Sales 2.0

FEBRUARY 21, 2020

The biggest challenge facing most sales people and small business owners is getting meetings with prospective clients. Cold prospecting techniques get harder-and-harder every day. Maybe you are system administration firm but your prospect currently needs a new lawyer. Cold prospecting gets harder every day.

Prospecting 407

Prospecting Face-to-face Small Business Small Business 407

Sales Gravy

SEPTEMBER 9, 2022

Ever wondered how you can get the attention of that elusive prospect you've been chasing? On this episode of the Sales Gravy Podcast, Fanatical Prospecting author Jeb Blount and Stu discuss creative ways to get meetings with anyone. Get more meeting with effective Prospecting Sequences. You know the one.

Meeting 121

Meeting Prospecting Journal Gatekeeper 121

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 204

Meeting Cold Calling Inbound Outbound 204

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

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

MTD Sales Training

MAY 10, 2018

One thing many salespeople tell us is that, when they are in a sales meeting, the prospect often will derail the subject or cause objections to be raised. It’s not surprising that often the prospect will be disengaged from you. So, what are some of the best ways to keep your prospect engaged during the discussions?

Meeting 163

Meeting Prospecting How To Sales Meeting 163

Gong.io

APRIL 2, 2021

Sales prospecting is dead. Sales prospecting is an essential part of your process. . That’s why I stole these 10 sales prospecting techniques from the best-of-the-best sales pros. Prospecting Technique #1: Use This Cold Call Opener. Want to totally level up your sales prospecting game? Dramatic pause*. performs 6.6X

Meeting 124

Meeting Prospecting Cold Calling ROI 124

No More Cold Calling

MAY 14, 2020

When the market is on an upswing, our customers and prospects may be focused on a whole host of things. Salespeople score meetings with qualified prospects in one call. My new question to clients and prospects: “Are you in minimizing-risk mode, cost-savings mode, growth mode … or just ‘leave me alone’ mode?”.

Prospecting 428

Prospecting Referrals Scale Sales Qualified Lead 428

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

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 235

Prospecting How To Account Meeting 235

Anthony Cole Training

NOVEMBER 5, 2020

How important is it that you or your sales team close more business, more quickly at higher margins?

Maximizer 268

Maximizer Meeting Margin Prospecting 268

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

Zoominfo

JULY 8, 2024

We built ZoomInfo Copilot to solve one of the biggest challenges facing go-to-market (GTM) teams today: connecting with prospects who are actively looking to buy, at the moment they’re ready to act. A majority of good-fit prospects simply aren’t in-market at any given moment. ZoomInfo Copilot Dialer makes that easier than ever.

Prospecting 130

Prospecting Decision Maker Face-to-face ACT 130

Partners in Excellence

OCTOBER 23, 2023

To connect and engage effectively, we have to meet people where they are at. To meet people where they are at, we have to look deeper than the problem. Unfortunately, too often, we don’t even try to meet people where they are at. Instead, we demand they meet us where we are at. But the problem is not a person.

Meeting 130

Meeting Face-to-face Coaching Objections 130

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

Understanding the Sales Force

MAY 23, 2017

Then watch the video below that to hear me talk about how to get your prospects to pay attention to you on the phone. A Salesperson left a voicemail message today and he didn't sound bad but his strategy and his script were awful. Listen to the message below and try to identify what was wrong.

Cold Calling 237

Cold Calling Meeting Prospecting Call-back 237

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 175

Prospecting How To Call-back Objections 175

Selling Energy

JUNE 2, 2022

What methods do you use to get to know your prospects before you meet with them? The following are four categories that you should explore in depth before meeting with your prospect: I'm here to tell you that you really need to do a lot more research and planning than you might imagine.

Meeting 77

Meeting Prospecting Research Sales Meeting 77

MTD Sales Training

APRIL 19, 2020

That, of course, was written before the virus shutdown, but it shows that virtual meetings with clients and prospects were exponentially on the increase before it became the only methodology that we could use to reach prospects. So, what would be the best practices to adhere to when meeting up with a client virtually?

Meeting 156

Meeting Face-to-face How To Call-back 156

SalesFuel

OCTOBER 16, 2024

The sales discovery meeting continues to be an important part of the process. A sales discovery meeting can be the gateway to a long…happy relationship with a new customer,” Steli Efti writes. Even the most veteran sellers should revisit how they conduct these meetings. But only if you do it right.”

Meeting 52

Meeting Hiring Social Media Research 52

Smooth Sale

JULY 12, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: How to Improve Meetings for Desired Results A familiar question is how we can improve team meetings to experience contributions from all in attendance for better results. I replied, ‘Great, we can have a board meeting!’ Laughter followed.

Meeting 100

Meeting How To Lead Rank Motivation 100

Janek Performance Group

MARCH 12, 2024

Virtual sales meetings are becoming increasingly common as teams transition to working from home and offices are spread out in different cities. In the past, a virtual sales meeting, whether by video or phone call, was generally not given the same consideration as an in-person meeting.

Sales Meeting 118

Sales Meeting Meeting How To Face-to-face 118

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

SalesProInsider

MAY 24, 2023

Have you noticed that converting referred prospects is easier than converting colder prospects? Fortunately, you can help colder prospects, who come in from other sources, be more ready to make the first and subsequent decisions to work with you. Send an email 48 to 72 hours before the first meeting. Well, of course!

Meeting 62

Meeting Prospecting Google Follow-up 62

The Center for Sales Strategy

DECEMBER 19, 2022

Getting that first appointment with a new business prospect is rarely an easy task. In fact, there is usually a direct correlation between how long it takes to get an appointment and the spending potential of a prospect. Simply put, quality prospects take more time!

Meeting 81

Meeting Prospecting Opportunity Leads 81

No More Cold Calling

APRIL 3, 2020

Granted, it will be more difficult to find new prospects or even to get clients to take (virtual) meetings. Granted, it’s even tougher for your team to find prospects with this pandemic, as everyone and everything is uncertain. Think of it as prospecting for gold. Reps get the introduction and get the meeting!

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

MTD Sales Training

AUGUST 28, 2014

Some salespeople relish meeting new prospects. Sales Meetings how to prepare yourself just before a sales meeting what to do just before a sales meeting' Sales Meetings how to prepare yourself just before a sales meeting what to do just before a sales meeting'

Meeting 224

Meeting Prospecting How To Sales Meeting 224

MTD Sales Training

MARCH 25, 2014

In a previous blog post called “Why You Should Only Present Solutions To Needs & Not To Problems” I stressed the importance of presenting your solutions to the prospects needs and not just their. [[ This is a content summary only. Sales Meetings discovering needs unearthing needs'

Meeting 289

Meeting Prospecting How To Sales Meeting 289

Anthony Cole Training

FEBRUARY 2, 2021

The pandemic has caused fewer face to face meetings, and many salespeople have yet to make the pivot (successfully) to virtual relationship building. In this article, we cover the impact and importance of speaking your prospects "love language" when setting a meeting and engaging them further in conversation.

Prospecting 214

Prospecting Face-to-face Pivotal Meeting 214

Marc Wayshak

FEBRUARY 8, 2024

In a world filled with various methods to reach prospects, the follow-up call remains the gold standard for setting appointments. In this article, I’ll guide you on how to make a follow-up call that gets sales meetings. Much of the decision hinges on whether the prospect wants to engage with you. Check it out: 1.

Follow-up 120

Follow-up Sales Meeting Meeting Real Estate 120

Autoklose

APRIL 8, 2024

Plus, it allows you to set initial expectations and build trust with your prospects. That’s why running an effective discovery meeting is crucial to securing the next appointment with your prospect and paving the way for the ultimate “yes.” Table of Contents What Is a Discovery Meeting?

Meeting 75

Meeting Objections Research Face-to-face 75

MTD Sales Training

MARCH 6, 2014

We’ve often asked salespeople why the client or prospect should actually agree to meet with them. Questioning Skills business reasons how to arrange meetings quality meetings Quality questions' Visit my website for full links, other content, and more! ]].

Meeting 227

Meeting Prospecting How To 227