Sales 2.0

MAY 8, 2023

If you’re taking a new job in sales or marketing, read this book first. I love the “bullseye framework” developed by Louis Gudema and explained in his book Bullseye Marketing —just out this week in its second (updated) edition. If you’re in sales, see your marketing team for that. Here is in its simplest form.

Marketing 39

Marketing Intent Data Social Media eBook 39

Sales 2.0

AUGUST 22, 2022

I’ve been reviewing some key books in sales and marketing to refresh my knowledge of some of the fundamentals to building world-class “revenue engines”. The second book I’m covering is No Forms. As you can probably guess from the title of the book, Latané is very much in the “no gating” camp.

Cold Calling 195

Cold Calling Lead Rank Intent Data Marketing Qualified Lead 195

Sales 2.0

SEPTEMBER 6, 2022

I must admit to being a bit partial to the sales approaches laid out in Jamie Shanks’s book SPEAR Selling. Many of my thoughts on how to sell to major accounts show up on the pages of this book. Here’s a quick run through on a couple of the major elements of the book. Account Selection.

Referrals 195

Referrals Account Demographics Competition 195

Understanding the Sales Force

NOVEMBER 15, 2024

” They were doing their version of the book, “Rich Dad, Poor Dad” and were playing “Good Parents, Bad Parents.” When prospecting doesn’t take place on a daily basis, salespeople fail to build their pipelines. The answer depends on a salesperson’s Sales DNA.

Prospecting 177

Prospecting Incentives Incentive Cold Calling 177

Sales and Marketing Management

JANUARY 4, 2019

He told me that he was reaching and having brief conversations with some prospects but those conversations went nowhere. He said he was trying to be consultative, to elicit details and to drill down on prospect objections. But no matter what he said or did, he would hear, “I’m not interested,” and a click as the prospect hung up.

Consultative Selling 254

Consultative Selling Prospecting Cold Calling Face-to-face 254

Understanding the Sales Force

NOVEMBER 29, 2023

Using email to book new meetings sounds awesome. Why would anyone, in any role, at any company, choose to waste the time, money, resources and effort to send out prospecting emails when in the worst of circumstances, they could make cold calls and one in fifteen calls will be answered? Using email to book new meetings sounds awesome.

Meeting 207

Meeting Cold Calling Inbound Outbound 207

Mr. Inside Sales

SEPTEMBER 2, 2023

As some of you know, today, September 5 th , my new book, The Owner’s Manual to Life: Simple Strategies to Worry Less and Enjoy Life More has been released! In this book, I’ve collected 100 of my favorite quotes and I write a brief, two-page essay on how to get the most from the wisdom the quotes contain. You can order your copy here.

Face-to-face 44

Face-to-face How To Gatekeeper Licensing 44

Sales 2.0

SEPTEMBER 15, 2022

I agree with Zvi Band the author of the book Success is in your Sphere that “relationships are our most important asset”. From everything I’ve seen, if you want to outperform in sales in the long run, you need to build your own network of people that know, like and trust you. Here’s how the framework breaks down. Consistent Execution.

Fashion 195

Fashion Networking Facebook Follow-up 195

Understanding the Sales Force

FEBRUARY 22, 2023

I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more. They average only 1.5

Top of Funnel 409

Top of Funnel Positioning Scale Inbound 409

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. My wife thought I would enjoy a book she found at the airport bookstore and I agreed that it looked compelling. Cold-Case Christianity is a book by J. It will be worth it! We’re almost there.

Sales Process 348

Sales Process Sales Methodology Decision Maker Pipeline 348

No More Cold Calling

FEBRUARY 13, 2020

Put people before technology in your prospecting. Digital isn’t a sales strategy, hope is not a strategy, referrals are not a strategy, marketing is not a strategy. Sales strategy isn’t yours or mine. An executive reads the latest book and declares the precepts in the book are the company’s new strategy.

Webinar Metrics 339

Webinar Metrics Strategy Cold Calling Customer 339

The Pipeline

MAY 11, 2020

Sales Scrum Podcast Episode #9 – Guest Jeff Bajorek. I have been looking forward to airing this episode, Jeff brings a no-nonsense approach to prospecting and sales. You may have caught my review of his new book last week hear on The Pipeline, and now you have a chance to hear Jeff expand on a number of points from the book.

Pipeline 283

Pipeline Prospecting Sales How To 283

The Pipeline

DECEMBER 14, 2020

A Note about Sales Scrum. And so it is with our podcast Sales Scrum. We kicked things off in February, minutes before COVID announced itself, with little more than the goal of exploring sales in a unique way. No need to fret, I am continuing to engage with interesting people with a range of insights on sales.

Call-back 360

Call-back Webinar Metrics Sales Industry 360

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. Do you know how to have that kind of sales conversations? I wrote my second book— Pick Up the Damn Phone!: The phone works. Do your salespeople?

Conversion 305

Conversion Face-to-face Social Media Referrals 305

No More Cold Calling

JANUARY 9, 2020

million per sales manager. I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. But I don’t think any sales manager listened, because more than half of reps are still missing quota. I blame the sales manager for having the wrong priorities.

Sales Management 390

Sales Management Hiring Quota Cold Calling 390

No More Cold Calling

JUNE 27, 2024

This month, in celebration of 28 years of referral selling, both my books are on Kindle for $1.99 So, this book discusses how and when to rely on technology, and when to step away from the computer and make a human connection. My Kindle books are here and are available in countries around the world. each until July 4, 2024.

Referrals 156

Referrals Cold Calling Social Media Sales Qualified Lead 156

The Pipeline

NOVEMBER 14, 2020

Not a guilty pleasure, but the gift of continuous sales success. Join us for a special Holiday Edition of the Proactive Prospecting Program , December 1 – 2. That’s right, you don’t even have to leave your home to improve your prospecting, sales, and overall success. A Lifetime Of Prospecting Success.

Prospecting 369

Prospecting Buyer Revenue Pipeline 369

No More Cold Calling

JUNE 10, 2021

I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My entire career had been sales and sales management, and my best business had always come from referrals. Get meetings with prime prospects in one call.

Referrals 385

Referrals Cold Calling Webinar Metrics Inbound 385

No More Cold Calling

MAY 28, 2020

This was even the premise of my second book, Pick Up the Damn Phone!: I wrote that book because I was horrified when reps started telling me they didn’t need to talk to prospects and clients anymore. How People, Not Technology, Seal the Deal. Since then, the problem has only gotten worse. That’s not how social selling works.

Referrals 391

Referrals Cold Calling Social Media Social Selling 391

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do. I’m including myself here.

Referrals 328

Referrals Sales Management Hiring Scale 328

Bernadette McClelland

NOVEMBER 13, 2022

They greeted me very politely, explaining they were looking for an ‘Alice Grey’ My first instinct was to think this was a ‘sales ruse’ and therefore not believe them, but as I was about to let them know I wasn’t interested, I decided to give them a chance and hear them out. They did not.

Face-to-face 83

Face-to-face Cold Calling Energy Relationals 83

Mr. Inside Sales

SEPTEMBER 6, 2022

By booking Mike Brooks, Mr. Inside Sales, you will ensure that your inside sales team returns to their offices not only pumped up, but also equipped with proven sales skills they can use to instantly perform better! Creating best practice, script playbooks that will make everyone on your sales team more effective.

Face-to-face 31

Face-to-face Inside Sales Gatekeeper Licensing 31

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. How do I stay fired up when I prospect? I listen intently and try to figure out what makes each business model unique and each prospect like a snowflake. studying sales methodologies, you know that you are obsessed. Bank on it! h/t Rowley).

B2B 319

B2B Banking Conference Decision Maker 319

No More Cold Calling

NOVEMBER 23, 2021

If virtual sales training was ever needed, this was the time. The importance of eye contact in sales (even virtual sales) can’t be overstated. Without it, your prospects figure you’re not interested, and they tune out. Early on in the pandemic, there was a learning curve as we all adjusted to virtual sales meetings.

Video 289

Video Cold Calling Exercises Conference 289

SBI Growth

APRIL 12, 2024

This is particularly true in prospecting, where prospects offer all types of resistance. However, this resistance typically doesn’t indicate that the prospect is interested in your solution. With these six effective sales prospecting tactics, you can manage common forms of prospecting resistance and book more appointments.

Prospecting 136

Prospecting Strategy Sales Sales Process 136

The Pipeline

FEBRUARY 8, 2022

Some people hide from prospecting in their pipelines; pretending the opportunities, individually or collectively, are more real than they are. When it comes to prospecting, there’s real, then there’s pipeline real. While many salespeople will call anyone that breaths a prospect, others want proof. By Tibor Shanto.

Pipeline 339

Pipeline Call-back Follow-up Quota 339

Zoominfo

AUGUST 6, 2024

Sales team success often hinges on the quantity and quality of leads routed from marketing campaigns and organic channels. This is where lead capture software comes into play, offering a powerful solution for businesses looking to streamline their lead generation processes, boost their sales pipeline , and track key sales metrics.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

The Pipeline

MARCH 31, 2020

As I mentioned yesterday, I am going to point you to two great books coming just at a crucial time. Today, it’s by George Brontén , CEO of Membrain, and a long time sales friend. George shines a light on the assumptions that hold your sales organization back As soon as you see the title you know why it caught my eye.

Call-back 279

Call-back ROI Sales Coaching Sales Enablement 279

Sales and Marketing Management

FEBRUARY 19, 2018

We don't really see gut instinct discussed in many books or blogs because it's our inner dialog, our inner voice and world. Next time you prospect a company, add a board member. When you're at work, prospect incessantly. And the greatest fear of all in sales that separates the titans from the also rans: walking on the deal.

Call-back 329

Call-back Negotiation Decision Maker Sales Qualified Lead 329

The Pipeline

JUNE 23, 2020

There are a lot of prospecting and cold calling books out there, most trying to cash in on trends and fears. Done right, as Art outlines in the book, cold calling, sorry Smart Calling, is still one of the most direct and cost-effective ways to directly engage with your prospects. More Than a Book.

Cold Calling 250

Cold Calling Call-back Face-to-face Top of Funnel 250

DiscoverOrg Sales

JUNE 13, 2018

“When I first started at DiscoverOrg two years ago, I joined a group of six other Sales Development Reps (SDRs). We were all green to the role and new to sales in general. Fast-forward two years later : I am the manager of Sales Development. Align sales and marketing to boost lead quality. Hot lead qualification.

Lead Rank 276

Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

Sales and Marketing Management

MAY 10, 2020

The use of Zoom and other face-to-face applications to carry out sales calls instead of doing them in person is the new normal. Encouraging the Team Through Changing Sales Climates. To me, the most important role of management is to motivate and remove obstacles for their sales teams. Shifting Messaging .

Face-to-face 302

Face-to-face Hiring Lead Rank Lead Scoring 302

The Pipeline

AUGUST 10, 2020

Sales Scrum Podcast Episode #17 – Guest Art Sobzac. The Third Edition was just released and hit #1 in the Business Sales category on Amazon on its second day. The Third Edition was just released and hit #1 in the Business Sales category on Amazon on its second day. Art Sobzak is the President of Company: Business By Phone Inc.,

Cold Calling 250

Cold Calling Webinar Metrics Inside Sales Coaching 250

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? If you’re a manager, this is a great exercise for a sales meeting. You could do two: one for prospecting and one for the close.

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

The Pipeline

AUGUST 10, 2021

But most sales professionals don’t approach question in a strategic fashion, meaning going beyond the obvious. But done right, there are dimensions to questions that can help in prospecting and lead to a more meaningful Discovery. Your Swiss Sales Knife. It’s an easy way to book more meetings and win more business.

Fashion 329

Fashion Campaigns Outbound Quota 329

No More Cold Calling

SEPTEMBER 26, 2024

That’s the first question @KristieJones asks in her new book: Selling Your Way IN. The question is meant to help candidates determine what the best sales role would be for them. What’s the craziest thing you’ve ever done to close a sale? Want to find out how to be a rockstar sales pro? I hadn’t.

Referrals 156

Referrals Meeting Scale Prospecting 156

Mr. Inside Sales

DECEMBER 23, 2023

What are your plans to make this your best year in sales ever? Here are three things I did all those years ago that changed my sales career, and my life, forever: #1) For the first ninety days in 2024, make a commitment to listening to at least ONE call a day. 3) Invest in, study, and use the scripts in this book.

Face-to-face 233

Face-to-face Gatekeeper Licensing Decision Maker 233