No More Cold Calling

MARCH 10, 2011

Bring up the subject of cold calling with a group of sales people and you are assured of a lively conversation as they lament about the challenges associated with this task. It can be frustrating dealing with gatekeepers, receptionists, and executive assistants. So, what does this mean for you, the sales professional?

Cold Calling 279

Cold Calling Company Gatekeeper Decision Maker 279

Gong.io

SEPTEMBER 26, 2022

What is remote sales? Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Instead of traditional in-person sales meetings, the salesperson and the prospect are in different places such as their home or work. Training virtual teams. Customizations.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Mereo

JULY 14, 2022

According to a past Objective Management Group analysis , only 1% of salespeople new to sales — those often with the onus of sales development — can get past the shield of gatekeepers to access decision makers. Then use this information to create marketing campaigns and related sales enablement tools.

Decision Maker 36

Decision Maker Gatekeeper Ideal Customer Profile Analysis 36

Your Sales Management Guru

MARCH 9, 2013

The book is sub-labeled “Essential Scripts and Strategies to Skyrocket Sales Performance” and it delivers on that statement. Wendy broke the book into segments; Cold calling in the 21 st Century; Gatekeepers, Voice Mail and Email. Introductory Appointment Setting Scripts. Selling Entirely Over the Phone.

Handbook 78

Handbook Prospecting Cold Calling Gatekeeper 78

LeadFuze

JANUARY 14, 2021

Appointment setting is a sales development activity where specialized reps follow-up on top of funnel leads or do cold calling. An appointment setter’s goal is to schedule a sales meeting between a potential client and a closing sales representative. Overcoming gatekeepers! What Does An Appointment Setter Do?

Lead Generation 52

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 52

Klozers

JUNE 10, 2014

14) CRM  an unpleasant blackhole where B2B Sales People can never find anything useful, so much so, that some completely avoid it. 18) Discovery Questions -questions that allow B2B Sales People to catch breath in between features and benefits. 20) Ears  where Sales People hang sunglasses.

B2B 51

B2B Hiring Top of Funnel Social Media 51

Sales Training Advice

AUGUST 17, 2012

Chances are at some point in your career, you have experienced one or all of the following emotional and physical impacts of a sales slump. You dread going to sales meetings because your low numbers are embarrassing. The sales training industry, like many industries, was hit hard by the recent economy.

Quota 49

Quota Gatekeeper Coaching Cold Calling 49

Sales Training Advice

JULY 21, 2011

If you can refine your cold calling, you’ll get past gatekeepers more effectively, leave more compelling messages, gather more relevant information, and close more first appointments. Lee is a frequent speaker at national sales meetings and association events. And who doesn’t want to do all those things?

Cold Calling 42

Cold Calling Decision Maker Referrals Gatekeeper 42

Sales Training Advice

DECEMBER 31, 2009

It takes finesse to deal with receptionists, gatekeepers and executive assistants. It takes multiple attempts and a bulldog sense of persistence to finally connect with decision makers. . __ Kelley Robertson, sales trainer & author of The Secrets of Power Selling helps sales professionals close more sales with less effort.

Cold Calling 44

Cold Calling Decision Maker Telemarketing Proposal 44

LeveragePoint

OCTOBER 5, 2018

The Question for Sales. What do you want your sales teams to say when they are in front of the customer? It’s an urgent question to ask as sales leadership plans next year’s sales meetings. Sales leaders need training, content and tools that spread those capabilities to the rest of the team.

Account Based Marketing 20

Account Based Marketing Account Case Study Marketing 20

Marc Wayshak

NOVEMBER 11, 2020

As a sales expert who’s traveled around the world training thousands of salespeople, I thought it would be fun to review a few of the most famous sales movie scenes out there. In this video, I let you see how an expert sales trainer reviews sales movie scenes from Tommy Boy , The Pursuit of Happyness , and Boiler Room.

Call-back 62

Call-back Cold Calling Hiring Gatekeeper 62

Cience

NOVEMBER 20, 2019

They value the unique opportunities that conferences and trade shows provide for networking, strengthening the brand, creating awareness, and meeting potential clients in the flesh. Not only do we participate in events, but we also help our clients leverage event sales meetings to full potential. SDR Training.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Sales Training Advice

JUNE 10, 2013

Once you’re connected in some way, using your social network to send direct messages may get past gatekeepers when nothing else will. Lee is a frequent speaker at national sales meetings and events. Recommended Reading Sales Training Tips: Do What’s Closest to Cash Every Day By Joanne S. Follow them on Twitter.

Prospecting 70

Prospecting Strategy Social Media Cold Calling 70

Sales Hacker

MARCH 2, 2020

You Can’t Teach a Kid to Ride a Bike at a Seminar : The Sandler Sales Institute’s 7-Step System for Successful Selling. Contrary to popular sales training, you don’t have to make presentations to everyone who will listen. The New Handshake: Sales Meets Social Media. Curtis and Barbara Giamanco.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Rob Jolles

DECEMBER 22, 2022

. • A GREAT story of how Ben beat the great Zig Ziglar himself in a sales contest, and the bizarre prize that he earned in that contest. What drove him to the training side of selling. • How Ben was trained, and his philosophy behind training others. • Trained us for two weeks to work one day. We got to start.

Gatekeeper 52

Gatekeeper Call-back Up-Sell Hiring 52

Sales Training Advice

AUGUST 7, 2012

Yet, you know they’ve been trained …and so do they. Prospecting for sales is a lot like driving. At some point you were probably trained in how to do it right. You learned how to create relationships with gatekeepers so they’d schedule appointments for you. These speed demons are just avoiding accidents.

Gatekeeper 46

Gatekeeper Objections Negotiation Prospecting 46

Sales Training Advice

FEBRUARY 2, 2010

After the third call approach the gatekeeper to schedule a time scheduled on the prospect’s calendar. If all you do is spew on about your offerings, you didn’t meet your commitment from your voicemail and you’ll never get a second chance. Lee is a frequent speaker at national sales meetings and association events.

Opportunity 42

Opportunity Gatekeeper Proposal Cold Calling 42

Chili Piper

APRIL 13, 2020

Upgrade yourself – Convert leads into meetings by getting advanced sales training. If you and your team aren’t already doing regular sales training, it’s time to change that. Create a training schedule that addresses all stages of the process.

Sales Qualified Lead 107

Sales Qualified Lead Meeting Lead Rank Lead Scoring 107