The Sales Heretic

JULY 7, 2020

And at various points in the process, people from five different companies promised to call us back. Part of that effort included contacting a variety of businesses: the moving company, the title company, utilities, banks, two phone companies, and more. And never did. When […].

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Call-back Banking Company Buyer 120

Jeffrey Gitomer

DECEMBER 18, 2018

"Call me after the holidays" is the second most-heard objection in sales. But the worst of them are the Christmas to New Year, "Call me back after the holidays," and "Call me after the first of the year." Call me after the holidays" is not an objection. If it's just a callback, make the prospect write it down.

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Call-back Incentive Incentives Objections 156

MTD Sales Training

AUGUST 27, 2014

Most prospects will use this simply to get rid of you and if you take it on face value, you might. [[ This is a content summary only. Telesales how to respond to call me back n six months phrases to help with cold calling' Yes, it’s that old chestnut again: the age-old-how-can-I-get-rid-of-this-pesky-salesperson answer.

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Call-back Cold Calling Face-to-face How To 224

The Pipeline

JULY 29, 2020

It’s about voicemail for buyers vs. voicemail with prospects. A Quick Look Back. Pink slips ruled the day, you know I called but rarely any detail. And all this will serve you well as a salesperson once you are engaged and selling to a prospect. But it is the opposite during the trying to engage phase, cold calling.

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Buyer Prospecting Call-back Cold Calling 289

Understanding the Sales Force

DECEMBER 21, 2023

Momentary panic can spell the end of a call, meeting or opportunity. I’ll explain how to always respond appropriately to Your Prospect. This is exactly what salespeople go through when a prospect pushes back, objects, displays lack of interest, or attempts to end the call. Your mind is wandering.

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Prospecting How To Call-back Objections 175

The Pipeline

NOVEMBER 15, 2020

Not the right question, reaching someone is a single point on a continuous prospecting journey. Many of those distractions impact our prospecting, making the challenge of a full pipeline even more critical. Which is why Sunday is crucial to your prospecting success. Hard to do when the world is unfolding around you.

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Prospecting Call-back Quota Objections 241

The Pipeline

JUNE 22, 2020

One blur is the line between who is a buyer and who is a prospect. Assuming buyers and prospects are the same and the words interchangeable perhaps explains the output numbers year after year. You need to accept that prospects are not buyers, which is a good thing for us. Prospects are entirely different than buyers.

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Buyer Prospecting Travel Call-back 272

Mr. Inside Sales

AUGUST 18, 2016

closing call. Because of that, it’s often necessary to set a call back to continue the conversation. Like most parts of a sale, the call back is one of those recurring situations that you, or your sales team, will find yourself in countless times a day or week. would it be alright if I followed up after that?”.

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Call-back Sales Cycle Decision Maker Follow-up 120

Shari Levitin

OCTOBER 11, 2022

Your prospects are desensitized to emails and voice messages that contain the same boring language as your competitors: To break through the noise today, try the following sales hacks to get more callbacks and meetings. In sales, you create prospecting value through personalization, personalization, personalization. Make Connections.

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Call-back Workbooks Real Estate Licensing 62

Sales 2.0

OCTOBER 27, 2014

Have all your calls and emails to your potential buyer not been returned by them? Have you had one conversation and perhaps some interest – then you call back and drop a few emails and get no reply? Prospecting' Personally I’m a big fan of November the fifth.). Read the complete post here.

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Call-back Buyer Prospecting Conversion 170

Mr. Inside Sales

AUGUST 21, 2022

I watched a sales rep making cold calls the other day. 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. What was missing was the common currency of human interaction to set up the call.

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

Zoominfo

FEBRUARY 17, 2021

Now comes the hard part — the cold call. Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game. And If you haven’t tried out cold calling scripts yet, now’s the time. Reason for Calling.

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Cold Calling Guidelines Prospecting Face-to-face 264

Mr. Inside Sales

MARCH 12, 2022

Congrats to those companies & individuals who sent in their prospecting scripts for review. Usually, they asked it this way: Gatekeeper: “Thank you for calling the Johnson company.”. Here is a better way: Gatekeeper: “Thank you for calling the Johnson company.”. Rep: “Hi, I need a little bit of help please…”. See it here.

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Gatekeeper Prospecting Decision Maker Face-to-face 156

Hubspot Sales

MARCH 23, 2018

Sales Call Tips. Start Sales Calls with a Bang. But because selling is a two-way interaction, the science behind sales also covers the other party in the engagement: prospects, leads, or customers, depending on the stage in the sales process at which they are being engaged. Start all sales calls with a bang.

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Call-back Ideal Customer Profile Sports Hotels 145

Mr. Inside Sales

AUGUST 7, 2020

I listen to a lot of calls each week that my clients send me. This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”.

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Prospecting Decision Maker Face-to-face Gatekeeper 199

The Pipeline

APRIL 23, 2019

Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events. Starting right in prospecting, of course, means putting the buyer at the centre of every action. Living it is exactly what prospects are doing when our call interrupts. Let’s Start Right. Find Yours.

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Prospecting Transportation Retail Exact 260

Paul Cherry's Top Sales Techniques

JANUARY 30, 2018

Salespeople ask me this all the time, “Is leaving a voicemail an effective strategy to get prospects to call you back?” Don’t Make Your Prospect Work My answer, “No.” ” The reason being… You are making the prospect work! Instead, YOU take the action step. Take a look at the Read More.

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Call-back Prospecting Coaching Closing 63

Understanding the Sales Force

AUGUST 31, 2024

As long as I know where I cut it I can splice it back together again and I have spliced that cable back together so many times that there are more splices than Pete Rose had hits in his career. I exaggerate. You could say I have spent a lot of time chasing my tail as each repair takes around fifteen minutes.

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Cold Calling Call-back Follow-up Proposal 315

Zoominfo

FEBRUARY 17, 2021

Want prospects to respond with lightning speed? The triple touch is a tactic that salespeople use to engage prospects. The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. . What is the Triple Touch in Sales?

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Prospecting Top of Funnel Decision Maker Sales Qualified Lead 237

The Pipeline

OCTOBER 8, 2019

As technology continues to accelerate the pace of advances, other elements of prospecting are not keeping up. One clear example is the role of the telephone in prospecting success. They need to adopt a new view of the role of the telephone in the age of asynchronous prospecting. So we are down to incoming calls.

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Prospecting Call-back Face-to-face Lead Rank 241

No More Cold Calling

DECEMBER 27, 2022

Why I won an award for prospecting. Always be prospecting” is my motto. Yes, sometimes December is super quiet, which means either clients aren’t ready, or you stopped prospecting. Here are some other blog posts you might have missed from No More Cold Calling this quarter. NEWSFLASH: Buyer-Centric Sales Is NOT New.

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Referrals Prospecting Lead Gen Cold Calling 156

The Pipeline

SEPTEMBER 14, 2017

Because I wanted to focus on a specific question, I glossed over the question I am sure many had as I set out a scenario, specifically when we ask sellers: “Who is your best prospect?”. What I found that unless you get a uniform answer to that question, you can bet that they don’t even know what a prospect is.

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Prospecting Forecasting Call-back Pipeline 274

The Pipeline

SEPTEMBER 4, 2018

What I will offer up here, and in a webinar, this afternoon, are specific steps you can choose to implement and see an immediate difference in your prospecting calls. The number one barrier to prospecting success is our willingness to put a well-thought-out plan into practice or action. Real World Cold Calling Success.

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Prospecting Cold Calling How To Webinar Metrics 228

Mr. Inside Sales

JUNE 6, 2020

What’s the biggest mistake sales reps make with prospecting or cold calling? They call with what a client of mine once called, “commission breath.”. Read them, compare them to how you make calls, and then refrain from making these mistakes in the future. Your prospecting will go a lot better if you do!

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Prospecting Gatekeeper Cold Calling Face-to-face 161

The Sales Hunter

AUGUST 6, 2019

You have the perfect prospect. You have that initial phone call, and everything feels good. The call ends and you’ve both agreed on a clear next step: another call next week. You feel good about the time blocked for the call next week. You feel good about the time blocked for the call next week.

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Prospecting eBook Call-back Cancellation 234

SalesFuel

MARCH 4, 2024

It’s tough enough to uncover quality prospects. It’s even more difficult to keep their attention and capture interest during a prospecting call. And research shows that prospecting calls are a serious struggle. 2 Phrases to Use For Prospecting Calls One of his tips is to open with a business-oriented proposition.

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Prospecting Social Media Hiring Call-back 92

Partners in Excellence

MAY 21, 2022

The phone rang, I absently picked it up, thinking it was another call that was scheduled about 10 minutes later. It ended up being the wrong call, it was a prospecting call, “Dave, this is Chris from…… We missed you at Dreamforce and wanted to talk about how you can leverage our tool at your company.”

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Prospecting Ideal Customer Profile Call-back Research 116

Mr. Inside Sales

JANUARY 19, 2024

Like this: “I’m sure you do, and that’s why I’m calling you today. I know it makes sense to have several vendors you can check pricing and availability with, and having another supplier in your back pocket is only going to help you, right?” [Get Now ask questions, try to engage, and take your prospect as far as they’ll let you!

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Face-to-face How To Gatekeeper Licensing 273

The Pipeline

JANUARY 22, 2019

People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. At its root, whatever we may call it, it is a reaction to something we said. I don’t know why sellers are surprised that prospects don’t like to be interrupted, do you? By Tibor Shanto.

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Objections Prospecting SME Cold Calling 267

Hubspot Sales

JANUARY 15, 2024

It was all going according to plan — we had a great initial call, flew to Los Angeles to demo the product, and nailed it. I like to call this “ghosting” — when a sales process is chugging along smoothly with a client, you feel positive that the deal will close, and then your prospect disappears without a trace. Boom — ghosted.

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Prospecting Follow-up Call-back Proposal 119

SalesProInsider

FEBRUARY 8, 2023

What’s your mindset around follow-up efforts for reconnecting with prospects who have stopped responding? Shift Your Mindset to Give THEM What They Need Neither of those mindsets serve you or your prospective clients well. Since not all follow-ups are actual calls , let’s dub this a “courtesy connection” instead.

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Follow-up Prospecting How To Call-back 133

The Pipeline

SEPTEMBER 3, 2019

While it is true that the only reason for a prospecting call is to set up the first formal interaction, there is so much more that can be accomplished. One thing that many fail to do in prospecting calls is set the momentum for the Discovery and beyond. Tactically. Planting Seeds. But it has to be by design and planning.

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Prospecting Harvest Call-back SME 210

The Center for Sales Strategy

OCTOBER 24, 2017

I can’t get the prospect to call me back!” Calls get made to the prospect on a weekly basis, managers ask about it in their weekly meetings, and salespeople start saying, “I don’t know what could have happened—the meeting went so well!”. For some, it means the prospect opened up and talked a great deal.

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Call-back Meeting Prospecting Proposal 83

The Sales Hunter

JUNE 18, 2019

You don’t just think about prospecting. Prospecting is something you do, and you do it daily. Watch this video : 10 Rules of Prospecting, to learn more! The number of deals you have to close directly reflects the amount of time you spend prospecting. A single phone call will never be enough.

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Prospecting Networking Banking Video 269

A Sales Guy

MARCH 30, 2012

I’ve just released my new ebook, INTRIGUE, The Only Thing You Need for a Successful Cold Call. Despite online arguments that cold calling is dead, cold calling is still absolutely critical to prospecting in B2B sales. . How to create messages that get your prospects attention.

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Call-back Cold Calling Prospecting eBook 112

Allego

MARCH 24, 2023

It’s tougher to get attention than ever before and LinkedIn gives you a new way to prospect and build a network. It’s a site where you have a captive audience of your ideal prospects every single day. 9 Tips for Using LinkedIn for Prospecting I aim to post consistently on LinkedIn every day.

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LinkedIn Prospecting Ideal Customer Profile Call-back 118