Hubspot Sales

JANUARY 15, 2024

I like to call this “ghosting” — when a sales process is chugging along smoothly with a client, you feel positive that the deal will close, and then your prospect disappears without a trace. To combat ghosting, you have to understand what’s causing your client to avoid you. 4 Reasons Your Prospects Ghost You 1.

Prospecting 119

Prospecting Follow-up Call-back Proposal 119

Partners in Excellence

JANUARY 8, 2024

Whether it’s a customer service call, where the person is just going through the motions, not caring about what we are experiencing. Or the clerk checking us out at a store, totally bored with you as a customer. We feel bad about those experiences. We feel bad about those experiences. What if we changed?

Outbound 107

Outbound Customer Service Prospecting Customer 107

Zoominfo

AUGUST 15, 2022

We’ve all heard the adage that it can cost five times more to land a new customer than it does to maintain an existing one. For many B2B go-to-market teams, this rings true — as long as it’s the right customer. And growing a customer account takes special care. Now think about your worst customer experience.

Hiring 130

Hiring Customer How To Small Business 130

Janek Performance Group

APRIL 18, 2024

Here are five teleselling skills every rep should master: Your Opening Whether it’s inbound or outbound teleselling, the opening is crucial. It sets the tone of your interaction. You have seconds to get to your purpose. For inbound calls, imagine customers with problems hearing a genuine “How can I help?”

Training 62

Training Outbound Inbound Benefit 62

Partners in Excellence

AUGUST 21, 2023

In selling, I suspect too much of the mindset is, “When the going gets tough, the tough build more pipeline… ” Yet appreciation is integral to our success–both within our organizations, with our partners, and our customers. Organizations, where people feel they are heard and valued.

Face-to-face 93

Face-to-face ACT Report Pipeline 93

MTD Sales Training

FEBRUARY 3, 2020

Who do you trust more? Someone who has never heard of you, or an existing customer who knows you, your products and your reputation? who would your loyal customers rather do business with? So, how should you go about selling more products to existing customers? Think about it….who

Customer 246

Customer How To Call-back Cold Calling 246

Hubspot Sales

MAY 2, 2024

Most of us have heard the phrase, “cash is king”. So how do you choose the right one for your business? We’re sharing everything you need to know about payment processors so you can feel confident in your selection. Ease of Integration: Just like your customers, you also want a seamless experience.

Banking 75

Banking Small Business Small Business B2B 75

Sales and Marketing Management

MARCH 6, 2019

Author: Kory Angelin If you’re a sales professional, I have news for you: there’s a good chance you’re a failure at your job. What do you say? What do most of us always say? “No So customers are desensitized — they’re numb to your offer. Focus on a great customer experience. Can I help you with anything?”

Up-Sell 189

Up-Sell Education Course Sales 189

Smooth Sale

FEBRUARY 15, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How To Keep Loyal Employees 101 Good employees are essential for running your business well. It’s like winning the lottery when you find an employee with the same vision for your business and who stays loyal to you and your business.

Hiring 119

Hiring How To Loyalty Construction 119

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Sales prospecting techniques are the tactics a salesperson uses to find new customers. Sales prospecting techniques are the tactics a salesperson uses to find new customers. Let’s jump in.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Julie Hanson

JUNE 22, 2023

Win Over Decision Makers with Virtual Executive Presence Landing a virtual meeting with a decision maker or anyone in the C-Suite is your golden ticket to go beyond entry-level conversations about features, functions, and prices and fast forward to strategic discussions and setting the bar for the competition.

Decision Maker 62

Decision Maker Face-to-face Exercises Meeting 62

Partners in Excellence

SEPTEMBER 29, 2023

Do you genuinely care about the people you are prospecting? Do you genuinely care about your customers? Do you genuinely care about your colleagues and peers? Do you genuinely care about your people? Do you genuinely care about what you are doing? Do we really need to care?

Channels 100

Channels LinkedIn Media Opportunity 100

No More Cold Calling

JULY 27, 2023

Relationships do. I had heard enough. Your Relationships Are Your Competitive Advantage Technology has improved many aspects of the sales process. To convert B2B prospects into customers, we must have conversations, ask smart questions, share valuable insights, and make meaningful connections. Not even close!

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

Partners in Excellence

OCTOBER 1, 2020

” It’s been one of those throw away terms all of us have heard about selling since the very first day we started selling. Customers saw through this pretty quickly. ” We’ve almost lost sight of the customer as an individual. We have to be driven by “How they feel!”

Customer 159

Customer Face-to-face Groups Engineering 159

Zoominfo

JUNE 28, 2021

Enter conversational marketing — the new paradigm to tackling your business deals and converting prospects in minutes. Conversational marketing is the strategy of leveraging 1:1 engagement between you and your customer in the form of real-time conversations. What is conversational marketing? Problem #1: One-way communication.

Conversion 246

Conversion Marketing Lead Capture Face-to-face 246

Shari Levitin

APRIL 21, 2022

When I first started selling over the telephone, I couldn’t figure out why it was more difficult to build trust and rapport with my customers over the phone than in person. To build trust with customers virtually, we need to leverage online tools to augment the subtle physical and psychological cues our mind uses to build trust.

Face-to-face 133

Face-to-face How To Decision Maker Conference 133

Hubspot Sales

FEBRUARY 5, 2024

Every time you use a selfish sales tactic, you’re destroying the trust between you and your buyer — but you’re not just hurting yourself. If you see a colleague giving salespeople a bad name by doing something shady, show them the right way instead. Me : “Can you point me to your cheapest mattress?” Salesperson : Well, yeah.

Commission 104

Commission Call-back Hotels Sales 104

Julie Hanson

OCTOBER 14, 2022

Taking bad advice is costly as some of these “best practices” can damage your credibility and send buyers to their phones, or worse, to your competition. Prospects know you’re looking at them when you’re looking at your screen. The camera is the eyes of your customer. All they know is how it feels.

Face-to-face 127

Face-to-face Video Buyer Up-Sell 127

Shari Levitin

NOVEMBER 22, 2021

How do you know?”. “He Yes, but, how do you know he’s the greatest salesman in the world?” The biggest mistake salespeople make is that we don’t listen, we don’t ask questions, and we rarely ask the right questions when we do. Even if: The customer doesn’t say what you want to hear. Wow,” I exclaimed.

Guarantee 118

Guarantee Proposal Follow-up Conversion 118

Crunchbase

JUNE 13, 2022

Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. Because it offers the other person a chance to be heard, and allows the salesperson to build good rapport with the customer. What is active listening?

Closing 98

Closing Call-back Face-to-face Intent 98

Zoominfo

SEPTEMBER 18, 2018

Marketers—us included—continue to preach the importance of understanding your customers and delivering targeted, personalized campaigns based on what you know about them. Today, we explore the negative side of personalized marketing , and the tactics you must avoid if you want your customers to trust your brand.

Marketing 206

Marketing Demographics Campaigns Social Media 206

Janek Performance Group

SEPTEMBER 22, 2021

We’ve all heard and read…and heard and read….and and heard and read how selling is changing. So why do so many sales reps continue to sell like they were in 2001? The fact is hard-sell tactics just annoy customers and create more resistance. For the untrained sales reps, this might feel like a good opportunity.

Hiring 118

Hiring Call-back Training Up-Sell 118

Go for No!

MARCH 24, 2022

Here are the BIG TWO reasons I’ve seen over the last two decades: You don’t know how to do it well (smoothly, not awkwardly). It feels icky – like you’re chasing and desperate. Regardless of where you are in the process the next step is yours and you better get moving. The next issue is, you feel icky.

Follow-up 142

Follow-up Call-back Examples Exact 142

Julie Hanson

MARCH 3, 2022

Do you know the secret to being great on video? It all starts with your relationship…the one with your camera. Make friends with your camera! Because the camera is the vehicle through which you communicate with your customers. And the camera (and your customer) sees all. Sourced from CNN.

Video 100

Video Exercises Call-back Face-to-face 100

Gong.io

OCTOBER 20, 2021

Below are 7 cold email stats that will help ensure your soon-to-be new client opens your email and responds (positively). Gong captures (anonymized, of course) data from our customers – web conference meetings, phone calls, and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . Need a visual?

Cold Calling 118

Cold Calling ROI Call-back Buyer 118

SalesProInsider

JUNE 29, 2022

If so, you may have heard questions such as: What happens then? Your answers to those important “how to’s” are important to the Reflector buyer Tribal Type during sales conversations. The Reflector Tribe is the focus for this installment in the series: Convert Consistently with Customs and Connections. Good listeners.

Meeting 116

Meeting Customer Lead Rank Analysis 116

Pipeliner

FEBRUARY 23, 2024

They’re more than just glass containers; they’re mini treasure chests where customers can show some love for stellar service. But the question is, are you getting the most out of your tip jar game? Cash Ain’t King Anymore So, the world’s moved on past just fumbling for loose bills in your pocket.

Real Estate 52

Real Estate Follow-up Survey System 52

Julie Hanson

MAY 20, 2021

They “cheat” the camera by positioning their body, face, and/or voice more towards the camera for the benefit of their audience – even if it may feel unnatural or a bit awkward. As a salesperson, presenter, or businessperson on video, you too will need to cheat for the camera for the benefit of your customer. Intimidated?!

Video 79

Video Face-to-face Energy Film 79

Smooth Sale

MARCH 20, 2024

From construction yards to FinTech, advancements are required for health and safety, meeting customer expectations, and staying relevant. New technologies also open up opportunities for your business to enhance services across the board. So, where do you start? It can be mind-boggling how quickly tech moves.

Hiring 108

Hiring Retail Lead Rank System 108

Sales Hacker

JANUARY 19, 2024

You might have even initially heard of my newsletter through LinkedIn. There are tons of ‘hacks’ you can do for social growth, but we always look longterm. One way that I (Scott) personally do this is by writing out my post, then actually rewriting it with the hook in mind. Proactively add people within your ICP.

LinkedIn 93

LinkedIn Ideal Customer Profile Intent Signal Social Media 93

Sales Hacker

JANUARY 12, 2024

Partner love: Sales Authenticity Where does sales authenticity originate and how can sellers embrace it Understanding Buyers want to be more than heard, they want to understood. Do they provide guidance that makes the buying process easier? It should be a continuous ongoing process, extending through the customer lifecycle.

Sales 90

Sales Software Software SalesForce 90

Julie Hanson

JANUARY 30, 2024

What is your response to that? Julie Hansen: Well, it is if we don't do some things differently, I'll tell you that! And until we understand how our audience perceives us on their screen, we often do things that damage our credibility. There's no nonverbal cues that you heard what I said. Rachel Cossar: Right.

Video 62

Video Influencer Meeting Research 62

Hubspot Sales

NOVEMBER 28, 2023

Pricing Negotiations There’s no doubt that at some point in your career, you will deal with pricing negotiations. Some people won’t easily part with their hard-earned cash for your product or service. Thankfully, there are tactics you can use to encourage buy-in from your prospects. You can showcase value by Providing demos.

Sales Qualified Lead 105

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 105

Julie Hanson

MAY 10, 2021

And want to know the ONE THING you can do to immediately improve your connection with your customer and increase interaction on virtual sales calls? The first few moments of any virtual sales call, presentation, or demo should be dedicated to establishing a connection with your customer. Got ONE MINUTE?

Video 86

Video Face-to-face Up-Sell Coaching 86

Partners in Excellence

JULY 20, 2023

As sellers, our job is to talk to customers. But apparently we do a very bad job at it. Research report after research report say the same things: The majority of customers prefer a rep-free buying experience. For those that do involve sellers, they minimize the time they invest. Customers say sellers waste their time.

Customer 62

Customer Report Research Conversion 62

Partners in Excellence

SEPTEMBER 21, 2023

They are the foundation of high impact conversations with our customers. As sellers, too often we focus on “pitching” our prospects and customers–these are the furthest from collaborative conversations we can imagine–and perhaps why customers don’t want to talk to us.

Conversion 81

Conversion Construction Intent Follow-up 81

Gong.io

DECEMBER 8, 2021

You venture out to your mailbox. Your first and last name and address are handwritten. Your interest has been officially piqued! Your interest has been officially piqued! If you do NOT open it, you’d feel kinda bad. Guilt is sending a follow-up email to a buyer and leading with, “I never heard back.” .

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Cold Calling Call-back Buyer Video 114