article thumbnail

How To Double Your Sales Pipeline in 30 Days

Understanding the Sales Force

Switchboards and personal gatekeepers have mostly gone away so you can access decision makers much more easily than in the old days. Or, if those conditions do not apply, prospecting continues into perpetuity. CRM applications have replaced 3×5 cards for easy organization and documentation. And that’s the problem.

Pipeline 194
article thumbnail

Buying happens when it happens

Sales 2.0

It can seem like completing an activity such as prospecting is not critical in the frenzy of our busy day, but each action skipped at this stage can mean a reduction in closed deals in the months to come. The economic buyer The users The gatekeepers If you dont know the people that play the roles above, you are taking a risk with your sale.

Follow-up 195
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Shortcuts Salespeople Should Never Take, According to Experts

Hubspot Sales

Some, like scheduling follow-up emails or creating a repeatable framework for researching prospects, streamline your day without harming the quality of your work. Researching Your Prospect During the Call Researching your prospects while youre on the phone with them is better than not researching them at all but barely.

article thumbnail

10 Ways To Prepare For Your First Cold Call

MTD Sales Training

The very thought of picking up the phone or writing an email to a prospect who has never heard of you or knows little about your products can be so daunting to a sales professional that they spend hours doing other things so that the inevitable rejection doesn’t have to be faced. These are known as suspects, not prospects.

article thumbnail

A Cold Calling Sequence To Land The Appointment

MTD Sales Training

Well, firstly calculate how many of your calls to prospects do end up going to voicemail. You’re not trying to fake your way passed a gatekeeper or anything like that, so just be straight up and honest. What you offer: This has to be a benefit to the prospect. So ask the prospect for one. So what should you do?

article thumbnail

People Love To Buy, But Hate To Be Sold

MTD Sales Training

You maintained an excellent prospecting track and qualified the decision maker. You got through a tough gatekeeper screen, set a good appointment, and sealed it with cement. The sales interaction was flawless; you covered every objection and left the prospect no choice but to buy. Why didn’t the prospect buy? Don’t Sell.

article thumbnail

How to Leverage the Gatekeeper

Engage Selling

 How do you leverage the gatekeeper (the person who’s holding you back)? The post How to Leverage the Gatekeeper first appeared on Colleen Francis - The Sales Leader. Ask these specific questions.