The Pipeline

APRIL 23, 2019

No, I am not going to talk about green selling or climate change, not even sales change. Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events. Starting right in prospecting, of course, means putting the buyer at the centre of every action. By Tibor Shanto. Find Yours.

Prospecting 260

Prospecting Transportation Retail Exact 260

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?

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

The Pipeline

JULY 29, 2020

Voicemail is a great example in sales, there are as many opinions as there are pundits. 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.

Buyer 289

Buyer Prospecting Call-back Cold Calling 289

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?

Data 246

Data Prospecting Strategy Cold Calling 246

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. How’s your Tuesday going?”

Prospecting 212

Prospecting Face-to-face Gatekeeper Decision Maker 212

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. Funding Funding rounds are among the strongest signals for both sales and marketing teams.

Hiring 214

Hiring Data Prospecting Lead Rank 214

The Pipeline

OCTOBER 8, 2019

We all know the expression “the calm before the storm”, but most of us in sales experience the reverse. As technology continues to accelerate the pace of advances, other elements of prospecting are not keeping up. One clear example is the role of the telephone in prospecting success. Not Your Daddy’s Phone.

Prospecting 241

Prospecting Call-back Face-to-face Lead Rank 241

The Pipeline

AUGUST 5, 2021

In sales the go to is often sports, and one can understand why. With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. It start with how sellers think about time; which is why in sales, time is value not money. By Tibor Shanto. Customer Value Management.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

No More Cold Calling

JANUARY 9, 2020

million per sales manager. But I don’t think any sales manager listened, because more than half of reps are still missing quota. I blame the sales manager for having the wrong priorities. Yet, modern sales managers have their heads stuck in spreadsheets with priorities changing daily. Poor leadership will cost you $3.5

Sales Management 390

Sales Management Hiring Cold Calling Quota 390

The Pipeline

MARCH 18, 2021

Don’t roll your eyes, not another piece about remembering to reach out to a prospect or a client. This piece is more to my fellow pundits, and sales disablement folk , when developing salespeople, don’t forget the follow-through. Taking away the objection does not automatically lead to the prospect taking the action you need.

Face-to-face 329

Face-to-face Objections Follow-up Course 329

Sales and Marketing Management

SEPTEMBER 21, 2020

Author: Leeatt Rothschild Virtual sales meetings have become the norm as a result of COVID-19. However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Here are four actionable tips to help you lead more successful virtual sales meetings and ultimately earn more new business.

Sales Meeting 317

Sales Meeting Meeting Nonprofit Face-to-face 317

No More Cold Calling

JUNE 10, 2021

I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My client was thrilled, of course. My entire career had been sales and sales management, and my best business had always come from referrals. Flash Sale.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

Sales and Marketing Management

JANUARY 20, 2020

Or worse, could you lose your sales job altogether? You could be vulnerable if you’re not sharpening your sales skills and honing the tactics that will help you succeed in 2020. Forrester analyst Andy Hoar didn’t mince words when he spoke at the 2015 Forrester Sales Enablement Forum. Adapt to the Digital Business Environment.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

Sales and Marketing Management

JANUARY 11, 2019

Author: Warren Fowler Sales teams and marketers focus on digital communication so much that they seem to forget the power of offline promotion channels. In this article, we will discuss the benefits of direct mail and show you eights ways to write a winning sales letter. The Art of Creating a Quality Sales Letter.

Direct Mail 323

Direct Mail How To Advertising Advertising 323

Sales and Marketing Management

FEBRUARY 11, 2021

Its sales expertise? Of course, it takes leadership to drive a company's culture. That's all well and good when your sales force works in a traditional workplace – sharing office space and meeting face-to-face. We tend to think of inside sales reps as being reasonably autonomous. Its products? Its customer service?

Inside Sales 348

Inside Sales Revenue Lead Rank How To 348

MTD Sales Training

DECEMBER 9, 2019

What would you consider to be the most important parts of the sales call, when calling a prospect? Well, one of my consultants was with a company recently and was listening in to their sales reps’ calls to make appointments. Think: What state or frame of mind is my prospect in when I call? Why is that?

Course 235

Course Sales Industry Prospecting 235

Zoominfo

FEBRUARY 3, 2021

Of course not. A sales enablement software company can now create an audience consisting solely of sales employees at companies with 20+ people in sales. Second, we’ve architected our company data to let you identify companies with a level of granularity that significantly eclipses the competition.

Data 246

Data Advertising Advertising Lead Rank 246

No More Cold Calling

DECEMBER 29, 2020

Your referral network is your net worth in sales. How can smart, experienced sales reps let their customer relationships wither? But not all sales teams make those investments. Far too many sales organizations are so focused on bringing in new business that they neglect their current customers.

Referrals 432

Referrals Customer Social Media Revelation 432

Sales 2.0

SEPTEMBER 18, 2020

In sales we need to go through the motions. 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. Comparing this to cold prospecting’s high-end response rate of about 3% you can see there will be large benefits.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

Sales and Marketing Management

SEPTEMBER 3, 2020

They don’t so much get a sale as they bag a sale. I teach sales leaders an important evaluation question that they should be asking whenever a salesperson is not doing what they are supposed to do. It could be some of each, of course, but it is rarely balanced. In short, follow-up…and close the sale! .

Follow-up 207

Follow-up Prospecting Motivation Training 207

Sales and Marketing Management

FEBRUARY 19, 2018

Next time you prospect a company, add a board member. Of course you're afraid to dial the CFO. When you're at work, prospect incessantly. And the greatest fear of all in sales that separates the titans from the also rans: walking on the deal. This sales thing violates a lot of psychology. Ruffling feathers?

Call-back 329

Call-back Negotiation Decision Maker Sales Qualified Lead 329

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. That’s why most people get burned out in sales. That’s why most salespeople find sales discouraging. Who’s next?”

Face-to-face 255

Face-to-face Gatekeeper Decision Maker Licensing 255

MTD Sales Training

JANUARY 21, 2020

Do you often hear people say ‘Oh, I’m not in sales…I can’t sell anything!’. Or they can hinder that sale just as easily. 1) Understand that every call/meeting is a potential sales opportunity. Without realising it, the way a contact is handled could make or break a sales opportunity for a new prospect.

Face-to-face 280

Face-to-face How To ACT Opportunity 280

Sales and Marketing Management

OCTOBER 10, 2018

But for business, AI is having an early transformative effect on sales and marketing by helping people make better decisions and serve customers more effectively. Why AI Is Poised to Transform Sales. The sales function is uniquely well-suited to be transformed by AI tools. It helps farmers safeguard crops from disease.

Case Study 319

Case Study Analytics CRM Study 319

Sales 2.0

JULY 17, 2019

If you run a small company, you usually end up being one of your company’s early sales people. I graduated from Wharton’s MBA program in 1993 and had no sales training at all. Along the way I read every sales book I could find and then over time became friendly with many of the authors. Closing is easy. Baylor University.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

No More Cold Calling

DECEMBER 26, 2024

My best advice for 2025: DONT jump on the bandwagon; DO chart your own course. Sure, revenue is our goal in sales. But in terms of sales metrics, revenue is a lagging indicator. We can, however, measure and manage the key sales activities and behaviors that drive revenue. Prospects, though?

Referrals 317

Referrals Cold Calling ROI Sales Qualified Lead 317

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. Your marketing and sales teams need both. All of these signals show optimal conditions for a sale.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Zoominfo

OCTOBER 15, 2019

And yet, sales reps still look for ways to improve their sales email strategy. It’s not hard to see why — after all, only 24% of sales emails are opened ( source ). Ready to start a conversation with any sales prospect in your database or CRM? For one, we were filming a cold email course.

Top of Funnel 230

Top of Funnel Scale Film Lead Generation 230

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. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

No More Cold Calling

JULY 20, 2018

Sales pros always agree that they get their most qualified leads when they get referrals. It’s a cop out, creepy, and a sales faux pas. Find out how they know your prospects, what’s important to the prospects, what their challenges are, what they value, how they communicate, and what might get in the way of your sales success.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

Sales 2.0

APRIL 9, 2020

It’s definitely not easy being in sales right now. 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.

Account 326

Account Up-Sell Closing Pipeline 326

Understanding the Sales Force

FEBRUARY 12, 2024

When resistance appears, it does not matter if the sales process, methodology, tactics and strategies are good or even great, unless salespeople are equally great at first lowering the resistance.” What might the whipped cream equivalent be for the resistance you might encounter later in the sales cycle? Women play golf!!

Sales Cycle 218

Sales Cycle Engineering Selling Skills Prospecting 218

MTD Sales Training

APRIL 23, 2019

We all know that sales are based mostly on emotion and the decision is backed up with logic. Unique Selling Proposition – well, these are the benefits that your prospects and clients can look forward to receiving when they purchase your wares. So your emotional selling points can often take centre-stage for your prospects.

Call-back 243

Call-back Up-Sell Proposal Benefit 243

MTD Sales Training

MARCH 31, 2020

We’ve had over 82 sales training programmes postponed! Be proactive and make sure all of your contacts know you’re open for business (if you are of course!). I’m being bombarded with sales pitches at the moment. Network with prospects and clients. Selling is tough at the moment isn’t it? Get Social. Don’t just pitch.

Skype 246

Skype Webinar Metrics Call-back Exercises 246

Understanding the Sales Force

DECEMBER 11, 2023

Welcome to my annual list of the best sales and sales leadership content of 2023. 2023 saw more content than ever before and that certainly includes the sales space. Look for more videos in 2024 and a fun new self-directed sales course called Movie Night. With that in mind, allow me to share the results from 2023.

Sales Leadership 207

Sales Leadership Hiring Video LinkedIn 207

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

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

Sales Leadership 218

Sales Leadership Hiring How To Account Based Marketing 218