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

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

Rob Jolles

NOVEMBER 3, 2023

It seems a lot of thought was put into the creation of this workshop, and with so much great material being delivered, between your highlighting, and note taking, that participant guide of yours is getting a real workout! Some years ago, I ran into this particular issue in one of the workshops I was delivering.

Energy 52

Energy Course LinkedIn Motivation 52

SalesProInsider

DECEMBER 4, 2019

Let’s stop that dynamic and set ourselves up to invest time and energy in proposals at the right time for the right prospects. Of course, you’ll use your own words to craft the response…what’s important is that you don’t get wooed by prospects who are dishing out assignments to you without being engaged themselves.

Proposal 114

Proposal Lead Rank Lead Scoring Energy 114

Selling Energy

AUGUST 14, 2023

One of the challenges we face in our industry is how to convey the value of our products and services without overloading our prospects with the technical complexity of our offerings. Those of you who have taken my workshops know that it’s best to avoid “talking tech.”

Face-to-face 76

Face-to-face Territories Industry Prospecting 76

Sales and Marketing Management

MARCH 8, 2019

The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. This sounds pretty basic but in many sales kickoffs, aside from large general sessions, teams for training workshops are broken out by segment (geography, size, industry, function, etc.)

InsideView 223

InsideView Scale Exercises Call-back 223

The Brooks Group

NOVEMBER 15, 2017

In the race to finish the year strong, prospecting often gets put on the back burner while sales reps spend time and energy on closing the open business opportunities they’re working. But salespeople need to be able to fill the pipeline with highly qualified prospects in order to be successful going into the New Year.

Prospecting 63

Prospecting Ideal Customer Profile Sales Qualified Lead Referrals 63

Rob Jolles

OCTOBER 6, 2023

When I wrote the book, How to Run Seminars & Workshop , I wrote extensively about this topic laying out a series of solutions, but years later, I realized I left one final move out. Someone has attended a workshop you’ve been leading, and that person has been extremely difficult to work with. Let me set the stage for you.

Intent 52

Intent Energy Course Call-back 52

Shari Levitin

FEBRUARY 26, 2020

Because Outbound is the only conference on the planet dedicated to prospecting, pipeline, and productivity. We are working to see if we can increase the workshop space now, so we can invite more of you to show up for the workshops. This year, I’ll be traveling all the way from Antarctica to open the conference on May 6 th.

Outbound 87

Outbound Conference Lead Rank Travel 87

Selling Energy

AUGUST 1, 2023

I talk a lot about “broken” financial metrics on this blog and in my online and in-person workshops. Many of the metrics by which prospects evaluate expense-reducing capital projects fail to take into consideration the complexity of the investment at hand.

Decision Maker 69

Decision Maker Prospecting Marketing Sales 69

Babette Ten Haken

SEPTEMBER 22, 2020

Can current and prospective clients relate to the business stories you tell? Consequently, you ask decision makers to spend too much energy finding applications of your solutions to their own needs. No decisions reached, no actions taken, less energy expended on their part. Then read on and let’s explore together.

Decision Maker 86

Decision Maker Energy Coaching Objections 86

Selling Energy

OCTOBER 12, 2022

If you’ve taken any of my efficiency sales workshops, you’ve probably heard me say, “Most decisions are made emotionally and then justified financially.” What’s going to sway your prospect is the emotional appeal of your product or service, not the technical specs.

Prospecting 79

Prospecting Sales Marketing 79

Shari Levitin

FEBRUARY 26, 2020

Because Outbound is the only conference on the planet dedicated to prospecting, pipeline, and productivity. We are working to see if we can increase the workshop space now, so we can invite more of you to show up for the workshops. This year, I’ll be traveling all the way from Antarctica to open the conference on May 6 th.

Outbound 93

Outbound Conference Lead Rank Travel 93

SalesProInsider

MARCH 19, 2020

And the energy and time and care that we need to have to help them is depleting our own oxygen levels. Free Training Workshop. How to Talk with Upset, Confused, Fearful, or Difficult Clients and Prospects. Join Sales Pro Insider CEO and Top Sales Book Author, Nancy Bleeke for a brand new workshop. MARCH 19 @ 2 p.m.

Energy 81

Energy Course Closing Training 81

SalesProInsider

JUNE 5, 2020

If we believe that our job is to be a guide or a leader to help our buyers or prospects work through an information exchange to confidently make a decision or take action, that remains true. Free Training Workshop. workshop to help you optimize your approach to virtual selling. We’ll start with what shouldn’t change.

Conversion 106

Conversion Buyer Decision Maker Video 106

Sales and Marketing Management

OCTOBER 9, 2020

To engage this crowd, have regular calls (consider monthly), and spend real time and energy finding ways to help them. Introductions to potential prospects for them from my network. Free consultations or workshops for partners’ teams. They are bought into what you do, how you do it, and for whom you do it.

Referrals 177

Referrals Company Scale Case Study 177

Women Sales Pros

JULY 19, 2019

You need to be able to do more than choose the right prospect and ask the right questions, you need to master the art of follow-up. What do you think the chances are that you will interact with a prospect at the exact time they are ready to buy? When a prospect does not call you back that’s a sign. That just didn’t happen.

Follow-up 130

Follow-up Call-back Energy Sales Cycle 130

Customer Centric Selling

NOVEMBER 12, 2014

Statistics from an AMA study found executives answer only 4% of prospecting calls. Unless mindshare is earned, prospects want to end calls at the earliest possible time. I’d venture to say the overwhelming majority of prospects would say they were not interested and end the call. Mentioning product provides an easy out.

Buying Cycle 81

Buying Cycle Energy How To Study 81

Anthony Cole Training

APRIL 11, 2011

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Start with energy, excitement and enthusiasm. Fix Your Problem Now. Sales (34).

Hiring 191

Hiring Ideal Customer Profile Energy Demographics 191

Janek Performance Group

DECEMBER 7, 2021

Then, before I knew it, I was ready to start calling prospects. He recruited the best basketball prospects in the country. The sales manager jumps on a call and takes over the presentation in front of the prospect. You want your sales reps to build rapport with prospects, which requires observing and not taking over.

Sales Leadership 118

Sales Leadership How To Hiring Coaching 118

Braveheart Sales

JANUARY 7, 2020

These all make complete sense within the framework of a sales workshop or a sales kick-off. Sure, there usually are some nuggets that can be gleaned from attending a workshop. They don’t integrate what was taught in a sales training workshop into the salesperson’s everyday life. Your salespeople are not you.

Training 59

Training Sales Cycle Account Coaching 59

Vendor Neutral

JULY 16, 2021

Mark Hunter helps companies and salespeople find and retain better prospects they can close at full price. Hunter accomplishes such through his keynote speaking, sales training, consulting services, and 3 best-selling books: A Mind for Sales, High-Profit Prospecting, and High-Profit Selling.

Cold Calling 52

Cold Calling Hiring Webinar Metrics Advertising 52

SalesProInsider

OCTOBER 11, 2017

Value blindness can create a big problem when trying to convert leads- if it’s not easy for the buyer to see the value of your solution, they most likely won’t put the energy into figuring it out, and then you’re out! Think of the wasted time and energy on those sales opportunities. It makes me cringe. The difference?

Lead Rank 68

Lead Rank Lead Scoring Conversion Energy 68

Women Sales Pros

MARCH 22, 2019

So rather than wasting that valuable energy on trying to stop something you can’t, why don’t you shift your energy and position yourself to succeed no matter what this economy does. Lockdown Top Customers – your best customers are always your competitors best prospects, and even more so in a shifting economy.

How To 93

How To Top of Funnel Energy Face-to-face 93

Women Sales Pros

JUNE 21, 2019

In most organizations they are like oil and water with marketing feeling like they are doing all the heavy lifting – developing campaigns, strategies that tap new prospects and taking market awareness to a whole new level. Strategies To Drive Sales It’s an age old problem, the friction between marketing and sales.

Marketing 114

Marketing Energy Margin Lead Rank 114

SalesLoft

MARCH 31, 2022

If I’m fortunate enough to get some time with a prospect during a sales cycle, I need to be sure I can add real value and that they will remember this interaction. Prospects will value that. We have invested in storytelling workshops for our team in hopes they can share stories the champion will remember when presenting.

Ideal Customer Profile 105

Ideal Customer Profile Hiring Lead Rank Scale 105

The Brooks Group

OCTOBER 19, 2015

But at the field level, for sales reps who are generally fast-paced and enjoy selling more than planning , getting disciplined around prospecting can be a challenge. Simply setting aside a time for prospecting won’t guarantee success, however. Focus on Prospect Quality, Not Size. Leverage the Power of LinkedIn.

Prospecting 40

Prospecting Territories Top of Funnel Sales Qualified Lead 40

Anthony Cole Training

JANUARY 23, 2012

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). When you have a coherent strategy, you give this energy meaningful direction.

Hiring 120

Hiring Ideal Customer Profile Energy Motivation 120

Women Sales Pros

FEBRUARY 22, 2019

You must remember that your best customers are your competitions best prospects. When is the last time you called on your long-term customers just to check-in? When is the last time you reached out for something other than business? And if you are not calling on your best customers, believe me, they are.

Customer 107

Customer Vendor Hiring Referrals 107

Anthony Cole Training

APRIL 27, 2011

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). E = Energy, excitement, enthusiasm. Dont Miss Tonys Upcoming Workshop!

Hiring 175

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 175

Women Sales Pros

MAY 10, 2019

Because trying like crazy to make a sale to a difficult customer is time spent away from calling on better prospects. Sometimes the best sales strategy you can have when selling into manufacturing is to give up. Listening is one of the most valuable sales skills we have, and the only way to listen is to actually just stop stalking.

Guarantee 108

Guarantee Social Media Sales Up-Sell 108

Sales Hacker

JUNE 16, 2022

It’s about listening — mostly to customers, prospects, and partners — and managing what you measure. Your prospects may share that they’re pausing on projects or vendor meetings. In other words, drill down into your operations to find the areas where you’re wasting time, money, or energy.

Cost per Lead 91

Cost per Lead Demand Generation Agencies Lead Rank Lead Scoring 91

SalesProInsider

AUGUST 21, 2019

In the world of financial services, the question should be “How many follow-ups does it take to get a response from a prospect you’ve met with?”. Yet 60% of prospects require 5 follow ups. These assumptions will zap your energy and keep you from the continual follow-up that will get a response. Free Training Workshop.

Follow-up 65

Follow-up Face-to-face Webinar Metrics Energy 65

SBI

SEPTEMBER 28, 2021

That doesn’t mean there won’t be any in-person meetings and workshops, but the vast majority of engagements will remain remote. Q: What steps can users of Sales Enablement Solutions take to best facilitate their prospects’ decision-making given that interactions are likely remote?

Sales Enablement 79

Sales Enablement Account Based Marketing Buyer Intent Buyer 79

Hubspot Sales

MAY 8, 2018

Quick summary to make sure we’re on the same page: A rep sends a breakup email after she’s attempted to contact her prospect several times with no response. The buyer wonders why you’re spending so much time and energy on them when they haven’t indicated any interest. Prospects won’t take you seriously, let alone buy your offering.

Call-back 105

Call-back Follow-up Trade Show Collateral 105

SalesProInsider

SEPTEMBER 8, 2017

Have you also wondered why the answers prospects sometimes give just seem a bit off and not helpful? In one of my prospect conversations, I asked, “What impact does this have for you?” Extra energy expended. Training Workshop Replay "How Value Easily Converts More Leads". I sure have. Frustration.

Lead Rank 64

Lead Rank Lead Scoring Social Media Travel 64

The Brooks Group

JULY 7, 2017

Email can be a very easy and effective sales tool, but it can also become a tremendous drain on time and energy. Whether it’s prospecting, writing follow-up emails, or completing their activity log, the temptation is great to put off these tasks. People who are naturally wired this way don’t let hiccups slow them down. Conclusion.

Hiring 74

Hiring Energy Case Study CRM 74