Mr. Inside Sales

FEBRUARY 16, 2020

I was listening to a client’s closing call last week, and when the prospect asked a buying question, the rep answered it and then just remained quiet. What should she have done? What would you have done? The proper technique here was to 1) Answer the question, 2) Get buy in that this was what the prospect was looking for, and then 3) Either ask for the order OR use a trial close to see if she was getting close to closing the sale.

Face-to-face 158

Face-to-face Gatekeeper Inside Sales Decision Maker 158

Anthony Iannarino

FEBRUARY 16, 2020

Pay attention to successful people, and you’ll find one single attribute they share in common. That single attribute is “hunger.” We have a lot of words used to describe the concept of hunger, like driven, ambitious, hustle , and intrinsic motivation. The root cause of hunger for success is “wanting,” it’s “desire.” There was a woman who worked for me some time ago.

Motivation 126

Motivation Consultative Selling Meeting Up-Sell 126

Membrain

FEBRUARY 16, 2020

Your solution is great. You know the narrative of the type of buyers who buy. You’re writing appropriate content and getting it out to the right demographic. But you’re still closing less than 5% from first contact and spending a ton of resource finding different ways to touch the same people as your competition touches – in hopes that you’ll have the right message that catches them at the right time, or just grind them down.

Demographics 107

Demographics Prospecting Competition Resources 107

Pipeliner

FEBRUARY 16, 2020

Many people are curious about what the future of sales will look like with the addition of artificial intelligence (AI), and other AI-based tools. Some people fear that it will be an absolute armageddon and the end of all sales careers. Other people think that it is an amazing tool for salespeople to have access to. The reality is that it is probably somewhere in between, and AI’s influence will continue to evolve as things progress.

Trends 98

Trends SalesForce Influencer Social Selling 98

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

Sales Evangelist

FEBRUARY 16, 2020

Three Things Small Businesses Get Wrong When Marketing Businesses often make mistakes in their marketing campaigns and as a result, don’t maximize their exposure. Let’s discuss how strategic decisions about your online presence can make a bigger impact. Stephen Hart is the host of the Trailblazers.fm podcast and is also a digital brand strategist.

Small Business 52

Small Business Small Business Social Media Marketing 52

Selling Energy

FEBRUARY 16, 2020

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs.

Energy 52

Energy Sales 52

Pipeliner

FEBRUARY 16, 2020

Replacing Doubt with Confidence in Leadership. When we visualize and think positively and then verbalize those thoughts, not only do they become reality and make us feel good, but others around us feel good as well. Michelle Beauchamp, founder of The Champ Group, talks about how servant leadership starts within. She also encourages leaders to look for more opportunities to give employees tools, training, and time to grow rather than jumping so quickly to corrective action plans.

Groups 52

Groups Positioning Tools Training 52

Pipeliner

FEBRUARY 16, 2020

Many people are curious about what the future of sales will look like with the addition of artificial intelligence (AI), and other AI-based tools. Some people fear that it will be absolute armageddon, and the end of all sales careers. Other people think that it is an amazing tool for salespeople to have access to. The reality is that it is probably somewhere in between, and AI’s influence will continue to evolve as things progress.

Influencer 52

Influencer Tools Sales 52