Sales and Marketing Management

DECEMBER 14, 2020

The cost savings to businesses is too significant, and the efficiencies from buyers’ perspectives too valuable, thus both sides of the sales equation will likely want to retain the Zoom meeting model for many sales calls. If you make mistakes virtually, you’re into the wall. People shut you down more rapidly,” he says.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Mr. Inside Sales

APRIL 17, 2020

Like you, I’ve greatly increased my Zoom meetings, and I’ve been disturbed by what I’ve seen. As you know, first impressions are everything, and if you’re meeting with a prospect or client over Zoom there are some things you definitely don’t want to do, and others that you do want to do. Well, not so fast….

Film 159

Film Face-to-face Call-back Gatekeeper 159

No More Cold Calling

MARCH 22, 2019

You never stop being a mother—no matter how old your kids are.). I don’t know about you, but my grandmother wore corsets, orthopedic shoes, and print dresses. She ran a rooming house at the Jersey shore, and she was always cooking, cleaning, and carrying groceries up and down the many steps. I’d been there, done that.

Travel 278

Travel Cold Calling Call-back Face-to-face 278

The Sales Hunter

JULY 13, 2012

Why do salespeople talk too much? Because as long as they’re talking, the customer can’t tell them “no.” It’s too bad, but then again, maybe if the salesperson is afraid of rejection, it’s because their selling skills are so poor. Don’t be the salesperson who talks too much.

Selling Skills 202

Selling Skills Guarantee Up-Sell Motivation 202

John Barrows

FEBRUARY 4, 2020

In the first of my brand new series, I’m pumped to have a long-term mentor sit and talk to me for 20 minutes about how he sets himself up for a successful day, every day. John: Well, it’s tough because I travel so much. Then when she wakes up around 6:45, I’m with her, getting her ready for school.

Cold Calling 143

Cold Calling Call-back Influencer Travel 143

The Sales Hunter

AUGUST 4, 2012

Are you guilty of spending too much time dreaming about what will happen versus actually going out and making it happen? You are convincing yourself to believe you will accomplish your goal. In fact, if you’re going to dream, don’t waste your time dreaming small. Go ahead and dream. Guess what?

Up-Sell 181

Up-Sell Call-back Motivation Selling Skills 181

MTD Sales Training

APRIL 20, 2016

Years ago I heard a piece of advice that is now committed the dustbin of time, and quite rightly too. Have you ever heard someone say ‘Oh, he has the gift of the gab; he should be in sales”? As the saying goes, “It’s better to keep your mouth shut and people think you’re a fool, than open it and remove all doubt”.

Face-to-face 120

Face-to-face Up-Sell Prospecting Sales 120

Pipeliner

JULY 21, 2020

He will present his SUMO approach and talk about how it can help you to achieve your objectives and ultimately become more successful and content. SUMO is the acronym for ‘Shut Up, Move On’ or the softened-up version ‘Stop, Understand, Move On.’ The interview explores: The art of SUMO.

Margin 69

Margin Territories Influencer Lead Rank 69

Mr. Inside Sales

NOVEMBER 23, 2016

I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening. Let me introduce you to him.”. Luckily, that didn’t last too long and before he knew it he said, “I have just two questions for you.

Closing 120

Closing Decision Maker Face-to-face Follow-up 120

Jeff Shore

JANUARY 10, 2019

Talking Too Much. You cannot talk and learn at the same time. Talking too much during a sales conversation is often inspired by insecurity, bad strategy, or just a lack of curiosity. In the end, you are not the buyer, so be wise about how you express your opinions. Then, edit!

ACT 104

ACT Buyer Follow-up Influencer 104

Score More Sales

AUGUST 11, 2014

When things seem too complicated, buyers hold off. As a consumer, you know this is true. When given a lot of options and strategies, most of us shut down and hold off on making a decision to buy something. It is no different for buyers – you have to make it easy for buyers to want to do business with you.

Buyer 213

Buyer Ideal Customer Profile Google Twitter 213

Sales Hacker

MARCH 13, 2020

In it, Chief of Sales Insights at Serve Don’t Sell and host of the Modern Sales Podcast, Liston Witherill, shows you how to smash your quota by shutting up and listening better. Why talking too much is costing you big numbers of sales. The Actions you Can Take to Become a Better Listener (15:28). ?

Quota 70

Quota How To Video Up-Sell 70

Hubspot Sales

SEPTEMBER 13, 2018

The Best TED Talks for Salespeople. Shut Up and Listen! Great sales departments motivate their employees with incentives, contests, and -- you guessed it -- pep talks. Viewed regularly by millions across the globe, TED Talks bring valuable new perspectives to the table. TED Talks for Sales.

Scale 145

Scale Motivation ACT Incentives 145

John Barrows

MARCH 4, 2020

Gaetano Di Nardi joins us on the podcast this week to talk about how SDRs can use marketing tactics and strategies to set themselves aside from the rest of the field, and crush quota. This was a fun one… In This Podcast You’ll Learn: Personalization, relevance, and timing. Yeah, no, you don’t.

Quota 91

Quota Marketing Outbound Intent Data 91

Hubspot Sales

OCTOBER 24, 2017

What if I accidentally brought up a sensitive subject or committed a faux pas? What if I made too much eye contact -- or equally bad, too little? Now that I attended several professional dinners per year, I stay up-to-date with the types of business etiquette and professional norms. Workplace etiquette.

Handbook 144

Handbook Face-to-face Construction Follow-up 144

The Sales Hunter

NOVEMBER 5, 2013

Regardless of how you felt your last sales call went, there are a few things your customer just called me about and asked me to share with you. The customer said there’s no need to say “thanks,” but they do want you to adhere to these things the next time you come by: 1. Please return my phone call.

Customer 240

Customer Call-back ACT Selling Skills 240

No More Cold Calling

JUNE 19, 2014

Are you tired of talking to people without any decision-making power? Wouldn’t you rather walk straight into the corner office and pitch to the person who’s actually in charge? Of course you would. So why are you still cold calling? So duplicitous cold callers always get shut down. Think again.

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

The Pipeline

JUNE 23, 2016

People ask me why I focus so much on prospects’ objectives, after all if you can find a pain and play to it, you are bound to get a sale. While you may be shaking your head, and rightfully so, I hear this same type of thing said differently by so many in sales, including pundits, I worry. Well maybe.

Objections 202

Objections Buyer Energy Positioning 202

DiscoverOrg Sales

MARCH 8, 2017

If a salesman wanted to sell you a bridge in Brooklyn, you’d recognize the racket almost immediately. It’s laughable now, but even today there are some too-good-to-be-true deals that are awfully hard to pass up. Your Email Campaign is Bound to Get Shut Down. The burden of checking those out falls on your shoulders.

Campaigns 235

Campaigns Email Marketing Top of Funnel Vendor 235

Partners in Excellence

MARCH 17, 2020

Markets are in free-fall, businesses are being asked to shut down certain operations for public safety, supply chains are stretched or shut down, demand has changed profoundly–some up, some down. One approach is to help the break up the issues into more manageable issues. Think about how you can do this.

Face-to-face 107

Face-to-face Sales Talent Up-Sell Customer 107

Gong.io

MARCH 17, 2021

We analyze sales conversations and deals using AI, then share the results to help you win more deals. The conference room door shut. . My team and I lined up around the glass wall of the conference room to watch it go down. . Just 12 minutes later, she hung up and walked out. Sam, how did you close him? “I

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Lead Scoring Hiring 118

Score More Sales

JUNE 3, 2013

Oh, you might do a little research and maybe even call someone else in the prospect company, but we often stick with that one guy or gal who actually took our call or replied to our email. You think they could even shut your efforts down. That won’t happen if you first let them know how you do business.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

John Barrows

MARCH 4, 2020

Gaetano Di Nardi joins us on the podcast this week to talk about how SDRs can use marketing tactics and strategies to set themselves aside from the rest of the field, and crush quota. This was a fun one… In This Podcast You’ll Learn: Personalization, relevance, and timing. Yeah, no, you don’t.

Quota 79

Quota Marketing Outbound Intent Data 79

Sales and Marketing Management

JULY 4, 2019

Brain-based learning research tells us that when we are engaged in a conversation – listening, understanding new ideas, and adapting our opinions – we require a much simpler model to simply recall the various skills associated with the exchange. When the conversation seems contrived or too forceful, it can be perceived as deceitful.

Conversion 264

Conversion Lead Rank Coaching Guidelines 264

criteria for success

MAY 20, 2021

If you’re a sales leader, I'd like to offer you an acronym for effective sales coaching – the PLAYBACK model. Before you employ the PLAYBACK model, my advice would be to respect the salespersons's perspective whom you are working with. It might sound something like: “Would it be okay to offer you some coaching?”.

Lead Rank 98

Lead Rank Sales Coaching Coaching Call-back 98

Cience

OCTOBER 8, 2020

For example, a couple of weeks ago, I read about a guy who followed up his prospect 125 times in nine years until they finally signed a deal. Talk about persistence paying off! That made me think: what does this guy know about follow-ups that others don’t? Why didn’t he give up after a month, a year, or even five years?

Follow-up 115

Follow-up Strategy Lead Rank Lead Scoring 115

Partners in Excellence

FEBRUARY 7, 2023

The volume has become overwhelming and our instincts for dealing with it is to shut it off. If you are a customer, please text or email me… ” And his voicemail wouldn’t accept any voicemails. (He A CRO client and I were talking about the problem with prospecting. But perhaps it needs to be different.

Outbound 114

Outbound Ideal Customer Profile Inbound Face-to-face 114

No More Cold Calling

FEBRUARY 19, 2015

This childhood game taught us an important lesson: You can’t listen and talk at the same time. Just in case you never did anything this low-tech, the premise is simple: You connect two cans with a long piece of string, stand far enough away from your partner to pull the string taut, and then take turns talking into the cans.

Social Media 120

Social Media Cold Calling Small Business Small Business 120

Julie Hanson

JULY 11, 2018

What would you add? Don’t be fooled into thinking they won’t see you sweat. Which makes you feel more professional and confident? How would you show up in person? How you feel about yourself is strongly reflected in your voice, so choose wisely. Shut it all down. Shut it all down. Enough said.

Call-back 87

Call-back Energy Face-to-face Inside Sales 87

Hubspot Sales

NOVEMBER 9, 2020

That’s why taking an "Always Be Closing" approach today would likely scare off your customers before you get a chance to close the deal. Blake would never give up control of the sales process to a prospect. Why Should You Always Be Helping? Determine if the prospect has a problem you can solve. What Is Always Be Helping?

Closing 144

Closing Decision Maker Top of Funnel Scale 144

Sales and Marketing Management

DECEMBER 14, 2020

The cost savings to businesses is too significant, and the efficiencies from buyers’ perspectives too valuable, thus both sides of the sales equation will likely want to retain the Zoom meeting model for many sales calls. If you make mistakes virtually, you’re into the wall. People shut you down more rapidly,” he says.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

LeadFuze

JULY 20, 2021

We always talk about needing to send follow-ups in your cold outreach. Poor reactions you should avoid (using real-life examples). You work hard, personalize the email to meet your lead and then hit send. All in hopes of 5 people in 100 hitting respond and emailing you back. This post will remedy the problem.

Call-back 98

Call-back Follow-up Resources Remedy 98

PandaDoc

AUGUST 9, 2023

In this article, we will provide you with the LinkedIn profile tips and tricks that will sharpen yours until it’s a samurai sword ready to slice through pain points, objections, and the doubts of prospects or potential employers. Your LinkedIn profile is where you sell yourself to other professionals and prospects. No sombreros.

Ideal Customer Profile 83

Ideal Customer Profile LinkedIn Top of Funnel Networking 83

Increase Sales

MARCH 12, 2016

How many times do salespeople talk themselves out of a sale? Other salespeople just talk too much and fail to actively listen. This drinking from the Kool-Aid is another way to talk one’s self out of a sale. Much of the sales training revolves around asking a lot of open ended sales questions.

Ideal Customer Profile 70

Ideal Customer Profile Twitter Facebook Follow-up 70

Sales Hacker

DECEMBER 29, 2022

Have you ever walked into a store, told the salesperson what your requirements were, and they pointed you in the direction of the solution that answered your needs? I’ll walk you through what solution selling is, why you should adopt it as part of your sales process, and how to do it right for today’s buyer.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Sales Hacker

MARCH 31, 2020

More than ever, it’s time to roll up our sleeves and tackle the situation. Let’s look at how you can adapt to the new sales environment brought on by COVID-19, so you can continue to serve your partners, clients, and team members in this difficult time. So, how can you adapt to this new reality? Don’t be too pushy.

Trade Show 97

Trade Show Tourism Face-to-face Top of Funnel 97

Hubspot Sales

MARCH 16, 2020

And if you work in sales, it can be even harder. If you're new to remote work, you might find yourself feeling stir crazy as you acclimate to your new surroundings. I'd start at different times every day, and usually work late into the night because it was hard to shut off since there was no boundary between work and home.

Hubspot 137

Hubspot SalesForce Hiring How To 137