Mr. Inside Sales

SEPTEMBER 11, 2020

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. First, understand what’s happening here: Remember the law in sales: Leads Never Get Better! Our presentation is pretty in depth, but I can do this. What to do?

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Face-to-face Sales Qualified Lead Scale Call-back 320

The Sales Heretic

DECEMBER 10, 2019

If you’re in sales—and that’s nearly everyone in the company—you need to make presentations. Whether it’s a one-on-one to a prospective client, or a keynote speech at a conference, delivering a great presentation is vital to your success. Here are 14 tips for presenting more effectively.

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Conference Prospecting Opportunity Company 220

The Pipeline

OCTOBER 12, 2021

Even that can be open to interpretation, I know a number of B2B sellers who have success prospecting on Saturday. I understand people trying to be as efficient as possible by pinpoint the best time to make prospecting calls. The idea is sound, but in many instances leads to less prospecting and an excessive amount of “figuring out.”.

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Prospecting Cold Calling Video Exact 345

The Pipeline

JUNE 15, 2021

They understand that they need to meet your prospects on the right plane, theirs. Based on their role, the different buyers will consider what we are presenting based on their unique time horizon. A leader of product strategy is always in the future, while their counterpart in production is squarely in the present.

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Meeting Prospecting Cold Calling Buyer 314

No More Cold Calling

MAY 14, 2020

When the market is on an upswing, our customers and prospects may be focused on a whole host of things. Salespeople score meetings with qualified prospects in one call. My new question to clients and prospects: “Are you in minimizing-risk mode, cost-savings mode, growth mode … or just ‘leave me alone’ mode?”.

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Prospecting Referrals Scale Sales Qualified Lead 428

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. But while prospecting part/start of the sales cycle. By Tibor Shanto.

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The Pipeline

JUNE 22, 2020

There are a lot of blurred lines in business and sales, leading to blurred conversations, and longer sales cycles. One blur is the line between who is a buyer and who is a prospect. Assuming buyers and prospects are the same and the words interchangeable perhaps explains the output numbers year after year. One Is Willing.

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Buyer Prospecting Advertising Advertising 272

Jeffrey Gitomer

APRIL 16, 2018

Looking for new prospects? your present customers. You probably have hundreds you're not paying attention to.

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Prospecting Customer Sales 174

The Sales Heretic

JUNE 27, 2017

A great sales presentation moves a buyer from interest to action. And a bad one causes prospects to run in the other direction. How can you create presentations that result in closed deals? A mediocre one does little or nothing. Here are nine tips. Focus on benefits rather than features Too many salespeople stuff [.].

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Benefit Closing Buyer Prospecting 204

MTD Sales Training

AUGUST 27, 2019

The presentation is going well, the customer is appreciating all our demonstrations, your ideas are being well-received…. I had this situation when I was presenting to a prospective client a few years ago, and it wasn’t funny. Some small talk followed, and I admit to being very embarrassed for myself and the prospect’s team.

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Webinar Metrics ACT Follow-up Groups 229

Anthony Cole Training

MARCH 15, 2024

Sales objections typically arise in several key areas during the sales process. The first is when you’re trying to secure someone’s time during prospecting, attempting to schedule a meeting on their calendar and obtain a few minutes of their attention.

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Objections How To Sales Meeting 241

Julie Hanson

JANUARY 15, 2024

Every time I read an article about virtual presentation mistakes, I roll my eyes. But those are the same mistakes sellers make with in-person presentations. What is rarely discussed are those surprising virtual presentation fails exclusive to presenting in an online world. And they’re hiding in plain sight!

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Face-to-face Energy SAP Video 77

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. However, many B2B sales teams struggle with inefficient qualification processes. In fact, two statistics cited in Spotio are eye opening: 46% of B2B sales reps list lead quantity and quality as their top challenge.

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Lead Rank B2B Ideal Customer Profile Lead Scoring 62

MTD Sales Training

SEPTEMBER 11, 2017

You’ve been there before; ten minutes into the sales interaction, the prospect is demanding to know the price. You do what you can to avoid divulging the price prematurely, but the prospect insists. In most cases, the prospect will realise what they are doing and back down. When the prospect continues the, “How much?”

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Prospecting Exact Training Relationals 193

The Sales Heretic

SEPTEMBER 25, 2013

Is your sales presentation as strong as it could be? Most sales presentations suffer from a fatal flaw, causing prospects to check out and move on. But if you know how to avoid this critical mistake, your presentation can blow everyone else’s out of the [.]. Sales presentation problem prospect'

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Marc Wayshak

AUGUST 24, 2021

So you’ve finally got a prospect who’s interested in what you have to say…and actually wants to hear you present. Nowadays, we want to use case studies or case study presentations to ultimately connect where the prospect is now to where you’re going to take them. It’s a me-focused presentation.

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Case Study Study Face-to-face Benefit 118

Mr. Inside Sales

AUGUST 21, 2022

I watched a sales rep making cold calls the other day. He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. Plus, what was missing was a value statement of what might be in it for the prospect.

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Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

Selling Energy

SEPTEMBER 8, 2023

Before you create a presentation, you should ask yourself, “What am I trying to accomplish?” Most people are trying to transform their idea into reality – it could be that their prospect needs to embrace this new technology or that they need to adopt a best practice that they’ve seen work in a similar facility across town.

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Journal How To Prospecting Marketing 81

The Pipeline

MARCH 19, 2019

With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?”. First, wanting to stay real and all, what they are really looking for is either a reason not to prospect or absolution from having not prospected for a while for all the wrong and usual reasons.

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Prospecting Proposal Cold Calling Quota 306

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? Similarly, many prospects are also non-believers in your product or service.

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Sales Process Sales Methodology Decision Maker Pipeline 334

Mr. Inside Sales

SEPTEMBER 9, 2019

Here is another excerpt from a really good book on sales I’ve been reading—and quoting from—this summer: “The Salesman’s Book of Wisdom” by Chriswell Freeman. The Presentation”. “In And he had this practical advice about sales presentations. Quotes on the presentation: “Never forget a customer. Sales Adage.

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Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Here it is: Prospects aren't always easy to deal with. 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1. Want more content like this? Subscribe to our newsletter! You're welcome.

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Prospecting Cancellation How To Revelation 102

Julie Hanson

JANUARY 25, 2021

Looking for the secret to an engaging virtual presentation?! While your virtual presentation doesn’t have to be worthy of an Oscar’s nod, it does pay to use these movie secrets for an engaging virtual presentation that stands out from the competition. 3 movie secrets for an engaging virtual presentation. Cut to the chase.

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Film Competition Buyer Prospecting 147

Hubspot Sales

JUNE 13, 2023

85% of salespeople using AI/automation agree it makes their prospecting efforts more effective. As prospecting is an extremely critical step in the sales process , adopting AI to help with your processes is worth considering. Read on to learn more about using AI for sales prospecting and specific use cases for generative AI.

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Prospecting Lead Rank Lead Scoring Sales Qualified Lead 118

MTD Sales Training

FEBRUARY 21, 2018

One of those things that often goes by the wayside is proper and complete preparation for a sales presentation. Because so many other things are pressing us for attention, we sometimes feel that we don’t have to give preparation for our presentations that much time. So, why should you always take time to plan?

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The Pipeline

JANUARY 26, 2019

Last September, I was invited by the Institute For Excellence In Sales in Washington DC, to present and discuss our approach to Proactive Prospecting. While I was there Fred Diamond asked me to join him on Sales Game Changers Podcast. The post Proactive Prospecting Goodies appeared first on TiborShanto.com.

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Prospecting B2B Video Conversion 189

Hubspot Sales

JULY 16, 2020

Imagine you have a captive audience, and you're making your pitch to prospects who are perfect for the product/service you're selling. We've all fallen victim to a boring presentation at one point or another, but you don't want it to happen at a make-or-break moment in the lifecycle of an important deal. Structure your content.

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SMEI

MARCH 3, 2022

Sales presentations can be a make-or-break moment for any sales organization. Crafting the perfect presentation takes skill, practice, and knowledge of what your audience wants to hear. This is the foundation of your sales presentation outline and should be front and center. What are their needs and wants?

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Mr. Inside Sales

APRIL 29, 2024

While this may sound like a reasonable way to follow up after sending an email, do you see how you’re providing your prospect with the perfect stall? The best practice way is to assume your prospect received it and even glanced through it. ON DEMAND SALES TRAINING THAT GETS RESULTS! Or “I haven’t had time to look at it yet.”

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Selling Energy

MAY 24, 2023

As sales professionals intent on prevailing as more and more prospects pivot toward Teams and Zoom calls, we’re called upon to give online presentations and webinars or have video conversations. Here are seven tips to help you present virtually like a pro:

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Pivotal Webinar Metrics Intent Video 77

Marc Wayshak

DECEMBER 1, 2021

Have you ever been presenting to a prospect when you start to notice that they’re losing interest ? When this happens, it’s because you’ve followed a presentation approach that’s led you down a bad path. In this video, I’m going to show you 5 must-know sales presentation techniques that close deals.

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Closing Case Study Face-to-face Prospecting 77

Mr. Inside Sales

MARCH 12, 2022

Congrats to those companies & individuals who sent in their prospecting scripts for review. The problem with this is you’re A) Identifying yourself as a sales rep, and B) You’re now inviting the gatekeeper to qualify you out. ON DEMAND SALES TRAINING THAT GETS RESULTS! Rep: “I’m looking for the person who handles your XYZ.

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Gatekeeper Prospecting Face-to-face Decision Maker 156

Women Sales Pros

JULY 12, 2019

When I say sales presentation, I don’t just mean any sales presentation. When it comes to TOP Line Accounts , your biggest and best opportunities often include a sales presentation. When it comes to TOP Line Accounts , your biggest and best opportunities often include a sales presentation.

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