Gong.io

AUGUST 30, 2021

That was before I leveled up my email follow up game (no following up, circling back, or touching base). These 6 sales follow up emails are everything you need to go from hoping it will close to controlling the conversation so you can speed up your deal. Follow Up Email #1: Cold Outreach.

Follow-up 107

Follow-up Decision Maker Call-back Referrals 107

The Sales Hunter

AUGUST 20, 2013

The single biggest reason more sales aren’t closed is salespeople give up and fail to follow through. We’ve all seen studies that show the importance of following up, and yet so few people actually do it. Follow up with every old lead, regardless of how old it might be. Try again.

Closing 255

Closing Discount Referrals Follow-up 255

Zoominfo

DECEMBER 11, 2024

Our Senior Job Posting Signal delivers real-time notifications when senior-level positions open up or are filled at key accounts. Automated Follow-Up Emails Follow-up emails are important but theyre also one of the most repetitive tasks on a sellers to-do list. This enablesyour team to be the first to reach out.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

The Sales Hunter

JUNE 23, 2015

As I dig into the Top 10 reasons prospecting plans don’t work, I think #3 on my list is the one that drives me nuts the most: Not having the time to follow up and follow through. (Be Be sure to check out #1 and #2) Not having the time to follow up and follow […].

Follow-up 100

Follow-up Prospecting Cold Calling Selling Skills 100

Partners in Excellence

JANUARY 13, 2022

They fall into three categories: Less than 1% are relevant, interesting and I follow up to learn more. Consider taking a course or maybe enrolling in Reading Is Fundamental’s literacy programs (lie about your age in the sign up form). Like everyone, I get inundated with emails and social platform prospecting outreaches.

Selling Skills 95

Selling Skills Face-to-face Social Media Google 95

The Sales Hunter

MAY 29, 2014

Recently, I wrote a post about dealing with low performers and I promised a series of follow up posts with more details. Here is the best way to start dealing with a low performer: As a sales manager, you need to first determine if the performance issues are attitude related or skill related. If it’s […].

Selling Skills 225

Selling Skills How To Motivation Relationals 225

The Sales Hunter

JUNE 20, 2013

Salespeople love to talk and when they do ask a question, it can many times wind up being so long and convoluted that the customer has no idea what the salesperson is asking. The beauty of these short questions is they can be used as follow-up questions to gain more information regarding something the customer may have just shared with you.

Selling Skills 234

Selling Skills Consultative Selling Up-Sell Follow-up 234

The Sales Hunter

APRIL 30, 2013

Think 2 days, 2 weeks and 2 months as your rule for following up. If needs arise you can help with, then move forward immediately with getting another meeting set up with the customer. You can secure repeat sales from existing customers if you follow the 2/2/2 rule. This is where the third “2″ comes into play.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

MARCH 19, 2014

Chances are you’re making one of the following fatal mistakes. Second reason you shouldn’t do it is that it can easily gum up smartphones. Many times they come through as plain garbage or they take up far too much space, making it hard for the reader to determine what the email is about. Writing too much.

Cold Calling 278

Cold Calling Selling Skills Follow-up Prospecting 278

The Sales Hunter

MAY 5, 2014

Schedule time to follow up! Blog Professional Selling Skills Sales Motivation sales motivation sales video video sales tip' But if you want outcomes, you have to be proactive in scheduling. Schedule time to prospect! Do not allow a busy career prevent you from making it a successful career.

Motivation 215

Motivation Video Selling Skills Follow-up 215

The Sales Hunter

JULY 18, 2013

Failing to follow-up. There are two simple questions we all need to ask ourselves: How is my follow-up? Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Professional Selling Skills customer customer service' Most likely they do! Talking too much. Ignoring the customer.

Cold Calling 241

Cold Calling Consultative Selling Customer Service Selling Skills 241

The Sales Hunter

OCTOBER 24, 2015

If you are not following up quickly with prospects, you are missing out on sales. I am amazed when I hear about or read about salespeople who don’t follow up! Following up efficiently is vital to your sales success! I guarantee it! If you want the business, you have to go get it. Check […].

Follow-up 100

Follow-up Prospecting Guarantee Video 100

The Sales Hunter

AUGUST 14, 2013

If anything, you need to pick it up while your competition is still on vacation. Instead, race like mad to set yourself up to win big from September to December. Here are 4 quick things you can do now to set yourself up for a big finish: 1. Set up a telephone and email campaign to reach out to each one over the next 4 weeks.

Prospecting 246

Prospecting Selling Skills Follow-up Up-Sell 246

criteria for success

OCTOBER 20, 2022

Set up internal competitions? These tactics may improve salesperson productivity if they’re already doing the right things, but selling requires deliberate practice. Active listening is one of the most important consultative selling skills. Driving Consultative Selling with Problem Solving & Storytelling.

Consultative Selling 96

Consultative Selling Exercises Selling Skills Face-to-face 96

The Sales Hunter

NOVEMBER 6, 2014

If you’re selling on price, why does the customer need you? If you follow me, you know this is a real hot-button of mine. When we start playing with our price and thinking we need to discount it to close a sale, we open up Pandora’s Box. Blog pricing Professional Selling Skills discount discounting price'

Discount 206

Discount Selling Skills Follow-up Up-Sell 206

The Sales Hunter

JULY 25, 2013

One word sums up what I heard in this salesperson’s approach: Pathetic! I can’t tell you the number of times I wanted to just jump in and tell the salesperson to shut up and let the customer talk. Follow-up on each comment made by the customer. Well, that sums it up. Secure a next step.

Cold Calling 217

Cold Calling Selling Skills Customer Service Consultative Selling 217

The Sales Hunter

AUGUST 3, 2013

Superior sales prospectors know that they must follow up and must figure out the potential customer’s critical needs. Blog Professional Selling Skills Prospecting prospecting prospecting tips sales prospect sales prospecting sales prospecting success' ” Sales Motivation Blog. .

Video 210

Video Prospecting Selling Skills Motivation 210

Understanding the Sales Force

DECEMBER 1, 2020

Not being one to pass up opportunities like this, I conducted the following comparison: First, it's important to know that OMG's assessment is sales specific - built for sales. Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. Reaching decision-makers.

Comparison 313

Comparison Lead Scoring Lead Rank Hiring 313

Understanding the Sales Force

OCTOBER 30, 2013

I.I.can''t talk to you without following the script. not having appropriate follow-up materials (17%). not having appropriate follow-up materials (17%). Present: Only 14% of reps thought their presentation skills deserved a “C” or lower, while managers rated reps with a “C” or worse 43% of the time.

Decision Maker 271

Decision Maker Survey Follow-up Margin 271

SBI Growth

JUNE 21, 2013

Your sales leader knows exactly what he is signing up for on day 1. Competencies help you determine if the candidate has the required leadership skills. SBI uses 56 sales leader competencies across six major categories: Selling Skills. Management Skills. Intellectual Skills. Personal Skills.

Hiring 320

Hiring Commission Compensation Account 320

Vengreso

JANUARY 17, 2025

This shift in consumer behavior means businesses must adapt by equipping their teams with digital selling skills. This accessibility ensures that sales teams are always one step ahead, equipped with the latest digital selling skills. As Steve Jobs once said, Innovation distinguishes between a leader and a follower.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

The Sales Hunter

MAY 8, 2013

This goes way beyond “benefits” of what you sell. You have to listen closely enough to your customer and ask enough follow-up questions to ensure you grasp what they really want, even if what they want seems unreachable. Remember — you have to look beyond mere benefits of what you sell.

Customer 224

Customer B2C Customer Service Selling Skills 224

The Sales Hunter

SEPTEMBER 12, 2013

Follow-up faster. Too many sales are lost only because the salesperson failed to follow up fast enough. Blog Professional Selling Skills Prospecting prospect prospecting' If you think waiting a week is the right time, try cutting it down to 3 days. Copyright 2013, Mark Hunter “The Sales Hunter.”

Prospecting 217

Prospecting Discount Selling Skills Follow-up 217

The Sales Hunter

JULY 11, 2013

What I mean by this is to be asking follow-up questions on what the customer shares with you. Your objective is to get to the good part of understanding the customer’s needs and wants, and that means asking follow-up questions regarding what they just shared with you. Same thing with your conversation.

Cold Calling 204

Cold Calling Consultative Selling Follow-up Selling Skills 204

The Sales Hunter

JULY 30, 2013

St op and ask yourself if you know the expected value that your customers are going to receive from what you sell? . Have you followed up with your old customers to get them to share with you? Blog pricing Professional Selling Skills benefits customer features outcomes price' ” Sales Motivation Blog.

Discount 250

Discount Selling Skills Energy Benefit 250

SBI Growth

SEPTEMBER 14, 2013

The challenge is replacing reps when everyone else is throwing up roadblocks. To assist you further, sign-up here and get this research first hand. Most of these deals can be re-engaged because of the poor selling skills used. Fire up your Big Deal Strategy template and strategize with the new rep.

Hiring 300

Hiring Face-to-face Lead Rank Lead Scoring 300

Jeffrey Gitomer

OCTOBER 19, 2011

Follow up less than twenty-four hours after the event to confirm the commitment. The paradox is that at a networking event everyone wants to sell. There is no time like the present to change things up in 2012 to ensure its better than 2011! Write the commitment on the back of the card he or she gave you. Categories.

Networking 314

Networking Hiring Prospecting Social Media 314

The Sales Hunter

AUGUST 22, 2013

While email isn’t an exclusive tool, it is a great tool to follow up with a prospect after you’ve met them. Don’t use it as a data dump that winds up doing nothing but turning off the prospect. Blog Customer Service Professional Selling Skills Sales Motivation email prospect prospecting sales call'

Selling Skills 206

Selling Skills Motivation Customer Service Follow-up 206

SBI Growth

AUGUST 27, 2013

Can I make up the deficit and make my quota? ". Training typically involves selling skills or negotiation methods. Follow @DanPerrySBI. Follow @MakingTheNumber. Sales VPs are asking a similar question this time of year: " What can we do with my reps to get a quick revenue lift? Yet most reps don’t understand it.

Closing 306

Closing Pipeline Call-back Buyer 306

Janek Performance Group

DECEMBER 24, 2024

In addition to the career benefits for reps, such as increased knowledge and skill development, it provides numerous advantages for the organization, including greater quota attainment and higher margins. This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc.,

Training 118

Training Hiring How To Retention 118

The Sales Hunter

APRIL 11, 2013

Provide senior management in advance an agenda of the meeting that includes the following: Key items we need to cover, including a copy of the presentation you will be giving on the call. Items of concern the customer may bring up. Never set expectations above what you are positive senior management is comfortable with.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

The Sales Hunter

JULY 12, 2013

When you follow-up, it shows that you take your involvement seriously and you value the role the sales team plays in the success of the company. Send a follow-up note to the customer and copy the salesperson. Recap with the salesperson’s boss what you saw, what you learned, and any necessary next steps.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

The Sales Hunter

AUGUST 19, 2013

Better yet is if everything does fall into place, you will wind up achieving a number far above your stated goal. Sales managers who are reading this need to make sure each salesperson follows through in their pre-planning. Don’t build plans to make your goal. Aim higher! Copyright 2013, Mark Hunter “The Sales Hunter.”

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

The Sales Hunter

DECEMBER 12, 2013

They know the value of following up today — taking care of customer requests sooner than later. To them it’s not work, but rather a challenge they can’t pass up to be continually looking for new avenues to help them succeed. Great salespeople don’t keep track of the hours they work.

Consultative Selling 215

Consultative Selling Motivation Call-back Selling Skills 215

SBI Growth

JANUARY 9, 2013

The below downloadable tool will give over 40 sales leadership skills to choose from. You have to pick the skills that work best for your organization. For example, if your company needs to be “social”, then Social Selling skills are a must. If your company uses channel partners, Channel Management is a needed skill.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

Understanding the Sales Force

JUNE 20, 2012

Actual consultative selling requires that salespeople ask good, tough, timely questions, and when appropriate, challenge and push-back. A salesperson's follow-up questions should nearly always be derived from a prospect's most recent response and that's where the challenge usually begins. c) Copyright 2012 Dave Kurlan

Consultative Selling 232

Consultative Selling Call-back Proposal Follow-up 232

Jeffrey Gitomer

JUNE 28, 2011

I wake up every morning, and I read. Every time I read something old, I come up with a new idea, which leads me to my second non-secret: I CAPTURE AND COLLECT THOUGHTS AND IDEAS. I write this column every week on selling skills, but I don’t just write the column, I collect ideas so I can always be ahead. I LOVE IT.

Hiring 305

Hiring Lead Rank Social Media Loyalty 305