Understanding the Sales Force
DECEMBER 21, 2023
Momentary panic can spell the end of a call, meeting or opportunity. I’ll explain how to always respond appropriately to Your Prospect. This is exactly what salespeople go through when a prospect pushes back, objects, displays lack of interest, or attempts to end the call. It could even spell the end of that opportunity.
Hubspot Sales
DECEMBER 22, 2017
Today’s salespeople need to know more about their prospects before conducting outreach. Salespeople can’t ignore the influencer or “call above” them. But how do you spot an influencer from a stop-gap? Here are a few ways to determine which type of prospect you're speaking with. How to Identify Sales Prospects.
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Hubspot Sales
JANUARY 10, 2024
But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” You’ll discuss the health of the rep’s pipeline and discuss strategies on how to improve their performance — addressing elements of a sales process like closing more deals, reaching out to more prospects, or demoing more effectively.
Zoominfo
FEBRUARY 2, 2021
But how do you know when your B2B customer is indicating sales-readiness for cross-selling opportunities? Timing is important when making the most of a cross-selling opportunity. When you combine this with research which shows that the probability of selling to a new prospect is 5-20%, compared to 60-70% for an existing customer.
The Pipeline
OCTOBER 15, 2019
Much like the ponies, timing in prospecting is a mug’s game. I remember watching a group of investors who seemed comfortable discussing their view of prospecting success. Couple that with the obsession on quarterly results leads to the short-sightedness of many sales organizations’ approaches to prospecting and pipeline management.
Zoominfo
FEBRUARY 2, 2021
But how do you know when your B2B customer is indicating sales-readiness for cross-selling opportunities? Timing is important when making the most of a cross-selling opportunity. When you combine this with research which shows that the probability of selling to a new prospect is 5-20%, compared to 60-70% for an existing customer.
The Sales Hunter
JULY 21, 2014
Who are you going to influence today? More importantly, are you going to be a positive or negative influence? Everyday we have the opportunity to influence those around us. As salespeople, we are in a tremendous position to impact our customers, prospects and colleagues. Are you a positive influence?
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