No More Cold Calling

DECEMBER 29, 2019

Now you can take the same course, at a 50 percent discount, if you register by December 31 and use my code: NMCCCYBERDEC. Or have you reverted to those old, tiresome sales pitches that go on and on about why you’re so great? But in the real world, it’s storytelling, not sales pitching, that makes all the difference.

Referrals 207

Referrals Cold Calling Social Media Travel 207

The Brooks Group

JANUARY 31, 2020

Sales professionals have met a worthy adversary. The procurement executive — long lauded by companies as a model of efficiency, but by sales interests as a barrier to entry — has increased their stronghold on the purse strings for enterprises worldwide.

Margin 59

Margin Hiring Negotiation Gatekeeper 59

Zoominfo

APRIL 20, 2020

Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. With multiple studies across the world highlighting shrunken marketing budgets, campaign delays, and hiring freezes…where should your sales and marketing efforts begin? Work Smarter, and Harder (and Together).

Pipeline 100

Pipeline Marketing Top of Funnel Hiring 100

InsideSales.com

MARCH 11, 2020

Sales objections are a common occurrence throughout a salesperson’s career. 39 Common Sales Objections and How to Overcome Them. What are Sales Objections? Sales objections are rebuttals from a potential client stating why they won’t buy your product or service. Why Prepare for Objections in Sales.

Objections 58

Objections Cold Calling Decision Maker Hiring 58

Close.io

DECEMBER 3, 2019

Most successful sales reps have a wealth of experience with cold calling. You can revisit the fundamentals of selling, acquire a new soft skill that will enable you to close more deals, or simply leisurely read some sales and business literature. We’ve already introduced you to amazing sales books. Jump to category: ?

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Sales and Marketing Management

JUNE 26, 2017

Your VP of sales looks at you out of desperation and asks if there is anything marketing can do to help accelerate the pipeline/improve the win rate? It’s now common for demand gen teams to batch-email-blast open pipeline contacts with discount offers or other urgency-creating promotions. It may be time to take a look.

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

Mr. Inside Sales

AUGUST 29, 2022

The most effective thing you can do as a sales manager or business owner is to upgrade the skills of your existing inside sales team. Sadly, not increasing their competency will lead to sales as they are now…). To help you do that, I’m offering a one-time 30% discount on this award winning, Inside Sales Training Video Course.

Training 31

Training Licensing Face-to-face Inside Sales 31

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. It includes all the scripts, email templates, voice mail script samples—everything they need to double and even triple their sales over the phone. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Training 31

Training Licensing Face-to-face Gatekeeper 31

Hubspot Sales

JANUARY 5, 2021

That might be because, as HubSpot sales director Dan Tyre often says, “Success in sales is 90% mental.”. Believing in their product also helps salespeople avoid discounting — they know the price tag is justified. High sales achievers don’t let themselves mentally count a deal as "won" until the prospect has signed the check.

Face-to-face 141

Face-to-face Remedy Gatekeeper Up-Sell 141

Anthony Iannarino

JULY 27, 2020

One can work in sales for a very long time without getting better. You can work in sales for ten years and have the same year ten times. How the Best Get Better in Sales. The Right Way to Leave a Voicemail in Sales. How to Get Past the Gatekeeper. Improving Your Effectiveness in the Sales Conversation.

Negotiation 81

Negotiation How To eBook Cold Calling 81

SalesLoft

OCTOBER 16, 2018

In the digital age, most sales conversations occur remotely. Sales professionals must make an impression without the benefit of an in-person meeting, often making it more difficult to rise above the noise. Many a persistent sales rep has suffered due to not making the most of these crucial moments of initial sales engagement.

Lead Rank 52

Lead Rank Lead Scoring Leads Marketing Qualified Lead 52

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. Finding the decision maker in an organization is a critical step in the sales process, but it’s not always easy. . Utilize LinkedIn.

Decision Maker 71

Decision Maker LinkedIn Gatekeeper Discount 71

Smooth Sale

JUNE 14, 2018

A little thought, friendliness, and empathy work well for building the sale. Persevering past the gatekeepers proved to be well worthwhile. Most of all, the company hoped for an increase in sales. I turned to Roberta to reveal that the high-end shoe store across the street was having a fantastic sale. “Yes!”

Gatekeeper 95

Gatekeeper Face-to-face Commission Hubspot 95

John Barrows

FEBRUARY 28, 2018

To bring things down to more of a day-to-day level, here are a few more examples of worst case scenario thinking: When practicing being more direct in negotiations, if I decide to hold the line and not discount to this client am I ok with losing the deal? As long as I’m not actually being rude.).

Hotels 70

Hotels Gatekeeper Discount Negotiation 70

No More Cold Calling

FEBRUARY 29, 2016

Think sales has changed a lot? But while technology may power sales research, people still power the close. . And it certainly won’t solve our sales challenges. But that almost never happens, because CEOs and other senior decision-makers have a powerful weapon at their disposal—their trusty gatekeepers. Absolutely!

Referrals 120

Referrals Incentives Incentive Cold Calling 120

Smooth Sale

JULY 24, 2018

Many lessons were learned for methods of patiently following up in my sales career. The second year of sales, management hounded their teams to follow-up with the same prospect every day. Clyde’s motivator is that we similarly view sales and customer care. It didn’t take very long for the sales prospecting memories to arise.

Follow-up 84

Follow-up Referrals Gatekeeper Decision Maker 84

Sales Hacker Training

SEPTEMBER 5, 2017

I’ve been professionally selling for about 20 years and delivering formal sales training for approximately 8 of them. There are a lot of factors that go into determining the right sales training for your team and rolling it out successfully. Bonus: 40+ of the World’s Best Sales Training Programs to Get Your Team Into Shape.

Training 75

Training Top of Funnel Sales Methodology Distribution 75

Klozers

JUNE 10, 2014

If you were to ask members of the public to describe sales people the adjectives they use are often less than complimentary. After nearly 30 years in sales, selling, managing, coaching, training and consulting, I can honestly say the majority of sales people are nothing like that. Everyones a Liar. Starting With a Lie.

Gatekeeper 50

Gatekeeper Cold Calling Buyer Discount 50

Salesmate

JULY 28, 2020

The more you learn, the better you can perform when it comes to nurturing and converting sales deals. In sales, you need to keep learning to excel and surpass competitors. So, take the help of various sales books to enhance your knowledge and brush up your skills. 25 sales books you must-read in 2020. The Modern Seller.

Lead Rank 103

Lead Rank Buyer Influencer Outbound 103

Appbuddy

JANUARY 9, 2023

Glenn Paster: Industry-wide, Black Friday/Cyber Monday online sales were soft. The need to begin promos earlier than in past years spread out the Black Friday/Cyber Monday revenue impact, as did higher than expected inventory levels and higher discounts offered by our competitors. Not bad…soft.

Email Marketing 52

Email Marketing Marketing Insurance Insurance 52

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

Lead Rank 99

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

OnePageCRM

JUNE 15, 2017

The ultimate guide to planning, conducting and tracking your outbound sales calls. How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. I’m probably any sales person’s worst nightmare. One way is to be straight up, but to reverse the obvious sales overtone.

Gatekeeper 46

Gatekeeper Social Media How To Decision Maker 46

Openview

JANUARY 18, 2018

Every sales manager wants their team to close bigger deals. How much would revenue go up if your entire team was closing deals like your best sales rep? Let’s talk about how to become the manager of a sales team where every rep performs at their absolute best. A great sales team starts with a manager who’s also a great coach.

Lead Rank 104

Lead Rank Lead Scoring Coaching B2B 104

Sales Hacker

JANUARY 10, 2018

GOAL: Optimize sales outreach or stay-in-touch communications. This will get past any B2B gatekeepers as well as attract more attention than an email might. And the words easy, quick and improved have been shown to lift product sales. NOTE: As prospects convert, move them out of flow. Workflow: The Stay Top of Mind Cadence.

Direct Mail 90

Direct Mail Campaigns Marketing Channels 90

SalesHandy

FEBRUARY 23, 2021

Hence it is important to learn and figure out how to find decision makers in a company as part of your sales process. This unnecessarily stretches your sales cycle and defeats the purpose of having a well-defined sales process. Why Decision Makers matter in sales. Connect and bypass gatekeepers earlier.

Decision Maker 69

Decision Maker Company How To Campaigns 69

SalesHandy

FEBRUARY 23, 2021

Hence it is important to learn and figure out how to find decision makers in a company as part of your sales process. This unnecessarily stretches your sales cycle and defeats the purpose of having a well-defined sales process. Why Decision Makers matter in sales. Connect and bypass gatekeepers earlier.

Decision Maker 52

Decision Maker Company How To Campaigns 52

Klozers

JUNE 10, 2014

If you are new to Business to Business Sales then sometimes the sales jargon, buzz words, phrases and acronyms Sales Professionals use can be quite confusing. Furthermore without any standard definitions these words and phrases continue to confuse and mislead Sales People. 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. Suppose Payless is having a sale, and you buy cheap hiking boots. Take data: There are a lot of options for third-party lead data and sales intelligence. Dead-ends and gatekeepers.

Data 46

Data Ideal Customer Profile Cost per Lead Outbound 46

Keith Rosen

OCTOBER 7, 2010

You’ll have time to send them your precious collateral materials, after you’ve made first contact and most important, have determined what materials they are interested in seeing and what information is a priority for them (not you) which would then move your sales process forward. • Sales. • Discount.

Campaigns 67

Campaigns Prospecting Collateral Cold Calling 67

The Sales Association

NOVEMBER 9, 2011

Sharing best practices in sales and sales management www.salesassociation.org. Just because someone downloads a white paper or attends a Webinar doesnt mean they are even remotely interested in doing a sales call. After all, they got into sales because they like working with people. Wednesday, November 9, 2011.

Cold Calling 34

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

Chorus.ai

NOVEMBER 1, 2019

Cold calling is one of the most critical parts of your sales process. When done right, it can reduce your sales cycle length, help you identify more opportunities, and efficiently grow revenue. We looked at cold calls that progressed through the sales cycle. Topics like discounts, pricing, and competitors come up 1-2 times each.

Cold Calling 54

Cold Calling Film Social Selling Coaching 54

OnePageCRM

MAY 25, 2017

The ultimate guide to planning, conducting and tracking your outbound sales calls. Prospecting is the most difficult part of the sales process for salespeople. The key to outbound sales is smart calling. However, it can also be the fastest way to build yourself a sales pipeline. Sales calls work. Making the call.

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20

Nudge.ai

NOVEMBER 23, 2017

At the property level what that process looks like is: Convince the director of sales and marketing of your value proposition, because if they invest in your ad vehicle it’s coming out of their budget. I don’t launch into a real sales pitch until they tell me that. Is it a boutique hotel chain or a major hotel chain? AS: It depends.

Hotels 49

Hotels Strategy Discount Analysis 49

Nudge.ai

NOVEMBER 23, 2017

At the property level what that process looks like is: Convince the director of sales and marketing of your value proposition, because if they invest in your ad vehicle it’s coming out of their budget. I don’t launch into a real sales pitch until they tell me that. Is it a boutique hotel chain or a major hotel chain? AS: It depends.

Hotels 28

Hotels Strategy Discount Analysis 28