article thumbnail

31 Seconds That Make a Prospecting Call

The Pipeline

31 seconds that make a prospecting call. If they can relate to the outcome, and the question is easy to answer, you can move to a conversation. The post 31 Seconds That Make a Prospecting Call appeared first on TiborShanto.com. But if you allow me to cloud the issue with facts , you may draw a different conclusion.

article thumbnail

80% Of Prospects Use One Of Five Common Objections

The Pipeline

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. Even people who do not admit to a need or pain can relate to where they would like to go.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Investor Relations Research

Selling Energy

Those of you who have been reading this blog for a while or have taken any of my sales-focused classes have probably heard me talk about industry research and the importance of becoming an expert in your prospects’ businesses.

article thumbnail

Winning Your Prospect’s Prospect

The Pipeline

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?

article thumbnail

The Essential Guide to Selling by Telling Your Touchstone Story

Sales reps who learn to tell rather than sell have a critical tool for creating connections with their prospects. When you develop a personal Touchstone Story to share, you can leave formulaic scripts behind, meet potential customers where they are and relate to their pain points by sharing your own.

article thumbnail

Environmentally Friendly Prospecting

The Pipeline

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. Living it is exactly what prospects are doing when our call interrupts. Related Resources. Let’s Start Right.

article thumbnail

Email Prospecting: Automate Your Info Gathering to Be Relevant and Relatable to Prospects

The Sales Hunter

I’ve heard sales people say, “I don’t have the time to research a prospect.” What you can learn about a prospect on Linkedin is invaluable! ” That comes from people who believe volume over quality will drive more revenue. If you just send out bad email after bad email, you are just sending out bad emails.

article thumbnail

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.