Sales 2.0

JULY 17, 2019

I graduated from Wharton’s MBA program in 1993 and had no sales training at all. Since then I’ve sold millions of dollars of technology and services, run my own sales outsourcing and training company, grown a digital agency and pioneered a new approach to selling now known as “social selling”. Getting in-the-door with a cold calling.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Sales Hacker

SEPTEMBER 18, 2020

Their goal is to build a cohesive revenue engine with ever-growing disjointed parts. That’s why I’ve built out the Revenue Engine Framework to help drive you to success. Revenue Engine Optimizers Focus on the Entire Customer Lifecycle. Execution : The process of turning prospects into customers.

Engineering 129

Engineering Revenue Hiring Lead Rank 129

MTD Sales Training

DECEMBER 4, 2017

The way I view LinkedIn is as the biggest and best DECISION MAKER SEARCH ENGINE the world has ever seen! So the real question then is how do you use LinkedIn to prospect and connect to potential leads? Prospecting On LinkedIn. MTD Sales Training. Did you know that… 1 new member joins LinkedIn every second.

LinkedIn 154

LinkedIn Prospecting Ideal Customer Profile Decision Maker 154

The Pipeline

OCTOBER 19, 2020

Jeff is an engineer by training, he has spent his entire career grinding out a sales number as VP and GM of the Canadian subsidiaries of Data General/EMC, NetApp and Veeam Software. Take the Hippo Video & Renbor Sales Solutions, Prospecting Survey. Your Chance To Shape The Future.

Sales Qualified Lead 220

Sales Qualified Lead Engineering Survey Lead Scoring 220

DiscoverOrg Sales

AUGUST 19, 2016

Since I didn’t know any better, I figured that I might as well build the recruiting engine in the same fashion that I built a marketing engine, and it turned out the approach worked. Actively Source and Prospect into Passive Candidates That Fit Target Criteria.

Hiring 222

Hiring Marketing Top of Funnel Cold Calling 222

Sales and Marketing Management

OCTOBER 26, 2018

Author: Michael Nørregaard When prospects are evaluating your company, they’re looking to ultimately maximize their return on investment. They want minimal downtime, support they can rely on and access to as much training as possible, so they can be in turn, as successful as possible with their deployment. This is crucial.

Loyalty 274

Loyalty Customer Face-to-face Video 274

Score More Sales

JULY 22, 2014

I can remember the first day I heard about the search engine – it was early 1999 and it seemed like a nice, helpful tool – not a world game-changer as it has become. The search engine changed everything, and so has the company. Learn about the company your prospective buyer works for. What challenges and successes are there?

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

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

Sales Hacker

JULY 25, 2022

In order for your car to run efficiently, you need every part of your engine firing on all cylinders. Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Every part of your revenue engine serves a specific purpose, but each part supports the whole. Where your problem areas lie.

Engineering 108

Engineering Revenue Top of Funnel Sales Qualified Lead 108

Hubspot Sales

SEPTEMBER 19, 2019

However, basic product knowledge training isn’t enough. So, how can you train your sales reps on the product they’re selling and ensure they’ll remember the information when they’re making a sale? Below, you’ll learn how to train your salespeople to sell your product better and faster. Solve for the customer.

Hiring 144

Hiring Training Case Study Hubspot 144

Understanding the Sales Force

FEBRUARY 12, 2024

Those options work more effectively when attempting to get a prospect to the phone than when trying to get them to buy, but you won’t even get an opportunity to help buy them buy if you are unable to speak or meet with them. I know, what if your prospect is a woman? ” Will whipped cream help? Women play golf!!

Sales Cycle 218

Sales Cycle Engineering Selling Skills Prospecting 218

Hubspot Sales

OCTOBER 14, 2020

Less frequently do we hear about social media being used by sales reps as a way to identify, connect with, educate, nurture, speak to, and convert prospects — this process is known as social selling. Social Media Training for Sales Reps. Why is it so important to train your sales reps in social selling? What is social selling?

Social Selling 137

Social Selling Training Social Media How To 137

Zoominfo

JULY 13, 2021

These plays will then be scaled to strengthen your entire go-to-market engine and drive your team’s success. Nearly every business function can benefit from the insights surfaced during front line conversations with prospects and customers. Coaching and Training Superpowers. A New Category of Signals: Conversation Insights.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Hubspot Sales

SEPTEMBER 30, 2019

There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Use a sales training template.

Hiring 144

Hiring Training Exercises Hubspot 144

Sales and Marketing Management

MAY 14, 2020

With internal meetings (training bootcamps, sales kick-offs, role play sessions, etc.), client and prospect meetings, and industry tradeshows getting postponed and canceled, how can sales teams pivot quickly to drive productivity in a new (predominantly virtual) environment? Should my online training and events be live or asynchronous?

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

No More Cold Calling

APRIL 17, 2014

Engineers, scientists, accountants, lawyers—these folks all study their crafts. But most sales reps enter the field without any formal training. In fact, three out of four salespeople aren’t performing up to par, according to research from sales training consulting firm, Kurlan & Associates. You’ll be dead on.”. Not so fast.

Face-to-face 278

Face-to-face Social Media Oracle eBook 278

MTD Sales Training

JULY 17, 2017

You need to unearth the pain, the desire and the motivations that will get your prospect to take action. Now in an ideal world your prospect will answer your questions EXACTLY the way that you want them to so that your product/service benefits match them like fitting a hand into a glove! We now need to reverse engineer that benefit.

Construction 181

Construction Engineering Software Software 181

Hubspot Sales

DECEMBER 4, 2018

It's easy to sell to prospects who are already interested in your product. But the best salespeople are distinguished from the average ones when it comes to uninterested prospects. But the best salespeople are distinguished from the average ones when it comes to uninterested prospects. How to Earn Your Prospect's Interest.

Prospecting 142

Prospecting Hiring Up-Sell Guarantee 142

SBI Growth

SEPTEMBER 23, 2012

Sales can then do what they should be doing, which is selling, not prospecting. Sales Reps need to train their customers to use Customer Service. This avoids things like monopolizing the time of Sales Engineers for less-profitable deals. Sales can’t do the job alone. If your firm hasn’t begun to “ shift and lift ”, start now.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

Score More Sales

JULY 11, 2013

Take a moment to list out the questions you don’t have answers for with existing clients and also with your top prospective customers. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Scoring Lead Rank 309

MTD Sales Training

JULY 23, 2019

If it’s in the top five, it may be one of the first sites your prospect clicks on when they search you. A custom URL increases your external visibility on search engines. Remember, google searches are identical to LinkedIn’s search engine. This can open up your prospect opportunities by thousands of per cent.

Ideal Customer Profile 161

Ideal Customer Profile LinkedIn Google How To 161

Score More Sales

JUNE 30, 2014

Keep it Tasty – your offers to prospects must be enticing. Train and coach frontline sales leaders. Studies show this is the best place to invest in training with follow-up coaching for reinforcement. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Sales 2.0

JANUARY 11, 2024

AI needs huge amounts of data for training. Here’s my forecast though: Prompt engineering will not be enough to give any business a lasting competitive edge. Prompt engineering will not be a key competitive advantage. Data has been called the “new oil” because of its value to today’s computer systems.

Engineering 195

Engineering Data Hubspot CRM 195

Score More Sales

DECEMBER 16, 2013

Start with LinkedIn and make sure you have a fantastic profile that draws prospects and partners to you. Give prospective customers and those who could refer you many times over the chance to know you. Consider less in-person events and more online engagement with targeted prospects and targeted strategic partners.

Lead Scoring 256

Lead Scoring Lead Rank Ideal Customer Profile LinkedIn 256

MTD Sales Training

AUGUST 10, 2018

My trainer was very diplomatic and said that, even though cold calling wasn’t the most efficient use of a salesperson’s time, you have to sometimes get hold of prospects some way or other, or your pipeline will be as empty as it possibly could be. Put your name and your company in a search engine. First, to be found. Happy selling!

Leads 197

Leads Marketing Qualified Lead Cold Calling LinkedIn 197

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is specific to RFPs. When training and coaching salespeople, the theory of how to sell to companies that buy via the RFP process is not enough.

Decision Maker 207

Decision Maker Data Hiring Proposal 207

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. We do not want more emails or voice mails from sales reps.

Lead Rank 195

Lead Rank Cold Calling Ideal Customer Profile Energy 195

Zoominfo

SEPTEMBER 25, 2018

You’ll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Social Business Engine. Predictable Prospecting. Over the years I’ve received training/coaching from some of the industry’s leading experts.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

The Pipeline

FEBRUARY 4, 2020

What is the impact of that on the use of freed resources, training, managing, and more? Shouldn’t the freed-up time, resources, training, and more – resulted in increases in output? Just as some of the numbers AE’s drive vs. Sales Engineers are questionable. Smaller Treadmills.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Score More Sales

SEPTEMBER 26, 2014

The challenge with the messaging you say to your prospective buyers by phone, through e-mail and in voice mails is that there is no one-size-fits-all. I’m talking a bit differently to a prospective buyer in Seattle, my home town, as I am a fast-paced buyer in a big city like New York. What Helps Most?

Buyer 226

Buyer Compensation Exercises Twitter 226

DiscoverOrg Sales

JUNE 14, 2017

Heavy training to ensure the technology was fully adopted. “My But you need a focused sales engine to achieve that. Over the next few months, Johnson helped implement and train the newly formed inbound sales team to focus on rapid response. Investment in a serious sales tech stack. Everything is automated.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

MTD Sales Training

APRIL 7, 2020

In most situations, you can assess pretty quickly how receptive and open a prospect is if you’re face to face with them. Could your team start producing videos that will help customers and prospects alike in running their business? Engineering companies are changing their lines to deal with needs for medical equipment.

Face-to-face 210

Face-to-face Decision Maker Skype Microsoft 210

The Pipeline

MAY 3, 2018

The piece – SalesBlocks – Engineering Sales – starts by James sharing “I am an engineer who found sales and fell in love. I still have an engineer’s mind, however. Now, as a CEO and Founder, my engineer’s mind still needs to break down monolithic structures, then rebuild and evolve the components.”

Airlines 206

Airlines Sports Health Care Analysis 206

Score More Sales

APRIL 30, 2013

The “S” stands for social, and indicates that a CRM system has the capability to interact with and bring in social media content right into customer and prospect records. There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM.

CRM 291

CRM Revenue SugarCRM System 291

Zoominfo

MAY 25, 2021

A Lack of Training. One side deployed code; the other deployed prospecting campaigns. “On Training wasn’t as immersive as it needed to be, either, says Gupta, who recently co-authored a research paper on this topic for the Journal of Business Research. The answer has little to do with the technology itself.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

Score More Sales

DECEMBER 27, 2013

or their prospecting conversion rates (how many decision makers do I need to talk to in order to set up a next meeting / demo / conversation)? This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Lead Scoring 255

Lead Scoring Lead Rank Decision Maker Sales Qualified Lead 255

Score More Sales

AUGUST 26, 2014

By applying science and metrics to your client and prospect buying cycle, you can impact connection and real support to help them. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232