No More Cold Calling

MAY 25, 2023

One insurance broker, attorney, banker, or consultant? You ensure they receive referral introductions to their prime prospects—from people those prospects know and trust. Reps cold call, send cold emails, do cold outreach on social media, and rely on marketing to nurture prospects and send them qualified leads.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

Anne Miller

APRIL 12, 2022

When you ask life insurance marketing guru Lynn Lavender that question, she’ll tell you she spends a lot of time trying to create compelling social media posts. It’s all in the presentation… ” starts one post [Leading up to a link to one of her publications}. Insurance is inherently negative. Anne Miller.

Insurance 117

Insurance Insurance Social Media Exercises 117

Sales 2.0

MAY 14, 2020

If you’re going to sell an enterprise account, you have to do this contact research, so what’s the discussion? Sales people should sell. Even outside of enterprise sales where I could claim this burden is higher than in selling to small business, sales people seem to spend a huge amount of time not selling.

Data 396

Data Enterprise Enterprise Insurance 396

MTD Sales Training

OCTOBER 6, 2011

If you have been in the world of professional B2B selling for any length of time, then you have probably had tha t prospect who kept you waiting for 15, 20, 30 minutes or more. In Part I of this article, we began to focus on the following solutions to use the prospect’s tardy incident to your advantage. Happy Selling!

Prospecting 252

Prospecting Insurance Insurance Meeting 252

The Science and Art of Selling

JANUARY 12, 2015

The average insurance agent can remark that he or she can never launch forth into a presentation without fear of encountering some opposition, and that no sale is made without meeting objections. The question of how to meet objections does not come up merely in the sale. ” Click here to download it now.

Insurance 40

Insurance Insurance Objections Meeting 40

Sales Hacker

NOVEMBER 19, 2020

Intent data can change how you prospect, manage the sales cycle, and close deals. What if you had access to your prospects’ buying windows (time periods when they are most likely to buy)? Consider this — most ( if not all) your B2B prospects or target accounts are tenants in commercial buildings where they occupy space.

Intent Data 110

Intent Data Intent Real Estate Data 110

Anthony Cole Training

JANUARY 16, 2014

Everyone in selling or managing a sales team knows that one of the most important keys to selling more is getting in front of more people. I was talking to a prospect yesterday about this very thing. It reminded me of a pivotal conversation about prospecting that I had years ago when I was new to selling.

Prospecting 159

Prospecting Insurance Insurance Pivotal 159

Mr. Inside Sales

APRIL 10, 2020

I’d like to thank you, my readers, for your kind comments on my blog series: “Handling the Coronavirus Selling Environment. Several readers sent in COVID-19 specific objections and stalls they’ve received over the last two weeks, and I encourage you to send in any other questions or difficult selling situations you or your team come across.

Objections 233

Objections Nonprofit Face-to-face Call-back 233

MTD Sales Training

OCTOBER 7, 2011

The prospect shows up 30 or 45 minutes late for the meeting. You do not have enough time to do a proper sales interaction and you feel the prospect has complete disrespect for your time. In Part I and Part II of this article, we began to focus on the following solutions to use the prospect’s tardy incident to your advantage.

Prospecting 261

Prospecting Insurance Insurance Travel 261

Sales and Marketing Management

MAY 10, 2020

But there are ways to deliver results, from setting up a good workspace to the way you talk to your team. While our sales teams at WhiteHat Security have always been distributed, communicating with customers and prospects exclusively over the phone or video is a new challenge. Encouraging the Team Through Changing Sales Climates.

Face-to-face 302

Face-to-face Lead Rank Lead Scoring Hiring 302

Go for No!

DECEMBER 14, 2021

He was in the insurance business and was struggling with his prospecting. ” I said, “Fred I’m not a good prospect for you. My college roommate handles all of my insurance so I am telling you it’s a NO.” Pick it up at our store here or on Amazon if you prefer. off-season.”

Insurance 62

Insurance Insurance How To Up-Sell 62

Keith Rosen

APRIL 21, 2020

The Global Selling Conundrum. The Global Selling Conundrum. It’s not a surprise that most salespeople don’t get past the first 30 seconds of an initial prospecting conversation before the prospect cuts you off and says, “Not interested,” or you hear “Click.” What Do You Think You’re Selling?

Prospecting 102

Prospecting Guidelines How To Cold Calling 102

Pipeliner

SEPTEMBER 17, 2023

As we cruise towards the end of Q3 in our 2023 selling year, many of us are staring at a Dec. 31 number that will end up south of 100%. We’ve had some promising deals this year that, if won, would have insured a great end to the year. But we came up short on all of them. It’s our selling human nature at play.

Motivation 69

Motivation Insurance Insurance Commission 69

Hubspot Sales

AUGUST 2, 2023

Whether you sell furniture or enterprise software, you face the same challenge: finding the right words to say. Sending cold emails, leading prospects through sales calls, and following up all take time and articulation. It’s whoever comes up with the better prompts and tells the machine.” Set up a free ChatGPT account.

How To 78

How To Insurance Insurance Travel 78

The Pipeline

SEPTEMBER 18, 2018

It seems if we just showed up and shut-up, we may do better than some of the close rates quoted in the sales press, especially when measured by quota attainment, or lack thereof these days. But seriously, people talk about what they know, so if we help them understand what prospects want to know about, which is not product oriented.

Vendor 255

Vendor Discount Insurance Insurance 255

Jeff Shore

OCTOBER 9, 2018

Scenario #1: You sell life insurance. You are having a conversation with a friend in a social setting, and the talk turns to your friend’s insurance coverage. He says to you, “I would switch our policy over to you and your company, but my wife picked our life insurance and she likes the agent we are using now.”.

Insurance 104

Insurance Insurance Customer Policies 104

Gong.io

DECEMBER 19, 2019

Put another way, the number of emails exchanged between a sales rep and a prospect over a given period of time (aka, “email velocity”) is the best indicator of whether your deal will close or not. There’s one more detail that makes all the difference – that’s how often your prospect emails you. Car insurance? Health insurance?

Data 122

Data Insurance Insurance Cold Calling 122

Sales Evangelist

JULY 26, 2020

How to Virtually Forge Deep Connections With Prospects The pandemic has changed the methods of prospecting. Show up with a healthy vulnerability that reflects your interest in growing and learning. You want there to be a consistency of behavior throughout your life so you can show up to prospects comfortably.

Prospecting 98

Prospecting How To Face-to-face Hotels 98

Sales and Marketing Management

NOVEMBER 30, 2020

Each day he prospects for new customers. Both experience autonomy, uncertainty, ups, downs and constant pressure to produce. My sales clients have included companies moving real estate, funeral services, spine surgery devices, insurance and all kinds of other widgets. They don’t beat themselves up when a visitor exits the page.

Real Estate 256

Real Estate System Insurance Insurance 256

Crunchbase

MAY 27, 2021

Imagining the trajectory of your long-term sales can be a daunting endeavor — especially if your business is barely out of the start-up stage. Let’s look at an example in the insurance industry. As True Blue grows, however, they may start to offer more life insurance products.

Ideal Customer Profile 105

Ideal Customer Profile Insurance Insurance Customer 105

Anthony Cole Training

FEBRUARY 21, 2013

Learning about sales and selling is one of the things I enjoy most about what I do. I thought that was selling. In 1987, when I entered the life insurance business with David Zimmerman at National Life of Vermont, I learned that selling life insurance was truly "selling" and my experience with Nautilus had been merely "order-taking".

Insurance 212

Insurance Insurance Hiring Sales Qualified Lead 212

Anthony Iannarino

AUGUST 28, 2019

They struggled with the idea of investing in means that would provide an insurance policy, even though the investment was a fraction of what they lost. The taxi industry is giving up revenue to Uber and Lyft right now. If there had never been an Amazon.com, Brian and Jane would still be selling me books, but sadly, they closed up shop.

ACT 100

ACT Prospecting Enterprise Enterprise 100

Anthony Cole Training

OCTOBER 20, 2014

Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. Here it is – Make sure that, when you are presenting your solution to their problem, you are presenting ONLY to those prospects that are qualified. Guaranteed!

Hiring 201

Hiring Insurance Insurance Margin 201

Anthony Cole Training

OCTOBER 20, 2014

Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. Today, I bring you THE ONE secret to getting your sales people to sell more, more quickly at higher margins. More Resources: Why is Qualifying Prospect So Hard eBook.

Insurance 168

Insurance Insurance Margin Hiring 168

Hubspot Sales

APRIL 29, 2020

Ultimately, that's why I ended up buying their products even when I wasn't originally in the market for protein powder. However, many companies choose to use a mixed approach, using both sales and market orientation to sell their various products. Insurance Providers. That's why this is a highly competitive industry.

Examples 85

Examples Insurance Insurance Retail 85

Hubspot Sales

JUNE 9, 2023

His previous experience — while not in sales — set him up to succeed,” says Adam Jay, chief revenue officer at Falkon. “He Fast forward a few years, and Kracov’s rep ended up going to the President's Club — an annual employee recognition program that rewards salespeople who meet or exceed sales goals and quotas. Start selling.

Hiring 100

Hiring Salary How To Ideal Customer Profile 100

Pipeliner

APRIL 11, 2024

It’s a goal we strive for in selling. It can be an elusive target, though, given the typical focus in working to insure your products and services delivered to a client are the very best that they can be. The honesty needle points way up. But things really do change when prospects transition to clients.

Guarantee 52

Guarantee Hotels B2C Enterprise 52

MTD Sales Training

MAY 3, 2017

Harvard Business Review (HBR) discussed an interesting concept recently (Sept 2016) where they were comparing what customers actually buy and what sellers offer to sell. For instance, people don’t buy insurance; they buy the peace of mind insurance will give them. Happy Selling! What’s so special about American Girls?

Customer 133

Customer Insurance Insurance Travel 133

Mr. Inside Sales

APRIL 17, 2020

As you know, first impressions are everything, and if you’re meeting with a prospect or client over Zoom there are some things you definitely don’t want to do, and others that you do want to do. Follow this quick list of 5 tips to insure you not only make a great impression, but that you also easily place yourself above your competition.

Film 159

Film Face-to-face Call-back Gatekeeper 159

Allego

DECEMBER 13, 2023

2024 BISA Annual Convention — March 5-8, Hollywood, Florida BISA (the Bank Insurance & Securities Association’s annual event) will be back again in 2024. Learning tracks include Customer Engagement & Selling in a Matrix Environment, Instructional Design & Delivery, and Virtual Learning, Tools, Techniques & Technologies.

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

Zoominfo

APRIL 24, 2020

Its purpose is to help customers identify prospects interested in specific subject matter and topics related to a customer’s value propositions. Good question: Prospects are identified via a company’s IP address. And the data backs this up. Intent data is designed to uncover buying opportunities. Where does the data come from?

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

The Pipeline

NOVEMBER 6, 2017

I find too many sales people, despite the image they may project, are way too conservative in their approach to selling. There has been a lot written about the importance of “getting in early”, whether that is the time to follow up to a download, to reacting to a trigger like say personnel change.

Call-back 194

Call-back Insurance Insurance Buying Cycle 194

Hubspot Sales

JANUARY 9, 2024

Door-to-door (D2D) sales involves knocking on people’s doors to advertise or sell products/services. Slow down to speed up Before working for a Fortune 500 company, Jim Norton (AOL’s former EVP Global Head of Media Sales) worked “an old-school sales job.” Jim’s next job was “banging on doors, selling 60-second radio ads.”

Face-to-face 98

Face-to-face Up-Sell Research Sales 98

Hubspot Sales

JULY 25, 2023

Whether your prospect is a potential buyer, seller, or tenant, use these scripts to grab their attention. Sales representatives reach out to potential clients without knowing if they’re interested in selling or buying property. Some might also use lead distribution software and gain access to third-party prospect lists.

Real Estate 88

Real Estate Cold Calling Commission Face-to-face 88

Hubspot Sales

SEPTEMBER 18, 2023

These could be industry changes, a new funding round announcement, a merger, or a prospect getting a new role. If you contact a prospect right after they buy an expensive competitive product, they're not going to bite. Luckily there are a few places you can set up alerts that will help you discover these events as they arrive.

Social Media 104

Social Media Google Hiring How To 104

criteria for success

MARCH 2, 2022

And what about your prospects and customers—are they reporting inconsistencies or issues with your salespeople? Here are a few areas to consider: Prospecting – Is your team prospecting at all? Are they developing and monitoring prospecting plans? Is said prospecting plan working? This product is too hard to sell.”.

Sales Management 104

Sales Management Insurance Insurance Pivotal 104

Smooth Sale

FEBRUARY 4, 2022

Protect Yourself with the Right Insurance. First of all, make every effort to ensure that the proper insurance protection is in place. Many businesses get hit with huge bills and expenses because they didn’t take the necessary steps to protect themselves with the relevant insurance. . Against Unnecessary Expenditure.

Insurance 78

Insurance Insurance Face-to-face Hiring 78