The Pipeline

JULY 14, 2020

Anything worth doing is worth doing right, and in sales, telephone prospecting is something worth doing and doing right. Challenge is that many don’t do it right, making the whole thing that much harder, and eventually not done. Let’s look at telephone prospecting by the numbers. By Tibor Shanto.

Prospecting 430

Prospecting ACT Quota Lead Rank 430

Sales 2.0

MAY 1, 2023

This is the fifth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Scott points out “I think there’s been too much focus on scale, scale, scale. This interview is with Scott Ingram.

Scale 221

Scale Top of Funnel Territories Sales 221

Sales 2.0

AUGUST 1, 2023

I believe we are at another inflection point in the evolution of professional selling. The advent of more powerful computing and the increase in investment in sales technology has produced an ocean of data ready for those of us who love to crunch numbers. So how do we get to this new era of AI-enabled personal selling?

Scale 195

Scale Enterprise Enterprise Outbound 195

Sales 2.0

FEBRUARY 21, 2024

Despite all the digital changes in in sales and marketing, if you’re running a business and trying to use outbound to grow it, the money is still in the list. You will usually need to process the original list and eliminate companies and contacts that really do not fit (sometimes eliminating most of the companies and contacts in fact).

Real Estate 195

Real Estate Sports Segment Outbound 195

Mr. Inside Sales

DECEMBER 23, 2023

Here are three things I did all those years ago that changed my sales career, and my life, forever: #1) For the first ninety days in 2024, make a commitment to listening to at least ONE call a day. Listen for three things: What you did well—do more of that! 3) Invest in, study, and use the scripts in this book. Write it down.

Face-to-face 233

Face-to-face Gatekeeper Decision Maker Licensing 233

Mr. Inside Sales

MAY 11, 2023

Mine used to go something like this: “Darn it! I suck at this!” The leads are trash, and I actually agree with some of my prospect’s objections!” “I I wonder what I can sell that’s easier than this?” Should I go back to school?” What did you do wrong? Maybe use, “Oh?” And on and on.

Face-to-face 250

Face-to-face Call-back Gatekeeper Decision Maker 250

Mr. Inside Sales

AUGUST 13, 2021

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. What to do? While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. Speaking about prospects hiding behind emails, etc., And guess what?

Face-to-face 317

Face-to-face Call-back Gatekeeper Decision Maker 317

Understanding the Sales Force

FEBRUARY 10, 2022

I found it challenging to write this article. The company that provides us with cyber-insurance required that our entire team watch a series of 21 training videos to make us more aware of how hackers operate, how easy it is to be hacked, and what we must do differently in order to protect our data, privacy and accounts.

Insurance 321

Insurance Insurance Outbound Video 321

Mr. Inside Sales

DECEMBER 9, 2023

Do you remember Dicken’s book, A Christmas Carol ? While reading this this December, it reminded me of an encounter I had that was a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago. After I got my coffee, and he got his, he came up to me and said, “You’re Mike Brooks, right?” “Yes”

Face-to-face 220

Face-to-face Inside Sales Gatekeeper Decision Maker 220

Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. Let’s first look at how most sales reps go about doing it.

Face-to-face 254

Face-to-face Gatekeeper How To Sales Qualified Lead 254

Mr. Inside Sales

SEPTEMBER 25, 2021

Be honest: Do you dutifully send an email and then ask when you can follow up when you get this blow off objection? Believe it or not, over 90% of sales reps do just that. But top producers are prepared for this common stall/blow off, and they know how to qualify past it. Open the email when they get it.

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 284

Mr. Inside Sales

OCTOBER 1, 2023

And what do I do with these voicemails? We’re all too busy to call people back for no reason, and too many of us have called back just to be pitched (poorly, too) by an unprepared sales people. Use this sample as a template and adjust to your product or service: “Hi, this is _ with XYZ company. Doesn’t work.

Face-to-face 173

Face-to-face Cold Calling Call-back Gatekeeper 173

Autoklose

APRIL 22, 2024

Therefore, it’s only logical if the data they use isn’t accurate, their efforts won’t be successful. So, before you make a big mess and jeopardize not only your outreach but also your online reputation, let’s discuss some data hygiene best practices and how to implement them. Your emails won’t be properly tailored 4.

Data 98

Data Top of Funnel Government Churn 98

Mr. Inside Sales

JANUARY 2, 2023

Welcome back to the office, how do you feel? As you speak with your clients and prospects this week, realize that they are all feeling the same stress as well. Then I hit mute and take notes. If they need a little help here, I use layering questions like: “And what was your revenue like last year?”

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. I am concerned about the subjects being curated for sales and sales leadership professionals. 5 Ways to Build (and Lose) Credibility in Your Sales Emails Why is it Important to Align Your GTM Team?

Sales Leadership 203

Sales Leadership Hiring How To Account Based Marketing 203

Understanding the Sales Force

APRIL 4, 2024

How to Identify Candidates Who Will Succeed in Your Sales Roles Sales Process for the Anti-Sales Process Crowd How To Stop Sucking by Understanding and Changing Your Sales Metrics The Wrong Salespeople are Hired 77% of the Time Most Sales Processes, Funnels and Pipelines are How Old?

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

Mr. Inside Sales

JULY 24, 2023

Though we’re sometimes not aware of our tone and demeanor, other people do feel its impact, and they react to it as well. A few years back, my wife and I were on vacation in Venice, Italy, and we were having trouble navigating our way back to St. I was a little harried, and I approached a local who was sitting by a fountain.

Face-to-face 235

Face-to-face Gatekeeper Call-back Inside Sales 235

Understanding the Sales Force

FEBRUARY 6, 2024

My wife and I have been known to binge-watch a TV series now and then, and this weekend, we watched the first three seasons of The Chosen. I’ve written hundreds of articles with analogies to sales using athletes, musicians, actors, CEOs, politicians, inventors, songs, movies, TV Shows and their leading characters.

Scale 261

Scale Hiring Coaching Promotion 261

Sales and Marketing Management

FEBRUARY 8, 2021

Author: Shawn Finder Ask sales and marketing leaders what digital channels they leverage to generate leads and help their teams hit quota and you’ll likely get the same answer over and over: cold calls and emails. These are useful tools, but we’re long past the era where companies can rely solely on them to drive business.

Quota 296

Quota Channels Decision Maker Cold Calling 296

Mr. Inside Sales

SEPTEMBER 20, 2022

What’s the number one blow off prospects use these days? Can you email something to me?”. The one I like most is to prepare an initial email in advance (it can be generic or it can include an initial quote of services) and have it ready to send at a moment’s notice. How great will that be?

Face-to-face 177

Face-to-face Gatekeeper Decision Maker Licensing 177

No More Cold Calling

FEBRUARY 1, 2024

You must have a strong enough relationship to feel confident that this person will follow through, earn the prospect’s trust, and take care of your contact just as you would. You want to know this person will be informative, insightful, and leave your contact with information they can use, even if they don’t buy.

Social Media 194

Social Media Referrals Media Lead Generation 194

Partners in Excellence

DECEMBER 26, 2023

And regardless what we do, we never will. We have endless tools and technologies, increasingly assisted by AI, enabling us to accomplish more in each hour. If I think, for example, the evolution of “prospecting letters.” ” I started in sales, about 5 years before emailing became popularized.

Retention 126

Retention Maximizer Buying Cycle Social Media 126

Nutshell

NOVEMBER 20, 2023

Email templates are one of the best ways to make your outreach more efficient, keep your messages consistent across your team, and improve outreach effectiveness over time. Get insight into your email activity Click below to head right to the new email report in Nutshell.

Report 120

Report Top of Funnel Funnel Groups 120

Zoominfo

OCTOBER 22, 2020

We know what you’re thinking, but even with new privacy laws, B2B prospecting is possible in Europe, if you’re taking the right steps. At this year’s virtual event Henry Schuck, delivered a keynote presentation called “Hit Your Number: How To Fast-Track Your Outbound Sales and Marketing in Europe.”. So how do you balance that?

Outbound 246

Outbound Ideal Customer Profile NetSuite Microsoft 246

Partners in Excellence

APRIL 3, 2024

We constantly seek shortcuts, things that enable us to avoid doing the work critical to creating and sustaining performance. Our mindsets aren’t so focused on improving efficiency, rather on avoiding doing the work. We struggle because the shortcuts don’t help us do the “whole job” more effectively.

Scale 107

Scale Energy Construction Advertising 107

Janek Performance Group

APRIL 23, 2024

While the majority of sales and business professionals endorse development and use of personal branding, there’s no real common agreement as to what exactly it is. While the majority of sales and business professionals endorse development and use of personal branding, there’s no real common agreement as to what exactly it is.

Social Media 62

Social Media Media ACT Follow-up 62

Marc Wayshak

MARCH 20, 2024

How you start sales conversations often predicts how the rest of the conversation will go—and determines whether you’re going to close the sale. Those initial moments of a sales conversation have a ton of influence over how the whole interaction will play out. Why should I talk to you?” Check it out: 1.

Conversion 98

Conversion Prospecting Face-to-face eBook 98

Highspot

MARCH 21, 2024

Despite this, many sales emails find their resting place in the trash, unopened and unread. We’ll explore how to craft good sales emails that get opened and inspire action, all while introducing four metrics to measure sales email success. What are the Different Types of Sales Emails?

Lead Rank 96

Lead Rank How To Lead Scoring Follow-up 96

Hubspot Sales

JANUARY 22, 2024

A significant portion of the B2B prospecting calls you make will end up going to voicemail — making the sales voicemail techniques you leverage and how well you can execute them absolutely crucial to your sales efforts. I often hear salespeople complain that prospects never return their calls after they’ve left a voicemail.

Closing 112

Closing Leads Marketing Qualified Lead Call-back 112

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. This can be a helpful resource, such as a blog post, free ebook, webinar, or some kind of freebie that they will find useful. Here’s how. Recommend a Connection for an Open Position 3.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Leads 98

Hubspot Sales

FEBRUARY 14, 2024

The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Gaudio’s sales emails receive: 36.3% click-through.

Data 87

Data Segment Email Marketing Webinar Metrics 87

Partners in Excellence

OCTOBER 31, 2023

This morning, as a drank my morning coffee, I went through my email and social feeds. You can guess what I encountered. At first I chuckled, I thought, “These people have a great sense of humor and irony! Who could imagine such really awful prospecting. What am I missing? What am I missing.

Insurance 127

Insurance Insurance LinkedIn Intent 127

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. According to Statista, we’re expected to send and receive over 333 billion emails daily by the end of 2022 — meaning it's not easy to get noticed in someone's email inbox. Use concise and action-oriented language.

Case Study 98

Case Study Proposal Lead Rank Follow-up 98

Allego

JANUARY 11, 2024

And that’s saying a lot, considering all the tech I’ve seen come to market over the years: the Web, computer games, digital music, cell phones, tablets (first generation iPad owner here), social media, and everything else we use today. Like Napster revolutionized how we listen to music, generative AI has revolutionized how we work.

Ideal Customer Profile 71

Ideal Customer Profile Customer Social Media Negotiation 71

Partners in Excellence

MARCH 11, 2024

There, I said it, I got it off my chest. I leverage them constantly through my day, but for very different purposes than the majority of sellers. Hacks for any type of prospecting outreach and for producing “personalized” emails by the thousands. They tell us the limitations of their data bases.

Ideal Customer Profile 108

Ideal Customer Profile Face-to-face Engineering Industry 108

Marc Wayshak

FEBRUARY 8, 2024

In a world filled with various methods to reach prospects, the follow-up call remains the gold standard for setting appointments. Repeatedly, we’ve witnessed that calls can consistently outperform cold emails. In this article, I’ll guide you on how to make a follow-up call that gets sales meetings.

Follow-up 121

Follow-up Sales Meeting Meeting Real Estate 121

Gong.io

AUGUST 24, 2021

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Three days ago, I sent a flawless cold prospecting email. . I knew I’d get a reply. . It’s brief, yes.

Follow-up 164

Follow-up Call-back Real Estate Meeting 164