SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Are you confident the sales team’s people, money and time are accurately allocated for the upcoming year?

Opportunity 316

Opportunity Strategy Banking Territories 316

The Pipeline

JUNE 3, 2013

Consider: 48% Of Sales People Never Follow Up with a Prospect. 25% Of Sales People Make a Second Contact and Stop. 12% Of Sales People Make a Second Contact and Stop. Only 10% Of Sales People Make More Than Three Contacts. 10% Of Sales Are Made On the Fourth Contact. Selling to Executives Tibor Shanto'

Cold Calling 267

Cold Calling Social Media Face-to-face Banking 267

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Read on to hear my tactics for ending a sales email.e Read on to hear my tactics for ending a sales email.e

Closing 122

Closing Quota How To Webinar Metrics 122

The Pipeline

MAY 11, 2012

There a host of things you can focus on to master to improve your sales execution and results, but none more than the need to master time. I have never heard a sales person, no matter how good, tell me they have run out skills, but at one point they have all run out of time. Simple, but you need to do it, and bank the time you save.

Banking 300

Banking Proposal Research Quota 300

No More Cold Calling

OCTOBER 10, 2013

Sales guru and guest blogger, Jonathan Farrington, explains why he’s never made a single cold call. and France, has enjoyed a longer, more successful sales career than most, and he fully understands the power of referral relationships. I have, instead, maximized my valuable selling time and enjoyed a highly-successful sales career.

Cold Calling 298

Cold Calling Referrals Banking Maximizer 298

The Pipeline

AUGUST 21, 2019

TORONTO, Canada (August 15, 2019) – The Canadian Professional Sales Association (CPSA) and Renbor Sales Solutions today announced a new accredited partnership. Graduates of Renbor Sales Solutions’ Proactive Prospecting program will now earn credit toward CPSA’s professional sales designations.

Education 52

Education Banking Lead Rank Objections 52

MTD Sales Training

JANUARY 17, 2018

But what they mean is that they dislike feeling under pressure, the salesperson using sales tricks and tactics, and the false promises that are only used to grab short-term deals. The next time you’re with a prospect or customer and you want to find information, try this subtle but powerful approach. That’s obvious. Well, yes there is.

Prospecting 169

Prospecting Banking Up-Sell Course 169

Hubspot Sales

DECEMBER 2, 2024

Getting anything over the finish line as the holidays approach is a struggle in any facet of life, and sales is no exception. The end of Q4 is one of the — if not the — most stressful, frustrating stretches of any sales professional's year. Q4 Sales Strategies 1. Incentivize performance with contests and rewards. NONE AT ALL!

Incentives 98

Incentives Incentive Intent Closing 98

Score More Sales

JULY 22, 2014

Midmarket companies and larger SMBs seem to fall into three camps: the ones who understand the power of social sales and actively work to build a plan of action, the ones who are coming around to this idea but not doing much yet, and those who are turning a blind eye and are missing a great window of opportunity. Are there any new executives?

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

The Pipeline

OCTOBER 23, 2017

But many sales people cherry pick time, and use it to avoid things that have to be done, like prospecting for example. Regularly when I ask buyers why they didn’t prospect, or when they plan to prospect, I hear “I’ll get around to it when I have time”. Which may lead one to conclude that they do not want to prospect.

Banking 268

Banking Sales Qualified Lead Quota Proposal 268

Sales 2.0

MAY 12, 2017

The first number is the number of emails I get as a marketing manager each quarter from sales people. The second number is the number of phone calls I get from sales people each quarter. The last number is the number of letters and notes I receive from sales people each quarter. Yes, this is still the Sales 2.0

Prospecting 150

Prospecting Fashion Banking Commission 150

The Center for Sales Strategy

FEBRUARY 24, 2020

I interview sales candidates every week, even if I don’t have openings on my staff. I find my best sales candidates when I’m under the gun and have openings on my staff. I move out underperforming sellers often because I keep a talent bank of qualified prospects.

Banking 98

Banking Positioning Sales Prospecting 98

SBI Growth

FEBRUARY 6, 2013

It is the first night of sales kickoff for a $400 million communications company. The bank wants monthly statements on it. My sales force tells me they can’t make it. Before that I spent a small fortune on sales training. Did you know that I personally made 27 sales calls this year? I knock on door 1107.

Banking 288

Banking Software Software Competition 288

Sales 2.0

AUGUST 25, 2018

If you’ve read any of my previous posts on this blog you will know that I think relationships determine if you will get a meeting with your prospect. These people could work at companies that are vendors, partners, investors, advisors, agencies or banks to your target company. Template #1—ask the “connector”.

Prospecting 150

Prospecting LinkedIn Cold Calling Banking 150

The Pipeline

FEBRUARY 12, 2019

Salespeople are preoccupied with closing; makes sense, that seems to be where the pay-off is for everyone, at times even the prospect. However, the biggest challenge most sales organizations have is not closing but opening. Number of prospects in Discovery that move to Proposal. By Tibor Shanto. Who Is In Control?

Closing 292

Closing Quota Proposal Face-to-face 292

No More Cold Calling

MARCH 7, 2013

For a 2010 report from the Wharton School of Business, researchers Christophe Van den Bulte, Bernd Skiera, and Philipp Schmitt studied data that an anonymous German bank gathered on nearly 10,000 of its customers over 33 months. They found that referred customers generated 16 to 25 percent more value than non-referred customers.

Referrals 245

Referrals Incentives Incentive Banking 245

Anthony Cole Training

FEBRUARY 27, 2020

In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations. Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.

Prospecting 180

Prospecting Hiring Objections Sales 180

Zoominfo

MARCH 21, 2025

Sales is no longer about dialing faster or pitching harder. Today, it all comes down to using smarter sales coaching techniques. Using AI sales tools can help teams level up by analyzing real sales conversations, identifying what works and what doesnt. Sales teams need every advantage they can get.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

The Sales Heretic

JULY 7, 2020

Part of that effort included contacting a variety of businesses: the moving company, the title company, utilities, banks, two phone companies, and more. I recently helped my 82-year-old aunt move from Maryland to Texas. And at various points in the process, people from five different companies promised to call us back. And never did.

Call-back 277

Call-back Banking Company Buyer 277

Sales 2.0

OCTOBER 11, 2019

When I first got involved in sales I was a sales engineer. I supported a technology sales force on their sales calls with semiconductor engineers. When I got to these meetings I had many engaging conversations with these buyers that our sales team did not seem able to handle. A real sales job.

Engineering 262

Engineering Small Business Small Business Banking 262

Bernadette McClelland

JULY 8, 2012

Those who struggle with their finances I bet almost never open window faced envelopes or reconcile bank statements. Sales people who don’t measure prospecting or know their ratios or numbers are the ones who fall behind the 8 ball – but it’s too competitive out there to do that today. Be Bold and Brilliant!

Face-to-face 278

Face-to-face Banking Motivation B2B 278

No More Cold Calling

AUGUST 9, 2012

He has carried a bag, been a sales executive, and actually provides tips we can use. I’m always learning—even when I’m writing about How to Attract Sales Prospects in a Tech-Focused World. So, I was surprised when a top salesperson I know told me he did not use LinkedIn for prospecting. That makes sense.

Social Selling 261

Social Selling Ideal Customer Profile Industry LinkedIn 261

Zoominfo

FEBRUARY 6, 2023

From writing emails, to creating phone scripts and handling objections, it’s clear that AI tools based on large language models can be used in every stage of the sales process. How to Write Sales Prospecting Emails Using ChatGPT One advantage of ChatGPT is that it can iterate on what it’s already produced. Here’s what we found.

Prospecting 130

Prospecting Cold Calling Banking Scale 130

MTD Sales Training

OCTOBER 17, 2018

And that’s an important analogy when it comes to you building your value with a prospect or customer you’re dealing with. What do we tend to think of when we mention ‘sales currency’ today? Our experience tells us that the new currency in today’s sales world that will increase your value is ‘speed’. Happy Selling! Sean McPheat.

Salary 244

Salary Lead Rank Lead Scoring Banking 244

Sales 2.0

MARCH 30, 2014

As much as Sales 2.0 This email came from a “Sales 2.0 I believe we can drive more meaningful meetings and increase revenue per rep for your sales force. Many Sales 2.0/social In my opinion, the sales people that put in the extra effort will get the extra results. Prospecting Sales 2.0 We know that.

Tools 323

Tools Face-to-face Social Selling Banking 323

The Sales Hunter

OCTOBER 8, 2019

A prospect who was never inclined to make a decision in the first place; their intention was purely to gain more information. Many times, a prospect begins the process thinking they’re going to make a decision; but due to other factors, their thinking changes yet they remain engaged with the salesperson. Sales Motivation Blog.

Sales Qualified Lead 155

Sales Qualified Lead Prospecting Video Face-to-face 155

Partners in Excellence

MARCH 20, 2025

” “We need sales training,” came the response. “What kind of sales training do you need?” “Sales training, our people aren’t performing the way we expect,” came the response. “We just need sales training, our people need to sell better, how much does your training cost?”

Training 120

Training Real Estate Insurance Insurance 120

Zoominfo

MARCH 17, 2025

Blind spots in your addressable market and missed opportunities from good-fit prospects. Sales Operations & Strategy Director Andy Ruffles and his team sought a solution that would streamline data ingestion, eliminate redundant administrative tasks, and equip RMs with comprehensive insights to prioritize high-value prospects.

Territories 130

Territories Ideal Customer Profile Account Based Marketing Lead Rank 130

Anthony Cole Training

NOVEMBER 15, 2019

I’m sure the majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.”.

Prospecting 174

Prospecting Hiring Sales Insurance 174

Mr. Inside Sales

APRIL 2, 2021

Remember, this is an “elevator pitch” designed to inform and grab interest in a prospect during the time you’re in an elevator together (or during that crucial 20 seconds you’ve got on the phone). Your customers (and your bank account) will thank you for it! ON DEMAND SALES TRAINING THAT GETS RESULTS! Get Access Today.

Sales Qualified Lead 231

Sales Qualified Lead Face-to-face Advertising Advertising 231

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? Engage with your prospects.

Ideal Customer Profile 128

Ideal Customer Profile Tools Prospecting Intent Data 128

Zoominfo

JANUARY 27, 2021

Instead of manually targeting prospects, lookalike modeling automatically produces ideal prospects based on the collective traits of converting customers. A lookalike audience is a kind of ideal representation of your best prospects and ideal customers. What is a Lookalike Audience? It’s a huge win for ABM too!).

B2C 264

B2C Ideal Customer Profile Account Based Marketing Lead Rank 264

Jeffrey Gitomer

MARCH 5, 2019

meeting that can lead to a sale. THE BIG SECRET: Don't just thank the prospect for the meeting – have a meaningful purpose. A card with a personal item proves you were listening, proves you care about the prospect personally, and it has a lasting impact to ensure that the next attempt at contact puts you at the top of the list.

Journal 222

Journal Banking Lead Rank Lead Scoring 222

The Pipeline

DECEMBER 4, 2018

I have talked a lot on this blog about the need for sales people to get past or over their product. The problem is too many sales people confuse the deliverable with what the buyer set out to achieve with said deliverable. By Tibor Shanto. But becoming multi-cultural is an entirely different ask of most sellers.

Banking 225

Banking Pipeline Lead Rank Lead Scoring 225

Sales 2.0

SEPTEMBER 15, 2018

I wanted to become a rock star sales dude and I was mentored by my boss that the trick was to call CIOs (Chief Information Officers) early in the morning. My value proposition at that point had evolved from “we have some cool technology talent” to we “we have some cool technology talent and work with banks like yours”.

Gatekeeper 236

Gatekeeper Call-back Referrals Banking 236

Zoominfo

AUGUST 26, 2020

At ZoomInfo, we care about the sales numbers, but we know to get there we must: Always. When you rush to close a sale, you don’t have the time to harness key insights about your prospects — leaving you high and dry during your sales calls. These tidbits can be the difference between an average sale and a humongous deal.

Cold Calling 207

Cold Calling How To Exact Campaigns 207

No More Cold Calling

JULY 7, 2016

A LinkedIn connection is not a sales lead. Like so many salespeople, he’s just clicking buttons and banking on “return on clicks.” Sales reps abuse social media to the extent that I typically delete more LinkedIn invitations than I accept. (No, Qualified prospects are actually interested in your product or solution.

Social Media 239

Social Media Lead Generation Sales Qualified Lead Media 239