The Sales Hunter

AUGUST 13, 2019

You want to think that the email you just wrote is perfect and sending it out to 100 prospects will result in at least 90 meetings. If this is you, there’s no need for you to read any further; however, I suspect this is not your case, so let me share my techniques for using email to prospect. It’s not about you.

Prospecting 215

Prospecting Real Estate eBook Objections 215

Mr. Inside Sales

JULY 30, 2021

Note to my readers: Because of my heavy client load, I am reducing my blog articles to bi-weekly starting today. Your next blog will arrive on Tuesday, August 17 th. You could do two: one for prospecting and one for the close. ON DEMAND SALES TRAINING THAT GETS RESULTS! Ever feel stalled during a close? Get Access Today.

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Mr. Inside Sales

APRIL 23, 2021

If this objection frustrates you, then all that will end after you read this blog post. First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back.

Face-to-face 334

Face-to-face Gatekeeper Licensing Decision Maker 334

The Sales Hunter

JUNE 4, 2019

Is prospecting a four-letter word in your mind? If you had to choose between prospecting and having a root canal, which would you choose? Maybe you wouldn’t choose the root canal; however, you certainly would rather have a cavity filled than have to prospect. I bet prospecting would be on the list too if everyone had to do it.

Harvest 215

Harvest Prospecting Lead Rank Lead Scoring 215

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

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. Search my blog if you missed them.) Search my blog if you missed them.) ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Face-to-face Gatekeeper Licensing Decision Maker 254

MTD Sales Training

JANUARY 28, 2020

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. MTD Sales Training | Sales Blog. The post How To Deal With Your Competition When In A Sales Meeting appeared first on MTD Sales Training. Happy Selling!

Competition 375

Competition Sales Meeting Meeting How To 375

MTD Sales Training

FEBRUARY 11, 2020

You had a great sales interaction: Both you and the prospect were calm and comfortable. You developed some rapport and the prospect showed some positive buying signals during the meeting. This question is simple and helps the prospect understand that what you have just proposed is, at worst, reasonable.

Closing 300

Closing Proposal Negotiation Benefit 300

MTD Sales Training

JANUARY 21, 2020

Without realising it, the way a contact is handled could make or break a sales opportunity for a new prospect. If the caller or prospect is put off initially by the way they are dealt with, the picture they will paint of your whole organisation will be tarnished. 3) Exploring the needs and wants of a prospective customer.

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Face-to-face How To ACT Opportunity 280

The Sales Heretic

JANUARY 28, 2020

If you’re a regular reader of this blog (and if you’re not, you can be—just click one of the “Subscribe” links to the right, wink, wink, nudge, nudge), you know that I’m a big fan of asking questions. When I conduct sales training seminars, I typically give audiences 20 to 40 questions to ask their [.].

Benefit 288

Benefit Training Networking Objections 288

Mr. Inside Sales

FEBRUARY 2, 2024

Based on how successful my last blog was on handling the objection: “We’ve Already Got a Vendor for That,” I thought I’d give you another proven response to help you overcome the objections and resistance you get daily. Then remain completely quiet and let your prospect tell you what the REAL objection is!]

Face-to-face 224

Face-to-face Gatekeeper How To Licensing 224

MTD Sales Training

JUNE 25, 2019

There are many occasions where we have presented a solution and it’s not created any connection with the prospect. How, then, can we build a great presentation and really connect with the prospect? The story that you tell is the prospect’s story, with the prospect as the hero who must overcome an obstacle in order to achieve a goal.

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How To Software Software System 279

MTD Sales Training

JUNE 4, 2019

How many times do you ‘hold something back’ so you can surprise the prospect with that little extra to encourage them to buy? We sometimes cause ourselves problems here, because the prospect may be wondering what else might you be holding back, and have they really got everything they could from you? Happy Selling! Sean McPheat.

Case Study 255

Case Study How To Discount Decision Maker 255

Mr. Inside Sales

MAY 15, 2020

If you have benefited from my material or blogs and scripts I provide, then would you be willing to take a minute to nominate me? ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today.

Face-to-face 268

Face-to-face Gatekeeper Licensing Decision Maker 268

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

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

MTD Sales Training

APRIL 23, 2019

Unique Selling Proposition – well, these are the benefits that your prospects and clients can look forward to receiving when they purchase your wares. Your Sales Manager and Sales Director will most likely ram USP’s down your throat so you can discuss them with your prospects. MTD Sales Training | Sales Blog. Feel valued.

Call-back 243

Call-back Up-Sell Proposal Benefit 243

No More Cold Calling

NOVEMBER 23, 2021

If virtual sales training was ever needed, this was the time. Without it, your prospects figure you’re not interested, and they tune out. It’s also my only way to make eye contact with many clients and prospects, so I’ve learned to live with it. (It even became a verb.). Sadly, it hasn’t happened in most companies.

Video 289

Video Cold Calling Exercises Conference 289

MTD Sales Training

OCTOBER 31, 2018

The excitement you feel when you get a positive response from your prospect is palpable. All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Closing 243

Closing Discount Buyer ROI 243

Mr. Inside Sales

APRIL 10, 2020

I’d like to thank you, my readers, for your kind comments on my blog series: “Handling the Coronavirus Selling Environment. The good part is this prospect isn’t saying no, rather, he/she is saying, “It is best to reschedule this call.” What to do : Read and follow my blog article on “Covid-19 Email Responses to Use Now.”.

Objections 233

Objections Nonprofit Face-to-face Call-back 233

No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. She knows my content better than I do, and she edits every single blog I post.) We ask for an introduction to our ideal prospect.

Referrals 385

Referrals Cold Calling Webinar Metrics Inbound 385

MTD Sales Training

MARCH 31, 2020

We’ve had over 82 sales training programmes postponed! Some have moved over to virtual channels like webinars and online training but a lot are just waiting it out. Network with prospects and clients. MTD Sales Training | Sales Blog | Image courtesy of Master Isolated Images at FreeDigitalPhotos.net. Get Social.

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Skype Webinar Metrics Call-back Exercises 246

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

Zoominfo

MAY 15, 2019

Check out these helpful blog posts: 4 Myths about Sales Productivity. As a sales rep, you can make the most calls and send the best emails, but if you’re targeting the wrong prospect, none of that matters; you won’t be able to close the deal. You Can’t Reach Your Sales Prospects. You Don’t Have Enough Training.

Ideal Customer Profile 224

Ideal Customer Profile B2B Hiring How To 224

MTD Sales Training

DECEMBER 9, 2019

What would you consider to be the most important parts of the sales call, when calling a prospect? Even though this company sells some of the best products in their industry, the prospects were being turned off by a product push. Think: What state or frame of mind is my prospect in when I call? Why is that? Happy Selling!

Course 235

Course Sales Industry Prospecting 235

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

Mr. Inside Sales

MAY 14, 2022

There are many other examples of this (too many for this limited blog post), and if you would like a book full of them, then check this out. Otherwise, listen to your own recordings and see where and when you give control of the conversation to the prospect. ON DEMAND SALES TRAINING THAT GETS RESULTS! Get Access Today.

Gatekeeper 235

Gatekeeper Face-to-face Licensing Decision Maker 235

Mr. Inside Sales

NOVEMBER 5, 2021

Head on over to my blog and you’ll find tons of excellent, free resources to help with just about any problem you’re having! The best (and most affordable) on-demand inside sales training program? ON DEMAND SALES TRAINING THAT GETS RESULTS! Want some free, proven resources to help you or your team sell more right now?

Resources 242

Resources Face-to-face Gatekeeper Inside Sales 242

DiscoverOrg Sales

DECEMBER 4, 2017

Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time. From digging through LinkedIn for org charts, guessing at email addresses, and scouring the internet for news about a prospective company or contact, salespeople spend a significant amount of time on research. Download the Full Report.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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

MTD Sales Training

FEBRUARY 3, 2020

With a new prospect, you have a process you follow where you contact, follow up, qualify, discuss needs and so on. Prospects know what you’re trying to do when you discuss opportunities with them; you’re trying to sell them your stuff and have them as a customer. MTD Sales Training | Sales Blog. Happy Selling!

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Customer How To Call-back Cold Calling 246

MTD Sales Training

AUGUST 27, 2019

I had this situation when I was presenting to a prospective client a few years ago, and it wasn’t funny. It wasn’t the death nell in the whole presentation, but my slides had facts and figures on them that would have proved beneficial for the prospect to see. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

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Webinar Metrics ACT Follow-up Groups 229

No More Cold Calling

JUNE 30, 2021

I am grateful for so much—my family, colleagues, friends, clients, and you—who continue to read my blogs and rants. Check out what you might have missed from my blog over the last few months: Celebrating 25 Years in Referrals: My Story. I was working for a global consulting and training firm. Thanks for being in my world!

Referrals 257

Referrals Sales Qualified Lead Lead Gen Ideal Customer Profile 257

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.

Sales Leadership 218

Sales Leadership Hiring How To Account Based Marketing 218

Sales and Marketing Management

OCTOBER 26, 2018

Author: Michael Nørregaard When prospects are evaluating your company, they’re looking to ultimately maximize their return on investment. They want minimal downtime, support they can rely on and access to as much training as possible, so they can be in turn, as successful as possible with their deployment. This is crucial.

Loyalty 274

Loyalty Customer Face-to-face Video 274

MTD Sales Training

SEPTEMBER 3, 2019

You’re now in control of the conversation and the prospect feels obliged to answer you with further details. Try this the next time a prospect raises an objection and see if you become clearer in your mind as to the real nature of what is stopping them from going forward with you. Customer: ‘We don’t need this right now.’ Sean McPheat.

Face-to-face 230

Face-to-face Objections Guarantee Discount 230

MTD Sales Training

DECEMBER 16, 2019

This means identifying what is most important to the prospect. If you gave in to a request from the prospect without gaining anything in return, you can be seen as a soft touch and someone from whom it is easy to get a reduced price. If the prospect asks for money off, see if you can get an increased order for it. Happy Selling!

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Negotiation Margin Discount Face-to-face 211