Sales 2.0

JULY 8, 2022

This post describes a framework that I have found over the last two decades can really change the math on prospecting. Before you can go setting up meetings, you need to figure out who you need to meet. Avoid banging your head up against the same wall over and over again. Humans, aka your prospects, don’t care about?your?problems

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Janek Performance Group

DECEMBER 24, 2024

Sales training can be a significant investment in your sales team. However, despite this, it would be a mistake for organizations to think they can just sign their team up for training and watch them succeed. To be successful, training cannot be a one-off event. What do you want reps to take away from the training?

Training 118

Training Hiring How To Retention 118

Zoominfo

DECEMBER 11, 2024

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Zoominfo

AUGUST 6, 2024

With ZoomInfo, your go-to-market team can easily identify website visitors , engage prospects with website chat , and optimize web forms to transform anonymous visitors into actionable prospects. The key is to find a solution that aligns with your specific business goals and sales processes.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

Anthony Cole Training

AUGUST 9, 2024

In selling, you should have various rules of engagement when it comes to cultivating a prospect. Across the country, most salespeople just chase prospects. They do not follow any rules of engagement. If the prospect will meet with them, talk with them, reply to their emails, many salespeople will just go all in.

Prospecting 283

Prospecting How To Follow-up Up-Sell 283

Understanding the Sales Force

MARCH 31, 2025

The AI behind those poorly written messages, calls to action, and workflows responsible for sending multiple, ineffective follow-up messages, are not the answer to your ever-shrinking pipeline challenges. Or, if those conditions do not apply, prospecting continues into perpetuity. And that’s the problem.

Pipeline 188

Pipeline How To Cold Calling Inbound 188

Partners in Excellence

OCTOBER 25, 2023

” They stared at me blankly, it turns out they had never followed up on the action plans established in the account plans. No one follows up to see, “What happened?” then to follow up on them. ” I’ve trained my clients (and my team) on this.

Follow-up 148

Follow-up Journal Account ACT 148

Mr. Inside Sales

MAY 12, 2024

Who do you think knows why your prospect buys? Who do you think knows when your prospect is going to buy? The answer, of course, is your prospect! The problem for many sales reps, is that they prefer to pitch and talk at prospects more than they actually ask questions and listen. Or who they like to buy from?

Prospecting 212

Prospecting Face-to-face Gatekeeper Decision Maker 212

Vengreso

MARCH 26, 2025

Whether you’re new to the field or looking to close more sales, online sales training offers a flexible and effective path to success. Through virtual instructor-led training, professionals can now master the intricate selling process without the hefty price tag of traditional programs.

Training 63

Training Strategy Ideal Customer Profile Lead Rank 63

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Smooth Sale

MARCH 27, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Prospects Can Direct Us to A Better Path for Sales Long ago, salespeople were advised to generate many cold calls daily to find one or two interested parties. Its critical to realize that we are each unique individuals, prospects included, with varying thinking and abilities.

Prospecting 78

Prospecting Hiring Lead Rank Lead Scoring 78

Mr. Inside Sales

AUGUST 13, 2021

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. Speaking about prospects hiding behind emails, etc., What to do? That’s right. Relentlessly.

Face-to-face 317

Face-to-face Call-back Gatekeeper Decision Maker 317

Smooth Sale

APRIL 2, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Know Your Prospects Well for Sales and Business Growth Many approaches and specific strategies exist for most endeavors, including attempting to sell. Our blog offers insights on how to ‘Know your prospects well for sales and business growth.’

Prospecting 78

Prospecting Hiring Lead Rank Decision Maker 78

Sales 2.0

JULY 17, 2019

If you run a small company, you usually end up being one of your company’s early sales people. I graduated from Wharton’s MBA program in 1993 and had no sales training at all. They ended up having 50 agents make 6,264 cold calls. I had to come up with a cool name for using networking in sales so I call it “social calling”.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. Sales engineering, customer success, and support teams all require content and training.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? You could do two: one for prospecting and one for the close. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

Understanding the Sales Force

OCTOBER 13, 2024

There were many follow-up coaching sessions between God and Moses and they went on for many days and weeks, preparing Moses to demonstrate even greater powers. Unfortunately, Pharaoh lied about letting the Israelites go free each time, much as prospects often lie to salespeople.

Coaching 188

Coaching Hiring Scale Sales Leadership 188

Mr. Inside Sales

OCTOBER 30, 2023

If you want more “treats” than “tricks” when dealing with prospects, then be bold and call back sooner than you are now. I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc, but why would you want to miss all the sales this prospect will place in the meantime?

Call-back 240

Call-back Face-to-face Follow-up Gatekeeper 240

Mr. Inside Sales

SEPTEMBER 11, 2020

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. And, since many sales reps don’t qualify thoroughly enough, most of the leads they stuff into their pipeline are made up of 6’s and 7’s. How long will this take?”

Sales Qualified Lead 320

Sales Qualified Lead Face-to-face Scale Call-back 320

Mr. Inside Sales

SEPTEMBER 25, 2021

Be honest: Do you dutifully send an email and then ask when you can follow up when you get this blow off objection? Script #1: Make sure and have an email already prepared while you’re prospecting. Script #1: Make sure and have an email already prepared while you’re prospecting. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 284

Vengreso

JANUARY 22, 2025

Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. Introduction to Sales Training Blogs Sales training blogs are an essential resource for sales professionals looking to improve their skills, stay up-to-date with industry trends, and learn from experienced sales leaders.

Training 75

Training Top of Funnel Ideal Customer Profile SalesForce 75

Mr. Inside Sales

JULY 6, 2021

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. You can use the intel you got from your initial pitch to open up the upsell. At that time, load them up!

Face-to-face 317

Face-to-face How To Pivotal Call-back 317

Mr. Inside Sales

JUNE 11, 2021

And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch. Ask questions frequently of your prospect. Many reasons: nervousness, not wanting to hear no, lack of training, etc., ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 317

Face-to-face Gatekeeper Decision Maker Licensing 317

Zoominfo

FEBRUARY 7, 2025

Conventional GTM tools cant keep up, providing information that is outdated, static, and frustratingly out of sync with reality. Buyers Demand Relevance and Timing Prospecting thats irrelevant or poorly timed can harm deals more than help them. But modern buyers dont wait for the flywheel to catch up.

Top of Funnel 130

Top of Funnel Lead Rank Intent Signal B2B 130

Mr. Inside Sales

NOVEMBER 16, 2020

Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? Begin thinking about how to point out those aspects of your product or service that matches up with what they want (because you’ll be clear what they are). ON DEMAND SALES TRAINING THAT GETS RESULTS!

Motivation 332

Motivation Face-to-face Gatekeeper Decision Maker 332

Understanding the Sales Force

FEBRUARY 14, 2025

the largest group of respondents were individual contributors at 25% followed by frontline sales managers at 19%. ” In the same report it said that “35% of respondents said they struggle with lead generation, qualification, and converting prospects into customers.”

Data 220

Data Hiring Compensation Quota 220

Hubspot Sales

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list. Wondering how to achieve this lofty goal? AI can help.

Closing 115

Closing Ideal Customer Profile Top of Funnel Lead Rank 115

Hubspot Sales

NOVEMBER 27, 2024

Let’s be honest up front. No matter what you’re selling, the phone is a vital touchpoint in any proactive outreach campaign, which means it’s critical to include some cold calling training whenever you’re onboarding new sales reps. Cold calling is nobody’s favorite part of sales.

Cold Calling 59

Cold Calling Training Lead Rank Lead Scoring 59

Mr. Inside Sales

DECEMBER 12, 2020

In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!” Here’s what I teach: Prospects have all the answers.

Decision Maker 291

Decision Maker Face-to-face Gatekeeper Call-back 291

Zoominfo

AUGUST 8, 2024

But it’s backing up those higher targets with support investments, a strong signal that executives view higher coverage figures as a new normal. They’re also adding more enablement, training, and AI resources,” sales coach Collin Cadmus says. In today’s markets, that’s often a luxury reps can simply no longer afford.

Churn 130

Churn Face-to-face How To Buyer Intent 130

Mr. Inside Sales

OCTOBER 11, 2021

Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? Often times, services and products are roughly the same, and prospects will buy from the people they like, know or trust. ON DEMAND SALES TRAINING THAT GETS RESULTS! Want a better way?

Objections 285

Objections Face-to-face Gatekeeper Decision Maker 285

Zoominfo

MARCH 21, 2025

Using AI sales tools can help teams level up by analyzing real sales conversations, identifying what works and what doesnt. From refining your teams techniques to reinforcing best practices, coaching tools are essential to how modern teams train, grow, and win. Vendor Support : Is onboarding, training, and customer service included?

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Mr. Inside Sales

APRIL 14, 2023

To follow up on the blog post from two weeks ago (about the one quick fix to get your VMs returned ), here is the second quick fix: Stop trying to trick your prospect! So do your prospects. Your prospects can see through you and your message will be deleted quickly. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 254

Face-to-face Gatekeeper Decision Maker Licensing 254

Zoominfo

FEBRUARY 12, 2025

Some are ramping up investments in large-scale user conferences. The real magic happens when you identify the right people to connect with before the event, and set up meetings in advance. 40% on Post-Event Follow-Up: This is the part where most people drop the ball. Youve gathered all these leads, but now what?

B2B 130

B2B Marketing Strategy Lead Rank 130

Sales Gravy

JANUARY 30, 2025

In this conversation with Jeb Blount bestselling author of Fanatical Prospecting and Sales EQ, and the founder of Sales Gravy motivational speaker and co-founder of The Constance Group Brian Parsley shares insights into embracing conflict, staying mindful, battling internal doubt, and communicating effectively.

Lead Rank 94

Lead Rank Lead Scoring How To Call-back 94

Mr. Inside Sales

JANUARY 8, 2021

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? Think about it: Not everyone you speak with is going to be a prospect or a deal, are they? And regarding fumbling a good lead—my experience is that if a prospect is interested, then they’ll speak with you.

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Decision Maker 313

Mr. Inside Sales

JANUARY 2, 2021

As you speak with your clients and prospects this week, it’s helpful to realize that they are all feeling this same pressure also. If I get an, “Ah, I don’t know,” then I once again use layering questions like: “Have you heard of our new ‘ On-Demand Inside Sales Training Program’ ?” . ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 314

Face-to-face Gatekeeper Inside Sales Decision Maker 314