Business Development Pivots and other Relevant Nonsense

Babette Ten Haken

There were a lot of business development pivots going on. Business development pivots keep you moving forward, not backward. Prospective mindset and perspective are the keys to innovation, not retrospective dwelling in the past.

The 5 Pivotal Stages of Sales Maturity [Quiz]

Hubspot Sales

This likely results in heavy manual work for your reps, and a lack of consistency for efforts such as call cadence, prospecting email drips, or film reviews due to lack of process. How mature is your organization’s sales enablement structure?

Start/Stop/Pivot/Restart Sales Strategies

Partners in Excellence

Some of the obvious: Prospecting, working deals, planning calls, developing proposals, developing territory/account plans, pipeline management/forecasting, time management, learning/training, one on one’s with managers (hopefully for coaching), and yes, even administrivia.

The Aha Moment: How to Know When to Pivot Your Sales Strategy

Hubspot Sales

As a salesperson, it’s vital to recognize when your usual tactics aren’t getting results and then pivot. I realized I needed to start identifying high-quality prospects so my calls were likelier to lead to sales. Meet with prospect. Discover prospect’s goals and desired results.

16 Sales Prospecting Tips to Crush Your Next Call

Hubspot Sales

Sales prospecting tips. Do prospecting in chunks. Calling prospects takes a good degree of courage, talent -- and yes, some luck. So if you want to get great results even when luck isn’t on your side, follow these 16 sales call prospecting tips. But be prepared to pivot.

6 Rookie Sales Call Mistakes That Make Prospects Hang Up ASAP

Hubspot Sales

You’ve made hundreds if not thousands of prospecting calls in your career, and regardless of how well you prepared or how perfect the prospect was for your offering, some of those dials resulted in hang-ups. Here are the top reasons prospects hang up on salespeople.

Your Sales Tech Is Destroying Your Relationships With Prospects. Here's What You Can Do About it.

Hubspot Sales

Before the internet, it was nearly impossible for prospects to get information about a product without the help of a friendly salesperson. But reps didn't hold all the power -- they needed prospects too. With less reach and fewer resources, prospects were uncovered through hard work.

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Selling With Video At Every Stage of the Funnel

Funnel Clarity

In 2017, publishers across different industries and verticals made a ‘ pivot to video ’ drawing praise and criticism alike. Sales Process ProspectingThere’s no question that video as a medium is rapidly increasing in popularity.

Sales Advice from Hannibal Lecter

The Sales Heretic

And he was an expert at divining human motivation, as evidenced in a pivotal scene in [.]. Sales motivation needs product prospect serviceHannibal Lecter would have made a great salesperson. And by that, I don’t mean that he’d eat the competition for lunch. The cannibalistic psychiatrist in The Silence of the Lambs understood that people’s actions are a result of their motivation.

Handling Objections like a Pro | Sales Tips

Engage Selling

One thing that I’ve noticed recently is that sellers aren’t always good at is learning how to pivot. During the qualification stage, we get thrown for a loop sometimes.

The Ultimate Catch eBook

DiscoverOrg Sales

To keep fish interested, this team must be ready for quick pivots and new opportunities at any moment. For example, a chief objection of engineers is that pivots and changes are too expensive. Account-Based Everything Account-Based Marketing Sales Development B2B Sales Insights Good leads Marketing Strategies Partner Blog Prospecting sales strategiesWe’re on a boat! Well, actually, it’s a fishing boat.

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The Power of Sales Intelligence #2: Creating an Ideal Customer Profile

DiscoverOrg Sales

Historically, sales professionals and marketers spent a lot of time chasing down prospects with a scant probability of getting an appointment, let alone winning business. You can then have a deliberate, thoughtful approach to prospecting into those accounts and contacts.

Are You Closing Sales Or Opening Relationships? with Adam, Episode #94


That’s why Adam says it’s your job as a sales professional to let your prospects and customers know that you are MOST interested in the relationship you have with them. There’s a valuable need for salespeople to serve as consultants to their prospects and customers.

How to Heat Up Cold Emails with Personalization

DiscoverOrg Sales

Much like my mom’s BMW, I use personalized emails to catch the attention of my most important prospects. Either I get responses from someone who forwarded my email, or the prospect who received the email responds themselves. But while prospecting with cold email might be a tempting way to avoid the awkwardness of rejection over the phone, you have to do it right. So what situations are appropriate for this type of prospecting? When your prospect is a decision maker.

How to Build a Successful Sales Team: VIDEO

DiscoverOrg Sales

Separate prospecting and closing roles. Sales prospecting and closing are two very different skills: Reps who are born closers aren’t usually great prospectors as well (and vise versa)! Let inbound SDRs pivot and respond quickly.

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Use leverage

Sales 2.0

It’s really critical to give your prospects a reason to act; otherwise your biggest competitor–status quo–will win. I like the visual of using a lever to pivot around point one and move the object at point two by applying force at the third point.

Are You Trying to Complete the ABM Marathon – Before the ABM 5k?

DiscoverOrg Sales

With a list of best customers, look for patterns among attributes, of both the company and key prospects within the company: Company size, industry, location. Clinton also relied on DiscoverOrg’s direct-dial phone numbers and verified email addresses to contact Pivotal’s prospects directly.

Best Sales Books: 33 of the Top Picks to Create More Conversations in 2019


High Profit Prospecting by Mark Hunter. Combo Prospecting by Tony J Hughes. Pivot by Adam Markel’s. 5 High Profit Prospecting by Mark Hunter. Finding high-quality prospects is vital to a salesperson’s success. 16 Combo Prospecting by Tony J Hughes.

How to Personalize at Scale

Sales Hacker

After another 12 hour day of prospecting on October 1, 2015, I laid on the floor of my studio in downtown SF, stared at the ceiling for about an hour, and asked myself 3 questions that would forever change the trajectory of my career in Sales Development: 1.

5 Books & Blogs That Will Make You Better at Inside Sales

DiscoverOrg Sales

As you well know, arousing curiosity, generating interest, and getting prospects to open up about their priorities is about as easy as potty-training a coyote.” If, like Bertuzzi, you’ve ever struggled to get the attention of your prospective clients, then you’ll enjoy her insight on sales development. These are tips that draw on his more than forty years in sales and include everything from ethics and prospecting to people skills and organization.

Two Sides to the Enterprise Selling Coin


And in selling, while the focus is typically on the prospect’s pain, sales teams feel acute pains as well. And pivotal factors like ISO 9000, Six Sigma or mandatory certifications complicate pursuits, demanding your best in research, knowledge, and application. Prospecting

Sales Lessons Learned at the Movies

The Pipeline

But it is on mine, for one pivotal scene that all salespeople can learn from and adapt in some ways. They will present a great question, rich with potential areas of interest for the buyer, and prospect obliges with a great answer. By Tibor Shanto.

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The Trade War means a Battle for Your Business: The 4 steps you must take now

Alice Heiman

Examine your prospect list: Look at the list and determine whether your prospects are in or selling to vulnerable industries and build a strategy that positions your company to impact their success. Be prepared to pivot. . Business Owners News Resources Sales Sales leadership Strategic Planning Positioning prospect Sales strategy Trade WarNo heavy artillery ? N o bullets flying ? I t doesn’t sound like mu ch of a war.

5 Skills Every Sales Development Rep Needs to Master in 2018

Hubspot Sales

Video prospecting. 1) Video prospecting. Video prospecting” is a buzzword, but at HubSpot, we’ve seen great results. Of course, that’s probably one month before video prospecting starts to lose its impact …). Sales Prospecting RecommendedSDR/BDR Skills for 2018.

5 Questions to Assess Sales Pipeline Health

Hubspot Sales

But what about the prospects that express interest and then go quiet? However, while it’s fine for salespeople to check in with these prospects occasionally and try to rekindle the flame, it’s not okay for sales managers to allow these deals to stay in the pipeline indefinitely.

Four Steps to Successfully Bringing Products to Market

Sales Benchmark Index

As the marketing leader, you play a pivotal role in bringing the new offering to market. In Step #1 you should prioritize the opportunity that exists inside your prospect universe for the new product. Six months ago your company launched a new product.

It Pays to Create a Vision

Sales Gravy

Creating a buying vision goes a long way to ensuring that your prospects are better educated and better informed and enjoy a better experience when they come to you. It also plays a pivotal role in flattening the footpaths of pre-qualification and qu

The Deciding Journey: Four Value Conversations You Need to Master

Corporate Visions

When you label a prospect as being in the “Consideration” stage, for example, what does that really tell you? That requires articulating compelling answers for two pivotal questions your prospects are asking: Why Change (why should I do something different?)

Sales Not Up to Snuff? Is the Problem Lead Gen or Lead Conversion?


You can’t grow at the desired level if you don’t have prospective clients to talk with— marketing. It’s a collaborative effort that should be seamless to your prospects. For anything you will share, put on your “prospect” mindset and ask yourself, “So What?

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Sales Cycles Explained in 500 Words or Less

Hubspot Sales

The sales cycle is more tactical, and often includes stages such as “prospect,” “connect,” “research,” “present,” and “close.”. Prospect. Prospect. Prospecting isn’t the most glamorous part of sales, but it might just be the most important. What Is a Sales Cycle?

Being more remarkable in virtual sales meetings

Sales and Marketing Management

It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face.

Just Because We Have The Ability To Do Something Doesn’t Mean It’s Best Practice

Partners in Excellence

I’ve been writing about customer experience , bad prospecting , and other bad sales and marketing practices for some time. Analytics provides us insights and understanding about our prospects and customers. We can slice, dice, pivot, and do all sorts of things with data. We want to cast a wider net to attract new prospects. We forget about our victims—I mean customers and prospects. Somehow customers and prospects always get it right.

15 Bad Habits That Make Salespeople Seem Pushy (And How to Correct Them)

Hubspot Sales

And there's an obvious difference between consistently adding a bit of value with each check-in and doggedly pursuing prospects who have, in no uncertain terms, told you they're not interested. What you think: You're keeping yourself top-of-mind and on your prospect's radar.

Getting Culture Right: Five Lessons for Merger Success in the Sales Department

Sales and Marketing Management

Says the study author, “…the employee must be pivotal. The excitement and gratitude they expressed in receiving tools and support they didn’t previously have was a pivotal moment in successfully bringing the teams together.

How Getting Fired Actually Launched My Referral Business

No More Cold Calling

Prospects trust us. Then I asked the pivotal question: Do you have a referral system, a methodology, a programmatic, written strategy, with metrics, KPIs, skills, and accountability for results? It’s changed how we prospect, but it hasn’t changed how deals get done.

The Best Sales Role-Play Scenarios to Prepare Your Team for the Win


More than 40 percent of salespeople say prospecting is the most challenging part of the sales process but it doesn’t have to be. An objector is a prospect that rapid fires tough questions and reasons why your solution is not for them.

Playing Chess Instead of Checkers In Sales

Sales and Marketing Management

Let’s transition to sales, if an interview is highly predictable, the same could be suggested for a sales call or customer/prospect interaction. Initially, strategic planning can be a little time consuming, however, because most customers or prospects say and do the same things, your strategic plan can be reused most of the time with only slight adjustments. Author: Charles Brennan One of the fastest-growing sports in America is pickleball.

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Dog Sales Of Summer

The Pipeline

It’s important to remember that this has internal implications for your prospects as well that you may be able to leverage to restart discussions and the stalled deal. Tibor Shanto –

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The Top Ten Changes In Sales Over The Past Ten Years

Bernadette McClelland

Prospects and customers either answered the phone (or pager) or their PA did. Today the business manager and the purchasing manager’s roles have been elevated and are considered pivotal senior management roles.

The Secret Path to Successful Sales Calls

Smart Selling Tools

How do you lead each conversation so the prospect will want to continue the sales journey with you? Did you first think through the key sales messages and the best way to communicate them to prospects? It is equivalent to using a magnet to find true-north on the prospect’s compass.