The Pipeline

SEPTEMBER 18, 2013

Well two things to consider, first, when I say walk away, it doesn’t mean that you can’t ever revisit that prospect in the future, whether that be three months, six, or a year, you can come back. On the other hand, if you needed five prospects to close a deal, you had three real prospects in your funnel and one went soft, you have a problem.

Top of Funnel 282

Top of Funnel Funnel Sales Qualified Lead Insurance 282

Lessonly

AUGUST 14, 2020

Your lower back is killing you from sitting in all kinds of ridiculous poses during work calls from your home office. It was a little difficult for you to get into the gym and ask some of the Yogis there the best ways to stretch out and take care of your aching back. . Office Safety and Insurance Qualms. You went online.

Software 49

Software Software Google Training 49

The ROI Guy

SEPTEMBER 13, 2013

Second, there is a lack of good tools at most organizations to help Sales deliver the messaging – moving beyond PPT and whiteboard markers to have more provocative, insight driven conversations, and automate the diagnostic assessments and financial justification process. The ACA is a huge change that is rocking the insurance world.

Lead Rank 73

Lead Rank Lead Scoring Tools Training 73

BrainShark

JULY 9, 2022

These two functionalities ensure that your channel partners’ employees don’t have to jump between different tools. For example, say you want more insurance agencies or independent agents to sell your insurance products instead of your competitors’. Let’s go back to our example of starting with a new channel partner.

Channels 62

Channels Software Software Training 62

MEDDIC

JANUARY 16, 2021

Should you call or email? Whether you are in a customer facing role or simply professionally interacting with other people, I’m sure you have come across this question more than once: Should you call, text or email? Phone, text, email, instant messaging, video calls, video messages, etc. Call or Email? It Depends.

Ideal Customer Profile 88

Ideal Customer Profile Face-to-face Channels Call-back 88

Sales Hacker

JUNE 24, 2021

Here at Proposify, my team uses Outreach , so we’ll stick with Outreach as the example tool for this post. With this information in hand, you can start building a data-backed cadence from proposal to close. The call helped push the prospect over the line and secured a signature. Leverage video software tools.

Top of Funnel 111

Top of Funnel Closing Decision Maker Proposal 111

Sales Hacker

FEBRUARY 14, 2023

In this guide, I’ll take you through the top 5 strategies for leveraging TikTok for B2B sales — backed by research-based stats and live examples. Offer relevant tools and help, no questions asked. They might need a better software communication tool. Even what we call a nano-influencer with 500 followers can boost your business.

B2B 93

B2B Top of Funnel Ideal Customer Profile Video 93

Sales Hacker

JUNE 16, 2022

From layoffs at Redfin and Tesla to the plummeting crypto markets , companies are starting to tighten their belts — and the economy has shifted from the so-called “Great Resignation,” with a job market heavily favoring employees, to the “ Forced Resignation.”. Have their back (and tell them you do). And it’s about to get tougher.

Cost per Lead 94

Cost per Lead Demand Generation Agencies Lead Rank Lead Scoring 94

Allego

AUGUST 14, 2019

As an insurance brokerage general agency (BGA) representing the products of 80-plus carriers, it also needed its reps to deliver more effective and consistent messaging —to be razor sharp when discussing the benefits and features of all those financial products. You ought to call them up and see what they can do for you!’”.

Hiring 59

Hiring Insurance Insurance Face-to-face 59

Hubspot Sales

JANUARY 9, 2024

If you have itchy feet, Norton recommends that you first “take a step back and realize that in order to speed up, you need to slow down.” Go back-and-forth Aside from getting prospects talking more, top sales performers make around 54% more conversation switches on calls. CTA: Get started with HubSpot's AI Tools 16.

Face-to-face 102

Face-to-face Up-Sell Research Sales 102

Sales Hacker

FEBRUARY 27, 2018

If you give me $15,000 today, I’ll pay you back $1,000 every month for the next 36 months. Back to your company. Then we can add tools, data, benefits, insurance, office space, and the very important cost of management! Tools and data = $50K. Break down revenue goals into Sales Development goals. Not exactly.

Sales Goal 86

Sales Goal Hiring Trade Show Salary 86

Pointclear

FEBRUARY 23, 2018

While all of these scenarios have potential, none could be called a lead. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. If Sales has to make 100 phone calls to determine which 3 are worth something, they won’t invest the time, and it’s not smart for your company to ask them to.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Showpad

JANUARY 8, 2021

According to HubSpot, the pre-work onboarding period can include everything from “shadowing,” in which new hires follow established reps as they go about their daily routine, to learning about whatever software and other tools they’ll be regularly using.

Hiring 52

Hiring Training Sales Enablement Case Study 52

No More Cold Calling

OCTOBER 17, 2012

If you just get a name, you are making a cold call (or sending a cold email—or worst of all, knocking on doors). Smart salespeople use sales-intelligence tools like InsideView to identify the people they want to meet. Want to call high? . > a person recommended to someone or for something. > Unqualified?

Scale 174

Scale Referrals Decision Maker InsideView 174

Cincom Smart Selling

JULY 29, 2016

CPQ or Configure-Price-Quote tools offer multiple benefits to users. We assign the lead to a sales rep and just sit back to wait for the big thank you phone call to come in from the rep. They never call back—nothing but silence. times higher than those companies not using a Configure-Price-Quote tool.

Software 48

Software Software Lead Rank Sales Qualified Lead 48

Cincom Smart Selling

JULY 29, 2016

CPQ or Configure-Price-Quote tools offer multiple benefits to users. We assign the lead to a sales rep and just sit back to wait for the big thank you phone call to come in from the rep. They never call back—nothing but silence. times higher than those companies not using a Configure-Price-Quote tool.

Lead Rank 48

Lead Rank Sales Qualified Lead Marketing Qualified Lead Software 48

Pipeliner

MARCH 16, 2018

It was called A&P. When buying insurance, would you prefer to speak with a salesperson who represents one company, or talk to a broker who represents many? A very effective traditional sales technique is called the “choice close.” From 1915 through 1975 it was the largest grocery store chain in the United States.

Insurance 68

Insurance Insurance Policies Airlines 68

Allego

JUNE 14, 2022

million individual, workplace, and institutional clients, and its products and services include tax savings plans, individual retirement accounts, and group life insurance plans. The tool has been crucial in helping them learn. Then if they need to, they can go back and watch the meetings they were in—in case they missed something.

Training 62

Training Hiring Customer Distribution 62

Cincom Smart Selling

JUNE 9, 2016

Okay, I’m calling bull-pucky on this right now. It doesn’t matter if you are buying groceries, guitars, insurance or airplane tickets, you are likely dealing with a self- operated POS scanner or an online e-commerce facility. They want back office system transparently integrated with online e-commerce portals.

B2C 69

B2C Collateral B2B Ideal Customer Profile 69

SugarCRM

NOVEMBER 9, 2022

North America — WFG National Title Insurance Company , a Williston Financial Group company, was chosen for its dedication to investing in technology to support its business goal of streamlining the real estate transaction process. quirion AG , a Berlin-founded robo-advisor worth over 1.2 Closing Thoughts.

Brainsell 49

Brainsell SugarCRM Customer CRM 49

Hubspot Sales

NOVEMBER 23, 2017

Unfortunately, a lot of us in sales are doing a darn good job of imitating droids with our robotic “I think you’d really enjoy this new tool blah blah” emails. For our call Wednesday, please take a look at this initial draft of the proposal, and jot down any questions or edits. It was a sea of hormones and fidget spinners.

Sales Process 107

Sales Process Real Estate Follow-up Insurance 107

Anthony Cole Training

JANUARY 30, 2012

Does Your Team Need a Wake Up Call? Maximize the Initial Sales Call: The 3 rules. Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! sales tools (25). Back then, it was known as Four Lane Farms. Wed call it a day and walk back to the house. Tony Cole on TV.

Sales Management 159

Sales Management Hiring Ideal Customer Profile Call-back 159

Sales Hacker

SEPTEMBER 11, 2020

Back then, in 2011, Lyft was a small Series-A startup called Zimride with under 50 employees. For instance, if you’re selling into a cloud security startup, it will likely focus on developing its core security products, but it will need to outsource tools like HR software, email marketing tools, and so forth. “We

Outsourcing Services 79

Outsourcing Services Scale Vendor Pivotal 79

Anthony Cole Training

JANUARY 19, 2012

Does Your Team Need a Wake Up Call? Maximize the Initial Sales Call: The 3 rules. Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! sales tools (25). Pre - Call Practice if You Want Sales Success. Why Arent Your Salespeople Selling? Fix Your Problem Now. Tony Cole on TV.

Hiring 192

Hiring Ideal Customer Profile Conference Sales Qualified Lead 192

SugarCRM

NOVEMBER 11, 2020

That’s how your sales and customer relationship management work when you don’t have the right tools. But if you’re engaging in more costly efforts, such as having sales team members reach out individually via email or phone calls, you don’t want to waste time on consumers that are unlikely to make a purchase.

Analytics 49

Analytics CRM Lead Rank Lead Scoring 49

SBI

NOVEMBER 25, 2013

Do you sell to the Insurance industry? They can’t be sure whether they are the only sap that’s accepted your phone call, or signed up for a trial. Pavel left everyone talking about how generous Bono was with his time and attention (see 3 paragraphs back). In both cases, giving is receiving. Or simply showcase your clients.

SalesForce 135

SalesForce Webinar Metrics SAP Case Study 135

Allego

APRIL 21, 2022

After more than two years of the COVID-19 pandemic, many companies are welcoming employees and guests back to their offices. Conversation Intelligence is an AI-powered tool that records and analyzes sales calls and makes content recommendations. Employees are reluctant to return to full days in the office, five days a week.

Hiring 71

Hiring Video Distribution Buyer 71

Rob Jolles

AUGUST 13, 2021

The first was a fairly short, punchy one from New York Life called, “The Hundred Man Story.” The second script was also with New York Life, and a tougher one to learn called, “The Live, Die, Quit Story.” I told my manager I was faithfully reciting it in my sales calls, and to be fair, I did find myself using parts of it.

Insurance 52

Insurance Insurance Call-back Policies 52

BrainShark

AUGUST 4, 2022

Brainshark is our sales enablement platform, used by thousands of clients including: Colonial Life, a country-wide insurance provider with a sales organization of over 10,000 reps. Back in 2018, BTG was experiencing a high failure rate with new sales reps. You can embed examples of real-world Gong sales calls directly within courses.

SAP 62

SAP Face-to-face Video Course 62

Partners in Excellence

JANUARY 25, 2013

I used Costco’s program and the one offered by my insurance company to find dealerships and to get great deals. My first observation was, all these guys are using the same tools and approaches. They know the importance of responding with a phone call within 30 seconds of getting a query. How do we stand out?

Call-back 92

Call-back Insurance Insurance Sales Automation 92

Anthony Cole Training

FEBRUARY 27, 2012

Does Your Team Need a Wake Up Call? Maximize the Initial Sales Call: The 3 rules. Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! sales tools (25). Brush the back of my head with my left (serving) hand. Calling on executives. Cold Calling - overcoming recluctance.

Hiring 168

Hiring Sports Ideal Customer Profile Webinar Metrics 168

Anthony Cole Training

APRIL 15, 2011

Does Your Team Need a Wake Up Call? Maximize the Initial Sales Call: The 3 rules. Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! sales tools (25). I came back to the office and began calling on my list of prospects for the week and I bombed the first three.

Hiring 174

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 174

Anthony Cole Training

OCTOBER 24, 2011

Does Your Team Need a Wake Up Call? Maximize the Initial Sales Call: The 3 rules. Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! sales tools (25). Back in the day. Dont you just hate it when some old guy starts to brag about back in the day? Tony Cole on TV.

Hiring 180

Hiring Ideal Customer Profile Face-to-face Webinar Metrics 180

Anthony Cole Training

MAY 16, 2011

Does Your Team Need a Wake Up Call? Maximize the Initial Sales Call: The 3 rules. Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! sales tools (25). I read this in a Delta sky magaizine on the way back from Seattle last week. Why Arent Your Salespeople Selling?

Hiring 185

Hiring Ideal Customer Profile Webinar Metrics eBook 185

The ROI Guy

APRIL 15, 2014

In any pipeline review, the majority of the discussions are about prospects not calling reps back, not moving forward, and taking longer and longer in the process. It comes down to three key elements: Content - Insights and Value Messaging Capability– Sales Training Competence - Guided Value Selling Tools.

Insurance 65

Insurance Insurance Lead Rank Pharmaceuticals 65

Anthony Cole Training

APRIL 13, 2011

Does Your Team Need a Wake Up Call? Maximize the Initial Sales Call: The 3 rules. Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! sales tools (25). Lets go back to the idea of April bringing June sales success. Why Arent Your Salespeople Selling? Fix Your Problem Now.

Hiring 181

Hiring Ideal Customer Profile Webinar Metrics eBook 181

Anthony Cole Training

AUGUST 17, 2011

Does Your Team Need a Wake Up Call? Maximize the Initial Sales Call: The 3 rules. Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! sales tools (25). Just for fun, go back, go way back before ipads, laptops and even overhead projectors. Fix Your Problem Now.

Hiring 137

Hiring Ideal Customer Profile Webinar Metrics Up-Sell 137