Partners in Excellence

JANUARY 11, 2021

Someone has been prospecting me. I’ll own up to it–normally I ignore 95% of the prospecting attempts people make. But some prospecting attempts standout as being perhaps being a little better than mediocre (It’s a shame I had to set the bar so low). Related Posts: Prospecting Malpractice!

Customer 65

Customer Discount Vendor ACT 65

Partners in Excellence

JANUARY 19, 2022

We struggle with customer/prospect engagement. We flood social channels with prospecting messages. Related Posts: Prospecting Malpractice! We send endless emails trying to engage them. Our autodialers help us make 1000’s of calls, in the hopes that one person will pick up. We send endless texts.

Revelation 78

Revelation Customer Channels Discount 78

MTD Sales Training

OCTOBER 12, 2011

Maintained his offer: No matter how many times the prospect said “No,” Sam never reduced his offer. Sales people often demand the prospect justify their reasoning, which creates an adversarial condition. To help the prospect solve a problem he did not even know he had. However, Sam did much more than take a lot of “NOs.”

Commission 300

Commission Examples Objections Consultative Selling 300

Partners in Excellence

JANUARY 3, 2019

With those numbers, to maintain a full funnel, I have to constantly be working 100 qualified deals (As a side note, this means I have to be prospecting 100’s to 1000’s to find those 100 deals. This is simply sloppiness, it’s management malpractice. As a result it’s 10%. Of course we have to have full funnels!

Top of Funnel 90

Top of Funnel Funnel Pipeline Ideal Customer Profile 90

Platinum Rules for Success

DECEMBER 26, 2018

Targeting explores the markets or groups you may target as prospective buyers. Goal: to establish truthful communication with the prospect, so that both of you are able to tell each other the truth. As they say, “In sales as in medicine, prescription before diagnosis is malpractice.”. Goal: to be ready to do your job well.

Loyalty 87

Loyalty Sales Cycle Lead Rank Lead Scoring 87

Sales Hacker

FEBRUARY 2, 2021

Prospecting. Sales prospecting is to find qualified leads that are close to being ready to buy the advertised business or service. Companies start prospecting by formulating an Ideal Customer Profile. So not only do sales reps prospect for new customers, but they also qualify them. Presentation. Handling objections.

Sales Cycle 105

Sales Cycle Ideal Customer Profile Strategy Sales Qualified Lead 105

Sales Hacker

JULY 23, 2020

The notion that you need to be closing throughout your conversations can annoy and offend prospects so much they may show you the door, close off the videoconference, or hang up the telephone. I have often heard trainers tell salespeople to address prospects repeatedly by their first name. This advice is essentially Sales malpractice.

Cold Calling 78

Cold Calling Proposal Sales Qualified Lead Buyer 78

SalesLoft

DECEMBER 21, 2019

Known for his bluntness, Mike covers a lot in this Hey Salespeople episode, including what constitutes sales management malpractice, the thing he’s constantly reminding sales leaders of, and why Gary Vee’s message in content may not be applicable to the average B2B salesperson.

Account 59

Account Follow-up Distribution B2B 59

Sales Hacker

APRIL 19, 2018

Oh yeah, the list of words that sell don’t just apply to your conversations with prospects! Being passive and failing to create any level of positive tension is professional malpractice. How can marketing assist you with inviting prospects to events if you don’t bother to put them in the system? Hope is not a strategy.

Ideal Customer Profile 84

Ideal Customer Profile Forecasting CRM Sales Qualified Lead 84

LeadFuze

JANUARY 1, 2022

Need Help Automating Your Sales Prospecting Process? Prospecting. The process of sales prospecting is to identify potential clients who are interested in your product or service. Prospecting starts with a company formulating an Ideal Customer Profile. Presentation. Handling objections.

Sales Cycle 52

Sales Cycle Strategy Ideal Customer Profile Hiring 52

Klozers

MAY 26, 2014

Hence the saying in Sales Training , Prescription without proper Diagnosis is malpractice.. Do you mind if I ask, when you say they are not closing enough sales, what steps or process do your sales people follow to make sure your prospects are qualified to close?. Closing Sales Techniques Example.

Closing 46

Closing Sales Qualified Lead Follow-up Social Media 46

Sales Training Advice

MAY 31, 2010

I make and hear hundreds of prospect calls a year. If you look like your prospects, sound like your prospects, feel like your prospects, even smell like your prospects then you cease being a sales person and turn into a peer. In the workshops we do a ton of live warm and cold calling on speakerphone. Be informed.

Training 69

Training Face-to-face How To Decision Maker 69

Cience

DECEMBER 16, 2019

Prospects perceive such calls as mass outreach, impersonal, pushy and salesy. Next, comes the silence and the prospect hangs up. They make your sentences long, dull, marketing-ish and ultimately will cause your prospects to zone out. Your prospect has just lost touch with you. Scripts are one-way ‘conversations’.

Cold Calling 55

Cold Calling Lead Generation Lead Rank Sales Qualified Lead 55

Keith Rosen

APRIL 8, 2017

He was a salesperson, on his way to visit a prospective client who he was working diligently with to earn their business. Julian knew that it would be considered sales malpractice to offer a solution before understanding the prospect’s problems, goals or pains they were experiencing. ” The Lies We Live By.

Coaching 81

Coaching Competition Sales Qualified Lead Hiring 81

Cience

DECEMBER 16, 2019

Prospects perceive such calls as mass outreach, impersonal, pushy and salesy. Next, comes the silence and the prospect hangs up. . They make your sentences long, dull, marketing-ish and ultimately will cause your prospects to zone out. Your prospect has just lost touch with you. Scripts are one-way ‘conversations’.

Cold Calling 52

Cold Calling Lead Generation Lead Rank Sales Qualified Lead 52

Cience

JULY 25, 2019

Don’t make your prospect wait. There are several questions that most of your prospects/site visitors would ask. By the time the prospect gets to a human being, she/he has already received answers on their most urgent questions. Some of the conversations between your SDRs and prospects won’t happen, that’s true.

Lead Generation 56

Lead Generation Lead Rank Sales Qualified Lead B2B 56

Keith Rosen

APRIL 8, 2017

He was a salesperson, on his way to visit a prospective client who he was working diligently with to earn their business. Julian knew that it would be considered sales malpractice to offer a solution before understanding the prospect’s problems, goals or pains they were experiencing. ” The Lies We Live By.

Coaching 48

Coaching Competition Sales Qualified Lead Hiring 48

Sales Evangelist

MAY 1, 2019

When we convince ourselves that we have nothing more to learn, we fail to ask enough questions and we sometimes even commit sales malpractice. We're seeking sincere engagement from our prospect, so this is the most critical component. Intentional questions Many salespeople do the old "show up and throw up." We're addicted to it.

Benefit 40

Benefit Intent Exact Sales 40

Sales Hacker

NOVEMBER 18, 2020

Prescription without diagnosis is malpractice.” Now, imagine how your prospect feels when, after the barest of discovery , you pull out a full battery of high-priced solutions and long-term binding contracts. You can’t exactly jump on a cold call and ask your prospect, “ How committed are you to solving this problem?

Sales Process 119

Sales Process Customer Hiring Churn 119

Platinum Rules for Success

MARCH 22, 2017

They approached the market as a “numbers game,” delivered a canned pitch to as many prospects as possible in the shortest amount of time. Then they delivered razzle-dazzle pitches to wide-eyed, hopefully receptive prospects. Prescription before diagnosis is malpractice. There was little if any information gathering.

Scale 48

Scale Up-Sell Referrals Objections 48

Mereo

APRIL 16, 2020

While effective when properly administered, there is ample amount of malpractices and over-promises when it comes to sales training. Effectively Leveling-up Sales Skills. Sales training has been a popular prescription for dried-up pipelines and below-par performance. Sales training is never a once and done event. year-on-year.

Sales Enablement 81

Sales Enablement Revenue Face-to-face Ideal Customer Profile 81