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

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

Partners in Excellence

OCTOBER 21, 2020

I have some real prospecting problems. It’s embarrassing, I write about prospecting a lot, I speak, I coach people, we run prospecting workshops. But there’s a part of prospecting, I’m embarrassed to say, that I’m really horrible at. I’m a terrible prospect.

Prospecting 77

Prospecting Follow-up Face-to-face Up-Sell 77

SalesProInsider

AUGUST 18, 2023

The two words you should never say or ask when a prospective client shares a concern, an objection, or an unfavorable decision. A prospective client lets you know that they’re just not sure whether they have the time available to commit to doing their part in implementing working with you. That’s it. Pause again.

Opportunity 112

Opportunity Intent Objections Face-to-face 112

Allego

DECEMBER 13, 2023

The event industry was shaky for a while, but the entire world has realized once again the important role of community and face-to-face engagement with others. In-person events have regained their dominance, and we are here for it! According to Bizzabo’s 2023 State of In-Person B2B Conferences Report : 47.2% Music to my ears!

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

No More Cold Calling

OCTOBER 17, 2019

How would you like to fill your Q1 pipeline with only qualified leads—the kind of prospects who already want to talk to you before you ever make contact? That might sound like a pipe dream, but I assure you, with my referral selling virtual workshop series, it’s not. A colleague sends a prospect your way. We all do.

Referrals 39

Referrals Cost per Acquisition Cold Calling Sales Qualified Lead 39

Act!

APRIL 22, 2024

A CRM platform can also help you track changes in the behavior of existing customers and prospects. Today’s CEOs believe there’s a 24 percent likelihood that their companies will be exposed to macroeconomic volatility in the next 12 months. An economic downturn has been a looming threat for businesses over the last few years.

Small Business 52

Small Business Small Business ACT Face-to-face 52

Increase Sales

NOVEMBER 17, 2016

One potential identifier is a prospecting email sent by a professional colleague from over a 1,000 miles away to attend his workshop for executives just like you. Of course with the extensive sales research regarding prospecting on LinkedIn, maybe he thought he could take a short-cut? Gee, you think he would have known better.

LinkedIn 70

LinkedIn Prospecting Face-to-face Facebook 70

Mindtickle

JULY 31, 2023

In this blog post, we’ll outline the unique challenges faced in financial services sales training and provides practical solutions to excel in this critical area. In the highly competitive financial services industry, effective sales training is a game-changer. Let’s consider some stats.

Sales Enablement 52

Sales Enablement Face-to-face Scale Collateral 52

Julie Hanson

FEBRUARY 19, 2024

Prospects aren’t going to make excuses for you and relationships are built on feelings, not logic. Add to this managing tools, trying to engage passive prospects (who often aren’t on video) and it’s a wonder virtual audience’s stay awake! Now, if you’re slightly over 23, you may be wondering what “Rizz” is. He is not alone.

Energy 62

Energy Lead Rank Lead Scoring Face-to-face 62

The Pipeline

JUNE 19, 2014

To be specific, appointments where the prospect had accepted the appointment both verbally on the phone, and then again accepted the electronic invite (Outlook or Google) you e-mailed. I did wonder how much of the difference may have been due to people putting on their public face, giving the appropriate response rather than their SOP.

Cold Calling 325

Cold Calling Face-to-face Travel Account 325

Mindtickle

JULY 10, 2020

Continuing to share knowledg e across remote customer-facing teams is key to making sure everyone is using the same playbook to effectively engage with customers, partners and internal teams, no matter where they are. But working remotely doesn’t mean sharing best practices has to stop altogether. In fact, it shouldn’t.

Collateral 71

Collateral Face-to-face Sales Enablement Objections 71

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

SalesLoft

SEPTEMBER 1, 2023

With LeanData and Salesloft as this year’s co-sponsors, the conference hosts 2,500 attendees with 25+ speakers sharing their knowledge and experience across 20+ sessions and workshops. If you’ve already spent your entire T&E budget this year, OpsStars will put a smile on your CFO’s face. Going to Dreamforce?

Conference 52

Conference Hiring Networking Face-to-face 52

Sales Hacker

NOVEMBER 14, 2022

Our lighting should help our audiences focus on our faces. Going from professional ballet dancing to running an AI startup may not seem like the most intuitive career trajectory…but when I share that body language and nonverbal communication is what brings this all together, things start to make a bit more sense. Body language tips for video.

Video 112

Video Face-to-face Real Estate Intent 112

SalesProInsider

JUNE 11, 2020

What are you going to do to keep them engaged along the way if you’re not face-to-face? With more virtual sales conversations occurring these days than ever, what can you do to make sure that you maximize the productivity and the efficiency of your efforts in that conversation, in that sales opportunity? The Importance of Preparation

Conversion 96

Conversion Face-to-face Video Fashion 96

Anthony Iannarino

AUGUST 3, 2020

There may not be anything that improves your character or skills quite so much as not being able to rely on any factor outside of the value you create for your prospective client to win big deals. The first is selling a commodity, especially when you have little to no differentiation outside of your ability to sell.

Lead Rank 122

Lead Rank Lead Scoring Leads Marketing Qualified Lead 122

The Pipeline

JUNE 3, 2011

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. April 2008. March 2008. February 2008.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

Mindtickle

JULY 10, 2020

Continuing to share knowledge across remote customer-facing teams is key to making sure everyone is using the same playbook to effectively engage with customers, partners and internal teams, no matter where they are. But working remotely doesn’t mean sharing best practices has to stop altogether. In fact, it shouldn’t.

Collateral 52

Collateral Face-to-face Sales Enablement Objections 52

Sales Evangelist

MAY 21, 2020

Learn To Prospect Like An Expert With Steve Kloyda Prospecting isn’t to be taken lightly and there are skills needed before you can prospect well. His aim is to help salespeople attract more prospects, retain more clients, and drive more sales. Steve also remembers unforgettable customer service.

Prospecting 52

Prospecting Social Media Twitter Call-back 52

SBI Growth

DECEMBER 18, 2013

Prospecting. A few recent examples: Selling to the C Suite. The Death of Event-Based Training. Increasing New Hire Productivity. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. These are critical components to achieving your top line revenue goals. Rep Focus Isn’t Enough.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

The Pipeline

NOVEMBER 26, 2019

The basic gist was a Reader’s Digest version of the message they would deliver live to a prospect on the phone. Some of you Boomers will remember the “Is it live – or Memorex” commercial, you Millies can see it here. The goal was to deliver an experience so real; the listener can’t tell if they hear something live or recorded. It will not!

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

SBI

JULY 29, 2020

The program also offers three workshops with Mediafly’s Principal Analysts and the ability to create, edit and track content via Mediafly’s Gateway content management system at no additional cost. Mediafly Launches JumpStart ROI, Empowers Sellers with Fast Access to Affordable, Usable, Scalable Value-Selling Assessment Tool.

ROI 101

ROI Tools Face-to-face Scale 101

Sales Hacker

JUNE 29, 2022

The challenge many sales and post-sales teams face is finding the balance between volume and precision. Creating a persona matrix like the one above will help you segment your prospects by indices to structure your content. Remember, prospects with higher buying power are harder to get in touch with but are worth the time investment.

Scale 78

Scale Segment How To Face-to-face 78

Factor 8

APRIL 16, 2020

Start by asking how this global trend would affect your prospect and develop 1-3 key benefits for them right now (not features, benefits). Now the very top of our prospect list are companies who traditionally sell face to face and who have no idea how to engage digitally. They may actually be the most important part.

Prospecting 36

Prospecting Face-to-face Inside Sales Segment 36

Factor 8

APRIL 15, 2020

Start by asking how this global trend would affect your prospect and develop 1-3 key benefits for them right now (not features, benefits). Now the very top of our prospect list are companies who traditionally sell face to face and who have no idea how to engage digitally. They may actually be the most important part.

Prospecting 36

Prospecting Face-to-face Inside Sales Segment 36

The Pipeline

FEBRUARY 11, 2013

Today, in many workshops, you still hear people demonizing closed ended questions. Let’s face it, there are times when you do want to focus things, narrow down the possibilities. Many sales people had difficulty being comfortable and effective in the vast openness provided by this style of questions. and/or Social Selling.

Call-back 313

Call-back Face-to-face Cold Calling Consultative Selling 313

Sales and Marketing Management

MAY 12, 2019

It may sound totally counterintuitive, but doing the opposite - playing your cards face up on your pricing model - consistently results in. To start with, play these cards face up from the beginning. When the typical negotiation “event” happens near the end of the sales process, we tend to flip the script. Extreme position?

Negotiation 166

Negotiation Discount Proposal Face-to-face 166

Sales Hacker

APRIL 5, 2019

After all, it’s both awkward and confusing for a prospect to go dark ! Fortunately, it is possible to keep prospects engaged. One member of the group had just experienced an extreme case of ghosting with a hot prospect. But generally, when a prospect goes dark, it can be traced to one of these 7 reasons.

Prospecting 102

Prospecting Sales Cycle Call-back Channels 102

Hubspot Sales

APRIL 6, 2020

Host webinars and online workshops. Package that information to create an online workshop or webinar and share the information digitally to begin building a relationship with new leads. Package that information to create an online workshop or webinar and share the information digitally to begin building a relationship with new leads.

Trade Show 107

Trade Show Sales Qualified Lead Lead Rank Lead Scoring 107

SalesProInsider

SEPTEMBER 11, 2019

What’s great about how “stuck” that is in our minds is that it’s also a powerful approach when we feel under fire when faced with an objection in a sales conversation. Free Training Workshop. Simple Strategies to Re-Engage Prospects Who Ghost You. Stop, Drop, and Roll Your Way Through Objections. Acknowledge – with empathy.

Objections 82

Objections Webinar Metrics Face-to-face Follow-up 82

Highspot

JANUARY 29, 2024

Here are some effective sales negotiation techniques that will help you build trust with prospects, close more deals , and streamline your sales cycle: 1. Here are some effective sales negotiation techniques that will help you build trust with prospects, close more deals , and streamline your sales cycle: 1. You’ll have to read on.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Pipeliner

JULY 20, 2018

Even odder, B2B clients are refusing to take face to face meetings. I have been in situations where a client has invested over $225,000 and I had to beg them to drive 30 minutes to meet them face to face. Technology has drastically changed the landscape of sales. Door to door selling is almost non-existent.

Face-to-face 63

Face-to-face Decision Maker Hiring Up-Sell 63

The Brooks Group

NOVEMBER 29, 2017

The holiday season can be a challenging time to connect with clients and prospects. During the holiday season, clients and prospects are bombarded with generic “Happy Holidays!” During the holiday season, clients and prospects are bombarded with generic “Happy Holidays!” This gives the salesperson extra positive face time. .

Prospecting 63

Prospecting Collateral Face-to-face Territories 63

Hubspot Sales

APRIL 6, 2020

Host webinars and online workshops. Package that information to create an online workshop or webinar and share the information digitally to begin building a relationship with new leads. Package that information to create an online workshop or webinar and share the information digitally to begin building a relationship with new leads.

Trade Show 101

Trade Show Sales Qualified Lead Lead Rank Lead Scoring 101

The Pipeline

JANUARY 11, 2012

Stored in Attitude , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Planning , Proactive , Prospecting , Sales Cycle , Sales Process , Sales Strategy , Sales Success , Time Allocation , execution. Prospecting. Read On… What’s in Your Pipeline. Add a Comment. Name (required).

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

SalesProInsider

OCTOBER 2, 2019

Even when faced with facts or evidence to the contrary, our mind makes up powerful stories that we begin to believe. I’m terrible at —– fill in the blank – terrible at prospecting, terrible at explaining value, terrible at working through objections, terrible at organization”. When You’re Confident, So Are Your Prospects.

Webinar Metrics 104

Webinar Metrics Face-to-face Competition Follow-up 104