Sales and Marketing Management

APRIL 15, 2024

Here's how to make the most of the opportunities it presents. The post Prospecting Emails Work: Here’s How to Write Them appeared first on Sales & Marketing Management. In today's digital world, the cold email landscape plays a crucial role in email outreach and lead generation strategies.

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MTD Sales Training

JANUARY 7, 2013

Have you been successful in a sale and then tried a similar appraoch with someone else, only to find it goes terribly wrong? Join the club! We often think that because we’ve sold our product or. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Sandler Training

APRIL 17, 2020

The post How to Succeed at Sandler Rule 15: The Best Presentation You Will Ever Give the Prospect Will Never See [PODCAST] appeared first on Sandler Training.

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Journal Prospecting How To Training 59

Understanding the Sales Force

AUGUST 16, 2023

It would be the stone walkway equivalent of a salesperson starting with a presentation or demo. I was watching a crew install a walkway made up of very large stepping stones. It’s quite a process for the crew to complete this project. Clean and take pictures. These 9 steps are pretty standard for a crew doing this type of installation.

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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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Understanding the Sales Force

MARCH 20, 2024

Similarly, many prospects are also non-believers in your product or service. As I read and learned about the author’s methods for uncovering the truth, or proof, I felt that salespeople could learn a lot about proof of concept, presenting facts, backing up claims, return on investment, and offering credible testimonials.

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Mr. Inside Sales

APRIL 30, 2023

Problem: Salespeople talk too much when they finally get a prospect on the phone. They talk over their prospects and generally learn very little about what it takes to close a sale. Then hit MUTE again and listen as your prospect reveals more. They pitch features and benefits instead of asking questions and qualifying.

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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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Mr. Inside Sales

JANUARY 19, 2024

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. I don’t know why sales reps still have trouble handing this typical blow off. That’s what most blow offs are!

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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?

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Mr. Inside Sales

SEPTEMBER 11, 2020

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. Rather than set another time to get back with them—thus letting the prospect off the hook—try the following: Response #1: “Sure, I can take as long or little as you need.

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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! So do your prospects. Your prospects can see through you and your message will be deleted quickly. I ALWAYS delete these messages the moment I hear them.

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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. Like my suggestions from the last two weeks, try this the next time you get this objection, and see if you can have an open, honest discussion with your prospect. Ah, the amorphous, “I want to think about it.”

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Mr. Inside Sales

APRIL 14, 2024

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. Check them out on Amazon if you’re interested in learning more. I can’t make any real money here.” “I I can make just as much money as I set my mind to.”

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Mr. Inside Sales

MARCH 2, 2024

What this tells the hiring manager is that you’re likely to “talk past the close” when on the phone with a prospect! I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! Less is more.

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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. If your prospect asks you how you are (after you ask them), DON’T just say, “fine” or “good” and then launch into your pitch. Try it and see for yourself!

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Anthony Cole Training

NOVEMBER 11, 2022

Thou shout never present without making sure your prospect is committed to making a decision. Are you certain you're getting the decision-maker to a point of clarity? This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #5 now!

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Sales and Marketing Management

SEPTEMBER 21, 2020

However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Sales meetings should not be a one-sided presentation but a constant discussion. Consider holding a Q&A session to get to know prospects better and for them to know you and the company better. Family happenings.

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The Pipeline

NOVEMBER 17, 2020

Rather present something they currently are missing out on. Hey, if you’re enjoying these videos, and are curious as to how it all comes together, why not check out the Proactive Prospecting Virtual Program. By Tibor Shanto. There are certain primal triggers that are almost universal in the western world. Just look: [link].

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Mr. Inside Sales

JULY 6, 2021

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Not only will the prospect be confused, but you will be, too. Stalled sale. Sound familiar? And off you go!

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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

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Decision Maker Face-to-face Gatekeeper Licensing 261

Mr. Inside Sales

OCTOBER 14, 2023

Greetings to you on an early fall morning! I hope the changing of the seasons inspires you as much as it does me. Speaking of inspiration, here are some of my favorite quotes for you to enjoy today: “If one asks for success and prepares for failure, he will get the situation he has prepared for.” God is awake.”

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The Pipeline

JUNE 15, 2021

They understand that they need to meet your prospects on the right plane, theirs. Based on their role, the different buyers will consider what we are presenting based on their unique time horizon. A leader of product strategy is always in the future, while their counterpart in production is squarely in the present.

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Understanding the Sales Force

JANUARY 27, 2024

He used email to reach out to three prospects but didn’t get a response, he messaged three others on LinkedIn, but had the same result, and he didn’t pick up the phone even once! Example One: Dave asks a question, the prospects don’t answer it, and oh, it’s a turnover! Example Two: Dave is on a roll!

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Mr. Inside Sales

JANUARY 2, 2023

As you speak with your clients and prospects this week, realize that they are all feeling the same stress as well. While this may seem like a bad thing, it actually presents a great opening for you. The point is to ask questions and LISTEN to your prospect’s needs. Welcome back to the office, how do you feel? Overwhelmed?

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Face-to-face Gatekeeper Decision Maker Licensing 223

Mr. Inside Sales

JULY 20, 2021

Qualify prospects better and learn their buying motives. Give better demos and presentations. Qualify prospects better and learn their buying motives. Give better demos and presentations. Top pros are using this time to sharpen their sales skills so they can make a killing in the fourth quarter. Get Access Today.

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Gatekeeper Decision Maker Face-to-face Licensing 315

Mr. Inside Sales

AUGUST 13, 2021

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. Speaking about prospects hiding behind emails, etc., What to do? That’s right. And guess what?

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The Pipeline

OCTOBER 12, 2021

Even that can be open to interpretation, I know a number of B2B sellers who have success prospecting on Saturday. I understand people trying to be as efficient as possible by pinpoint the best time to make prospecting calls. The idea is sound, but in many instances leads to less prospecting and an excessive amount of “figuring out.”.

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Mr. Inside Sales

FEBRUARY 19, 2023

At first, it seemed almost rude to utter it… But let me ask you: out of ten prospects you pitch to, how many end up actually buying? Yep, two out of ten prospects you speak with turn into buyers. It took me years to believe this. And this means that you spend hours each day pitching to people who are never going to buy! Who’s next?”

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Face-to-face Gatekeeper Decision Maker Licensing 255

BuzzBoard

MARCH 28, 2024

The following step is the first contact, where agencies need to present themselves and their solutions in a manner that connects with potential clients. Next comes the presentation and proposal stage, where agencies must effectively convey their capabilities, strategies, and how they align with the client’s specific needs.

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Webinar Metrics Case Study Comparison Small Business 98

Hubspot Sales

MARCH 25, 2024

Here it is: Prospects aren't always easy to deal with. So to help you get a sense of the kinds of buyers you need to look out for (and what to do when you‘re dealing with them), we asked some sales leaders for their takes on the most difficult types of prospects to work with and how to engage with them effectively. You're welcome.

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The Pipeline

NOVEMBER 3, 2020

In “ The B2B Elements of Value ” they present a hierarchy of value. In “ The B2B Elements of Value ” they present a hierarchy of value. But here I use that graphic to highlight how to better leverage VALUE while prospecting and selling. Unlike roses, it’s not just value, by any other name. Have a look: [link].

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Mr. Inside Sales

JUNE 7, 2021

I was working with a new client this week, and I listened to a recording of their presentation and it went like this: Hello, how are you doing—brief rapport building Deep dive into their presentation—including features and benefits Qualifying to see what the client was most interested in. Is this the way your presentations go?

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