Janek Performance Group

AUGUST 29, 2023

The truth about salespeople who are reluctant to prospect boils down to two things: First, they are reluctant to prospect because past attempts resulted in failure. Second, they don’t know what to say to prospects. Prospecting reluctance can be the silent killer of sales careers.

Prospecting 62

Prospecting Hiring Face-to-face Pipeline 62

Sales Evangelist

MAY 14, 2019

Even if we have the right process or the best mindset, every seller is going to encounter difficulties, so we must figure out how we'll stick to our mission and achieve greatness in the face of adversity. He had what he calls a dysfunctional life, but he learned the ability to thrive in the face of difficulty.

Face-to-face 60

Face-to-face Insurance Insurance How To 60

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. There, we looked at key indicators to assess before passing prospects to sales. Now, we’ll go further and explore strategies and best practices for improving prospect qualification. And, if so, is the prospect worth your time and effort?

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

Mr. Inside Sales

APRIL 29, 2022

Some sales reps go directly into the kitchen where they’ll find a group of other reps—and even a manager or two—and they share the good news there. Nothing breeds success like success, and prospects and clients can feel when you’re successful. Need More Proven Responses to the Selling Situations You Face Every Day?

Face-to-face 156

Face-to-face Gatekeeper Energy Decision Maker 156

Shari Levitin

JUNE 30, 2021

What Your Prospects Aren't Telling You. Here are three strategies you can leverage right now to enhance your customer experience and make prospects feel like doing business with you. Since the Covid-19 pandemic, people everywhere have learned to swap the physical world for the virtual world in a matter of months. New Porsche?

Prospecting 149

Prospecting B2C Travel Face-to-face 149

Mr. Inside Sales

JANUARY 15, 2021

This is one of the most basic of interview questions I’ve used for years for prospective sales reps, and the answer reveals so much about their previous training, their understanding of the sales process, and ultimately about what kind of sales rep they are going to be. So, what is the most effective way to sell a pencil?

Face-to-face 195

Face-to-face Sales Qualified Lead Gatekeeper Decision Maker 195

BrainShark

SEPTEMBER 10, 2023

Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? Many organizations’ sales training has grown stale by relying on old-school tactics, like on-site boot camps and long-winded presentations, causing information overload for new reps.

Training 62

Training Hiring Objections Coaching 62

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. A referral is the best way to get a meeting with the decision maker.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Shari Levitin

MAY 19, 2022

Proper training and coaching in a hybrid world is the most important strategy for maximizing the performance of the individuals on your team. Yet the pitfalls in face-to-face training are amplified in virtual training. They train the best way for them rather than how their salespeople learn. I was elated.

Training 62

Training Hiring Face-to-face Case Study 62

Sales 2.0

OCTOBER 14, 2012

This post is about knowing about your prospect. Marketing types have actually formalized a methodology around knowing your prospect and call it “persona marketing”. Persona marketing ends up with marketing people having sheets of paper with fictional prospect characters on them. tools in general).

Prospecting 323

Prospecting Face-to-face Google Segment 323

Vengreso

OCTOBER 13, 2022

What worked pre-pandemic to attract the modern buyer isn’t always working now to turn prospects into buyers. Add to that how sales professionals are trained, there’s no wonder that many B2B and B2C sales organizations are struggling to meet their monthly and quarterly sales goals. What’s the biggest challenge with sales training?

Groups 69

Groups Scale Hiring Lead Rank 69

The Digital Sales Institute

OCTOBER 13, 2023

Free sales training can be a step in the right direction for those of you who may be new or newer to sales. We know that in today’s highly competitive landscape, salespeople face constant challenges in getting customers attention, having meaningful conversations not to mention trying to hit those targets.

Training 52

Training Webinar Metrics Channels Video 52

Hubspot Sales

SEPTEMBER 1, 2023

Train AI in sales, and you’ll join 81% of salespeople surveyed who agree that AI significantly reduces their manual tasks and data entry workload. Image Source For sales professionals, ethical AI concerns compound as they handle customer data and represent their company in customer-facing roles. But how do you do that ethically?

Training 101

Training Policies Guidelines How To 101

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. The trick is knowing what training program and techniques to use. In this guide, we’ll dive deep into sales training and give you the information you need to choose an impactful course for your team, including: What is sales training?

Training 92

Training Lead Rank Hiring Course 92

MTD Sales Training

APRIL 25, 2017

Many salespeople believe prospecting to be a one-way journey, where you make contact with the prospect and you have to do all the work to convince them they are making the right choice to talk to you, and eventually buy from you. But what if you could make yourself the target of prospects to contact?

Prospecting 120

Prospecting Face-to-face Social Media Advertising 120

Shari Levitin

MAY 19, 2022

Proper training and coaching in a hybrid world is the most important strategy for maximizing the performance of the individuals on your team. Yet the pitfalls in face-to-face training are amplified in virtual training. Pitfall 1: Focus on the training vs. the learning. I even made it myself back in the day.

Training 62

Training Hiring Face-to-face Call-back 62

Anthony Cole Training

SEPTEMBER 4, 2013

Sales people have to prospect! At least that was the case in 1983 when I was selling Nautilus exercise equipment, and it still is today even as president of Anthony Cole Training Group. I grew up in a sales world where, if you called yourself a sales person, you prospected for leads.

Hiring 204

Hiring Prospecting Cold Calling Revelation 204

Vengreso

MARCH 12, 2021

B2B sales professionals are missing out if they’re not using social media, and especially, in their LinkedIn prospecting efforts. Therefore, modern sellers need the skills to find, engage and connect with prospects digitally. You can learn more about it in our LinkedIn Training Program! Advanced Filters in LinkedIn Search.

LinkedIn 105

LinkedIn Buyer Prospecting Webinar Metrics 105

MTD Sales Training

JULY 21, 2016

People these days tend to be interested in the lives of others, hence the rise in popularity of the ‘fly-on-the-wall’ programmes where we see a group of people living in a house together. So, how does this sound in reality and what impact could it have on your prospects? Do you have references and testimonials on your websites?

Influencer 120

Influencer Prospecting Face-to-face Small Business 120

Braveheart Sales

MARCH 21, 2023

To sell consultatively, the salesperson must have a deep understanding of the challenges their prospects and clients face and their impact on the organization and them personally. As you approach Sales Management training, your philosophy should be the same. Helping them accomplish their goals while acting as a trusted advisor.

Sales Management 52

Sales Management Training Face-to-face Consultative Selling 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

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

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.

Training 119

Training Scale Webinar Metrics Face-to-face 119

Partners in Excellence

MAY 30, 2023

We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. They wander, they commit/decommit/recommit/change, they start/stop, the buying group changes, and 60% of the time they fail to make a decision! We have our classic, “marketing catches them/sales skins them” approach.

Face-to-face 115

Face-to-face Proposal Hiring Quota 115

Sales and Marketing Management

OCTOBER 26, 2020

The flowering of virtual sales channels and tools flies in the face of four myths, as documented by Bain & Company’s recent survey, conducted with Dynata, of more than 300 B2B buyers and sellers in the US, UK and Canada. While virtual selling has challenges, many commercial organizations are finding it works better than expected.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Sales and Marketing Management

OCTOBER 26, 2018

Author: Michael Nørregaard When prospects are evaluating your company, they’re looking to ultimately maximize their return on investment. They want minimal downtime, support they can rely on and access to as much training as possible, so they can be in turn, as successful as possible with their deployment. This is crucial.

Loyalty 274

Loyalty Customer Face-to-face Video 274

Zoominfo

SEPTEMBER 12, 2023

That’s why experts like Boston Consulting Group are advising companies to mandate human double-checking of all GenAI outputs and “limiting its use to non-critical tasks.” Good, Better, Best: Writing a GenAI Prospecting Email Modern GTM teams have figured out how to get in touch with the right people, at the right time, at scale.

Data 147

Data Scale Lead Rank Hiring 147

The Pipeline

JANUARY 7, 2020

You’re A Prospect – I’ll Sell You. The economy seems to grow in line with the average sales, or is it the other way? And every app you add to the stack, claims to add 30% to your productivity and efficiency. Reminds one of the old joke about a salesman introducing technology to a VP of sales. Specifically, an interaction between two people.

Face-to-face 257

Face-to-face Lead Gen Hiring Google 257

Sales and Marketing Management

SEPTEMBER 23, 2019

Customer relationship management (CRM) systems remain the most critical, enabling sales teams to collaborate, managers to stay on top of business, and customer-facing people in other departments to share one prospect or customer record. The growing use of mobile-optimized click-to-call puts reps at the beck and call of prospects.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Mr. Inside Sales

OCTOBER 7, 2019

Mike offers customized keynotes and breakout sessions on subjects like: Prospecting – Both B2B & B2C Setting demos and appointments Overcoming call reluctance Presentation Skills Closing Skills Motivation and Attitude Adjustment And much more! Also, Mike is available for: Onsite, customized training for your team.

Face-to-face 121

Face-to-face B2C Inside Sales Gatekeeper 121

LeadFuze

OCTOBER 11, 2023

Navigate these waters with ease – join us as we chart out a course through the vast ocean of best sales training podcasts. Welcome aboard as we chart out a course through the vast ocean of best sails training podcasts. What is the podcast about sales prospecting? Ready to set sail? How do I start a sales podcast?

Training 52

Training Webinar Metrics Industry Resources 52

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. This equips them with vital skills to engage with prospects on their preferred social media platforms, building meaningful relationships that lead to increased revenue. Tips for adoption of social selling training.

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

Steven Rosen

APRIL 18, 2022

The biggest problem that managers face is identifying which candidate has the potential to be a top performer. The 3 most important questions that we need to address when making hiring decisions for a sales position are: Can the candidate effectively sell virtually? Is the candidate agile enough to adapt based on the customer’s needs?

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Vengreso

JUNE 16, 2022

All by now have implemented virtual sales training or online sales training programs that have had a better impact on sellers’ behavior than a face-to-face training session ever was able to achieve. Is Online Sales Training Effective?

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

Smooth Sale

MARCH 19, 2024

I learned that many who face the undesirable in their lifetime strive to improve and share how they did so for those in their company and those they leave behind following in their footsteps. Staff not recognized as people desiring to learn and advance will soon quit corporate employment. It is a part of the legacy we leave.

Lead Rank 110

Lead Rank Face-to-face Hiring ACT 110

Braveheart Sales

NOVEMBER 19, 2020

And one of the most common Sales Self-Limiting Beliefs we see in sellers is the belief that Prospects Are Honest. You probably have heard the old adage, “How do you know a prospect is lying? Most prospects are not deliberately being dishonest with sellers. Face it, Salespeople Are Usually Optimists. Their lips are moving!”

Prospecting 59

Prospecting Face-to-face Follow-up Sales Qualified Lead 59