The Pipeline

MARCH 3, 2014

I have recently become a victim of some bad, no absolutely terrible, attempts at prospecting by people who bring little to their chosen profession, sales. So why they would have wasted time and energy pursuing me is beyond me, but they did, and here is how it unfolded. By Tibor Shanto - tibor.shanto@sellbetter.ca. Tibor Shanto .

Inbound 287

Inbound Outbound Follow-up Energy 287

Mr. Inside Sales

JANUARY 7, 2023

Can you deliver it with a bit more energy? Or less energy? Qualifying prospects. Giving successful presentations and dealing with objections. Step Four: Be prepared to revise your rebuttals as needed. When listening to your calls, find ways to improve. Can a rebuttal be shortened? When you stop learning, you stop earning.

Face-to-face 259

Face-to-face Guarantee Gatekeeper Decision Maker 259

Mr. Inside Sales

JUNE 30, 2024

I invested time, energy, and, yes, a little bit of money in myself! Imagine: for less than $18 you can suddenly fly past gatekeepers, overcome initial resistance statements from prospects, and qualify leads so you’ll know exactly how to close them! How did I do that? You can, too!

Gatekeeper 255

Gatekeeper Face-to-face Sales Qualified Lead Decision Maker 255

Julie Hanson

FEBRUARY 8, 2021

Though unlike the nervous salesperson silently sitting in front of their computer awaiting their doom, the well-trained actor knows that sitting still before a performance spells disaster – natural nervous energy quickly turns to tension when the body has no way to release it. What is the prospect looking for? Move your body.

Energy 112

Energy Video Call-back Intent 112

Mr. Inside Sales

OCTOBER 21, 2022

My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. If possible, stand up a few times a day, or get in the habit of pacing while on the phone with a prospect or customer.

Face-to-face 271

Face-to-face Gatekeeper Decision Maker Licensing 271

Anne Miller

OCTOBER 23, 2020

What can you do to get a rapid response from prospects? Check out LinkedIn and your internal company contacts to see who might know your prospect and request to be introduced to that person. Relate that to specific changes in your prospect’s industry and, then, why it is worth having a conversation with you. Get a Referral.

Prospecting 162

Prospecting Cold Calling Referrals Guarantee 162

Mr. Inside Sales

APRIL 14, 2024

Several of his books include: “The Power of Positive Leadership,” “The Energy Bus,” etc. Going into the office has tons of benefits, including feeding off the energy of other reps, having constant access to my manager, etc.” Good morning everyone! Check them out on Amazon if you’re interested in learning more.

Face-to-face 224

Face-to-face Gatekeeper Decision Maker Licensing 224

Mr. Inside Sales

DECEMBER 18, 2020

I was sold on scripting out my presentation. I have to go with the flow because each prospect is different,” he persisted. Brad didn’t believe in putting in the time, energy, or money to get better. Brad wasn’t. I invested in Stan’s training materials, and I committed to learning, practicing, and doing what he suggested.

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Decision Maker 310

Jeffrey Gitomer

AUGUST 23, 2011

They concentrate on the system and not the prospect. Attitude is the energy from which successful people flourish. Questions must demand that the prospect be encouraged to consider new information (not tell you information you could have looked up yourself). That’s where the hardship starts. What is selling about?

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

The Pipeline

NOVEMBER 28, 2013

Sellers are taught to ask probing questions, trying to discover what the opportunities can be uncovered, where the “pain” may be that will allow us to present “the solution”, win hearts and minds of buyer, win the sale, and win the day. The key here is to spend more time with the right prospects, those most likely to buy (from you).

ACT 253

ACT Ideal Customer Profile Policies Buyer 253

Julie Hanson

APRIL 19, 2022

Video can be a powerful sales outreach tool — but only if the prospect watches it. As the number of videos sent out by sellers has exploded, prospects have become more ruthless about what videos they choose to watch. So “how do you record a prospect video that gets watched?” If you do, your prospect will likely never see it! .

Video 135

Video Prospecting How To Face-to-face 135

The Pipeline

AUGUST 2, 2013

Many of them manage with the old, brutal sales blueprint of success: aggressively chasing down customers and holding them in a headlock while they present and coerce them into buying. A good coach has energy that is contagious and persuasive. Model the kind of positive energy you want to see. ecosystem is completely different.

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

The Pipeline

AUGUST 21, 2014

Ask the same questions you would of a reluctant prospect. Many like to present some form of ROI, and a good ROI discussion also looks at the risk and cost of inaction. So as long as it is legal, moral, and helps both you and your buyer, invest your energy in building your abilities. What’s in Your Pipeline? Tibor Shanto .

ROI 303

ROI Face-to-face Buyer Energy 303

The Pipeline

APRIL 16, 2019

While there are distinct sources of stress for a sales rep, their manager, customers and the ever-present quota. The advent unlimited calling eliminated that, no need to waste energy time thinking about as you talk all day long. Prospecting. You know you need to prospect. Unlike the masses, they have eliminated it.

Quota 236

Quota Real Estate Pipeline Ideal Customer Profile 236

The Pipeline

DECEMBER 9, 2013

For qualifying it works because it highlights areas that must be present if you are to achieve a sales. That’s the realization takes someone from status quo, the majority of the market, to engaged prospect. While a buyer may have budget, authority, and has a record of acting in a timely way, but may not have a real or perceived need.

Sales Qualified Lead 275

Sales Qualified Lead Objections Energy Pipeline 275

The Pipeline

JUNE 15, 2017

There is no denying that summer brings a different rhythm, energy and cadence to sales. Unfortunately, this just feeds in to tribal notions about selling the summer; no doubt helped by prospects and customers using “summer” to hold sellers at bay and fend off making decisions.

Energy 194

Energy Face-to-face Quota Education 194

No More Cold Calling

NOVEMBER 23, 2021

Without it, your prospects figure you’re not interested, and they tune out. We sat through boring PowerPoint presentations with no discussion. It’s also my only way to make eye contact with many clients and prospects, so I’ve learned to live with it. Just gesturing gave me energy and brought out my personality.

Video 289

Video Cold Calling Exercises Conference 289

The Pipeline

DECEMBER 29, 2016

So they set things up in a spreadsheet for presentation. This line of questioning often fools sales people making them believe that the interest is real due to the specificity of the questions, and the degree of engagement by the prospect. (I Column A – This has all their requirements. Be a Contender in 2017! See you next year!!

Vendor 211

Vendor Call-back Buyer Energy 211

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. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Zoominfo

FEBRUARY 26, 2021

Think about it: Traditional sales software applications have long since been deployed in streamlining daily tasks associated with prospecting and pipeline management. As these use cases matured, the next evolution presented itself in the form of what today is known as a sales automation platform. How Does Sales Automation Work?

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

The Pipeline

JULY 16, 2015

When it comes to effective prospecting there is usually a complete imbalance between two critical components of an effective message. Most people tend to focus way too much on the message, and the content, then fail to pay sufficient focus and energy on the delivery, often resulting in great content and message being wasted.

Prospecting 120

Prospecting Handbook Cold Calling Objections 120

Mr. Inside Sales

DECEMBER 23, 2023

I hope this has inspired you to invest the time, energy, and a little bit of money into yourself and your career. Whether it’s my material, or someone else’s, do yourself a favor and study and learn how to get better. Remember, if nothing changes, then nothing changes. Believe me, you’ll forever thank yourself that you did.

Face-to-face 233

Face-to-face Gatekeeper Decision Maker Licensing 233

Score More Sales

FEBRUARY 25, 2014

Offering visual descriptions to prospects on how your services will solve their big issues is a great start. Determination, persistence and energy–everything a sales manager wants in a new hire, expressed metaphorically to win a job. Present ideas to top executives in a powerful way. Is it because of anything you said?

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

Hubspot Sales

AUGUST 12, 2020

Inbound salespeople focus on their prospect's pain points, act as a trusted consultant, and adapt their sales process to the buyer journey. Lead with a helpful, customized prospecting message. Craft customized questions to uncover the prospect's pain. Give a tailored presentation. What is inbound sales?

Inbound 140

Inbound Top of Funnel Outsourcing Services Hiring 140

Mr. Inside Sales

APRIL 29, 2022

Answer: They all take you (and your successful energy) away from your desk—and your next pitch. He then suggested that my next presentation might benefit from the success and momentum I had. I was a little offended by this, but I took his advice and channeled my energy into my next pitch, and guess what? Heck yeah!”

Face-to-face 156

Face-to-face Gatekeeper Energy Decision Maker 156

Sales and Marketing Management

OCTOBER 16, 2017

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. Storytelling gives a prospect a compelling reason to hear you out. Early stage prospects often gravitate toward videos and short, educational demonstrations. Closing the deal.

Real Estate 243

Real Estate Construction Scale Hiring 243

Julie Hanson

JANUARY 15, 2024

Every time I read an article about virtual presentation mistakes, I roll my eyes. But those are the same mistakes sellers make with in-person presentations. What is rarely discussed are those surprising virtual presentation fails exclusive to presenting in an online world. And they’re hiding in plain sight!

Face-to-face 78

Face-to-face Energy SAP Video 78

Hubspot Sales

DECEMBER 18, 2019

Whether you’re struggling to get sales prospects to buy into your message or you just want to make your sales presentations as effective as they can be, storytelling could be the answer. In order to buy into your narrative, your prospective customers need to be able to see elements of themselves in the main character of your story.

Buyer Persona 105

Buyer Persona Face-to-face Construction Infusion 105

The Pipeline

AUGUST 21, 2018

There is no denying that summer brings a different rhythm and energy to sales. While on the surface some of the reasoning presented by prospects (and often accepted at face value by some reps), may sound reasonable, they’re not. Sales cycles are no strangers to cyclicality and seasonal swings. And how do they do that?

Energy 79

Energy Decision Maker Objections Face-to-face 79

The Pipeline

JUNE 1, 2017

Telephone prospecting is hard, in fact so hard that most people spend a disproportionate amount of time and energy trying to avoid it. The net effect is the same, no engagement, no prospect. Namely, things the prospect was likely thinking about before you interrupted their day.

Objections 180

Objections Fashion Energy Prospecting 180

Jeffrey Gitomer

MARCH 18, 2019

Synergize your goals – combine business and fitness goals to maximize energy and productivity. More than 500 of the areas top sales professionals listened to Ty Boyd share his presentation skills. Skills that have been crafted in more than 5,000 presentations to more than 1,000,000 people world–wide. Be yourself.

Proposal 184

Proposal Energy Maximizer Up-Sell 184

criteria for success

JULY 8, 2021

Are you struggling to make headway with indecisive prospects? When working with indecisive prospects, it can be extremely difficult to move forward in your selling process. The 5 following approaches can be your solution for dealing with indecisive prospects without seeming desperate and pushy. We can help! Lead with honesty.

Prospecting 98

Prospecting How To Guidelines Webinar Metrics 98

Zoominfo

MARCH 12, 2019

Prospects enjoy real-world examples and actionable advice, both of which are prominently featured webinar content. And, on the flip side, a written Q&A allows your most interested prospects to take as much time as they need to process and unpack complex ideas. Share presentation slides. Include a full transcript.

Webinar Metrics 214

Webinar Metrics Social Media B2B Conference 214

The Sales Heretic

AUGUST 1, 2017

A quick note of explanation: Aikido is a Japanese martial art that focuses on redirecting an attacker’s energy and using [.]. At one point, as most of the class was struggling with a particular technique, Ikeda Sensei uttered some extremely important words.

Energy 214

Energy Negotiation Objections Closing 214

Zoominfo

AUGUST 21, 2019

Sales enablement refers to the process of providing a sales team with the information and content they need to nurture prospects and close deals more efficiently. A sales enablement content strategy involves a structured process for sales teams to access and deliver relevant content to the prospects in their sales pipeline. .

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

Hubspot Sales

MARCH 25, 2024

Here it is: Prospects aren't always easy to deal with. So to help you get a sense of the kinds of buyers you need to look out for (and what to do when you‘re dealing with them), we asked some sales leaders for their takes on the most difficult types of prospects to work with and how to engage with them effectively. You're welcome.

Prospecting 111

Prospecting Cancellation How To Revelation 111

The Pipeline

JULY 10, 2017

While many know some of their metrics and conversion rates, few take time to explore and understand their prospects’ closing average or ratio. The change in outcome does not always mean a closed deal, but saved time, energy and refocus on better opportunities in your pipeline.

Closing 198

Closing Vendor Energy Pipeline 198