The Pipeline

SEPTEMBER 2, 2020

From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. How do sales leaders create and balance the core element of a fine-tunes prospecting machine?

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System Prospecting Quota Decision Maker 316

Julie Hanson

JANUARY 15, 2024

Every time I read an article about virtual presentation mistakes, I roll my eyes. But those are the same mistakes sellers make with in-person presentations. What is rarely discussed are those surprising virtual presentation fails exclusive to presenting in an online world. And they’re hiding in plain sight!

Face-to-face 77

Face-to-face Energy SAP Video 77

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 109

Ideal Customer Profile Customer Scale Face-to-face 109

MTD Sales Training

AUGUST 27, 2019

The presentation is going well, the customer is appreciating all our demonstrations, your ideas are being well-received…. I had this situation when I was presenting to a prospective client a few years ago, and it wasn’t funny. Then take a look at our Sales Presentation Skills Webinar. Many of us have been there.

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Webinar Metrics ACT Follow-up Groups 229

Julie Hanson

JANUARY 25, 2021

Looking for the secret to an engaging virtual presentation?! While your virtual presentation doesn’t have to be worthy of an Oscar’s nod, it does pay to use these movie secrets for an engaging virtual presentation that stands out from the competition. 3 movie secrets for an engaging virtual presentation. Cut to the chase.

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Film Competition Buyer Prospecting 147

MTD Sales Training

SEPTEMBER 11, 2017

You’ve been there before; ten minutes into the sales interaction, the prospect is demanding to know the price. You do what you can to avoid divulging the price prematurely, but the prospect insists. Mr Prospect, do you normally make decisions before you acquire all of the necessary information?” Prospect: “Uh?

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Prospecting Exact Training Relationals 193

Marc Wayshak

AUGUST 24, 2021

So you’ve finally got a prospect who’s interested in what you have to say…and actually wants to hear you present. Nowadays, we want to use case studies or case study presentations to ultimately connect where the prospect is now to where you’re going to take them. Check it out: 1. Check it out: 1.

Case Study 118

Case Study Study Face-to-face Benefit 118

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.

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B2B Intent Signal Customer How To 277

Mr. Inside Sales

SEPTEMBER 9, 2019

The Presentation”. “In And he had this practical advice about sales presentations. If you’re not a ‘natural salesman,’ a sales presentation can be a nerve-racking experience, unless you learn to worry more about the customer’s needs than your own. Quotes on the presentation: “Never forget a customer.

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Face-to-face Gatekeeper Inside Sales Decision Maker 144

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

Hubspot Sales

MARCH 25, 2024

Here it is: Prospects aren't always easy to deal with. So to help you get a sense of the kinds of buyers you need to look out for (and what to do when you‘re dealing with them), we asked some sales leaders for their takes on the most difficult types of prospects to work with and how to engage with them effectively. You're welcome.

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Prospecting Cancellation How To Revelation 107

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

Carew International

JUNE 3, 2021

Making effective and impactful sales presentations can make or break an opportunity with a client or prospect. When the stakes are high, and the competition for the business is heated, preparing and planning the key elements of your presentation is essential. Those who do are the presentation superstars we all envy.

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Competition Benefit Training Positioning 98

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?

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Positioning Customer Churn Face-to-face 127

SBI Growth

NOVEMBER 5, 2012

With so much information at their fingertips, prospects are more empowered. But your job as a sales rep is to influence the prospect's buying decision. What do prospect consume before you interact with them? A strategy to engage buyers before a sales rep is present is now essential. The Battleground. You are the linchpin.

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Prospecting Customer Case Study ROI 308

MTD Sales Training

FEBRUARY 21, 2018

One of those things that often goes by the wayside is proper and complete preparation for a sales presentation. Because so many other things are pressing us for attention, we sometimes feel that we don’t have to give preparation for our presentations that much time. 5) You’ll make the prospect feel they are important in your eyes.

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Loyalty Prospecting Up-Sell Sales 163

SMEI

MARCH 3, 2022

Sales presentations can be a make-or-break moment for any sales organization. Crafting the perfect presentation takes skill, practice, and knowledge of what your audience wants to hear. First, start by understanding your customer’s pain point and the need you are addressing. The Importance of Understanding Your Customer.

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How To Competition Benefit Case Study 94

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? Our collaborative blog offers insights for the question, ‘Why is your business not attracting new customers? If they can’t find you, they can’t do this.

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Customer Social Media Hiring Licensing 92

The Sales Hunter

APRIL 20, 2012

Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects. Doesn’t it make sense that cheap prospects would naturally become cheap customers? If the prospect responds negatively exclusively to the price, then you have a strong indicator.

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Prospecting Customer Hiring Discount 217

Understanding the Sales Force

JUNE 12, 2023

Your prospects and customers use a similar process for choosing who to buy from. Things like collect five proposals, narrow the field to three, meet with the vendors, have them present, make a selection. Lyrics rarely impact my decisions (except Popsicle Toes ). Why is this important and what does this have to do with selling?

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Prospecting Vendor Proposal Sales Process 156

Hubspot Sales

JUNE 13, 2023

85% of salespeople using AI/automation agree it makes their prospecting efforts more effective. As prospecting is an extremely critical step in the sales process , adopting AI to help with your processes is worth considering. Read on to learn more about using AI for sales prospecting and specific use cases for generative AI.

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Prospecting Lead Rank Lead Scoring Sales Qualified Lead 123

MTD Sales Training

SEPTEMBER 5, 2018

We all know the benefits of using quality questions in uncovering the current position our prospects are in. One question that, when answered, would help you build value in your presentation and enable you to overcome most objections. It highlights exactly what the prospect wants from your service or product. Happy Selling!

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Prospecting How To Retention Benefit 224

Partners in Excellence

JANUARY 22, 2024

Sometimes, I feel like a broken record talking about Customer and Business Acumen. When I talk to leaders about their GTM strategies, the focus is on products and presenting the capabilities of products. Yet these same leaders complain about the ability to connect to prospects and customers.

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Customer Face-to-face Enterprise Enterprise 104

BuzzBoard

FEBRUARY 8, 2024

This can be effectively accomplished with compelling sales presentations and convincing pitches. They facilitate real-time interaction with existing and prospective clients, improving customer satisfaction and experience. Understand their challenges and customize your digital marketing services to these specific pain points.

Small Business 52

Small Business Small Business Lead Rank Lead Scoring 52

Janek Performance Group

DECEMBER 20, 2023

Prospecting is one of the most fundamental sales skills. However, as the sales environment shifts, sellers must update how they prospect. Last July, we hosted the webinar, Mastering the Art of Prospecting: Key Strategies for Success. Here, we examined the fundamental principles of modern prospecting.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

Women Sales Pros

JULY 12, 2019

When I say sales presentation, I don’t just mean any sales presentation. Perhaps retaining your largest customer depends on your ability to convey why your customer should remain loyal to you against a sea of competitors. The presentation ends with everyone just wandering off or signing off. This is the big one.

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Account Sales Objections Call-back 112

Smooth Sale

DECEMBER 29, 2023

Photo by GDJ Pixabay Attract the Right Job Or Clientele: How to Simplify the Appointment Process for Prospective Clients Successful selling requires a meeting of the minds between the buyer and the seller. The customer and client journey will always begin with learning the company’s existence of one another.

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Prospecting How To Hiring Influencer 92

The Sales Hunter

NOVEMBER 7, 2012

Use this to your advantage by making it a technique you use during a sales presentation. One way to do this is by taking your presentation materials and highlight one key point you typically use in your presentation. Using it early in the call can help you get the customer involved. ” Sales Motivation Blog.

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Customer Follow-up Closing Exact 191

Zoominfo

JANUARY 19, 2021

Keep in mind that potential prospects may already be interested in your competitors — and your current customers could jump ship. Segmenting every one one of these potential prospects and creating content (including landing pages) for each of them will uniquely interest them. They both need this engagement! Simpler design.

Marketing 246

Marketing Prospecting Top of Funnel Segment 246

Marc Wayshak

DECEMBER 1, 2021

Have you ever been presenting to a prospect when you start to notice that they’re losing interest ? When this happens, it’s because you’ve followed a presentation approach that’s led you down a bad path. In this video, I’m going to show you 5 must-know sales presentation techniques that close deals. Check it out: 1.

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Closing Case Study Face-to-face Prospecting 76

SBI

SEPTEMBER 23, 2021

In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

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Collateral Face-to-face Sales Enablement Trade Show 87

Mr. Inside Sales

SEPTEMBER 22, 2015

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. Or any other put off that will cut short the 30 minute comprehensive presentation you had planned. Our presentation is pretty in depth, but I can do this.

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Prospecting Sales Qualified Lead Scale Call-back 120

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? I won’t bother revisiting all the data we see reinforcing the struggle customers experience in committing to and managing a change process. You already know that.

Customer 115

Customer Face-to-face Buying Cycle Loyalty 115

Shari Levitin

AUGUST 13, 2020

Sorry to break it to you, but that’s what your customers are thinking in 87 percent of all virtual sales conversations. That means your prospects are already tuned out by the time you get to your demo/model tour/presentation. A presentation without stories is like an opera without music. “Are we there yet? Read more here.)

Microsoft 165

Microsoft Social Media Twitter Facebook 165

Julie Hanson

JANUARY 22, 2018

Customer success stories or testimonials can be one of your strongest selling tools. The right success story delivered at the right time can be more persuasive to a prospect than anything you, the salesperson, has to say. Here are 5 ways to maximize the impact of customer success stories in your presentation: Lead with your story.

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Maximizer Real Estate Customer Call-back 91