No More Cold Calling

SEPTEMBER 30, 2014

What can we learn from our ancestors about connecting with prospects and clients? A 27-year-old told me, “There’s nothing like meeting face to face.” Meeting face to face and “breaking bread” together shifts a relationship. Both relationships shifted instantly. A Tale as Old as Time.

Wireless 274

Wireless Face-to-face Fashion Cold Calling 274

Sales and Marketing Management

MAY 10, 2020

The use of Zoom and other face-to-face applications to carry out sales calls instead of doing them in person is the new normal. Businesses can and will go more digital, but with a lack of face-to-face meetings, there can be an effect. Encouraging the Team Through Changing Sales Climates. and the U.K.

Face-to-face 302

Face-to-face Hiring Lead Rank Lead Scoring 302

Sales Gravy

DECEMBER 29, 2024

As you'll learn in this Monday Money podcast episode and article, these goals are essential to helping you maintain sales discipline throughout your sales year. Maybe you want to be a sales manager, or if youre a manager, you want to be a director or VP of sales. To-Do Goals These are experience goals.

Face-to-face 98

Face-to-face Decision Maker Call-back Commission 98

No More Cold Calling

MAY 24, 2018

If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer. Sales productivity tools are everywhere, but do they really enhance productivity?

Prospecting 196

Prospecting Social Media Trends Face-to-face 196

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Sales 2.0

NOVEMBER 12, 2012

I interviewed sales manager, sales person, sales trainer and all around smart guy Jorge Soto. I asked Jorge about how he uses Sales 2.0 My prospecting approach at that time was going through lead lists and sending blind emails. You are running a sales/biz dev effort now.

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Many companies lack easy access to valuable insights that inform sales conversations in real time. Fast-Track Sales Enablement. Reduce onboarding ramp time. Simplify coaching.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

Steven Rosen

APRIL 18, 2022

The 3 most important questions that we need to address when making hiring decisions for a sales position are: Can the candidate effectively sell virtually? Unfortunately, most sales organizations have not adapted their hiring process to identify top performers in the post-COVID reality. Traditional Hiring Challenges. 1: Fit Interview.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

SBI Growth

JANUARY 27, 2014

As a sales manager, your team looks to you for coaching and strategic help. Most reps struggle with prioritizing their accounts and prospects. Let’s face it. They look for advice on how to diagnose an opportunity and close more business. I am referring to the art of deal strategy. User Buyer. Influencer. Anti-sponsor.

Strategy 303

Strategy Decision Maker Face-to-face Influencer 303

Mr. Inside Sales

MARCH 2, 2024

I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! Nothing is more of a Red Flag to a potential hiring manager than instability of employment. Less is more.

Hiring 241

Hiring Face-to-face Gatekeeper Licensing 241

SBI Growth

SEPTEMBER 20, 2013

The top sales executive in every organization faces the same problem: spin. Learning the truth is critical for your sales strategy. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Prospect Interviews. Sales Rep Survey. Sales Management Survey.

Hiring 310

Hiring How To Face-to-face Survey 310

SBI Growth

OCTOBER 7, 2013

Social selling is a ‘must have’ prospecting method to get reps into deals early. Legacy sales reps have not kept up with the times. There is a shift happening in the sales world. 9 Steps to ensure your sales leaders bring in top talent. 9 Steps to ensure your sales leaders bring in top talent.

Hiring 316

Hiring Face-to-face Follow-up Buyer 316

No More Cold Calling

AUGUST 19, 2014

If you’re asking strangers on social media for referrals, you’re like the guy at a networking event who shoves his card in people’s face and asks for theirs in return. Selling by referral is the most personal prospecting strategy that exists. Selling by referral is the most personal prospecting strategy that exists.

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Referrals Webinar Metrics Social Media Face-to-face 292

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

Sales Management 57

Sales Management Forecasting Face-to-face How To 57

Partners in Excellence

OCTOBER 12, 2020

Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years. We know prospecting is important, but we don’t do it on a regular basis.

Ideal Customer Profile 166

Ideal Customer Profile Prospecting Sales Qualified Lead Face-to-face 166

SalesFuel

FEBRUARY 16, 2025

With over 15 years in sales and marketing divisions of three Fortune 200 companies, Mark has led significant projects, including the creation of a new 200-member sales force. He is the author of several influential books, including 'High-Profit Prospecting,' 'High-Profit Selling,' and 'A Mind for Sales.'

Hiring 52

Hiring Prospecting Face-to-face Twitter 52

Sales and Marketing Management

MAY 28, 2018

Author: Cristina Gomez The war for top-performing sales talent has begun. By 2026, the number of open sales positions is projected to grow by more than 3 percent , putting the pressure on sales leaders and HR teams to attract top talent. The lack of parity in sales is not only a fairness issue, it’s a business issue.

Face-to-face 250

Face-to-face How To Salary Quota 250

Hubspot Sales

SEPTEMBER 30, 2024

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. Activities like prospect outreach, cultivating brand awareness, and online relationship building are all enhanced by social media — so having a solid presence on these platforms can really help your case.

Social Selling 108

Social Selling Social Media Media Networking 108

No More Cold Calling

DECEMBER 18, 2014

Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? When you receive referral introductions from people your prospects know and trust, they (and their gatekeepers) will happily take your call. Dump the Script We’ve all had to make calls from a script at some point in our sales career.

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Gatekeeper Cold Calling Telemarketing Referrals 303

No More Cold Calling

SEPTEMBER 23, 2014

The people who drop off the face of the earth until they need a referral or want an introduction to someone in your network. Social media is a great tool for researching prospects and Referral Sources, and for positioning yourself as a thought leader. But it is not the place for a sales pitch. Well, sales is not a party.

Cold Calling 281

Cold Calling Social Media Referrals Face-to-face 281

The Pipeline

SEPTEMBER 9, 2019

These famous words from Shakespeare’s Merchant of Venice equally apply to our sales pipeline. As sales managers, we know from experience that when we review the opportunities our sales reps have promised to close this month, next month and the next 90 day, that they won’t all close. But which ones will close?

Lead Scoring 49

Lead Scoring Lead Rank Sales Qualified Lead Face-to-face 49

Mr. Inside Sales

APRIL 16, 2021

This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job. In sales, this means leading by example. What’s interesting in my training these days is that there are a good number of sales managers who resist this idea.

How To 195

How To Face-to-face Gatekeeper Licensing 195

SBI Growth

NOVEMBER 16, 2013

Many of the answers to a sales leader’s execution problems are in the market. To understand how sales forces have prioritized this initiative, click here. You will receive the Sales Leaders Listening Tool. The Execution Problem You Face. As a VP of Sales, lack of execution drives you crazy. Listening To the Market.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

SalesFuel

MAY 9, 2024

They can leverage the valuable knowledge gained from these questions to develop relationships, show value and close sales. Powerful Sales Questions Build the Bigger Picture Questions play a big role throughout the entire sales process. And each question presents an opportunity to learn and engage with a prospect.

Prospecting 116

Prospecting Hiring Remedy Face-to-face 116

Zoominfo

SEPTEMBER 10, 2020

You might not think that automatic sales dialers have that much to offer you. You might not think that automatic sales dialers have that much to offer you. What Is A Sales Dialer? A sales dialer is pretty much what it sounds like: technology that automatically dials numbers for salespeople. You’re a sales representative.

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Closing Call-back How To Outbound 264

Vengreso

NOVEMBER 12, 2024

Stay tuned for the big reveal that will change the way you think about coaching sales teams. Find out the surprising insight that will revolutionize your sales leadership. If you’re feeling frustrated with your sales team’s performance and struggling to hit quotas, then you are not alone!

Objections 72

Objections Opportunity Ideal Customer Profile Face-to-face 72

Zoominfo

AUGUST 11, 2021

It’s what keeps your sales team organized and focused on managing opportunities to close deals. Unfortunately, many B2B organizations suffer from ineffective sales pipeline management. The symptoms are almost always the same: Sales teams waste time delivering demos to unqualified leads. What Is a Sales Pipeline?

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Pipeline Closing Sales Qualified Lead Top of Funnel 217

Mr. Inside Sales

MAY 8, 2022

And that led me to think about sales teams and individual producers. I have the privilege of working with a lot of companies, coaching and training and scripting their sales process, but for each company I work with, there are thousands who go without ongoing coaching. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 31

Face-to-face Film Inside Sales Gatekeeper 31

criteria for success

SEPTEMBER 9, 2022

As a sales leader, it can be a challenge to make sure your team is prospecting efficiently (or at all). That's why we put together something called the Prospecting Action Plan. This action plan puts your sales reps on the right track to ensure proper prospecting practices. Sales conversations. Networking.

Prospecting 97

Prospecting How To Sales Qualified Lead Face-to-face 97

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. Forrester research.

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Janek Performance Group

FEBRUARY 7, 2022

Prospecting, seeking new opportunities and clients, is an integral part of sales. However, when it comes to prospecting, many salespeople experience fear. A driver of performance anxiety, it can lead to sales slumps, missed quota, and restricted pipelines. Always think of prospecting from the prospect’s point of view.

Prospecting 118

Prospecting Cold Calling Call-back Lead Rank 118

Zoominfo

AUGUST 12, 2020

Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. But what does the structure of a B2B sales organization look like as we enter the next decade? But before we do, let’s examine where things go wrong and address perhaps the most challenging problem sales leaders face: turnover.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Mr. Inside Sales

JANUARY 6, 2020

How good (or bad) does your sales team sound when prospecting over the phone? On Friday, (Jan 3 rd ), I received a sales call that went like this: Me: “Good morning, Mike Brooks here, how can I help you?”. I won’t go on (although this sales rep was willing to…). Have you recorded and listened to their calls lately?

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Face-to-face Inside Sales Gatekeeper Decision Maker 157

Mr. Inside Sales

NOVEMBER 27, 2019

It’s that time of year again–the time when every company has a black Friday sale. . I’m going to make this easy for you: We’re offering just one product on sale–the best product we have at the lowest price it has EVER been offered. . How’s that for a Black Friday sale? Order Now .

Face-to-face 159

Face-to-face Gatekeeper Decision Maker B2C 159

Zoominfo

MAY 13, 2018

Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. Consider this: a recent survey ranked ‘sales account manager’ as one of the most stressful jobs in the US, with 73 percent of respondents rating the role as “highly stressful.” ” ( source ).

Hiring 258

Hiring Sales Qualified Lead Lead Scoring Lead Rank 258

MTD Sales Training

OCTOBER 26, 2018

One of our clients approached us recently and said “I need you to run a motivation session for our sales team. We approached it from a different angle, and interviewed the sales team to find out if motivation really WAS the main issue. Their figures are down and I want you to give them a boost”. Often, they are right.

Proposal 218

Proposal Face-to-face Motivation Analysis 218

Zoominfo

APRIL 2, 2018

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. Five ways to support your sales team and increase productivity.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207