Anthony Cole Training

DECEMBER 5, 2024

In the old days of selling, closing was about what happens at the end of a client or prospect meeting did we get them to sign something, give us the green light, or seal the deal? The activity was about applying pressure on the buyer to make a decision NOW.

Closing 281

Closing Buyer Meeting Prospecting 281

Mr. Inside Sales

JUNE 22, 2024

Want the best way to open your closing presentations? So here is how I currently start my closing calls ( yes , I’m still closing sales!): Once I get my prospect on the phone for our chosen closing time, I open with: “Before I get started, I’m sure you’ve looked over things, so, what questions do you have for me?”

Closing 255

Closing Face-to-face Gatekeeper Sales Qualified Lead 255

Steven Rosen

MARCH 10, 2024

In the highly competitive SaaS world, prospecting is often seen as the most challenging task—a test dreaded by many and mastered by few. Indeed, 40% of salespeople cite it as the most challenging part of the sales process, more daunting than either closing or qualifying.

Coaching 334

Coaching Sales Management Top of Funnel Prospecting 334

The Pipeline

SEPTEMBER 2, 2020

From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. How do sales leaders create and balance the core element of a fine-tunes prospecting machine?

System 316

System Prospecting Quota Decision Maker 316

Understanding the Sales Force

MAY 29, 2024

In case you have been vacationing in a cave, there has been a controversial trial taking place in Manhattan and earlier this week the Jury heard closing arguments. In a jury trial, closing arguments can take several hours or even days! The Closing Argument is a summary of facts supportive of whichever side the attorney represents.

Closing 218

Closing Decision Maker Follow-up Pipeline 218

Zoominfo

DECEMBER 28, 2020

By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. For every action a prospect takes, they create a trail of intent data across the internet.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Understanding the Sales Force

JANUARY 24, 2022

The same can be extended to the airlines where the virus won't spread if you are unmasked with your mouth open to eat or drink, but will most certainly spread if you are sitting with your mouth closed without a mask. Have you or your salespeople ever been told by a prospect that they can't:

Airlines 334

Airlines Prospecting Policies Groups 334

Understanding the Sales Force

AUGUST 5, 2021

BuyCycle TM represents how salespeople go about the process of making a major purchase and there is a 100% correlation between how they buy and the behavior they accept from their prospects. For example:

Guidelines 390

Guidelines Closing Call-back Report 390

Anthony Cole Training

JULY 25, 2024

As sales manager, business line leader, or CEO, is your team finding, qualifying and closing as much business as you think they should? It is good to remind your people that the prospects they are harvesting today are the ones that were planted some time ago. And that change, we believe, starts at the very beginning.

Harvest 269

Harvest Sales Qualified Lead Prospecting Marketing Qualified Lead 269

Mr. Inside Sales

MARCH 6, 2021

The post Two Simple Words to Open More Doors—and Close More Sales appeared first on Mr. Inside Sales. Get Access Today.

Gatekeeper 316

Gatekeeper Closing Face-to-face Decision Maker 316

Understanding the Sales Force

NOVEMBER 15, 2024

I spent some extra time with them and realized they were both swinging with their eyes closed. If I could get them to swing with their eyes at least partly open, they might get their hands and bat close enough to the ball so that maybe the ball might hit their bats. That was a pretty optimistic thought for a realist like me!

Prospecting 177

Prospecting Incentives Incentive Cold Calling 177

Understanding the Sales Force

FEBRUARY 14, 2022

It's a huge opportunity that Bob has been nurturing for years and several months ago his prospect, a top executive that has the influence and authority to make a decision, confided that he would like to find a way to do business and not only that, have this be part of his legacy. Part 1 Part 2 Part 3 Part 4 Part 5 Part 6.

Closing 294

Closing Influencer Opportunity Prospecting 294

Zoominfo

FEBRUARY 17, 2021

Be upfront and transparent with your prospects. Consider these following tips to get more success in your cold calls — before, during, and afterward: Do: Research your prospect (Who are they? Plan different ways to close in every avenue of conversation. Back in 2007, it took 3-4 cold call attempts to reach a prospect.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Understanding the Sales Force

JANUARY 22, 2024

They’re having a great conversation, the prospect needs what you have, there is money available, you’re with the decision maker, and you start making some assumptions about how good this opportunity looks. If you have a scorecard in your head, it is probably giving you a score of close to 100. What did you miss?

Closing 227

Closing Proposal Discount Decision Maker 227

Understanding the Sales Force

JUNE 12, 2023

More than half of all salespeople are missing and skipping important milestones in the sales process each and every day and their egos get more bruised from failing to close those opportunities than my body got bruised from my not so thrilling adventure to the ground.

Prospecting 345

Prospecting Sales Process Closing Opportunity 345

Understanding the Sales Force

JULY 31, 2024

He tried to close us and when we said we were traveling he said he could ship it. The ironic thing is that these salespeople, who are trained to be aggressive, are always attempting to close prospects who aren’t closable! ” If it’s must have, then close baby close.

Closing 177

Closing Retail Travel Education 177

Understanding the Sales Force

JANUARY 18, 2025

A similar scenario where salespeople spend time getting ready before conducting an act happens with prospecting for new business. While not all salespeople are required to prospect, those who do often follow the gift giving ritual where they spend quite a bit of time getting ready before making their calls. So it’s the opposite.

Quota 337

Quota Top of Funnel How To Cancellation 337

Zoominfo

SEPTEMBER 17, 2024

Today’s most effective go-to-market teams are increasingly embracing signal-based selling , a strategy that leverages real-time data and unique insights about promising prospects to gain a crucial edge in intensely competitive markets. Most go-to-market teams understandably focus on new funding rounds as a signal when prospecting.

Hiring 214

Hiring Data Prospecting Lead Rank 214

Anthony Cole Training

NOVEMBER 5, 2020

How important is it that you or your sales team close more business, more quickly at higher margins?

Maximizer 276

Maximizer Meeting Margin Prospecting 276

Understanding the Sales Force

JULY 31, 2024

He tried to close us and when we said we were traveling he said he could ship it. The ironic thing is that these salespeople, who are trained to be aggressive, are always attempting to close prospects who aren’t closable! ” If it’s must have, then close baby close.

Closing 156

Closing Retail Travel Education 156

Sales 2.0

MAY 29, 2020

Prospecting. These days, it’s pretty much table stakes to do some digital research on your prospect to see if you share any common interests that may help you get that critical first (online) meeting. What clues can you find about what the prospect’s company is doing about these changes? Many will be better off because of it.

Commission 511

Commission Webinar Metrics LinkedIn Up-Sell 511

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Considering half of the deals that are forecasted to close don’t, and customer retention has decreased as seller attrition increases, sales teams are facing yet another frustrating year if something doesn’t change. Try this instead. That’s a fact.

Lead Gen 397

Lead Gen Sales Qualified Lead Marketing Qualified Lead Leads 397

Sales 2.0

OCTOBER 25, 2021

Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. Smarter approaches to prospecting are needed. Closing : Closing cycles that fail 80% of the time are the norm (where 1 in 5 deals in the pipeline closes.)

Territories 396

Territories Compensation Scale Decision Maker 396

Hubspot Sales

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list. Wondering how to achieve this lofty goal? AI can help.

Closing 115

Closing Ideal Customer Profile Top of Funnel Lead Rank 115

No More Cold Calling

JANUARY 16, 2025

It can seem harder when we cant meet in person, but prospects dont trust you simply because you meet face-to-face, shake hands, or share a meal. They do trust you when you share close contacts. This is true no matter how theyre connecting with prospects. At least, thats what many prospects have come to believe.

Referrals 318

Referrals Face-to-face Call-back Decision Maker 318

Mr. Inside Sales

JULY 6, 2021

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. The dangers with offering too many choices are you’ll often talk past the close. Stalled sale.

Face-to-face 317

Face-to-face How To Pivotal Call-back 317

The Pipeline

NOVEMBER 14, 2020

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. Everyone says: “Get me in front of the right person, and I’ll close them.”

Prospecting 369

Prospecting Buyer Revenue Pipeline 369

Mr. Inside Sales

APRIL 23, 2021

First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back. And then hit MUTE and listen to what your prospect reveals. They like a different solution.

Face-to-face 334

Face-to-face Gatekeeper Decision Maker Licensing 334

The Pipeline

AUGUST 24, 2021

This makes it interesting for them as they figure out how to close the deal, but what about the prospect? Don’t be surprised if prospects find it becomes dreary after the third time they’ve endured those questions. It is not rare for your curiosity to spark curiosity in the prospect. Curiously Different.

SME 391

SME Margin Video Quota 391

The Pipeline

AUGUST 10, 2021

But done right, there are dimensions to questions that can help in prospecting and lead to a more meaningful Discovery. While the average salespersons see questions as a means of gathering information, pros understand that questions shape a prospect’s thinking. Bad as with any weapon it comes down to how and why.

Fashion 329

Fashion Campaigns Outbound Quota 329