Is There Anything Else We Should Be Talking About?
The Center for Sales Strategy
MAY 7, 2018
A simple question, right? But, very powerful.
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Our Addiction To “Busyness,” Not Business
Partners in Excellence
MAY 1, 2024
For my entire career, “we” are addicted to busyness. We seem to measure our worth by how we fill our calendars and that pleasant feeling of exhaustion at 10PM when we have finished a busy day. We revel in our ability to multitask, even though the data shows that multitasking makes us accomplish less.
Revelation 
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Voicemail For Dummies And Other Romantics
The Pipeline
NOVEMBER 26, 2019
Any discussion about voicemail that starts with what the message should sound like should be avoided like the plague. Anyone who talks to you about how to alter your introduction for voicemail is sabotaging your success. It is very much about preservation and survival. It will not! Business Triager.
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Prepare For The Post Labor Day Sprint
The Pipeline
AUGUST 31, 2021
Your routines should make do a better job of helping your clients achieve their objectives. When you understand that, you can decide which routines you should keep, and which need to be replaced and how. So, as you talk to your prospects and clients, don’t forget referrals. Harvest Referrals. Recalibrate With Team.
Harvest 360
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Why Is Customer Acumen So Important?
Partners in Excellence
JANUARY 22, 2024
Sometimes, I feel like a broken record talking about Customer and Business Acumen. When I talk to leaders about their GTM strategies, the focus is on products and presenting the capabilities of products. Yet these same leaders complain about the ability to connect to prospects and customers.
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The 5-Point Guide to Overcoming Sales Objections
Zoominfo
MAY 7, 2020
We should relish objections,” says Steve Bryerton , ZoomInfo’s Vice President of Sales. We don’t have the budget.” “I We see the value, we’re just not ready.” “We We already use another vendor.” “I While these objections can seem like a closed door, sales reps should instead see them as opportunity.
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The Savvy Sales Pro’s 5-Point Guide to Overcoming Objections
DiscoverOrg Sales
JULY 10, 2018
We should relish objections,” says Steve Bryerton , DiscoverOrg’s VP of Sales. They should feel that they have some skin in the game, and voice concern.”. We don’t have budget.”. “I We see the value, we’re just not ready.”. We see the value, we’re just not ready.”. “We We already use another vendor.”.
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Customers Need Help, But Do We Want To Be Helpful?
Partners in Excellence
DECEMBER 21, 2023
As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? We face issues we may not have experienced before.
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Defining the Real Buyer
Sales and Marketing Management
SEPTEMBER 26, 2018
Author: Alicia McCarty As we are all very well aware, today’s buyers expect us to speak to them personally, not in their general direction; increasingly, customers want businesses to know what they want before they do and to serve them hyper-targeted, relevant content and offerings. It Starts With The Data. .
5 Transition Statements to Requalify Existing Prospects and Clients
Mr. Inside Sales
FEBRUARY 21, 2020
Or someone who was responsible for one area of the business (and ordering) may have given that responsibility to someone else. The bottom line is that it’s important to do more than just call and say: “Oh hi, just calling to see if you need anything?”. Besides yourself, who else handles…”. How about your direct phone number?
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Turn Pains Into Priorities
The Pipeline
AUGUST 6, 2019
One thing about people you can count on, is they usually find what they are looking for while ignoring the rest. Not much point in talking solution until there is something to be solved. What would never qualify the first week of a quarter, looks absolutely promising as we pass the halfway mark, and approved by their manager.
Win Rate Hacks
Partners in Excellence
JULY 14, 2023
We see this in report after report showing win rates in the high teens–generally 15-20%. We see this in report after report showing win rates in the high teens–generally 15-20%. And when I talk to people about it, they shrug their shoulders, some how they think win rates are a constant in nature.
3 Things That Kill Prospecting Calls
The Pipeline
FEBRUARY 27, 2018
Most salespeople have never bought their company’s product, in the case of enterprise offerings, they have likely never bought anything of the sort. Most salespeople have never bought their company’s product, in the case of enterprise offerings, they have likely never bought anything of the sort.
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AE & SDR Collaboration: Like Thunder & Lightning
Zoominfo
NOVEMBER 23, 2020
An AE and an SDR should compliment one another. And as Carolyn and Tyler discussed in their interview — the metrics they care about may differ, but at the end of the day, making the sale is the ultimate goal. The nice part about working with Tyler is he’s so even-keel. The AE/SDR Partnership.
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8 Mistakes That Destroy Credibility With Prospects (& How to Avoid Them)
Hubspot Sales
MAY 17, 2023
Fumbling Basic Information Calling your prospect by the wrong name or flubbing facts you should have confirmed via Google is always unacceptable. it can be tough to keep track of every detail about a prospect when you're juggling multiple deals simultaneously. It’s also an easy way to prematurely kill a deal.
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Sell Slower
Sales and Marketing Management
AUGUST 20, 2018
We looked at the sales process. Typically, it would start with an email from a prospect, asking a question about price, availability or some product feature. Which meant they now had no reason to talk to a salesperson. You think about picking up the phone, but that takes time, and you might not get them. Slooooow down.
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The Complete Guide to Closing Calls
Hubspot Sales
MAY 24, 2023
The closing call is all about controlling the controllable. This ensures that I’m ready to address anything that might arise during the conversation. The last thing you need is something else on your mind distracting you from your prospect. Yes, you should. A closing call is like the finish line of a marathon.
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Moving From Information Scarcity To Abundance
Partners in Excellence
SEPTEMBER 28, 2021
In the “good old days,” perhaps 10+ years ago, salespeople were the primary source of information about potential solutions for their customers. Customers and prospects sought sales people to learn about new solutions, trends in the markets, what other similar companies were doing. What should they ignore?
Social Media 126
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What Your Prospects Actually Want To Hear From You on a Sales Call
Zoominfo
OCTOBER 8, 2020
It should come as no surprise to hear that B2B sales have changed. In fact, only 29% of buyers surveyed want to talk to a salesperson to learn more about a product. When it comes to making sales calls , it should be all about the potential buyer. They put in the work — so should you.
Prospecting 173
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Pitch Perfect: Selling to the Chief Marketing Officer
DiscoverOrg Sales
OCTOBER 3, 2018
We wanted to know, so we went straight to the source: a CMO. We asked Jill Konrath , best-selling author and speaker on the subject of understanding the customer, to ask some hard-ball questions of actual customers who buy products and services. I am always thinking about revenue.
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Which Sales Basics Do You Need to Improve?
SalesFuel
APRIL 1, 2024
With your prospects, share with them insights about your product, about the market, how your product is positioned in the market, why your company’s unique, and why they should trust you and buy from you,” advises sales professional Shawn Casemore. But like anything else, the effort will soon get easier.
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It Really Is Only About Me!
Partners in Excellence
DECEMBER 16, 2020
Some are somewhat targeted, we might be in their Ideal Customer Profile, their products might address issues we may be concerned about–but their messaging is never about us, it’s always about them and their incredible products and services. ” It’s what we’ve always done.
How to Write Sales Emails That Stand Out with Will Allred
Sales Hacker
MAY 17, 2023
They talk about the potential application of ChatGPT in sales, why frameworks are better than templates, and how to personalize your email sequence. According to Will, it’s all about how you apply it. He also talks about the challenges that ChatGPT brings to the table. Now, it’s all about context.
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11 Keys to Closing Sales [RIGHT NOW!]
Marc Wayshak
JANUARY 26, 2023
Don’t worry about the close at the end. You can go on YouTube and find lots of tutorials about closing sales by convincing your lemming of a prospect to buy from you with a hardcore close. And, chances are, they’ve already made their decision about whether to buy from you much earlier on in the conversation. Start strong.
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How Can I Tell If I Have Qualified Prospects?
The Sales Hunter
SEPTEMBER 24, 2019
We cannot forget that not all prospects are created equal. If we’re already challenged for time, shouldn’t we focus our time on the best opportunities? The question is how do you know that the person you’re talking to is even capable of being a qualified prospect? Every one of us hear it! Are they worth your time?
9 Hidden Secrets of Sales Success
Marc Wayshak
MAY 6, 2021
Regardless of industry, offering, or customer base, these top-performing salespeople all tend to be using the same secret, hidden strategies for sales success that other salespeople simply don’t know about. This may sound painfully obvious, but very few salespeople actually talk about the importance of believing in what they sell.
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Leading Growth: How to modernize your sales team
Alice Heiman
DECEMBER 13, 2022
Tell me about your problems and let me tell you about my solution” won’t even get you a second meeting.”. The core value creation is ‘’I know more about this decision than anything else.” Let me start a conversation with you about that. 8:21] …one client said to me, we did $10 million.
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The Simple 5-Step Process for Selling Success
Adaptive Business Services
DECEMBER 15, 2021
We can go round and round discussing all of the elements in the sales process and the importance of each. Instead, let’s talk about being different and, if you are perceived by your customer as being just that, your sales will increase dramatically. I talk about being R.U.M. When we talk about being R.U.M.,
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The Sales Prospecting Strategy Guide
Zoominfo
FEBRUARY 23, 2021
If your sales and marketing departments haven’t already sat down to create buyer personas , this should be step number one. Qualifying, more than anything, is simply figuring out how likely someone is to buy your product. What is Sales Prospecting? Sales Prospecting in the Age of Buyer Empowerment. How to Prospect: Step by Step.
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Winners Have Great Sales Coaches
Alice Heiman
OCTOBER 14, 2020
As I always say, “Good selling is good selling,” but there are some changes we all need to make to continue to bring in new business and more business from existing customers. H ave them write down everything they do daily for about 5 days and determine what percentage of that time was spent coaching salespeople.
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Why CEOs Should Care about Starting a Digital Conversation with Expert Tim Hughes (S3:Ep13)
Alice Heiman
NOVEMBER 2, 2022
In this episode Alice talks with Tim Hughes who explains how to change your sales approach from “interrupting to pitch” to “gaining trust”. It’s about digital dominance. Many salespeople don’t know how to use social media to connect and build a trusted network so they simply have a meager profile and don’t do anything else.
Conversion 118
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Do You Include These Elements for Encouraging Client Loyalty?
Smooth Sale
OCTOBER 26, 2022
The typical talking over people serves no one except recruiters eager to help a person find the next job. ’ No matter who we encounter, kindness and respect sell better than any formal sales strategy. ’ No matter who we encounter, kindness and respect sell better than any formal sales strategy. ’ My Story.
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7 Crucial Questions to Ask Prospects Throughout the Buyer's Journey, According to HubSpot's Sales Director
Hubspot Sales
MARCH 27, 2023
Your company's CRM should be able to clue you into what piece of content your prospect engaged with or downloaded. Just try to get them talking about their business pain and how the content they converted on relates to it. Is there anything else I can do to help you out right now?" Keep this question vague.
Top of Funnel 110
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Do You (And Your Customer) Have A Real Deal?
Partners in Excellence
AUGUST 18, 2021
We and our customers wasted huge amounts of time and resources on deals that are not and may have never been “real,” though both we and the customer thought they were. The buying imitative may be real but if it’s not in our ICP, it’s someone else’s deal. “It’s technology companies!”
Fix Your Sales Process by Asking This One Question
Sales Hacker
JUNE 13, 2023
I hear this a lot from business leaders — and it’s always kind of sheepish: “Chris, how do we actually make a sales process?” It often comes about like this. Every time, I get the same answer: “ Well, Chris, we’ve never really thought about it like that.” Buyer decision points should be the foundation of your sales process.
Taking Us Back—and Bringing us Forward—to a Stable Society
Pipeliner
JANUARY 5, 2023
If we go back in time, rediscover these, and bring them forward to be fully applied today, we see that they benefit not only sales and commerce but all of society. In order to create stable commerce and, in fact, society, we need salespreneurs. Why should salespreneurs operate this way? How do they do these things?
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Podcast 138: How SDRs Crush Quota Using Marketing Tactics With Gaetano Di Nardi
John Barrows
MARCH 4, 2020
Gaetano Di Nardi joins us on the podcast this week to talk about how SDRs can use marketing tactics and strategies to set themselves aside from the rest of the field, and crush quota. Their whole thing was like, “Hey, we made this rap video. We deserve a meeting”. Props, but all you did was not suck like everyone else.
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Financial Freedom Starts With You
Grant Cardone
JULY 1, 2021
We come together to bask in the glory of freedom and how it has changed our lives over the years. We have the freedom to create a life that we want. Today, let’s talk about how financial freedom starts with you and how you can begin right now. Free to live, work, and play; to dream and follow our goals. .
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My New Book, Complex B2B Selling
Partners in Excellence
JULY 8, 2020
” I thought about it a moment, I hadn’t thought of doing a book on the topic. There are hundreds, if not thousands, of books on the topic–and look at how little they have really contributed to changing how we sell and improving our ability to create great value. We can learn a lot from some of them.
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Door-to-Door Sales: The Complete Guide
Hubspot Sales
JANUARY 9, 2024
There’s no two ways about it: D2D sales can be tricky. 20 Tips for D2D Sales From getting hands-on experience to building trust, we share 20 D2D sales tips based on data and expert advice. What we love: If you want to see “Mighty oaks from little acorns grow,” look no further than Jim’s sales journey. But that’s not all.
Face-to-face 103
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Stop Wasting Time Prospecting!
Partners in Excellence
SEPTEMBER 13, 2021
It’s too much time to find that 5% who want to talk, and if they really do, they’ll reach out to you anyway, inbound is so much easier. Think about all the time you are wasting. I’d like to tall you about our products…” or an InMail, which eliminates the “let’s connect” element.
Prospecting 98
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Podcast 132: The Art of Closing A Deal With Danny Read
John Barrows
JANUARY 21, 2020
This week we’re pleased to have an award winning sales rep on the podcast. The criteria to win was to tell the panel about a deal you closed against the odds, using teamwork and generating a great solution for the buyer a the same time. In this podcast, he talks us through the story of his deal and the hurdles he overcame.
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James Picks Brains: Work Life Balance With John Barrows
John Barrows
FEBRUARY 4, 2020
In the first of my brand new series, I’m pumped to have a long-term mentor sit and talk to me for 20 minutes about how he sets himself up for a successful day, every day. I will say during that morning routine, part of what I try to do from about 6:30 to 7, is I try to do that social routine that I talk about, right?
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Work/Life Balance……
Partners in Excellence
SEPTEMBER 9, 2022
We see all sorts of articles about work/life balance. We read about a downside to WFH, the fact that we seem never to leave the job, it intrudes on our home life. We see people putting in long hours and macho attitudes that some how associate hours at work with one’s value. We have a very real problem.
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