Marc Wayshak

FEBRUARY 8, 2024

In a world filled with various methods to reach prospects, the follow-up call remains the gold standard for setting appointments. In this article, I’ll guide you on how to make a follow-up call that gets sales meetings. Much of the decision hinges on whether the prospect wants to engage with you. Check it out: 1.

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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.

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SalesFuel

MAY 6, 2024

Not all prospects will be easy to deal with, and you’ll encounter many types of difficult prospects. As HubSpot’s Jay Fuchs notes, “difficult prospects are a fact of sales life.” But even the most difficult prospects can be worked with to reach a deal. Consider using these when you’re needing to nail down a busy prospect.

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MTD Sales Training

JANUARY 28, 2020

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. Here are some ways to deal with it: 1) If it’s a price issue, meet it head on. Who has your rapt attention in this meeting? Should you try to by-pass the issue?

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The Center for Sales Strategy

DECEMBER 19, 2022

Getting that first appointment with a new business prospect is rarely an easy task. In fact, there is usually a direct correlation between how long it takes to get an appointment and the spending potential of a prospect. Simply put, quality prospects take more time!

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The Sales Heretic

MAY 13, 2020

They give us opportunities to showcase how wonderful our product or service is. They provide proof of our abilities and enable our prospects to see themselves benefitting just as our previous customers have. Stories and case studies are powerful sales tools. There’s just one problem with them. Everyone’s stories are the same.

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Sales and Marketing Management

JANUARY 20, 2020

Here are eight tactics and techniques that can help you meet your 2020 sales goals. Before B2B customers and prospects contact you, they will do their research, seeking out content they can download and watch at their convenience. Share links to your company’s latest case study with your prospects. Host webinars.

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Zoominfo

SEPTEMBER 7, 2021

Scenario Generate a list of 60-day old open opportunities that have gone 45 days without a meeting. To restart these degraded opportunities, send an email from an executive such as the chief revenue officer, a VP, or a director on the sales team to the main point of contact.

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MTD Sales Training

APRIL 19, 2020

That, of course, was written before the virus shutdown, but it shows that virtual meetings with clients and prospects were exponentially on the increase before it became the only methodology that we could use to reach prospects. So, what would be the best practices to adhere to when meeting up with a client virtually?

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Zoominfo

SEPTEMBER 1, 2021

On average, an SDR takes about 42 hours to get in touch with their prospect — but that doesn’t have to be you. The email should acknowledge your prospect’s interest and offer them an opportunity to take the next step. In this image, Amy (prospect) and Leo (AE) were previously chatting on email.

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MTD Sales Training

AUGUST 28, 2014

Some salespeople relish meeting new prospects. They love the anticipation of the initial stages, are keen and eager to assess the business opportunities and are happy to build relationships that. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Sales Gravy

JANUARY 4, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. Reality testing sales pipeline opportunities is an important step in ensuring the success of your sales efforts and the effective use of your time. The content quality is excellent.

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The Pipeline

JULY 16, 2019

The common goal in sales is winning your prospect’s prospect. Again, this makes the people your prospect is trying to win, your responsibility as well. So while we are thinking about how we can sell our product to this prospect, they are asking about how this will help them sell to their customers. Who’s Paying For This?

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MTD Sales Training

FEBRUARY 12, 2018

He once said to me, “Sean, what do you do after a sales meeting that ensures the next one will be even better?”. But it got me thinking about what would be the best way to learn from the meeting experience and determine how I could improve next time. Ask yourself questions like these: How did the meeting start?

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The Pipeline

OCTOBER 24, 2019

Over the years, I have found that some of my best prospect interviews have come as a result of something another prospect asked me. As a bonus, your prospects/customers will help you sell your next deal without them even knowing or caring. Refining how they prospect and conduct discovery. By Tibor Shanto.

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Zoominfo

SEPTEMBER 7, 2021

Scenario A certain percentage of prospects will always fail to show up to the meeting, but you shouldn’t let these leads slip away. Set up notifications in your CRM for prospects that didn’t show up to meetings in the last seven days. If unable to connect, add them to a follow-up email sequence.

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Sales and Marketing Management

SEPTEMBER 28, 2018

It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face. But that doesn’t mean remote meetings are only relevant to them. There are numerous opinions about how to succeed in remote meetings.

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Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? How did you find those prospects?

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Zoominfo

JULY 12, 2022

And to create a pipeline, you have to book meetings — which is no small feat. According to RAIN Group Sales Training , it takes an average of eight touches to get an initial meeting with a new prospect. And the longer it takes to get a meeting on the books, the more likely you are to lose the opportunity altogether.

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SalesFuel

MARCH 4, 2024

It’s tough enough to uncover quality prospects. It’s even more difficult to keep their attention and capture interest during a prospecting call. And research shows that prospecting calls are a serious struggle. 2 Phrases to Use For Prospecting Calls One of his tips is to open with a business-oriented proposition.

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The Sales Readiness Blog

AUGUST 9, 2022

Most sales leaders are hyper-focused on increasing the sales team performance and try anything to improve prospecting activities. They look to create more opportunities by adding new tools to the sales stack, retraining the team, automating processes, and even outsourcing meeting acquisition.

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Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. There, we looked at key indicators to assess before passing prospects to sales. Now, we’ll go further and explore strategies and best practices for improving prospect qualification. And, if so, is the prospect worth your time and effort?

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Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

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The Pipeline

JUNE 19, 2017

Most sales people tend to ease off on their prospecting when they have a healthy pipeline. All kinds of opportunities to close at the peak, desperately prospecting (praying and hoping), at the bottom. Prospecting when your pipeline is “overflowing”, is one of the most fun things you can do.

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The Sales Heretic

MARCH 12, 2019

How would you like a prospecting opportunity that’s not only free, but includes a meal in the bargain? are constantly in need of speakers for their regular breakfast and lunch meetings. They’re occurring all around you, five days a week. Local service clubs (Lions, Rotary, Moose, Optimist, Kiwanis, Knights of Columbus, etc.)

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criteria for success

AUGUST 3, 2022

Let's say you're a super social salesperson who frequently meets people at networking events. If you listen to head trash that tells you to not come across too “salesy” – you'll be less inclined to follow-up and schedule prospecting meetings ! Create a list of your desired outcomes before the meeting. Download Now.

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Partners in Excellence

APRIL 4, 2023

We spend a huge amount of time getting customers to accept a request for a meeting. We are juggling all sorts of balls, prospecting, managing qualified opportunities in our pipelines, making sure our current customers are happy, doing the endless amount of internal reporting our managers seem to want us to do.

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The Sales Readiness Blog

AUGUST 12, 2022

In prospecting, the only thing worse than not setting a prospecting appointment is setting an appointment with the wrong prospect. Meeting with an unqualified prospect is a huge waste of time and can clog up your sales pipeline with bad opportunities.

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Zoominfo

SEPTEMBER 17, 2019

And I’m here to tell you, there’s a lot more to this piece of contact information than meets the eye. Well, this story starts when I had a great opportunity at a young age to work for a third-generation entrepreneur who taught me the way to really sell business to business over the phone. They say absence makes the heart grow fonder.

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Understanding the Sales Force

JUNE 12, 2023

More than half of all salespeople are missing and skipping important milestones in the sales process each and every day and their egos get more bruised from failing to close those opportunities than my body got bruised from my not so thrilling adventure to the ground. Lyrics rarely impact my decisions (except Popsicle Toes ).

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Close.io

JANUARY 6, 2020

There’s a point in most sales processes where you’ve connected with your prospect, and you need to give them a demo, a call back, or the big closing call. Keeping track of those meetings can be a pain—did the lead reschedule, who attended, and what happened next? What is Meeting Sync? What is Meeting Sync? It’s that easy.

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criteria for success

SEPTEMBER 9, 2022

As a sales leader, it can be a challenge to make sure your team is prospecting efficiently (or at all). That's why we put together something called the Prospecting Action Plan. This action plan puts your sales reps on the right track to ensure proper prospecting practices. How to Create a Sales Prospecting Action Plan.

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Vainu

MARCH 1, 2021

What was a terrible lead yesterday, is a solid opportunity today. Subtle shifts, like the hire of a senior-level employee, or earth-shattering changes, like a merger or a funding round, create a window of opportunity. The types of changes that lead to a sales opportunity are commonly known as trigger events. What happened?!

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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. Numerous platforms empower prospective clients to choose meeting times based on their availability.

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Zoominfo

JANUARY 5, 2021

With this intel, you can: Identify and target your best prospects Access up-to-date company and contact information Prioritize leads Close more sales. And for many companies, Salesforce serves as their CRM and ‘system of record’ for interactions with prospects and customers. Let’s say you’re prospecting on a corporate website.

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Zoominfo

APRIL 25, 2021

On average, an SDR takes about 42 hours to get in touch with their prospect — but that doesn’t have to be you. The email should acknowledge your prospect’s interest and offer them an opportunity to take the next step. Besides, it’s now in their calendar too.) This elicits interest and moves the buying process forward.

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