Coaching Marketing Prospecting 
Sales 2.0
JULY 8, 2022
This post describes a framework that I have found over the last two decades can really change the math on prospecting. They could be what Miller Heiman call a “ coach ”, someone that will give you information on what is going on in the account– the kind of information that can massively increase your chances of winning a deal.
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?
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Zoominfo
JULY 13, 2021
We launched Workflows to activate market insights, buyer intent, and website activity. But there are only a few milestones in ZoomInfo’s history that have had a game-changing impact on our trajectory and transformed how businesses everywhere go to market. We acquired Clickagy and launched Streaming and Custom Intent.
The Sales Hunter
JANUARY 23, 2019
Prospecting is not an afterthought. Prospecting is the foundation sales should be built upon. If you remove prospecting from the equation, business and in turn the economy will be affected very quickly. ” To be successful, you cannot rely solely on others, however, when it comes to prospecting, many salespeople do.
Speaker: Donald Kelly, Founder & Chief Sales Evangelist at The Sales Evangelist LLC
During this session, you will learn: How to minimize the time it takes for your prospect to commit and make a final buying decision. How to tap into growing markets for new sales opportunities. How to revamp the way you coach and train salespeople, especially in a virtual selling environment to maximize performance.
Sales and Marketing Management
JANUARY 4, 2019
He told me that he was reaching and having brief conversations with some prospects but those conversations went nowhere. He said he was trying to be consultative, to elicit details and to drill down on prospect objections. But no matter what he said or did, he would hear, “I’m not interested,” and a click as the prospect hung up.
Sales and Marketing Management
JULY 21, 2019
Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. Typically, a coach (often a rep’s manager) will issue an activity: for example, “Show me your 30-second elevator pitch.” The benefits of video – in terms of bringing learning to life – are well-known.
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