A Sales Guy

AUGUST 27, 2012

” “Thanks for setting us up on the demo, we’ll play with it and get back to you in a few weeks. ” Are these blow-offs or is the prospect being honest? Sometimes they are honest and real responses to the prospects situation. Our prospects and customers are very busy. Put it in the calendar.

Prospecting 117

Prospecting Call-back Follow-up Face-to-face 117

A Sales Guy

SEPTEMBER 14, 2012

Please let me know if you would like more information or to view a demo of this dynamic sales application. The snapshot from each playbook is your deal status. The app is easy to use and tightly integrated with salesforce.com. Best regards, Sales Person. It’s clearly a form letter.

Sales Forecasts 113

Sales Forecasts Prospecting Forecasting Pipeline 113

Vengreso

MARCH 26, 2025

The Benefits of Choosing Sales Training By investing in these proven methodologies, sales professionals can: Improve their sales skills Boost their confidence Ultimately win more deals Sales training online for sellers has become essential for developing high-performing sales teams. They should also be able to: Discover and target leads.

Training 67

Training Strategy Ideal Customer Profile Lead Rank 67

Hubspot Sales

DECEMBER 19, 2017

Selling Skills 2018. Video skills. Framing skills. Challenger selling. Video will be a major selling trends in 2018. Honing your video skills is a no-brainer. Your prospect will think, ‘Wow, they hated museums, but kept an open mind.’”. Not only do prospects miss 90% of your pitch (i.e.

Analysis 145

Analysis Scale Film Video 145

No More Cold Calling

NOVEMBER 29, 2016

Then ramp up your prospecting activity by asking for referrals from those happy customers, and you’ll be well on your way to building a strong pipeline for Q1. Learn more about referral selling in this month’s blog posts from No More Cold Calling: 3 Referral Selling Skills All B2B Sales Reps Should Practice. Big mistake.

Referrals 120

Referrals Cold Calling Lead Generation Call-back 120

Mr. Inside Sales

AUGUST 28, 2017

Think about it: If your prospect tells you at the end of your demo that they need to talk to their partner or spouse before they can make a decision, the right response isn’t, “Okay, when do you think I can call you back?” That is practicing a poor selling skill, and the result is a lot of calls backs and chasing unqualified leads.

Call-back 124

Call-back Face-to-face Selling Skills Objections 124

Sales Hacker

MAY 8, 2020

Key Challenges in Remote Sales: Connecting with prospects and coworkers. Delivering a great online demo. Connect With Prospects and Coworkers. One of the hardest things to do when working remotely is connecting with your prospects and coworkers on a personal level. Deliver a Great Online Demo. Make eye contact.

Quota 97

Quota Social Media Face-to-face Follow-up 97

Hubspot Sales

FEBRUARY 7, 2018

SDRs (also commonly called business development reps, or BDRs) are responsible for the first part of the sales process: Researching, prospecting, and qualifying leads. That rep is responsible for presenting or demoing the product, resolving the buyer’s objections, and creating a proposal. Account Executive (AE). Resiliency is crucial.

Hiring 145

Hiring Salary Engineering Compensation 145

Sales Hacker

FEBRUARY 17, 2021

As my product knowledge increased and selling skills became more polished, I felt I could really own the deals in my pipeline – proving to myself that I could win deals solo. If I was a “true AE,” then I should be able to take a deal full-cycle from demo to close, leaning on subject matter experts only as needed, right?

Energy 131

Energy Up-Sell Call-back Case Study 131

Sales Readiness Group

DECEMBER 7, 2018

On this Q&A episode: "What's the best way to follow-up with a demo? Even though m y demos go really well, the prospect seems to go silent after we meet".

How To 48

How To Follow-up Meeting Prospecting 48

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. Qualification.

Sales Process 144

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 144

Hubspot Sales

DECEMBER 20, 2017

In sales, success is a reflection of two things: The strength of their hard skills and the strength of their soft skills. What are soft skills in sales? Unlike hard selling skills, which are relatively easy to teach and measure, soft skills are "fuzzy." Having solid communication skills is essential.

Quota 145

Quota Objections Follow-up Call-back 145

Allego

OCTOBER 15, 2024

Instead of launching into a product demo, the consultative sales rep asks thoughtful, open-ended questions: What are your biggest challenges when it comes to financial reporting? Sales Enablement Platforms Sales enablement platforms provide a holistic solution to train, coach, and reinforce consultative selling skills.

Consultative Selling 62

Consultative Selling Lead Rank Lead Scoring How To 62

Allego

JANUARY 12, 2022

That means you must get serious about virtual selling and help your team develop and sharpen their virtual selling skills. Here are four things you can do to improve your reps’ virtual selling: Make sure sellers have up-to-date selling skills. The solution should also allow coaching and feedback.

How To 116

How To Selling Skills Collateral Microsoft 116

Go for No!

MAY 14, 2020

The answer is not, stop making connections or prospecting. Or, cease meetings and demos. How do we handle the onslaught of rejections sure to be a part of this new reality? Total acceptance. The answer is have more. Build your pipeline. Make the connections. Build it into the process. .

Positioning 125

Positioning Up-Sell Pipeline Course 125

The Digital Sales Institute

MARCH 28, 2018

Sales Prospecting Definition. Nailing a sales prospecting definition can be difficult depending on your sales process, product and market. So, what is sales prospecting and what sales activity does it entail in winning new customers or business? Sales prospecting is focused on the acquire new customers activity in a business.

Ideal Customer Profile 49

Ideal Customer Profile Prospecting Top of Funnel Lead Rank 49

Adaptive Business Services

FEBRUARY 10, 2021

Recently Dave published a couple of articles on prospecting where he shared that, when sales are low, the answer that most sales managers have is … “We need to fill the pipelines! We need to prospect more!”. I made thirty cold calls, I would get five demos. If I did five demos, I’d sell at least one calculator.

Telemarketing 77

Telemarketing Cold Calling Call-back Social Media 77

Hubspot Sales

OCTOBER 9, 2019

When you're on an exploratory call , you want to be prepared for every question, objection, or circumstance a prospect throws your way. Getting comfortable breaking up with prospects. Challenging prospects on why they're stuck. Improve prospecting skills. Implement roleplay. Overcoming common objections.

Film 144

Film Hubspot Sales Cycle Lead Rank 144

Partners in Excellence

MAY 3, 2023

Mobile devices, email, Zoom, and so many other technologies help us reach prospect and customers more easily, eliminating travel time. Other tools helped us with proposals, demos, research. When I started selling I was responsible for prospecting and managing qualified deals through closing.

Proposal 125

Proposal Travel Tools Up-Sell 125

Allego

NOVEMBER 12, 2024

Consider this scenario: A sales rep joins a call with a prospect, ready to present their solution. At this moment, the rep’s skills are put to the test. Curiosity also keeps a rep motivated to learn new skills, stay current with industry trends, and find fresh ways to engage with prospects.

Hiring 62

Hiring Handbook Negotiation Buyer 62

No More Cold Calling

APRIL 9, 2015

Thanks for helping out another team member, thanks for asking insightful questions, thanks for scoring a meeting with a prime prospect, thanks for representing our company well, and thanks for bringing in a new deal. Typically, people can read a manual online, get a brief demo, and figure out at least the basics. Yes, thanks.

Hiring 120

Hiring Lead Rank Lead Scoring Guidelines 120

A Sales Guy

OCTOBER 25, 2012

On my next discovery call, we ended with a scheduled follow up for a demo. After the demo, they requested a proposal. I tried this on another prospect. Do they say jump and I say how high? I am the b h. So, I decided then and there to stop. This time I didn’t say, “I’ll send it and let’s plan a time to review”. Next call, done.

Proposal 111

Proposal Sales Cycle Follow-up Closing 111

Gong.io

SEPTEMBER 19, 2022

Qualifying prospects is a critical step in the sales process. How do you determine if a prospect is a good fit for your products or services? It helps sales teams qualify prospects and determine if they have a high chance of converting. BANT is an acronym for: Budget: What is the prospect’s budget? .

Sales Qualified Lead 62

Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

Partners in Excellence

SEPTEMBER 28, 2022

One thing that never happens in these conversations is, “We make these products solving problems people like you have with this… Would you be interested in seeing a demo and discussing your needs with me?” But why do we always start selling conversations with, “We make these products… ?

Conversion 102

Conversion Ideal Customer Profile Face-to-face Selling Skills 102

Sales Hacker

JULY 25, 2022

May include: calls, emails, connects, and demos. Finding ideal prospects means your SDRs must be experts on your products and services, and be able to communicate how they can solve your potential customers’ problems. Related: The Definitive Guide to Sales Prospecting With Proven Outreach Methods. Activity metrics.

Engineering 117

Engineering Revenue Top of Funnel Sales Qualified Lead 117

Gong.io

AUGUST 30, 2021

This reflects a new and highly effective approach to prospecting: selling the conversation, not the meeting. You continued to “move them down the sales funnel” during that first meeting and landed yourself a demo. You need to get back on their radar (and get that demo rescheduled) ASAP. You just finished giving a demo.

Follow-up 107

Follow-up Decision Maker Call-back Referrals 107

Gong.io

SEPTEMBER 28, 2021

Aim for between 11 and 14 targeted questions per call: Note: this same recommendation does not hold when selling to a C-Suite executive, who generally have less patience for a barrage of questions. Additionally, be sure to meet your prospect where they stand by matching your sales questions to the buyer’s journey. It’s go time.

Top of Funnel 108

Top of Funnel Call-back Buyer Funnel 108

Gong.io

MAY 9, 2019

If it goes wrong, you’ll be playing catch during all of your conversations, until your prospect eventually ditches you. A discovery call’s purpose is to determine whether or not you and your buyer are a good fit for each other, and to understand your buyer’s pain points, priorities, and goals so you can effectively sell to them.

Face-to-face 107

Face-to-face Buyer Distribution Follow-up 107

Sales Readiness Group

JULY 14, 2021

They may even treat such a meeting as another demo or discovery call. No wonder he routinely meets with CEOs, CFOs, Boards of Directors, and major investors. On the other hand, most salespeople meet with key executives infrequently. That’s a mistake.

Research 118

Research Meeting Selling Skills Prospecting 118

Gong.io

DECEMBER 7, 2022

The only way your sales reps can meet their quotas and close deals is if they have enough prospects in their pipeline. So how can you prospect more effectively? How can you ensure that you’re targeting and focusing on the right prospects? With a proven sales prospecting process. What is sales prospecting?

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Prospecting Lead Scoring 62

Mindtickle

DECEMBER 3, 2024

3: Digital selling skills and tools will be more important than ever Today, a large (and growing) portion of deals are completed without the buyer and seller ever setting foot in the same room. Or, generative AI will compose a first draft of an email to a prospect so the seller doesn’t have to start from scratch.

Sales Enablement 52

Sales Enablement Trends Scale B2B 52

The Brooks Group

MARCH 12, 2019

If their close rate is lower than other salespeople, it may mean there is a problem in the way they are selling, but that doesn’t make them an inadequate person. It just means they need more training, skills, practice—or a reevaluation on whether the prospect is fully qualified. No, we don’t have the budget right now.

Hiring 96

Hiring Face-to-face Call-back Up-Sell 96

Hubspot Sales

FEBRUARY 21, 2020

A tool like HubSpot Sales Hub can help your team save time on grueling administrative tasks so they can focus on selling and engaging with prospects. Dashboards also allow you to track salespeople who are sending a ton of emails, booking a lot of meetings, and giving an incredible amount of demos. Opportunities by stage.

Hiring 137

Hiring Lead Rank How To Hubspot 137

criteria for success

JULY 15, 2021

We’ve all been there: a major prospect said no and our pipeline suddenly disappeared. Build a prospecting action plan for the next month to fill it, and make sure you establish better prospecting habits moving forward so it doesn’t happen again. Are they booking more demos? State of Emergency. Pipeline blown out?

Coaching 98

Coaching Sales Management Pipeline Sales Qualified Lead 98

Gong.io

JUNE 18, 2018

The only thing worse than a prospect with an objection is a frustrated prospect who thinks you aren’t paying attention to their question, or that you don’t have the smarts to understand them. And these unhappy prospects will ultimately lead to a prolonged sales cycle. So what do you do if your prospect raises pricing early on?

Sales Cycle 85

Sales Cycle Hiring Call-back Exact 85

Sales Hacker

DECEMBER 30, 2020

Remote selling has made sales prospecting a lot harder. CRM systems allow salespeople to automate the tedious, repetitive tasks that come with prospecting. The more administrative work you can automate for your sales team, the more time they can focus on creating a personalized selling experience for leads.

Revenue 134

Revenue Lead Rank Hiring Account Based Marketing 134

Gong.io

NOVEMBER 12, 2021

These are the top sales skills… with data to support them. #1 1 Sales Skills for Prospecting: The ideal talk-to-listen ratio. But the top sales reps are great at prospecting. For most sales calls, it’s about listening (we’ll get to that skill a bit later). Sound advice… but NOT for prospecting calls.

Cold Calling 118

Cold Calling Negotiation Face-to-face Objections 118