Sales 2.0

MAY 1, 2023

This is the fifth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Scott is the Founder of Sales Success Media and hosts the Sales Success Stories and Daily Sales Tips podcasts.

Scale 221

Scale Top of Funnel Territories Sales 221

Marc Wayshak

FEBRUARY 8, 2024

In a world filled with various methods to reach prospects, the follow-up call remains the gold standard for setting appointments. Repeatedly, we’ve witnessed that calls can consistently outperform cold emails. However, the key to success lies in having the right process and approach when making follow-up calls.

Follow-up 121

Follow-up Sales Meeting Meeting Real Estate 121

The Pipeline

JULY 14, 2020

Anything worth doing is worth doing right, and in sales, telephone prospecting is something worth doing and doing right. According to Hiya’s “State of the Phone Call” 2019 , there is some bright news for those who can use the phone right. But here are the highlights: On average, people make and receive a total of 178 calls per month.

Prospecting 430

Prospecting ACT Quota Lead Rank 430

Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. Let’s first look at how most sales reps go about doing it.

Face-to-face 254

Face-to-face Gatekeeper How To Sales Qualified Lead 254

No More Cold Calling

FEBRUARY 27, 2020

Now she works 8:00 to 5:00, and she smiles a whole lot. It’s way faster to send a text or email than to make a phone call or schedule a lunch meeting. We’ve lost the personal side of business, and it’s taking a toll on sales and employee satisfaction. She was stressed, had a short fuse, and didn’t smile much.

Referrals 356

Referrals Cold Calling Follow-up Meeting 356

No More Cold Calling

JANUARY 5, 2021

Join me for my first monthly broadcast. It’s a new year and time for a fresh approach to sales. That’s why I’m introducing Back in the Black , my new monthly sales TV show on the Sales Experts Channel! You get what you need in 30 minutes and move on. No More Cold Calling 2020: A Few of My Favorite Posts.

Referrals 194

Referrals Cold Calling Call-back Social Media 194

Mr. Inside Sales

OCTOBER 1, 2018

You’ve Got 5 Seconds to Make a Good Impression. Learn the best effective phone sales techniques including successful cold calling business prospecting, outbound telemarketing, professional telephone calls process, and other opening selling skills, tools, methods, tips and ideas. By Mike Brooks, [link].

Cold Calling 171

Cold Calling Tools Prospecting Telemarketing 171

MTD Sales Training

FEBRUARY 18, 2019

Having achieved the goal of setting a sales meeting with a customer or prospect, what would be the best way to ensure, as much as possible, its success? Have a goal that will be achievable dependent on the type of meeting and how far down the sales road you are with them. 5) Confirm arrangements on the day.

Sales Meeting 224

Sales Meeting Meeting Cancellation Travel 224

Zoominfo

JANUARY 31, 2023

Today’s sales teams have the ability to use tools that would simply blow the mind of someone who first came up in the industry just 10 years ago. Alternative Let’s take two sales teams: Company A uses ZoomInfo Company B uses basic contact-scraping software Each company has a team of 10 sales reps working eight hours per day.

Hiring 130

Hiring Sales Qualified Lead Software Software 130

Steven Rosen

DECEMBER 5, 2022

Even if you have exceeded your sales numbers this year, chances are your sales team is still not performing at peak levels. Coaching is the number one sales management activity that drives sales performance. Take the Q9 Sales Leadership Assessment and see how your leadership stacks up.

Coaching 194

Coaching Sales Coaching eBook Account 194

Act!

APRIL 16, 2024

Did you know that by 2025, 80 percent of B2B sale s interactions between buyers and sellers are predicted to happen virtually? That’s how fast the remote sales landscape is evolving. Virtual sales teams allow organizations to optimize costs, hire the best sales talent worldwide, and engage with prospects in different time zones.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

Zoominfo

APRIL 16, 2022

On an average morning in early 2020, sales reps left their team huddles pumped up on yesterday’s success stories and a few cups of dark roast, ready to start dialing for the day. They had a system of tried-and-true tactics for making sales calls and historical data that supported what worked best. The worst day to call?

Cold Calling 100

Cold Calling Channels Demand Generation Agencies Call-back 100

Gong.io

MARCH 19, 2020

New sales model? Sales team temporarily grounded? Here’s what you – aka sales professionals – need to know to make the switch. . It’s the ultimate test to becoming a world-class inside sales rep. . It’s the ultimate test to becoming a world-class inside sales rep. . Calling for a quick check-in?

Inside Sales 153

Inside Sales Field Sales Quota Call-back 153

Hubspot Sales

MARCH 29, 2022

Is cold calling dead? Read on to discover some statistics about the state of cold calling in 2022. B2B Cold Calling Statistics. The majority of businesses and consumers predict their use of the voice call will increase or stay the same over the next 12 months. Sales Insights Lab ). Call Hippo ).

Cold Calling 113

Cold Calling Consumer Follow-up LinkedIn 113

Janek Performance Group

NOVEMBER 29, 2023

This article explores sales habits—the good, the bad, and the science. ” For sales professionals, the more mental resources we free up with automatic behaviors, the higher our cognitive abilities will be. But in sales, we often overlook the basic habits that can make a substantial difference.

Energy 77

Energy Intent Exercises Journal 77

Hubspot Sales

OCTOBER 23, 2023

Welcome to “The Pipeline” — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders Top salespeople are successful because they sweat the details. They probe for pain, help their prospects, and run effective sales calls. So they weren't being honest in the first 25 minutes of the call?”

Hubspot 106

Hubspot Decision Maker Sales Resources 106

Adaptive Business Services

JUNE 14, 2023

The entire secret to sales is creating, maintaining, and building client relationships. These 5 R’s will allow you to excel in these areas … You will have the appearance of a photographic memory. Here’s how … Prior to your first engagement … Research your client and their company Review their social profiles and take notes.

CRM 62

CRM Ideal Customer Profile Guarantee Follow-up 62

Mindtickle

JUNE 22, 2023

Let’s not beat around the bush: nobody likes getting cold calls. Buyers are already short on time, and the last thing they want is to listen to another sales pitch. This means customers are scrutinizing purchases more and are even more reluctant to take a cold call. First things first: Is cold calling legal?

Cold Calling 98

Cold Calling Lead Rank Lead Scoring Ideal Customer Profile 98

Apptivo

AUGUST 12, 2022

A prospect is likely to be excited about the opportunity that the sales team is offering and they also kind of encourage them to take steps to move along the funnel, which is ultimately a good sales pitch. Sales team should use the sales pitch as a compelling story for every client. What is a sales pitch?

Examples 98

Examples Cold Calling Top of Funnel Social Media 98

Sales Hacker

SEPTEMBER 22, 2022

When it comes to meeting an account rep, learning about a new solution, or reviewing a sales proposal, 113% of buyers (give or take ) would rather watch short videos on their own time than ‘hop on a quick 30-minute call.’ You’ll learn: The 5 easy ways to use self-made videos to speed up your sales process.

Sales Process 52

Sales Process Video Proposal Buyer 52

Partners in Excellence

DECEMBER 26, 2023

” I started in sales, about 5 years before emailing became popularized. Since there were a small number of people in the word processing group, with about 75 sales people competing for their attention, we could only got through that cycle once every few weeks, seldom sending more than 30 letters a shot. Time is a problem.

Retention 126

Retention Maximizer Buying Cycle Social Media 126

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. Whether you’re looking to implement a remote sales strategy or improve your current strategy, keep reading. What is remote sales?

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Gong.io

DECEMBER 27, 2021

We analyze sales conversations and deals using AI, then share the results to help you close more revenue. And a discovery call “best practice” that actually tanks your success rates. By analyzing MILLIONS of sales data points. Negotiating is one of the most important skills in sales. . First, the good news.

Data 127

Data Negotiation Call-back Decision Maker 127

Shari Levitin

OCTOBER 7, 2020

In preparation for writing a new virtual sales course for LinkedIn Learning, I contacted my brother, a best selling author and neuroscientist, who focuses on productivity and the brain. . During our Zoom call, he became visibly frustrated. I only have thirty minutes.”. Of course, I knew he was right. This goes for email too.

Social Media 160

Social Media Media Facebook Course 160

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Offer them an exclusive discount that's time-based or on a first-come, first-served basis. Want more content like this? Subscribe to our newsletter! Here it is: Prospects aren't always easy to deal with.

Prospecting 98

Prospecting Cancellation How To Revelation 98

Alice Heiman

JANUARY 31, 2023

EventMobi’s early sales model was classic founder led with Bob doing it all from mining his network for leads to closing deals. His decision to bootstrap versus take external investment meant that hiring an experienced sales leader was out of the question. Growth was great, annual sales revenue soared. How did he do it?

Hiring 131

Hiring Lead Rank Promotion Cancellation 131

Salesmate

AUGUST 18, 2020

The sales podcast offers a wealth of information that can help you level up your sales game. These podcasts can help you in improving your sales approach and conversion rate. All you need to do is invest a little time listening to sales podcasts by various experts. The best sales podcasts you shouldn’t miss.

Cold Calling 113

Cold Calling B2B Pipeline Sports 113

InsideSales.com

FEBRUARY 26, 2021

Part of sales is thinking about your pipeline, your process, and how you can optimize or improve it. If you notice that buyers aren’t responding to your emails or engaging with your reps, here are three reasons why your sales process needs work and what you can do about it. Most Lead Response Times Are Too Slow.

Sales Process 101

Sales Process Sales Qualified Lead Decision Maker SalesForce 101

Sales Hacker

MARCH 12, 2023

In sales, it’s only natural that we’re using email to set up calls, demos, and appointments. Email CTAs, aka, the call to action. What is an email call to action (CTA)? What is an email call to action (CTA)? An email call to action is a short, simple phrase that usually appears at the end of your email.

Examples 105

Examples Prospecting Decision Maker Call-back 105

Gong.io

SEPTEMBER 8, 2021

Unlike bottom performers, superstar reps get bombarded with questions during sales demos. Once buyers understand the value they sprint through the sales cycle. These are the 5 “acts” that winning sales demo scripts follow PLUS 5 examples to follow as you build out your script. Better win rates.

ACT 109

ACT Examples Call-back Lead Rank 109

Allego

FEBRUARY 27, 2024

Imagine your sales team transforming overnight: Tasks that used to pile up are now checked off in record time. With AI, analytics turn into gold, and your sales approach is fine-tuned with precision. Welcome to the big leagues of sales enablement platforms. Key Features: What Makes a Great AI-Powered Sales Enablement Platform?

Sales Enablement 62

Sales Enablement Analytics Follow-up Ideal Customer Profile 62

Julie Hanson

DECEMBER 20, 2020

Your virtual first impression can make or break your sale. In the first few seconds of a video call, prospective customers quickly make decisions about you and your company and how (or whether) they’re going to listen to you. To ensure you’re making a strong first impression, look no further than your television screen.

ACT 168

ACT Video Film Call-back 168

SalesHandy

MARCH 21, 2023

Sales email templates work as a great time-saving blessing when one has to send similar emails to multiple recipients who are in different stages of the sales funnel. Only 30% of emails get opened across all industries, making it important to write a compelling sales email that prompts a click. Let’s jump right in!

Closing 98

Closing Top of Funnel Ideal Customer Profile Follow-up 98

Nutshell

JANUARY 11, 2024

5 best speech-to-text software options How to choose the best dictation tool for your business Keep reading to learn more! 5 best speech-to-text software options Now let’s get to why you’re here: To find the best speech-to-text tool for you. That’s speech-to-text in action. When can you use dictation software?

Software 71

Software Software Microsoft Tools 71

Nutshell

JANUARY 11, 2024

5 best speech-to-text software options How to choose the best dictation tool for your business Keep reading to learn more! 5 best speech-to-text software options Now let’s get to why you’re here: To find the best speech-to-text tool for you. That’s speech-to-text in action. When can you use dictation software?

Software 71

Software Software Microsoft Tools 71

Hubspot Sales

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. Then, we’ll give you a tour of the top generative AI tools for sales teams with highlights and pricing.

Lead Rank 99

Lead Rank Hubspot Microsoft Lead Scoring 99

Gong.io

APRIL 2, 2021

Sales prospecting is dead. Sales prospecting is an essential part of your process. . That’s why I stole these 10 sales prospecting techniques from the best-of-the-best sales pros. That’s why I stole these 10 sales prospecting techniques from the best-of-the-best sales pros. Dramatic pause*. performs 6.6X

Meeting 124

Meeting Prospecting Cold Calling ROI 124