Sales 2.0

AUGUST 22, 2022

As you can probably guess from the title of the book, Latané is very much in the “no gating” camp. Know about them : Know more about these accounts than just their basic demographics. More investigation and testing needed to answer that… I’m sharing my summaries here. The second book I’m covering is No Forms.

Cold Calling 195

Cold Calling Lead Rank Intent Data Marketing Qualified Lead 195

The Pipeline

JULY 7, 2021

No doubt we all want greater quality prospects, than just more things in the pipeline. How can we change our posture, our strides, the start, our alignment in movement and more? They can escape accountability for next steps, stages of the cycle, timelines, connections and more. Numbers Are Here To Stay. It is accountability.

Discount 361

Discount Quota Sports Objections 361

Mr. Inside Sales

APRIL 2, 2023

Guess which one I did all that work for and which one I deleted? Need More Proven Responses to the Selling Situations You Face Every Day? The other was a vague message from someone named, “Ty” who just said, “Hey Mike this is Ty; call me back when you can. “ Yep—the business prospect, of course. But even then I didn’t want to.

Face-to-face 156

Face-to-face Call-back Gatekeeper Decision Maker 156

The Pipeline

JANUARY 11, 2022

But if you’re going to plan, there is more to it than Territory or Account Planning. Not only more, but more diverse way to plan and execute to exceed quota. Better discovery, better proposals, picking up the phone more often, whatever. I guess that does the CRM rep a favor but does nothing for you. Objectives?

Territories 201

Territories Objections Quota Proposal 201

No More Cold Calling

JUNE 10, 2021

Convert prospects to clients more than 50 percent of the time. I was debating between No More Cold Calls and No More Cold Calling. No More Cold Calling rolls off your tongue better.” No More Cold Calling (Kindle edition) is $3.00 No More Cold Calling (hardcover) is $20.11 (was $23.95). The year was 1996.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

Adaptive Business Services

APRIL 24, 2024

In the immortal words of Dr. Evil … “I guess you are not all that and a bag of potato chips”. I thrive on competition and nothing thrills me more than a great battle and a vanquished enemy … my competitor. Well, here I go again and once again for a client. I rank them yes, maybe, no. Even then, it’s a crap shoot. Here’s the thing.

Hiring 71

Hiring CRM Data Referrals 71

No More Cold Calling

OCTOBER 18, 2018

According to CSO Insights , “Only slightly more than half of sales representatives (53%) are meeting or exceeding their quotas according to our recent (2018) World-Class Sales Practices Study. While this is concerning in its own right, even more, concerning is that this is the fifth straight year of decline. All good, right?

Referrals 325

Referrals Cold Calling Quota Sales Qualified Lead 325

Bernadette McClelland

MARCH 24, 2018

We’ve more than likely had people in our lives offer us advice or have given feedback that sticks in our mind. So how do you measure your ‘attention to detail’ (ATD) and how do you leverage it to get the edge and experience success even more? I guess if a job is worth doing, it’s worth doing noticeably well.

Leads 339

Leads Marketing Qualified Lead Transportation Sales Leadership 339

Steven Rosen

AUGUST 12, 2021

A more in-depth understanding requires a different way of thinking, which calls for awareness of everything you do. Guess what? I believe that a lot depends on what you are measuring; the impact is more qualitative. But it is an effective process. It would help if you were open to trust and look deeper into how you do things.

Coaching 374

Coaching Guarantee Travel ROI 374

Pipeliner

APRIL 25, 2024

When you include these terms in your content, your content will more likely appear in search results for them!! This way, they will be more likely to stick around your content & read further. Content personalization allows you to establish a more meaningful connection with your readers. Guess what? Very frustrating!!!

Promotion 52

Promotion Lead Rank Lead Scoring Engineering 52

No More Cold Calling

FEBRUARY 24, 2021

Yet, they become even more critical in a slow economy. Sales leaders have an ongoing challenge to get more qualified leads in the pipe, but seller access has evaporated. Guess what made the top of the list? percent of my buyer’s time, unless I can earn more time by building trusting relationships. What’s old is new again.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

DECEMBER 13, 2018

Answer this question: What’s more important than the person sitting in front of you, walking beside you, sharing a meal with you, or sharing your bed? If actions speak louder than words, your phone is more important. Now, the rule more often applies to digital toys. You can guess what we tell them. No toys at the table!

Face-to-face 294

Face-to-face Survey Cold Calling Research 294

Allego

APRIL 16, 2024

Increasingly, sales teams use it to personalize content, enhance sales training , improve onboarding, conduct competitive analysis, streamline sales communication, and more. Scroll down to learn more from Richter, who will be sharing inside secrets on how to use genAI for sales at the 2024 Allego Sales Success Summit in Boston.

Hiring 62

Hiring Scale Proposal Analysis 62

DiscoverOrg Sales

MARCH 15, 2018

Accurate contact information : There’s one last step for individuals who have inadequate sales intelligence and want to send a cold email: guessing their prospect’s email address. I know what you’re thinking: Guessing emails is easy! We then created an email guess for each name. We re-tested the emails we guessed for validity.

Hiring 150

Hiring eBook Prospecting Data 150

Sales 2.0

AUGUST 10, 2014

The problem with most proposals is they are guesses. Then we sit in our office for a day or two trying to guess what our prospect wants. We put all these guesses into a beautiful document that we call a proposal and send it off to our prospect. A better way to proceed is to eliminate your guesses. Ask questions.

Proposal 268

Proposal Call-back ACT Prospecting 268

Bernadette McClelland

FEBRUARY 20, 2023

In my opinion, (no matter how humble, at times, I think that opinion is ), I know we all have more to give – and I have more to give over and above training sales teams just as you have more to give, too. cue: iron fist in a velvet glove] But I wanted to add more arrows to my quiver to provide even more value.

Travel 195

Travel Telecommunications Sage Buyer 195

The Pipeline

OCTOBER 4, 2021

Great exercise, more companies should follow their lead. The majority, I guess about 80%, don’t squeeze as much out of data as they could. Simply saying you grind 22% more/faster, or the average amp doesn’t go to 11, hardly engages a prospect. If you do grind 22% more and faster, great, let’s drop that fact differently.

Data 368

Data Objections ACT Lead Rank 368

Partners in Excellence

DECEMBER 12, 2023

Plagued by guilt and paranoia, his tyranny leads to more murders and eventually his downfall. ” (I think it was a good guess and I faked the professor out, though I was confused by the C- at the end of the semester.) This can create a two-way dialogue that’s more engaging. I’ll stop here.

Analysis 101

Analysis Study Education Sports 101

Bernadette McClelland

JANUARY 14, 2018

But guess what? What can you hone more of? We think it’s the company that sells the same as us, Or the paperwork we have to do, Or the meetings we have to run, Or the slackness of our admin team, Or the lack of urgency of our buyers. The real competition is ‘no change’. ” I see it every single day. .” I’m activated.

Competition 355

Competition Decision Maker Sports Sales Leadership 355

Partners in Excellence

OCTOBER 31, 2023

You can guess what I encountered. Open to hearing more? I see miracle cures in emails, social, and other channels, “Just do this… ” And then I see the data, “People are seeing 1000-1400 touches per opportunity… ” And the responses are “AI helps us do more. What am I missing.

Insurance 127

Insurance Insurance LinkedIn Intent 127

Partners in Excellence

OCTOBER 12, 2023

We are part of the problem keeping them from doing more, to doing things differently, to addressing new opportunities. And guess what, there is some sales person stirring things up. Trying to get the customer to think differently, to imagine new possibilities. Or the world has changed.

Retention 123

Retention Maximizer Account Up-Sell 123

Partners in Excellence

MARCH 2, 2024

I am not sure if I could say I am obsessed with selling, I guess it depends on the perspective one has about “selling”. I enjoyed it even more if I could go onsite, to experience, assess then solve the problems at first hand in close collaboration with my customers. Here’s his take: Why am I obsessed with Selling?

Engineering 102

Engineering Education Face-to-face Intent 102

The Sales Hunter

AUGUST 23, 2014

Guess again. Customers are using the internet more and more to decide who they want to do business with. Do you think your personal social media accounts have no impact on your sales career? And they aren’t just researching companies. They are researching salespeople. Your social media reputation matters.

Social Media 264

Social Media Media Video Cold Calling 264

No More Cold Calling

APRIL 26, 2018

More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. Your client gets a perk they didn’t expect, which makes them even more comfortable signing a deal with you. appeared first on No More Cold Calling. Price isn’t an issue with referral business.

Negotiation 237

Negotiation Referrals Lead Qualification Discount 237

Janek Performance Group

JUNE 30, 2023

I would guess this prospect’s current state is highly price-sensitive and worried about every penny. I don’t have empirical data to quantify this statement and certainly don’t want to generalize, but I believe there are more no-decision deals in many CRMs today than deals lost to competitors because of the new economic environment.

Buyer Persona 62

Buyer Persona Buyer Ideal Customer Profile Lead Rank 62

No More Cold Calling

SEPTEMBER 20, 2018

So, guess how reps choose to spend their sales prospecting time? Most salespeople say the conversion rate with referrals is more than 70 percent. appeared first on No More Cold Calling. The Referral Metrics That Matter. Sales leaders tell their teams to get referrals, but their KPIs don’t include referral activities or results.

Referrals 258

Referrals Scale Cold Calling Social Media 258

Partners in Excellence

DECEMBER 6, 2023

They express joy , sadness , love , or surprise , making text conversations more expressive and less prone to misunderstandings. ” I guess I will struggle , particularly in texts , where I seem to be all thumbs. While I use the occasional , , emojis; I struggle with posts that are filled with these.

Pivotal 85

Pivotal Conversion 85

No More Cold Calling

DECEMBER 10, 2020

Also, I wish that if people wanted to focus on stereotypes, they’d focus more on the positive ones. We insisted on flexibility, and older generations called us entitled for it, but our demands for balance and flexibility earned more balance and flexibility for all generations. Millennial’s brought a lot of value to the workplace.

Face-to-face 421

Face-to-face Motivation Hiring Guidelines 421

The Pipeline

MARCH 5, 2019

Anyone that tells you there is – is settling, for a nonexistent second prize; whatever dries the tears, I guess. While in most things you want to have an open mind; but with prospecting, having a one-track mind leads to more and consistent success, as measured by engaged prospects. Why else would sellers ask “is this a good time?”

Prospecting 234

Prospecting Face-to-face Sales Qualified Lead Commission 234

Gong.io

MARCH 15, 2022

Take a single deal: A sales rep who is overly aggressive may have a different looking forecast compared to a rep who is more conservative. Who is more accurate? Are they “right” more often or is the conservative salesperson? Or (more likely) it depends … from deal to deal. The net result: More accurate forecasting.

Sales Forecasts 127

Sales Forecasts Forecasting Call-back Decision Maker 127

The Pipeline

SEPTEMBER 28, 2017

Quicker sales, more revenues, no unhappy customers. One of the upsides of conducting a good discovery, is along the way you are earning the credibility to make a recommendation; I guess when you don’t have that credibility, you reach for the menu – look out for the sales bots, they’ll do it better. Less Revenue. Inability To Choose.

Pipeline 198

Pipeline Revenue Buyer Up-Sell 198

Adaptive Business Services

APRIL 27, 2022

Apparently, they would go back and forth following this track until Lance would finally relent and “allow them to buy” the more expensive model. Sometimes a need is more of a “would be nice, but not a necessity”. Guess what? I guess that Lance was right all along. What the hell does that mean?? Back to “No”.

Follow-up 71

Follow-up Up-Sell Education CRM 71

No More Cold Calling

AUGUST 30, 2018

You get every meeting in one call, ace-out your competition, and convert your prospects to clients well more than 50 percent of the time. To learn more about the power of referral selling, check out this month’s blog posts from No More Cold Calling: Social Selling: What You Should and Should NOT Do. Let me guess.

Referrals 258

Referrals Cold Calling Social Media Lead Generation 258

Vengreso

JULY 31, 2023

At times, it can feel like the whole process is equal parts numbers game and guessing game. We don’t need more data. Let’s talk about how you can kick your B2B buyer intent data to the next level, end the guessing game, and turn those UFOs into SQLs. No more guessing games! We need better data.

Intent Data 52

Intent Data Buyer Intent Intent B2B 52

InsideSales.com

MAY 10, 2021

No more guessing, just connecting with the right people. Simply put: PeopleFinder suggests the next best person to contact, additional members of the buying group, and provides their level of influence in the deal to help reps get to selling faster and close more deals. To do that, they need a continuous pool of contacts.

Decision Maker 105

Decision Maker Influencer Groups Buyer 105

Shari Levitin

OCTOBER 21, 2020

You guessed it! I made it a game to see how many “no’s” I could get, knowing that each no simply meant the client needed more information, different information, or they simply hadn’t yet experienced me live. I thought, geez, this poor guy is always in a meeting. I’m not sure when he even eats. Has he eaten lunch yet?”

Up-Sell 172

Up-Sell Meeting Training Prospecting 172

Allego

DECEMBER 22, 2021

During the pandemic, sales managers in all industries have faced time constraints, reduced visibility into seller activity, and hybrid work environments that make personalized coaching even more difficult than it was before. It was clear that to sell more products, the team would have to get this number up. Better Visibility.

Conversion 139

Conversion Decision Maker Hiring Face-to-face 139