Hubspot Sales

JULY 12, 2021

Here, we've listed essential activities that will get sales reps into the right state of mind to sell, sell some more, and keep selling because their focus, energy, and ambition will be in the right place to help them succeed and achieve their true potential. Follow, engage, get positive energy, and sell more as a result.

Energy 125

Energy Social Media Face-to-face Call-back 125

The Pipeline

OCTOBER 24, 2019

Over the years, I have found that some of my best prospect interviews have come as a result of something another prospect asked me. As a bonus, your prospects/customers will help you sell your next deal without them even knowing or caring. Refining how they prospect and conduct discovery. By Tibor Shanto.

Prospecting 205

Prospecting Training SME ROI 205

eGrabber

SEPTEMBER 27, 2024

–Confucius This famous quote rings true for many aspects of life, including sales prospecting. Despite the critical role it plays in securing new clients, sales prospecting often ends up as a dreaded task for many SDRs (Sales Development Representatives). This leads to low energy and a lack of motivation.

Quota 52

Quota Motivation Decision Maker Prospecting 52

eGrabber

JUNE 18, 2021

You need to have a great amount of sales energy & motivation to defy all odds and become top performers. But, it is a tough ask to maintain the sales energy consistently. You need to agree that there are times where the energy levels dip and pull you down. Sales Wins Boost Sales Energy than Anything Else.

Energy 52

Energy Hiring Decision Maker Ideal Customer Profile 52

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

SBI

JANUARY 22, 2013

Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use. Twenty years ago, the connection between energy efficiency and environmental benefits was poorly understood by the general population. Today, nearly everyone agrees that it’s important to save energy. Converting Prospects.

Energy 138

Energy Revenue How To Proposal 138

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 96

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 96

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 134

Video Prospecting How To Face-to-face 134

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

RAIN Group

JANUARY 26, 2022

66% of respondents agree that people in their organization don’t dedicate enough time or energy to prospecting, according to our Top Performance in Sales Prospecting research. Beyond that:

Prospecting 105

Prospecting Energy Research Sales 105

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 Licensing 255

Selling Energy

APRIL 6, 2022

Today, we’ll continue with some more strategies for reframing the value of efficiency for residential prospects.

Energy 68

Energy Strategy Prospecting Sales 68

The Pipeline

FEBRUARY 17, 2014

One question I am asked regularly is what is the best time to prospect, be that of day, time of week, etc. Many sales pundits will insist that you should prospect first thing in the day, giving a bounce to your day, allowing you to spend the rest of it selling. Think of it as a “double double” of prospecting.

Prospecting 312

Prospecting Cold Calling Top of Funnel Call-back 312

The Sales Hunter

JUNE 11, 2015

In looking at the things that will help voicemail work for you in your prospecting efforts, we have arrived at the 5th tip: #5: Your message must be one that conveys energy and confidence in your voice. Your prospect is busy. The last thing they want to listen to is a train wreck! (Be Be […].

Energy 100

Energy Prospecting Training Selling Skills 100

SalesFuel

JULY 15, 2024

You may be surprised that there are times when you should walk away from a prospect. It’s important to recognize when a prospect isn’t worth pursuing. Why walk away from a prospect? There are many reasons why sellers should engage in quality qualification: They avoid wasting time on a prospect who isn’t able or willing to buy.

Prospecting 52

Prospecting Sales Qualified Lead Hiring ACT 52

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

Selling Energy

SEPTEMBER 1, 2022

The more benefits you can come up with in each of these categories, the more value your offering has (and hence, the more likely your prospect will approve the project).

Benefit 80

Benefit Energy Proposal Up-Sell 80

Selling Energy

JANUARY 3, 2023

As energy sales professionals, we’re often faced with situations in which prospects get hung up on the cost of the project. In some cases, they even try to low-ball us by mentioning bids from lower-cost vendors.

Prospecting 68

Prospecting Face-to-face Vendor Energy 68

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 Licensing 255

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 Licensing Decision Maker 224

Increase Sales

SEPTEMBER 27, 2016

Sometimes in sales, people confuse energy with passion. When salespeople infuse emotional intelligence into their sales conversation, they now are delivering empathetic energy. Low energy does not sell. Misplaced high energy also does not sell. Empathetic energy can be quiet and still high.

Energy 70

Energy Infusion Facebook Up-Sell 70

Selling Energy

JULY 28, 2023

If you’re meeting resistance while pitching an energy solution , try stepping into your prospect’s shoes for a moment. Remember, you’re not just selling to a company; you’re selling to one or more individuals within that company, each of which has a specific role and specific interests that you need to understand.

Prospecting 79

Prospecting Energy Up-Sell Meeting 79

Hubspot Sales

APRIL 26, 2023

After all, you've spent time, energy, and resources building a relationship — and giving up means you have nothing to show for it. And even if you manage to convince a poor-fit prospect to buy, you're setting yourself up for an unhappy customer relationship and a potential hit to your reputation. They (really) don't have the budget.

Prospecting 116

Prospecting Decision Maker Lead Rank Lead Scoring 116

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

Selling Energy

JUNE 9, 2021

In energy efficiency sales, prospects are motivated by more than just increased energy efficiency and decreased long-term cost. Determining what motivates your prospect can help determine your best approach to persuading them to adopt your offering:

Motivation 52

Motivation Prospecting Energy Sales 52

Sales 2.0

APRIL 15, 2014

In a previous post I went on about how uninspiring (and ineffective) it is for a sales person to call a prospect to “just touch base”. When I was only selling and had been prospecting hard for a long time I started to feel that buyers had no problems. Have the idea match something your particular prospect cares about.

Prospecting 239

Prospecting Account Call-back Resources 239

Sales and Marketing Management

JULY 27, 2018

You may plow ahead by setting up a meeting with a prospective customer, then spend hours putting together the perfect pitch, only to find out your information was off base, and the customer isn’t ready to buy, or has little need for what you’re selling. . How did your source get their information? Check Your Biases. Explore Existing Tools.

Prospecting 185

Prospecting Decision Maker How To Social Media 185

Increase Sales

JANUARY 8, 2016

For me this word supplied the emotional and intellectual energy needed to achieve my sales goals this year. Our energy drains and then discouragement sets in. We have lost precious time because our energy is gone. Yes, this did take some energy and time. So far this year, I have become far more intentional.

Intent 70

Intent Energy Sales Leadership LinkedIn 70

The Pipeline

MAY 18, 2017

Sellers are a wonderfully optimistic lot, having drank the Kool Aid about their “solution”, believing that they are indeed the cavalry coming over the hill to heal all that pains their potential prospects. That however is not the reality of a prospecting call, or dare I say, cold call; enthusiasm is not enough, in fact can be your undoing.

Prospecting 205

Prospecting Infusion Cold Calling Call-back 205

Selling Energy

JULY 6, 2021

Energy efficiency can affect many line items on a business’ Income Statement (also known as the “Profit and Loss Statement” or “P&L”). If you look at the full picture through the lens of business acumen, you’ll see how effective it can be to discuss the potential P&L benefits of your efficiency project with your prospects.

Benefit 74

Benefit Prospecting Energy Sales 74

Pipeliner

SEPTEMBER 20, 2021

If salespeople want to maximize their profits and make the most out of their time, they need to learn how to personalize their prospects while conserving time. While this might seem contradictory, it can be done with good prospecting software and a detailed prospecting plan. . The Importance of Continually Prospecting.

Prospecting 98

Prospecting Gatekeeper Decision Maker Outbound 98

Women Sales Pros

JULY 5, 2019

3 Strategies To Build A Better List Get prospecting right and the rest of the sales process will take care of itself. It’s true – There’s very little that can positive impact the sale more than prospecting. If you master the art of identifying and finding the right prospect, the rest of your sales process will just fall into place.

Prospecting 88

Prospecting How To Energy Guarantee 88

Selling Energy

JANUARY 3, 2023

As energy sales professionals, we’re often faced with situations in which prospects get hung up on the cost of the project. In some cases, they even try to low-ball us by mentioning bids from lower-cost vendors.

Prospecting 52

Prospecting Face-to-face Vendor Energy 52

Bernadette McClelland

MAY 22, 2022

And to those of you for whom this rings a bell, I am going to challenge you to be more aware of the language you use around selling, prospecting, negotiating, asking for the business and achieving (or overachieving) targets and encourage you to reassess your wording as a first step.

Energy 448

Energy Commission Up-Sell Conference 448

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 Licensing 259

The Sales Heretic

JANUARY 13, 2015

Then you need more prospects! In this 7½-minute segment, I share five places to find quality prospects. Devote your time and energy to one or more of these five options and you’ll have a [.]. Sales business expert prospect' Want to make more sales this year? But where are they??

Prospecting 120

Prospecting Segment Energy Sales 120

No More Cold Calling

AUGUST 22, 2024

Without high-quality prospects, your team can’t close enough deals to meet revenue targets. Or, they end up closing deals with PITAs —”pain in the ass” clients who drain your company’s time, energy, resources, and patience—instead of the ideal clients you want to be working with.

Referrals 177

Referrals Sales Qualified Lead Hiring Face-to-face 177