Sales 2.0

APRIL 14, 2025

Calls dont work. But when I sent this email it was like I was transported back to the glory days of email when I would get a 20%-25% replay rate. Several people told me it stood out that I was going back to sending old-fashioned physical holiday cards and how nice it would be to get one. (I Emails dont work. Nothing works!

Fashion 195

Fashion Transportation Call-back Social Media 195

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s like back pain.

Closing 409

Closing Sales Qualified Lead Lead Scoring Lead Rank 409

Understanding the Sales Force

JANUARY 9, 2025

First, watch this short video rant on Timing and then come back for the rest of the story about Chris Cagle, timing, and selling. When the timing is right anyone who calls can get a meeting scheduled. When the timing is bad, nobody who calls will get a meeting scheduled. Timing is easy to recognize.

Airlines 173

Airlines Decision Maker Call-back Vendor 173

Steven Rosen

JUNE 3, 2020

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Now is the time to get sales on track. Even though we are still social distancing and face to face selling may not resume until 2021, you are still responsible for sales results. Sales managers are the key to driving sales performance.

Sales Leadership 394

Sales Leadership Closing Face-to-face Call-back 394

Zoominfo

FEBRUARY 18, 2025

Sales teams thrive on the energy of effective outreach, but managing outbound calls at scale requires a lot more than just smiling and dialing. These tools not only help teams track performance, but improve engagement strategies and optimize sales workflows. What is Outbound Call Tracking Software?

Outbound 130

Outbound Software Software Buyer Intent 130

Understanding the Sales Force

NOVEMBER 23, 2024

This is my third article using the Bible as an analogy to sales and I am currently reading Numbers. While there are several business leaders who can be credited for the creation and development of KPIs (Key Performance Indicators) or metrics, the earliest evidence of KPIs goes back to the 1870’s. In most cases, they do not.

Comparison 173

Comparison Exact Follow-up Call-back 173

Pipeliner

NOVEMBER 24, 2024

The conversation delved into the evolution of sales strategies in response to changing buyer behavior, particularly in the wake of the COVID-19 pandemic and the rise of artificial intelligence. This blog post will break down the key insights and actionable advice shared by Wes, focusing on his five proven steps to making every sale.

Video 116

Video Strategy Top of Funnel Direct Mail 116

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

Sales Gravy

MARCH 20, 2025

Wherever you are in your sales journey, you need a mentornow. Sales expert Tony Morris stands behind the power of mentorship and the impact it can have on confidence in The Sales Gravy Podcast. Sales expert Tony Morris stands behind the power of mentorship and the impact it can have on confidence in The Sales Gravy Podcast.

Face-to-face 111

Face-to-face Sports Construction Negotiation 111

Sales 2.0

OCTOBER 25, 2021

If you know someone that runs a business with a sales team, or they lead the charge themselves, have them take a look at the areas below for ways they can increase their sales. Improving even one of these areas could take their sales to the next level. Sales process efficiency. Sales time sucks. Sales management.

Territories 396

Territories Compensation Scale Decision Maker 396

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

Mr. Inside Sales

JULY 20, 2021

Top pros are using this time to sharpen their sales skills so they can make a killing in the fourth quarter. For a proven way to make more money, with less rejection, and a way to become more confident and make more sales, take advantage of our Summer Sale! ON DEMAND SALES TRAINING THAT GETS RESULTS! Summer kind of slow?

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

Hubspot Sales

OCTOBER 16, 2024

Cold calling. Even if that’s not the case for you specifically, I can assure you that it is for many sales professionals (even the ones that swear they’ve become immune to its fearsome effects). You see, cold calling – no matter which way you feel about it – is simply a part of the sales biz. Find your partner company.

Outsourcing Services 105

Outsourcing Services Cold Calling Scale Call-back 105

Zoominfo

DECEMBER 20, 2024

Sales teams face constant pressure to close deals faster and more effectively. Sales acceleration platforms provide a powerful solution, helping businesses optimize workflows, engage prospects, and convert leads more efficiently. What Are Sales Acceleration Platforms?

Scale 130

Scale SalesForce Analytics Hubspot 130

Sales Hacker Training

OCTOBER 11, 2024

But when it comes to those lengthy security questionnaires, the endless back and forths between you, your security team, and the customer can often cause deals to stall out, leaving your deal at risk and dollars on the table. Skill Focus : They review specific areas they’re working on, like call reviews or discovery questioning.

Sales Leadership 119

Sales Leadership Lead Rank Scale Marketing Qualified Lead 119

Zoominfo

AUGUST 8, 2024

Salesforce, for example, now requires 3X pipeline coverage for its sales teams — an increase of 50%. But it’s backing up those higher targets with support investments, a strong signal that executives view higher coverage figures as a new normal. In today’s markets, that’s often a luxury reps can simply no longer afford.

Churn 130

Churn Face-to-face How To Buyer Intent 130

Mr. Inside Sales

JUNE 11, 2021

Sales people like to talk; if you don’t believe me, just listen to a recording of one of your reps (or of yourself!). Why do sales reps talk so much? In sales, less talking and more questioning and more listening is the key to success. ON DEMAND SALES TRAINING THAT GETS RESULTS! This is a problem. What’s the solution?

Face-to-face 317

Face-to-face Gatekeeper Licensing Decision Maker 317

Sales 2.0

MARCH 12, 2020

In the sales realm I believe we may be about to see a big shift. It’s time for business owners and sales leaders to take action to make sure you can sell effectively if we enter a downtown. Don’t be surprised if prospects associated with these deals don’t respond to your team’s emails or phone calls anymore. Hopefully not.

Top of Funnel 378

Top of Funnel Pipeline Follow-up Proposal 378

No More Cold Calling

OCTOBER 1, 2021

Plus, here’s what you might have missed from No More Cold Calling this summer. I’m embarrassed by the bad sales behavior that blasts us every day. Obviously, I’ve never been a fan of cold calling, but now the uninvited sales pitches are multichannel. Rude, rude, rude sales behavior. Sales Reps Not Closing Sales?

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

Mr. Inside Sales

MARCH 6, 2021

This may sound elemental, but I rarely hear sales reps use it when speaking with gatekeepers. I listen to hundreds of calls every month, and I rarely hear thank you (or please). ON DEMAND SALES TRAINING THAT GETS RESULTS! The post Two Simple Words to Open More Doors—and Close More Sales appeared first on Mr. Inside Sales.

Gatekeeper 316

Gatekeeper Closing Face-to-face Licensing 316

Understanding the Sales Force

AUGUST 5, 2021

We've gone from don't wear a mask, to wear a mask, to wear 2 masks, back to no need to be masked and now back to wear masks indoors, even if you have been vaccinated. Allow me to introduce you the competency called Supportive BuyCycle TM.

Guidelines 386

Guidelines Closing Call-back Report 386

No More Cold Calling

OCTOBER 1, 2020

Get the latest from No More Cold Calling. I used to think it was just sales newbies who struggled with referral reluctance. I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. That’s embarrassing.). Why would they?

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Sales Gravy

NOVEMBER 7, 2024

In this episode of The Sales Gravy Podcast, Jeb Blount sits down with Andy Matheou from RHM Staffing to dive deep into the challenges and triumphs of selling in the staffing industry. Competitiveness and resilience are essential traits in both sales and personal life, helping individuals push through challenges and setbacks. –

Cold Calling 103

Cold Calling Decision Maker Face-to-face Competition 103

No More Cold Calling

APRIL 16, 2020

Face Facts: The Client Is Not Always Right, and Your Sales Pitch Is Annoying. Being trustworthy means having the willingness to push back when you know someone is headed down the wrong road. It means pushing back when a client tells you what they want, and you know the consequences will be dire if you don’t speak up.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

Understanding the Sales Force

JUNE 8, 2020

One of our garage door openers needs to be replaced because in every five out of six attempts to lower the door, the opener sends it back up again. After calling six dealers in four weeks, I have not received a single return call. After four weeks of calling dealers I have not received a single return call.

Call-back 369

Call-back Relationals Company Pipeline 369

Sales Gravy

DECEMBER 29, 2024

As you'll learn in this Monday Money podcast episode and article, these goals are essential to helping you maintain sales discipline throughout your sales year. Maybe you want to be a sales manager, or if youre a manager, you want to be a director or VP of sales. You might want to go back to school for a degree or an MBA.

Face-to-face 98

Face-to-face Decision Maker Call-back Commission 98

Hubspot Sales

AUGUST 26, 2024

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. Sales requires a lot of skills you can only acquire from experience, but there’s one critical attribute you should start to hone on day one: persistence. How to Use AI for Sales Follow-Ups 1.

Follow-up 122

Follow-up Lead Rank Lead Scoring Leads 122

Sales Gravy

DECEMBER 25, 2024

In this episode of The Sales Gravy Podcast, take a look back at the best insights from the year. These moments arent just memorable, theyre actionable advice that sales professionals can take into 2025 to thrive in an ever-evolving landscape. When a buyer pushes back, its a sign theyre engaged.

Conversion 97

Conversion Call-back Exercises Energy 97

Steven Rosen

MAY 31, 2021

Hiring Sales Stars . Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results. R – Rigors.

Hiring 386

Hiring Territories Energy Sales 386

Understanding the Sales Force

APRIL 27, 2023

As I think back to high-school baseball, a couple of things came to mind that have a lot to do with sales development. His first high school baseball coach saw his potential, calling him up to play on the varsity team when he was still in the 8th grade. Mike attended two high schools.

Coaching 313

Coaching Sales Management Benefit Sports 313

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. In sales, it’s even easier to upgrade from the old technology of wasting time. I exaggerate. Queue Bob Newhart and Stop It.

Cold Calling 313

Cold Calling Call-back Follow-up Proposal 313

Anthony Cole Training

JULY 7, 2022

Back in the early seventies there was a group called The Main Ingredient. At the time, they had a hit song and the lyrics went something like this… “ So you’re heart broken, you’re sitting around moping, crying and crying. You even feel like dyin’. Well, before you do something rash, dig this- everybody plays the fool!”.

How To 299

How To Call-back Groups Sales 299

Partners in Excellence

FEBRUARY 12, 2025

Some years ago, the leader of an outbound SDR team had set very aggressive call goals. I thought, “Why is this person significantly and consistently exceeding the call goals, but the results are mediocre?” ” I started listening to the calls this SDR was making. I’ll come back to it.

Outbound 120

Outbound Call-back Sales Qualified Lead Pipeline 120

Hubspot Sales

AUGUST 7, 2024

After some initial discovery, the capable sales rep dove into the platform to give me a look at one of the functionalities I was most interested in. Table of Contents What Is a Sales Demo Environment? You can think of a sales demo environment in the same way. But during the live demo, disaster struck.

Closing 104

Closing How To Call-back Software 104