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

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. They didn’t plan agendas, do their research, or even check the clients’ LinkedIn profiles to identify shared interests, connections, and similarities. The Only Fail-Proof Prospecting System.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

MTD Sales Training

AUGUST 6, 2018

Trying to get your prospect to interact with you can often be a frustrating nightmare. What can we suggest, then, that will at least get the prospect listening for a few moments? 2) I saw on your LinkedIn profile that…. If it’s a problem this prospect is facing too, you may get a few moments of their time. Happy Selling!

Prospecting 184

Prospecting Face-to-face Ideal Customer Profile Industry 184

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. If you don’t get the meeting, Part Two doesn’t matter.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

JUNE 22, 2018

Check out my NEW online sales training course on LinkedIn Learning. Then a colleague suggested LinkedIn Learning, a new platform for online sales training. I checked out the platform and spoke with a colleague who’s already a LinkedIn Learning instructor. How to Benefit From This Online Sales Training.

Referrals 97

Referrals Closing Cold Calling Lead Generation 97

Janek Performance Group

NOVEMBER 8, 2021

Is your LinkedIn social selling strategy based on FOMO (the fear of missing out)? Especially if we are talking about social selling on LinkedIn. We all agree exposure on LinkedIn is important, but there can be a negative impact without a clear social selling strategy. FOMO is rarely a good reason to do anything in business.

Social Selling 117

Social Selling LinkedIn Guidelines Ideal Customer Profile 117

No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. In 2018, I was referred to LinkedIn Learning. LinkedIn Learning did a fabulous job of editing and adding quizzes. The year was 1996.

Referrals 385

Referrals Cold Calling Webinar Metrics Inbound 385

Vengreso

DECEMBER 25, 2020

Your LinkedIn Company Page (called LinkedIn Page) is an important branding opportunity that many businesses aren’t taking advantage of. When used effectively, your LinkedIn Company Page can be your business’ content hub—the first thing that your target buyers see when they research your company’s products and services.

Paid Content 143

Paid Content LinkedIn Company Ideal Customer Profile 143

Hubspot Sales

OCTOBER 14, 2020

For example, you might hear about a company using Instagram to market their products, LinkedIn to share industry expertise and insights, or Facebook Messenger to respond to customer service queries. LinkedIn, Instagram, and Twitter). Social Media Training for Sales Reps. Why is social selling training important?

Social Selling 137

Social Selling Training Social Media How To 137

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

Partners in Excellence

OCTOBER 12, 2020

Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years. Or possibly our problems are that too many sales people just don’t want to prospect?

Ideal Customer Profile 166

Ideal Customer Profile Prospecting Sales Qualified Lead Pipeline 166

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

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

No More Cold Calling

JULY 20, 2018

Find out how they know your prospects, what’s important to the prospects, what their challenges are, what they value, how they communicate, and what might get in the way of your sales success. Or, would you rather spend your time on a cold outreach and try a dozen touches to reach your prospect? A referral is highly personal.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

Allego

SEPTEMBER 8, 2022

Of all the social media platforms, LinkedIn has proven to be the best for reaching and engaging with business professionals. And in 2021, LinkedIn saw a 55% increase in conversations among connections. Sales leaders, trainers, and consultants regularly post articles that they distribute via their LinkedIn newsletter.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

No More Cold Calling

SEPTEMBER 18, 2014

By sharing information, ideas, solutions, and even referrals with our clients and prospects, we become trusted resources. But by now everyone knows that coaching and training are what turn salespeople into top performers. How to Get Prospects to Call You Back. Read “ How to Get Prospects to Call You Back.”). I see you.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

DiscoverOrg Sales

DECEMBER 4, 2017

Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time. From digging through LinkedIn for org charts, guessing at email addresses, and scouring the internet for news about a prospective company or contact, salespeople spend a significant amount of time on research.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Alice Heiman

APRIL 11, 2023

Better prospecting is the most direct path to increase sales conversations. Her four steps are: The right list Great skills Strong process The right software What can your team add to improve their prospecting? As a pioneer and leader in the crowded new business development space, Salesology sets the standard for sales training.

Lead Rank 126

Lead Rank Sales Qualified Lead Conversion Prospecting 126

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

Vengreso

JULY 11, 2022

As a LinkedIn user, have you wondered how to find your LinkedIn Social Selling Index (SSI) and what levers you could pull to increase your LinkedIn SSI score? Wonder no more… The secret sauce is all right here on how to upgrade your sales process and create a perfect 100 out of 100 LinkedIn Social Selling Index score!

Lead Rank 107

Lead Rank Lead Scoring LinkedIn Ideal Customer Profile 107

No More Cold Calling

AUGUST 1, 2019

I regularly receive pitches in LinkedIn invitations and with InMail. If sales managers hold their people accountable for the number of phone calls they make, emails they send, and invitations and InMails on LinkedIn, that’s how they’ll prospect. Reps used to pester people with pitches on the phone or in person. Trust should.

Referrals 289

Referrals System Cold Calling Social Media 289

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. LinkedIn groups would be a fine place to start. Does this take time and effort?

Leads 197

Leads Marketing Qualified Lead Cold Calling LinkedIn 197

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. Find Out About Your Contact Through LinkedIn. MTD Sales Training.

Ideal Customer Profile 220

Ideal Customer Profile Google Competition LinkedIn 220

MTD Sales Training

MARCH 31, 2020

We’ve had over 82 sales training programmes postponed! Some have moved over to virtual channels like webinars and online training but a lot are just waiting it out. If applicable get on LinkedIn and start using it. Network with prospects and clients. Selling is tough at the moment isn’t it? Get Social. Don’t just pitch.

Skype 246

Skype Webinar Metrics Call-back Exercises 246

The Pipeline

JUNE 11, 2019

.” Something that can also be used to describe sales and prospecting. Making any growth or development we achieve, as something to have “lived through,” nowhere more so than in prospecting. People are paralyzed by the thought of being rejected when prospecting. Rejection Hurts. Ignorance Is Bliss.

Quota 295

Quota Prospecting Exact Study 295

No More Cold Calling

JUNE 29, 2019

Why it’s important to train from the trenches. From now on, I am going to make it a fixed rule that no unit, from the time it reaches this theater until the war is won, will ever stop training.”. I also learned about the intense training that our allied troops underwent and the critical importance of ongoing training.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

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.

Tools 124

Tools Prospecting Top of Funnel Ideal Customer Profile 124

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. So forget your product features and brush off the benefits, because you’re going to connect with your prospect on a (virtually) human level.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

DiscoverOrg Sales

JUNE 6, 2017

Much like my mom’s BMW, I use personalized emails to catch the attention of my most important prospects. Either I get responses from someone who forwarded my email, or the prospect who received the email responds themselves. So what situations are appropriate for this type of prospecting? When your prospect is a decision maker.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

SBI Growth

DECEMBER 25, 2013

Only 20% of marketers will receive formal training on analytics and customer data management. Success of content should be measured by how well it pulls prospects through the buying process. Connect with me on LinkedIn. Multi-channel coverage becomes an opportunity and a challenge area, as CMOs integrate media silos.

B2B 325

B2B Enterprise Enterprise Analytics 325

Smooth Sale

MAY 25, 2022

Attract the Right Job Or Clientele: Improving Your Business Prospects One Step At A Time. Our collaborative blog provides insights for ‘Improving your business’ prospects one step at a time.’. Specifically, looking at how you can hope plus take action for improving your business’ prospects one step at a time. _.

Prospecting 139

Prospecting Hiring Licensing Research 139

No More Cold Calling

JUNE 23, 2019

percent of business buyers prefer to work with referred vendors, and 73 percent prefer to work with referred salespeople, according to IDC and LinkedIn. 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. Prospecting is either HOT or cold … period.

Referrals 297

Referrals Scale How To Lead Rank 297

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

Adaptive Business Services

OCTOBER 23, 2024

Time flies and I’m guessing that it has been close to 10 years since LinkedIn decided to close its access doors to most third-party applications including Nimble CRM. Shortly thereafter, they did authorize limited access to a few enterprise level CRMs providing that you have the right LinkedIn premium account. Here’s how!

LinkedIn 62

LinkedIn CRM Prospecting Lead Qualification 62

The Pipeline

NOVEMBER 6, 2018

While the title above may be pushing it, but what else may explain the LinkedIn exchange below. I understand the Canadian Spam limitations forcing him to LinkedIn. At this point, I disconnected on LinkedIn from this fool. Ingroup Tibor, you work in helping people with prospecting and sales. AUG 20 Brent W.

Social Selling 230

Social Selling Cold Calling LinkedIn Networking 230

The Pipeline

MARCH 7, 2019

As highlighted in a piece on LinkedIn , based on research by the then CEB, while there is no shortage of information available to buyers, value as a salesperson now is in providing context, insight and confidence in moving forward. On the field, that is with a prospect in Discovery, sellers need to be counter-intuitive.

Buying Cycle 244

Buying Cycle Education Commission Buyer 244

The Pipeline

APRIL 16, 2019

I have many VP’s say with pride; they only think about training every other year. When you practice, rehearse and internalize what it takes to be a complete salesperson successfully, you are much better prepared to not only listen to what your prospects are sharing with you, but have the bandwidth to process it correctly. Prospecting.

Quota 236

Quota Real Estate Pipeline Ideal Customer Profile 236