Sales 2.0

MAY 19, 2018

I am not your guru. But…. I don’t do this much, but in this post I’m going to write about motivation and stuff in your head. In the last couple of posts I have talked about having goals and creating time blocks to do the most important work that will get you to those goals. The problem is that without your mind in the right place it’s really unlikely you’re going to do a good job of tasks like prospecting that, since you’re in sales, will be the activities hanging out in those important time blo

Exercises 150

Exercises Journal Sports Call-back 150

Hubspot Sales

MAY 19, 2018

Contrary to what most people believe, prospecting is not a numbers game. You don’t have to send 100 emails just to hear from one or two of them. You know the numbers are true if you’ve been conducting cold or warm outreach for a while. In fact, some people boast a response rate of 20%. While I can’t give you a specific number for my cold email response rates, I can tell you I’m sending cold emails -- a lot.

Prospecting 106

Prospecting Decision Maker Sales Qualified Lead Social Media 106

Engage Selling

MAY 19, 2018

Workshops and learning events can be the least effective—and for some, even the worst—places for your salespeople to get the training they need. You heard that right. Now, let me explain.

Training 59

Training Objections Closing Sales 59

Hubspot Sales

MAY 19, 2018

Nothing excites a sales manager more than seeing their staff complete or surpass their monthly quotas. Cue the balloons and streamers. More commission for everyone. Salespeople are naturally interested in showing off their success. And, hey, who could blame them? That’s how you get promotions, bonuses, and the recognition you need to advance your career.

Report 82

Report Revenue Top of Funnel Marketing Qualified Lead 82

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

Pipeliner

MAY 19, 2018

Revenue is like any other kind of natural resource. Every salesperson is out there looking for it, but there is only a limited amount of revenue potential. With risk comes uncertainty. Risk is the quantification of this uncertainty. John Golden interviews sales professional Andy Rudin on how to manage revenue risk. This expert sales interview we cover topics, such as: Proactively planning for unknown risks.

Revenue 49

Revenue Hiring Guarantee Social Selling 49

Pipeliner

MAY 19, 2018

Have you ever started talking to someone and then a “look” comes over them? They pull back a little, maybe cross their arms or turn their body away from you. You’ve just lost their trust. What was it you said or did that triggered their distrust response? It could be something you’re doing or saying over and over again in your sales process. Buyers can completely shut down if you cross that “trip wire” and activate thoughts of negative experiences.

Customer 40

Customer Face-to-face Insurance Insurance 40