Sales and Marketing Management

JUNE 26, 2017

It’s now common for demand gen teams to batch-email-blast open pipeline contacts with discount offers or other urgency-creating promotions. To effectively do this, marketers must create web programs that detect web visitors who are prospects currently in the pipeline.

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

Hubspot Sales

JANUARY 5, 2021

This conviction comes through loud and clear when they’re talking to prospects, helping them break through resistance and doubts. Believing in their product also helps salespeople avoid discounting — they know the price tag is justified. And they’re not just familiar with their prospects — they also empathize with them.

Face-to-face 141

Face-to-face Remedy Gatekeeper Up-Sell 141

LevelEleven

FEBRUARY 21, 2020

Every sales rep has been there – you are having very successful conversations with a prospect only to find out they’re not the one you should be talking to… they’re not the decision maker. It’s hard to find something when you don’t know what you’re looking for, especially when it comes to prospecting. For example….

Decision Maker 71

Decision Maker LinkedIn Gatekeeper Discount 71

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Show the same level of respect to the gatekeeper or other any other person who answers the phone as you would show to the person you’re looking to talk to. discounting. prospecting. Client List. Testimonials. FREE Resources.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

Close.io

DECEMBER 3, 2019

They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. Why salespeople need this book : It’s one of the best cold calling books on B2B sales prospecting—for both inspiration and insights. Fanatical Prospecting.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Mr. Inside Sales

AUGUST 29, 2022

To help you do that, I’m offering a one-time 30% discount on this award winning, Inside Sales Training Video Course. (Sadly, not increasing their competency will lead to sales as they are now…). You can make a measurable and instant impact by giving your team access to my proven On-Demand Training! See it here.

Training 31

Training Licensing Face-to-face Inside Sales 31

InsideSales.com

MARCH 11, 2020

The Gatekeeper. The gatekeeper (usually an intern, office manager, or executive assistant) is the first person you end up talking to when you make that first call. Prospect Hates You. If it appears like they hate you, pass them to another sales rep who’s better suited for this type of prospect. Asks for a Discount.

Objections 58

Objections Cold Calling Decision Maker Hiring 58

Mr. Inside Sales

JANUARY 4, 2022

And, for the first time EVER, I’m offering a whopping 50% discount on this award winning, Inside Sales Training Video Course. Ready to help your team succeed and finally make your new revenue numbers? Now you can do so affordably and instantly with my On-Demand Training! See it here.

Training 31

Training Licensing Face-to-face Gatekeeper 31

Zoominfo

APRIL 20, 2020

Basic firmographic and demographic data points simply aren’t enough to hone and engage prospective buyers in a good economy, never mind the current climate. Work with your product and finance teams to create freemium or discounted offers to generate more business. We need to stop feeling guilty about prospecting and campaigning.

Pipeline 100

Pipeline Marketing Top of Funnel Hiring 100

Smooth Sale

JUNE 14, 2018

Persevering past the gatekeepers proved to be well worthwhile. Each representative was to ensure that a total of five clients and prospects could attend. What prospects might consider being a bonus. Roberta’ and I found much in common as we became familiar with one another. Laughter was always included in our conversations.

Gatekeeper 95

Gatekeeper Face-to-face Commission Hubspot 95

No More Cold Calling

FEBRUARY 29, 2016

That’s why the salesmen and saleswomen who cultivate relationships and leverage them for introductions to prime prospects get meetings faster, fill their pipelines with hot sales leads, and convert prospects into clients more than 50 percent of the time. It’s similar to the conversations most sales reps have with prospects.

Referrals 120

Referrals Incentives Incentive Cold Calling 120

Smooth Sale

JULY 24, 2018

The second year of sales, management hounded their teams to follow-up with the same prospect every day. It didn’t take very long for the sales prospecting memories to arise. Call after 5:00 pm – the time the gatekeepers generally leave for the d ay. My Story of Patiently Following Up. I diligently called the entire list.

Follow-up 84

Follow-up Referrals Gatekeeper Decision Maker 84

Anthony Iannarino

JULY 27, 2020

Prospecting Performance. We spend a lot of time and spill a lot of ink writing about prospecting. Others would say to use automated emails and a brute force approach to prospecting by cluttering up your prospective client’s inbox three times a week. A List of the Best Prospecting Strategies. Improving Discovery.

Negotiation 81

Negotiation How To eBook Cold Calling 81

SalesLoft

OCTOBER 16, 2018

In both inbound and outbound prospecting, it is the first conversation that often sets an opportunity on the road to success (or failure). Imagine, you have been prospecting an opportunity for a few weeks. You have touched base via email, left a few voicemails, and even managed to get a gatekeeper on the phone. A Common Problem.

Lead Rank 52

Lead Rank Lead Scoring Leads Marketing Qualified Lead 52

SalesHandy

FEBRUARY 23, 2021

Especially when you’re looking for decision makers, who’re usually inaccessible, and often indistinguishable from other prospects within the organization. Get to know your prospects well. When you add a prospect or account to your pipeline, spend time knowing as much about them as possible. could go a long way.

Decision Maker 69

Decision Maker Company How To Campaigns 69

Keith Rosen

OCTOBER 7, 2010

Developing an email template compelling enough to elicit a response from a prospect is hard enough. What compounds this challenge are spam filters, firewalls and a slew of other devices that channel our innocent solicitation into the prospect’s spam folder or worse, the trash; never to find its way to the inbox of our targeted prospect.

Campaigns 67

Campaigns Prospecting Collateral Cold Calling 67

Sales Hacker

JANUARY 10, 2018

Converting prospects into leads can be challenging. Factors that influence success include the quality of the prospect, the competitive environment, the fit of your solution, and the timeliness of your campaign. NOTE: As prospects convert, move them out of flow. GOAL: Generate leads from paid or acquired email lists.

Direct Mail 90

Direct Mail Campaigns Marketing Channels 90

SalesHandy

FEBRUARY 23, 2021

Especially when you’re looking for decision makers, who’re usually inaccessible, and often indistinguishable from other prospects within the organization. Get to know your prospects well. When you add a prospect or account to your pipeline, spend time knowing as much about them as possible. could go a long way.

Decision Maker 52

Decision Maker Company How To Campaigns 52

Klozers

JUNE 10, 2014

We have all experienced a buyer who in search of a better price or a deeper discount, was shall we say, economical with the truth. Why would you attempt to start any relationship on a lie? Buyers are Liars.

Gatekeeper 50

Gatekeeper Cold Calling Buyer Discount 50

OnePageCRM

JUNE 15, 2017

How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. The best way to get past a gatekeeper like this is to reframe how you approach the call. Use your CRM or something like FullContact to gather rich intel on your prospects. 6 goals of a good call script.

Gatekeeper 46

Gatekeeper Social Media How To Decision Maker 46

Sales Hacker

NOVEMBER 15, 2017

Account Based Marketing (ABM) is a strategic framework that engages qualified individual prospects or customer accounts as unique markets in themselves, worthy of focused, hyper-personalized treatment by sales, marketing and other teams. . Deal Closing. Decision Maker. Demand Generation. Direct Mail. Direct Sales. Mr.Brown has gone dark.).

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

Openview

JANUARY 18, 2018

What if every rep was prospecting as well as the rep generating the most leads? A few examples of the types of skills that can determine how successful your reps are: Prospecting. You want to find obvious ones, like getting to work early, and less obvious traits, like the body language they use with prospects. Building Rapport.

Lead Rank 104

Lead Rank Lead Scoring Coaching B2B 104

Salesmate

JULY 28, 2020

Persuading the prospects to spend their precious dollars in your product/service is surely a challenging task. Fanatical Prospecting. Effective prospecting is essential for filling your sales pipeline with quality leads. Jeb Blount’s book, “Fanatical Prospecting” can be of great help for prospecting successfully.

Lead Rank 103

Lead Rank Buyer Influencer Outbound 103

Sales Hacker Training

SEPTEMBER 5, 2017

Prospecting. I used to pick a topic with my team each week that we were struggling with (dealing with gatekeepers, specific objections, discounting, personas, etc.) The main stages of the sales process: Account or Territory Planning. Qualification. Meeting Execution. Deal Management/Negotiations. Account Management.

Training 75

Training Top of Funnel Sales Methodology Distribution 75

Chorus.ai

NOVEMBER 1, 2019

Cold calling is contacting any prospect by phone who currently isn’t “raising their hand” at the moment. This means the prospect won’t be expecting your call. That’s okay, but you’ll have to work even harder to convince prospects to trust you and break through. Prospects typically ask 5-6 questions. Download the Chorus.ai

Cold Calling 54

Cold Calling Film Social Selling Coaching 54

Klozers

JUNE 10, 2014

1) Cold Calling  a telephone call Sales People dont want to make, to a prospect who doesnt want to receive it. 6) Bids & Tenders  an opportunity for B2B Sales People to sit in a warm office and avoid prospecting. 17) Discount  the reason why buyers buy. Much easier to sell on price.

B2B 51

B2B Hiring Top of Funnel Social Media 51

DiscoverOrg Sales

APRIL 10, 2018

Cheaper products are usually lower in quality – whether that’s buying boots from a discount chain, Dollar-Store dish soap, or dirty data. Dead-ends and gatekeepers. When you’re paying a seasoned sales professional $45,000 per year to do prospect research, you’re doing it wrong. Cheap lead lists ain’t so cheap.

Data 46

Data Ideal Customer Profile Cost per Lead Outbound 46

The Sales Association

NOVEMBER 9, 2011

But these prospects raised their hands," they tell you. The reps spent a ton of time driving from location to location dropping off materials (brochures, discount vouchers, etc.) Flip the gatekeeper paradigm on its head. When you get a prospect on the phone, always ask, "Do you have a quick sec?" at the reception desks.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

OnePageCRM

MAY 25, 2017

Prospecting is the most difficult part of the sales process for salespeople. For a cold prospecting call, where your goal is to convert a cold lead into a warm prospect, your call is unexpected so you’ll need a different tack. Sean Burke, CEO of prospecting software Kitedesk offers this example email: Hi Jill.

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20