noticed that your company is no longer bringing in new faces to your business and need help getting people to look your way, you must consider why this is the case.

Customer 90

Customer Social Media Hiring Licensing 90

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. This makes qualification essential to drive revenue growth, optimize resource allocation, and foster long-term customer relationships. There, we looked at key indicators to assess before passing prospects to sales.

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

Mr. Inside Sales

FEBRUARY 21, 2020

How good are you at requalify existing accounts, or prospects you haven’t spoken with in a while? And that means that just because a prospect or client was in charge of a certain function last month or 6 months ago, it doesn’t mean they are in charge of it today. And why would you even want to do this? into requalifying.

Prospecting 158

Prospecting Sales Qualified Lead Face-to-face Decision Maker 158

The Sales Hunter

FEBRUARY 20, 2019

Ask yourself the following 10 questions to help assess how you’re doing with prospecting and selling: What do I feel is the #1 reason holding me back from being more successful? How much time do I spend customer facing? What can I change in my day to give me more time to prospect? What do my customers say about me?

Prospecting 158

Prospecting Face-to-face Survey Motivation 158

Sales Evangelist

MAY 14, 2019

Even if we have the right process or the best mindset, every seller is going to encounter difficulties, so we must figure out how we'll stick to our mission and achieve greatness in the face of adversity. He had what he calls a dysfunctional life, but he learned the ability to thrive in the face of difficulty.

Face-to-face 60

Face-to-face Insurance Insurance How To 60

Mindtickle

JULY 29, 2019

Sales and service organizations are facing a perfect storm on many fronts and company representatives that are not equipped to handle complex buyer needs and competitive challenges are being left behind. Worse, account executives are not prepared to answer tough questions or lead customers through often-complex buying decisions.

Face-to-face 45

Face-to-face Hiring Customer Scale 45