A Critical Mistake In Handle Prospecting Objections

The Pipeline

However, if we step back, there is no less rejection in other means of prospecting, say e-mail or LinkedIn prospecting; when you look at the numbers, the phone is more effective than e-mail, (better together), it’s just not in your face (ear), like the phone. By Tibor Shanto.

Cold Calling Guide: How to Handle Objections


It’s rare to come across a step-by-step cold calling guide on how to open up a call, keep the call alive, and handle prospecting objections as they come. Prospecting is difficult, and cold calling objections are even harder to handle. Look at their LinkedIn profile to find a hook.

2 Ways to Win at LinkedIn

Alice Heiman

61 million LinkedIn users are senior level influencers and 40 million are in decision-making positions. There are 87 million millennials on LinkedIn with 11 million in decision-making positions. LinkedIn has almost 600,000 users in more than 200 countries ( OmniCore ).

Social Selling on LinkedIn

The Digital Sales Institute

Social selling on LinkedIn has become a vital cog in the sales process and as a means to interact with people for the purpose of building credibility. Social selling on LinkedIn is an additive process to existing sales tactics to connect with decision makers and influencers.

4 Ways to Enhance Your LinkedIn Profile Headline (Part 2 of 3)


Your LinkedIn profile headline is an opportunity to grab the attention of your prospects and draw them to view your profile. Many sales reps miss this opportunity because by default, LinkedIn pulls in your current job title, which doesn’t hook anyone’s attention.

The 4 Common Mistakes of LinkedIn Social Selling Initiatives

Sales Benchmark Index

Worse, your sales teams’ newly updated LinkedIn profiles attract recruiters. These tools provide the sales team with the prospect’s business objectives, problems, and fears. Mistake #2: “I’m going to buy upgraded LinkedIn accounts for everyone! LinkedIn is software.

The Pipeline ? LinkedIn: Social-ism Meets Capital-ism ? Sales.

The Pipeline

LinkedIn: Social-ism Meets Capital-ism – Sales eXchange – 98. Or more to the point, can a publicly traded LinkedIn serve two masters at one time? Objection Handling. Join the Renbor Sales Solutions LinkedIn Group. Home About The Pipeline. Contest. Free Resources. Search.

How Top Sales Reps use LinkedIn to Create Buyer Personas

Sales Benchmark Index

I describe how to use LinkedIn as a source to create these Personas. Personas outline the objectives, obstacles, and success measures of your target market. Search LinkedIn for 5-10 connections that fit into a Persona category. (Ex. Objectives.

Creating an Awesome LinkedIn Profile

Tony Hughes

Masterful use of LinkedIn is therefore essential for anyone seeking to progress their career or succeed in business and sales. Stay positive and show insight in all that you do in LinkedIn. Go into LinkedIn settings and disable notifications to your network.

Sales Rejection or Objection? Chicken or the Egg?

Closer's Coffee

Sales rejection and objection; does it matter which comes first? These platforms, in addition to the usual Platforms like LinkedIn, Twitter, and the company website, provide a personal look at the person behind the decision maker. How often do you get the same five objections ?

[Webinar] 5 Ways LinkedIn Can Drive New Revenue–Without Selling!

No More Cold Calling

If LinkedIn Isn’t Making Your Cash Register Ring, You’re Doing It Wrong! With LinkedIn, you can spin your wheels and collect connections like baseball cards or actually make the connections you already have count. Many sales people still believe that LinkedIn is purely a numbers game.

How Your Marketing Turns on Sales Objections – Part 05

Increase Sales

If we remember marketing extends beyond paid advertisements and the importance of word of mouth marketing, then our actions or our company’s actions specific to delivery can generate sales objections. Bad PR Sales Objections. Documented Historical Behavior Sales Objections.

Do You Need a Paid LinkedIn Account?

Fill the Funnel

They do not waste their time chasing shiny objects that add no value to their message or image. It is the chasing of shiny objects that gets many of us in trouble. In every presentation I give about LinkedIn I can count on one question: “Should I have a paid account?”

17 LinkedIn Sales Navigator Secrets All the Best Prospectors Know

Hubspot Sales

LinkedIn Sales Navigator is a fantastic resource. LinkedIn has partnered with several CRM providers HubSpot, Microsoft Dynamics, Salesforce, Zoho, and Infor to bring profile details and shared connections from Sales Navigator experience into your CRM. Social Selling LinkedIn

How Your Marketing Turns on Sales Objections – Part 03

Increase Sales

Now your marketing must not start creating sales objections about your solution. The How of What You Do and Sales Objections. Your response has created a sales objection. Then worse yet, the memory of the ideal customer kicks in and possibly even more sales objections are raised.

How to Handle the Objection, “We’re all set”

Mr. Inside Sales

It doesn’t matter if you’ve done your social media homework on LinkedIn and found a distant cousin in Utah, if you’re making, fill in the blank here (“unexpected calls”, “prospecting calls”, “discovery calls”, “cold calls”, etc.), Let’s face it — prospecting by phone is hard.

The Unspoken Sales Objection – I’m Not That Blond

Increase Sales

In small business, a sales objection is part of the relationship selling. Yet, one of the few sales objections never spoken was summed up very well by one of my clients - “ I’m not that blond.” The first sales objection is you as the seller.

20+ LinkedIn Influencers a Sales Person Must Follow in 2018 [Updated]


To get that inspiration, direction, and motivation we follow mentors on social media like Twitter, Instagram or LinkedIn influencers. And when it comes to expert advice & motivation, LinkedIn is the best place with over 400 million professionals sharing their stories & lessons.

How Your Marketing Turns on Sales Objections – Part 01

Increase Sales

Yet, much of today’s marketing is not achieving this positive reaction instead we are witnessing the turning on of just the opposite – sales objections. All sales objections can fit into one of these five buckets: You. The Sales Objection of You.

How Your Marketing Turns on Sales Objections – Part 02

Increase Sales

Eliminating sales objections is one of the goals to being a top sales performer. However for many small businesses including real estate agents (yes you are a business even if you work with a broker) to small business coaches, their marketing messages unfortunately creates sales objections.

How Your Marketing Turns on Sales Objections – Part 04

Increase Sales

If you have been following the posts for this week, you will notice all cover sales objections that are created by poor marketing. Price – The Fallback Sales Objection. Apples Versus Oranges Sales Objections. Free Sales Objections.

7 Creative LinkedIn Summary Examples to Help You Craft Your Own

Hubspot Sales

Writing a LinkedIn summary is incredibly difficult -- for everyone, but especially for salespeople. In this blog post, we'll dig into what to include in your LinkedIn summary to make it stand out, as well as some examples to give you inspiration. How to Write a LinkedIn Summary.

5 Tips for Handling Pricing Objections in B2B Sales


There is not a set scenario pertaining to pricing objections—each prospect will have their own reasons for trying to negotiate on price. The following strategies will help reveal the reason for any pricing objections and allow you to adjust your sales strategy to close the deal: 1.

LinkedIn for Sales People in 30 Minutes a Week

Fill the Funnel

There are over one billion Estimated Unique Monthly Visitors on Facebook, Twitter and LinkedIn alone each month. The two most common objections I hear are 1) ”I don’t have the time.”, I consider LinkedIn the primary social platform for a business professional.

The Ultimate Guide to Writing LinkedIn InMails That Get Results (With Examples)

Hubspot Sales

People are three times likelier to reply to a LinkedIn InMail message than a traditional email -- so if you’re going to reach out, an InMail might be the way to go. What Is LinkedIn InMail? You can only send LinkedIn messages to your first-degree connections.

Reading the Sales Objections Along the Sales Process Path

Increase Sales

There are signs informing you of sales objections just ahead. The third sales objections warning sign is “Your Solution.” What has happened is they walked too fast and ignored the first three sales objections signs. The sales process is much like a walking path.

The No-Sweat Guide to Writing Your LinkedIn Profile Summary

Hyper-Connected Selling

They didn’t come to LinkedIn because they were looking for a full autobiography, but they do want to find out more about you. You’re going to see a lot of these examples as you go around the LinkedIn site. social media) so I don’t want to spend time with LinkedIn.

Top 40 Luckiest LinkedIn Growth Hacks - Extreme Edition

Tony Hughes

Call me Edison or Casey Kasem, as controversial as some of these ninjitsu tactics may be, here are my top 40 wacky, wild and a bit wooly ways to get lucky on LinkedIn. Launch your own LinkedIn group and host it curating it with great articles and posting provocative questions.

The Salesperson’s Guide to Social Media: LinkedIn


As the business professionals go-to social network, few social media networks impact buying decisions the way LinkedIn does. Before you start to message leads or optimize your profile, you need a full grasp of proper LinkedIn etiquette.

How to Attract Sales Recruiters to Your LinkedIn Profile

Hubspot Sales

LinkedIn is a salesperson’s best friend. But, it can be tricky to maximize LinkedIn to make sure it’s always working for you. While a sales resume and LinkedIn go hand in hand, the resume copy-and-paste method for a LinkedIn profile can be the reason some sales reps don’t get the job.

Want to Increase Selling Time? Harness the Power of AI-Driven Tools

Sales Benchmark Index

Do you feel like you can’t ever focus on strategic objectives because you are too weighed down by a constant stream of ad hoc data requests? Is your sales team spending too much time doing other things besides selling?

Tools 196

How to Combine Grey Hair and Social Savvy to Win on LinkedIn

Hyper-Connected Selling

A quick search turned up a half-finished LinkedIn profile and a brief bio on his company page. We research restaurants on Yelp, our electronics on Amazon, and yes, people are researching you on LinkedIn. Most professionals spend very little time on their LinkedIn Profile Summary.

Cold Calling is “IN” Again! – Sales eXchange 234

The Pipeline

In a recent LinkedIn group discussion asking if cold calling is dead or not , the comments were absent of the usual posturing about how cold calling was bad or dead. LinkedIn itself, seems to be leading the charge back. By Tibor Shanto - tibor.shanto@sellbetter.ca.

How Your LinkedIn Invitation May Reveal Your True Intenetions

Increase Sales

In my morning email once again I received a LinkedIn invitation that revealed, from my 40 plus years of sales experience along with intuition, the true intentions of the other person. Here is the essence of the LinkedIn invitation with the name to remove to protect the guilty: Dear Leanne: (Insert business name) is a one stop shop (insert purpose of business), I’d like the opportunity to network with you. LinkedIn and other social media sites are called social for a reason.

Social Selling is Just … Selling: A Contemporary Guide

DiscoverOrg Sales

This means the average user spends approximately 6 hours a week, or 303 hours a year, browsing over Facebook updates, Linkedin notifications, and an abundant amount of tweets. Social selling is more than just making pragmatic connections on LinkedIn.

Rejection Limiting Your Success?

The Pipeline

First, it has been shown that the best conversion results come from combining e-mail, LinkedIn InMail, and the phone. 01 - Prospecting Objection Handling Prospecting Rejection Tibor ShantoBy Tibor Shanto.

Quota 255

Sales Training Advice to Avoid the LinkedIn InMail of Shame

Customer Centric Selling

Sales Training Article: Social Selling Pests - Avoid the LinkedIn InMail of Shame. Your business development teams are using LinkedIn and you''ve equipped them with the best social selling tools. Sending a LinkedIn InMail without carefully choosing every word will lead to doom.

Knowledge: A Seller’s Equalizer – Sales eXecution 249

The Pipeline

They end up seeking clarity and someone who can cut down the noise, someone who is not flinging information, but someone with knowledge, knowledge they can leverage to achieve their objective. By Tibor Shanto - tibor.shanto@sellbetter.ca.

Rejection In Your Face

The Pipeline

This is why so many sales people and companies spend time and money trying to avoid objections. It feels good when someone puts a like on your LinkedIn or Facebook post, allowing us to pretend that those who choose not to like it, who ignore and reject the message, just don’t exist.

Why Are You Trying To Kill Me?

The Pipeline

To start with not every buyer has a Twitter, Facebook or LinkedIn account. But hype is something decision makers have a radar for, serious decision makers want facts not hype, they want tangible things that help them achieve their objectives.