The Pipeline

SEPTEMBER 14, 2021

Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While every cold call or prospecting call will result in an objection, the objections are not all that different. As mentioned there five common ones you’ll get 80% of the time on a B2B prospecting call.

Objections 339

Objections Prospecting Fashion Face-to-face 339

No More Cold Calling

DECEMBER 26, 2024

My best advice for 2025: DONT jump on the bandwagon; DO chart your own course. How to Turn Your Suspects Into Qualified Prospects Ben confided in me about the four types of people in his database: suspects, prospects, clients, and the dead. Curious, I asked Ben to clarify the difference between suspects and prospects.

Referrals 317

Referrals Cold Calling ROI Sales Qualified Lead 317

The Pipeline

JULY 29, 2020

It’s about voicemail for buyers vs. voicemail with prospects. And all this will serve you well as a salesperson once you are engaged and selling to a prospect. Base assumption: You need to speak with the prospect to initiate a cycle. In prospecting there is nothing to continue, the whole thing is about starting.

Buyer 289

Buyer Prospecting Call-back Cold Calling 289

Sales 2.0

MARCH 17, 2025

I accompany salespeople to meetings where the prospect has an interest in these types of services. Many of these prospects have very little technical background. Prospects eyes glazed over rapidly as these executives spoke to them about their amazing products. If prospects dont understand you, they arent likely to buy.

Engineering 195

Engineering Up-Sell Prospecting Course 195

Mr. Inside Sales

MAY 12, 2024

Who do you think knows why your prospect buys? Who do you think knows when your prospect is going to buy? The answer, of course, is your prospect! The problem for many sales reps, is that they prefer to pitch and talk at prospects more than they actually ask questions and listen. Or who they like to buy from?

Prospecting 212

Prospecting Face-to-face Gatekeeper Decision Maker 212

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? Let’s jump in.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? Of course, your sales strategy’s success, including reaching your revenue goals, depends on the sales team hitting their numbers. It could be that their sales reps know how to prospect effectively. What are prospecting insights? What are prospecting insights?

Data 246

Data Prospecting Strategy Cold Calling 246

Smooth Sale

APRIL 2, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Know Your Prospects Well for Sales and Business Growth Many approaches and specific strategies exist for most endeavors, including attempting to sell. Our blog offers insights on how to ‘Know your prospects well for sales and business growth.’

Prospecting 78

Prospecting Hiring Lead Rank Decision Maker 78

The Digital Sales Institute

OCTOBER 25, 2024

Outbound sales prospecting insights that will assist any salesperson to connect and engage with target prospects in their sales activity. Our outbound sales prospecting course isn’t a mere refresh of past strategies; it’s a modern take on what it takes to win new customers. What Is Outbound Sales Prospecting?

Outbound 52

Outbound Top of Funnel Prospecting Sales Qualified Lead 52

The Pipeline

MARCH 18, 2021

Don’t roll your eyes, not another piece about remembering to reach out to a prospect or a client. Most prospecting techniques do help people open doors by managing objections or presenting concepts differently. Taking away the objection does not automatically lead to the prospect taking the action you need. By Tibor Shanto.

Face-to-face 329

Face-to-face Objections Follow-up Course 329

The Pipeline

MARCH 26, 2020

I’ve said all this before, so rather than redoing here are two places you can go right now to master voicemails that get returned, and reconnect with your clients, prospects, friends, competitors. An online course that will change the way you look at and leave a voicemail. Resources: Go and take the free 7-Day Voicemail Challenge.

Wireless 397

Wireless GoldMine Face-to-face Prospecting 397

Smooth Sale

MARCH 27, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Prospects Can Direct Us to A Better Path for Sales Long ago, salespeople were advised to generate many cold calls daily to find one or two interested parties. Its critical to realize that we are each unique individuals, prospects included, with varying thinking and abilities.

Prospecting 78

Prospecting Hiring Lead Rank Lead Scoring 78

Understanding the Sales Force

OCTOBER 13, 2024

Unfortunately, Pharaoh lied about letting the Israelites go free each time, much as prospects often lie to salespeople. God coached Moses repeatedly to return to Pharaoh, a sales scenario that could only happen if you build space ships and NASA is your only prospect.

Coaching 188

Coaching Hiring Scale Sales Leadership 188

Smooth Sale

APRIL 7, 2025

Photo via Geralt via Pixabay Attract the Right Job or Clientele: Do You Play Games with Prospects for Business Growth? Our blog question is, Do you play games with prospects for business growth? Be Inspiring Conclusion: Do You Play Games with Prospects for Business Growth? CatCat : Build your future one skill at a time.

Prospecting 78

Prospecting Film Influencer Hiring 78

No More Cold Calling

JUNE 10, 2021

My client was thrilled, of course. Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. The methodology is the same today, but of course the examples and nuances have changed. The course is a series of three-to-five-minute videos with worksheets and quizzes.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

Highspot

JANUARY 23, 2025

Sales and Marketing Strategies A solid go-to-market course will dive into sales and marketing strategies. Also, dont forget sales methodology , which will guide your team in approaching prospects, handling objections, and closing deals efficiently. If your company requires certifications, ensure the course also ticks that box.

Course 52

Course Training Strategy Marketing 52

Zoominfo

FEBRUARY 3, 2021

Of course not. Second, we’ve architected our company data to let you identify companies with a level of granularity that significantly eclipses the competition. Was this always intentional? But unbeknownst to me, our data became tailor-made for advertising activation as a result of other projects at ZoomInfo.

Data 246

Data Advertising Advertising Lead Rank 246

Sales 2.0

SEPTEMBER 18, 2020

Research from XANT looked at the optimal “cadence” for prospecting based on the masses of data available to them through companies’ usage of their software. After 12 days XANT found that it is optimal to take a break for four to five days then start another sequence of eight attempts to reach your prospect.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

Sales 2.0

DECEMBER 3, 2024

Everything of course is in an awkward format. Very little documented in the CRM, but after ferreting around for a few hours I have found a few things to go on. Some emails were sent. Some small spreadsheets were shared. It needs processing…but that’s the game at this stage.

Scale 195

Scale Territories Face-to-face Construction 195

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. Sales automation can assist with prospecting, sending follow-up messages, and tracking lead activity.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

The Pipeline

AUGUST 5, 2021

With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. In fact, I recommend you share the definition with your prospects as a means of creating a clear path forward. If you and your prospects can shift time in your favor, you’ll both have an advantage over your competitors.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Mr. Inside Sales

FEBRUARY 19, 2023

At first, it seemed almost rude to utter it… But let me ask you: out of ten prospects you pitch to, how many end up actually buying? Yep, two out of ten prospects you speak with turn into buyers. It took me years to believe this. And this means that you spend hours each day pitching to people who are never going to buy!

Face-to-face 255

Face-to-face Gatekeeper Decision Maker Licensing 255

No More Cold Calling

DECEMBER 29, 2020

Of course, that was before COVID-19 came along and changed everything, and Accenture doubled down on its recommendation that B2B organizations prioritize existing customer relationships. That’s a cold outreach and is as offensive as a cold phone call, cold videos, or the plethora of cold emails your prospects receive every day.

Referrals 432

Referrals Customer Social Media Revelation 432

Anne Miller

NOVEMBER 8, 2024

You present your service to a qualified prospect. Bogdan helps service businesses sell more in less time with “done-for-you storytelling” webinar presentations that your prospects access online. In your world, what metaphor would help prospects “see” their commitment to buy as the right choice? Pay only for results.”

Webinar Metrics 133

Webinar Metrics Top of Funnel Funnel Benefit 133

Partners in Excellence

MARCH 20, 2025

Choose from our course catalog! What subjects, prospecting, qualifying, deal strategies, account management, call planning/execution, objection handling, closing? And I see similar examples in discussions on social media. Unfortunately, the Sales Training industry, too often reinforces this thinking. “We provide sales training!

Training 121

Training Real Estate Insurance Insurance 121

No More Cold Calling

JANUARY 9, 2020

That means enhancing and reinforcing their sales skills, budgeting for them to attend conferences and business events, brainstorming before prospect and client meetings, conducting joint calls, and ensuring clarity around accountability. The job of a sales manager is to provide reps with the tools to succeed.

Sales Management 390

Sales Management Hiring Cold Calling Quota 390

Janek Performance Group

DECEMBER 24, 2024

This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc., Of course, for many organizations, off-the-shelf solutions can be effective, so it is vital your organization takes the time to determine if customization is worth the additional investment. Of course, there is a limit.

Training 118

Training Hiring How To Retention 118

Sales Gravy

OCTOBER 22, 2024

Brynne shares essential information on avoiding common mistakes like the dreaded "pitch slap," the importance of personalization over automation, and how to truly engage with prospects on LinkedIn. Key Takeaways: – LinkedIn as a Networking Tool: Approach LinkedIn interactions like networking at an event.

LinkedIn 96

LinkedIn Outbound Networking Conference 96

The Pipeline

MARCH 21, 2019

As with most things in prospecting and sales is the same, to develop a routine you can and willingly implement. Most people have so much on their plate, they mostly try to get through calls, only dealing directly with the important ones, and a prospecting call is rarely one of those.

Objections 310

Objections Handbook Lead Rank Energy 310

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. For every action a prospect takes, they create a trail of intent data across the internet. Consider this.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Hubspot Sales

AUGUST 26, 2024

For the other 98%, you’ll need to follow up again and again, communicating key selling points and differentiators, overcoming objections, and most critically, delivering as much value as possible to the prospect. It’s a time consuming but necessary process, which means mastering the AI sales follow-up can be a game-changer.

Follow-up 122

Follow-up Lead Rank Lead Scoring Leads 122

Sales and Marketing Management

SEPTEMBER 21, 2020

However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Consider holding a Q&A session to get to know prospects better and for them to know you and the company better. Of course, the topic of COVID-19 is top of mind for many. Recently established hobbies.

Sales Meeting 317

Sales Meeting Meeting Nonprofit Face-to-face 317

The Pipeline

APRIL 2, 2019

As though that was some form of barrier or obstacle or a reason for not leveraging the phone in your sales and prospecting success. What they really mean is they want to be able to talk to the prospect live; to which I ask Why? The hope, and it is no more than a hope, is that their message is so compelling, that the prospect will act.

Face-to-face 300

Face-to-face Call-back Case Study Banking 300

Sales 2.0

JULY 17, 2019

One thing I consistently found along this journey was that much of the traditional sales “wisdom” (at least pre-2000’ish) was almost 180 degrees off course and that doing the opposite to the wisdom was often the best thing to do. There’s an alternative way to get meetings with prospective clients, but sales people don’t generally use it.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Hubspot Sales

AUGUST 7, 2024

With a variety of sales demo environments to choose from, each catering to a specific need or use case, you can ensure you’re showing prospects exactly what they want to see. When I’m setting up a new environment, I always start by establishing why the stakes are high for the prospect in question. Step 2: Showcase the solution.

Closing 104

Closing How To Call-back Software 104

Sales 2.0

APRIL 9, 2020

It’s hard for your prospects to commit to a course of action when there are so many unknowns. You can help the buying process move along smoothly but you cannot speed up something that intrinsically does not make sense for the prospect’s business. It’s hard to close deals when the environment is so uncertain.

Account 326

Account Up-Sell Closing Pipeline 326

The Pipeline

JUNE 23, 2020

There are a lot of prospecting and cold calling books out there, most trying to cash in on trends and fears. Done right, as Art outlines in the book, cold calling, sorry Smart Calling, is still one of the most direct and cost-effective ways to directly engage with your prospects. In this case fear of the phone.

Cold Calling 250

Cold Calling Call-back Face-to-face Top of Funnel 250