Sales 2.0

JULY 17, 2019

I graduated from Wharton’s MBA program in 1993 and had no sales training at all. Since then I’ve sold millions of dollars of technology and services, run my own sales outsourcing and training company, grown a digital agency and pioneered a new approach to selling now known as “social selling”. Getting in-the-door with a cold calling.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Understanding the Sales Force

MARCH 27, 2019

No offense intended to those of you in one of those three industries! After prospects state an objection, say they're not interested, or tell the salesperson, "No," prospects tend to raise their resistance. Most salespeople have been trained to handle these objections and put-offs and therein lies the problem.

Insurance 264

Insurance Insurance Objections Up-Sell 264

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

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

SalesFuel

MARCH 26, 2024

But since they can’t, the next best thing may be to reengineer your sales training program. How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers. These sellers quickly determine the business problems facing their prospects.

Training 116

Training Hiring How To Proposal 116

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

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

Sales 2.0

MAY 6, 2020

Is your ramp time is inline or better than industry averages? Do you have training for new hires documented and readily available? Is your training available in different formats, for example video? Training : How about training for long-time employees? Do you provide skills training on a regular basis?

Hiring 269

Hiring Proposal Sales Qualified Lead System 269

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. Where could they be going wrong?

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

MTD Sales Training

NOVEMBER 27, 2017

Successful BDMs ask those deeper questions, because they see them as the only inroad to increasing knowledge about their industry, their products and services and their clients. They are always looking at how they can find out more about their competitors or their prospects. You identify industry trends that you can pass on.

Influencer 267

Influencer Knowledge Base Research Trends 267

Steven Rosen

MAY 24, 2024

He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning. By addressing objections, providing training and support, and showcasing success stories, sales leaders can help their teams embrace AI and leverage its benefits.

Company 296

Company Sales Leadership Retention Loyalty 296

MTD Sales Training

DECEMBER 9, 2019

What would you consider to be the most important parts of the sales call, when calling a prospect? Even though this company sells some of the best products in their industry, the prospects were being turned off by a product push. Think: What state or frame of mind is my prospect in when I call? Why is that? Happy Selling!

Course 235

Course Sales Industry Prospecting 235

Anthony Cole Training

APRIL 19, 2024

Technology is transforming businesses and disrupting entire industries, including the world of selling, which has traditionally been categorized as primarily a “people business”.

Sales Technology 267

Sales Technology Competition Industry Sales 267

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

Bernadette McClelland

JANUARY 20, 2018

5. Know your prospects. Find the problem, discover solution, present why solution is best for prospect. Based on this, the top 10 job skills you will need to thrive in the Fourth Industrial Revolution, The Connection Economy or the Imagination Era are: 1. Complex problem solving. 6. Know your competition. Networking.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

Anthony Cole Training

MAY 23, 2024

Business or sales acumen is the ability to connect with prospects and clients on a deeper level by understanding their unique problems, anticipating their needs, and leveraging knowledge of their business and industry to recommend the best possible solution — regardless of whether or not it results in a closed deal.

Industry 243

Industry Sales Closing Prospecting 243

No More Cold Calling

JUNE 22, 2017

Based on my experience with thousands of solution selling training program participants, here are a few signs that your B2B sales strategy needs a review and re-work: Lagging Growth: You are not growing as fast as your competitors or your industry. The actual selling process begins with prospecting for targeted opportunities.

Account 291

Account Strategy Ideal Customer Profile Hiring 291

Zoominfo

JULY 29, 2020

And with the use of intent data , preparation can include things like current pain points, revenue, industry niches, and beyond. Having a variety of cold calling scripts on handmakes sales training easier for new hires as well. So whatever you pitch to your prospect needs to work for their purchase-savvy staff. Cold calls?

Cold Calling 240

Cold Calling Data Hiring Intent Data 240

MTD Sales Training

JULY 9, 2019

Of course, the world doesn’t work that way, and there will be prospects and customers who will reject your advances and avoid you at all costs. Calling a dozen times doesn’t change the underlying dynamic that is causing your prospect not to see you. 4) DON’T judge the prospect because of their unwillingness to see you.

Gatekeeper 276

Gatekeeper Decision Maker Call-back Up-Sell 276

Sales and Marketing Management

DECEMBER 22, 2019

Author: Barbara Adey It’s not enough to prepare for a sales call with general industry knowledge. Gather deep industry knowledge. It’s not enough to have company-specific information; sellers need a working knowledge of their customers’ industries as well. These discussions should carry over into training and enablement.

Decision Maker 240

Decision Maker Face-to-face Demographics Call-back 240

Zoominfo

AUGUST 21, 2019

Sales enablement refers to the process of providing a sales team with the information and content they need to nurture prospects and close deals more efficiently. A sales enablement content strategy involves a structured process for sales teams to access and deliver relevant content to the prospects in their sales pipeline. .

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

Steven Rosen

OCTOBER 2, 2020

Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . Of course, different industries face different realities. . Coaching and training have a fourfold impact on acquiring new skills than training alone. . . Awesome Virtual Coaching Creates Master Virtual Sellers.

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

Mr. Inside Sales

JANUARY 7, 2023

The top professionals in any industry are always adapting, always learning, and always improving. ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Qualifying prospects.

Face-to-face 259

Face-to-face Guarantee Gatekeeper Decision Maker 259

Sales 2.0

AUGUST 13, 2024

The #1 challenge for most salespeople, and small business owners, is getting enough meetings with prospects for their product or service. Some people think the solution to this problem is “to do more”, send more prospecting emails and make more cold calls. You can now learn about an industry in less than hour with ChatGPT.

Lead Rank 195

Lead Rank Cold Calling Ideal Customer Profile Energy 195

Mr. Inside Sales

APRIL 2, 2021

Remember, this is an “elevator pitch” designed to inform and grab interest in a prospect during the time you’re in an elevator together (or during that crucial 20 seconds you’ve got on the phone). ON DEMAND SALES TRAINING THAT GETS RESULTS! Focus on the direct benefits to your specific type of customer. Get Access Today.

Sales Qualified Lead 231

Sales Qualified Lead Face-to-face Advertising Advertising 231

No More Cold Calling

JUNE 23, 2019

Here’s another common scenario: They use LinkedIn to find mutual connections with their prospects, reach out to those connections, and say, “Hey, I’m trying to get a meeting with so-and-so at XYZ Corp. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you.

Referrals 297

Referrals Scale How To Lead Rank 297

Mindtickle

JANUARY 14, 2025

In a perfect world, every prospect would accept your first offer as written. Fortunately, with the right sales negotiation training, every seller on your team can confidently conquer any negotiation that comes their way. In this post, well explore how sales negotiation training can supercharge your teams performance.

Negotiation 105

Negotiation Closing Training Face-to-face 105

Anthony Cole Training

FEBRUARY 14, 2025

They must have the skills to ask the right questions, listen to understand, position their value, and help a prospect self-discover the solution that makes sense. These are not elusive skills; they are identified by our partner and industry-leading sales evaluation company, Objective Management Group (OMG).

Selling Skills 241

Selling Skills Lead Rank Lead Scoring Groups 241

Zoominfo

SEPTEMBER 25, 2018

Sales Pipeline Radio features the brightest minds in B2B sales and marketing, sharing secrets to driving greater volume, velocity, and conversion of sales pipelines in any industry. The Same Side Selling podcast features sales and business topics, as well as insight from industry leaders with proven success. Predictable Prospecting.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Zoominfo

JUNE 24, 2019

Experts across the globe are offering up their own take—trying to be first to tell you exactly how artificial intelligence will impact your industry, your company, your product, your job. CCS® specializes in world-class sales training that helps organizations predictably improve revenue growth and sales performance.

Forecasting 272

Forecasting B2B CRM Quota 272

Mr. Inside Sales

AUGUST 27, 2021

Simply seek out the top closer in your company, organization, or industry, and then role play with them and write down how they answer the same objections that are frustrating you now. ON DEMAND SALES TRAINING THAT GETS RESULTS! Want a quick and easy way to handle objections like a pro? Get Access Today.

Objections 223

Objections Face-to-face Gatekeeper Decision Maker 223

Sales and Marketing Management

OCTOBER 26, 2018

Author: Michael Nørregaard When prospects are evaluating your company, they’re looking to ultimately maximize their return on investment. They want minimal downtime, support they can rely on and access to as much training as possible, so they can be in turn, as successful as possible with their deployment. This is crucial.

Loyalty 274

Loyalty Customer Face-to-face Video 274

Hubspot Sales

FEBRUARY 12, 2024

To meet the emerging demand, consider getting into the cleaning services biz, a ~$400B industry that’s projected to reach $633B by 2030. And the cleaning industry definitely fits the bill. Train cleaning teams. The baby wipes industry is forecast to reach ~$6.7B If you can send them clients or prospects, they’ll pay you.

Industry 98

Industry Chemicals ROI Lead Rank 98

Mr. Inside Sales

JULY 12, 2021

Regardless of your industry, you can ask this question and identify a buyer. ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Which means: you aren’t closing that deal anytime soon.

Buyer 42

Buyer Face-to-face Gatekeeper Decision Maker 42

Sales and Marketing Management

FEBRUARY 12, 2020

According to a the Forrester Consulting Q3 2019 Global Content Preferences study, 87% of technology buyers said that they want vendors to understand their business, industry or market conditions, and 83% want vendors to understand what’s most important to their job.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Sales 2.0

MAY 1, 2023

He says, “what if [my account coverage was] based on my personal relationship map or my own experience in terms of the industries, or where I have done deals and I have worked with customers?” Nigel: Certain industry experts are now talking about “sales tech stack bloat”. We can pull the transcript out of our call recording.

Scale 221

Scale Top of Funnel Territories Sales 221

Understanding the Sales Force

FEBRUARY 12, 2024

Those options work more effectively when attempting to get a prospect to the phone than when trying to get them to buy, but you won’t even get an opportunity to help buy them buy if you are unable to speak or meet with them. I know, what if your prospect is a woman? ” Will whipped cream help? Women play golf!!

Sales Cycle 218

Sales Cycle Engineering Selling Skills Prospecting 218