MTD Sales Training

FEBRUARY 18, 2019

Having achieved the goal of setting a sales meeting with a customer or prospect, what would be the best way to ensure, as much as possible, its success? Have a goal that will be achievable dependent on the type of meeting and how far down the sales road you are with them. 2) Ensure all the logistics are taken care of.

Sales Meeting 224

Sales Meeting Meeting Cancellation Travel 224

Pipeliner

MARCH 5, 2021

You need to develop a strong strategy that allows you to close B2B prospects in an effective way. In this article, we look at what it takes to master a sales process that will skyrocket your business to success. So read on to discover the steps you need to take to close your first B2B prospect easily. Qualify Sales Leads.

Marketing Qualified Lead 87

Marketing Qualified Lead B2B Sales Qualified Lead Lead Rank 87

Mindtickle

APRIL 9, 2024

In the past, most B2B sales were conducted face-to-face – perhaps in a prospect’s conference room or at a golf course. Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. The shift to remote sales accelerated during the pandemic. What is inside sales?

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Pipeliner

MARCH 8, 2019

Ask a top sales producer about keys to success, and they’ll share insights like “prioritize your work,” “maintain a good opportunity pipeline,” and “serve the customer.”. Curiously, one that never gets mentioned is “I conform to the sales process.” Inside that circle, the phrase, Repeat sales and referrals. Well stated.

Travel 71

Travel Sales Process Hiring Guidelines 71

Hubspot Sales

MAY 5, 2023

Sales is a tough job under normal circumstances, but throw in a recession and things get even more complicated. This means retiring the old playbook and getting creative with your sales strategies. As a result, sales cycles tend to get longer. Expect more touchpoints in the sales process. Change up your pitch.

Consumer 106

Consumer Trends Strategy Data 106

Mr. Inside Sales

MARCH 20, 2020

In my continuing blog series on how to handle the stalls, objections, and real-world situations in sales caused by the Covid-19 pandemic, below you’ll find some suggested email responses to situations you may be running into. The challenges your prospects are going through are the same ones you are. Until then, be well!”.

Face-to-face 157

Face-to-face Call-back Objections Gatekeeper 157

Alice Heiman

FEBRUARY 22, 2022

Podcasts are a convenient way to stay up to date on current industry trends, learn new things, and of course, they can be entertaining (not all of the podcasts I like are sales-related!). . But there are hundreds if not thousands of sales and business podcasts out there. Sales Enablement Podcast hosted by Andy Paul. What’s Next!

Scale 150

Scale Outside Sales B2B Influencer 150

SendBuzz

APRIL 25, 2023

Are you unsure which sales team to focus on to drive your business’s sales? B2B Inside sales? Or Outside sales? Well, deciding between inside sales and outside sales can be tricky for businesses. Both sales strategies share the same goal of generating revenue, but their approaches are distinct.

Outside Sales 52

Outside Sales Inside Sales B2B Face-to-face 52

Zoominfo

AUGUST 1, 2022

As interest rates rise by 75 basis points for the first time in almost 30 years, experienced sales reps and newcomers alike are facing the prospect of selling during a recession. Sales is tough enough as it is, and prolonged economic uncertainties make the job even harder. Budgets are reduced or eliminated.

Hiring 130

Hiring Face-to-face Lead Rank Lead Scoring 130

The Pipeline

JANUARY 14, 2020

In 2016, approximately 854,000 Canadian car commuters spent at least 60 minutes traveling to work. Versus the common practice of starting with the product, then shoehorning in the prospect. Absent the product; the only thing left to talk about is what does the prospect wants to do? One of those is thinking. Put a lot of “leads?”

Lead Rank 250

Lead Rank Lead Scoring Buyer Objections 250

MTD Sales Training

OCTOBER 7, 2011

The prospect shows up 30 or 45 minutes late for the meeting. You do not have enough time to do a proper sales interaction and you feel the prospect has complete disrespect for your time. In Part I and Part II of this article, we began to focus on the following solutions to use the prospect’s tardy incident to your advantage.

Prospecting 261

Prospecting Insurance Insurance Travel 261

Zoominfo

OCTOBER 30, 2018

It’s no secret, technology has transformed the way businesses communicate with customers and prospects. Modern sales reps rely on a variety of tools and technologies to conduct their work—including email, social media, video chat tools and more. The Benefits of Face-to-Face Interaction in Sales. Let’s get into it!

Face-to-face 225

Face-to-face Sales Process Skype B2B 225

Janek Performance Group

SEPTEMBER 29, 2021

Need to improve your sales team’s results? That’s the advice from a recent Harvard Business Review article that concluded, women are the future of B2B sales. If you are skeptical, ask yourself this: Which do you think is more likely to have a positive impact on your sales results next year — more women on your sales team or less?

Hiring 118

Hiring Travel Promotion Sales Leadership 118

The Pipeline

SEPTEMBER 25, 2017

In most instances or conversation this misuse (or abuse) of the two may not matter or have tangible consequences, but in sales, well, they do. But buyer do want something that vendors have in but fail to fully leverage, satisfied customers, prospects want hands-on experience with the product and insights from customers.

Vendor 272

Vendor Buyer Travel Objections 272

Sales and Marketing Management

MARCH 11, 2019

Author: Tessa Burg In a perfect world, your sales team and your marketing team work side by side to find and close customers. In the real world, however, less than half of companies believe their sales and marketing teams are in any sort of alignment at all. This, in turn, will help smooth the sales process.

CRM 289

CRM Lead Rank Lead Scoring Data 289

Apptivo

MAY 31, 2023

What is a sales funnel? Why is a sales funnel important? Sales funnel stages: understanding the customer journey 4. How to build an effective sales funnel for more sales? Optimizing and managing your sales funnel 6. Prepare for an energizing journey that will boost business’s sales efforts.

Paid Content 52

Paid Content Top of Funnel Funnel Social Media 52

Shari Levitin

MARCH 9, 2023

He revealed that while one anxious passenger at an airport gate can cause the entire lineup of travelers to exhibit stress, the opposite is also true. How disciplined are we when it comes to hunting for new prospects? Set Aside Time to Prospect Prospecting is easy to neglect; like doing the laundry, it piles up.

ACT 118

ACT Territories Sports Cold Calling 118

The Pipeline

AUGUST 27, 2019

While it may be realistic to expect inside sales teams to sell more than 23% of their time, it is not for others. Consider travel, time understanding the clients and market, generating leads, and more. They not only give away their time; they pay the prospect for the privilege of doing so. Giving It Away.

Wireless 264

Wireless Discount Face-to-face Scale 264

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. Whether you’re looking to implement a remote sales strategy or improve your current strategy, keep reading. What is remote sales? Image Source ).

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

The Pipeline

JUNE 19, 2014

A few weeks ago I put out a question based on a discussion I had with a sales rep about the need for and, value of confirming appointments. To be specific, appointments where the prospect had accepted the appointment both verbally on the phone, and then again accepted the electronic invite (Outlook or Google) you e-mailed.

Cold Calling 325

Cold Calling Face-to-face Travel Account 325

Hubspot Sales

AUGUST 14, 2023

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. In worst-case scenarios, you can lose the sale completely if the buyer’s concerns reach a level that you can’t overcome. An outreach email sets the tone for your entire sales process.

Closing 124

Closing Proposal Negotiation Discount 124

Hubspot Sales

AUGUST 2, 2023

Sending cold emails, leading prospects through sales calls, and following up all take time and articulation. Sales teams everywhere are starting to use AI to streamline these processes and craft better pitches. If you’ve been hearing about the iconic ChatGPT platform for sales and want to give it a spin, look no further.

How To 86

How To Insurance Insurance Travel 86

Allego

DECEMBER 29, 2020

When the business world shifted from in-person to virtual this year, B2B sales changed too. Sellers went from being road warriors to working from home offices, using video-conference calls to engage prospects and close deals. What we discovered was a new focus on the importance of sales and marketing alignment.

Marketing 129

Marketing Account Based Marketing Maximizer Conference 129

Hubspot Sales

FEBRUARY 3, 2021

Sometimes fitting in just means shifting circumstances — and that principle applies to different brands of sales. Sometimes sales professionals currently working outside sales aren't cut out for it. If you find yourself in a position like that, you might want to consider transitioning from outside to inside sales.

Hubspot 129

Hubspot Inside Sales Outside Sales Scale 129

Pipeliner

JULY 23, 2022

Navigation is also made more complex if the route to reach the objective is not known or not clear—it’s common today to have a destination with many ways to achieve it, none of them necessarily ideal. Or, there can be a case of multiple objectives or destinations, and not knowing which to travel to or aim for. Responsibility.

CRM 92

CRM Pipeline Objections Government 92

Zoominfo

OCTOBER 30, 2018

It’s no secret, technology has transformed the way businesses communicate with customers and prospects. Modern sales reps rely on a variety of tools and technologies to conduct their work—including email, social media, video chat tools and more. Let’s get into it! The close rate for in-person meetings is 40% ( source ).

Face-to-face 130

Face-to-face Sales Process Skype B2B 130

Hubspot Sales

APRIL 1, 2020

It's true across the board, and sales is no exception. That's why sales efficiency is one of the most important metrics for businesses to understand, track, and ultimately improve. Sales efficiency is, in large part, a measure of the speed of your sales operations. Why Sales Efficiency Matters.

Sales Qualified Lead 95

Sales Qualified Lead Construction Inside Sales Sales Operations 95

The Pipeline

JUNE 19, 2018

Amazing how a two letter word leads to so much more than it was meant to when the prospect uttered it. ” After a couple of seconds, the prospect replies. That moment so full of all the possibilities wrapped up in a new prospect, a shiny new opportunity, being a step closer to quota. Don’t Let Your Mind Run.

Handbook 186

Handbook Objections Call-back Prospecting 186

Score More Sales

SEPTEMBER 16, 2013

Some of the newest people to become inside sales reps are those who have left the field for now – perhaps forever. Many outside sales positions with fat travel accounts and face-to-face client meetings are slowly being switched over to inside positions. Thousands of outside rep jobs have even been eliminated.

Inside Sales 182

Inside Sales Face-to-face Travel Outside Sales 182

Janek Performance Group

FEBRUARY 20, 2024

In movies, sales is the ideal career for anyone who would rather play golf. Afterall, sales and golf have much in common. But most importantly, sales is about relationships. With that, let’s examine how some famous golf quotes can improve your sales game. In sales, concentration starts with preparation.

Decision Maker 62

Decision Maker Follow-up Social Media Up-Sell 62

The Science and Art of Selling

JANUARY 5, 2015

Hence, there exists in most people a strong predisposition to object to proposals which they think will commit them to an unaccustomed course of action, or which will necessitate a rearrangement of ideas. A prospect may flatly refuse to consider life insurance, as such, because the idea does not fit in with his existing fund of experiences.

Insurance 40

Insurance Insurance Objections Policies 40

Salesmate

AUGUST 18, 2020

The sales podcast offers a wealth of information that can help you level up your sales game. These podcasts can help you in improving your sales approach and conversion rate. All you need to do is invest a little time listening to sales podcasts by various experts. The best sales podcasts you shouldn’t miss.

Cold Calling 113

Cold Calling B2B Pipeline Sports 113

Allego

JULY 26, 2022

For that time, learning management system (LMS) software was ideal for enterprise learning and development, including sales training. Today’s Sales Teams Need a Learning Ecosystem. Sales teams need modern tools that deliver continuous learning, micro-learning, and learning in the flow of work. But that was then; this is now.

Competition 117

Competition Collateral Software Software 117

Increase Sales

JULY 4, 2014

Years ago a very wise colleague, Michael Sleppin, stated the following: “In small business sales, you must have a Sherwood Forest large enough to hunt in and yet small enough to defend.” This mentality is common with many small business owners and sole proprietors who view anything that moves as a potential prospect.

Small Business 139

Small Business Small Business Sales Qualified Lead Travel 139

Understanding the Sales Force

NOVEMBER 27, 2013

Understanding the Sales Force by Dave Kurlan One of the findings in the most recent Sales Performance Optimization Study , from CSO Insights, revealed that the win rate for deals has reached an all-time low. Is sales process having an impact? Does that surprise you? Does this represent a change in buyer behavior? The Internet.

Travel 251

Travel Decision Maker Insurance Insurance 251

Shari Levitin

JUNE 14, 2023

He revealed that while one anxious passenger at an airport gate can cause the entire lineup of travelers to exhibit stress, the opposite is also true. How disciplined are we when it comes to hunting for new prospects? Prospect first thing in the morning before checking your email. What if you bring up an objection first?

ACT 62

ACT Territories Cold Calling Travel 62

Sales Hacker

APRIL 15, 2020

It’s been six weeks since you gave your prospect a demo. Your worst fears are realized… Your prospect has ghosted you faster than your last Hinge date. For sales professionals in particular, it’s become far more normal for prospects to drop out of the picture after a seemingly great conversation. And then, poof.

Prospecting 94

Prospecting How To Call-back Face-to-face 94