The Pipeline

NOVEMBER 10, 2016

In the past I, have highlighted how many sellers are limiting if not sabotaging their opportunities while telephone prospecting. This would work great if a large segment of the market had needs they were willing to act on, but the reality is that most potential prospects do not. For most (honest) people it is the latter.

Objections 296

Objections Prospecting Cold Calling Account Based Marketing 296

The Pipeline

JUNE 1, 2017

Telephone prospecting is hard, in fact so hard that most people spend a disproportionate amount of time and energy trying to avoid it. The net effect is the same, no engagement, no prospect. By Tibor Shanto – tibor.shanto@sellbetter.ca . How we start a conversation directly dictates what kind of response we get.

Objections 180

Objections Fashion Energy Prospecting 180

The Sales Hunter

NOVEMBER 9, 2012

The number one issue people have in sales is sales prospecting — trying to find new customers. With that said let me break down into two easy steps everything I’ve ever taught others or done myself with regard to sales prospecting. Step 2: Engage the prospect. Don’t use it as your only prospecting tool.

Prospecting 206

Prospecting Negotiation Tools Motivation 206

Anthony Iannarino

JUNE 2, 2020

The whole social distancing thing hasn’t been great for salespeople or their clients. It started when we began to expect that the tools would somehow replace face-to-face human interactions. When you use email to try to sell, you are leaving too much distance between you and your prospective client. Using Email.

Closing 92

Closing Face-to-face Decision Maker eBook 92

Pointclear

JANUARY 26, 2012

Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications. Telephone is great for outbound inquiry generation, as well as lead qualification and nurturing. Every business needs new customers.

Media 233

Media Direct Mail netFactor Trade Show 233

The Pipeline

SEPTEMBER 25, 2013

Whether by fate or chance, the following definition was contained in a marketing piece I received in my inbox yesterday: “By definition, “Cold Calling” is the marketing process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

PandaDoc

AUGUST 18, 2020

Physical events and face-to-face meetings are still on hold in many places around the world and will be for an unspecified length of time. . There are numerous video conferencing and virtual presentation tools on the market. Whichever you choose, it should be easy to use for both you and your prospective client.

Meeting 98

Meeting B2B Face-to-face Follow-up 98

Score More Sales

APRIL 27, 2012

In an inbound marketing world, is there still need to call people? Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 4) Use of the telephone. 4) Use of the telephone.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

In an inbound marketing world, is there still need to call people? Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 4) Use of the telephone. 4) Use of the telephone.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Hubspot Sales

APRIL 8, 2020

The modern salesperson still feels that the field is their rightful place of battle. It’s frustrating — and a source of great embarrassment — but there’s nothing the salesperson can do about it. But no one’s prepared to acknowledge it. However, as each year passes, they spend less time there. Let this article be a stake in the ground!

Inside Sales 111

Inside Sales Hiring Scale Face-to-face 111

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. It’s much easier now to find out what you need to know about a prospect or a client. A lot has changed since then — or has it?

Sales Process 137

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 137

Sales and Marketing Management

JUNE 1, 2018

and withstood the emergence of high-powered tech tools that promise to put so many aspects of engaging customers on automatic pilot. Author: Paul Nolan Compelling stories gain the trust and understanding of others, and make them open to new ideas. Stop selling products or services and start selling stories. But where to begin?

Marketing 226

Marketing Telemarketing Scale Education 226

Hubspot Sales

AUGUST 21, 2023

Cold Call Script Examples How to Create a Cold Call Script The Best Cold Calling Script Ever Cold Calling Script Variation Cold Calling Script Templates Cold Calling Tips Once you have a list of prospects to call, it's time to reach out. Cold calling is a way to engage prospects one-on-one to move them to the next step in the buying process.

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

Hyper-Connected Selling

JULY 19, 2016

I often think about the sales meeting when a sales manager first suggested using the telephone to sell. I’m sure there were a bunch of reactions to the thought: One person probably yelled out that you have to talk to prospects face-to-face if you want to have success and the phone would never work in sales.

Social Selling 71

Social Selling LinkedIn Social Media Ideal Customer Profile 71

Chorus.ai

NOVEMBER 17, 2020

The art of cold calling might still be key to a sales team’s success, but the art of cold calling has changed along with the market. Cold calling involves any direct contact with a prospect by phone that had not been previously solicited. He encourages them to pick up the phone and engage with a prospect on a human level.

Cold Calling 62

Cold Calling Social Media Follow-up eBook 62

Sales Evangelist

MAY 21, 2020

Learn To Prospect Like An Expert With Steve Kloyda Prospecting isn’t to be taken lightly and there are skills needed before you can prospect well. His aim is to help salespeople attract more prospects, retain more clients, and drive more sales. Steve also remembers unforgettable customer service.

Prospecting 52

Prospecting Social Media Twitter Call-back 52

Nutshell

FEBRUARY 4, 2020

You should consider which tools your sales team needs to succeed before deciding which platform is best for your company. Still wondering why you should use a sales management system? Sales management software encourages cooperation between sales reps and streamlines common activities. But where should you start? Download it today!

System 86

System Sales Management CRM Hubspot 86

The Pipeline

SEPTEMBER 23, 2011

Stored in Attitude , Business Acumen , Cold calling , Guest Post , Proactive , Prospecting , Sales Success , Webinar , execution. Today it’s simply too hard to get people on the telephone. Home About The Pipeline. Free Resources. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared.

Cold Calling 266

Cold Calling Pipeline Twitter Webinar Metrics 266

DiscoverOrg Sales

MAY 4, 2017

We realized a few years ago that even if we provided our customers with the most accurate database of their prospective buyers with the deepest intelligence about what projects and initiatives they’re working on, what their technology stack looks like, and what triggers are coming down the pipe for them. They had to see growth.

Company 120

Company Conversion Outbound Video 120

Hubspot Sales

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Where Sales Prospecting Went Bad. No, this isn't an infomercial.

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145

Partners in Excellence

APRIL 6, 2015

Every once in a while, it’s great to attend these types of conferences, both for what you learn and the people you meet. One of the things I also love is there is usually a lot of great market research and data. At this conference, there has been some great research on how customers buy.

Social Selling 48

Social Selling Conference SAP Channels 48

Partners in Excellence

SEPTEMBER 11, 2016

” For those who follow the blog, you know I go through all sorts of rants or raves about prospecting. Every channel for prospecting and engaging our customers quickly becomes ineffective. Technology and social tools enable us to reach audiences of literally millions, creating crap at the speed of light.

Cold Calling 48

Cold Calling Advertising Advertising Prospecting 48

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Since many traditional vendors also have such poor data accuracy, there is still much to be desired. 333514 Special Die & Tool, Die Set, Jig, & Fixture Manufacturing. 333517 Machine Tool Manufacturing. 111120 Oilseed.

Transportation 204

Transportation Chemicals Automotive Marketing 204

Partners in Excellence

OCTOBER 9, 2012

There’s something called a telephone—it’s also a communication device. This morning, my only way of communicating with the “outside world,” read: customers, prospects, others, was by picking up the phone. The big “a-ha,” was the unconscious call avoidance for prospecting–yes, it happens to all of us.

Call-back 86

Call-back Twitter Analysis Channels 86

The Pipeline

APRIL 1, 2011

Stored in Attitude , Cold calling , Communication , Guest Post , Productivity , Prospecting , Sales Strategy , Sales Technique , Voice mail , execution. I’ve been working with several sales teams making a whole lot of phone calls, and am getting an earful about reaching a prospect’s voicemail. Home About The Pipeline. Free Resources.

Pipeline 223

Pipeline Twitter Call-back Cold Calling 223

Tony Hughes

FEBRUARY 22, 2018

Dave Brock says it the best ever: Prospecting is the New Prospecting ! You need to pinpoint the mobilizers, your advocates and build consensus amongst champions inside the prospect's ecosystem. Dear Social Seller of 2015, Now that I've got your attention I must warn you. A one size fits all approach simply won't work.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Partners in Excellence

JULY 5, 2012

” One of the key themes in these discussions is prospecting, with people taking all sorts of positions, and lot of discussion about the “C” word–yes, Cold Calling. Let’s face it, most of us don’t like prospecting. Prospecting is critical! But it’s still prospecting.

Prospecting 90

Prospecting Top of Funnel Direct Mail Lead Rank 90

OutboundView

AUGUST 14, 2019

Inside salespeople reach out to possible prospects and find new sales opportunities. Oftentimes called “remote sales” or even “digital sales,” inside sales teams work to identify new prospects that may be interested in purchasing a company’s products or services. But what is inside sales, really?

Inside Sales 31

Inside Sales Outsourcing Services Telemarketing Salary 31

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Companies spent approximately $2.2B Clearly, if your team needs sales training, there's a lot of options out there.

Channels 111

Channels Video Training Hiring 111

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Since many traditional vendors also have such poor data accuracy, there is still much to be desired. Industry classification remains a foundational component to achieving ABM (account-based marketing) success.

Transportation 100

Transportation Chemicals Automotive Marketing 100

Partners in Excellence

OCTOBER 15, 2015

The phone was a powerful tool, but mostly for short conversations. Prospecting also tended to be face to face–I’d go office to office, knocking on doors, asking for a few minutes time. Prospecting also tended to be face to face–I’d go office to office, knocking on doors, asking for a few minutes time.

Field Sales 48

Field Sales Face-to-face Lead Rank Inside Sales 48

Jonathan Farrington

MAY 11, 2012

In an inbound marketing world, is there still need to call people? Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 4) Use of the telephone. 4) Use of the telephone.

Prospecting 46

Prospecting Cold Calling LinkedIn Inbound 46

OnePageCRM

FEBRUARY 6, 2017

But how do you identify a great sales hire? To build a strong sales organization, it’s imperative to find great sales people. And while no one size fits all, there are common characteristics of great sales people which are listed below. A great salesperson is willing (and has the ability) to listen, learn, and quickly adapt.

Hiring 52

Hiring Lead Rank Lead Scoring Sales Qualified Lead 52

Sales Training Advice

JULY 12, 2010

line, my first thought is, “I’ll be great as soon as I get rid of you!”. line, my first thought is, “I’ll be great as soon as I get rid of you!”. If you don’t do this, then you will be pitching and pitching and the prospect will just be waiting for you to take a breath so they can blow you off.

Prospecting 44

Prospecting Remedy Telemarketing Cold Calling 44

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

The Pipeline

OCTOBER 12, 2017

It seems that telephone prospecting and selling are experiencing a similar thing but in reverse, and with added risk. This is why focusing on the message and the medium, as many do, still leaves gaps in their approach. By Tibor Shanto – tibor.shanto@sellbetter.ca. Video Killed the Radio Star. Close Yet Far. Stepping Back.

Face-to-face 258

Face-to-face Video Call-back Compensation 258

Jonathan Farrington

JANUARY 5, 2013

I did come across one great quote: “ The best way to predict the future is to invent it.” Well, there are still a few days left in the year, but I doubt there is enough time to see Russia, China, Thailand and North Korea fold and crumble. It is time to make some predictions for 2013. Answers: Not so much. Not so much. Simpson trial.

Data 43

Data Sales Qualified Lead PointClear Inbound 43