Sales 2.0

NOVEMBER 12, 2012

My prospecting approach at that time was going through lead lists and sending blind emails. Nowadays, I can’t even imagine a world without social media, especially for prospecting. First of all, prospects, business partners and most stakeholders will look at your Linkedin profile at least once when doing business with you.

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. 100 Most Prospected-to Companies of 2018.

Company 156

Company Prospecting Oracle Transportation 156

Zoominfo

JANUARY 23, 2019

If you’ve worked in sales for any length of time, you know your success is dependent on the quality of your prospect lists. Instead, modern sales professionals find success by creating and reaching out to hyper-targeted lists made up of only the most qualified prospects. Let’s get into it! Step One: Understand Your Offering.

Prospecting 182

Prospecting Ideal Customer Profile Hiring How To 182

SBI Growth

JULY 21, 2013

Understanding how the prospect thinks is part of the CMO’s DNA. But for the most part needs-based selling has been used as a technique to better ‘tell’ the prospect what they need. They ‘smooth’ the friction between a prospect and your company’s stone-age sales process. Vince Koehler on Google+. Author: Vince Koehler.

Top of Funnel 335

Top of Funnel Marketing Decision Maker Infusion 335

SBI Growth

OCTOBER 29, 2013

To make matters worse, everybody in the planning sessions (finance, product, training, HR) has never made a number. 1 — Customers & Prospects: The most important thing is your customer/prospect. 2 — Rep and Manager Skills: You are debating what training you should do at your Q1 sales kickoff. Matt Sharrers on Google+.

Territories 308

Territories Compensation Buyer Social Selling 308

MTD Sales Training

JANUARY 10, 2018

This surprises us, as the quality of the preparation can make or break your opportunities with a new prospect. Work Out Why This Particular Prospect Ended Up On Your List. Work out what made this prospect be on your call list in the first place. Google The Person You Are Visiting. Google Yourself. Happy Selling!

Ideal Customer Profile 220

Ideal Customer Profile Google Competition LinkedIn 220

Hubspot Sales

SEPTEMBER 19, 2019

However, basic product knowledge training isn’t enough. So, how can you train your sales reps on the product they’re selling and ensure they’ll remember the information when they’re making a sale? Below, you’ll learn how to train your salespeople to sell your product better and faster. Solve for the customer.

Hiring 139

Hiring Training Case Study Hubspot 139

No More Cold Calling

OCTOBER 2, 2014

During the training simulations, our heroes instruct the new guys how to land a space shuttle manually, which the young astronauts think is ridiculous, insisting that with such a great, modern machine, all they need to know is how to make an instrument landing. and lots of derision and skepticism aimed at the abilities of the old “cowboys.”.

Cold Calling 286

Cold Calling Small Business Small Business Enterprise 286

SBI Growth

MARCH 17, 2013

An athlete trains to make it to the pros, yet must continue to train to remain. This will enable you to engage prospects early in the buying process. Vince Koehler on Google+. To get to the position of CMO or VP of Marketing, you are a top talent. Marketing as a skill is no different. Download this tool here to help you.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

SBI Growth

SEPTEMBER 23, 2013

Sales training. Why are reps not being taught how to generate demand in the new prospects? Shouldn''t the front line sales managers be leading the training and it be buyer centric? How was he going to teach his team to generate appointments inside their target prospects? Matt Sharrers on Google+. Steve’s new plan.

Compensation 325

Compensation Social Media Incentives Incentive 325

SBI Growth

APRIL 3, 2013

It seldom answers the most pressing questions of the prospective buyer. Marketers have literally cracked the code on what to communicate to their prospective buyers. Formal training materials. Each phase has your prospect asking questions and taking action. Vince Koehler on Google+. Author: Vince Koehler.

Campaigns 300

Campaigns How To Energy Demand Generation 300

Hubspot Sales

OCTOBER 14, 2020

Less frequently do we hear about social media being used by sales reps as a way to identify, connect with, educate, nurture, speak to, and convert prospects — this process is known as social selling. Social Media Training for Sales Reps. Why is it so important to train your sales reps in social selling? What is social selling?

Social Selling 137

Social Selling Training Social Media How To 137

MTD Sales Training

JULY 23, 2019

If you have a LinkedIn account, Google yourself now. Put your name and company into Google and see where your LinkedIn account is placed. If it’s in the top five, it may be one of the first sites your prospect clicks on when they search you. Remember, google searches are identical to LinkedIn’s search engine.

Ideal Customer Profile 161

Ideal Customer Profile LinkedIn Google How To 161

Understanding the Sales Force

SEPTEMBER 11, 2013

By the time training is over, they will rank in Google for a few dozen keywords in their market, have a few dozen followers on Twitter and have written a few dozen blog articles. HubSpot’s content marketing strategy allows the rep to establish online credibility before even getting on the phone with his or her first prospect."

Lead Rank 287

Lead Rank Lead Scoring Hiring Hubspot 287

SBI Growth

JULY 3, 2013

The lowest hanging fruit today is Social Prospecting Tools. In today’s buying process, prospects are highly influenced by peer referrals. Guideline Toolkit: Training and steps on how to leverage LinkedIn. Social Prospecting Tools: Leverage existing content and marketing expertise. Increase sales prospecting effectiveness.

Guidelines 300

Guidelines Referrals Construction Survey 300

Understanding the Sales Force

OCTOBER 12, 2022

I receive calls and emails that begin with things like "My salespeople are complacent" or "My salespeople need some training on closing" or "My salespeople aren't bringing in enough new business" or "My salespeople need help with negotiating" or "Our team has a lot of stalled opportunities." it's the same with sales teams.

Selling Skills 295

Selling Skills Hotels Call-back Negotiation 295

The Pipeline

JANUARY 7, 2020

You’re A Prospect – I’ll Sell You. Witness the recent announcement that a Google company AI was able to better spot breast cancer than experts in the field. Some of you may be yelling at the screen about the Google AI that set a haircut appointment ? They for pattern, I for nuance; there was no nuance in the Google calls above.

Face-to-face 257

Face-to-face Lead Gen Hiring Google 257

Sales and Marketing Management

AUGUST 20, 2018

Typically, it would start with an email from a prospect, asking a question about price, availability or some product feature. The sales team was jumping on these opportunities, firing back an answer to the prospect’s question – often within minutes – and then following up with a phone call. The prospects had gotten what they wanted.

Buyer 294

Buyer Call-back Follow-up Sales Qualified Lead 294

Shari Levitin

JUNE 30, 2021

That’s why companies like Facebook, Google, and Dell are investing billions of dollars in upskilling their employees to sell and service customers in a “hybrid environment.”. What Your Prospects Aren't Telling You. Later, I incorporated this idea into our training programs. There’s no going back. Create T-Shirt Moments.

Prospecting 149

Prospecting B2C Travel Face-to-face 149

No More Cold Calling

JUNE 15, 2017

We were thought leaders; we had visibility; and the client loved our solution for advanced sales training. My prospect: Had a relationship with an existing vendor for basic sales training (When I asked why the buyer didn’t contract with this company, I was told their system didn’t have advanced capabilities.). Once or twice.

Account 257

Account Referrals Sales Qualified Lead Lead Generation 257

Hubspot Sales

DECEMBER 4, 2018

It's easy to sell to prospects who are already interested in your product. But the best salespeople are distinguished from the average ones when it comes to uninterested prospects. But the best salespeople are distinguished from the average ones when it comes to uninterested prospects. How to Earn Your Prospect's Interest.

Prospecting 142

Prospecting Hiring Up-Sell Guarantee 142

Score More Sales

FEBRUARY 17, 2014

Many “experts” sit around and preach about how you must add researched insight into every prospective interaction with a potential buyer. If you know who your best prospects are (you know who your best customers are) then you need to contact others in the same industries with similar issues you can solve. Hold on a minute.

Cold Calling 277

Cold Calling InsideView Lead Rank Lead Scoring 277

SBI Growth

DECEMBER 22, 2013

People get disappointed with sales training events. They satisfy a box checking exercise around providing training. New Capability Required - Modern prospecting methodology that sales reps can consistently execute. Matt Sharrers on Google+. Hard projects are those you should do. They make the number. They are easy.

Scale 282

Scale Compensation Exercises Follow-up 282

SBI Growth

SEPTEMBER 23, 2012

Sales can then do what they should be doing, which is selling, not prospecting. Sales Reps need to train their customers to use Customer Service. That means using LinkedIn, Google+, and other communities to identify, pursue, educate and relate with potential buyers. Sales can’t do the job alone. How can HR help Sales with this?

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

MTD Sales Training

OCTOBER 5, 2018

Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? Check out their LinkedIn credentials, or google them to find other facets of their industry experience. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy Selling! Sean McPheat.

Decision Maker 242

Decision Maker Gatekeeper Face-to-face Influencer 242

Sales and Marketing Management

OCTOBER 16, 2017

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. Storytelling gives a prospect a compelling reason to hear you out. Early stage prospects often gravitate toward videos and short, educational demonstrations. Closing the deal.

Real Estate 243

Real Estate Construction Scale Hiring 243

Score More Sales

MARCH 18, 2014

This blog will be looking into all of the ways – easy ways, that a sales professional can get “more social” with his clients, prospective clients, and strategic partners. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+. Increase Opportunities. Expand Your Pipeline. Close More Deals.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

Score More Sales

NOVEMBER 14, 2014

Take time to get to know more probable prospective buyers. Get educated on professional strategies for brand building online before you start throwing messages to valuable prospective buyers so that you don’t prevent or damage relationships. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

LinkedIn 247

LinkedIn Referrals Buying Cycle Twitter 247

SBI Growth

NOVEMBER 6, 2013

Social Prospecting Guidance. A modern prospecting methodology that fills the funnel with opportunities. Generates meetings with decision makers inside of your target prospects. Role of Marketing: Training and quick reference guidance on social selling best practices. Vince Koehler on Google+. Author: Vince Koehler.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

Score More Sales

JUNE 30, 2014

Keep it Tasty – your offers to prospects must be enticing. Train and coach frontline sales leaders. Studies show this is the best place to invest in training with follow-up coaching for reinforcement. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

SBI Growth

NOVEMBER 12, 2013

If you google “sales strategy,” you can read for hours on the subject. Benefit – Gives you the ability to prioritize your customer/prospect base. Benefit – Gives your reps formal training before the new product hits the street. In addition you will receive access to a number of other useful resources. What is a Sales Strategy?

Strategy 317

Strategy Hiring Top of Funnel Margin 317

Sales and Marketing Management

SEPTEMBER 14, 2018

This is meant for educational and training purposes because of the clear examples and useful insights that can easily be understood by analyzing what they do. It must be an active strategy where the size is based on the amount of time, money, and resources that can be invested for marketing to prospects.

Small Business 260

Small Business Small Business Marketing Social Media 260

No More Cold Calling

APRIL 20, 2017

Here’s how to cure your prospecting problem. What’s to fear about prospecting? One of my first corporate sales jobs was with a global consulting and training firm. That may seem absurd today, but it was a creative prospecting strategy in 1995. Prospecting Creates the Same Fear Today. Surprised? Good question.

Cold Calling 249

Cold Calling Referrals Sales Qualified Lead Promotion 249

The Sales Hunter

JUNE 21, 2019

Before a prospect meets with you, they do one thing: Google your name and your company! Your prospects don’t care! In fact, these accolades can actually turn off a prospect, because it makes it seem like it’s all about you. Remember that your prospects are busy. Watch my video on this here!

Social Media 180

Social Media Ideal Customer Profile Google Media 180

MTD Sales Training

AUGUST 10, 2018

My trainer was very diplomatic and said that, even though cold calling wasn’t the most efficient use of a salesperson’s time, you have to sometimes get hold of prospects some way or other, or your pipeline will be as empty as it possibly could be. Google yourself and your company now. What’s the best way to generate leads, then?

Leads 197

Leads Marketing Qualified Lead Cold Calling LinkedIn 197

The Sales Hunter

SEPTEMBER 17, 2019

Whether you’re building a prospecting plan from scratch or reviewing your existing plan, ask yourself these 8 questions. I have said this before, but I will say it again- the biggest improvements you can make to your prospecting are to the little things. What about my prospecting process is compelling to the customer?

Ideal Customer Profile 129

Ideal Customer Profile Prospecting Segment Referrals 129