The Pipeline

FEBRUARY 27, 2018

The problem with most call scripts salespeople use for proactive direct prospecting is that they are prepared for sellers, by people who are not buyers, and as a result, there is little for the prospect to grab and hang on too long enough to convert to engagement. These and other, day to day things lead salespeople to say the entirely wrong thing when the unwitting prospect answers. ” (live, phone, web, Skype…) Nothing Else! By Tibor Shanto.

Prospecting 147

Prospecting Skype ROI Territories 147

Keith Rosen

SEPTEMBER 9, 2017

Proposal submitted, follow up done but no response from the prospect. Since 55% of selling time is wasted on unproductive prospecting, here are 20 questions that prevent prospects from going MIA, increase sales and keep you focused on the right opportunities to prevent sales frostbite.

Prospecting 107

Prospecting Cold Calling Proposal Skype 107

A Sales Guy

APRIL 7, 2012

Do you think it’s OK to text a prospect or a customer? If we didn’t want people to Skype us, we wouldn’t put our Skype handle our our business card. My take is this. If their mobile number is on their business card, it’s fair game. The information we put our business cards implies that communication channel is OK to connect. We don’t put our home phone numbers on our business cards, (do people still have those?)

Skype 85

Skype Channels Prospecting Sales 85

DiscoverOrg Sales

JULY 5, 2017

It could be a target prospect account you’re already researching, or a current client you’d like to expand. Define parameters for sales prospecting. Of those, you’ve chosen Biologics as a target prospect because you have engineering expertise there. First comes good solid sales and marketing intelligence data, such as DiscoverOrg, to prospect and prioritize a list of target contacts.

Account 235

Account Decision Maker Outbound Campaigns 235

Pipeliner

JULY 28, 2019

Every business wants their products to get noticed when they send an email to their prospects. Include contact number, website, LinkedIn account, or skype id if there’s the need. Prospecting Sales & Marketing Alignment

Conversion 63

Conversion Skype Social Media LinkedIn 63

DiscoverOrg Sales

AUGUST 16, 2017

Here’s how to start a conversation (and book a meeting) with almost any prospect in your database or CRM using the “Foot-in-the-Door” email. IMPORTANT: Be upfront about your intentions with your prospects. Download the free ebook: The Superhero Life of Your Prospecting Email. Once we got our first reply, the emails were no longer “cold” and we could easily continue the conversation via email (or sometimes Skype) where we’d ask for an in-person meeting.

Decision Maker 150

Decision Maker Conversion Outbound Skype 150

Sales and Marketing Management

JANUARY 21, 2019

Automated sales prospecting. Sales prospecting tools, such as Pipedrive, Vainu.io and Intelisale, enable businesses to use filters and predictive insights to choose prospects wisely and focus on those most likely to convert.

Trends 296

Trends B2B Skype Telemarketing 296

Alice Heiman

AUGUST 29, 2018

Running a prospecting campaign should be a joint effort. Prospecting does not Equal Cold Calling. So, how do you build an effective prospecting campaign? Effective Prospecting Campaigns. Effective prospecting campaigns have to be more than picking up the phone and trying to reach the person on the list. A prospecting campaign is very similar to a resume, in that a good resume gets you an interview (not the job) with someone who can hire you.

Funnel 60

Funnel Leads Campaigns Skype 60

KO Advantage Group

MAY 20, 2019

I love how I can use my smartphone or laptop to get on a Zoom or Skype meeting. Trust me, if you make an effort to fly down somewhere to actually see a prospect or client in person, chances are you’ll get that deal.

Face-to-face 68

Face-to-face Skype Meeting Closing 68

Score More Sales

APRIL 5, 2014

These are not universally used yet, but more innovative sales teams are using Skype video calls, Google Hangouts, and other means to facilitate seeing each person on the call. As a remote professional seller you use the phone continuously throughout the day.

Inside Sales 292

Inside Sales Skype Video Google 292

No More Cold Calling

SEPTEMBER 11, 2014

An Aussie reaches out to confirm his understanding of American prospecting practices. We talk on Skype the next morning, and he introduces me to an entrepreneur who wants to learn about referrals. Social selling exposes your business to a world of opportunity.

Social Media 262

Social Media Skype Referrals Media 262

Smart Selling Tools

JULY 24, 2012

Texting, blogging, Skyping, and Tweeting have become integral facets of our connectivity with friends and associates, and without these tools our ability to build and nurture these relationships would surely be diminished. Tweet A sad farewell.

VanillaSoft 116

VanillaSoft InsideSales Skype Social Media 116

Openview

NOVEMBER 30, 2018

While creating a strong initial intro email is important, most opportunities are opened from follow-up steps – often requiring 7 to 13 touches before a prospect becomes a sales qualified lead. There’s no sugar-coating it: creating new sales opportunities from cold email is hard work.

Skype 108

Skype Campaigns How To Follow-up 108

Fill the Funnel

JUNE 30, 2014

Are your prospects clicking away without action? Open a recent email you have sent to a prospect or customer. Fastest and Easiest eBook Cover Creator Don’t Forget Your Old Tech Tools – Skype Is Alive and Well.

Skype 133

Skype eBook Exercises Customer 133

Hubspot Sales

OCTOBER 9, 2017

So if you often toss it around, you might be irritating your coworkers, prospects, and connections. 3) “Let’s check in via [email, Skype, Slack, text, a phone call] once [X benchmark is hit].”. What’s wrong with using “I’ll touch base with you” in an email?

Skype 111

Skype Exact Survey Channels 111

CloserIQ

NOVEMBER 27, 2018

The ability to communicate with prospects and clients remotely is critical for sales success. Consider these tools: Google Hangouts , GoToMeeting , Zoom , ScreenShare , Skype. One way to save time is to automate the process of creating quotes and proposals for prospective clients.

Account 64

Account Tools Forecasting Skype 64

Zoominfo

OCTOBER 30, 2018

It’s no secret, technology has transformed the way businesses communicate with customers and prospects. By sitting down with a customer or prospect in person, you demonstrate you value their business by putting in the time and effort required for a face-to-face meeting.

Face-to-face 73

Face-to-face Skype Meeting Sales Process 73

No More Cold Calling

MAY 28, 2015

We talked on Skype the next morning, and he introduced me to an entrepreneur who wanted to learn about referrals. Can’t travel across the world to meet with your international prospects? Something in Common: The Key to Connecting with Your Sales Prospects My birthday is January 19.

Referrals 261

Referrals Skype SAP Social Media 261

Sales Hacker

MARCH 15, 2018

You waste a LOT of time exchanging emails with a prospect until a good time is found. Time is the currency of many prospective buyers. Let’s explore 4 tips that’ll make sales appointment scheduling a lot easier for you and your prospects.

Skype 90

Skype Government Distribution Tools 90

Fill the Funnel

OCTOBER 20, 2015

Even more welcome is the news that today, sales people have more resources than ever available to them for creating and displaying visually compelling information that their customers and prospects are looking for. Want to improve sales communication?

Video 135

Video Revelation Skype Government 135

Hubspot Sales

NOVEMBER 14, 2017

If you sound calm, collected, and self-assured, your prospects will implicitly trust you more. This phrase can throw off the tone of your entire voicemail, especially since it’s usually one of the last things the prospect hears. The salesperson doubts their prospect’s intelligence.

Skype 114

Skype Proposal Buyer Prospecting 114

Growbots

JUNE 20, 2018

Sales prospecting is a perfect example. READ Speed Up Your Sales Prospecting with Growbots. There are tools like Growbots which can fully automate your prospecting. It also applies to prospect outreach. They receive emails from prospects and customers.

Skype 56

Skype Tools Decision Maker Meeting 56

Pointclear

FEBRUARY 21, 2013

After decades of developing new techniques for prospecting and nurturing leads, Bob says that inside sales professionals have earned their “rightful place” in most companies. Skype chats and instant messaging.

Inside Sales 251

Inside Sales Skype Field Sales Video 251

Score More Sales

JULY 20, 2011

We thought we’d share an internal list on how we work 1-on-1 with our coaching clients – this is an idea list of what one can talk about (virtually, by phone, iPad 2 Face Time, or a Skype Video Chat) to a sales strategist to help get unstuck and grow sales.

Benefit 284

Benefit Strategy Skype Demographics 284

No More Cold Calling

NOVEMBER 26, 2012

Many of the attendees were uncomfortable with the prospect of meeting the face-to-face mandate. No matter what our technical communication capability and comfort, we must be confident in the original medium—in person.

Face-to-face 256

Face-to-face Referrals Skype Conference 256

LeadIQ

OCTOBER 16, 2018

As a marketer who was getting back into prospecting, I had done a decent job softly pitching LeadIQ and developing relationships with people over social media to turn them into deals. I know my good pal Will Barron records his podcasts using Skype, and he’s doing it full time!

LinkedIn 70

LinkedIn Video Skype Conference 70

Hubspot Sales

OCTOBER 10, 2017

The more time you spend on manual tasks, like researching prospects or creating personal sales reports, the less time you have for selling activities, like prospecting or following up with buyers. Platforms: Facebook Messenger, Skype, Slack, Email, Google Calendar.

Skype 99

Skype Transportation Google Travel 99

Adaptive Business Services

OCTOBER 18, 2017

Face-to-Face Meetings: The Ultimate Guide – Thanks to communication tools like Skype, chat, and email, face-to-face meetings sales meetings are less common than they used to be. Went back and forth with a prospect figuring out a good time to meet? How to Prospect on LinkedIn.

Social Selling 72

Social Selling Skype Google LinkedIn 72

A Sales Guy

SEPTEMBER 28, 2012

In other words can you, do, provide, share, prove, and convey what that prospect needs to feel comfortable making the decision to buy. Skype meeting. I’m going to get tactical for a minute. I’m noticing an interesting CRM trend lately. Too many opportunities are in the CRM without an active or open, associated task. The sole purpose of the pipeline or sales process is to move deals from contact to contract, from start to finish.

CRM 82

CRM Opportunity Skype Objections 82

EyesOnSales

NOVEMBER 7, 2017

Setting up a clumsy laptop to pitch a presentation to a prospective client has become a thing of the past. Tweeting your latest successful pitch or posting your most recent breakthrough collaboration on Facebook makes you more attractive to other prospective clients.

Skype 58

Skype B2C Travel Facebook 58

Sales Training Advice

NOVEMBER 2, 2010

It means you have the opportunity to meet directly with your existing customers and it also shows to prospects that you are dedicated to your work and to the people with whom you do business. So be on the lookout for those events that meet your prospecting objectives. in which some of your customers and prospects are bound to be there). Skype and MSN are popular standbys, but Facebook chat and Twitter direct messaging are also effective. Sales Prospecting

Skype 45

Skype Networking Gatekeeper Travel 45

Sales Hacker

MAY 2, 2019

Lead Generation, Productivity, Prospecting. The platform’s Sales Navigator helps you pump your pipeline with new leads and build relationships with prospects. 6sense adds a data-driven layer to your sales cycle, unlocking and prioritizing new prospects across your pipeline.

Tools 110

Tools Sales Tools NetSuite Infor 110

Sales Hacker

OCTOBER 30, 2017

Jobs to Be Done (JTBD) is a process that’ll help you find the exact messages you need to make your communications with leads and prospects relevant. I recommend Skype and Ecam Recorder, Google Drive, and Google Docs. Have you ever been misunderstood?

Skype 86

Skype Cancellation Churn Consumer 86

Fill the Funnel

MAY 8, 2014

When you place your focus on closing the current deals, you are not spending time on prospecting and moving fresh leads further into your sales funnel. Qualify and/or re-qualify your prospects. It happens to everyone throughout his or her career.

Tools 132

Tools Social Media Skype Funnel 132

Sales Hacker

JULY 3, 2018

As far as I know, these solutions initially focused on tedious or redundant tasks — from sales prospecting to contract signing. Sales organizations now turn to different automation software to infuse new prospects into the pipeline, prioritize lead queues, and enhance the buyer journey.

Sales Automation 88

Sales Automation Tools Sales Process Contactual 88

Fill the Funnel

SEPTEMBER 2, 2014

Present a PowerPoint deck to a prospective customer using your online meeting tool (GoToMeeting/Google Hangouts/ Skype). Check Twitter to review activity from your current prospects and customers. You are putting in the hours. Your effort is being given.

CRM 123

CRM Skype LinkedIn Google 123

Pipeliner

FEBRUARY 15, 2018

Just in walking up to someone–or even being on camera as on Skype or in a Webinar–fitness can be observed just in the way a person bears himself or herself. There is even constant resistance to prospecting. What does fitness mean for a salesperson? Hint: it’s not just being buff. Fitness is an interesting subject.

Skype 41

Skype eBook Gatekeeper Decision Maker 41

Don on Selling

DECEMBER 2, 2018

And finally, many companies, both small and large, prefer having salespeople work remotely in defined territories to save on travel expenses when visiting important customers or prospects, or attending trade shows. Your attitude towards your work, clients and prospects will go downhill.

Skype 52

Skype Hotels Travel Trade Show 52

Fill the Funnel

OCTOBER 2, 2012

If you are experimenting with the use of online meetings, webinars, Skype and Google+ Hangouts, the investment in a quality microphone should be top of your list.

Skype 118

Skype Conference Funnel Video 118

Sales Training Advice

MARCH 9, 2011

However, this entails more than adopting time-honored ways of finding new prospects and closing more deals (although, to be clear, that’s still really important). Each of these contains activities that you can adopt right away in your business to help you generate more leads, convert more prospects into sales and generate the kind of repeat business you need so that your sales record shines. Sales ProspectingSuccess in sales doesn’t just happen.

Commence 42

Commence Skype Social Media Media 42