SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. These are business contacts with an “in” to someone you’ve deemed a qualified prospect. Download the Tool (free event registration required) so that you''ll be able to leverage your database along with my upcoming blog and tool. Hands down.

Referrals 331

Referrals Social Selling LinkedIn Cold Calling 331

The Pipeline

NOVEMBER 7, 2016

That lie then forces them to lie about the necessity to prospect, after all they tell themselves and their manager, “Just look all the things I have going on in my pipeline.”. This exercise will be hard for those who are already lying to themselves by proclaiming “sales is not a numbers game”.

Wireless 303

Wireless Face-to-face Quota Distribution 303

Zoominfo

FEBRUARY 7, 2025

But generative AI tools have empowered them in ways GTM teams can scarcely imagine. Armed with tools like GenAI, buyers zigzag through buying stages now, reacting immediately to real-time insights and shifting priorities. Buyers Demand Relevance and Timing Prospecting thats irrelevant or poorly timed can harm deals more than help them.

Top of Funnel 130

Top of Funnel Lead Rank Intent Signal B2B 130

No More Cold Calling

JANUARY 31, 2025

These pain points hurt team morale and your bottom line: Pain Point #1: Your team struggles to get meetings with prime prospects. Prospects dont know you, dont trust you, and dont want to take your call. When your reps are introduced to prospects by a trusted connection, they no longer start the sales conversation as strangers.

Referrals 156

Referrals Scale GoldMine Pipeline 156

The Pipeline

JANUARY 7, 2013

While most of think of reciprocating as giving back, you can also think of is as just giving; specifically giving to you buyers and prospects. You can still download the 360 Deal Review tool , and start what is an easy but valuable exercise. Without the last step, it’s just a validation exercise with little or no value.

Exercises 281

Exercises Decision Maker Referrals Buyer 281

SBI Growth

APRIL 7, 2013

This is the time of year that you need to strengthen your position with prospects and customers. Vince Koehler offered a Buyer Process Map (BPM) Template in his recent blog which is a great tool for charting customer insight. It can be a heavy lift and difficult to do when you are so close to the customer and prospect.

Customer 297

Customer Buyer Persona Consumer Buyer 297

The Pipeline

NOVEMBER 13, 2014

You know I have never read an article or a post that was written by an advocate of cold calling, suggesting that social selling is bad, ridiculing people who use the practice to engage with prospects, suggest that it is inadequate, or about to die. You will need to incorporate all tools available, including the dreaded cold call.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

SBI Growth

FEBRUARY 9, 2013

Prepare the field and give them tools to succeed. Download the Persona Ecosystem tool to explore the ideal channels for your promotion plan. Leverage the Persona Ecosystem planning tool. User Prospect – Buyers using the solution. Technical Prospect – Buyers evaluating the solution (Purchasing, IT, etc.).

Promotion 317

Promotion Channels Influencer Decision Maker 317

SBI Growth

APRIL 13, 2013

This benchmark exercise is often referred to as a Marketing Productivity Benchmark (MPB). In some firms, the benchmark exercise is called a Lead Generation Assessment & Content Marketing Assessment. A Marketing Productivity Benchmark is a diagnostic tool that reveals the strengths and weakness of a marketing organization.

Remedy 308

Remedy Marketing Face-to-face How To 308

Understanding the Sales Force

JUNE 4, 2014

Despite the abundance of tools to help you connect with people, the physical act of speaking with these connections is becoming exponentially more difficult. Most of the focus on persistence is related to contacting new prospects. What about the prospects who are far along in the sales process when they suddenly go missing?

Territories 268

Territories Exercises Video ACT 268

Pipeliner

JANUARY 16, 2025

This includes adopting a more skeptical approach during interviews, akin to how salespeople qualify prospects. Role-Playing Exercises: Use role-playing exercises to simulate sales scenarios and evaluate candidates’ problem-solving and negotiation skills.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

Understanding the Sales Force

DECEMBER 22, 2014

You’ve made your New Years resolutions to exercise, lay off the carbs, lose weight, be kind, leave the cell phone in another room at night, close the laptop by 7PM, and be an all around better person. What are the metrics to close one – in other words, how many proposals, demos, qualified opportunities, prospects and suspects does it take?

Face-to-face 275

Face-to-face Commission Exercises Sales Qualified Lead 275

SBI Growth

DECEMBER 23, 2012

Here is a great tool to help CEOs ensure your sales team is forecasting revenues correctly. The above exercise is a useful one for developing a hypothesis. The future are prospects. Here is a tool to prevent you from getting slaughtered in your next board meeting. Nothing upsets the board more than an inaccurate forecast.

Forecasting 316

Forecasting Sales Forecasts Top of Funnel Proposal 316

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. It’s like a training manual, with exercises and opportunities to practice and refine what you learn. I Can’t See You.

Video 289

Video Cold Calling Exercises Conference 289

The Pipeline

OCTOBER 5, 2017

Lately I have had a chance to sit in on a number of “opportunity reviews”, and it is interesting how the format and tools have changed, the plot and the theme have not changed much beyond the costumes, props, and players. Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more.

Pipeline 281

Pipeline Lead Rank Groups Opportunity 281

criteria for success

OCTOBER 20, 2022

Whether through group sales team meetings or one-on-ones, here are the top 3 exercises to work into your coaching sessions to build your sales team’s consultative selling skills. A question that gets at the heart of your prospect’s problem or demonstrates a deep knowledge of their business immediately positions your salesperson as an expert.

Consultative Selling 96

Consultative Selling Exercises Selling Skills Face-to-face 96

SBI Growth

OCTOBER 21, 2012

A definition of latent demand is a prospect is unaware of a problem. When the prospect becomes aware of the problem, you win a sale. Active demand is when a prospect is going to buy something. The prospect’s task is to determine who to buy from. This is a reallocation exercise. Step #2 Department Design.

Demand Generation Agencies 314

Demand Generation Agencies Demand Generation Demand Generation Targets Outsourcing Services 314

SBI Growth

DECEMBER 16, 2013

Prioritize the prospect universe by potential spend. The output is a prioritized universe of prospects by segment. It focuses marketing on customers & prospects with the highest potential to grow revenues. Campaign Planning & Execution – Having segmented and prioritized your prospect universe, you ready to campaign.

Outsourcing Services 281

Outsourcing Services Strategy Buyer Persona Lead Rank 281

SBI Growth

AUGUST 22, 2013

Analysis - the candidate studies the data provided, does independent research and determines the prospect''s needs. But the job tryout is a exercise that proves how the candidate prepares, thinks and acts. The candidate’s skills with web-based presentation tools are on full display. And it''s reserved only for finalists.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

The Pipeline

SEPTEMBER 25, 2013

Whether by fate or chance, the following definition was contained in a marketing piece I received in my inbox yesterday: “By definition, “Cold Calling” is the marketing process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction. Just like they used to.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

The Pipeline

OCTOBER 3, 2019

The first step is to identify ideal prospects is to look in the current customer base by firmqographic details. Stated otherwise, if your best customers are in a specific industry, have a certain number of employees, and deploy a competitive or complementary technology – then companies that also fit that profile will be your best prospects.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

Jeffrey Gitomer

MARCH 19, 2019

If you knew you could win 75% of the prospects you pitched, you'd do it, wouldn't you? How many of your prospects, who you want to become customers, get an invitation to play the championship game (the sale) at your ball park? Your strategy should be to make the preliminary call at the prospect's place of business. There are 10.5

Sports 250

Sports Scale Proposal Call-back 250

SBI Growth

JULY 25, 2013

Attendees well receive an Overachievers Tool Kit. The output focuses marketing efforts on customers & prospects with the highest potential to grow revenues. They pass along prospects that are not ready to interact with sales. The technology responds to prospects’ inbound actions and online behaviors. TECHNOLOGY.

Outsourcing Services 257

Outsourcing Services Lead Rank Buyer Persona Lead Scoring 257

Mr. Inside Sales

JUNE 7, 2024

If you would like to instantly improve your selling skills—and so your open and close rate—you can do so by taking just a few minutes to complete the following exercise (don’t worry, it’s easy and fun!). What you’ll do is make a list of all the common closed ended questions you ask, and then turn them into assumptive questions instead!

Selling Skills 224

Selling Skills Gatekeeper Face-to-face Decision Maker 224

SBI Growth

DECEMBER 22, 2013

They satisfy a box checking exercise around providing training. If you use the wrong tool for measurement, eventually you end up in the wrong place. New Capability Required - Modern prospecting methodology that sales reps can consistently execute. Download the tool and measure your year. They are easy. Your Next Move.

Scale 282

Scale Compensation Exercises Follow-up 282

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 exercise will help you determine if a sales opportunity is probable or not – it can save you hours or months of effort, and it can help you close business sooner. Get those answers.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

Score More Sales

SEPTEMBER 26, 2014

With all of the technology, tools, methodology and sales process in place you’d think there was no real simple way to help with your sales messaging. 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. What Helps Most? drum roll…….your

Buyer 226

Buyer Compensation Exercises Twitter 226

The Pipeline

AUGUST 14, 2013

I see this in all aspects of sales, those who just make ten calls to ten sequential names on a list, and call it prospecting; versus those who initiate contact and engagement with ten 10 prequalified, researched, planned and targeted viable potential buyers, using all the tools available to them, from traditional to social and everything between.

Scale 293

Scale Forecasting Call-back Account 293

The Pipeline

APRIL 17, 2017

Communication, which at the core selling/buying is, will always be a mutual exercise, which why monologues work well in theater, but not in delivering revenue or quota. Sellers need to put more effort into planning their interactions with prospects than many do. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Buyer 242

Buyer Exercises Vendor Lead Scoring 242

Zoominfo

AUGUST 11, 2021

It shows where leads and opportunities are in the sales cycle, from prospecting and first approach to discovery and (hopefully) closed-won. Your sales pipeline is perhaps your business’ most critical tool, certainly as far as your bottom line and general decision-making go. Expectations prospects have for your product or service.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

Anthony Iannarino

JUNE 17, 2020

The question as to which prospecting method is the most effective can be answered in two ways. The argument over the most effective way to prospect has been framed as a contest between Inbound and Outbound, also called cold outreach, as your dream client isn’t expecting your communication. Inbound or Outbound? Trading Value.

B2B 117

B2B Prospecting Trade Show Inbound 117

The Pipeline

DECEMBER 5, 2016

” , playing off the old weight exercise motto. Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more. The post Pain Leads To No Gain In Prospecting! A few weeks ago, I posted a piece titled “No Pain – No Game?” Click To Tweet.

Leads 120

Leads Marketing Qualified Lead Prospecting Face-to-face 120

The Pipeline

JANUARY 16, 2014

To be clear, and as you will see further on, “deep dive” does not have to be a laborious time consuming exercise with minimal payoffs, it can and should be an ongoing process that helps you with deals you are currently involved in, while also allowing you to capture and repurpose things on the fly. This is why the 360 Deal View was developed.

Sales Cycle 220

Sales Cycle Exercises Segment Objections 220

Sales Hacker

MARCH 30, 2025

Anyone who has made a cold call can certainly agree that its not only a humbling exercise, but a great feedback loop from your ICP. Equip your team with the right tools (and training!). Invest in platforms and tools that streamline cold calling efforts. Motivate with gamification and incentives. Perfect your opener.

Cold Calling 71

Cold Calling Scale Microsoft Ideal Customer Profile 71

DiscoverOrg Sales

NOVEMBER 14, 2018

The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects – but how do you create an accurate ICP in the first place? First, let’s level-set on why you should go through this exercise in the first place. Two words: finite resources. You can’t market to everyone. How do you rally?

Ideal Customer Profile 150

Ideal Customer Profile Lead Rank Lead Scoring Customer 150

Allego

JANUARY 9, 2025

Medical device sales reps face greater challenges than ever, making sales certifications an essential tool for success. Sales certifications bridge the gap, equipping reps with the tools they need to excel in an increasingly complex environment. Why are sales certifications so critical now?

Hiring 62

Hiring Marketing Exercises Scale 62

Hubspot Sales

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Where Sales Prospecting Went Bad. No, this isn't an infomercial.

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145