The Pipeline

JULY 17, 2014

If you follow this blog, you may have seen that several times I have suggested that those people who are not cut out for a career in sales, should seriously consider transitioning to a career in hospitality. One I met with did a good job qualifying the opportunity, there was good alignment between their offering and my objectives.

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Follow-up Sales Methodology Trade Show Proposal 282

Mr. Inside Sales

JULY 24, 2022

One of the best things about sales is that you already know what all the objections are. For every sale, there are only about five core objections: price, think about it, talk to someone else, etc., So, why not eliminate, in advance, your top one or two objections? ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Objections Face-to-face Sales Qualified Lead Gatekeeper 156

Mr. Inside Sales

OCTOBER 25, 2019

call to prospects whom you’ve already pitched? Is it something like: “I’m just calling to follow up on our proposal….”. Why not lead your prospect into the sale by referring back to the benefits he or she is going to get by working with you? Try this: “{Prospect}, great speaking with you again.

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SalesFuel

MAY 8, 2024

Even after significant effort to set sales meetings with prospects, they sometimes fall through. Prospects may get cold feet and cancel. Or they may simply ghost the seller and not show up. This can be especially helpful if you find prospects often skipping out on meetings. Don’t have a mentor?

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Sales Meeting Meeting Prospecting Cancellation 114

The Pipeline

NOVEMBER 20, 2020

One question I always when helping sales teams prospect better, is “why B2B professionals don’t like to telephone prospecting?” There are many others that follow, from the length of time, to return on effort and more. Rather than worrying about rejection, focus on what proceeds it, an objection. By Tibor Shanto.

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Objections Call-back Face-to-face Margin 262

Mr. Inside Sales

MAY 25, 2024

Who do you think knows why your prospect buys? If you have followed me for a while, you may know that my opinion on whether to ask a prospect, “How are you,” has changed over the years. Here’s why: Selling over the phone is challenging because you don’t have all the visual cues an outside sales rep has—and uses.

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Face-to-face Cold Calling Gatekeeper Decision Maker 224

SalesProInsider

OCTOBER 30, 2018

Those prospects who seem to run away from you after a conversation. You have a meeting with a prospect that seems to go well. They agree that it would be a good idea for you to send them a recommendation/proposal/overview and “follow-up” with them. Stop Chasing Your Prospects. Sound familiar?

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Mr. Inside Sales

JULY 3, 2020

Want to make dealing with objections easier? Then remember to always use the powerful technique of isolating the objection instead of answering it…. I can’t tell you how many recordings I listen to each week where sales reps are still struggling to deal with objections because they insist on trying to overcome them.

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Objections Face-to-face Gatekeeper Decision Maker 195

Autoklose

JANUARY 30, 2024

You are working tirelessly to generate new leads, create the best prospecting strategy, and write the perfect outreach email. It’s time to get familiar with the effectiveness of a well-thought-out follow-up email strategy. Statistics suggest that only 24% of sales emails are opened but just 20% of leads are followed up.

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Mr. Inside Sales

OCTOBER 30, 2023

If you want more “treats” than “tricks” when dealing with prospects, then be bold and call back sooner than you are now. I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc, but why would you want to miss all the sales this prospect will place in the meantime?

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Call-back Face-to-face Follow-up Gatekeeper 240

The Pipeline

MARCH 21, 2019

I hate objections, and I bet you don’t wake up looking to be rejected first thing in the morning, and then have to work the rest of the day. However, like working out, those of us willing to get up at 5:00 AM to get ahead of the day, we work through the routine adding sets, increasing pounds, and more. So why not lead with it?

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Objections Handbook Lead Rank Energy 310

Salesmate

MAY 27, 2020

For sales reps, one of the most gratifying feelings is getting a prospect on a call after weeks (sometimes even months) of chasing. However, if you’ve worked in sales long enough, you know by now not to get too excited. Statistics show that 80% of sales require 5 follow-up calls in order to close.

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Follow-up Social Media Call-back Lead Rank 122

Mr. Inside Sales

MARCH 17, 2024

What’s the number one blow off prospects use these days? Not only is it hard to get prospects back on the phone, when you do, you usually lead off with the ineffective opening line of: “Did you have a chance to review that email I sent you?” And then when a prospect blows you off with, “Can you email that to me?”

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Face-to-face Sales Qualified Lead How To Gatekeeper 243

Mr. Inside Sales

JULY 13, 2018

Avoid Rejection While Prospecting with this One Technique. Discover sales training with best tips, rebuttal techniques and responses on how to go about handling and overcoming most common objections in phone cold call prospecting. Before I give you this sales prospecting technique, let me tell you how you’ll use it.

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Cold Calling Objections Sales Qualified Lead Prospecting 143

The Pipeline

FEBRUARY 5, 2019

Not all objections are fatal, most, based on how we interpret and handle them, can usually add to the conversation and ultimately to converting the objecting prospect to a client. Know Your Objections. The first thing to understand is which objections are dangerous. By Tibor Shanto. Prep and Practice.

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Objections Buyer Hiring Call-back 232

Zoominfo

MAY 7, 2020

If you’re dealing with a sales objections…congratulations! We should relish objections,” says Steve Bryerton , ZoomInfo’s Vice President of Sales. When sales prospects offer objections, it means they’re taking you seriously. ” Most Common Sales Objections. A study from Gong.io

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Objections Decision Maker Case Study Face-to-face 213

Sales 2.0

APRIL 8, 2016

I’ve actually wondered about the best messaging to follow up on an ebook download and David makes it very obvious how to do it. Do Your Sales People Understand The Objective Of Your Content? It’s this disconnect, that actually hurts our abilities to prospect and engage the customer.

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Follow-up How To eBook Study 150

DiscoverOrg Sales

JULY 10, 2018

If you’re dealing with an objection, congratulations! shows that the more negative sentiment you get during calls, especially in later stages, means the prospect is wrestling internally – hoping you can make them feel good. We should relish objections,” says Steve Bryerton , DiscoverOrg’s VP of Sales.

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Objections Buyer Persona Study Decision Maker 243

Zoominfo

DECEMBER 5, 2017

Whether you conduct your sales outreach by phone, social media, or email—it’s undeniably an essential aspect of B2B sales. Everything from the channel you select to the language you use impacts how your prospect will respond. B2B Sales Follow Up Statistics Sales Follow Up Productivity 1.

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Follow-up Lead Rank Marketing Qualified Lead Cold Calling 100

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? Let’s jump in.

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Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Mr. Inside Sales

NOVEMBER 20, 2023

A few months ago, both AT&T, and then Google Fiber, dug up our street and lawns and bushes to install fiber Internet cable. Then a Google rep showed up out of the blue, canvassing the neighborhood. Then they showed up because my neighbor switched to them. What does this teach us as sales reps? One touch isn’t enough.

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Google Face-to-face Gatekeeper Decision Maker 222

Understanding the Sales Force

FEBRUARY 22, 2023

I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more. They average only 1.5

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Top of Funnel Positioning Scale Inbound 406

Mr. Inside Sales

MARCH 16, 2020

You probably get this objection, or some version of it, every day now. Anyway, how do you handle this objection when you’re prospecting? Here are some practical tips and a word-for-word way to handle this current objection: First: Take your “salesman hat” off. Let your prospect or client vent. Sound familiar?

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Objections Face-to-face Inside Sales Gatekeeper 169

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? As a detective, he always followed the evidence to find the truth. It will be worth it!

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Sales Process Sales Methodology Decision Maker Pipeline 334

No More Cold Calling

DECEMBER 19, 2013

Now is the perfect time to follow up with your clients, prospects, and Referral Sources. When I attended this year’s Dreamforce conference , I heard numerous speakers and presenters echo the same valuable message I’ve been stressing for years—the importance of following up. Or just say “Happy Holidays.”

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Follow-up Face-to-face Referrals Social Media 237

The Spiff Blog

FEBRUARY 24, 2023

Sales objections are a common occurrence during a typical sales cycle. Therefore, learning how to effectively handle objections is crucial to hitting goals, crushing sales quotas , and developing a successful sales career. Whether you’re new to sales or a seasoned professional, today’s post is for you.

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Objections Hiring Face-to-face Buyer Persona 80

Marc Wayshak

DECEMBER 13, 2023

Do you ever find yourself on a sales call with the prospect constantly pushing back , trying to end the conversation at every chance? In this video, I’ll show you how to effectively handle objections in sales calls, with techniques you can use every single time. Map out the most common objections.

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Objections How To Call-back Lead Rank 62

Understanding the Sales Force

OCTOBER 30, 2023

Team Photo of the American League Champion 1967 Boston Red Sox I frequently write about taking a consultative approach, where listening and asking questions are the keys for successful sales presentations. If it is not important, than why did I bring it up? It’s simply not important to most of you. Where is the value in that?

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Sales Follow-up Groups Prospecting 344

Zoominfo

FEBRUARY 6, 2023

From writing emails, to creating phone scripts and handling objections, it’s clear that AI tools based on large language models can be used in every stage of the sales process. How to Write Sales Prospecting Emails Using ChatGPT One advantage of ChatGPT is that it can iterate on what it’s already produced.

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Prospecting Cold Calling Banking Scale 130

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase.

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Prospecting Ideal Customer Profile Strategy Top of Funnel 208

Shari Levitin

MAY 12, 2022

If you’re like most sellers, you get price objections – lots of them. Here are two stories that perfectly illustrate how having confidence in your offering and standing firm on your price can get prospects to see the true value of your offering and why it’s a fair deal. Online follow-up is best. 5000 for THAT?

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Objections Examples Hiring Call-back 117

Mr. Inside Sales

MARCH 10, 2018

In my book, Power Phone Scripts , I reveal the secret of sales: 90% of selling situations are recurring selling situations, which means if you want to become a superstar sales person, then you have to take the time to script out a best practice response to them. The same is true in sales. Of course not!

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Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 124

Mr. Inside Sales

AUGUST 21, 2022

I watched a sales rep making cold calls the other day. He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. What was missing was the common currency of human interaction to set up the call.

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Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. However, many B2B sales teams struggle with inefficient qualification processes. In fact, two statistics cited in Spotio are eye opening: 46% of B2B sales reps list lead quantity and quality as their top challenge.

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Lead Rank B2B Ideal Customer Profile Lead Scoring 62

SendBuzz

MAY 2, 2023

Nowadays, the majority of marketers and salespeople believe it is safe to infer that a prospect is indifferent if their email does not receive a response. Instead of using follow-up emails to encourage a prospect to purchase their product or service, they instead move on to new prospects. A second Backlinko.io

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Follow-up Examples How To Top of Funnel 52

Zoominfo

FEBRUARY 17, 2021

Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game. Along with actionable intelligence, guidelines for cold calls allow both sales managers and SDRs to tailor their sales processes.

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Cold Calling Guidelines Prospecting Face-to-face 264

Chorus.ai

MARCH 10, 2021

Research shows that 92% of all salespeople give up on a lead after four rejections, while 44% give up after only one. All of this, despite the fact that our latest research shows that an average sales cycle for closed-won deals is more than 80 days (though it’s sometimes faster ). That adds up to an awful lot of follow-up.

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Follow-up Top of Funnel How To Social Media 62