Proactive Prospecting #Workshop – #Toronto – August 27

The Pipeline

So if you are in Toronto, or driving or flying distance, mark down August 27 in your calendar, that is the day that we will be present the Proactive Prospecting Workshop. Sales Process Sales Skills Tibor Shanto Toronto Workshop

Objection Handling Workshop with Josh Braun

Sales Hacker

This time, we’re taking it up a notch to get to the more advanced stuff, and Josh is sharing even more examples – exactly what you can say to prospects who raise objections in any scenario. The post Objection Handling Workshop with Josh Braun appeared first on Sales Hacker.

Hosting Workshops? Environment Counts.

Engage Selling

Sales Coaching motivating employees optimizing sales Pipeline Management Prospecting referrals sales quota sales successThis month I spent a day working with a group of world-class data visualization architects. Who even knew there was such a profession!

Five Types of Questions to Ask Prospects

The Sales Heretic

The single best thing you can do with a prospect—at any point in the sales cycle—is to ask them questions. If you ask enough of the right questions, your prospect will tell you everything you need to know to make the sale.

Referral Selling Workshop: The No More Cold Calling Workshop.

No More Cold Calling

Home » The No More Cold Calling Workshop-->. The No More Cold Calling Workshop. So, if you want to know exactly what you need to do to change your prospecting tactics to generate more sales without being pushy and salesy, I will show you how to mine the San Francisco Business Times for leads, attract your ideal client, ace out the competition, rev up your sales, and convert prospects to paying clients more than 50 percent of the time. Spend less time prospecting.

One Thing You Should NEVER Do with a Prospect

The Sales Heretic

Sales appearance buyer customer product prospect referrals seminar service workshopThe tall, gangly man wore an old t-shirt and cutoff jean shorts. His long black hair hung unkempt halfway down his back. And he arrived at the luxury car dealership on a bicycle.

Eight Ways to Make Your Sales Meetings More Valuable

The Sales Heretic

In my seminars and workshops, one of the most frequent complaints I hear from salespeople is that regular sales meetings are a waste of their time.

Nine Ways to Make More Sales This Year

The Sales Heretic

Do more prospecting If you want more sales, you need more prospects. Sales coach customer follow up presentation product prospect prospecting referrals seminars service skills speeches training webinars workshops

Houston, We Have The Solution!

The Pipeline

On Thursday October 18, The Proactive Prospecting Workshop is coming to Houston, specifically to Four Points by Sheraton Houston Southwest, at 2828 Southwest Freeway, Houston. Every New Customer begins as a Prospect! Start filling your pipeline with Real Prospects!

Be Selective Before You Send that Prospecting LinkedIn Email

Increase Sales

One potential identifier is a prospecting email sent by a professional colleague from over a 1,000 miles away to attend his workshop for executives just like you. Of course with the extensive sales research regarding prospecting on LinkedIn, maybe he thought he could take a short-cut?

13 Characteristics of Top Salespeople

The Sales Heretic

Sales coaching conference customer product prospect salespeople seminar service speaking training workshopThere are average salespeople, and then there are extraordinary salespeople. What’s the difference between the two?

Stop the Prospect Chase and Follow-up


Those prospects who seem to run away from you after a conversation. You have a meeting with a prospect that seems to go well. The information sent was “generic” and the prospect didn’t see its relevance. Stop Chasing Your Prospects.

How To Build A Prospect List

Women Sales Pros

3 Strategies To Build A Better List Get prospecting right and the rest of the sales process will take care of itself. It’s true – There’s very little that can positive impact the sale more than prospecting. Prospecting is crucial to the success of your overall sales process.

7 Intriguing Questions to Include in Your Prospecting Email [Infographic]

Hubspot Sales

Would you like to learn about the opportunity I think [prospect’s competitor] is missing out on?”. “I I see [prospect’s company] uses [X strategy]. I see [prospect’s company] isn’t investing in [Y area]. Is [likely challenge or opportunity] a priority for [prospect’s boss]?”. “Do

The Pipeline ? Prospecting With E-Mail

The Pipeline

Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Last week we looked at means of leveraging voice mail in prospecting. Prospecting.

The Pipeline ? Prospecting ? When Is The Best Time?

The Pipeline

Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them.

The Pipeline ? 5 Ways to Boost Your Email Prospecting Response.

The Pipeline

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. To respond to your email, the prospect has to read it first. Naturally, you don’t want to just mention a problem to your prospects.

The Pipeline ? Successful Strategies for Prospecting ? Roundtable

The Pipeline

Successful Strategies for Prospecting – Roundtable. Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. Prospecting.

Sales Tips: Can You Make It Through the “Dip?”

Customer Centric Selling

Sales Tips: Can You Make It Through the “Dip?”. By Frank Visgatis, President & Chief Operating Officer of CustomerCentric Selling®.

Getting Consistent Prospecting From Sales People - Rules 1,2,3

Anthony Cole Training

Let''s start today by looking at a couple findings from the Objective Management Group Sales Force Evaluation: Will Prospect. Prospects Consistently. The next several articles are designed to help you, once and for all, fix the problem of inconsistent prospecting hunting.

The Pipeline ? 3 R's of Prospecting Success

The Pipeline

3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. Prospecting. Workshops.

The Pipeline ? Contest ? Enter To Win!

The Pipeline

Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. PROACTIVE PROSPECTING! Simply promote the workshop by tweeting it to your friends, followers, neighbors, former lovers, etc.

Sales Prospecting: Is Cold Calling Dead?

Customer Centric Selling

Sales Prospecting: Is Cold Calling Dead? Many prospects that have answered cold calls probably hope the rumor is true and are actively trying to spread it. attempts to reach executives while at the same time discovering that few sellers made more than 3 attempts to contact prospects.

Has a Prospect Ghosted You? Here’s What to Do Next

Sales Hacker

After all, it’s both awkward and confusing for a prospect to go dark ! Fortunately, it is possible to keep prospects engaged. One member of the group had just experienced an extreme case of ghosting with a hot prospect. A feeling of undue pressure often makes prospects go quiet.

Sales Tips: Key to Creating Urgency with Buyers

Customer Centric Selling

Sales Tips: How to Establish Urgency with Your Prospects and Accelerate Buying Decisions. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Buyer 76

Sales Tips: Financial Benefits - The Missing Link

Customer Centric Selling

Sales Tips: Uncover the True Value of Financial Benefits. By Jim Naro, CustomerCentric Selling® Certified Business Partner.

Sales Tips: Untrustworthy Sales Forecasts Cost Billions

Customer Centric Selling

Sales Tips: Lack of Trustworthy Sales Forecasts Costs Billions. This guest post was created by MIT Sloan School of Management, courtesy of

Sales Tips: How to Step Up Your Prospecting for 2016

Customer Centric Selling

Sales Tips: How to Step Up Your Prospecting for 2016. Even in our recent 2015 CCS® Index, 50% of salespeople indicated cold calling as the least effective method of prospecting. It aligns perfectly with what we teach in our CustomerCentric Selling® (CCS®) workshops.

The Pipeline ? 10 Fail-proof Tasks to Help Turn Your Prospects into.

The Pipeline

10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. There are steps to follow that can make prospecting easy and effective. In short, learn everything you can about a prospect before you call. Prospecting.

Sales Tips: Tread Carefully with ROI Calculators

Customer Centric Selling

I’m a big proponent of discovering the potential value to your prospect of acquiring and utilizing your products and services. Your prospect has probably equipped its sales team with a similar tool. They leave it up to the prospect to figure it out.

ROI 87

Will Customers evaluate Your Storytelling Credibility?

Babette Ten Haken

Yet, each time she either sent that story to current or prospective clients, or told that story to them herself, she fell short of being convincing. And even outsourced and curated customer stories can sound too good to be true to current and prospective clients.

Sales Tips: How to Better Handle Buyer Objections

Customer Centric Selling

In our workshops we don’t spend a great deal of time on objection handling. A high percentage of objections result from “spray and pray” approaches when sellers bombard prospects with features without first asking questions to uncover which are likely to be relevant.

Do prospects lie? How does the answer impact sales success?

Anthony Cole Training

I first heard this when I attended a workshop I attended years ago in Cleveland, Ohio. Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. Prospects.

Sales Tips: A Critical December Tactic

Customer Centric Selling

The selling year is coming to an end for both you and your prospects. Pressure for excessive fourth quarter discounts by prospects, etc.? You want to spend this limited time working with the prospects that are real. Sales Tips: A Critical December Tactic.

Sales Tips: Where to Spend Your Prospecting Time

Customer Centric Selling

Sales Tips and Techniques: Where Should You Be Spending Your Prospecting Time? One of my clients goes so far as to say that her salespeople hide behind email blasts and call it ''prospecting''; it''s fast, easy, and the rejection is not personal.

Sales Tips: How to Leverage Thunder and Lightning in Prospecting

Customer Centric Selling

Sales Tips and Techniques: How to Use "Thunder and Lightning" to Improve Prospecting and Business Development. Take a look at the sales training workshops available to get started and improve sales performance.

Sales Tips: Invest In Your Sales Organization

Customer Centric Selling

Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: Investing In Your Sales Organization. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A few years ago I attended a conference.

Prospects not replying? How to follow-up better and move to close more quickly

Smart Calling

Do you really know where you stand with the prospects in your follow-up files right now? Although some reps argue that at least they are making contact and “touching” their prospects through their messages, I reject that totally. The post Prospects not replying?

Sales Tips: WHY Good Sales Teams Lose

Customer Centric Selling

If prospects ask reference accounts for additional references, will those customers also provide positive feedback? How well was the organization’s long-term financial viability demonstrated to buyers so that prospects are assured the firm will be around over the long term?

Buyer 100

Sales Tips: Which Language Are You Using?

Customer Centric Selling

My concern is that sellers may be guilty of confusing buyers because terms used inside organizations are likely to be used in front of prospects and customers. Take a look at the sales training workshops available to get started and improve sales performance.