MTD Sales Training

JANUARY 28, 2020

Whether it’s the price you are charging or their needs to get different quotes, or many other reasons, it can be quite deflating when the competition is brought up in the sales meeting. 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? Happy Selling!

Competition 375

Competition Sales Meeting Meeting How To 375

Sales and Marketing Management

JANUARY 20, 2020

He told the audience about his research and his expectation that out of the then 4.5 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.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

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?

Meeting 156

Meeting Face-to-face How To Call-back 156

Sales Readiness Group

JULY 14, 2021

How do you prepare for a meeting with a CXO or other important executive? A friend of mine who is a senior investment banker at a major Wall Street firm once told me, “I prepare for each meeting like it’s the Super Bowl.” No wonder he routinely meets with CEOs, CFOs, Boards of Directors, and major investors.

Research 118

Research Meeting Selling Skills Prospecting 118

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.

Meeting 250

Meeting Sales Meeting Face-to-face Margin 250

Zoominfo

MARCH 3, 2019

In the world of B2B sales, company research is a critical aspect of any successful rep’s daily duties. In fact, access to the right research tools and information can make or break your ability to identify target accounts, personalize a sales pitch, and ultimately, close deals. Let’s get into it! It’s free!

Research 233

Research B2B Tools Company 233

Selling Energy

JULY 29, 2022

Yesterday, I wrote about some online research techniques. If you want to get even more specific with your research, talk to people within the company. Jeffrey Gitomer mentions that one of the best ways to get information about a company is to talk to the sales department because sales people love to talk.

Research 62

Research Meeting Sales Company 62

Allego

NOVEMBER 4, 2021

That’s just one of the many surprising findings from new Allego research on the current state of sales enablement for companies nationwide. Download our research report Who Owns Sales Enablement? The post New Allego Research: Sales Reps Unprepared for Buyer Product Questions appeared first on Allego. Learn More.

Research 143

Research Buyer Hiring Sales Enablement 143

Zoominfo

JULY 28, 2021

Research has even shown that they spend just over a third of their time actually selling. And with more meetings going virtual, it can be difficult to remember all of the things you promised to do, the notes you took on the back of that lunch napkin, or the relationship history you have with the client you’re chatting with.

Meeting 130

Meeting Policies Follow-up Up-Sell 130

Troops

AUGUST 27, 2019

We’ve discussed this in previous posts, but the average discovery meeting costs over $700. We all know that doing your research before an initial meeting is important, but how many of your reps are actually doing more than a cursory glance at a LinkedIn profile? The Reality of Pre-Meeting Research. SMB sale ?—

Research 54

Research Account Meeting Top of Funnel 54

Sales and Marketing Management

MAY 6, 2019

Author: Lewis Robinson Sales meetings have become so normalized that people forget how powerful they are toward the growth of an organization. Sales meetings today have become just another item on the to-do list. That attitude, however, significantly impacts the ability of a company or business to meet its objectives.

Meeting 184

Meeting Demographics Analysis Sales Enablement 184

InsideSales.com

NOVEMBER 10, 2020

And to achieve this benefit sales reps need to overload their morning hours with calling activity while pushing other items (demos, meetings, admin) to the afternoons. As a cautionary note for revenue organizations which rely on prospecting to meet a quota, the data show that contact rates are declining, though not unexpectedly.

Research 98

Research Prospecting Outbound Construction 98

LeadFuze

JANUARY 2, 2024

Keyword research using AI is like having a megaphone that reaches just the right ears. Table of Contents: The Role of AI in Modern Keyword Research What Is an AI Keyword Generator? Can you automate keyword research? How do you use ChatGPT for keyword research? It’s smart fishing in the sea of search engines.

Research 52

Research Tools Cost Per Click Lead Rank 52

Tenbound

AUGUST 30, 2022

That’s why we dug into the research and found three ways to help you get more conversations and book more meetings within 48 hours. If you feel like you have room to improve when making calls, you are not alone. But before we jump in, let’s take a look at some numbers that highlight the importance of cold calling.

Cold Calling 90

Cold Calling Call-back Research Meeting 90

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!

Guarantee 91

Guarantee Ideal Customer Profile Meeting Customer 91

Smooth Sale

FEBRUARY 10, 2022

Attract The Right Job Or Clientele: Are You Properly Researching A Web Host? Note: Our collaborative Blog asks plus offers insights into, ‘Are You Properly Researching A Web Host?’. Below you will gather ideas for properly researching a web host and questions to ask upfront. Properly Researching A Web Host.

Research 78

Research Hiring Guarantee Google 78

Corporate Visions

SEPTEMBER 20, 2018

What does the typical sales meeting look like today? Of course, inside sellers handle all their meetings remotely. That means 75% of all sales meetings are now remote. That’s how widespread meetings conducted by phone or web conference app have become today. Get the research article: The Next Best Thing to Being There.

Research 40

Research Sales Meeting Meeting Journal 40

Hubspot Sales

JUNE 6, 2022

Prospect research is a challenge that's every bit as frustrating as it is essential — so to help you out, we've put together a list of 18 of the best places to research buyers before sales conversations. The 18 Best Places to Research Buyers Before Sales Conversations. Either way, that deal is probably going nowhere.

Research 127

Research Prospecting Face-to-face Twitter 127

Smooth Sale

JULY 21, 2022

Attract the Right Job Or Clientele: Are Your Meetings Producing Results You Desire? A recent online meeting, plus countless others, has me wondering, ‘Are your meetings producing results you desire?’ ’ My Story: A recent Zoom meeting among Board members and participants was pre-emptively early and unnecessary.

Meeting 78

Meeting Hiring Networking Lead Rank 78

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. With so many new people, we weren’t really good at doing the research to find those direct numbers anymore. Well, I just have to do a little bit more research. And at level of rapid growth, we started to lose our edge.

Meeting 166

Meeting Decision Maker Top of Funnel Funnel 166

Guru

SEPTEMBER 15, 2021

A new research report , out today from Guru and Loom , proves otherwise. If anything, it’s the limitations of existing tech stacks combined with time wasted in video meetings that are holding hybrid work back from being the ideal solution for most people. The WFH debate is over.

Research 92

Research Report Video Meeting 92

Sales and Marketing Management

FEBRUARY 26, 2018

Author: Mike Schultz, President, RAIN Group Breaking through and setting sales meetings with C-suite buyers is tough. Yet, many sellers are successful in breaking through and setting initial sales meetings with the C-suite. Do Your Research and Customize Your Offer. C-level buyers want to know that you’ve done your research.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

Chorus.ai

JULY 29, 2021

Research has even shown that they spend just over a third of their time actually selling. Many of the administrative and other non-revenue generating activities such as scheduling meeting follow-ups, taking meeting notes, and entering post-meeting information into their CRMs takes up a significant amount of time ?

Meeting 118

Meeting Policies Follow-up Up-Sell 118

Selling Energy

JUNE 2, 2022

What methods do you use to get to know your prospects before you meet with them? I'm here to tell you that you really need to do a lot more research and planning than you might imagine. The following are four categories that you should explore in depth before meeting with your prospect:

Meeting 77

Meeting Prospecting Research Sales Meeting 77

Sales and Marketing Management

JUNE 26, 2019

Kellerer says Harvard research shows that face-to-face requests are 34 times more likely to garner positive responses than emails. Priya Parker, who is the focus of our cover story, has energized the meetings industry with her creative ideas on how to make gatherings more purposeful, in business and in personal interactions.

Meeting 120

Meeting Face-to-face Analysis Survey 120

MTD Sales Training

MAY 14, 2018

It’s an exciting time when you meet a client or prospect for the first time. Opening the first meeting contains a whole load of interesting phenomena. This first meetup can make or break the rest of the relationship and can develop into either a one-off meeting or a long-term, profitable business relationship. Happy Selling!

Meeting 163

Meeting Face-to-face Up-Sell Follow-up 163

Hubspot Sales

SEPTEMBER 22, 2020

In fact, a large proportion of respondents appear to hate their sales software, seeing it as difficult to use, grossly underutilized by their teams, and incapable of helping their company meet its goals over the coming years. If there is one takeaway from our research it’s this: the CRMs that dominate today’s market are not user-friendly.

Research 114

Research CRM Consumer Software 114

Gong.io

APRIL 2, 2021

Even if you only master one of these pipeline-building techniques and you’ll end the month with more meetings booked (and close the quarter on the right side of quota). makes you 40% less likely to book a meeting. In fact, our research shows a 2.1X Much meetings. Prospecting Technique #6: Sell The Meeting.

Meeting 124

Meeting Prospecting Cold Calling ROI 124

Zoominfo

JANUARY 5, 2021

Simplify contact research with ZoomInfo ReachOut Chrome extension. Your reps spend hours researching companies’ websites and tracking down contacts on LinkedIn. As a bonus, you can build lists in Salesforce and automate email sequences and tasks as new contacts meet your list criteria. But they often return empty-handed.

SalesForce 173

SalesForce Meeting Marketing Lead Rank 173

Selling Energy

SEPTEMBER 30, 2021

When I teach I often discuss strategies for getting to know your prospects before you meet with them.

Research 75

Research Industry Meeting Prospecting 75

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. With so many new people, we weren’t really good at doing the research to find those direct numbers anymore. Lack of Direct Phone Numbers Causes Call Reluctance “Well, I just have to do a little bit more research. 17 to 1 19,117.65

Meeting 130

Meeting Decision Maker Top of Funnel Funnel 130