SBI

APRIL 17, 2013

He was referring to the importance of relevant knowledge about your prospects and buyers. Most interesting stat : 92% of prospects NEVER respond to a cold call or email. Engaging a prospect in a quality conversation requires that you have something of interest to offer and most salespeople don’t. Why don’t they?

Top of Funnel 127

Top of Funnel Demand Generation Agencies InsideView Demand Generation Targets 127

SBI

APRIL 30, 2013

Obviously, if you had more time you could talk with more prospects or better prepare for your calls or presentations. Time flying by gives rise to many potential deal-killing events: Prospects’ priorities change. Prospects lose focus (on your products or solutions and the value they bring). Time vs momentum.

Opportunity 123

Opportunity Closing Influencer Decision Maker 123

SBI

MAY 7, 2013

I’ll analyze what they’re doing when they aren’t talking with a prospect and then determine which of those tasks can be delegated, which can be made easier and thus faster, and which can be eliminated altogether. I will figure out how salespeople can spend more time talking with quality prospects.

Revenue 131

Revenue Forecasting Lead Generation CRM 131

SBI

DECEMBER 11, 2012

Join me on December 13 th , for a live webinar hosted by Social Selling University. That’s a lot of ‘tools’ to cover in 60 minutes so you can expect this webinar to be informative, fast-paced, and full of energy. There are tools for you to: Find prospects from within your social circles. I’ve seen the list of 31.

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

Gong.io

JANUARY 5, 2019

Solution Selling Methodology. Solution Selling is based on a sophisticated approach to discovery and question asking called “the 9-box vision process model,” which looks like this: The sequence can be broken down into three phases : Diagnose reasons: Start by identifying the critical business issue using open-ended questions (box 1).

Sales Methodology 131

Sales Methodology How To Inbound Lead Rank 131

Sales Hacker

JUNE 19, 2019

Transactional selling. Solution selling. Consultative selling. Provocative selling. Here’s just a taste of what’s possible when you use chatbots for lead gen … At their most basic, you can automate chatbots to interact with prospects and qualify them as leads. Register for an upcoming webinar.

Campaigns 94

Campaigns Top of Funnel Lead Gen Scale 94

SBI

JUNE 11, 2013

Fast growing companies are often the best prospects for products and services. By now, you’ve probably heard of iSell from OneSource which is a great tool for finding contacts, and conducting prospect research. There isn’t a better source of prospect insight if you sell to IT buyers. Nancy can be reached at 916-596-3035.

Ideal Customer Profile 111

Ideal Customer Profile Revenue Company Decision Maker 111

SBI

MAY 14, 2013

The best way for you to reach them effectively is to help the prospect self-discover. When people consider how to dove-tail solutions with complex problems, their rational side takes over to process the data. Change is certainly required for a buyer to solve existing problems and to implement new technology or processes.

Analysis 137

Analysis Energy Buyer Lead Generation 137

SBI

JULY 16, 2013

Understanding why the answer is no— or more precisely, what’s keeping your team from selling as much as they could be selling—is the key to radically increasing revenue in the future. Studies of B2B sellers have shown that on average only 35% of this time is spent communicating with prospects. hours a month. Think like UPS did.

Quota 135

Quota Revenue Forecasting Hiring 135

SBI

APRIL 2, 2013

For salespeople, the best use of time is to spend it talking with a quality prospect. A novice might ask, “Why don’t salesperson spend all their time with prospects?” Unless the prospect says, “Holy-smokes! Converting leads to prospects. Convert prospect to opportunity. Deciding who to call.

Revenue 129

Revenue VanillaSoft SAP Decision Maker 129

SBI

FEBRUARY 19, 2013

There’s no better time than when you’re talking with the prospect and have their attention focused on the benefits and possibilities. Passing time leaves prospects vulnerable to doubt and uncertainty, the two biggest weapons in the arsenal of the status quo. Again, be quiet and let your prospect think. Here’s what I recommend.

Opportunity 128

Opportunity Exercises Call-back Webinar Metrics 128

SBI

NOVEMBER 13, 2012

If it does, you’ll want to know how to generate the most leads , how to capture the most leads , how to best score and qualify leads , how to track which leads convert to prospects, and the list goes on. You’ll find articles, book reviews, webinars, and an “ask the expert” feature. Membership to the association is free.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

SBI

JANUARY 22, 2013

Converting Prospects. Talking with prospects. Talking with prospects. Talking with prospects. An organization with 100M in sales should generate 28M in incremental revenue by increasing their time spent with prospects from 35% to 45%. [1]. Administrative Tasks. Converting Leads. Closing Deals. Logging call results.

Energy 138

Energy Revenue How To ROI 138

SBI

NOVEMBER 2, 2017

The easiest way to think of fit for Model N solutions is to think about the points of revenue generation. Model N solutions are often used in the quoting and contracting process to shorten sales cycles, enable sales to be more effective through smart solution selling, and maximizing revenues with up-sell and cross-sell recommendations.

Revenue 131

Revenue Lead Rank SAP Maximizer 131

SBI

MARCH 26, 2013

As I read both books, I asked myself what they tell us about how and what our prospects go through when they make decisions (either to believe in an idea, or to make a change). Consider asking a prospect to buy your product, in this example, an expense reporting tool. What if instead, we helped prospects widen their options?

Marketing 123

Marketing Report Vendor Webinar Metrics 123

Pointclear

FEBRUARY 23, 2018

Is it the person who signed up for your webinar this week? Quality conversations and personal engagement with prospects. All the time we’re having unscripted conversation with our clients’ prospects. Our group is capable of navigating a prospect organization to find the right decision-makers. What is a lead?

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

SBI

MARCH 19, 2013

They would ask, “What good is a prospect research tool if reps don’t know how to get a decision maker to engage?” Poor Prospecting Results: Hard Skill-Sets: OneSource - Prospect Intelligence. Not meeting expectations for developing leads and converting them into prospects. Sales Issues. Sales Skill-Sets.

Sales Tools 126

Sales Tools Tools Decision Maker Cold Calling 126

SBI

MARCH 12, 2013

network, email, tweet, or just plain interact) with more prospects than ever before. The principle involves automating the ‘task’ of staying in touch (and relevant) with prospects that aren’t yet ‘sales-ready.’ It is not selling however. You need salespeople to sell.

Marketing 125

Marketing Distribution Sales Cycle Ideal Customer Profile 125

SBI

JANUARY 8, 2013

Customer-centric selling is based on the principle that reps must play a critical role in helping prospects discover and quantify their problems. This process naturally dovetails with assisting them in identifying the most appropriate solutions, and often from a rather complex array of choices. Before Salespod.

Customer 128

Customer Hiring Wireless Up-Sell 128

SBI

OCTOBER 2, 2012

One of the simple rules of selling is this: “don’t call prospects that will never by your product.” There, she would have seen that Smart Selling Tools is not a large enough company to be a suitable prospect. .” You don’t take a pan-full of minerals to the assayer. You sift first.

Sales Qualified Lead 123

Sales Qualified Lead Trade Show Enterprise Enterprise 123

SBI

AUGUST 14, 2012

And the market, along with your prospective clients, will show absolutely no mercy. Those fundamentals are lead progression , prospect progression , and opportunity progression. Lead progression, the first element of the Sales Cycle Triad includes identifying, assessing, assigning, responding, selling, tracking, and nurturing leads.

Sales Cycle 111

Sales Cycle Marketing Qualified Lead Leads Exercises 111

SBI

NOVEMBER 27, 2012

The 65/35 efficiency factor highlights the fact that reps are already spending far less time talking with prospects than they should be. When reps are entering data into the CRM system, they are not talking with prospects. When they are updating their forecasts, they are not talking with prospects.

CRM 133

CRM Wireless SalesForce Commission 133

SBI

DECEMBER 4, 2012

Think about the most recent communication you sent to a prospect. Picture who the prospect was, what you wrote, and what your objective was. CRM is a tool to help salespeople keep track of tasks, prospect and customer interactions, contact details, opportunities and forecasts. Do you have it in your mind?

Sales Tools 128

Sales Tools Tools VanillaSoft Call-back 128

SBI

FEBRUARY 5, 2013

You can attend webinars, conferences, seminars and symposiums. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. One thing is for certain, you will encounter the same timeworn topics of debate.

Webinar Metrics 137

Webinar Metrics Influencer Forecasting Decision Maker 137

SBI

AUGUST 28, 2012

They will dramatically assist your reps to: Find needed prospect background and contact information quicker. Find and utilize the most effective and relevant sales content for each prospect. Run more effective, and less problematic online meetings with prospects. Conduct better pre-call research and prepare more effectively.

Revenue 111

Revenue eBook Objections Territories 111

SBI

OCTOBER 16, 2012

Does your sales team deliver a rich customer experience at every connection with prospects and clients? You’ll learn how these tactics quickly turn prospects into lifelong customers and enthusiastic brand advocates. Peter Stewart, Senior Vice President, Collaboration Technology Services & Partnerships, PGi.

Conference 131

Conference Social Selling Data Marketing 131

SBI

FEBRUARY 26, 2013

Think too, about what happens when your prospect asks, “Can you just leave me some materials?” Then there is this… product collateral requests are objective evidence of prospect interactions and appointments. More and more, reps are choosing to give prospect presentations using a smart phone or tablet instead of a laptop.

Collateral 115

Collateral Revelation Trends CRM 115

The Pipeline

MAY 13, 2011

No one hates salespeople, they hate annoying, over-the-top salespeople who have no idea about what they are selling. Everyone thinks of social selling as a way to understand the prospect (it is), but it is also important to think about social selling in terms of your online persona. Prospecting. Zone Based Selling.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

SBI

SEPTEMBER 4, 2012

boldly proclaims that the book is “the essential handbook for prospecting and new business development” and it doesn’t disappoint. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. The cover of “New Sales.

Revenue 101

Revenue Handbook Face-to-face Penetration 101

SBI

AUGUST 21, 2012

actually means, the most basic definition is, “to use technologies like the ‘social web’ to discover and engage with prospects in a new way.” ” This ‘Darwinian’ modification in the way reps sell was brought on by the transformation in not only how people buy, but when. ” Sales2.0

Vendor 120

Vendor Quota Account Tools 120

SBI

AUGUST 21, 2012

actually means, the most basic definition is, “to usetechnologies like the ‘social web’ to discover and engage with prospects in a new way.” ” This ‘Darwinian’ modification in the way reps sell was brought on by the transformation in not only how people buy, but when. ” Sales2.0

Vendor 108

Vendor Quota Account Incentives 108

SBI

OCTOBER 23, 2012

As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications.

Sales Management 101

Sales Management Hiring Scale Pharmaceuticals 101

The ROI Guy

SEPTEMBER 17, 2010

The past decade has seen an exciting and dramatic increase in new digital marketing channels including Twitter, Facebook, e-mail, search engines, webinars, virtual trade shows and more. For example, the typical B2B prospect receives an average of 20.3 These three issues are having a measurable impact on marketing.

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

SBI

JULY 24, 2012

As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications.

VanillaSoft 114

VanillaSoft InsideSales Social Media Skype 114

SBI

JUNE 26, 2012

As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications.

Sales Tools 133

Sales Tools Revenue Tools Up-Sell 133

SBI

JULY 10, 2012

As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications.

Revenue 111

Revenue Analysis Fashion Face-to-face 111

Vengreso

APRIL 10, 2022

Are your sellers using a sales methodology to guide them, step-by-step, in their daily prospecting and closing sales activities? However, most sales methodologies and most sales teams do not subscribe to a sales method that covers prospecting. Most, however, do not cover the prospecting phase. SPIN Selling. SNAP Selling.

Sales Methodology 128

Sales Methodology Pipeline Ideal Customer Profile Buyer Persona 128