Anthony Iannarino

JUNE 28, 2020

There aren’t too many things more important in sales than gaining first meetings with your dream clients. Nothing happens until you can meet and explore change. What I hope I can ask for in return is that you use this strategy to go and help other people recover their businesses and that you share with me your successes.

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Meeting Strategy eBook Trends 106

The Center for Sales Strategy

FEBRUARY 29, 2024

In this episode, we’re continuing our season-long deep dive into the latest Media Sales Report from The Center for Sales Strategy. Today, Trey Morris, VP/ Senior Consultant here at CSS, is joining Matt to help answer the question, “Why is it getting harder to convert prospects and renew clients?”

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Prospecting Report Media Meeting 125

Understanding the Sales Force

MAY 23, 2017

A Salesperson left a voicemail message today and he didn't sound bad but his strategy and his script were awful. Then watch the video below that to hear me talk about how to get your prospects to pay attention to you on the phone. It's not about dialing your brains out! Listen to the message below and try to identify what was wrong.

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Cold Calling Meeting Prospecting Call-back 232

Gong.io

APRIL 2, 2021

Sales prospecting is dead. Sales prospecting is an essential part of your process. . And that’s not a strategy, that’s just dumb luck. That’s why I stole these 10 sales prospecting techniques from the best-of-the-best sales pros. Prospecting Technique #1: Use This Cold Call Opener. Dramatic pause*. performs 6.6X

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Meeting Prospecting Cold Calling ROI 124

No More Cold Calling

APRIL 3, 2020

Granted, it will be more difficult to find new prospects or even to get clients to take (virtual) meetings. Granted, it’s even tougher for your team to find prospects with this pandemic, as everyone and everything is uncertain. Think of it as prospecting for gold. Reps get the introduction and get the meeting!

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Pipeline Prospecting Ideal Customer Profile Referrals 414

Crunchbase

AUGUST 20, 2021

Cold prospecting, the practice of reaching out to potential customers who are unfamiliar with your product, is a common sales tactic. The ultimate objective of cold prospecting is to encourage the prospect to become a customer or client after setting up an initial meeting. Steps involved in the cold prospecting process.

Ideal Customer Profile 105

Ideal Customer Profile Prospecting Strategy Decision Maker 105

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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Meeting Prospecting Strategy Tools 52

No More Cold Calling

FEBRUARY 13, 2020

Put people before technology in your prospecting. Digital isn’t a sales strategy, hope is not a strategy, referrals are not a strategy, marketing is not a strategy. Sales strategy isn’t yours or mine. It’s your company’s strategy for attracting customers. Your sales strategy is your legacy.

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Webinar Metrics Strategy Cold Calling Customer 339

Hubspot Sales

JANUARY 10, 2024

As a sales manager, I’m sure you have pipeline meetings often. But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” But these pipeline reviews should be true coaching sessions — not data-scrubbing meetings. Today, let’s review the best pipeline coaching strategies.

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Pipeline Opportunity Coaching Meeting 96

Zoominfo

FEBRUARY 7, 2023

When developing a sales strategy, many leaders aren’t sure where to begin. Whether you’re starting from scratch or looking to revamp an existing sales strategy, creating campaigns based solely on instincts or assumptions is no longer acceptable. What is a Sales Strategy? What makes a sales strategy effective?

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Strategy Lead Rank Lead Scoring Hiring 130

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. That’s why it’s a central element of our recent webinar, Turbocharging Business Development Strategies. There, we looked at key indicators to assess before passing prospects to sales. And, if so, is the prospect worth your time and effort?

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Lead Rank B2B Ideal Customer Profile Lead Scoring 62

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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Meeting Prospecting Opportunity Leads 83

No More Cold Calling

APRIL 13, 2023

It’s interesting how you meet people, and when you sell by referral, you meet a lot of interesting people. In the summer of 2015, I got an urgent call from Barry, a colleague who was working with Dr. Stephen Timme and Finlistics on their sales strategy. Barry said: “They were just about to hire someone to cold call.

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Referrals Webinar Metrics Maximizer Networking 156

Zoominfo

FEBRUARY 25, 2021

Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. A lead is defined as any prospect who indicates interest in a company’s product or service. Lead Scoring.

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Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Score More Sales

SEPTEMBER 8, 2014

A multi-faceted prospecting strategy allows you to meet your buyer where they are. I talked to some sellers last week who told me that they only use the phone to prospect with. I talked to some sellers last week who told me that they only use the phone to prospect with. Hand-written note - yep, they work.

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Prospecting Strategy InsideSales Twitter 217

Engage Selling

SEPTEMBER 18, 2020

Prospecting during these uncertain times has been a popular topic. This is because prospecting in person—whether at a networking event, an association meeting, or through old-fashioned door-knocking—is just not happening anymore. Thus, how do we prospect effectively during these difficult … Read More »

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Prospecting Fashion Strategy Networking 155

Janek Performance Group

APRIL 2, 2024

A pillar of success for any sales organization is an effective business development strategy. However, merely having a strategy isn’t enough. Of course, changes in the sales landscape and marketplace have a profound effect on your business development strategy. And this often begins with prospecting.

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Webinar Metrics Top of Funnel Strategy Analysis 62

Allego

SEPTEMBER 8, 2021

Virtual selling is a new way to sell—and it’s so much more than simply moving your meetings online. It can be challenging to juggle tech while engaging prospects on the call and doing the best presentation possible. For virtual selling, the anchoring technology is the virtual meeting platform. GoToMeeting. Invest in the best.

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Sales Meeting Meeting Face-to-face Wireless 155

Sales and Marketing Management

SEPTEMBER 28, 2018

Author: TIM RIESTERER, CHIEF STRATEGY AND RESEARCH OFFICER, CORPORATE VISIONS In our last column in this space, we recalled the Bell phone system’s catchy commercial slogan, “Long distance. 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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Meeting Sales Meeting Face-to-face Margin 250

Sales Hacker

MAY 5, 2022

Many sellers log on, scroll through, send connection requests, and pitch prospects with direct messages and InMail (which doesn’t help land new meeting, btw). The post 3 LinkedIn Strategies Most Sellers are Missing out on to Book More Meetings appeared first on Sales Hacker.

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LinkedIn Meeting Strategy Social Media 77

The Center for Sales Strategy

OCTOBER 16, 2023

One of the most important, and often most fun, parts of the sales process is discovery meetings. These are often referred to as “needs analysis meetings,” and their main goal is to uncover the desired business results of the prospect or client. The success of these meetings lies in both the setup and the execution.

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Meeting Objections Analysis Prospecting 82

Zoominfo

FEBRUARY 17, 2021

Be upfront and transparent with your prospects. Consider these following tips to get more success in your cold calls — before, during, and afterward: Do: Research your prospect (Who are they? Insert company-specific language into your cold calling strategies and scripts. How does a meeting next week at 11 sound? [or

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Cold Calling Guidelines Prospecting Face-to-face 264

Janek Performance Group

MARCH 26, 2024

In sales, a business development strategy is central to understanding and engaging with your customers. Among the myriad of tools and strategies available, one aspect stands out: buyer personas. Recently, Janek Managing Partner Nick Kane hosted the webinar Turbocharging Business Development Strategies.

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Buyer Persona Webinar Metrics Buyer Strategy 62

Engage Selling

JULY 10, 2020

In this week’s Sales Leader, I explore the importance of being aware and prepared for sales calls. Review Online Resources Recently, one of my clients in the manufacturing industry had to spend some time preparing for a sales call in … Read More »

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Meeting Prospecting How To Strategy 97

The Center for Sales Strategy

MAY 26, 2022

You go with the rule of 3’s for estimates, and after meeting with them, you finally make the decision. You've conducted exhaustive research on the colors you want, the styles you like, and the decorations you want to include. You've even made a visual board for ideas. The time comes to get estimates and timelines from contractors.

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Strategy Prospecting Research Meeting 114

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting strategies uncovers potential buyers, fuels an organization’s sales pipeline , and provides important context to future sales conversations. What Is B2B Sales Prospecting?

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B2B Top of Funnel Buyer Persona Prospecting 100

Zoominfo

OCTOBER 13, 2023

Launching a go-to-market strategy in Germany can be tricky due to the complexity of local regulations and guidance. As such, utilizing ZoomInfo to find businesses that are in the market for your products and services will help you meet the bar for implied consent.

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Telemarketing Strategy Intent Signal Inbound 130

Sales Evangelist

JANUARY 22, 2021

It’s not uncommon to have unresponsive prospects. In situations such as that, what are the best sales strategy for engaging unresponsive prospects? Engaging unresponsive prospects Fred is a one-call closer and while he could write a book on different strategies, he thinks that unconventional closing is not for him.

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Prospecting Decision Maker Strategy Gatekeeper 105

Act!

APRIL 16, 2024

Virtual sales teams allow organizations to optimize costs, hire the best sales talent worldwide, and engage with prospects in different time zones. In this article, we’ll discuss some of the main challenges in running remote sales teams and strategies for effectively handling them. can help you achieve this goal.

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Strategy Hiring Top of Funnel Face-to-face 52

Sales Hacker

FEBRUARY 15, 2024

Even if you’ve defined your ICP and created a targeted list of prospects, you may still find that your prospecting isn’t generating impactful results. Learn how these factors impact your prospecting, and what you can do to yield better outcomes in sales. #1: Stale data and lack of differentiation could be two major culprits.

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Ideal Customer Profile Prospecting Lead Rank Lead Scoring 90

Zoominfo

JUNE 28, 2023

That’s where a go-to-market (GTM) strategy comes in. What is a Go-to-Market Strategy? In this context, a GTM strategy includes defining the target audience, messaging framework, marketing channels, offers, and sales plays your teams will run to convert prospects to leads and leads to customers.

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Ideal Customer Profile Strategy Lead Rank Marketing 130

The Sales Hunter

AUGUST 27, 2019

If you’ve been following me for a long time, you know that I don’t consider networking the same as prospecting. Too many people go to a networking event but call it prospecting simply to avoid prospecting. The issue I have is that networking by nature operates on a different timetable than prospecting.

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Networking Prospecting How To Quota 203

Allego

FEBRUARY 20, 2024

The problem stems from traditional onboarding processes that fall short of meeting the needs of new employees. Using this strategy, organizations continuously integrate employees into their roles, the company culture, and their evolving processes. Meet the Team Now it’s time for your new hire to get to know their team.

Hiring 71

Hiring Strategy Buyer Persona Retention 71

The Sales Hunter

AUGUST 13, 2019

You want to think that the email you just wrote is perfect and sending it out to 100 prospects will result in at least 90 meetings. If this is you, there’s no need for you to read any further; however, I suspect this is not your case, so let me share my techniques for using email to prospect. It’s not about you.

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Prospecting Real Estate eBook Objections 215

Partners in Excellence

JULY 27, 2022

“How do we get customers to respond, how do we get meetings with customers?” OK, here it is: We will be able to get the majority of customers to respond and meet with us, if we do this one thing: For every meeting we pay them $1000 for the meeting. We, sellers, would have to make every meeting count!

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Guarantee Ideal Customer Profile Meeting Customer 91

The Sales Hunter

AUGUST 6, 2019

You have the perfect prospect. You need to send them a second communication a couple days later where you provide another keen insight and a question along with how you’ll share this and more information during the next meeting with them. Let’s shift gears now and talk about how you engage the prospect that will not respond.

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Prospecting eBook Call-back Follow-up 234

Zoominfo

JULY 5, 2023

Analyzing the firmographic characteristics of target accounts gave them a template for prospecting similar companies in new markets, such as finance and manufacturing. ZoomInfo’s data enrichment gives BlueOcean’s marketing and sales teams the same full-scope view of each customer and prospect.

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Ideal Customer Profile Direct Mail Strategy Customer 130