The Pipeline

FEBRUARY 15, 2022

Last week I kicked off a two part look at questions you should be asking your pipeline. But the questions, posed to yourself, are about planning activities based on the state of your pipeline. Given that time is always depleting, we need a way to ensure we ‘spend’ our time on the right activities.

Pipeline 188

Pipeline Video Opportunity Up-Sell 188

Steven Rosen

JULY 15, 2020

For most businesses, the first half of 2020 is a write-off! If you want to close the gap you need to act now! No one has a crystal ball as to what to expect in the next 6 months. If you want to close the gap, you and your team need a sense of urgency, a plan, and you need to execute the hell out of that plan.

Closing 306

Closing Territories Guarantee eBook 306

Mr. Inside Sales

JANUARY 31, 2020

If I asked you what the most important qualifying question was, what would you (or your team) say? These are all important, of course, but they aren’t what—in my mind—is most important of all. The reason timeline is the most important is that it encompasses all of the above.

Decision Maker 198

Decision Maker Face-to-face Gatekeeper Inside Sales 198

Nutshell

MARCH 25, 2024

You may think that your welcome and monthly check-in emails are enough to keep your clients satisfied. And you wouldn’t be alone—this is how many businesses introduce their clients to their products and services. So, what do you need to do to keep your customers engaged, happy, and loyal to your brand? Find out here.

Positioning 127

Positioning Customer Churn Face-to-face 127

Mr. Inside Sales

JUNE 20, 2021

Sadly, pitching more when you hear a possible negative is exactly the wrong thing to so. Sadly, pitching more when you hear a possible negative is exactly the wrong thing to so. Stop and begin asking questions. And, most importantly, learn how to deal with it—that is, if it’s even something that can be overcome.

Face-to-face 217

Face-to-face Gatekeeper Decision Maker Licensing 217

Mr. Inside Sales

DECEMBER 4, 2020

If you prospect by phone for a living, then you’re no stranger to rejection. If you don’t learn to feed on it, to use it as fuel to motivate you to make more calls, then it can be rough going. With that in mind, here’s how you handle the “We’re all set” blow off or/and any of its variations: “We’re all set”.

Face-to-face 191

Face-to-face Decision Maker Cold Calling Objections 191

Autoklose

APRIL 8, 2024

And while it’s the sales rep who actually seals the deal and receives all the accolades, the truth is that the successful outcome heavily depends on the early stages of the process. Plus, it allows you to set initial expectations and build trust with your prospects. You can’t pick up the phone and improvise.

Meeting 98

Meeting Objections Research Face-to-face 98

Hubspot Sales

MARCH 11, 2024

Time is money, and that’s doubly true when you work with customers. It all comes down to the importance of storytelling and authentic connection. Keep the momentum going after a meeting with a video recap and summary of next steps. 5 Ways Sales Professionals Can Leverage Async Video to Crush Their Quota 1.

Quota 114

Quota Video Revenue Call-back 114

SalesProInsider

NOVEMBER 8, 2023

​ Spoiler alert: In this article, I’m going to focus on a topic that many people consider boring. Because of that you may want to close it out and watch more rescue dog videos (oh, maybe that’s just me). It’s a message about preparation and making the time to ensure that what you’re about to do will be correct.

Conversion 105

Conversion Objections Video Google 105

Partners in Excellence

JUNE 16, 2023

” I’ve gotten some questions, “Dave, how do we change, what should we do? And I know this to be true for most of the rest of us. As we finish the week and are going into the weekend, take some time to think about what you are going to do next week I’d like you to think of one (possibly two) things that are new.

Face-to-face 102

Face-to-face Conversion Follow-up Up-Sell 102

Partners in Excellence

SEPTEMBER 28, 2023

We are constantly making choices based on time. ” Implicitly, we are thinking, “Is there something more important I could be doing? What do I lose out on, if I choose to spend my time differently?” As sellers, and as leaders, we are asking our customers and our people to invest their time in us.

Meeting 115

Meeting Study Groups Customer 115

Smooth Sale

MARCH 10, 2024

Photo by Andrea Schit z via Pixabay Attract the Right Job Or Clientele: Do You Know How To Increase B2B Sales? As a result, B2B companies don’t have to underrate the importance of building a robust sales strategy that targets high-value prospective clients and convinces them to transact with their brands.

B2B 106

B2B Top of Funnel How To Sales Qualified Lead 106

Pipeliner

APRIL 11, 2024

Delivery excellence is critical but it’s simply one element of client satisfaction, albeit the one that receives the most attention. Delivery excellence is critical but it’s simply one element of client satisfaction, albeit the one that receives the most attention. You didn’t sleep a wink.

Guarantee 52

Guarantee Hotels B2C Enterprise 52

Partners in Excellence

SEPTEMBER 29, 2023

Do you genuinely care about the people you are prospecting? Do you genuinely care about your customers? Do you genuinely care about your colleagues and peers? Do you genuinely care about your people? Do you genuinely care about what you are doing? The focus is on a transaction.

Channels 103

Channels LinkedIn Media Opportunity 103

Marc Wayshak

FEBRUARY 8, 2024

In this article, I’ll guide you on how to make a follow-up call that gets sales meetings. Think of your first 17 seconds on a follow-up call as similar to a first date. Much of the decision hinges on whether the prospect wants to engage with you. They can’t hurt you. Check it out: 1.

Follow-up 120

Follow-up Sales Meeting Meeting Real Estate 120

Hubspot Sales

MAY 12, 2023

How do you prepare for a test when you don’t know what questions they’ll ask? Fortunately, most hiring managers stick to many of the same executive assistant interview questions and themes. My boss had never hired an EA before, and I had never been one before.

Hiring 112

Hiring Examples Social Media Software 112

Gong.io

JANUARY 2, 2023

Many salespeople waste too much time on prospects with little to no chance of converting. Meanwhile, the good prospects they should’ve focused on have already gone cold. This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers.

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

Partners in Excellence

JANUARY 23, 2024

Time management has always been an important concept. I can remember reading all sorts of books on effective time management, even back to college days. Every leader I speak with identifies the issue of “finding the time,” as one of the top issues they face. We have reached a “crisis” in time management.

Face-to-face 108

Face-to-face Coaching Strategy Consumer 108

Smooth Sale

APRIL 6, 2024

Photo by rebeck96 Attract the Right Job Or Clientele: How to Prepare Your Real Estate Business for Success Becoming a realtor can be lucrative if you can get your business off the ground right from the beginning. Our collaborative blog offers top tips on h ow to prepare your real estate business for success.

Real Estate 96

Real Estate Social Media How To Media 96

Hubspot Sales

DECEMBER 13, 2023

These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more. In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs.

Negotiation 105

Negotiation Telecommunications How To Software 105

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Hubspot Sales

FEBRUARY 5, 2024

Every time you use a selfish sales tactic, you’re destroying the trust between you and your buyer — but you’re not just hurting yourself. When a salesperson uses a slimy sales tactic, the entire sales profession takes one step backward. Just one problem: we didn't have a bed to put in our guest room.

Commission 103

Commission Call-back Hotels Sales 103

Allego

MARCH 30, 2021

<< How would you define sales coaching and why is it so important to an organization’s success? . << << How would you define sales coaching and why is it so important to an organization’s success? You have to measure things that are hard to measure such as empathy or tonality or confidence.

Coaching 160

Coaching How To Sales Coaching Film 160

Hubspot Sales

MAY 17, 2023

To help you avoid those pitfalls, we've put together a list of eight of the main mistakes reps make that make them seem less credible to potential buyers. Fumbling Basic Information Calling your prospect by the wrong name or flubbing facts you should have confirmed via Google is always unacceptable. Let's dive in.

Prospecting 129

Prospecting How To Call-back Follow-up 129

Gong.io

SEPTEMBER 28, 2021

The best reps ask the best questions. Asking questions is good for your brand and your career, according to this Forbes article. The research shows that asking more questions builds emotional intelligence.”. It turns out, asking (more, better) questions also translates well to the most successful reps.

Top of Funnel 108

Top of Funnel Call-back Buyer Funnel 108

Gong.io

JANUARY 25, 2022

But you know what is NOT dead? I know what you are thinking. That’s a true statement IF you don’t listen to what the data tells you about cold calling. Here’s what it looks like: Each of those data points in the image above tells you something about how successful the deal will be. But you do. Yes, he’s 9.

Cold Calling 118

Cold Calling Meeting How To Call-back 118

Janek Performance Group

APRIL 15, 2024

However, while both sides have their wants, and one side’s needs should not supersede the other’s, it is still essential that sellers control the tone, tenor, and timing of the negotiation. If buyers could do this on their own, they would not be negotiating. Before negotiating, sellers must understand the buyer’s business.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

Smooth Sale

MARCH 22, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How Do You Handle Tradition versus New Thought for Business? Inclusion is a popular topic today as it applies on multiple levels and can encourage repetitive quitting or loyalty. No matter the topic for discussion, you can count on receiving diverse opinions and insights.

Policies 91

Policies Influencer Hiring Lead Rank 91

Marc Wayshak

FEBRUARY 6, 2023

Ever find yourself in a selling situation where it seemed like everything was on track —and then, for one reason or another, it just didn’t hold together ? In this video, I’m going to show you 21 must-know sales tips to close those deals. You offer real value. You are not taking value from them.

Closing 93

Closing Case Study Face-to-face Study 93

Allego

JANUARY 30, 2024

If you’re involved in sales training , you know creating a training program is a multi-step and multi-person effort. For sales training to be effective, you must: Identify Specific Needs: This involves understanding the unique aspects of your product or service, the target market, and the skills or knowledge gaps within the sales team.

Training 105

Training Hiring Exercises Webinar Metrics 105

Hubspot Sales

SEPTEMBER 19, 2023

McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Before you close this tab to panic-update your resume, wait till you hear which fifth: writing cold emails, entering call notes in your CRM, and scheduling calls. How much time?

Lead Rank 111

Lead Rank Lead Scoring Top of Funnel How To 111

Smooth Sale

APRIL 13, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Do You Set Rules for Engagement? Otherwise, the next step could be to seek legal advice. Most offers are easy to decline as they do not meet my goals and will only eliminate the time necessary for achieving them. In these cases, it is easy to decline the requests.

Hiring 78

Hiring Lead Rank Lead Scoring Research 78

The Accidental Negotiator

AUGUST 13, 2021

As good as our negotiation styles and negotiating techniques may be, it turns out that we may be missing one of the most important skills that a negotiator must have: the ability to listen well. During a negotiation, it can be very difficult to listen well to the other side when they are disagreeing with you.

Negotiation 98

Negotiation Exercises Proposal System 98

Gong.io

JULY 5, 2022

In either case, it‘s important to remember that the sales funnel is a model; it‘s a representation of the buyer‘s journey. . In either case, it‘s important to remember that the sales funnel is a model; it‘s a representation of the buyer‘s journey. . The B2B sales funnel is a popular method for modeling this journey. Consideration.

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

SalesProInsider

SEPTEMBER 10, 2020

One of the most challenging outcomes for sales conversations that I hear about are stalled opportunities and ghosting. This is challenging because in most cases these outcomes can be preempted with a stronger consolidation or closure to that sales conversation. Ask for a specific decision or commitment. Confirm value.

Conversion 99

Conversion Closing Strategy Lead Rank 99

Mindtickle

MAY 2, 2023

If the call is unnecessarily long, one-sided, or confusing to the prospect, there likely won’t be a second date. If the call is unnecessarily long, one-sided, or confusing to the prospect, there likely won’t be a second date. Sales discovery process Let’s get one question out of the way right up front: What is a discovery call?

Lead Rank 52

Lead Rank Lead Scoring Decision Maker Lead Qualification 52

Smooth Sale

MAY 6, 2023

Photo by Trusted Images via Pixabay Attract the Right Job Or Clientele: Will You Use Sales Questions to Increase Your Business? NOTE: David Newman provides our guest blog, Can You Use 21 Sales Questions to Increase Your Business? The better sales strategy, however, is to use sales questions to increase your business.

Scale 78

Scale Hiring Follow-up Lead Rank 78