Janek Performance Group

OCTOBER 25, 2021

No doubt, this accounts for the popularity of ghost stories, the proliferation of true-crime podcasts, and the endless sequels and remakes of classic horror films. However, despite all this, a sales career can cause its own unique anxieties and things that go bump in the night. It tolls for thee”—if you don’t make your monthly quota.

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Face-to-face Cold Calling Film Commission 117

The Pipeline

AUGUST 22, 2012

Understanding that prospects are more rejecting the interruption than you specifically, now let’s look at how they deal with those interruption, the nature of the objection. Which is exactly what happens when we call a potential prospect unexpectedly, action reaction.

Objections 256

Objections Film Face-to-face Retail 256

Pointclear

MAY 15, 2013

I am, of course referring to his role as Blake, the alpha dog motivational salesman in the film “Glengarry Glen Ross”. But it’s somewhat relevant, because the role he plays in that film is, by the standards of effective salesmanagership, completely barking. And you might not irritate your prospects quite as much.

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Top of Funnel Opportunity Closing Film 248

Janek Performance Group

OCTOBER 10, 2023

Even Glengarry Glen Ross , a film popular with sellers, gave rise to “Always be closing.” Transactional Selling In many ways, the rise of sales stereotypes can be attributed to transactional selling. This approach placed products at the center of the sales process. But always maintain your sales process.

Decision Maker 62

Decision Maker How To Consultative Selling Buyer 62

Chorus.ai

JANUARY 10, 2022

Through artificial intelligence (AI)-driven insights, CI helps to eliminate the “black box” around what’s being said in prospect and customer conversations. How Does CI Improve the Sales Process? A CI platform can record, transcribe and analyze sales calls, helping you bring your sales process into the digital age.

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Conversion Revenue Film Hiring 84

Frontline Selling

DECEMBER 16, 2022

Being confident is essential for a successful sales process, but it’s easier said than done. But whereas a mediocre salesperson focuses on the features and benefits the prospect would love, a master salesperson focuses on providing value with a solution to problem that is deeply affecting their business and results. Everything!

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Film Software Software Up-Sell 52

Hubspot Sales

OCTOBER 11, 2019

When you're experiencing slow business, it can free up your time to address weaknesses and focus on prospecting and connecting with potential leads. Your sales department can be experiencing slow business for a variety of reasons. For example, your sales reps can ensure their contact details are completely filled out.

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Scale Hubspot Buyer Persona Social Media 128

Understanding the Sales Force

OCTOBER 9, 2012

Today, I saw more people watching movies, but they were all different films. I’m sorry it took such a long introduction to get to the part where I make a sales connection but here we go…. One thing, which you surely have noticed about presentations and demos, is that the prospects are given essentially the same ones.

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How To Film Channels Networking 211

Chorus.ai

SEPTEMBER 5, 2019

Optimize your process to decrease funnel leakage - even when the team’s performing fine, there are always opportunities to refine processes. An ongoing curriculum, including new content and talk tracks, can help the team improve the effectiveness of their sales funnel. Learn more about how to conduct ongoing film reviews.

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Top of Funnel Training Hiring Film 54

Hubspot Sales

APRIL 27, 2020

If you've never seen it, here's a very high-level synopsis of the film. That being said, there's much more to sales than quantitative responsibilities. It's AI's inability to handle that side of the process that keeps many reps from losing sleep over the prospect of robots stealing their jobs.

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Hubspot Film Lead Qualification Negotiation 93

Hubspot Sales

DECEMBER 30, 2020

The more mature a business gets, and the more complex the prospective customer’s needs are, the more challenging it is to maintain that speedy response and personalized touch. Lead routing helps make sure the right prospects reach the right people, and at the right time, saving your business time and resources. Lead Routing by Value.

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Lead Rank Lead Scoring Sales Qualified Lead Leads 102

Hubspot Sales

DECEMBER 26, 2017

Video prospecting. And from where I stand -- as the manager of an inside sales team -- one thing is clear. The standard process for SDRs or BDRs (whatever your organization calls them) of sending out sequenced emails, calling, leaving voicemails, rinse and repeat? 1) Video prospecting. SDR/BDR Skills for 2018.

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Hubspot Lead Rank Call-back Sales Qualified Lead 143

Hubspot Sales

AUGUST 21, 2023

Cold Call Script Examples How to Create a Cold Call Script The Best Cold Calling Script Ever Cold Calling Script Variation Cold Calling Script Templates Cold Calling Tips Once you have a list of prospects to call, it's time to reach out. Cold calling is a way to engage prospects one-on-one to move them to the next step in the buying process.

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Cold Calling Call-back Inbound Follow-up 98

Hubspot Sales

DECEMBER 19, 2017

It’ll play a role throughout the buyer’s journey -- reps will use it to connect with new leads, answer their questions, follow up and re-engage with prospects who have gone dark, give product demos at scale, make their proposals more engaging, and more. Find the best lighting, props, and filming area. 3) Technological Savviness.

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Analysis Scale Film Video 133

Chorus.ai

DECEMBER 8, 2020

Closing techniques represent a pillar of the sales process. The close represents the peak of a diligently guided sales process — your lead qualification was flawless; your discovery phase was impeccable. You’ll have fostered personal rapport and offered your prospect a vision of their company’s future with your product.

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Closing Scale Discount ROI 62

Partners in Excellence

JULY 12, 2022

They don’t accept someone saying, “Tom Brady is weak at this… Serena struggles with that…” While that may be helpful, they watch the films themselves, observing the nuances of their opponents. I don’t know how to talk to those prospects, but Marc does. They don’t outsource it.

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Outsourcing Services Face-to-face Segment Ideal Customer Profile 124

Chorus.ai

NOVEMBER 17, 2020

Cold calling involves any direct contact with a prospect by phone that had not been previously solicited. If your prospect hasn’t requested a call or had any contact with your sales team, then the first contact by phone is considered a cold call. So put your best foot forward when taking phone calls with prospects.

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Cold Calling Social Media Follow-up eBook 62

Chorus.ai

NOVEMBER 10, 2020

It’s a bear market, and cash-strapped prospects will not part from their budgets easily. That’s why your sales organization needs to help maximize the customer value your company is offering to your target market. However, your sales organization is in a unique position to increase customer value in a lean market.

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Maximizer Lead Rank Lead Scoring Customer 93

DocSend

DECEMBER 20, 2019

If you can’t tell prospects why your product matters, then you haven’t convinced them to pick you. The secret to a sales pitch deck that closes more deals is a powerful story. That’s a lesson we learned first-hand when we decided to overhaul our own sales pitch deck. A new dawn, a new day for your sales deck.

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Closing Collateral Scale Film 72

Hubspot Sales

APRIL 23, 2018

With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. Without credibility and trust, a salesperson will likely lose the interest of their prospect. It is immediately helpful for them on their first call with prospects all the way through to closing calls.

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Call-back Hiring Hubspot Follow-up 145

Anthony Iannarino

OCTOBER 30, 2019

He’s grown up watching and listening to his Dad explain and teach the plays, and he has sat through the film reviews on Saturday mornings from the time he was a small child. The close-ended questions being used to teach salespeople to tie-down their prospects and close them.

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Competition How To eBook Film 61

Showpad

NOVEMBER 24, 2020

Accelerating sales is not only possible, but it’s a challenge the entire organization should accept, creating the sales equivalent of the “rally around the flag” effect. Let’s examine how to accelerate sales even when prospects aren’t biting. unexpectedly poor sales performance is debilitating.

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Lead Rank Lead Scoring How To GoldMine 52

Cincom Smart Selling

MARCH 23, 2020

If you’ve been to an “action” movie lately, you may have noticed the action starts with the first frame of the film and is unrelenting throughout the next 90 minutes. Sales used to be all about schlepping product sheets, brochures, user stories and catalogs around to prospects. It is, indeed, all action.

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Marketing Scale Cancellation Buyer 62

Chorus.ai

OCTOBER 27, 2020

Don’t misuse data The most fundamental ethical mistake that a sales professional in SaaS can make is misusing data. Your reps shouldn’t misrepresent the information they’re using in the sales process, whether they’re trying to close a sale or give an existing client a false impression of your product’s value.

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Lead Rank Churn Lead Scoring Follow-up 62

Apptivo

JULY 4, 2023

The main goal of the sales team is to convert leads (inquiries and prospects) into paying clients. Sales executives can determine how successfully their team is working in this area by regularly monitoring the lead conversion rate. It wants to determine the lifetime worth of each customer.

Lead Rank 52

Lead Rank Lead Scoring Sales Qualified Lead Sales Cycle 52

Hubspot Sales

OCTOBER 4, 2019

Below, we created a quick assessment you can take to see where your team lands on the model, and steps you can take to reach the next level of sales maturity. All sales groups at my company follow the same sales process with predictable outcomes and common measures for success.

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Pivotal Collateral Sales Enablement Scale 78

The Spiff Blog

NOVEMBER 3, 2022

Watch any movie centered on sales professionals, and you’re likely to notice a recurring theme: competition. The sales reps in these films will stop at nothing to become the lone name atop a literal or figurative sales leaderboard – usually resorting to extreme tactics in order to be the best.

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Motivation Lead Rank Lead Scoring Cold Calling 69

Pipeliner

JANUARY 10, 2018

As with the film, such online sales efforts usually end up as nothing more than annoyances, simply because it’s almost impossible for their creators to address the specific problems or issues actually confronting prospects. Generic sales messages have been being hurled at us for years by marketing and sales gurus.

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Influencer Customer Advertising Advertising 56

DocSend

AUGUST 23, 2017

When building your next sales deck, keep one thing in mind: Prospects don’t care about your product. It’s often tempting to craft your sales deck around what you know about your product. And, if you can’t tell prospects why your product matters, then you haven’t convinced them to pick you. A powerful story. And only 17.5%

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Scale Collateral Film Prospecting 75

Chorus.ai

DECEMBER 1, 2020

As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. Some sales objections are representative of a deeper incompatibility between your prospect and your product, true. The reps need to be able to sell your solution internally and make processes fall in place.

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Objections Case Study ROI Lead Rank 73

SBI

DECEMBER 4, 2012

Think about the most recent communication you sent to a prospect. Picture who the prospect was, what you wrote, and what your objective was. Was it possible to eliminate the design and production of film slides and the need to carry boxes of slide trays to our sales calls? Do you have it in your mind?

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Sales Tools Tools VanillaSoft Call-back 128

The Pipeline

NOVEMBER 28, 2011

The Pipeline Renbor Sales Solutions Inc.s Sales eXchange – 125. Stored in Attitude , Business Acumen , Compete , EDGE Sales Process , Interactive Selling , Proactive , Sales 2.0 , Sales eXchange , execution. Sales 2.0 , Sales eXchange , Sales Process , Sales Success , Tibor Shanto.

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Buyer Pipeline Twitter Hiring 219

LeadFuze

NOVEMBER 10, 2021

How can we move from a knowledge-led sales process to one that is more customer-, or story-driven? Interruption-based prospecting is a great tactic, but it’s not the only one. The high-power SDR is a marketer with quotas for sales leads instead of marketing qualified leads. Social selling & brand.

System 52

System Outsourcing Services Hiring Social Selling 52

DocSend

APRIL 20, 2019

When building your next sales deck, keep one thing in mind: Prospects don’t care about your product. It’s often tempting to craft your sales deck around what you know about your product. And, if you can’t tell prospects why your product matters with your sales deck, then you haven’t convinced them to pick you.

Scale 40

Scale Collateral Film Prospecting 40

Bigtincan

JANUARY 19, 2022

A prospect asks a question and you want to show them a spec sheet on your computer before you email it to them. If a sales rep is consistently losing sales at a specific point in the sales process, you can look at their performance scorecard to see how they scored on training material related to that part of the sales process.

Enterprise 52

Enterprise Enterprise Hiring Lead Rank 52

Hubspot Sales

OCTOBER 29, 2017

An award-winning author and highly sought-after keynote speaker, Konrath provides practical and modern strategies in her videos to help sales teams generate and close more leads. To drive home the importance of silence in sales (especially when it's uncomfortable), I often recommend the video “ Stunningly Unused Sales Technique."

Channels 112

Channels Video Training Hiring 112

The Brooks Group

JANUARY 28, 2014

Since I love Scorsese films and find DiCaprio fairly entertaining, I’ve been planning on getting around to seeing it; however, I’ve also heard that it’s 3 hours long and I honestly have a really, really hard time sitting still for that long. Sales process needs to be customer-focused and non-manipulative in nature.

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System Film Conference Promotion 40