Marc Wayshak

MARCH 27, 2024

While prospects are inundated with emails, LinkedIn messages, and social media outreach, their phones often remain relatively quiet. It’s not merely about making hundreds of calls a day—it’s about leveraging data that’s accurate and reliable to increase your productivity and sales success.

Cold Calling 118

Cold Calling Demographics Social Media eBook 118

Bernadette McClelland

SEPTEMBER 5, 2022

But having lived at sea level in Melbourne, Australia most of my life and then expecting myself to effortlessly hike at 6, 500 feet above sea level at the base of the Colorado Rockies without any real preparation, it was a wise decision. This Saturday just gone I went hiking with my friend and walking buddy, Liz and three of her friends.

Everest 370

Everest Call-back Sales Leadership Exercises 370

Understanding the Sales Force

NOVEMBER 6, 2023

She suggested I ask the owner so I asked him about the bacon and he explained that he prepared the coconut flakes to have the look, taste and texture of bacon. She suggested I ask the owner so I asked him about the bacon and he explained that he prepared the coconut flakes to have the look, taste and texture of bacon. Fake bacon.

Proposal 193

Proposal Sales Training Conversion 193

SalesProInsider

NOVEMBER 15, 2023

This adage is about preparation, and when it comes to preparation for sales conversations there are two levels that you should consistently complete to increase your probability of success. The second layer of preparation is about the moments and minutes immediately before you initiate the conversation. Now to YOU.

Conversion 104

Conversion Follow-up Lead Rank Lead Scoring 104

Smooth Sale

APRIL 17, 2024

As such, managing a company entirely on your own is one of the most challenging tasks to embrace, and embracing it is crucial! No one can stop you from being the sole person responsible for your business, but having as much clarity as possible is critical. Doing so will require securing properties to flip and sell on your own.

Outsourcing Services 119

Outsourcing Services Real Estate Hiring Policies 119

Mr. Inside Sales

SEPTEMBER 20, 2022

What’s the number one blow off prospects use these days? Be prepared with a good script and a good strategy. The one I like most is to prepare an initial email in advance (it can be generic or it can include an initial quote of services) and have it ready to send at a moment’s notice. Can you email something to me?”.

Face-to-face 177

Face-to-face Gatekeeper Decision Maker Licensing 177

Smooth Sale

APRIL 6, 2024

Photo by rebeck96 Attract the Right Job Or Clientele: How to Prepare Your Real Estate Business for Success Becoming a realtor can be lucrative if you can get your business off the ground right from the beginning. Our collaborative blog offers top tips on h ow to prepare your real estate business for success.

Real Estate 93

Real Estate Social Media How To Media 93

Smooth Sale

MARCH 29, 2024

Photo by Geralt via Pixabay A ttract the Right Job Or Clientele: How You Can Breathe New Life Into Your Career If your career has stagnated, now is likely the right time to begin looking for new and better opportunities. One of the most effective ways to discover a method of improving your career is targeted career coaching.

Education 93

Education Hiring Coaching Networking 93

The Pipeline

OCTOBER 4, 2021

A chance to help some great sellers evolve, and a chance to take some learning away for yourself as well. Specifically, how we use positive data in prospecting and Discovery, in this case the latter. Most use data/stats as an object to be thrown, with the hope the prospect becomes sufficiently impressed to move forward.

Data 368

Data Objections ACT Lead Rank 368

Jeffrey Gitomer

JANUARY 14, 2019

You must prepare yourself psychologically – it may take as many as 10 no's before you get a yes. While the in–person call has more power and flexibility – the telephone is a more productive use of your time. Get the prospect interested. Prepared: Have your materials ready. Select likely target prospects. –

Cold Calling 265

Cold Calling Guidelines Sales Qualified Lead Follow-up 265

Mr. Inside Sales

SEPTEMBER 10, 2021

And the secret is to be prepared for the recurring selling situations, blow offs, objections, and situations you get 80 to 90% of the time. Go back to your qualifying questions here and try to engage them. Let me ask you: how much (of your product or service) do you currently use on a monthly basis?”. Think of that.

Face-to-face 240

Face-to-face Objections Gatekeeper Decision Maker 240

Zoominfo

FEBRUARY 17, 2021

So you’ve got yourself a list of new leads to turn into possible customers. Be upfront and transparent with your prospects. Tell them who you are and why you’re calling — include your name, company, location, phone number, and purpose for your call (truthfully). Now comes the hard part — the cold call.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

The Sales Hunter

JUNE 25, 2019

If you fail to properly prepare, you are setting yourself up for failure. This doesn’t just apply to prospecting but everything you do. Prospecting is already a tough task; it’s only made tougher when you fail to prepare. Below are 10 steps you need to follow to ensure you’re prepared to prospect.

Prospecting 192

Prospecting VanillaSoft Gatekeeper Decision Maker 192

The Pipeline

JULY 21, 2020

Most point to a more prepared rep who takes an interest in their success. But Discovery usually involves sellers discovering how to sell their product, not discovering the ins and outs of the prospect’s business. As a subject matter expert, you should have a clear idea of how your product impacts their business.

Decision Maker 343

Decision Maker Buyer Study Intent 343

Mr. Inside Sales

AUGUST 23, 2020

Are prospects going to answer their phones? Here are 5 things you can do right now to prepare for a good fall, and a happy holiday season to come: 1. Oh, I know, while you may not be able to see your way out of things right now, remember that things will change. Start with your existing client base. Reward yourself.

Face-to-face 220

Face-to-face Referrals Call-back Quota 220

Hubspot Sales

MAY 24, 2023

It’s nerve-wracking for you and your prospect. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process.

Closing 102

Closing Proposal Call-back Vendor 102

BuzzBoard

MARCH 1, 2024

Do You Give Away Your Power on the First Sales Call? If you’re like most consultants in digital marketing agencies or media houses, your instinct when meeting a promising new lead is asking “How can I help you?” But what if that first question is actually damaging your ability to close the deal and attract high-paying clients?!

Ideal Customer Profile 52

Ideal Customer Profile How To Lead Rank Lead Scoring 52

MTD Sales Training

DECEMBER 16, 2019

Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best service possible. This means identifying what is most important to the prospect.

Negotiation 211

Negotiation Margin Discount Face-to-face 211

MTD Sales Training

JANUARY 10, 2018

When we ask salespeople how they prepare for making sales calls, most say they might check the company’s website and possibly check the contact’s Linked-In profile, but that’s about it, really. This surprises us, as the quality of the preparation can make or break your opportunities with a new prospect. Google Yourself.

Ideal Customer Profile 220

Ideal Customer Profile Google Competition LinkedIn 220

Zoominfo

JUNE 22, 2022

In the age of COVID and increased remote work, sales development representatives (SDRs) and account executives (AEs) are finding that cold calling can be an effective means of reaching prospects — when handled correctly. B2B cold calling is simply calling a prospective customer before they’ve expressed interest in a product or service.

Cold Calling 130

Cold Calling B2B Commission Exact 130

MTD Sales Training

SEPTEMBER 26, 2018

The very thought of picking up the phone or writing an email to a prospect who has never heard of you or knows little about your products can be so daunting to a sales professional that they spend hours doing other things so that the inevitable rejection doesn’t have to be faced. 2) Do your prospecting professionally.

Cold Calling 215

Cold Calling Decision Maker Gatekeeper GoldMine 215

Hubspot Sales

NOVEMBER 28, 2023

Pricing Negotiations There’s no doubt that at some point in your career, you will deal with pricing negotiations. Some people won’t easily part with their hard-earned cash for your product or service. Thankfully, there are tactics you can use to encourage buy-in from your prospects.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 100

The Sales Hunter

JULY 9, 2019

How can you ever expect to achieve the results you need from prospecting if you aren’t prepared to prospect? Prospecting is tough enough, so you shouldn’t make it even harder on yourself. Most likely, you’ll be disappointed with your results. Copyright 2019, Mark Hunter “The Sales Hunter.”

Prospecting 153

Prospecting eBook Motivation Video 153

Hubspot Sales

AUGUST 21, 2023

Price negotiation is central to virtually every sales process, and understanding how to properly prepare for one can be a big help in reducing stress and improving results — especially if you're new to the process. 10 Key Steps to Preparing for a Successful Price Negotiation 1. Understand your contact's decision-making authority.

Negotiation 76

Negotiation Hubspot Discount Guidelines 76

Partners in Excellence

SEPTEMBER 14, 2023

Time available for selling is the time sellers spend preparing for a customer interaction, the interaction itself, and the follow-up from that interaction. There are meetings to develop and execute strategies to respond to specific customer and prospect issues. Time Available For Selling is a critical issue for everyone in sales.

CRM 129

CRM Proposal Maximizer Up-Sell 129

Rob Jolles

FEBRUARY 22, 2024

Imagine this scenario for a moment: You’ve worked really hard to pin down a prospect, and you’ve secured an appointment. It wasn’t easy, but your hard work has paid off, and that appointment is coming up soon. You’ve mapped out your travel route and your timing, but your preparation is far from over.

How To 52

How To Face-to-face LinkedIn Social Media 52

Zoominfo

MAY 13, 2018

Mitigate Sales Stress and Increase Your Workplace Productivity. Although it’s easier said than done, as a sales rep or sales leader, it’s important to shift your focus to the activities that lead up to a sale. Incentivize your people. Start small, and expand your incentive program as you learn and grow. Keep reading!

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Selling Energy

MARCH 3, 2023

The next time you’re preparing to sell to a prospect, ask yourself, “Do I know the ins and outs of this prospect’s industry?” If your honest answer to this question is “not really,” do yourself a favor and take the time to understand what that prospect measures to gauge his/her success in business.

Segment 72

Segment Prospecting Journal Industry 72

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. Companies evaluate prospective new technologies with greater scrutiny or postpone such investments entirely. Budgets are reduced or eliminated.

Hiring 130

Hiring Face-to-face Lead Rank Lead Scoring 130

Zoominfo

MARCH 29, 2023

Here are a few ways to make sure you’re prepared for every potential conversation. Cross-Functional Alignment Your go-to-market strategy depends on alignment. We’ve put together some ways to drive better alignment between sales and marketing, including ways to deduce if your teams are misaligned in the first place.

Sales Cycle 130

Sales Cycle Intent Signal Lead Rank Decision Maker 130

SalesFuel

MARCH 18, 2024

One reason is that they just aren’t doing enough research before engaging with a prospect. And they aren’t just Googling the prospect’s business. They are seeking out quality pre-call intelligence that gives them deeper insight into a prospect, their industry and their company. This can add even more context to your findings.

Research 52

Research Hiring Social Media Ideal Customer Profile 52

The Sales Hunter

JUNE 28, 2019

Quit blaming salespeople for bad prospecting habits when you as the sales manager are the one with the bad prospecting habits! If you want your team to focus on prospecting, you must make it a priority. Your role as a sales manager/leader is not to be the best prospecting person. Culture starts at the top.

Prospecting 190

Prospecting Hiring Video Coaching 190

Hubspot Sales

MAY 26, 2023

Your phone rings and you decide to pick this one up instead of letting it go to voicemail. Outbound calls are any call made by your business, while cold calls happen when sales representatives call prospects without knowing if they’re interested in your offerings. You are greeted with a pitch from a pushy sales rep.

Outbound 95

Outbound Inbound Cold Calling Buyer Persona 95

Pipeliner

JUNE 10, 2022

Lack of preparation adds more stress to an already high-pressure task, but it also turns prospects off. Preparing for a sales call beforehand will get you there. Preparing for a sales call beforehand will get you there. This article will discuss 14 tips for setting yourself up for a successful sales call.

Sales Qualified Lead 97

Sales Qualified Lead Objections Follow-up Decision Maker 97

Hubspot Sales

MAY 24, 2021

Having conversations with prospects is baked into sales — in a lot of ways, it's the basis of the whole concept. Being able to thoughtfully and adeptly communicate with prospects in-person, over the phone, and via email will set you up for a long and successful career in the field. Prepare, prepare, and prepare some more.

Conversion 134

Conversion Scale Lead Rank Lead Scoring 134

Hubspot Sales

OCTOBER 24, 2023

Interview anxiety is real and can easily shake your confidence. To help you ace your interview, we’ve curated this massive list of interview tips to win over your interviewers with a smile and a stellar conversation. These six essential guidelines will prepare you for any interview scenario and set you up for continued success.

Face-to-face 86

Face-to-face Positioning Trends Research 86

Sales Gravy

AUGUST 27, 2022

If you want to succeed at any job, make yourself invaluable. Losing your job during an economic downturn is worse. Now more than ever, you need your income. If you lose your job, there is a much higher probability that you will take a pay cut when you land your next one or end up in a role or company that you dislike.

Face-to-face 115

Face-to-face Commission Follow-up ACT 115