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

The Pipeline

MAY 6, 2020

Before we dig in, some of you will know Jeff, he is a consultant, author of The Five Forgotten Fundamentals of Prospecting, co-host of The Why and The Buy Podcast. Jeff looks past the mechanics to “forward-thinking, constructive activities like these build positive energy and momentum.”

Construction 377

Construction Energy Up-Sell ACT 377

The Sales Hunter

SEPTEMBER 3, 2019

Effective prospecting can be summed up in three words. I refer to them as the 3 traits you need to have if you want to be successful at prospecting. Persistence means prospecting when you don’t want to or when you’d rather be doing easier, more enjoyable things. Don’t say it’s ok, because you only use email to prospect.

Prospecting 169

Prospecting Guarantee Objections Energy 169

Sales Gravy

MARCH 20, 2025

He had the energy and the drive, but he was missing something critical: guidance. Hed get shut down early, lose deals at the negotiation table, and get ghosted by prospects who had initially shown interest. Timing, tone, objection handling, and reading the prospects emotional state. But his close rate was abysmal.

Face-to-face 111

Face-to-face Sports Construction Negotiation 111

Sales Gravy

APRIL 29, 2025

If you're doing any kind of cold calling or prospecting, you'll eventually hear this objection: "I'm in a meeting right now." Three Ways to Handle the "I'm in a Meeting" Prospecting Objection As I explained to Paul, how you respond in that moment can make or break your opportunity to move forward. I figured you would be busy.

Objections 80

Objections Meeting Decision Maker Pivotal 80

Sales Gravy

OCTOBER 29, 2024

– Results in prospecting don’t happen overnight; staying consistent over time is key to building a strong pipeline and generating lasting success. – The opening of a conversation is just as important as closing a deal, making daily prospecting essential for building new relationships.

Ideal Customer Profile 97

Ideal Customer Profile Outbound Strategy Social Media 97

Sales Gravy

JANUARY 16, 2025

Energizing Through Friendly Competition: Workplace challengeslike those inspired by sports or creative competitionsinject energy into teams. Leaders should coach their teams on foundational skills like effective communication, active listening, and prospecting to rebuild momentum and confidence.

Coaching 98

Coaching Sports Pivotal Energy 98

Zoominfo

MARCH 26, 2025

Imagine that one of your top sales reps spends weeks courting a promising prospect, only to discover at the 11th hour that its actually a subsidiary of your largest customer. When a rep pours energy into an account only to learn it actually belonged to someone else, frustration soars. Reps spend time selling, not sleuthing.

Data 130

Data Revenue Scale Territories 130

Sales Gravy

OCTOBER 15, 2024

Value-Based Selling: One of the major challenges in sales is convincing prospects to see beyond the initial costs and focus on the long-term benefits. Attendees can network with peers, gain insights from successful speakers, and improve productivity, prospecting, and sales pipeline strategies.

Outbound 98

Outbound Lead Rank Lead Scoring Conference 98

Bernadette McClelland

NOVEMBER 13, 2022

You end up coming from a place of incongruence and it’s an awkward energy. I didn’t want to be one of those prospects who dissed a seller without at least giving them the time of day and opportunity for them to shift my thinking. Spoiler alert – this is not just a sales issue].

Face-to-face 83

Face-to-face Cold Calling Energy Relationals 83

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. The goal is to understand and develop means of dealing with the inevitable, not waste time or energy trying to avoid. Their most familiar and practiced path, 80% of the time it is one of five.

Objections 310

Objections Handbook Lead Rank Energy 310

Sales Gravy

DECEMBER 25, 2024

Relentless Prospecting Wins Deals: The deals you close tomorrow start with the work you do today. This year, we discussed the importance of consistent prospecting and how staying disciplined with your outreach pays off. But heres the truth: your prospects dont care about youthey care about themselves.

Conversion 97

Conversion Call-back Exercises Energy 97

Mr. Inside Sales

JUNE 22, 2024

first, I could save myself A LOT of time and energy. Once I get my prospect on the phone for our chosen closing time, I open with: “Before I get started, I’m sure you’ve looked over things, so, what questions do you have for me?” So here is how I currently start my closing calls ( yes , I’m still closing sales!):

Closing 255

Closing Face-to-face Gatekeeper Sales Qualified Lead 255

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

Zoominfo

FEBRUARY 18, 2025

Sales teams thrive on the energy of effective outreach, but managing outbound calls at scale requires a lot more than just smiling and dialing. By centralizing call data, sales teams gain insights into call effectiveness, prospect engagement, and overall campaign success. Learn More about Close 3. Pipeline management and deal tracking.

Outbound 130

Outbound Software Software Buyer Intent 130

Sales Gravy

FEBRUARY 11, 2025

Below, youll find practical strategies to bridge that confidence gap, project authority, and demonstrate a relaxed assertiveness that resonates with prospects of any age. As I reminded her, rarely will a prospect openly declare, I dont respect you because youre young. Instead, we often impose that narrative on ourselves.

Face-to-face 87

Face-to-face Call-back Objections Energy 87

Mr. Inside Sales

JANUARY 7, 2023

Can you deliver it with a bit more energy? Or less energy? Qualifying prospects. Step Four: Be prepared to revise your rebuttals as needed. When listening to your calls, find ways to improve. Can a rebuttal be shortened? Never stop learning, critiquing and getting better. When you stop learning, you stop earning.

Face-to-face 259

Face-to-face Guarantee Gatekeeper Decision Maker 259

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

OCTOBER 23, 2017

But many sales people cherry pick time, and use it to avoid things that have to be done, like prospecting for example. Regularly when I ask buyers why they didn’t prospect, or when they plan to prospect, I hear “I’ll get around to it when I have time”. Which may lead one to conclude that they do not want to prospect.

Banking 268

Banking Sales Qualified Lead Quota Proposal 268

The Pipeline

SEPTEMBER 26, 2016

Often we spend too much time, energy and emotion worrying about the things we can’t control, while deliberately ignoring and not attending to things we can control, and would make a difference if we did. They are but only for those who have developed the habit of making prospecting part of their ongoing routine. What a waste!

Prospecting 120

Prospecting Pipeline Face-to-face Sales Cycle 120

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. What’s more, these platforms incorporated the use of B2B contact and company intelligence to help identify, connect with and close the right prospects, at the right time.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

The Pipeline

JANUARY 19, 2021

If prospects like the outcome they will take interest in the process. But When prospecting, not selling, you should share the ultimate outcome right at the start. So the ultimate outcome may be a redesign of school cafeterias, reducing energy consumption. Preferring instead to take the buyer on an unnecessary journey.

Territories 241

Territories Energy Up-Sell Buyer 241

Sales 2.0

AUGUST 13, 2024

The #1 challenge for most salespeople, and small business owners, is getting enough meetings with prospects for their product or service. Some people think the solution to this problem is “to do more”, send more prospecting emails and make more cold calls. Buyers will take calls from people that their friends and colleagues recommend.

Lead Rank 195

Lead Rank Cold Calling Ideal Customer Profile Energy 195

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

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

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Aggressive, generic offers were just as fruitless, especially when the prospect hadn’t already confirmed their interest in what I was offering. (In

Closing 122

Closing Quota How To Webinar Metrics 122

Sales 2.0

OCTOBER 11, 2019

That is where those sales people spent all their time and energy (at least if they were good.) Once the realization hit me that setting meetings with prospects was the key to my success, I went to my sales manager to find out how to do this. Their biggest problem is not enough meetings with prospective customers.

Engineering 262

Engineering Small Business Small Business Banking 262

No More Cold Calling

DECEMBER 18, 2014

Respect the Gatekeeper Gatekeepers—receptionists, administrative assistants, and executive admins—are valuable to the executives whose time and energy they protect, but not to you, at least not until you’ve developed a relationship with them. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect?

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

Allego

MARCH 24, 2023

For salespeople, social selling is a great investment of time and energy. It’s tougher to get attention than ever before and LinkedIn gives you a new way to prospect and build a network. It’s a site where you have a captive audience of your ideal prospects every single day. Here’s where she gets her ideas.

LinkedIn 118

LinkedIn Prospecting Ideal Customer Profile Call-back 118

No More Cold Calling

NOVEMBER 23, 2017

Most scramble to assemble every available technology to track down prospects and fill their pipelines. They figure the best strategy for how to generate leads is to research trigger events, send prospecting emails, reach out on social media, cold call , and invite prospects to events. So, what do account based selling teams do?

Lead Generation 125

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 125

The Pipeline

OCTOBER 9, 2017

Building a base of knowledge and understanding with a given prospect, their objectives, hurdles, etc., If you want to put your fingers on the scale, don’t use time, use prospecting instead. So rather than putting all that energy towards shaving hours or days off your cycle, why not invest the time in prospecting.

Scale 265

Scale Quota Margin Referrals 265

Sales Gravy

DECEMBER 22, 2024

made that call, handled that prospect differently, taken that chance, been there or done that. They sap your energy, crush your confidence, and keep you from moving forward. They keep lamenting, "If only I had." * "made that call, * handled that prospect differently, * taken that chance, * been there or done that.

SAP 97

SAP Call-back Energy Objections 97

Sales and Marketing Management

JANUARY 7, 2019

After first considering workshops, how about motivational training to foster the kind of positive attitude that helps staff better deal with the ups and downs of the sales cycle, to more effectively develop prospects, build value, and open up new business opportunities? Forrester research.

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Sales Hacker

FEBRUARY 15, 2024

Even if you’ve defined your ICP and created a targeted list of prospects, you may still find that your prospecting isn’t generating impactful results. Learn how these factors impact your prospecting, and what you can do to yield better outcomes in sales. #1: To improve prospecting, relevance is key.

Ideal Customer Profile 122

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 122

Sales 2.0

MARCH 30, 2014

So when you tell me you’ve worked for “super rich investment bank” and “money flowing all over the place energy company” that does NOT make me think your software would be a perfect fit for us. Prospecting Sales 2.0 You see my company is not that big. We don’t have huge budgets. We know that. Your thoughts?

Tools 323

Tools Face-to-face Social Selling Banking 323

Zoominfo

DECEMBER 10, 2020

Not just with prospects, but with management. For us, that level of salesroom energy is a core part of our culture. It’s a company-wide energy. “We So that’s been one way to have everyone keep the energy going despite everything going on around us”. Communication in Sales: Clear is Kind. Unclear is Unkind.

Energy 246

Energy Channels Motivation Face-to-face 246

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