PandaDoc

DECEMBER 7, 2017

Meaning that because you aren’t relying on inbound leads, you have the entire universe of prospects to call on. For most prospects, you will want to start out with a 15-minute phone screen. Do they have any long-term incentives that would keep them at their current job? Here’s my favorite ‘what if’ exercise.

Scale 99

Scale Outbound Sales Team Outbound Hiring 99

CloserIQ

OCTOBER 30, 2018

You can also get insights into how your sales team is using (or not using) content, if they’re nurturing leads, how quickly they’re following up with customer requests, what their daily behaviors are, and which channels they use most to communicate with prospects. Include sales incentives and recognition as part of an ongoing sales program.

Training 98

Training Top of Funnel Scale Sales Enablement 98

Hubspot Sales

JANUARY 17, 2018

Get in the Door: Sales Prospecting Strategies & Tactics. The next time you’re walking the dog, commuting, exercising, cleaning, or doing any other task that doesn’t require mental energy, pop in your earbuds, press “Play,” and learn from sales leaders and experts. Linking Into Sales Podcast. In the Arena. The Sales Evangelist.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

Chorus.ai

JANUARY 17, 2020

This is an even more difficult type of wider slump to deal with than our previous example, but reassessing your sales objectives is a good start. Particularly in SaaS, where the most purchase-ready prospects are also the most informed, even a small knowledge/skill deficit can provoke a slump. It’s a lot to ask! Get the Ebook.

Top of Funnel 68

Top of Funnel How To Cold Calling Funnel 68

Jonathan Farrington

AUGUST 28, 2014

When I am asked to diagnose why an individual – or even an entire sales team - are not performing at optimum levels, I usually ask just four very straightforward questions: Are they visiting/talking to enough clients/prospects? Are they talking to the right people within those client/prospect organizations?

Penetration 48

Penetration Incentives Incentive Guarantee 48

Sales Hacker

SEPTEMBER 25, 2019

Rule 2: Run a filtering exercise. Make your SDR outreach about education not prospecting. Focus on being a “servant leader” for the customer/prospect. Value proposition: Focus on adding value to the conversations you have with your prospects or audience group. Have long-term business objectives. How do you do that?

Enterprise 74

Enterprise Enterprise Ideal Customer Profile Lead Rank 74

Sales Hacker

APRIL 24, 2019

It just doesn’t make sense to practice on prospects anymore. A professional sales person needs a place to take “batting practice” before getting out there and trying to hit the 90 MPH curve balls being hurled at them by prospects. 8 Highly Effective Sales Role Play Exercises. Objection Island. Objection Island.

Exercises 98

Exercises Objections Follow-up Face-to-face 98

Nutshell

JANUARY 30, 2020

A finely-tuned CRM tracks and utilizes all of the tiny pieces of data generated by prospects all the way from the tippity-top of the funnel until the moment they sign that sweet, sweet contract. If a prospect isn’t clicking anything, they might not be a solid lead. Incentives can be extremely lucrative when implemented correctly.

Top of Funnel 155

Top of Funnel CRM Webinar Metrics Marketing 155

LeadFuze

SEPTEMBER 30, 2021

It establishes the manner in which you should engage prospects and the language you should use with them. Objections serve as a preliminary impediment rather than a final, unexpected impediment. Once they are disclosed, sales representatives can determine if the solution is a good fit for the prospect. Complete the transaction.

Sales Methodology 52

Sales Methodology Ideal Customer Profile Sales Qualified Lead Lead Rank 52

LeadFuze

APRIL 19, 2021

But whichever you choose, it should have a specific agenda with clear objectives to achieve by the end of each session so everyone knows what they are working for. Step 1: Define an objective for the meeting. To plan a sales meeting, you have to define your objective first. Do a team-building exercise.

Meeting 52

Meeting Sales Meeting Hiring Objections 52

Hubspot Sales

JUNE 5, 2019

The process of finding partners is almost identical to finding prospects: First, you need to define what an “ideal partner” looks like. Although training a partner requires more time and resources, it also gives them an additional incentive to work with you. This exercise will give you a framework for evaluating specific partners.

Channels 101

Channels Lead Rank Hiring Lead Scoring 101

LeadFuze

DECEMBER 31, 2021

Need Help Automating Your Sales Prospecting Process? Step 2) Write down a list of objectives that will help meet those needs. Create an incentive compensation plan for every market segment. Present your prospects with all of their options, and don’t stop until they’re completely satisfied. This isnt true.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Jonathan Farrington

MARCH 14, 2012

When I am asked to diagnose why an individual – or even an entire sales team - are not performing at optimum levels, I usually ask just four very straightforward questions: • Are they visiting/talking to enough clients/prospects? Are they talking to the right people within those client/prospect organizations?

Penetration 38

Penetration Incentives Incentive Guarantee 38

Hubspot Sales

JUNE 27, 2018

Even if some prospects do read the email, few bother to respond. However, a well-crafted prospecting email is a powerful weapon in any salesperson's arsenal. I used seven principles to take a prospecting email from bad to great, and raised my response rate from 1% to 14% in the process. Email 2: The After.

Prospecting 110

Prospecting Scale Ideal Customer Profile Benefit 110

LeadFuze

JULY 5, 2023

We’ll also explore how Sales Performance Incentive Funds (SPIFs) play a role in motivating teams. This not only improves performance but also attracts talented individuals within your sales force, enhancing business prospects significantly. Go the extra mile and offer incentives for those who go above and beyond.

Motivation 52

Motivation Strategy Incentives Incentive 52

Janek Performance Group

APRIL 24, 2024

All prospects and customers are unique, as are their individual needs and market dynamics. Excessive control and guidance undermine autonomous decision making and exercising judgment. In addition, sales reps may spend more time appeasing managers than engaging with prospects and customers. Selling is a dynamic profession.

B2B 62

B2B How To Exercises Coaching 62

Chorus.ai

JANUARY 29, 2020

Everything, from conversational approach to presentation design to follow-up method to prospecting strategy, can come under the banner of sales training. A rep needs this balance while talking to a prospect in order to draw their interest. What customer objections have you fielded this week? What roadblocks have you encountered?

Training 62

Training Decision Maker Sales Cycle Objections 62

OnePageCRM

MARCH 8, 2017

Keep everything other than price constant as you move through this exercise. Ways to pitch your price to a prospect (Behavioural economics). Lead with a high price and let it ruminate in the prospects mind, before revealing the actual price they’ll pay. But they used a different incentive… Alternative currencies.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Janek Performance Group

MAY 24, 2023

Here, we’ll examine two key activities, calling/emailing new prospects and proposals sent. Of course, top sellers vary the days and times of their prospecting calls. Perhaps, they have overcome initial objections and interested prospects enough to warrant a proposal. Here, organizations have the benefit of hard numbers.

Lead Rank 62

Lead Rank Lead Scoring Leads Marketing Qualified Lead 62

OnePageCRM

MARCH 8, 2017

Keep everything other than price constant as you move through this exercise. Ways to pitch your price to a prospect (Behavioural economics). Lead with a high price and let it ruminate in the prospects mind, before revealing the actual price they’ll pay. But they used a different incentive… Alternative currencies.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Hubspot Sales

NOVEMBER 6, 2019

Just like you target specific prospects who are the best fit for your product, you should identify the type of reps who have the ideal skills, experience, and background for your company — and pursue them aggressively. Curious: Interested in learning more about prospects; willing to ask probing questions. Build a hiring profile.

Hiring 79

Hiring Salary Scale Referrals 79

Sales Hacker

OCTOBER 20, 2020

Leveraging the next generation of artificial intelligence, the platform allows sales reps to deliver consistent, relevant, responsible communication for each prospect every time, enabling personalization at scale previously unthinkable. Go to www.outreach.io. If you haven’t applied to Revenue Collective yet, I encourage you to do so.

Coaching 69

Coaching Scale Energy Call-back 69

Showpad

OCTOBER 1, 2019

But as a Sales manager, you’ll benefit greatly from balancing that with training visualizations and other exercises that staff can complete on their own. Any coaching framework an organization constructs will need to be built around the core competencies of existing staff relative to the business objectives.

Scale 40

Scale Sales Coaching Coaching Hiring 40