No More Cold Calling

JANUARY 23, 2020

Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. Sales technology might help you identify prospects, but it won’t solve your sales execution challenges. Read his article to refine your strategy for 2020. Yes, you read that right.

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Mr. Inside Sales

NOVEMBER 16, 2020

Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? If not, start using it today: search my blog to read articles on how to do that.). Make a much better connection with your prospect or client because they will feel listened to and heard. You don’t take notes?

Motivation 332

Motivation Face-to-face Gatekeeper Licensing 332

Steven Rosen

MAY 24, 2024

He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning. By addressing objections, providing training and support, and showcasing success stories, sales leaders can help their teams embrace AI and leverage its benefits.

Company 296

Company Sales Leadership Retention Loyalty 296

Mr. Inside Sales

AUGUST 21, 2022

He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. As you read this article, can you identify what the mistake in this approach is? ON DEMAND SALES TRAINING THAT GETS RESULTS!

Prospecting 156

Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. Similarly, many prospects are also non-believers in your product or service. This begins with training and coaching Sales Leadership to support such an organization. It will be worth it!

Sales Process 348

Sales Process Sales Methodology Decision Maker Pipeline 348

DiscoverOrg Sales

DECEMBER 4, 2017

In this article, we take a closer look at the ways you can focus your enablement efforts, to achieve the best possible sales performance. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time. Training, training, training. Map your strategy to the customer journey.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Anthony Cole Training

FEBRUARY 11, 2021

Typically, when a salesperson doesn't win an account it's due to a few different factors; the prospect didn't have a compelling reason to make a change, the salesperson didn't do enough to uncover their capacity to invest, or the incumbent wasn't properly eliminated from the running.

Objections 279

Objections Account Prospecting Sales Process 279

Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. ON DEMAND SALES TRAINING THAT GETS RESULTS! Qualifying prospects.

Gatekeeper 254

Gatekeeper Face-to-face How To Sales Qualified Lead 254

Mr. Inside Sales

MAY 22, 2020

So, what do you do to overcome the stalls at the beginning of this article? You go back to basics: you acknowledge them, and then go around them to either earn the right to have a conversation, or to qualify the prospect. ON DEMAND SALES TRAINING THAT GETS RESULTS! Less than a week later, there was a red “sold” sign on it.

Face-to-face 281

Face-to-face How To Call-back Gatekeeper 281

Mr. Inside Sales

APRIL 10, 2020

The good part is this prospect isn’t saying no, rather, he/she is saying, “It is best to reschedule this call.” As I wrote in my first blog article , now is the time to take your salesperson’s hat off and connect with people. Follow the word-for-word scripting I outline in that article to deal with this objection. Which it will.

Objections 233

Objections Nonprofit Face-to-face Call-back 233

Understanding the Sales Force

OCTOBER 12, 2022

I receive calls and emails that begin with things like "My salespeople are complacent" or "My salespeople need some training on closing" or "My salespeople aren't bringing in enough new business" or "My salespeople need help with negotiating" or "Our team has a lot of stalled opportunities." it's the same with sales teams.

Selling Skills 295

Selling Skills Hotels Call-back Negotiation 295

No More Cold Calling

JULY 20, 2018

The web is replete with articles and webcasts that tell people to just go ask for referrals, like it’s common sense or something. Find out how they know your prospects, what’s important to the prospects, what their challenges are, what they value, how they communicate, and what might get in the way of your sales success.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

Zoominfo

MAY 25, 2021

Back in 1989, when hair metal music played on MTV and a lone protester famously stood in front of a tank in Tiananmen Square, the Harvard Business Review published an article that explored how automation was ready to boost marketing and sales teams. A Lack of Training. One side deployed code; the other deployed prospecting campaigns.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

No More Cold Calling

JUNE 22, 2017

Based on my experience with thousands of solution selling training program participants, here are a few signs that your B2B sales strategy needs a review and re-work: Lagging Growth: You are not growing as fast as your competitors or your industry. The actual selling process begins with prospecting for targeted opportunities.

Account 291

Account Strategy Ideal Customer Profile Hiring 291

Understanding the Sales Force

FEBRUARY 14, 2022

New readers might want to catch up on the six prior articles about Bob. Regular readers are familiar with Bob, one of the worst salespeople on the planet. Part 1 Part 2 Part 3 Part 4 Part 5 Part 6. So what did Bob get himself into this time?

Closing 294

Closing Influencer Opportunity Prospecting 294

MTD Sales Training

JULY 9, 2019

Of course, the world doesn’t work that way, and there will be prospects and customers who will reject your advances and avoid you at all costs. Calling a dozen times doesn’t change the underlying dynamic that is causing your prospect not to see you. 4) DON’T judge the prospect because of their unwillingness to see you.

Gatekeeper 276

Gatekeeper Decision Maker Call-back Up-Sell 276

Smooth Sale

MAY 25, 2022

Attract the Right Job Or Clientele: Improving Your Business Prospects One Step At A Time. Our collaborative blog provides insights for ‘Improving your business’ prospects one step at a time.’. Specifically, looking at how you can hope plus take action for improving your business’ prospects one step at a time. _.

Prospecting 139

Prospecting Hiring Licensing Research 139

The Pipeline

NOVEMBER 6, 2018

I have read my share of “cold calling is dead” articles, and what made them amusing is that they were all emotion based. My colleague Dan wrote this article and I’d like to get your opinion on it. Ingroup Tibor, you work in helping people with prospecting and sales. Hi Tibor, I was wondering if I could ask a favour ?

Social Selling 230

Social Selling Cold Calling LinkedIn Networking 230

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Mr. Inside Sales

NOVEMBER 18, 2018

I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening. We absolutely have to train ourselves to ask questions and then remain quiet and listen.”. This was unexpected and he had to think fast! This is the worst thing we can do.

Closing 227

Closing Decision Maker Inside Sales Face-to-face 227

Sales and Marketing Management

OCTOBER 16, 2017

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. Storytelling gives a prospect a compelling reason to hear you out. Early stage prospects often gravitate toward videos and short, educational demonstrations. Closing the deal.

Real Estate 243

Real Estate Construction Scale Hiring 243

No More Cold Calling

APRIL 26, 2018

More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. We’ve trained our buyers to expect discounts and that everything is negotiable. Read the rest of Sandy’s article.). Price isn’t an issue with referral business. Prequalify with Referrals.

Negotiation 237

Negotiation Referrals Lead Qualification Discount 237

No More Cold Calling

FEBRUARY 28, 2019

Two colleagues complained they were so involved in their work, they didn’t have time to prospect. People are so focused on their projects, and they don’t make time to prospect. If you’re heads-down on your projects and don’t prospect, you’ll have no pipeline when you surface. Why didn’t he think to ask for referrals?

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

MTD Sales Training

FEBRUARY 12, 2018

There are essentially two things you should reflect on after you’ve met with a prospective buyer…the how and the what. You recognise you haven’t been reading the blogs, writing articles and identifying the trends in business lately. MTD Sales Training. In other words, how did the dynamics of the sales conversation go?

Sales Meeting 277

Sales Meeting Meeting Decision Maker Buyer 277

Zoominfo

JULY 29, 2020

Having a variety of cold calling scripts on handmakes sales training easier for new hires as well. And when their phone training wheels are taken off, reps can tailor their scripts to personalize their message using their unique voice. So whatever you pitch to your prospect needs to work for their purchase-savvy staff.

Cold Calling 240

Cold Calling Data Hiring Intent Data 240

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Salespeople need to be better at prospecting instead of hiding behind emails and LinkedIn messages or waiting for BDRs to schedule less than stellar meetings for them. Some are written by sales experts.

Sales Leadership 218

Sales Leadership Hiring How To Account Based Marketing 218

Understanding the Sales Force

OCTOBER 13, 2024

I created an analogy for my first article when I wrote about scaling, hiring and firing salespeople , based on what I read in Genesis. Today’s article is about on boarding and coaching salespeople, an analogy I created from what I read so far in Exodus.

Coaching 194

Coaching Hiring Scale Sales Leadership 194

Mr. Inside Sales

JANUARY 15, 2021

Once very couple of years, I like to re-run this article on the importance of asking questions as opposed to pitching. When you speak with a prospect for the first time, how much of your script is focused on describing and pitching your product or service as opposed to questioning and uncovering buying motives? Get Access Today.

Face-to-face 195

Face-to-face Sales Qualified Lead Gatekeeper Licensing 195

No More Cold Calling

DECEMBER 28, 2018

But when you get referrals, the trust your prospects have with their colleagues is transferred to you. In fact, to solve this problem, researchers from OpenAI used 6144 CPUs and 8 GPUs to collect about one hundred years of experience and trained the AI for 50 hours. Read the rest of the article on Entrepreneur.com.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

Understanding the Sales Force

JULY 6, 2022

The first page of results was filled with self-serving articles from companies like Gong (artificial intelligence for digital prospecting), Hubspot (marketing platform) and more urging you to leverage their platforms so that you don't have to rely on salespeople.

Retention 207

Retention Customer Compensation Hubspot 207

Sales and Marketing Management

JUNE 10, 2019

Author: Tim Riesterer Have you ever had a service problem with a customer and worried about the damage it could do to your relationship and long-term revenue prospects? And, worse, maybe they will spread the word throughout their network and negatively influence other prospect or customer decisions. Maybe they won’t renew.

Loyalty 234

Loyalty Remedy Journal Study 234

Mr. Inside Sales

JULY 25, 2020

If your sales process involves giving a presentation (virtual or otherwise), and at the end of it you provide pricing options and then close, then this article is for you. The most important step to get right is to: Get buy in from your prospect before you go into pricing! Enroll your team into my On-Demand Training here.

Face-to-face 173

Face-to-face Gatekeeper Licensing Decision Maker 173

No More Cold Calling

JUNE 23, 2019

Here’s another common scenario: They use LinkedIn to find mutual connections with their prospects, reach out to those connections, and say, “Hey, I’m trying to get a meeting with so-and-so at XYZ Corp. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you.

Referrals 297

Referrals Scale How To Lead Rank 297

Zoominfo

AUGUST 21, 2019

Sales enablement refers to the process of providing a sales team with the information and content they need to nurture prospects and close deals more efficiently. A sales enablement content strategy involves a structured process for sales teams to access and deliver relevant content to the prospects in their sales pipeline. .

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

Sales and Marketing Management

JUNE 30, 2019

Author: Greg Flynn Imagine a marathon runner starting a race without having trained or even stretched beforehand. With agile onboarding, sales enablement works closely with sales leaders to map the sequence of training with upcoming skills and milestones that reps must perform in their roles. 3 – Treating Onboarding as One-and-Done.

Hiring 221

Hiring Retention Case Study Maximizer 221

Steven Rosen

JANUARY 9, 2024

Evaluating the skills needed for future success and providing ongoing coaching and training are essential for building a high-performing sales team. Full Episode Article Welcome to the Sales Leadership Awakening Podcast, where we tackle the challenge of bridging the knowing and doing gap in sales leadership.

Sales Leadership 177

Sales Leadership Hiring Coaching Account 177