Close.io

JANUARY 30, 2020

Not targeting the decision-makers. ? The more effort you put into understanding the prospect or their problems, the more they tend to persuade themselves to buy, moving you closer to product-market fit. So, always try to highlight features of your product that impact your prospects’ pain points. Taking no at its face. ?

Decision Maker 90

Decision Maker Face-to-face Negotiation Up-Sell 90

The Pipeline

JULY 28, 2014

This is especially fatal early in the process, when they start they prospecting, be that a call, an e-mail, or a social outlet, leading with the How, then wondering why they are not having the traction they seek. Engage with them based on these, and the How will follow. Engage with them based on these, and the How will follow.

Decision Maker 310

Decision Maker Objections Margin Vendor 310

Janek Performance Group

JULY 19, 2022

After all, isn’t qualifying a prospect a type of discovery? Qualifying prospects is an essential part of the sales process. In this way, they are self-serving and can determine if the prospect is worth your time, money, and resources. After all, there’s no point investing in prospects incompatible with your products and goals.

Analysis 62

Analysis Sales Qualified Lead Decision Maker Lead Rank 62

MTD Sales Training

FEBRUARY 12, 2018

There are essentially two things you should reflect on after you’ve met with a prospective buyer…the how and the what. Things like increase in productivity to keep up with competitors, decrease in staff turnover to reduce costs or improvement in quality to enhance margins might be seen as ‘baseline’ benefits.

Sales Meeting 277

Sales Meeting Meeting Decision Maker Buyer 277

Anthony Cole Training

NOVEMBER 19, 2012

I started this series of blog post on the 3 Must Haves For High Performance Sales Teams with #1 Prospecting DNA. 2 is Qualifying DNA - if you don't have to worry about prospecting then this by far is the most important skill set to possess. Yes or no is a decision. This does not minimize the Closing DNA. Do you want my help?

Outsourcing Services 171

Outsourcing Services Closing Hiring Decision Maker 171

eGrabber

AUGUST 7, 2020

See if you can get a couple of decision-makers to agree to a demo. Step-3 : Reach out to VP/CEO of the tools company, and tell them you have a couple of demo prospects. Applying for jobs without doing much homework is only marginally better than being average. good luck in selling yourself.

Decision Maker 52

Decision Maker Margin Networking B2B 52

Zoominfo

AUGUST 26, 2021

At its most basic level, business development involves prospecting and lead generation. Business development concerns everything your company does to expand its operations, from the collection of newly qualified leads (prospecting) to networking at scale. This can be particularly ruinous to early-stage startups.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

Paul Cherry's Top Sales Techniques

JULY 7, 2010

Prospecting (9). Upcoming Free Webinar: How to Engage the Top Decision Makers. Sell at higher profit margins & close more business. Non-Profits & Associations Training. Pharmaceutical Sales Training. Technology Sales Training. Contact Us. Employee Training (13). Leadership Training (14). Price vs. Value (5).

Decision Maker 49

Decision Maker Webinar Metrics Pharmaceuticals How To 49

John Barrows

JANUARY 9, 2019

If our solutions are only going to make a marginal difference, then it’s most likely not worth making the switch since the cost of transition and adoption usually will outweigh the marginal benefit. Think about it, how many C level executives or decision makers come through inbound? It rarely happens.

Margin 112

Margin Sales Qualified Lead Inbound Decision Maker 112

Alice Heiman

NOVEMBER 14, 2018

Combo Prospecting by Tony Hughes. Concerned your team might be bombard ing C-level decision makers with digital outreach? His potent “COMBOs” will help your team gain access to top-level prospects, secure meetings, and make the sale. More decision makers. Sales Differentiation by Lee Salz. Less loyalty.

Decision Maker 126

Decision Maker Handbook Lead Rank Lead Scoring 126

Anthony Cole Training

NOVEMBER 14, 2012

Meets with decision makers - Qualifiers know who is making the ultimate decision and at some time actually meets with that person to uncover their concerns, problems and compelling reasons to buy or make a change. Knows the decision making process - Qualifiers do not assume to know the decision making process.

Hiring 185

Hiring Sales Qualified Lead Lead Rank InsideView 185

SBI Growth

SEPTEMBER 7, 2013

It allows you to start off on the right foot in several ways: Approach prospects in non-threatening ways. Uncover a prospect’s actual wants and needs. In reality, they are cluttering the brains of the decision makers. By coaching them through the decision-making you establish yourself as an insider.

Strategy 297

Strategy Closing Proposal Decision Maker 297

Sales Hacker

DECEMBER 21, 2023

At the same time, account executives can offer market and client-specific knowledge, such as navigating the internal buying process and mapping out key decision-makers. This even applies to understanding what might be the most compelling technical outbound topics for prospects you’re looking to connect with.

Engineering 97

Engineering Face-to-face Scale Proposal 97

Zoominfo

DECEMBER 5, 2017

Everything from the channel you select to the language you use impacts how your prospect will respond. Salespeople spend one-third of their day actually talking to prospects. Emailing (21%) Data Entry (17%) Prospecting & researching leads (17%) Internal meetings (12%) Scheduling calls (12%) 3. daily activities, including 36.2

Follow-up 100

Follow-up Lead Rank Marketing Qualified Lead Cold Calling 100

Corporate Visions

NOVEMBER 21, 2018

The products are complex, the sales cycles are long, and many decision-makers are involved. Losing competitive opportunities because you couldn’t differentiate in the sales “bake-off” Slowing sales cycles and eroding margins because prospects don’t see enough difference to rush a decision or to pay a premium.

B2B 51

B2B Margin How To Decision Maker 51

Bernadette McClelland

JANUARY 15, 2017

So here are ten of the changes I have noticed and they are in no particular order: Competition in the past was contained to local or domestic vendors, in local cities and at margins that were typically healthy however with the introduction of technology, we have now become more of a global village. Contact was relatively simple.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

No More Cold Calling

JUNE 2, 2016

You see the warning signs a mile away—prospects who push you on price, threaten to take their business to your competitors, make unreasonable demands, don’t return phone calls, masquerade as decision-makers when they have no real buying authority. These are the “pain in the ass” (PITA) prospects in your sales pipeline.

Pipeline 120

Pipeline Ideal Customer Profile Referrals How To 120

Highspot

SEPTEMBER 6, 2023

That is because it empowers sales professionals to move beyond a one-size-fits-all approach and tailor their pitches according to each prospect’s unique pain points. Key Value Selling Strategies To truly connect with prospects, you must marry sales strategy and genuine pain point understanding with the ability to communicate.

Lead Rank 59

Lead Rank Lead Scoring Sales Methodology Decision Maker 59

Showpad

OCTOBER 28, 2020

A six- or seven-figure deal can make or break the entire year’s revenue, providing little margin for error. 40 million B2B decision-makers use the platform. These bottom-of-the-funnel assets help nudge sales qualified leads (SQLs) closer to the finish line by providing prospects’ individual decision-makers content to chew on.

Top of Funnel 52

Top of Funnel B2B Sales Qualified Lead Lead Rank 52

Hubspot Sales

OCTOBER 27, 2020

They're not particularly inclined to uncover needs, but if the prospect knows what they want, the shopkeeper can find it for them. They’re the masters of smooth, soft selling and are not afraid to ask for a prospect's business. They often feel they must be liked and respected by their prospects. Shopkeeper.

Telemarketing 132

Telemarketing Engineering Top of Funnel Territories 132

Salesmate

FEBRUARY 6, 2020

The case is similar in sales; you can’t forcefully sell a product that is not a good fit for the prospect. MEDDIC sales methodology lays strong emphasis on the potential prospect, with the aim being to ensure a profitable return on the sales efforts. It helps you in understanding and qualifying prospects. Decision Criteria.

Sales Methodology 122

Sales Methodology Sales Qualified Lead Lead Qualification Sales 122

Understanding the Sales Force

NOVEMBER 27, 2013

Access to Decision Makers. Making price a primary criteria for decision-making. An eventual decision to do nothing. But all indications are that for most other products and services, the only thing going down is margins, so I don''t believe that this could be the cause either. Can wait for it to be released on DVD.

Travel 251

Travel Decision Maker Insurance Insurance 251

Pipeliner

MARCH 13, 2020

It seems that many executives and decision-makers in companies look on remote working as something that they have to tolerate in certain circumstances rather than embrace. The talent pool of prospective employees is, therefore, leaving the traditional centers of employment and spreading out in a way never seen before.

Benefit 98

Benefit Real Estate Survey Decision Maker 98

Crunchbase

JANUARY 26, 2021

It’s no surprise when you consider that around 71 percent of decision-makers say that social media is an influential channel for them when it comes to making decisions. The pandemic meant many companies were dealing with lower profit margins and a limited amount of spending budget. Customers have new demands.

Trends 98

Trends Social Media Discount Decision Maker 98

Hubspot Sales

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. The number of interactions with prospects during the sales process is growing.

Trends 86

Trends Report Data Strategy 86

Braveheart Sales

JULY 30, 2020

Once they present the proposal, they have lost the ability to sell value and the ability to probe about what actually matters to the prospect. The prospect might even evaporate. Thus, they discount or have more willingness to negotiate internally to lower the price rather than discuss it with the prospect. No problem.

Sales Process 59

Sales Process Discount Proposal ROI 59

Janek Performance Group

SEPTEMBER 13, 2023

Perhaps they’re a targeted decision maker and a colleague of that client you just helped. This is not just limited to prospects and clients. Let’s look at how sellers can leverage referrals to boost their networks and grow their business: Advantages In sales, proof is gauged by measured and documented success. Don’t wait.

Referrals 62

Referrals Networking Social Media Ideal Customer Profile 62

Hubspot Sales

OCTOBER 9, 2019

more deals and the profit margin on sales-won improved by 12.2%. When you're on an exploratory call , you want to be prepared for every question, objection, or circumstance a prospect throws your way. Getting comfortable breaking up with prospects. Challenging prospects on why they're stuck. Improve prospecting skills.

Film 137

Film Hubspot Sales Cycle Lead Rank 137

InsideSales.com

OCTOBER 23, 2019

Most C-Level Decision Makers Prefer Referrals. Why are so many calls made and emails sent that don’t even attempt to connect with the absolute highest decision-maker ? How do we keep a conversation going with the top decision-maker? Most C-Level Decision Makers Prefer Referrals. Get Social.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

Braveheart Sales

JANUARY 22, 2021

I am going to skip some of my daily prospecting activities and catch up on them tomorrow (or next week, or next month).”. This could prevent prospecting consistency. Such things as “I don’t like to cold call” or “Prospects that think it over will eventually buy from me.”. Excuse #1: “ I’m too busy taking care of customers.

Revenue 52

Revenue Cold Calling Proposal Discount 52

Crunchbase

JULY 7, 2022

The aim is to remove some of the uncertainty and difficulties in closing a deal and discover common themes that might assist a sales agent in developing a substantiated rapport with a prospect. Situation questions are the opening questions and provide representatives with a better understanding of where each prospect is in the sales funnel.

Maximizer 59

Maximizer How To Lead Generation Lead Rank 59

The Brooks Group

SEPTEMBER 11, 2018

Your sales representatives must be capable of selling not only your product, but also of selling themselves as strategic advisors capable of helping solve their prospects’ and customers’ business problems. Ask Questions Based on the Prospect’s Unique Situation. Actually Listen to What the Prospect Has to Say.

Strategy 67

Strategy Face-to-face Consultative Selling Decision Maker 67

Nutshell

JANUARY 14, 2020

Since a SaaS product is typically more complex to use than a physical product, prospects need a lot more education and training from sales reps before they feel prepared to buy. Small businesses or solo entrepreneurs typically require less time before they decide to buy because there are fewer decision-makers involved.

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

No More Cold Calling

JANUARY 11, 2024

Sales leaders bemoan that they don’t have enough qualified leads in the pipe, that their people aren’t getting meetings with decision-makers, that they can’t seem to differentiate themselves from competitors. Achieving referral success means adopting referral selling as a strategic initiative for sales prospecting.

Sales Qualified Lead 177

Sales Qualified Lead Guarantee Lead Rank Lead Scoring 177

Green Lead's B2B

SEPTEMBER 9, 2019

Ever wonder if your enterprise sales team should be on the road heading to an introductory first meeting with a prospect? B) Nurturable Activity: the meeting was with a prospect that had the right decision maker profile, and it has potential, but needs nurturing over time.

Face-to-face 20

Face-to-face ROI Meeting Conference 20

The Brooks Group

AUGUST 29, 2018

It’s especially painful when a rep thinks they’ve closed a deal and then the prospect surprises them by wanting to “talk about the details.”. Here are 9 sales negotiation skills your salespeople need to master to avoid price concessions and protect your profit margins. Prospects can smell fear from a mile away.

Negotiation 45

Negotiation Margin Webinar Metrics Decision Maker 45

Troops

NOVEMBER 6, 2018

The next five deals you have that are at the margin, they’ll say no,” Tim said. Lookalike Decision Makers from Your Existing Customer Base: Access to Unique Insights. Lookalike decision makers are people in your existing customer base that are in similar situations to a key decision maker in the account you’re hoping to sell.

Lead Rank 106

Lead Rank Lead Scoring Sales Qualified Lead Decision Maker 106