Understanding the Sales Force

DECEMBER 6, 2013

Understanding the Sales Force by Dave Kurlan Yesterday I was leading a training program for a group of veteran Objective Management Group (OMG) Partners and experienced sales trainers. Listen intently. Get Prospect to an Emotional level. Quantify the value of the prospect''s opportunity or cost of their problem.

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Sales Process Webinar Metrics Intent Call-back 302

Zoominfo

JULY 13, 2021

We acquired Clickagy and launched Streaming and Custom Intent. We launched Workflows to activate market insights, buyer intent, and website activity. Signals we generate come from all over: intent from research on the B2B web, executive changes, funding alerts, website chats, and emails, to name a few.

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Conversion Top of Funnel Marketing Lead Rank 70

DiscoverOrg Sales

JANUARY 2, 2019

We predict 2019 will be the year B2B organizations get serious about collecting user data and start using it to dictate action – revealing the most popular features, customers most likely to churn, users in need of additional training and more. Prediction #2: B2B Intent Data will (start to) go mainstream.

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Data Intent Data Customer Intent 196

SBI Growth

SEPTEMBER 2, 2013

Amazed, you watch him visit with the prospect. You spend all your energy upstream of the training event. You and your team left the training event to find 500 e-mails waiting. Everyone has the best of intentions, and months slip by. Everyone flew in for it. Then they all went home. Life got in the way. Building a process.

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Sales Process Webinar Metrics Vendor Energy 308

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?

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Cold Calling Data Hiring Intent Data 240

Zoominfo

FEBRUARY 7, 2025

Buyers Demand Relevance and Timing Prospecting thats irrelevant or poorly timed can harm deals more than help them. Without leveraging data and intent signals, the flywheel stalls in its ability to generate sustainable growth. A prospect downloads a competitor comparison chart and begins engaging with high-value case studies.

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Top of Funnel Lead Rank Intent Signal B2B 130

The Pipeline

SEPTEMBER 18, 2014

Given the fact that we think a lot faster than people speak, and much faster than our ability to listen, it is always important to look for ways to stay focused on what a prospect is telling us, and not rush ahead or interrupt with a thought triggered by something they said. As mentioned above, use it as a basis for further discovery.

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Buyer Up-Sell Follow-up Intent 300

The Sales Hunter

MAY 7, 2019

I think far too much time is wasted on thinking that the answer to a sales slump and to even finding great prospects is developing a solution to beat a competitor. If you have the right mindset, you will be able to select the right prospects. The right mindset will allow you to properly diagnose the prospect.

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Intent Lead Rank Lead Scoring Prospecting 237

Sales and Marketing Management

FEBRUARY 12, 2020

Next-gen vocational schools like SV Academy are pulling untapped talent into tech by offering sales and business development training that lead directly into SDR roles. Getting personal – B2B sales and marketing will move closer to the B2C model of personalized selling.

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Trends Ideal Customer Profile InsideView Customer 289

Vengreso

APRIL 7, 2022

Imagine how much more targeted your outbound marketing or prospecting could be. . That’s the exact topic we dive into in this episode of the Modern Selling Podcast with my expert guest, who is leading the way in leveraging intent-based data to revolutionize the sales game. What Really is Intent Data?

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Intent Maximizer Intent Signal Outsourcing Services 90

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. We do not want more emails or voice mails from sales reps.

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Lead Rank Cold Calling Ideal Customer Profile Energy 195

Sales and Marketing Management

MARCH 23, 2020

It might be prospecting activity, learning or investing in key relationships. Because most salespeople listen with the intent to reply, not to understand. If your intent is to help your client succeed, they will be happy to see your business grow as a result. Plan these important activities for every week and stick to the plan.

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Real Estate Webinar Metrics Intent Face-to-face 320

Tenbound

NOVEMBER 27, 2024

This means salespeople must take the time to deeply understand each prospect’s unique situation, challenges, and goals. Regular training, coaching, and mentoring are essential for keeping salespeople sharp and adaptable. So what exactly are customer intent signals? That’s where implicit intent signals come in.

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Intent Signal Intent Lead Rank Lead Scoring 59

MTD Sales Training

MARCH 26, 2019

By different types of sales, we’re referring to the styles that salespeople will adopt when they are with prospects and customers. Using this type of sales technique, the intention of the salesperson is to overtly sell their product. Learn more about different types of effective selling techniques with MTD Sales Training course.

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Face-to-face Consultative Selling Intent Buyer 205

MTD Sales Training

JANUARY 4, 2018

So, here are some tips that buyers would tell you, to make your life easier when you approach a new or existing prospect: Make your website informative and interesting, so I can quickly approach you. Buyers can see these a mile away, and they will know you have been on a training course. MTD Sales Training. Listen to my needs.

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Buyer Cold Calling Objections Call-back 257

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.

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Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

John Barrows

MAY 15, 2019

It’s also about using data to look for indicators about whether or not a prospect is in the market for our services so we can time our outreach to them. I used to focus the majority of my training on a very specific e-mail approach called the “Why You Why You Now ” e-mail approach developed by MJ Hoffman. G2 is all about intent data.

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Outsourcing Services Ideal Customer Profile Intent Data InsideView 187

No More Cold Calling

SEPTEMBER 21, 2017

Before any meeting or presentation, she conducts extensive research and structures her train of thought so she can speak with confidence. We ask insightful questions, listen intently to the answers, remember details, and collaborate to find solutions. We ask insightful questions, listen intently to the… Click To Tweet.

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Cold Calling Loyalty Account Intent 266

The Pipeline

NOVEMBER 30, 2021

I often see it in a different form while training, people who put in just enough. What’s in their core, amore importantly, what’s at the core for the prospect. It is not a lack of ability, they are educated, trained, and enabled for success. Prospects are no better, playing games, intentionally or not. What’s At The Core?

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Sports Intent B2B Quota 188

Mr. Inside Sales

JANUARY 6, 2024

He explained that despite our best intentions, most goal setting starts strong, but by March it slows down, and by the summer most—if not all—goals have been abandoned. ON DEMAND SALES TRAINING THAT GETS RESULTS! When I heard this, my first thought was, “Yeah, but what about the other nine goals?”

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Face-to-face Gatekeeper Decision Maker Licensing 223

MTD Sales Training

APRIL 9, 2019

Well, it embodies the whole professionalism of a sales consultant, in that it shows how important you consider the views, ideas and concepts of the prospect or customer. We understand the meaning behind the other person’s intent. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy Selling!

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Exercises Benefit Intent Positioning 224

Sales and Marketing Management

SEPTEMBER 6, 2018

Fear inhibits prospecting, leveling up to C-level prospects, getting potential objections on the table, moving to the next step, asking for the sale, negotiation, and walking away from bad deals. Fear is the root cause of most failures in sales. It clouds objectivity and breeds insecurity.

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Objections Negotiation Face-to-face Forecasting 252

MTD Sales Training

SEPTEMBER 20, 2017

Probably the most important skill to develop as a sales professional is the ability to communicate effectively with prospects and clients. Don’t just listen to the words; listen to the intent and meaning behind them. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Of course, it’s the skill of listening.

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Face-to-face Intent Sales Course 169

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. .

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Top of Funnel Sales Enablement Marketing Case Study 241

No More Cold Calling

JANUARY 31, 2025

These pain points hurt team morale and your bottom line: Pain Point #1: Your team struggles to get meetings with prime prospects. Prospects dont know you, dont trust you, and dont want to take your call. When your reps are introduced to prospects by a trusted connection, they no longer start the sales conversation as strangers.

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Referrals Scale GoldMine Pipeline 156

Zoominfo

NOVEMBER 18, 2020

So to be paired with somebody that was literally training me on my first or second day was super cool,” explains SDR, Metz. “In Intentional Communication & Spotting The Right Account. But just because we know how awesome ZoomInfo is, doesn’t mean our prospects do (yet). “It’s Over time we build trust.

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Hiring Scale Account Intent 246

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 100

Sales and Marketing Management

JANUARY 1, 2018

But for the most part, a rep doesn’t want to rock the boat with a prospect. So we file it away mentally, with the best of intentions to raise the issue later on when we have more time (which is never). Does the rep need more training? What does that mean? Sometimes it may make sense to tell the customer they’re wrong.

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Hiring Webinar Metrics Forecasting Proposal 260

Vengreso

JANUARY 18, 2022

Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep. It is through the use of the right B2B prospecting that we can continue to succeed in this always-evolving field. But before we start, let’s define what sales prospecting is.

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Tools Prospecting Top of Funnel Ideal Customer Profile 125

Sales Hacker Training

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Know why you’re training your team before you start. Training during the last 15+ months [10:43]. powered by Sounder. Sam’s Corner [28:12].

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Training Scale Webinar Metrics Face-to-face 119

Zoominfo

MAY 21, 2019

If that content sends the wrong message, misses the mark, or leaves a prospect or customer with a bad impression of your business, it can be extremely difficult to get back in their good graces. 7 Key Considerations for More Effective Implicit Bias Training. Don’t let your implicit bias training do more harm than good.

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B2B Lead Generation Lead Rank Consumer 189

Sales and Marketing Management

SEPTEMBER 23, 2019

Customer relationship management (CRM) systems remain the most critical, enabling sales teams to collaborate, managers to stay on top of business, and customer-facing people in other departments to share one prospect or customer record. The growing use of mobile-optimized click-to-call puts reps at the beck and call of prospects.

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Inside Sales Trends Outsourcing Services Face-to-face 209

Zoominfo

OCTOBER 15, 2019

Ready to start a conversation with any sales prospect in your database or CRM? Introducing, the “foot in the door” cold email prospecting method! The techniques we discuss in today’s post will help you email any prospect, whether it’s a CEO, marketing VP, industry influencer, or your favorite podcast host.

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Top of Funnel Scale Film Lead Generation 230

Sales and Marketing Management

SEPTEMBER 4, 2018

Often, the differentiator may come down to the sales rep, whose product knowledge, experience and ability to solve the customer’s problem end up being the deciding factor in turning a prospect into a customer. Do they ask good questions and listen intently? Companies have very little room for error in this environment.

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Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Understanding the Sales Force

SEPTEMBER 20, 2023

Salespeople need to be better at prospecting instead of hiding behind emails and LinkedIn messages or waiting for BDRs to schedule less than stellar meetings for them. If you want to achieve greater sales or sales leadership success, the very best thing you can do is to invest in training and coaching.

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Sales Leadership Hiring How To Account Based Marketing 218

Sales and Marketing Management

NOVEMBER 15, 2018

This type of in-the-trenches coaching requires a manager to accompany a salesperson on calls — but with the sole intention of observing, not demonstrating. These can be sentiments like “That’s a great idea for discussion at our next team meeting” or “I liked the way you handled that prospecting call.”. Observe a salesperson in action.

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Coaching Construction Pivotal Positioning 257

Mr. Inside Sales

JUNE 8, 2023

When I started my business many years ago, it was sometimes a grind to have to prospect to find new clients. While my pitch remained essentially the same, this change of focus and intent had a dramatic and immediate effect. ON DEMAND SALES TRAINING THAT GETS RESULTS! to “How can I be of service?”.

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Face-to-face Gatekeeper Decision Maker Licensing 208