The Pipeline

AUGUST 31, 2021

Much more than in other years, it is important to get ahead of things, and take steps to prepare for the post Labor Day sprint. What follows are five things you can do any time in any year, but given the opportunities, they are crucial this year. While I do see value in cold calling, I prefer referrals. Harvest Referrals.

Harvest 360

Harvest Referrals Call-back Video 360

Bernadette McClelland

AUGUST 21, 2022

And they don’t care what your swing is like or how many shots you take or how awkward you feel you look, because they, too, are playing the par. Mo was amazing, he noticed that I had a really good stance but I was watching where the ball was going instead of keeping my body still, my eye on the ball and letting my swing do the work.

Course 195

Course Sales Leadership Outbound Pipeline 195

The Center for Sales Strategy

JUNE 13, 2023

Good salespeople know that you can’t close a deal without the prospect feeling good about it. What is not as obvious is that what they feel has more to do with what they say than with what you tell them. And to do that, you have to actually listen to them. How much is too much talking versus too much listening?

Closing 76

Closing Study Conversion Sales 76

Autoklose

MAY 6, 2024

But, if you want to be a good artist, you need to know all the nitty-gritty and fundamentals of your art, which, in this case means that great salespeople heavily rely on scientifically proven techniques and strategies. Unlike traditional selling, which is focused on salespeople, science-based selling puts an emphasis on the buyer.

Quota 98

Quota Social Media Follow-up GoldMine 98

The Pipeline

NOVEMBER 26, 2019

Salespeople bought this line of thinking, projected it on to voicemail a mistake they continue to make. Many sellers do not understand or consider the dynamics of voicemail. Anyone who talks to you about how to alter your introduction for voicemail is sabotaging your success. It is very much about preservation and survival.

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

No More Cold Calling

DECEMBER 19, 2019

Or have you reverted to those old, tiresome sales pitches that go on and on about why you’re so great? What do you remember about a speaker, a movie, a novel? Why, then, do sales reps spew facts instead of connecting with people through stories? How do you answer the question: What do you do?

Sales Qualified Lead 349

Sales Qualified Lead Hiring Face-to-face Cold Calling 349

The Pipeline

FEBRUARY 20, 2020

I see many salespeople march through the first quarter, heads down working their plan. Precisely why I think we should be much more hands-on with our pipeline in Q1. It is not too early to consider spring cleaning. With that, you can plan specific actions, prioritize them, schedule them, and do them. No mystery.

Referrals 274

Referrals Pipeline Decision Maker Pivotal 274

The Pipeline

MARCH 3, 2020

And while change does bring good, you know what they say about too much of a good thing? Salespeople are asked to change themselves, change how and who they deal with, change the focus of their conversations, and more. This starts by helping reps understand why what you asked them to do now needs to change.

Face-to-face 362

Face-to-face Pipeline ROI Training 362

Sales and Marketing Management

AUGUST 20, 2018

That’s why they had brought us in. So why weren’t prospects willing to take their calls afterward? The salespeople were right: They’d been unbelievably helpful. Which meant they now had no reason to talk to a salesperson. The problem with the sales force is that they were too focused on efficiency. Slooooow down.

Buyer 294

Buyer Call-back Follow-up Sales Qualified Lead 294

Zoominfo

JANUARY 11, 2021

Whether it be something isn’t working as efficiently as it should, or you’re spending too much money on a simple solution. Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. What Are Customer Pain Points, And Why Are They Important?

B2B 277

B2B Intent Signal Customer How To 277

Zoominfo

FEBRUARY 22, 2021

But both introverts and extroverts have the potential to be awesome salespeople. Extroverts usually love outside stimulation, being around lots of people, socializing and talking. For salespeople and SDRs, making introductions is the critical first step. It just comes much more naturally. Defining Extroverts.

Ideal Customer Profile 214

Ideal Customer Profile Decision Maker Pivotal Cold Calling 214

The Pipeline

APRIL 6, 2021

Salespeople seem to be collectively suffering from a variant of the Stockholm syndrome. Why is it that salespeople continue to cling to their products despite every indication that it is minimizing their success? Rep after rep will tell you they sell solutions, just before they revert to talking about their product.

SME 299

SME Lead Rank Lead Scoring Discount 299

No More Cold Calling

JANUARY 17, 2019

You’ve probably heard the often-quoted statistic that says 57 percent of the buying process is complete before a customer talks to a salesperson. You’ll get in way too late. There’s no confusion about why you’re different. It means there’s less work for salespeople to do. And therein lies the problem.

Competition 318

Competition Referrals Cold Calling Study 318

Zoominfo

JANUARY 11, 2021

Whether it be something isn’t working as efficiently as it should, or you’re spending too much money on a simple solution. Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. What Are Customer Pain Points, And Why Are They Important?

B2B 246

B2B Intent Signal Customer How To 246

The Pipeline

JANUARY 29, 2019

One of the best things you can share is the mistakes others have made, why you thought it was a mistake, what you did to help them address it, and the most valuable thing, what you learned as a result and how that has benefited other buyers since. Salespeople have always understood the power of “mirroring.” ” Why?

Education 290

Education Buyer Call-back Maximizer 290

The Pipeline

AUGUST 24, 2020

But why let the issue be clouded by facts when there is a waiting public ready to consume. But none can explain why the results don’t support the data. Sales, prospecting that much more so, is an emotional endeavor carried out by irrational beings, humans. I just do it because it feeds the kids. The Darwinian View.

Call-back 290

Call-back Pipeline Face-to-face Video 290

The Pipeline

MAY 13, 2020

Corporate leaders are much more forward-looking than many salespeople believe. But few salespeople deal with the senior team driving long term strategy. Some because they’re unable to get to them despite their efforts, most don’t even try; you ask them why. All you need to do is watch the news.

Outsourcing Services 279

Outsourcing Services Real Estate Ideal Customer Profile Objections 279

Zoominfo

MAY 7, 2020

It’s too expensive. We’re too small. How Do You Overcome Sales Objections? We talked with three sales leaders at ZoomInfo to find the perfect response. Prospect: “It’s too expensive. DO NOT DO THIS. And if they do, it won’t be because of a canned, knee-jerk response. It’s not the right time.

Objections 213

Objections Decision Maker Case Study Face-to-face 213

Rob Jolles

MAY 17, 2024

Too often, I see salespeople become almost dejected at the hint of an objection from a prospect they’re working with… and it puzzles me. Sure, an objection may very well slow you down, and may jeopardize your ability to make a sale, but do you really want to spend time with a prospect and get no objections?

Objections 52

Objections How To Study Fashion 52

The Sales Hunter

MAY 14, 2019

Your time is too valuable! Too many salespeople wait too long to get answers to these questions and it leads to having a pipeline that’s essentially a sewer line. Too many salespeople wait too long to get answers to these questions and it leads to having a pipeline that’s essentially a sewer line.

SalesGenie 237

SalesGenie Prospecting eBook Lead Rank 237

The Sales Hunter

JANUARY 17, 2014

I was motivated to buy, but then why couldn’t I buy? It’s simple: The person I was talking to on the phone was determined to read through his entire script. There have undoubtedly been more than a few occasions where I’ve talked too much and, as a result, sabotaged or delayed closing a sale.

Conversion 234

Conversion Selling Skills Consultative Selling Call-back 234

Hubspot Sales

JANUARY 22, 2024

I often hear salespeople complain that prospects never return their calls after they’ve left a voicemail. Try changing that goal to educating the prospect on why they should talk with you. Thank you, and I look forward to talking with you soon.” Don’t talk about your products and company in your message.

Closing 115

Closing Leads Marketing Qualified Lead Call-back 115

Hubspot Sales

JANUARY 10, 2024

But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” Salespeople become more capable of closing deals only when managers actively coach them, not when they’re badgered about getting the forecast right. Talk about early-stage deals as well as late stage. If so, you’ve come to the right place.

Pipeline 105

Pipeline Opportunity Coaching Meeting 105

Partners in Excellence

MARCH 8, 2024

I’ve been getting a variety of people telling their stories on, “ Why I Am So Interested In Selling.” But I decided to do an experiment, I asked ChatGPT to put herself in the role of a seller, answering the question (I actually created several scenarios–a seller, a high performing seller, a manager.

Incentives 77

Incentives Incentive Compensation Salary 77

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. Why do value leaks occur? Don't rush through common phrases.

Closing 126

Closing Proposal Negotiation Discount 126

Crunchbase

AUGUST 26, 2021

Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase Inc. That is why free trial offers are one of the most common ways technology companies, like Pipedrive , find and nurture new customers. Mistake No.

Face-to-face 115

Face-to-face How To Social Media Ideal Customer Profile 115

Janek Performance Group

FEBRUARY 20, 2024

Afterall, sales and golf have much in common. And like golf, salespeople keep score and track metrics and KPIs. We walk and talk, compete and collaborate. This provides essential talking points to guide conversation and build rapport. What did you do? What would you do differently? What did you say?

Decision Maker 62

Decision Maker Follow-up Social Media Up-Sell 62

Alice Heiman

AUGUST 19, 2020

It’s very easy for salespeople to waste time on activities that either redundant or that someone else should be doing. It’s also easy for CEOs and sales leaders to be unaware of how salespeople are wasting time – until the forecast is in and it’s too late. Don’t be in the dark! Don’t be in the dark! . Closing .

Ideal Customer Profile 143

Ideal Customer Profile Social Media Coaching Education 143

Alice Heiman

DECEMBER 9, 2020

Many of you don’t know this, but I was actually an art major in college (yes the sales gene has always been with me but I also have that creative gene too). . One of the reasons I love sales so much is because I can be creative. Why can’t they get through? . They do not stand out. Creativity in Sales.

How To 153

How To Decision Maker Cold Calling Lead Rank 153

Sales Hacker

OCTOBER 13, 2022

Too many salespeople are taught to rely on pushy and spammy tactics. And these tactics make those salespeople — not to mention their prospects — uncomfortable, decreasing any successful outcome. More than ever, people want to do work that’s personally meaningful and connects with their values. I’ll explain why.

Social Media 86

Social Media Ideal Customer Profile Lead Rank Lead Scoring 86

Autoklose

APRIL 8, 2024

That’s why running an effective discovery meeting is crucial to securing the next appointment with your prospect and paving the way for the ultimate “yes.” That’s why it’s essential to find out whether you’ll be able to qualify this prospect and develop a meaningful relationship with them. Table of Contents What Is a Discovery Meeting?

Meeting 98

Meeting Objections Research Face-to-face 98

The Digital Sales Institute

DECEMBER 5, 2023

Sales scripts are a valuable tool that can help salespeople have meaningful conversations with customers or prospects. They usually refer to a prepared walk through of a sales conversation including talking points, value propositions, discovery questions and “asks” or “commitment” steps. How do Scripts Help?

How To 52

How To Sales Qualified Lead Lead Rank Lead Scoring 52

Janek Performance Group

FEBRUARY 6, 2024

It’s understanding what widgets are, what they do, and how they affect their buyers. Too many salespeople think the art of selling is homogenous. It’s a hallmark of “typical” salespeople and sales stereotypes. That’s why sellers should also know the industry leaders and why they are successful.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Partners in Excellence

MARCH 8, 2024

“Why does all this interest me? “ WHY I’M SO INTERESTED IN SELLING My dad was an academic, I got an undergraduate degree in philosophy, and my first jobs were in government and a non-profit. . And of course I shared the common negative stereotype about salespeople. Full circle; Why am I so interested in selling?

Revelation 75

Revelation Government Course Buyer 75

Anthony Iannarino

MAY 21, 2020

Too Little Interaction with Other Salespeople. Were you to derive a plot to ensure a group of young salespeople never learned to sell effectively, you would start by isolating them, keeping them away from other salespeople, and especially mature, successful salespeople.

Ideal Customer Profile 131

Ideal Customer Profile Face-to-face Territories Travel 131

Hubspot Sales

FEBRUARY 5, 2024

So many salespeople have done so many slimy things over the years that at this point, buyers now think of “sales” itself as a dirty word. If you see a colleague giving salespeople a bad name by doing something shady, show them the right way instead. The more expensive one was perhaps a bit more comfortable, but not by much.

Commission 103

Commission Call-back Hotels Sales 103

Pipeliner

SEPTEMBER 20, 2021

If salespeople want to maximize their profits and make the most out of their time, they need to learn how to personalize their prospects while conserving time. Do yourself a favor and spend some time thinking about what you can bring to the table, and you will find better prospects and clients. . Invest In Good Prospecting Software.

Prospecting 98

Prospecting Gatekeeper Decision Maker Outbound 98