Babette Ten Haken

JANUARY 7, 2019

Your customers will try to evaluate your storytelling credibility. Especially if the customer stories you tell seem too good to be true. Yet, each time she either sent that story to current or prospective clients, or told that story to them herself, she fell short of being convincing. Learn how to better serve your customers.

Ideal Customer Profile 79

Ideal Customer Profile Outsourcing Services Customer Retention 79

Women Sales Pros

JULY 5, 2019

3 Strategies To Build A Better List Get prospecting right and the rest of the sales process will take care of itself. It’s true – There’s very little that can positive impact the sale more than prospecting. If you master the art of identifying and finding the right prospect, the rest of your sales process will just fall into place.

Prospecting 88

Prospecting How To Energy Guarantee 88

SalesProInsider

APRIL 15, 2020

Free Training Workshop. And with that discovery, trust, the right price point in place, they get a solution and you get a new customer or client! Join Sales Pro Insider CEO and Top Sales Book Author, Nancy Bleeke for a brand new workshop. Unlock the Secret to Connecting With People: Speak Their Language and Win Their Trust.

Prospecting 91

Prospecting Proposal Conversion Lead Rank 91

The Pipeline

SEPTEMBER 8, 2012

On Thursday October 18, The Proactive Prospecting Workshop is coming to Houston, specifically to Four Points by Sheraton Houston Southwest, at 2828 Southwest Freeway, Houston. This is the same program that has helps thousands of sale professionals improve their skills and increase prospects and sales.

Cold Calling 257

Cold Calling Sales Qualified Lead Pipeline Objections 257

Partners in Excellence

APRIL 11, 2024

I learned how to get prospective customers to ask me how soon they could get my product/service. I soon as I figured anything out, I’d put together a small workshop on the topic. I was learning how and why different businesses used our products. I experimented all the time, looking for ways to increase my effectiveness.

Face-to-face 105

Face-to-face Sales Methodology Compensation Segment 105

Women Sales Pros

FEBRUARY 22, 2019

When is the last time you called on your long-term customers just to check-in? You must remember that your best customers are your competitions best prospects. And if you are not calling on your best customers, believe me, they are. Every once in a while, you should reach out and just say thank you to your best customers.

Customer 107

Customer Vendor Hiring Referrals 107

Pipeliner

DECEMBER 5, 2019

Today, Rob’s keynotes and workshops attract many diverse audiences, from Global 100 companies to growing entrepreneurial enterprises. Listen to our Sales Expert Insights interview as John and Rob cover the following points: What is the exact meaning of the customer decision cycle? What are Rob’s views regarding the same?

Customer 81

Customer Influencer Study Intent 81

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. Where could they be going wrong?

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

SalesProInsider

MARCH 16, 2020

To make sure you “speak the language” of your buyers, we’re hosting a free (and virtual) live, virtual training workshop on Thursday, March 19th at 2:00 pm Central: How to Talk with Upset, Confused, Fearful, or Difficult Clients and Prospects. Not available at this time?

Prospecting 71

Prospecting How To Conversion Buyer 71

Increase Sales

JUNE 30, 2014

Before any salesperson can sell their solution (products or services), they must have a clearly articulated ideal customer along with having these four (4) to five (5) qualifying criteria met: Decision maker – the person who can actually sign the check or approve signing the check. Bad advice, very bad advice. Share on Facebook.

Ideal Customer Profile 169

Ideal Customer Profile Sales Qualified Lead Objections Customer 169

DiscoverOrg Sales

JANUARY 24, 2017

Now I live in Customer Success, where our strategic accounts team is applying a “starter kit” version of ABE in our best accounts. We have identified a list of Customers where value has been captured and ROI is impressive, but where we also feel a more strategic level of relationship is waiting to happen.

Account 120

Account Account Based Marketing Customer Jigsaw 120

Outside Sales Talk

JANUARY 30, 2024

Paul Cherry is the founder of Performance Based Results, which provides companies with customized sales workshops, coaching, and leadership programs. He has worked with more than 1,200 organizations, including 175 of the Fortune 500.

Outside Sales 52

Outside Sales Field Sales LinkedIn Coaching 52

MTD Sales Training

AUGUST 10, 2018

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. You need to be found, yes; but you also need to show up as someone who is valuable to the prospect when they have found you. You just need to put it together in a way that is customer-centric. Happy selling!

Leads 197

Leads Marketing Qualified Lead Cold Calling LinkedIn 197

The Pipeline

FEBRUARY 22, 2012

3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. Set a schedule to call all the prospects that went to no decision over the last 12 months.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

The Pipeline

NOVEMBER 10, 2011

Successful Strategies for Prospecting – Roundtable. Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. The question is: What should one’s sales prospecting strategy be?

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

BuzzBoard

MARCH 28, 2024

This initial step requires extensive market research to understand potential customer needs and challenges. The most effective salespeople are those who listen to their prospects and offer solutions that not only resolve their challenges but also propel their business goals. These could range from CRM systems to email autoresponders.

Webinar Metrics 98

Webinar Metrics Case Study Comparison Small Business 98

MEDDIC

MARCH 28, 2024

More prospect feedback : Gather feedback from lost clients. This might involve focusing on existing customer expansion or targeting key decision-makers at dream accounts. Customer Lifetime Value: Look beyond the immediate sale. Customer Segmentation: Categorize your accounts based on their strategic fit and growth potential.

Enterprise 52

Enterprise Enterprise Account B2B 52

The Pipeline

JUNE 3, 2011

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. April 2008. March 2008. February 2008.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Pipeline

MARCH 30, 2011

Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them. Customer Care. Prospecting.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

The Pipeline

MAY 4, 2011

Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Last week we looked at means of leveraging voice mail in prospecting. The Pipeline Renbor Sales Solutions Inc.s Tibor Shanto.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

Partners in Excellence

APRIL 16, 2024

We know what we have to do, and, for the most part, each of us is well intended–we really want to do the things that cause us, our customers, and our companies to be successful. For example, as sales people, we know–without a doubt that: We’ve got to prospect and fill our funnels. We’ve got to make our numbers.

Top of Funnel 103

Top of Funnel Funnel Pipeline Exercises 103

Zoominfo

JANUARY 15, 2021

Good content is a way to build trust between your brand and your ideal customers. To be actionable, your content must make tactical use of calls to action, offers, promotions, demos, and free trials that move prospects along the buyer’s journey. They may even extend to your social media and email strategy.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Autoklose

MARCH 11, 2024

Prospecting is a high-stakes game, so many sales reps make the mistake of being too pushy in an attempt to quickly convert leads into sales. Organize an Online Conference, Webinar, or an Industry Meetup First of all, do your research and find out what your prospects deal with and identify their pressing pain points. That’s right!

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Leads 98

Sales Hacker

APRIL 5, 2019

After all, it’s both awkward and confusing for a prospect to go dark ! Fortunately, it is possible to keep prospects engaged. One member of the group had just experienced an extreme case of ghosting with a hot prospect. But generally, when a prospect goes dark, it can be traced to one of these 7 reasons. Add some value.

Prospecting 102

Prospecting Sales Cycle Call-back Channels 102

The Pipeline

FEBRUARY 21, 2012

Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. PROACTIVE PROSPECTING! As you may have noticed over to the right, we are presenting the Proactive Prospecting Workshop in Toronto/Markham, scheduled for April 13.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

Babette Ten Haken

AUGUST 20, 2018

Customer retention experiences create a rich chronicle of just how it is to work with us, and our organizations. Yet, these bold, splashy stories, which our marketing departments love, leave the customer’s biggest question unaddressed: “Will you forget about taking good care of me, once I sign the contract?”. In the complex Industry 4.0

Retention 51

Retention Customer SME Industry 51

Engage Selling

SEPTEMBER 29, 2016

This month I spent a day working with a group of world-class data visualization architects. Who even knew there was such a profession! Nor that the best in the world were based in Toronto. Ironically, being Canadian, I have very … Read More »

Groups 48

Groups Data Customer Service Up-Sell 48

Sales and Marketing Management

OCTOBER 26, 2020

Sales run through the phone, website or customer portal focused on the smallest opportunities and the long tail of lower-value accounts. Most customers, in most situations, simply don’t need or want an in-person interaction. . Moreover, customer buying preferences vary widely, so a one-size-fits-all approach will not work.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Allego

DECEMBER 13, 2023

Top Sales Enablement Conferences for 2024 Allego S3 — June 4-6, Boston Allego customers, executives, and insiders will come together for the 8th Annual S3 Conference. Topics include sales automation, AI-driven strategies, and innovative tools to streamline sales processes and enhance customer engagement. See you out there!

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

The Sales Heretic

APRIL 19, 2018

In my seminars and workshops, one of the most frequent complaints I hear from salespeople is that regular sales meetings are a waste of their time. Unproductive sales meetings not only drain the morale of your sales team, they can actually cost you sales, because your people are sitting in a meeting room rather than [.].

Sales Meeting 193

Sales Meeting Meeting Sales Referrals 193

Smart Calling

MARCH 22, 2018

Do you really know where you stand with the prospects in your follow-up files right now? Although some reps argue that at least they are making contact and “touching” their prospects through their messages, I reject that totally. Come on, really now? Here’s why: 1. You waste time, and money, on a couple of levels.

Follow-up 91

Follow-up Closing Prospecting How To 91

Customer Centric Selling

JULY 17, 2013

Sales Training Article: Prospects within Your Customer Base By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Most everyone in sales appreciates how difficult it is to secure new clients. There is no mention of whether that Key Player works for a client or a prospect.

Training 53

Training Prospecting Customer Vendor 53

The Sales Heretic

APRIL 25, 2018

The tall, gangly man wore an old t-shirt and cutoff jean shorts. His long black hair hung unkempt halfway down his back. And he arrived at the luxury car dealership on a bicycle. The veteran salespeople knew better than to waste their time with him. They sent the rookie out to deal with him. The [.].

Prospecting 227

Prospecting Referrals Buyer Customer 227

The Pipeline

OCTOBER 3, 2011

Customer Hot Potato – Sales eXchange – 117. Stored in Attitude , Business Acumen , Communication , Customer Care , Proactive , Sales eXchange , execution. With so many opportunities to ensure customer satisfaction, it is a wonder how some companies keep blowing it. Customer Care. January 2008. December 2007. Book Notice.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

Sales and Marketing Management

MARCH 8, 2019

The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. This sounds pretty basic but in many sales kickoffs, aside from large general sessions, teams for training workshops are broken out by segment (geography, size, industry, function, etc.)

InsideView 223

InsideView Scale Exercises Call-back 223

Increase Sales

DECEMBER 13, 2011

At this time of year, many small business owners, entrepreneurs and professional sales people are squeezing loyal customers relationships to increase sales. This makes sense as it is easier to sell to already loyal customers who already knows and trusts you. Credit www.sxc.hu. ” And he was right. Share on Facebook.

Customer 127

Customer Referrals Small Business Small Business 127

Hubspot Sales

NOVEMBER 14, 2022

While prospects should be able to find information on your website and other resources, your sales team needs to take a consultative approach. Business acumen training can teach your sales reps how to better understand your prospects. As a result, your team will be more equipped to understand customers’ desires and pain points.

Training 73

Training Scale Hubspot Lead Rank 73