Sales 2.0

JULY 8, 2022

In the chip business “yield” from a silicon wafer is critical to profitability. I picture how a company in the high tech chip business could survive when only 1 in 100 of their chips was usable (or 1 in 1,000). Meanwhile most high tech companies accept this level of productivity in their sales departments.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

No More Cold Calling

DECEMBER 21, 2023

It’s an exciting time: The time of year to construct your business future. I’m introducing a Referral Selling System to ensure companies build a referral culture, source only qualified leads, get meetings with their prime prospects, and close business quickly. Get moving with a solid, results-oriented business strategy.

Referrals 156

Referrals Social Media Cold Calling Sales Qualified Lead 156

The Pipeline

AUGUST 10, 2021

Questions are the weapon of choice for consistently successful salespeople, so listen up the half that aren’t making quota. But most sales professionals don’t approach question in a strategic fashion, meaning going beyond the obvious. Take closed ended questions, most people have bought into the myth that they are bad.

Fashion 329

Fashion Campaigns Outbound Education 329

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible.

Hiring 111

Hiring Face-to-face Sales Qualified Lead Lead Rank 111

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. This is the frustrated lament I hear regularly from sales leaders.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

No More Cold Calling

OCTOBER 1, 2020

Referral selling is hard for us all, because it’s the most personal kind of selling. You’re asking a busy person to do even more. Referrals are how most people prefer to do business, whether they’re looking for a good restaurant or a new software vendor. Get the latest from No More Cold Calling. They might say NO.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

APRIL 3, 2020

Ram Charan, author of more than 20 books and consultant to CEOs, said in 2008 : “It’s counterintuitive but true that when the economy slows down, the pace of decision-making has to speed up, because you can’t put off the tough choices anymore. Don’t panic—here’s how to get your phones actually ringing again.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

No More Cold Calling

JUNE 29, 2023

Your most neglected sales channel is your existing client base. Everyone agrees that referrals are the best source of new business. Referrals have an average conversion rate of more than 50 percent (most say it’s closer to 70 percent) and an increased ratio of qualified opportunities. I celebrated a milestone this month.

Referrals 177

Referrals Channels Cold Calling Scale 177

Nutshell

MARCH 25, 2024

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. DOWNLOAD Is your business ready for a CRM?

Positioning 127

Positioning Customer Churn Face-to-face 127

Autoklose

APRIL 8, 2024

Plus, it allows you to set initial expectations and build trust with your prospects. That’s why running an effective discovery meeting is crucial to securing the next appointment with your prospect and paving the way for the ultimate “yes.” Table of Contents What Is a Discovery Meeting?

Meeting 98

Meeting Objections Research Face-to-face 98

Zoominfo

OCTOBER 5, 2023

In a perfect world, sales professionals would spend most of their time talking with eager prospects who’ve done the homework, seen the marketing campaign, and asked for a meeting. In the real world, cold outreach is still a necessity — even the strongest business relationships have to start somewhere. Let’s see how.

Cold Calling 130

Cold Calling Scale Lead Rank Lead Scoring 130

Janek Performance Group

APRIL 17, 2024

One such strategy involves the use of Business Development Representatives (BDRs). Typically, these professionals are tasked with identifying and qualifying potential leads and initiating contact with prospects. Our recent webinar Turbocharging Business Development Strategies noted the importance of BDRs.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Hubspot Sales

MARCH 11, 2024

I’ve seen the benefit of async video messages to close deals and build prospect relationships as both a quota-carrying seller and a sales team leader. Keep the momentum going after a meeting with a video recap and summary of next steps. Reduce meeting no-shows by sending a preview of the meeting agenda.

Quota 105

Quota Video Revenue Call-back 105

Smooth Sale

MARCH 10, 2024

Intense competition in the business-to-business (B2B) landscape often makes it challenging for brands to win potential customers. Whether you are a seasoned mogul or a newbie, you can implement several effective techniques to achieve your business goals. Buyers like to shop from businesses they know and trust.

B2B 102

B2B Top of Funnel How To Sales Qualified Lead 102

SalesFuel

MARCH 6, 2024

Sellers Who Meet Their Sales Quotas Do This One of the three deep sales habits that LinkedIn uncovered involved understanding and prioritizing high-potential accounts. Sellers Who Meet Their Sales Quotas Do This One of the three deep sales habits that LinkedIn uncovered involved understanding and prioritizing high-potential accounts.

Quota 96

Quota Hiring Networking Referrals 96

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. For example, as sales people, we know–without a doubt that: We’ve got to prospect and fill our funnels. We’ve got to make our numbers.

Top of Funnel 103

Top of Funnel Funnel Pipeline Exercises 103

Anne Miller

MARCH 13, 2024

The good news is you’re at a networking event with the potential to meet key players at your target companies. The bad news is you are not alone; your competition is also there talking to these same prospects. Most people totally ignore the use of imagery…the process of creating images with words.

Lead Rank 118

Lead Rank Networking Face-to-face Follow-up 118

Smooth Sale

DECEMBER 29, 2023

Photo by GDJ Pixabay Attract the Right Job Or Clientele: How to Simplify the Appointment Process for Prospective Clients Successful selling requires a meeting of the minds between the buyer and the seller. Noticeable upfront is the ease of doing business with the seller. However, it is an error that eats up unnecessary time.

Prospecting 88

Prospecting How To Hiring Influencer 88

Smooth Sale

APRIL 8, 2024

Photo by SNCR_Group Attract the Right Job Or Clientele: Maximize Your Trade Show Success And Business Growth Trade shows are vital to the business landscape, offering unparalleled opportunities for networking, learning, and showcasing innovations. Our guest blog offers insights on maximizing trade show success and business growth.

Trade Show 88

Trade Show Maximizer Direct Mail Networking 88

Smooth Sale

MARCH 20, 2024

CC0 Licensed Image Courtesy of Pexels Attract the Right Job Or Calendar: It’s Time To Enhance Business Growth With Technological Changes Technological business changes are a given in today’s world. New technologies also open up opportunities for your business to enhance services across the board.

Hiring 102

Hiring Retail Lead Rank System 102

Smooth Sale

JANUARY 31, 2024

Photo by YingShen510 Attract the Right Job Or Clientele: Secure Being At the Heart of Business Success Executives in charge of large companies, entrepreneurs, plus everyone else in the business field do best when they can earn visibility and are at the heart of business success. Our job is to seek out ways to make it possible.

Hiring 98

Hiring Lead Rank Networking Influencer 98

Smooth Sale

NOVEMBER 29, 2023

The holiday season plus year-end for business puts tremendous stress on many, requiring a keen focus on the year-end rush. Otherwise, we can trap ourselves in endless personal tasks that waste time spent wisely and decrease the business opportunities we expect to complete. Are you seriously considering a new vendor; if so, why?

Hiring 119

Hiring Face-to-face Follow-up Networking 119

Nutshell

MAY 15, 2023

For outbound sales teams, prospecting software is essential to finding new leads and nurturing them into customers. Sales prospecting tools for lead generation are critical for helping sales representatives find, qualify, and reach more prospects.

CRM 127

CRM Tools Ideal Customer Profile Prospecting 127

Hubspot Sales

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Q4 sales are often the most lucrative of the year, but successful sales don’t come simply because of the season. 15 Tips to Score More Deals in Q4 1.

Data 117

Data Discount How To Quota 117

Smooth Sale

MARCH 13, 2024

Photo by Tammydz via Pixabay Attract the Right Job Or Clientele: How to Use Your Company Car to Increase Sales Now How to Use Your Company Car to Increase Sales Now Are limiting thoughts driving less traffic to your business? The Art of the Pop-Up Office Who said meetings need confinement to stuffy conference rooms?

Company 102

Company Hiring How To Social Media 102

Janek Performance Group

APRIL 23, 2024

Although the idea itself is by no means new (a brief history is below), awareness of its importance and value in business – including for sales reps – is now reaching a critical mass of awareness. In our digital sales age, we’re seeing increasing attention paid to the idea of personal branding. There’s a problem, however.

Social Media 62

Social Media Media ACT Follow-up 62

Highspot

JANUARY 28, 2024

A significant 71% of B2B buyers say they download and consume multiple assets to help with the decision-making process and an equal number said they share such content with their team members. Why Sales Collateral Matters for Every Business Which Sales Collateral Is the Most Effective? What Is a Sales Collateral?

Collateral 96

Collateral Top of Funnel How To Distribution 96

Hubspot Sales

FEBRUARY 12, 2024

Old-school salespeople often used aggressive and selfish tactics to win business and then disappeared like Sasquatch in the Canadian mountains, so savvy buyers knew they had to do due diligence to make sure they weren’t being scammed. Seller beware” is becoming the new norm. Buyer beware.”

Hubspot 115

Hubspot Sales Process Buyer Churn 115

Janek Performance Group

MARCH 12, 2024

Virtual sales meetings are becoming increasingly common as teams transition to working from home and offices are spread out in different cities. In the past, a virtual sales meeting, whether by video or phone call, was generally not given the same consideration as an in-person meeting.

Sales Meeting 118

Sales Meeting Meeting How To Face-to-face 118

Allego

FEBRUARY 20, 2024

Most companies have an onboarding problem. Only 52% of new hires feel satisfied with the onboarding experience at their current job, research from Paychex revealed. Further, Gallup’s State of the Global Workplace 2023 Report found most employees (51%) are not engaged—not involved, enthusiastic about, or committed to their work.

Hiring 71

Hiring Strategy Buyer Persona Retention 71

BuzzBoard

JANUARY 3, 2024

The modern sales trends indicate, small business owners dismiss most sales calls as tone-deaf to their unique local challenges. The fact is sales reps have mere seconds to convey respect for prospects’ time before being dismissed as yet another spammy solicitor. Scan their social footprint to uncover personal passions.

Cold Calling 98

Cold Calling Top of Funnel Small Business Small Business 98

Hubspot Sales

JANUARY 30, 2024

Since we just started a new year, is it time for some goodbyes? They’ll have personalized conversations about a prospect's specific needs and why their product or service is the best-fit solution. They’ll have personalized conversations about a prospect's specific needs and why their product or service is the best-fit solution.

Trends 88

Trends Social Media Lead Rank Lead Scoring 88

Crunchbase

APRIL 12, 2024

Sales teams are already seeing AI streamline workflows, coach reps, optimize prospecting strategies and more. Businesses are in the process of determining how to use these capabilities for maximizing sales team productivity, making intelligent business decisions and growing their revenue. What is AI in sales?

Lead Rank 64

Lead Rank Lead Scoring Top of Funnel Ideal Customer Profile 64

Vengreso

JUNE 12, 2023

Others are caught in the constant grind of achieving quota and cannot fathom trying to implement a new sales plan. These barriers hurt the long-term success of sales teams because of one truth: the modern buyer has changed their decision-making process. Prospects do not want to be sold to. Prospects do not want to be sold to.

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

Lead411

MARCH 14, 2024

You may greatly improve your sales success by knowing the best days and times to make those important connections, since every call is an opportunity to engage new clients. Understanding the fundamental principles that determine the efficacy of business-to-business sales calls is vital before diving into specific days and times.

B2B 52

B2B Decision Maker Trends Motivation 52

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. Before you ask for anything in return, you should first give something. So, striking the right balance between engaging potential clients and respecting their boundaries is paramount.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Leads 98

Hubspot Sales

SEPTEMBER 19, 2023

If these tasks make you groan inside (or out loud), you aren’t alone. These functions are important for your company to operate, but they aren’t the most important or enjoyable parts of your job. That doesn’t mean they’re ducking out of the office early — most re-invest that time into selling so they can meet or exceed their targets.

Lead Rank 102

Lead Rank Lead Scoring Top of Funnel How To 102