Anthony Cole Training

AUGUST 19, 2021

Some major shifts have occurred in the way that you should be prospecting for sales opportunities. But has your prospecting plan changed with it?

Prospecting 296

Prospecting How To Sales Opportunity 296

The Pipeline

SEPTEMBER 10, 2019

While they do help create focus, especially across large swaths of data and opportunities, they also have limitations. Especially in how they may limit or prevent us from understanding and winning any given individual opportunity. Let’s not confuse pipeline trends with individual opportunities. Leads to Questions.

Trends 310

Trends Opportunity Pipeline Lead Rank 310

The Pipeline

AUGUST 3, 2021

Given that prospecting is different than sales, they also master the Yin Yang dynamics of prospecting. Successful prospecting is about truly engaging the prospect’s thinking, not their heart. This is riskier than it seems, because the journey is critical is shaping a prospect’s views and actions. White Noise.

Prospecting 341

Prospecting Cold Calling Video Account 341

Understanding the Sales Force

DECEMBER 21, 2023

Momentary panic can spell the end of a call, meeting or opportunity. I’ll explain how to always respond appropriately to Your Prospect. This is exactly what salespeople go through when a prospect pushes back, objects, displays lack of interest, or attempts to end the call. It could even spell the end of that opportunity.

Prospecting 170

Prospecting How To Call-back Objections 170

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.

Case Study 375

Case Study Prospecting Study Benefit 375

Partners in Excellence

JANUARY 31, 2024

That’s a huge lost opportunity. All we have to do to convert those opportunities is focus on building their confidence in the change initiative. Again, these are opportunities we have already found, we are already actively engaged, we just aren’t bringing them over the finish line.

Opportunity 111

Opportunity Sales Qualified Lead Lead Rank Analysis 111

The Pipeline

SEPTEMBER 2, 2020

From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. How do sales leaders create and balance the core element of a fine-tunes prospecting machine?

System 316

System Prospecting Quota Decision Maker 316

The Pipeline

SEPTEMBER 14, 2021

Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While every cold call or prospecting call will result in an objection, the objections are not all that different. As mentioned there five common ones you’ll get 80% of the time on a B2B prospecting call.

Objections 339

Objections Prospecting Fashion Face-to-face 339

The Pipeline

SEPTEMBER 22, 2020

Prospecting is always a core activity for successful sales professionals, but never more so than in Q4. There is not only the opportunity to close the year strong but to set yourself up for a great start to the new year. The post 5 B2B Prospecting Best Practices appeared first on TiborShanto.com. By Tibor Shanto.

B2B 261

B2B Prospecting Closing Opportunity 261

Zoominfo

JANUARY 28, 2022

Scenario When new contacts are added to accounts with open opportunities, sales reps can get additional buy-in for your product or expand the opportunity with additional licenses or spend. Initiating a call blitz from the SDR team gets your message across in an immediate way and prompts a real-time response from prospects.

Opportunity 100

Opportunity Licensing Campaigns Account 100

Partners in Excellence

OCTOBER 26, 2022

Sending meaningless prospecting requests, pitching customers focusing on our offerings, company, and interests. When we finally engage a prospect, we continue focusing on our goals and interests, over what the customer is trying to achieve. We think we are successful winning 2 out of 10 opportunities we invest trying to win.

Opportunity 68

Opportunity Scale Ideal Customer Profile Hiring 68

The Pipeline

APRIL 18, 2019

Every mode of communication offers opportunities for proactive prospectors, which is why you don’t want to skip the phone. Every prospecting call needs to be maximized, while the prospect may not be ready, they have a network of customers and suppliers who may be, or may have asked for or welcome a recommendation from their network.

Maximizer 282

Maximizer Prospecting Networking LinkedIn 282

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.

Pipeline 101

Pipeline Opportunity Forecasting ACT 101

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.

Sales Qualified Lead 236

Sales Qualified Lead Inbound Lead Rank Lead Scoring 236

Close

NOVEMBER 7, 2022

Understanding the distinction between a lead and a prospect is key to making sales and driving business growth. Here’s your handy primer!

Opportunity 52

Opportunity Prospecting Leads Marketing Qualified Lead 52

Hubspot Sales

JANUARY 10, 2024

But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” You’ll discuss the health of the rep’s pipeline and discuss strategies on how to improve their performance — addressing elements of a sales process like closing more deals, reaching out to more prospects, or demoing more effectively.

Pipeline 96

Pipeline Opportunity Coaching Meeting 96

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. Have an SDR follow up with a call after emails are sent.

Opportunity 100

Opportunity Report Follow-up Revenue 100

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?

Prospecting 284

Prospecting Trade Show Objections Buyer 284

The Sales Hunter

MARCH 24, 2019

View every problem as an opportunity. You have an opportunity to demonstrate leadership. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results. Instead of looking at what has gone wrong, focus your thinking on the solution. Sales Motivation Blog.

Opportunity 212

Opportunity Face-to-face Motivation Leads 212

Zoominfo

FEBRUARY 2, 2021

But how do you know when your B2B customer is indicating sales-readiness for cross-selling opportunities? Timing is important when making the most of a cross-selling opportunity. When you combine this with research which shows that the probability of selling to a new prospect is 5-20%, compared to 60-70% for an existing customer.

Opportunity 162

Opportunity Scale Top of Funnel Lead Rank 162

The Pipeline

APRIL 23, 2019

Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events. Starting right in prospecting, of course, means putting the buyer at the centre of every action. I have trained some large transport companies, have a good feel for the business, opportunities and challenges. Find Yours.

Prospecting 260

Prospecting Transportation Retail Exact 260

The Pipeline

MARCH 5, 2019

By ‘appointment”, I mean that a prospect has clearly committed time and attention to listening to you, your reason for wanting to speak; giving you the opportunity to move a qualified opportunity to the next step, in most cases, Discovery. Options kill opportunities, not just for you, but the prospect.

Prospecting 234

Prospecting Face-to-face Sales Qualified Lead Commission 234

Zoominfo

SEPTEMBER 7, 2021

Scenario Every sales rep has been there: you work on closing a prospect for weeks, you finally discuss pricing, and at the last second, the prospect loses interest. Instead, set up an automated sales flow to re-engage the opportunity after 90 days have passed.

Opportunity 100

Opportunity Decision Maker B2B Closing 100

Keith Rosen

DECEMBER 1, 2020

Asking these questions keep your costly assumptions about each prospect at bay so you are making decisions based on the facts rather than fiction. Most importantly, these questions help get in your prospect’s head to determine if they understand your value proposition, key differentiators, and the likelihood of hiring you.

Opportunity 71

Opportunity Prospecting Hiring Vendor 71

The Sales Hunter

JULY 4, 2017

I wrote the best-selling book High-Profit Selling with one goal in mind — to help you prospect more effectively. Just because a prospect rejects you on a call doesn’t mean there isn’t something for you learn.

Prospecting 136

Prospecting Opportunity Selling Skills Sales 136

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?

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

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?

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

The Pipeline

SEPTEMBER 14, 2017

On Monday, I posted about understanding and knowing the very next thing that needs to happen if a specific opportunity is to move forward to becoming a client. What’s scary right off the top, is that there are multiple definitions of what is a “best” or a good prospect. They are the furthest down the pipe”. “I

Prospecting 274

Prospecting Forecasting Call-back Pipeline 274

Zoominfo

SEPTEMBER 7, 2021

Scenario When an opportunity has been in limbo for a few months with no decision, revive it through outreach from your leadership team. By leveraging the credibility of your company leaders, you can get prospects to provide a ‘yes or no’ answer on continuing to pursue your solution.

Opportunity 100

Opportunity Buyer Examples Prospecting 100

Zoominfo

FEBRUARY 2, 2021

But how do you know when your B2B customer is indicating sales-readiness for cross-selling opportunities? Timing is important when making the most of a cross-selling opportunity. When you combine this with research which shows that the probability of selling to a new prospect is 5-20%, compared to 60-70% for an existing customer.

Opportunity 130

Opportunity Scale Top of Funnel Lead Rank 130

Anthony Cole Training

JUNE 17, 2021

If we don’t fully understand the reason for a prospect's statement, the purpose of their question, or dig deeper to find the real problem, we will waste time and miss opportunities.

Prospecting 200

Prospecting Opportunity Closing Sales 200

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.

Prospecting 331

Prospecting Sales Process Closing Opportunity 331

Zoominfo

FEBRUARY 28, 2021

There’s more to prospect contact data than phone numbers, job titles, and company pain points. Using your CRM system (and supplemental data from a provider), you can find new opportunities close to those you’re already working with. Find the right prospects for a deal close. Gain deeper knowledge of their prospects.

Opportunity 130

Opportunity Customer Face-to-face CRM 130