Sales 2.0

SEPTEMBER 1, 2018

In my last post I was talking about how you can greatly increase your prospecting odds by leveraging people you know for an introduction. In this post I am going to talk about greatly increasing your prospecting odds without an introduction. I am also going to give you a template you can copy to make this happen. Typical success rates in getting intros using this approach vary from approximately 1 in 2 to 1 in 5, vs 1 in 100 or 1 in 330 for cold calling.

Prospecting 150

Prospecting Scale Social Media Cold Calling 150

SBI Growth

SEPTEMBER 1, 2018

Purchasing companies comes with an expectation of a rate of return on a timeline. The 100 day plan is a generally accepted strategy and process for long-term value creation. 5 primary 100 day program objectives are captured here in this.

Closing 153

Closing Objections Strategy Company 153

Zoominfo

SEPTEMBER 1, 2018

If you’re dealing with a sales objection… congratulations! You’re working with a decision-maker who has some skin in the game — and they’re taking your proposal seriously. That’s exactly where you want to be. “We should relish objections,” says Steve Bryerton , ZoomInfo’s Vice President of Sales. “You might think that positive language is a good thing, but it’s not.

Objections 130

Objections Face-to-face Exact Software 130

Go for No!

SEPTEMBER 1, 2018

How do you handle a mean rejection? What do you do? What do you say? Let’s make one thing clear: if someone is rude or hateful towards you, it’s time to say ‘no’ to them – immediately -even if it’s in your own mind. In other words, you don’t need to do or say anything. You owe no explanation and I would not suggest trying to justify or argue.

Prospecting 94

Prospecting Customer 94

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Selling Energy

SEPTEMBER 1, 2018

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