The Sales Hunter

JUNE 11, 2015

In looking at the things that will help voicemail work for you in your prospecting efforts, we have arrived at the 5th tip: #5: Your message must be one that conveys energy and confidence in your voice. Your prospect is busy. The last thing they want to listen to is a train wreck! (Be Be […].

Energy 100

Energy Prospecting Training Selling Skills 100

Mr. Inside Sales

OCTOBER 21, 2022

My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. If possible, stand up a few times a day, or get in the habit of pacing while on the phone with a prospect or customer.

Face-to-face 271

Face-to-face Gatekeeper Decision Maker Licensing 271

Mr. Inside Sales

DECEMBER 9, 2023

I invested in Stan’s training program, “Double Your Income Selling Over the Phone.” I have to go with the flow because each prospect is different,” he persisted. He didn’t believe in putting in the time, energy, or money to get better. ON DEMAND SALES TRAINING THAT GETS RESULTS! I was sold. This other guy wasn’t.

Face-to-face 220

Face-to-face Inside Sales Gatekeeper Decision Maker 220

Rob Jolles

JULY 28, 2023

Here’s a quick quiz: Which prospect would you prefer meeting with? Prospect #1: Someone who has been battling with a particular problem, has finally decided to do something about it, and calls you! I’m pretty sure I know which prospect you’d pick. Well… you might want to be careful what prospect you wish for.

Prospecting 52

Prospecting Call-back Up-Sell Face-to-face 52

Rob Jolles

JULY 28, 2023

Here’s a quick quiz: Which prospect would you prefer meeting with? Prospect #1: Someone who has been battling with a particular problem, has finally decided to do something about it, and calls you! I’m pretty sure I know which prospect you’d pick. Well… you might want to be careful what prospect you wish for.

Prospecting 52

Prospecting Call-back Up-Sell Face-to-face 52

Mr. Inside Sales

APRIL 29, 2022

Answer: They all take you (and your successful energy) away from your desk—and your next pitch. He said that wasting that on other sales reps (and taking them off the phone) was a waste of that energy, and that the best thing I could do after making a sale was to pick up the phone and make another one. I closed that deal, too!

Face-to-face 156

Face-to-face Gatekeeper Energy Decision Maker 156

Crunchbase

JUNE 28, 2021

Investing in team training is a critical part of business success and growth. In today’s age of digital transformation, sales management teams must adapt their sales training strategies to evolving consumer trends and the global shift towards remote work. Sales is a dynamic area of business that’s constantly in flux. Image Source.

Webinar Metrics 111

Webinar Metrics Training Strategy Software 111

Anthony Iannarino

MAY 5, 2020

The senior sales leader said, “When I have the right team, I will train them.” He believed investing in this particular team wasn’t worth investing in, and that he was better waiting until he could assemble something like the cast of characters in an Avengers movie to train, coach, and develop them. His salesforce is poorly led.

Training 108

Training Face-to-face B2B Coaching 108

No More Cold Calling

NOVEMBER 23, 2021

If virtual sales training was ever needed, this was the time. Without it, your prospects figure you’re not interested, and they tune out. It’s also my only way to make eye contact with many clients and prospects, so I’ve learned to live with it. Just gesturing gave me energy and brought out my personality.

Video 289

Video Cold Calling Exercises Conference 289

eGrabber

MAY 21, 2020

For companies who are currently driving their sales and marketing thru COVID, prospecting to outdated lists drains morale like nothing else. Marketing to lists & people who don’t exist, getting email bounces and dropped phone calls drain the precious energy which sales and marketing teams badly need at this point in time.

Energy 52

Energy B2B Hiring Decision Maker 52

eGrabber

MAY 21, 2020

For companies who are currently driving their sales and marketing thru COVID, prospecting to outdated lists drains morale like nothing else. Marketing to lists & people who don’t exist, getting email bounces and dropped phone calls drain the precious energy which sales and marketing teams badly need at this point in time.

Energy 52

Energy B2B Hiring Decision Maker 52

Carew International

APRIL 8, 2021

By most measures, prospecting is one of the least-welcome aspects of the sales profession. Call it what you will, from the unpolished “cold calling” to the more elegant “business development,” the mere mention of prospecting in any of its forms can send sales professionals into an uncontrollable flurry of activity involving anything else but.

Prospecting 66

Prospecting Penetration ACT Decision Maker 66

Sales Hacker Training

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Know why you’re training your team before you start. Training during the last 15+ months [10:43]. powered by Sounder. Sam’s Corner [28:12].

Training 119

Training Scale Webinar Metrics Face-to-face 119

SalesProInsider

FEBRUARY 22, 2024

What is the impact of your beliefs on your ability and commitment to attract and convert your ideal prospects? Your belief is a major factor in the energy, effort, and activity that you put forth in the lead generation activity to fill your funnel and the sales conversations that convert those prospects.

Top of Funnel 126

Top of Funnel Lead Gen How To Lead Rank 126

Julie Hanson

MARCH 16, 2017

Many salespeople don’t speak with as much energy or personality in business as they do in their personal lives—we tend to flatten things out, pull them in, tone them down. Our clients and prospects have dozens of people every day droning on to them in business mode. Don’t let a lack of energy stand between you and a sale.

Energy 54

Energy ACT Exercises Call-back 54

Julie Hanson

JANUARY 15, 2024

These 5 mistakes can cause you to lose attention, credibility and influence with prospects. Matching Your Audience’s Energy Talk about a snooze fest! Virtual audiences are notoriously passive and trying to match that energy will have your audience dosing off in no time. Interested in Virtual Presentation Training for your team?

Face-to-face 77

Face-to-face Energy SAP Video 77

Marc Wayshak

DECEMBER 2, 2020

When it comes to sales, the Cliff Notes -version of learning the best sales training techniques is much harder to come by than a cheat-sheet of a high-school classic novel. That’s why I’ve put together my own sales Cliff Notes of sorts, so you can learn the basics of sales training at a glance before diving deeper as you go.

Course 62

Course Training Lead Gen Follow-up 62

Anthony Iannarino

JANUARY 27, 2020

You might also choose based on your present energy level—or lack thereof. In sales, the work most salespeople refuse is prospecting, one of only two categories of the real work of sales (opportunity creation, and opportunity capture). The post How to Train Yourself to Do Work You Avoid appeared first on The Sales Blog.

Training 128

Training How To Negotiation Energy 128

Julie Hanson

FEBRUARY 19, 2024

Prospects aren’t going to make excuses for you and relationships are built on feelings, not logic. Rizz is a Transfer of Energy Many sellers who are quite charismatic in person appear wooden and devoid of personality on video because the camera waters down their natural energy and enthusiasm. Logic be damned.

Energy 62

Energy Lead Rank Lead Scoring Face-to-face 62

Selling Energy

MAY 23, 2023

As I’m sure many of you know, in addition to energy-focused professional sales training, I also teach benchmarking workshops (both online and in-person). As the title suggests, offering a benchmarking service is a fantastic way to build your existing energy-solutions business.

Energy 68

Energy How To Training Prospecting 68

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. FinancialServices. Insurance. ITServices.

Company 156

Company Prospecting Oracle Transportation 156

Sales Hacker

JUNE 10, 2021

But you can train your HR team to overcome these hurdles. Investing in some training about personality can really be worth it. Prospecting, presenting, listening, and negotiating. Thus, you should invest in sales training for your recruiting team. That way recruiters can focus their energy on high-value tasks.

Hiring 103

Hiring Training How To Positioning 103

Mr. Inside Sales

DECEMBER 18, 2020

I invested in Stan’s training materials, and I committed to learning, practicing, and doing what he suggested. I have to go with the flow because each prospect is different,” he persisted. Brad didn’t believe in putting in the time, energy, or money to get better. ON DEMAND SALES TRAINING THAT GETS RESULTS! Brad wasn’t.

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Decision Maker 310

Mindtickle

MAY 10, 2022

Sales training and coaching are often reserved for new hires and low performers, with the rest of your team getting a brief refresher during your annual sales kickoff. But according to the Sales Management Association, only 30% of sales managers rate their sales training as “effective” for improving low performers.

Ideal Customer Profile 52

Ideal Customer Profile Training Lead Rank Lead Scoring 52

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. Where could they be going wrong?

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

The Sales Hunter

DECEMBER 2, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. It might make you feel good right now, but in the end it will only serve to suck the energy out of you. prospecting. sales training. sales training tip. training tip. Client List. Testimonials. FREE Resources. Sales Articles.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

Autoklose

MARCH 11, 2024

Prospecting is a high-stakes game, so many sales reps make the mistake of being too pushy in an attempt to quickly convert leads into sales. Organize an Online Conference, Webinar, or an Industry Meetup First of all, do your research and find out what your prospects deal with and identify their pressing pain points. That’s right!

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Leads 98

Smooth Sale

MARCH 9, 2024

Buyers have a growing preference for properties that prioritize energy efficiency to minimize their carbon footprint. Enhancing your home with panels, energy-efficient appliances, and sustainable building materials can significantly improve its appeal and value. Ask every prospective buyer what they seek most in a new home.

Buyer 95

Buyer Real Estate Hiring Trends 95

Braveheart Sales

JANUARY 7, 2020

Have you spent money on sales training without seeing rewards? Many sales training organizations focus on tactics and strategies only. And that statistic doesn’t seem to be improving, even though there are numerous sales training options, sales enablement systems and varied selling avenues such as social selling.

Training 59

Training Sales Cycle Account Coaching 59

Score More Sales

OCTOBER 10, 2013

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Ask anyone who has regular prospecting hours in their calendar because it really works.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

Partners in Excellence

OCTOBER 27, 2023

Early in my selling career, I was in a short training class. I was reflecting on our difficulties in connecting with prospects and customers in meaningful ways, then realized that it’s possible that subconsciously we are creating the problem. Our prospects may be mirroring what they see as our behavior.

Call-back 125

Call-back Energy Groups Prospecting 125

Hubspot Sales

NOVEMBER 3, 2017

Your prospects face this conundrum all the time. Although they’re intrigued by the results you cite, they’re also probably intimidated by the energy, time, and resources required to navigate the buying process -- not to mention, to incorporate your product into their system and processes. Would you attempt the climb?

Prospecting 124

Prospecting Scale Buyer Energy 124

The Sales Hunter

DECEMBER 30, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 4 Easy Steps to Better Prospecting. Do you want 4 easy steps for prospecting that yields the kind of results that you don’t just want, but you need? Identify the prospect. Too many salespeople make prospecting too complicated.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

Selling Energy

APRIL 25, 2022

Whenever I am training a new group of sales professionals, I always make it a point to emphasize how communication is vital to their success. More than that, being able to communicate thoroughly is their responsibility as energy sales professionals.

Energy 77

Energy Groups Training Prospecting 77

Julie Hanson

FEBRUARY 8, 2021

Though unlike the nervous salesperson silently sitting in front of their computer awaiting their doom, the well-trained actor knows that sitting still before a performance spells disaster – natural nervous energy quickly turns to tension when the body has no way to release it. What is the prospect looking for? Move your body.

Energy 112

Energy Video Call-back Intent 112

The Pipeline

MARCH 3, 2020

For example, many want me to layer on or retrofit my curriculum on something they trained three years ago. They have invested time and energy learning things, and now we turn? I ask reps to step back think of their number one prospect, and ask how things have changed with that constituency? Start In The Middle.

Face-to-face 362

Face-to-face Pipeline ROI Training 362

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279