Marc Wayshak

JUNE 15, 2022

The number one challenge I hear from salespeople and business owners alike is: “ I don’t have enough meetings set in order to hit my sales goals.” In this video, I’m going to show you 5 keys to a sales prospecting campaign that will help you set way more meetings. Good data is everything.

Campaigns 62

Campaigns Meeting Prospecting Sales Qualified Lead 62

Nutshell

MARCH 25, 2020

Sales goals are always easy to set, but rarely easy to accomplish. There are many reasons for this, chief among them the fact that setting the right sales goals is tricky. Instead, let’s focus on setting smarter sales goals that are realistic yet ambitious, motivating, and will propel your company forward.

Sales Goal 54

Sales Goal Lead Rank Hiring How To 54

Vengreso

DECEMBER 4, 2020

Leveraging technology, social selling , and sales prospecting tools has ushered in a new era for anyone pursuing a career in sales. Buyer behavior and selling motion are completely in sync and it is through correct B2B prospecting that we can succeed in this always-evolving field. What is Sales Prospecting?

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Tools Prospecting Top of Funnel Ideal Customer Profile 132

Zoominfo

JULY 29, 2020

So unless you have your prospect’s direct contact info , you’re likely to have to deal with a gatekeeper receptionist. So whatever you pitch to your prospect needs to work for their purchase-savvy staff. Check out this recent article from sales expert, Tony Hughes! Cold calls? More like gold calls! Who exactly are you calling?

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Cold Calling Data Hiring Intent Data 240

MarketJoy

JULY 23, 2020

Do you ever wonder how these seemingly successful sales reps always seem to be interacting with new prospects and closing more deals, raking in commissions, earning bonuses, and prizes? They prospect, prospect, and then prospect some more. They prospect like there is no tomorrow. They prospect like fanatics.

LinkedIn 59

LinkedIn Prospecting Sales Qualified Lead Health Care 59

Crunchbase

JULY 28, 2019

Capable salespeople set SMART goals , establish a sales pipeline , and tweak their approach as needed to close deals. Here is some insight that will help you improve your performance, making it easier to reach your sales quotas. How to Establish SMART Sales Goals. Tips for Improving Sales Performance.

Pipeline 49

Pipeline Sales Goal Meeting Lead Rank 49

Engage Selling

AUGUST 23, 2016

We discussed a much talked about (but seldom understood) subject…prospecting. I even shared a formula to calculate exactly how much prospecting you should be doing to hit your sales goals. I recently sat down with Michael Lambourne from LeadFuze. Listen to … Read More »

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Prospecting Exact Sales Goal Sales 48

Keith Rosen

DECEMBER 4, 2019

Does the idea of prospecting scare you? Are you a fearless salesperson or do you procrastinate the activities that will enable you to achieve your sales goals? Even if you’re hiding behind Social Media as your primary lead generation strategy, you eventually need to speak with every prospect! I fear rejection.

Cold Calling 71

Cold Calling Prospecting Face-to-face Social Media 71

Costello

JANUARY 9, 2019

When we speak with marketing agencies about using our sales playbook software to sell their own services, one of the questions they always ask us is, “What questions should I ask my prospects?”. In total, we gathered sales qualification questions from 26 experts, as well as the answers they expect to hear from their prospects.

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Prospecting Ideal Customer Profile Marketing Sales Qualified Lead 111

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. . -->. 4 Things to Do Right Now to Get Better Sales Prospects. We all need better sales prospects. Expand your prospecting funnel.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

The Sales Hunter

OCTOBER 29, 2013

Second, accelerate the level of activity you’re having with prospects you’re close to closing. Third, devote an extra 30 minutes per day to telephoning warm prospects. Fourth, set up a weekly blitz of emails to everyone on your prospecting list regardless of what you believe their potential is.

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Consultative Selling Call-back Discount Selling Skills 246

Act!

APRIL 16, 2024

Did you know that by 2025, 80 percent of B2B sale s interactions between buyers and sellers are predicted to happen virtually? That’s how fast the remote sales landscape is evolving. Virtual sales teams allow organizations to optimize costs, hire the best sales talent worldwide, and engage with prospects in different time zones.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

Hubspot Sales

SEPTEMBER 6, 2022

According to HubSpot’s 2022 Sales Strategy Report, the third sales goal for sales professionals in 2022 is prioritizing relationships with existing customers over new ones through upselling and cross-selling. When it comes to both strategies, 88% of sales professionals upsell, 79% cross-sell, and only 27% down-sell.

Data 98

Data Discount Promotion Comparison 98

Marc Wayshak

AUGUST 24, 2021

So you’ve finally got a prospect who’s interested in what you have to say…and actually wants to hear you present. Nowadays, we want to use case studies or case study presentations to ultimately connect where the prospect is now to where you’re going to take them. And that’s the last thing any prospect wants to hear.

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Case Study Study Face-to-face Benefit 118

Marc Wayshak

OCTOBER 28, 2021

Simply put, the phone is really effective for prospecting. And it’s also highly effective for other phases of the sale. Don’t get distracted by newer, shinier ways of reaching out to prospects, at the expense of that old trusty stand-by: the phone. That way, when you do get prospects on the phone, you’re off to a good start.

Cold Calling 99

Cold Calling Social Media Gatekeeper Call-back 99

Shari Levitin

MARCH 3, 2020

You might also be wondering what exactly those sales goals were that you set for 2020. Multiplying your sales? If any of these sound like the kind of goals you’re trying to crush in 2020… I might be able to help. Has a prospect ever told you that they need someone else’s input before making a decision?

Video 130

Video B2C Objections LinkedIn 130

MTD Sales Training

JANUARY 23, 2012

While most sales professionals have rose above the smile and dial pitch, the question arises of the validity of using a planned sales presentation today. So, dealing with today’s modern and educated buyer, should you play-it-by-ear and wing it, or use a planned and structured sales interaction? Happy Selling!

Telemarketing 271

Telemarketing Fashion Exact Education 271

Crunchbase

MAY 27, 2021

Imagining the trajectory of your long-term sales can be a daunting endeavor — especially if your business is barely out of the start-up stage. You know you need to set sales goals, understand your customer base, and leverage the right sales tactics. Allow us to introduce you to the sales roadmap. Let’s get started.

Ideal Customer Profile 105

Ideal Customer Profile Insurance Insurance Customer 105

Zoominfo

FEBRUARY 25, 2021

Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. A lead is defined as any prospect who indicates interest in a company’s product or service. Lead Scoring.

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Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

JULY 29, 2020

So unless you have your prospect’s direct contact info , you’re likely to have to deal with a gatekeeper receptionist. So whatever you pitch to your prospect needs to work for their purchase-savvy staff. Let’s say you’re selling time clock software and your prospect is Fred, a Payroll Manager. Who exactly are you calling?

Cold Calling 100

Cold Calling Data Hiring Intent Data 100

Sales and Marketing Management

FEBRUARY 2, 2018

More than that, by identifying the channels prospects are more likely to react to, you can feed them with the exact information they need to convert. By understanding your prospects’ intent, you can identify the best channels for reaching out to them and deliver more targeted messages.

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Channels Demographics Intent Marketing 174

Zoominfo

FEBRUARY 28, 2018

And for good reason—your CRM manages customer and prospect data and contains valuable information regarding customer behavior and buying habits. in sales revenue ( source ). Cloud-based CRM platforms allow for instant updates so you can get right to work on your new sales goals. of sales reps’ time.

B2B 225

B2B Social Media CRM Social Selling 225

Gong.io

DECEMBER 5, 2022

In this article, we’ll look at what a strategic sales plan entails, why your sales team will have a hard time selling well without one, and how to build a successful strategic sales plan. What is a strategic sales plan? It outlines a clear path to reaching your sales goals. Define your sales process.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

criteria for success

DECEMBER 8, 2021

If you are currently in a leadership position, or plan to be entering one early in the New Year, you need to ask yourself one question: does your team agree on key goals for 2022? Some companies have a sales goal for the year that’s written on the sales manager’s whiteboard and pinned to every salesperson’s wall.

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Webinar Metrics Follow-up Sales Goal eBook 94

Marc Wayshak

SEPTEMBER 8, 2021

The reality is, if your calendar is empty, you’re simply never going to hit your sales goals. I come across so many salespeople who would blow past their sales goals if they could only get in front of more people on scheduled appointments. I PP stands for Ideal Prospect Profile. Check it out: 1. Know your IPP.

Ideal Customer Profile 90

Ideal Customer Profile Customer Call-back Decision Maker 90

Vengreso

MARCH 23, 2021

What is Sales Engagement? Sales engagement refers to the interactions that take place between a seller and a prospect, how the seller communicates with the prospect, and how effective that engagement is in moving the prospect toward a purchase. Sales engagement is a crucial element of the prospecting process.

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VanillaSoft Social Media Sales Methodology Sales Enablement 119

Marc Wayshak

MARCH 1, 2022

In this video, I’m going to show you exactly how to be good at sales calls—even great. Imagine if I developed an online video game where you could make mock sales calls, role-playing with pretend prospects to test out your sales strategy on a game platform. You might as well announce it to your prospect.

How To 89

How To Face-to-face Call-back Exact 89

Marc Wayshak

JULY 8, 2021

The reality is that most salespeople simply don’t have enough appointments on their calendar in order to hit their sales goals. In this video, I’m going to show you 9 keys to abundant sales lead generation. Your IPP stands for your ideal prospect profile. At least 20 touches per prospect. Know your IPP.

Lead Generation 115

Lead Generation Lead Rank Lead Scoring Leads 115

eGrabber

JUNE 1, 2024

This was the exact situation a leading sales and customer support services company found themselves in. Shorten Your Sales Cycle: With a steady stream of qualified leads at your fingertips, you can move prospects through the sales funnel faster, closing deals quicker.

Pipeline 40

Pipeline Lead Generation Sales Qualified Lead Top of Funnel 40

Anthony Cole Training

AUGUST 9, 2011

open ended sales questions (11). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). Skills (36).

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Hiring Prospecting Ideal Customer Profile Sales Qualified Lead 136

Zoominfo

MAY 8, 2020

When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying and analyzing the total addressable market should come first. ZoomInfo’s vast B2B company database can help you find prospects that meet specific criteria.

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Analysis Marketing Lead Rank How To 273

Hubspot Sales

AUGUST 23, 2022

In a HelloSign study of 1000+ small and medium businesses , leaders were split when asked which areas of the sales cycle were the top priority for improvement in 2022. Prospecting 34.75%. Pitching to prospects 35.50%. Following up cold prospects 33.25%. Sales Demo Tools. Product demos 33.50%. AI CRM Tools.

Data 84

Data Lead Rank Hubspot Top of Funnel 84

Sales and Marketing Management

SEPTEMBER 21, 2017

The CSOs and CMOs conversation >> What are our organization’s goals (remember everyone is on the same team!)? What are sales goals? How can marketing create strategies and tactics to reach those sales goals? Where are we at this month for reaching our goals and serving our customers?

Conversion 180

Conversion Ideal Customer Profile Buyer Lead Generation 180

Gong.io

JANUARY 1, 2021

Here is what makes a buyer persona useful… to a salesperson: Based on reality, not guessing or assuming (yes, you’ve heard that before ): Interview customers and prospects. Chris recommends interviewing 7-10 people for each persona — with a mix of prospects and customers (leaning on new customers). Here’s how it’s done.

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Buyer Persona Strategy Ideal Customer Profile Hiring 118

Marc Wayshak

SEPTEMBER 28, 2020

Assuming your lead generation processes are strong enough (you have a decent prospecting call, and you send out solid emails), knowing the math behind your lead generation is the next imperative for success. First, determine your sales goal. Understand exactly what numbers you must implement in order to get to your sales goal.

Competition 62

Competition Lead Generation Lead Gen Exact 62

LeadFuze

JUNE 29, 2021

What is a sales strategy. A sales strategy is plan that outlines how a business is going to sell its products or services. It’s a planned approach to identifying and qualifying prospects, sales presentation, policy formation, and order generation. . It prioritizes customers’ interests, pain points, needs, and goals. .

Ideal Customer Profile 119

Ideal Customer Profile Lead Rank Lead Scoring Strategy 119

Zoominfo

MARCH 4, 2018

The goal of B2B selling is to reach prospects and form meaningful connections with them. Throughout the sales cycle you’re getting to know a company’s decision-makers, working to improve enterprise-wide operations. Cloud-based CRM platforms allow for instant updates so you can get right to work on your new sales goals.

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B2B Decision Maker CRM Lead Rank 130