Costello

JANUARY 9, 2019

No matter what you’re selling, great discovery calls are all about asking the right questions. When we speak with marketing agencies about using our sales playbook software to sell their own services, one of the questions they always ask us is, “What questions should I ask my prospects?”. But, what questions should you ask?

Prospecting 111

Prospecting Ideal Customer Profile Marketing Sales Qualified Lead 111

MTD Sales Training

APRIL 25, 2017

Many salespeople believe prospecting to be a one-way journey, where you make contact with the prospect and you have to do all the work to convince them they are making the right choice to talk to you, and eventually buy from you. But what if you could make yourself the target of prospects to contact?

Prospecting 120

Prospecting Face-to-face Social Media Advertising 120

The Center for Sales Strategy

JUNE 15, 2021

To avoid this trap and maximize every opportunity in today's challenging sales environment, you'll need a workable sales strategy and viable methods of researching prospects. You know that you can make a real difference to this prospect if you can just get in front of them and show them your magical product.

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Research Prospecting Decision Maker Maximizer 122

The Sales Hunter

NOVEMBER 3, 2015

I’ve been looking at 10 Ways to Get Past Gatekeepers When Prospecting on the Phone, and today we come to number 5, which may surprise a few people: Call one or two digits off from the phone number you’ve been calling. When the person answers, be upfront and say who you’re trying to reach. It’s […].

Gatekeeper 100

Gatekeeper Prospecting Selling Skills Sales 100

The Sales Hunter

AUGUST 6, 2012

If in doubt, make the call. It’s time to put to rest the belief that unless you know exactly what it is you want to say to a sales prospect, you should not call them. The problem I have with this is that far too many people use it as an excuse to get them out of making sales prospecting calls.

Prospecting 182

Prospecting Strategy ACT Exact 182

Sandler Training

NOVEMBER 25, 2019

Mike Montague interviews Doug Cohen on How to Succeed at The First 30 Seconds of a Prospecting Call. The post How to Succeed at the First 30 Seconds of a Prospecting Call [Podcast] appeared first on Sandler Training.

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Prospecting How To Training Sales Process 73

Sales Evangelist

APRIL 14, 2023

Today’s guest brings his top-tier track record to the show to help you and your team convert your prospects into customers using his proven, customer-first approach. Ask the right questions so you can truly understand where your prospect is coming from. Cold calling will not work if you’re using shallow, outdated information.

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Prospecting Survey Cold Calling How To 40

SBI Growth

APRIL 22, 2024

Gone are the days of endless cold calls and the limitations of geographic reach. Virtual prospecting unlocks a world of potential customers eager to connect online, but with so much competition, it poses a question: How do you make your message stand out?

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Prospecting Strategy Cold Calling Competition 177

Mr. Inside Sales

MARCH 17, 2024

What’s the number one blow off prospects use these days? Not only is it hard to get prospects back on the phone, when you do, you usually lead off with the ineffective opening line of: “Did you have a chance to review that email I sent you?” And then when a prospect blows you off with, “Can you email that to me?” The solution?

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Face-to-face Sales Qualified Lead How To Gatekeeper 243

Steven Rosen

MARCH 10, 2024

In the highly competitive SaaS world, prospecting is often seen as the most challenging task—a test dreaded by many and mastered by few. However, the significance of prospecting is often overshadowed by the allure of the deal’s close, leading many sales managers to neglect to coach the top of the funnel.

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Coaching Sales Management Prospecting Top of Funnel 334

Mr. Inside Sales

OCTOBER 30, 2023

If you want more “treats” than “tricks” when dealing with prospects, then be bold and call back sooner than you are now. I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc, but why would you want to miss all the sales this prospect will place in the meantime?

Call-back 240

Call-back Face-to-face Follow-up Gatekeeper 240

Mr. Inside Sales

JANUARY 19, 2024

Like this: “I’m sure you do, and that’s why I’m calling you today. Now ask questions, try to engage, and take your prospect as far as they’ll let you! You see, the value of having a proven response in your back pocket is that it allows you to move past a prospect’s initial resistance. That’s what most blow offs are!

Face-to-face 273

Face-to-face How To Gatekeeper Decision Maker 273

Smart Calling

DECEMBER 2, 2018

“Cold” calling is indeed dead, and should never be done. However, the calling for new business IS very much alive, and being done in the Smart way by salespeople to generate massive amounts of new business. Hear what should be avoided, and what to do so you can Smart Call to get through, get in, and sell to more interested buyers.

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Cold Calling Prospecting How To Buyer 49

Mr. Inside Sales

AUGUST 18, 2023

Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. Get it wrong, and that could mean the end of your call—and your chance to make a sale. if you haven’t even introduced yourself! Then… BE BRIEF!

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Face-to-face How To Gatekeeper Decision Maker 256

Sales 2.0

MARCH 6, 2024

Developing solution hypotheses : In the next era of selling salespeople are going to have to start acting like consultants, having a “ one up ” approach as Anthony Iannarino calls it. Given this reality they jump straight into cold calling people that don’t know them at all. It’s time for the dreaded cold call!

Lead Rank 195

Lead Rank Lead Scoring Leads Marketing Qualified Lead 195

Mr. Inside Sales

FEBRUARY 2, 2024

The reason this is such a common objection is because your prospects have figured out it’s the best way to get sales reps to drop their price! Then remain completely quiet and let your prospect tell you what the REAL objection is!] In this case, “Your Price is Too High.” Top performing reps, however, know better. Listen here!

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Face-to-face Gatekeeper How To Decision Maker 224

Mr. Inside Sales

MARCH 2, 2024

Have you ever interviewed for a job you really want, thought your interview went well, and then didn’t get called back for it? What this tells the hiring manager is that you’re likely to “talk past the close” when on the phone with a prospect! This will create intrigue and allow you a chance to explain yourself. Less is more.

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

Sales and Marketing Management

SEPTEMBER 11, 2023

Are your prospects ignoring your calls and email messages? In a buying situation, most prospects want the answer to a key question: What’s in it for them? That’s not unusual. To attract their attention, consider the situation from their perspective. It’s up to you to show how your solution will solve their current problem.

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Buyer Prospecting Marketing Report 296

Mr. Inside Sales

FEBRUARY 19, 2024

Because of this, it fools many sales reps who think that perhaps after a week or two the prospect might actually buy. Questioning this objection is much better than saying, “Okay, when should I call you back,” which is what most sales reps say. Ah, the amorphous, “I want to think about it.” But they rarely do. appeared first on Mr.

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Face-to-face How To Gatekeeper Decision Maker 202

Paul Cherry's Top Sales Techniques

DECEMBER 18, 2017

When a prospect tells you to call them back, ask this question to find out if they’re serious or politely dismissing you… The post How to Handle the Prospect Who Says, “Call Me Back” appeared first on Paul Cherry Sales Training & Coaching.

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Call-back Prospecting How To Coaching 45

Mr. Inside Sales

APRIL 14, 2023

To follow up on the blog post from two weeks ago (about the one quick fix to get your VMs returned ), here is the second quick fix: Stop trying to trick your prospect! Call me back as soon as you can…” just reeks of a tricky salesperson calling. So do your prospects. I ALWAYS delete these messages the moment I hear them.

Face-to-face 254

Face-to-face Gatekeeper Decision Maker Licensing 254

Smart Calling

JULY 23, 2019

Because I want everyone to have access to my Smart Calling process, step-by-step, along with messaging examples, I’m making available this free, on-demand training: “How to Place the Successful Smart Sales and Prospecting Call.” ” Enjoy, profit, and I look forward to hearing about your successes!

Training 45

Training Prospecting How To Webinar Metrics 45

No More Cold Calling

JANUARY 11, 2024

You need a disciplined, dependable approach to build both bottom-line and top-line results—a sales prospecting system that allows your team to fill their pipelines with qualified leads, and then to land and expand methodically and consistently. Then turning those connections into business opportunities and sales referrals.

Sales Qualified Lead 177

Sales Qualified Lead Guarantee Lead Rank Lead Scoring 177

Mr. Inside Sales

APRIL 14, 2024

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. I just returned from a “Day of Development” seminar in Charlotte with the Jon Gordon company. Several of his books include: “The Power of Positive Leadership,” “The Energy Bus,” etc.

Face-to-face 224

Face-to-face Gatekeeper Decision Maker Licensing 224

The Pipeline

JULY 14, 2020

Anything worth doing is worth doing right, and in sales, telephone prospecting is something worth doing and doing right. And like with other hits, everyone piles on, including the pundits, all sharing how they feel about the phone and prospecting. Let’s look at telephone prospecting by the numbers. Spam calls: 12 seconds.

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Prospecting ACT Quota Lead Rank 430

Understanding the Sales Force

JANUARY 27, 2024

Wouldn’t it be cool if, instead of the news that currently appears in your feed, or the sports analysis you just heard, you could read the news of your last few days of selling, or hear the play-by-play analysis of your sales call from earlier today? We are only two weeks away from the 2024 Super Bowl and it got me thinking.

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Sports Analysis Outbound Examples 182

Understanding the Sales Force

AUGUST 3, 2022

If you think about territory sales or sales into a specific vertical, reps should be calling on the same customers and prospects all the time. If a rep is selling consumables and/or supplies of some kind, they'll continue calling on those customers who buy. I do my own weeding and that "hobby" takes up a lot of my free time.

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Churn Account Territories Consumer 296

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They rely on what they’ve done before, which is cold calling and sending cold emails, and decision makers don’t want either. Some salespeople fool themselves into believing what I call the “warm call fantasy.”

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Understanding the Sales Force

JANUARY 22, 2024

That exact same thing happens to salespeople on their sales calls. That exact same thing happens to salespeople on their sales calls. So you ended the call and went to work on your proposal, an hours-long proposition in futility. If you have a scorecard in your head, it is probably giving you a score of close to 100.

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Closing Proposal Discount Decision Maker 212

Mr. Inside Sales

OCTOBER 21, 2022

My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. If possible, stand up a few times a day, or get in the habit of pacing while on the phone with a prospect or customer.

Face-to-face 271

Face-to-face Gatekeeper Decision Maker Licensing 271

Mr. Inside Sales

MARCH 17, 2023

So many sales reps are anxious when they speak with a prospect. Plus, they know that most of the “prospects” they speak with don’t turn into a deal anyway, so, why not learn who is a real prospect right from the get go? It seems they are afraid and think things like: “Will they like my product or service?” “Am

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

MTD Sales Training

FEBRUARY 25, 2014

That’s what 99% of telesales people sound like when they open a call. I mean, after all, I’ve been waiting in all morning for your call haven’t I? ??. If you have not got a willing ear then move onto the next or better still schedule a call with them. My name is Jo Blow from XYZ, we specialise in…”. I could go on and on!

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Cold Calling Prospecting Up-Sell Conversion 120