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.”

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Construction Energy Up-Sell ACT 377

The Pipeline

AUGUST 31, 2021

Closing business and prospecting to ensure you avoid the January lull with a pipeline that propel you to success. The best way to approach is to take your cues from your prospects, buyers and clients. So, as you talk to your prospects and clients, don’t forget referrals. Try Something New. One More Thing To Think About.

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Harvest Referrals Call-back Video 360

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.

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Prospecting Guarantee Objections Energy 169

Smooth Sale

DECEMBER 10, 2024

Photo by GDJ via Pixabay Attract the Right Job or Clientele: Business Success Requires A Positive Mindset and High Energy Others can feel our vibe through our words, actions, and deeds. By creating a fix-it plan with goals, too, energy lifts, we feel the enthusiasm for a calmer road ahead.

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Energy Positioning Hiring Networking 93

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].

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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.

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Objections Handbook Lead Rank Energy 310

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!):

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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.

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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! .

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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.

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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!

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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.

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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.

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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.

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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.

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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!

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

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.

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Engineering Small Business Small Business Banking 262

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.

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Face-to-face Gatekeeper Decision Maker Licensing 224

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?

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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.

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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?

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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.

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Scale Quota Margin Referrals 265

The Pipeline

APRIL 16, 2019

The advent unlimited calling eliminated that, no need to waste energy time thinking about as you talk all day long. Prospecting. One area of sales that is easy to practice, needs to be drilled and is usually not, is prospecting. You know you need to prospect. Unlike the masses, they have eliminated it.

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Quota Real Estate Pipeline Ideal Customer Profile 236

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.

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Hiring Decision Maker Energy Face-to-face 233

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?

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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.

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Energy Channels Motivation Face-to-face 246

Sales 2.0

OCTOBER 15, 2020

In most sales jobs, prospecting is the key to success. But prospecting is not easy ( per Vengreso 73% of sales people say it’s the hardest part of selling). Put prospecting off long enough during your day and other things will come up and it won’t happen. You need to “time block” your prospecting. It’s like running.

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Social Media Energy Fashion Exercises 170

Mr. Inside Sales

DECEMBER 18, 2020

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 thought he knew better. Brad didn’t believe in using scripts. I’ll sound like a telemarkerter,” he moaned. “I So, he didn’t. Fast forward to our Starbucks encounter.

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Face-to-face Inside Sales Gatekeeper Decision Maker 310

No More Cold Calling

NOVEMBER 23, 2021

Without it, your prospects figure you’re not interested, and they tune out. 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. The importance of eye contact in sales (even virtual sales) can’t be overstated.

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Video Cold Calling Exercises Conference 289

The Sales Heretic

JANUARY 7, 2020

And if you’re going after more clients, it behooves you to focus your time, money, and energy on those clients who will provide you with the biggest return on your efforts. Everyone in business wants more customers. But not all customers are created equal. Some are better for you than others. Which means in your [.].

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Energy Customer Referrals Prospecting 227

Sales Gravy

JANUARY 7, 2025

If you want to get on the show with me and ask your question, sign up HERE Question One: Cutting Through the Noise When Prospecting Bob from Tullahoma, Tennessee (whom we affectionately call Outbound Bob because hes been to our Outbound Conference so many times!) Short-Burst Sprints Im a fan of high-intensity prospecting sprints.

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Prospecting Face-to-face Outbound Segment 91

Zoominfo

AUGUST 18, 2020

Do you have your prospects’ email addresses and direct dial phone numbers on hand? How much do you know about each prospect’s professional background? So, what are the things that stand in the way of a salesperson actually getting in contact with a prospect? Researching Prospects. Identifying prospects.

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Ideal Customer Profile Decision Maker Analysis CRM 264

The Pipeline

MARCH 3, 2020

They have invested time and energy learning things, and now we turn? I ask reps to step back think of their number one prospect, and ask how things have changed with that constituency? The more you work at getting rid of the bad the greater likelihood the ‘new good’ will hold.

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Face-to-face Pipeline ROI Energy 362

The Pipeline

NOVEMBER 9, 2021

It takes more energy to scramble at the end, than digging a bit more at the start. Year end should be a time for where you can add extra value by helping prospects plan. Like winning an account no one thought I could or should. Much more profitable long shot, especially with the luxury of time.

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Energy Video Account Prospecting 201

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.

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Energy Negotiation Objections Closing 214

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.

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Face-to-face Gatekeeper Decision Maker Licensing 233

No More Cold Calling

JANUARY 14, 2021

So, I’m committing to spending time on-camera answering your questions and sharing powerful tips and methods to revolutionize your prospecting. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? Always free. Always fabulous! All episodes are recorded, so you won’t miss out. Think again.

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Gatekeeper Cold Calling Referrals Telemarketing 265