Sales and Marketing Management

JUNE 19, 2018

Author: John Ruhlin Decades ago, sales professionals hit upon a mantra to understand how to woo prospects: “What’s in it for me?” Such a negative viewpoint only fosters a feeling of distrust for sales experts, making it tough to close deals and garner referrals. Want proof of this attitude reversal? Appreciate the little guys.

Referrals 219

Referrals Journal Buyer Persona Study 219

Anthony Cole Training

FEBRUARY 6, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). We recommend using the journal tool and there are other ways that you can get close to your team with daily conversations and email.

Coaching 190

Coaching Hiring Ideal Customer Profile Journal 190

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. Expand your pipeline of ideal prospects. Getting a prospect to sign a deal is just the tip of the iceberg. The emphasis on process becomes more important as the odds of closing the deal diminish.

Enterprise 111

Enterprise Enterprise Ideal Customer Profile Sales Process 111

Fill the Funnel

SEPTEMBER 21, 2012

You can now realize the benefits of a strong set of customer data like that available for larger companies including these: Increase Call Performance - Turn cold prospects into meaningful conversations. Close Deals Faster - Save time researching sales leads and businesses. This was exactly the type of information that she needed.

Small Business 113

Small Business Small Business Jigsaw Prospecting 113

SalesFuel

NOVEMBER 20, 2024

In the article, Oleg Bolotnov highlights other research findings: The Journal of Marketing Education shares similar results. The Journal of Selling found role-play participants reported a 20% increase in self-perceived confidence. Practicing prospecting techniques can be very effective. Role-play specific actions.

Outsourcing Services 52

Outsourcing Services Hiring Exercises Journal 52

HeavyHitter Sales

JUNE 19, 2012

   Okay, you have just been told by the prospective customer that you lost that big deal you were counting on. Research published in the journal  Applied Cognitive Psychology suggests that doodling actually aids memory retention and doodlers have an average of 29% better event recall than non-doodlers. Are You Humble?

Chemicals 162

Chemicals Journal Face-to-face Penetration 162

The Pipeline

NOVEMBER 11, 2011

Their whole plan was to reach out to the client at the start of the month, present the latest issue’s table of content, they sold trade journals, and offered to mail it out to them. Prospecting. 3 R’s of Prospecting Success. I knew one company that had a desperate sales process. Add a Comment. Name (required).

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

Sales Hacker

APRIL 15, 2020

It’s been six weeks since you gave your prospect a demo. Your worst fears are realized… Your prospect has ghosted you faster than your last Hinge date. You don’t want to mark them Closed/Lost quite yet. Out of nowhere, your prospect vanishes. 4 Reasons Why BDRs & SDRs Get Ghosted by Their Prospects.

Prospecting 120

Prospecting How To Call-back Face-to-face 120

Hubspot Sales

SEPTEMBER 4, 2020

To become a "trusted advisor" — as so many thought leaders advocate — a rep must first gain their prospects' trust. Prospects coming to you cold might warm up to you a bit after reading a few glowing endorsements (especially if they know or share common connections with your referrer). The call ends only when the prospect hangs up.

Prospecting 131

Prospecting Ideal Customer Profile Face-to-face Cold Calling 131

Hubspot Sales

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Where Sales Prospecting Went Bad. No, this isn't an infomercial.

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145

Close.io

JANUARY 21, 2020

A study by Harvard Business Review found that 56% of prospects complain about poor follow-ups. And 48% of those prospects will tell at least 10 people about their poor follow-up experience. There will be times when you talk to a prospect on your first attempt. It’s an email where you say goodbye to the prospect.

Follow-up 107

Follow-up Prospecting Data Lead Rank 107

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

Selling Essentials RapidLearning Center

MARCH 17, 2021

Experienced salespeople know that telling stories is a powerful way to get key points across to prospects. Journal of personality and social psychology , 79 (5), 701. The post Why telling a story can help you close more sales appeared first on Rapid Learning Institute. 2015, January). Dana Foundation.

Transportation 109

Transportation Closing Face-to-face Journal 109

The Pipeline

MARCH 18, 2011

We’ve become a craft of neurotic protagonists all running around spouting the latest “closing lines” and hoping again hope that we have the luck to churn out a respectable quota this quarter. Now how but sharing a strategy for overcoming the fear of cold calling, prospecting, etc.? Prospecting. We retard getting therapy.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Grant Cardone

JANUARY 24, 2025

Also, I am giving you the exact scripts you can adapt to whatever industry youre in to improve your closing ratio. In the same way, wouldnt you like to make mistakes with a team member instead of a real-life prospect? I understand you want to get through them and start closing more deals. Using Trial Closes. Following up.

Exercises 62

Exercises Journal Hiring Objections 62

Sales 2.0

MAY 19, 2018

The problem is that without your mind in the right place it’s really unlikely you’re going to do a good job of tasks like prospecting that, since you’re in sales, will be the activities hanging out in those important time blocks you’ve created. Prospecting is a rough sport. You get rejected A LOT.

Exercises 150

Exercises Journal Sports Call-back 150

The Sales Hunter

FEBRUARY 6, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. John is author of The Wall Street Journal bestseller Rainmaking Conversations: Influence, Persuade and Sell in Any Situation. It is important to provide a framework that salespeople can follow systematically to move prospects through the pipeline.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

Anthony Cole Training

SEPTEMBER 24, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). I am currently working with a service called Journal Engine. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 178

Hiring Ideal Customer Profile eBook Webinar Metrics 178

Hubspot Sales

JUNE 21, 2018

You will get rejected by prospects multiple times a day, there are some months when you won't hit your number, and losses are just part of the job. Multiple studies have shown that happiness is closely correlated with job performance , and of course, happiness is closely tied to our personal health as well. Start with "Why".

Motivation 145

Motivation Exercises Journal Energy 145

Zoominfo

APRIL 16, 2018

Administrative tasks and prospect research eat up a ton of time that reps could spend selling. And as if that wasn’t enough, Keenan has been cited in the Harvard Business Journal, Huffington Post, Entrepreneur Magazine, Inc., We’ve experienced this no-nonsense attitude firsthand. KeenanTakeover ”. Keenan’s response? and Forbes.

Journal 171

Journal Case Study Influencer Sports 171

Hubspot Sales

MARCH 18, 2019

Before the internet, it was nearly impossible for prospects to get information about a product without the help of a friendly salesperson. But reps didn't hold all the power -- they needed prospects too. With less reach and fewer resources, prospects were uncovered through hard work. Source: HubSpot Research.

Prospecting 106

Prospecting Hubspot CRM Decision Maker 106

Alice Heiman

JUNE 17, 2020

The Wall Street Journal has estimated a loss of 30 – million positions from payrolls and 40-million layoffs this spring as a result of the pandemic. in April , the steepest decline since 1959 according to a May 29 article in the Wall Street Journal. Keep Prospecting . consumer spending, fell by a record 13.6%

Sales Qualified Lead 135

Sales Qualified Lead Lead Rank Ideal Customer Profile Leads 135

Crunchbase

MARCH 17, 2022

Social selling , which is a way to engage and get to know prospects through social media, has become an area in which B2B brands must be competitive. The best salespeople leverage social media to start conversations, learn about their clients, and ultimately build long-term relationships with their clients or prospects. Close more.

Social Selling 129

Social Selling B2B Ideal Customer Profile Social Media 129

Hubspot Sales

MARCH 22, 2021

It’s all about being knowledgeable and relevant to your prospect or customer, having insight and actively listening. To connect with prospects, your story must focus on what is relevant to their needs and problems, not your need to book a meeting or close a sale. 3 Steps to Create Value-based Stories. Do your homework.

Lead Scoring 130

Lead Scoring Lead Rank Face-to-face Decision Maker 130

A Sales Guy

JUNE 30, 2014

This post on email timing is a great example of connecting with prospects. However, if you look closely, there is an interesting take-away. They pound the phones and their email, prospecting to as many of their leads as possible. Am I close in my speculation? I hope you like it. ——-. So what is going on here?

Data 128

Data Hubspot Lead Rank Lead Scoring 128

Hubspot Sales

JULY 5, 2022

The flowchart uses yes or no scenarios to illustrate how your team should respond to your prospect's decisions and actions during each stage of your business' sales process. Would you like to close more deals? Identify new prospects? Prospecting and Creating a Buyer Persona. B2B Sales Process Steps. Increase sales leads?

Sales Process 115

Sales Process B2B Strategy Sales Qualified Lead 115

Sales Hacker

FEBRUARY 6, 2020

In Sales, there are many areas where sales reps truly have control over the impact they make on a prospect to maximize their chances of winning the deal. In a deal cycle, each meeting with a prospective buyer is a milestone activity, and a successful one propels the opportunity forward. . Don’t worry about what you can’t control.

Meeting 135

Meeting Ideal Customer Profile Customer Conference 135

MTD Sales Training

JUNE 20, 2011

Yes, prospecting Monday morning can be difficult due to people being in meetings. However, just because Monday morning may pose some prospecting challenges doesn’t mean you shouldn’t be on the phone. Be deliberate with your calendar or journal as to what times of the day you will be selling. Here are 5 ways to do it: 1.

Journal 120

Journal Energy Motivation Call-back 120

Highspot

JANUARY 23, 2025

It teaches them important skills like listening closely, showing empathy, and being flexible. In sales, interpersonal skills, such as empathy, patience, and EQ, shape how reps communicate effectively with prospects, handle objections with care, and build meaningful customer relationships. What is Soft Skills Training?

Training 52

Training Negotiation Exercises Proposal 52

Selling Essentials RapidLearning Center

NOVEMBER 22, 2022

You could have saved this deal if you’d anticipated that your rival would fight back, and prepared your buyer using a technique known as the Post Close. The Post Close resembles the witness preparation that lawyers use to get their witnesses ready for confrontations in the courtroom. A Post-Close scenario. And he caved.

Closing 59

Closing Vendor Journal Buyer 59

Sales Training Advice

DECEMBER 19, 2011

You finally got the meeting you sought with a top executive at a prospective client. I’ll get back to why it’s a bad question to use with a prospect you don’t know well in just a minute.). Closed-Ended Questions. So, what keeps you up at night? (I’ll Good questions can be incredibly powerful.

Prospecting 71

Prospecting Vendor Loyalty Journal 71

Pointclear

MAY 2, 2012

” Marketers are making major financial commitments to grow their presence in social media as digital media closes in on traditional media as the largest source of funds in B2B spending. He adds that those prospects should be considered more highly qualified because they have expressed an interest in something you do.

Social Media 180

Social Media Media Inbound ROI 180

Anthony Iannarino

NOVEMBER 29, 2019

Now, because selling has fully matured into being other-oriented, we believe the buyer’s process or journey is essential to serving the prospective client, should one hope to succeed. Your prospective clients can sense whether or not you are buttoned-up. You also project your attitude, which is why optimism is critical.

How To 114

How To eBook Remedy Journal 114

Gong.io

DECEMBER 13, 2021

Endowment effect : According to a 1991 Journal of Economic Perspectives article , “the endowment effect says that people often demand much more to give up an object than they would be willing to pay to acquire it.”. These “fill-in-the-blank templates will help with deals at every stage — from prospecting to closing.

Closing 62

Closing Journal ACT Benefit 62

criteria for success

MARCH 30, 2022

The coach enters notes in a Coaching Journal for themselves as well as for their review with their own coach. Your Sales PlayBook is a great place for the Coaching Journal! For example, “I’d like to learn how to discuss pricing more effectively with new prospects.”. Again, this is a vital part of sales coaching training.

Coaching 95

Coaching Sales Coaching Training Journal 95

No More Cold Calling

SEPTEMBER 15, 2015

If, for example, you are trying to close a complex sale, prospective clients probably won’t take your word alone as proof your company can seamlessly deliver on your proposal. You might need to bring along another senior leader to demonstrate how much your company values these prospects’ business.

Negotiation 120

Negotiation Lead Rank Lead Scoring Leads 120

Hubspot Sales

OCTOBER 23, 2017

Whether you want to ask better questions, prospect more effectively, lead your sales team, or become an all-around better salesperson, there's a pick here for you. Secrets of Closing the Sale. Fanatical Prospecting. The Essential Handbook for Prospecting and New Business Development" by Mike Weinberg. The Challenger Sale.

Lead Rank 112

Lead Rank Lead Scoring Referrals Influencer 112