Score More Sales

AUGUST 9, 2021

If you are a sales leader that says more calls equal more meetings, that is not true. In a recent post , I shared the calling strategy from Ryan Reisert that proves how your math of sales has been lying to you. Ryan proves that time and time again.

Prospecting 430

Prospecting Sales Meeting Strategy 430

MTD Sales Training

JANUARY 28, 2020

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. Here are some ways to deal with it: 1) If it’s a price issue, meet it head on. Who has your rapt attention in this meeting? Should you try to by-pass the issue?

Competition 375

Competition Sales Meeting Meeting How To 375

Sales and Marketing Management

SEPTEMBER 21, 2020

Author: Leeatt Rothschild Virtual sales meetings have become the norm as a result of COVID-19. However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Here are four actionable tips to help you lead more successful virtual sales meetings and ultimately earn more new business.

Sales Meeting 317

Sales Meeting Meeting Nonprofit Face-to-face 317

Sales and Marketing Management

JANUARY 20, 2020

Here are eight tactics and techniques that can help you meet your 2020 sales goals. Before B2B customers and prospects contact you, they will do their research, seeking out content they can download and watch at their convenience. Share links to your company’s latest case study with your prospects. Host webinars.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

The Sales Heretic

MAY 13, 2020

They provide proof of our abilities and enable our prospects to see themselves benefitting just as our previous customers have. Stories and case studies are powerful sales tools. They give us opportunities to showcase how wonderful our product or service is. There’s just one problem with them. Everyone’s stories are the same.

Case Study 375

Case Study Prospecting Study Benefit 375

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. The Problem with Virtual Sales Meetings. They say virtual sales meetings are just not the same, and that’s the truth.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

SEPTEMBER 26, 2024

If you miss your flight and end up at the airport hotel for the night, are you more likely to belly up to the lobby bar to meet new people and make some new connections, or will you head straight to your room and order room service? Here’s what you might have missed from No More Cold Calling this quarter. I hadn’t. Big problem!

Referrals 156

Referrals Meeting Scale Prospecting 156

Zoominfo

JULY 28, 2021

Many of the administrative and other non-revenue generating activities such as scheduling meeting follow-ups, taking meeting notes, and entering post-meeting information into their CRMs takes up a significant amount of time ? time that could be spent prospecting, or better yet, selling. Chorus for Collaboration.

Meeting 246

Meeting Policies Follow-up Up-Sell 246

Anthony Cole Training

AUGUST 9, 2024

In selling, you should have various rules of engagement when it comes to cultivating a prospect. Across the country, most salespeople just chase prospects. They fundamentally lack a process, a decision tree, if you will, for deciding yes or no in terms of determining if a prospect is truly a prospect for them.

Prospecting 252

Prospecting How To Follow-up Up-Sell 252

The Pipeline

JULY 29, 2020

It’s about voicemail for buyers vs. voicemail with prospects. We can progress things quite well without much need for time-sucking meetings. And all this will serve you well as a salesperson once you are engaged and selling to a prospect. Base assumption: You need to speak with the prospect to initiate a cycle.

Buyer 289

Buyer Prospecting Call-back Cold Calling 289

Understanding the Sales Force

NOVEMBER 15, 2024

When prospecting doesn’t take place on a daily basis, salespeople fail to build their pipelines. Whether you call it cold-calling, prospecting, outbound, or hunting, the name doesn’t change what it is or how difficult it is.

Prospecting 177

Prospecting Incentives Incentive Cold Calling 177

Sales 2.0

MAY 29, 2020

As sales forces have been sent home and told their clients won’t meet them with them in-person, they have had to use new digital tools just to keep doing their job. Prospecting. How can you tailor what you say to the plan your prospect is hatching. There are some great digital listening tools out there. Progressing deals.

Commission 511

Commission LinkedIn Webinar Metrics Up-Sell 511

Understanding the Sales Force

AUGUST 25, 2021

Yesterday I watched a toad walk across the outdoor side of our kitchen window. Picture it! I wish I had video but it ran so counter to what I have observed toads doing over the past 65 years that I froze. I performed a google search and found exactly one image of a toad on a window.

Meeting 390

Meeting Google Exact Data 390

Anthony Cole Training

SEPTEMBER 8, 2022

In analyzing those salespeople who are successful year after year, we find significant consistencies in prospecting behavior and practice management. These top sales producers adhere to “The ONLY "A" priority is prospecting” principle. They also have fires to put out and meetings to attend.

Prospecting 232

Prospecting How To Account Meeting 232

Zoominfo

FEBRUARY 17, 2021

Be upfront and transparent with your prospects. Consider these following tips to get more success in your cold calls — before, during, and afterward: Do: Research your prospect (Who are they? How does a meeting next week at 11 sound? [or Back in 2007, it took 3-4 cold call attempts to reach a prospect. Reason for Calling.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

No More Cold Calling

JULY 13, 2021

A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers. You get an introduction to your prospect, and you get a meeting with the decision maker. 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

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? How did you find those prospects?

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Understanding the Sales Force

NOVEMBER 29, 2023

Using email to book new meetings sounds awesome. They have zero chance of working because they all ask for meetings – 35% of them in the first few sentences – before establishing any reason for having a meeting. And when one in five will convert to a meeting? Using email to book new meetings sounds awesome.

Meeting 207

Meeting Cold Calling Inbound Outbound 207

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. When you analyze what really went wrong with missed sales opportunities, you’ll typically discover that your sales reps didn’t make time to prepare for their meetings. The Only Fail-Proof Prospecting System.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

The Pipeline

NOVEMBER 19, 2020

Your prospects sure don’t! What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. By Tibor Shanto.

Lead Scoring 398

Lead Scoring Lead Rank Margin SME 398

The Pipeline

JULY 20, 2021

I’ll follow up by asking “for prospecting and selling?” The majority will tell you they do most, if not all their “research” before even prospecting someone. It is clear that many salespeople use the “activity” as busy work and a means of avoiding actual prospecting.

Research 386

Research Call-back Lead Rank Lead Scoring 386

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. And as of July 2020, 69 percent of B2B reps didn’t have enough leads in their pipeline to meet their annual quotas, according to a survey by ValueSelling Associates. None of us stands out during prospecting. Try this instead. That’s a fact.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

The Pipeline

SEPTEMBER 7, 2021

It’s a prospecting call, please stop apologising, it’s OK to do your job. Don’t say “I am hoping we may book a time to meet.” Or “I was wondering if we can meet?” I am call specifically to set a time, book an appointment, schedule a meeting, but none of the softy stuff. I’m Sorry, I Didn’t Mean To.

Cold Calling 355

Cold Calling Call-back Prospecting Meeting 355

The Pipeline

AUGUST 10, 2021

But done right, there are dimensions to questions that can help in prospecting and lead to a more meaningful Discovery. While the average salespersons see questions as a means of gathering information, pros understand that questions shape a prospect’s thinking. It’s an easy way to book more meetings and win more business.

Fashion 329

Fashion Campaigns Outbound Quota 329

The Pipeline

MARCH 2, 2021

It’s not by pandering or pretending that the prospect is always right as many try to do. One is the notion of how they communicate with prospects. A key job of a salesperson is to help prospects move beyond their comfort zone. Prospect Not Sell. Well contrary to popular myth, that is not the same in a prospecting call.

LinkedIn 369

LinkedIn Prospecting Exact Buyer 369

Understanding the Sales Force

DECEMBER 21, 2023

Momentary panic can spell the end of a call, meeting or opportunity. I’ll explain how to always respond appropriately to Your Prospect. This is exactly what salespeople go through when a prospect pushes back, objects, displays lack of interest, or attempts to end the call. It could even spell the end of that opportunity.

Prospecting 177

Prospecting How To Call-back Objections 177

No More Cold Calling

JULY 12, 2024

Sales leaders complain that reps don’t get enough qualified leads, their pipelines are fluff, and it takes them way too long to reach their prospects. A disciplined referral system can help your company scale by increasing deal size, converting prospects to clients, and penetrating prime accounts. Big problem!

Scale 317

Scale Referrals Penetration Sales Qualified Lead 317

No More Cold Calling

APRIL 16, 2020

At least, that’s what many prospects have come to believe. How Your Prospects Choose Whom to Trust. And just as importantly, who do your clients and prospects trust? Invite Joanne to lead a discussion about “ How to Boost Your Sales in a Volatile Economy ” at your next virtual or in-person sales meeting.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

Sales 2.0

SEPTEMBER 18, 2020

Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days). Their study looked at 479,140 outbound cadences from nearly 9,000 companies.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

Sales 2.0

JULY 17, 2019

I’ve spent many years selling in startups and small businesses and every time the biggest issue cratering the sales pipeline is getting enough meetings with appropriate prospects. There’s an alternative way to get meetings with prospective clients, but sales people don’t generally use it. Making a social call.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Sales and Marketing Management

SEPTEMBER 4, 2024

80% of salespeople believe virtual meetings make it harder to engage with prospects and 40% believe virtual meetings are costing them sales. Here are four tips to maximize the impact of your virtual sales meetings.

Maximizer 296

Maximizer Meeting Sales Meeting Sales 296

No More Cold Calling

OCTOBER 1, 2020

4 Secrets to the One-Call Meeting: Your Powerful Referral Program. It takes roughly eight touches for sales reps to reach cold prospects. The #1 challenge salespeople face is reaching decision-makers quickly, but getting prospects to call you back is deceptively simple with a referral program. Listen to the podcast.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373