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.

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Follow-up Journal Account ACT 122

Mr. Inside Sales

OCTOBER 17, 2020

If you begin your follow up calls like this: “Hi, I just wanted to see if you read the email I sent you?”. Then you’re going to want to read this post all the way through and adopt a better practice way of opening your follow up calls. I’m happy to point out a couple of things to you—can you pull that up?

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Follow-up Face-to-face Gatekeeper Licensing 158

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.

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Prospecting How To Follow-up Up-Sell 255

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 Licensing 212

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

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Prospecting Outsourcing Services Cold Calling Hiring 370

Mr. Inside Sales

OCTOBER 25, 2019

call to prospects whom you’ve already pitched? Is it something like: “I’m just calling to follow up on our proposal….”. Why not lead your prospect into the sale by referring back to the benefits he or she is going to get by working with you? Try this: “{Prospect}, great speaking with you again. Who Should Attend?

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Follow-up Closing Face-to-face Call-back 120

MTD Sales Training

AUGUST 8, 2018

So, you’ve got hold of a prospect and they’ve replied to you or accepted your request to connect up with them. What can you say that will build rapport and follow-up that initial interest? Prospects are only interested in results, not products. That’s a great start! But where do you go from here? Happy selling!

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Follow-up Up-Sell Proposal Lead Scoring 154

SalesProInsider

OCTOBER 30, 2018

Those prospects who seem to run away from you after a conversation. You have a meeting with a prospect that seems to go well. They agree that it would be a good idea for you to send them a recommendation/proposal/overview and “follow-up” with them. Stop Chasing Your Prospects. Sound familiar?

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Follow-up Prospecting Objections Conversion 110

KLA Group

NOVEMBER 8, 2024

Are you making the most of your sales calls, webinars, and demos? There is a wealth of opportunity waiting in every sales conversation. I am talking about the words, phrases, objections, and

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Follow-up Campaigns Webinar Metrics Objections 82

Partners in Excellence

MAY 25, 2022

We struggle to provoke interest, to engage a prospect, to get people to respond to our outreach. And it’s not the fault of the sales people that are making these lead follow-up calls. They are just following the directions and scripts marketing has given them, leveraging the training from sales enablement.

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Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 71

Sales Hacker Training

JANUARY 31, 2021

If you’re getting all the responses you’ll ever need on the first cold email you send to prospects, let me know. But if you need to send one sales follow up email after the next, you’re like the rest of us. The following templates are based on some simple cardinal rules about how to send a follow-up email.

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Follow-up Scale Lead Rank Trade Show 128

MTD Sales Training

NOVEMBER 24, 2017

5 Little-known But Essential Email Follow-up Secrets is a guest post written by Forster Perelsztejn. . Ever seen this stats collection that says that 48% of salespeople never follow up with a prospect? Yeah, it’s fake , but still, most salespeople are bad at following up. Why is it I have to do that?

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Follow-up Campaigns Case Study Up-Sell 120

PandaDoc

APRIL 11, 2023

How highly would you rate the importance of follow-up in sales? What is a sales follow-up and why is it important? When you’re trying to convert either prospective customers or existing ones, having an effective follow-up strategy is key. First, the prospects. Second, there are your leads.

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Follow-up Top of Funnel Call-back Cold Calling 52

MTD Sales Training

SEPTEMBER 21, 2017

So many sales professionals ask us to assist them in writing emails to their prospects that we sometimes think we should devote all our time and attention to this one area! It’s natural to want to contact prospects and show them how your world-changing products can make them successful. Another example: Hi Mr Prospect.

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Follow-up How To Call-back Face-to-face 120

Score More Sales

MAY 23, 2014

.” Craig concurred, and here is one SINGLE simple sales strategy that can give you HUGE new visibility, so eloquently presented by Craig: When your prospect or your customer moves to another company: Follow your contact to their new position – don’t wait for them to reach out to you. It’s a simple concept anyone can grasp.

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Follow-up Strategy Hiring Decision Maker 215

MTD Sales Training

JULY 5, 2012

With great skill, you established some rapport and interest and the prospect apparently is looking forward to receiving your literature. However, when you call back to set the appointment, the prospect seems to have switched to an alternate personality. The interest and rapport are gone and the prospect rushes you off the telephone.

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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?

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

MTD Sales Training

JULY 3, 2013

Sales Interactions follow up with prospects following up with prospects How do I follow up' As normal, we asked the client why they chose us and why they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Follow-up Prospecting Sales 235

Score More Sales

APRIL 29, 2013

One big contributing factor to your sales success is in your follow-up. There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. Most sellers do not follow-up enough. So why all the problems with follow-up? phone calls. voice mail.

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Follow-up Inside Sales Outbound Lead Scoring 261

Mr. Inside Sales

MARCH 10, 2018

Think about it: you wouldn’t want a dentist to make it up as he goes along, would you? You count on your dentist to be prepared and trained on the up to date, best practices for handling your dental situation. And one of the most recurring situations is calling back prospects three or four months later. Of course not!

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Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 124

Mr. Inside Sales

MAY 21, 2022

Check out our best inside sales training available on the Internet: On-Demand Training! Here’s an example of a training tip that you’ll learn, and that I used, to handle a frustrating objection I used to get all the time: “The price is outside of our budget.”. Then give your team access to my award winning inside sales training!

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Closing Training Gatekeeper Face-to-face 156

Score More Sales

APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. Here are three ways to follow up better and gain more opportunities: Look at Data. They set a time to meet and ultimately his company became a client.

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Follow-up Ideal Customer Profile Decision Maker Buyer 222

Score More Sales

NOVEMBER 16, 2012

A sales leader asked me yesterday, “What do we do with the sales reps that are not following up on the 50% of leads coming in that don’t get called more than once?”. I know companies where marketing holds on to leads for up to 2 days before they determine if they might be sales ready. This must stop.

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Follow-up Study Leads Marketing Qualified Lead 250

Mr. Inside Sales

AUGUST 21, 2022

He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. I told the rep the problem was that he wasn’t making any connection in the beginning and wasn’t allowing his prospect to engage with him at all.

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Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

Smart Calling

MARCH 22, 2018

Do you really know where you stand with the prospects in your follow-up files right now? I’m not trying to make you feel bad, but my experience is that many sales reps have no clue where they are in the sales process with a majority of the people they are following up with. Come on, really now?

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Follow-up Closing Prospecting How To 91

Sales Hacker Training

JANUARY 31, 2023

If you’re getting all the responses you’ll ever need on the first cold email you send to prospects, let me know. But if you need to send one sales follow-up email after the next, you’re like the rest of us. The following templates are based on some simple cardinal rules about how to send a follow-up email.

Follow-up 52

Follow-up Scale Lead Rank Trade Show 52

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.

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Lead Capture Software Software Sales Qualified Lead 130

John Barrows

JUNE 13, 2018

One area in which we can add structure to is how we follow up with a prospective client after a good discovery call. Too many of us don’t have a process and end up ‘touching base’ and ‘checking in’ until the frustration kicks in and we start doing some unnatural things to get a response. Here’s the process we follow.

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Follow-up Call-back Objections Training 74

Pointclear

JUNE 7, 2016

Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one. Many sales reps lack insights on the best way to follow up on a lead.

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Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

Hubspot Sales

MARCH 26, 2021

If you've done your pre-call prep work, you probably put together a list of sales questions to ask your prospect an hour or two before your appointment. Sometimes reps can be so worried about getting through all the questions on their list that they fail to truly listen to their prospects. Not sure what I mean? Here's an example.

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Follow-up Call-back Face-to-face Pivotal 114

Chorus.ai

MARCH 10, 2021

Research shows that 92% of all salespeople give up on a lead after four rejections, while 44% give up after only one. That adds up to an awful lot of follow-up. The key to conquering follow-up is not just blind perseverance and motivation. A demo they can peruse on their own clock?

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Follow-up Top of Funnel How To Social Media 62

Close.io

JUNE 25, 2018

You can’t win every deal and when a prospect turns you down, it’s time to just move on. This small shift in thinking can have a profound impact on your sales outreach and follow-up success. And all it takes is trying one simple strategy I recently discovered: HUCA (Hang up and call again). But I didn’t want to give up.

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Follow-up Airlines Call-back Up-Sell 131

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Aside from helping you make money, training may save you money too. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. Here are five reasons you should.

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Inside Sales Training Hiring Outsourcing Services 90

Mr. Inside Sales

AUGUST 7, 2020

This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”. Here’s what I teach: Prospects have all the answers. Take what a prospect gives you.

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Prospecting Decision Maker Face-to-face Gatekeeper 199

The Sales Heretic

JUNE 12, 2013

For most salespeople, professionals and business owners, the sales process begins with prospecting. And yet, too often, we unwittingly sabotage our prospecting efforts. If you don’t have the number of quality prospects you’d like, chances are you’re making one or more of these common mistakes.

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Prospecting Follow-up Training Sales Process 326

Chorus.ai

DECEMBER 4, 2019

So, you followed our tips for the perfect cold-calling approach. You nailed your sales call, dispelling your prospect’s early misgivings, and they sounded enthusiastic about taking things forward. It’s a road paved with rejection, with 92% of all salespeople giving up on a lead after four rejections , while 44% give up after only one.

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Follow-up How To Social Media Call-back 71

Score More Sales

APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. Here are three ways to follow up better and gain more opportunities: Look at Data. They set a time to meet and ultimately his company became a client.

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Follow-up Ideal Customer Profile Decision Maker Buyer 144