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

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

The Sales Hunter

JUNE 18, 2019

You don’t just think about prospecting. Prospecting is something you do, and you do it daily. Watch this video : 10 Rules of Prospecting, to learn more! The number of deals you have to close directly reflects the amount of time you spend prospecting. Always have a dedicated time to prospect each day and each week.

Prospecting 269

Prospecting Networking Banking Video 269

MTD Sales Training

APRIL 12, 2020

You’re conducting an online sales presentation to a prospective new customer…. Just how can you increase their engagement and keep them interested – and how can virtual meetings and virtual presentations achieve this? A lack of understanding about the features and functions of the meeting tool being used. The Message.

Meeting 220

Meeting How To Webinar Metrics Google 220

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

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 211

Prospecting Face-to-face Pivotal Meeting 211

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

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 Scoring Lead Rank 409

Sales 2.0

OCTOBER 9, 2020

It’s not the sort of money you need a committee meeting with your bosses to get approved. Train Your team. Your team does need training. You need to train them. In order to train someone, you need to know how to do something yourself first. I am talking about tens of dollars here not thousands.

Account 385

Account Social Media Scale Small Business 385

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”. Making a social call. Back to the math.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Mr. Inside Sales

APRIL 23, 2021

First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back. And then hit MUTE and listen to what your prospect reveals. Role play it in meetings.

Face-to-face 334

Face-to-face Gatekeeper Decision Maker Licensing 334

Anthony Cole Training

JANUARY 10, 2025

Our team of sales experts at Anthony Cole Training Group have compiled 25 sales tips to help your salespeople prospect smarter, plan effectively, and sell with confidence. You should consider using them for sales team meeting discussions. We want to help you and your team make 2025 your best sales year yet!

Groups 232

Groups Sales Resources Training 232

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? If you’re a manager, this is a great exercise for a sales meeting. You could do two: one for prospecting and one for the close.

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

Sales and Marketing Management

FEBRUARY 25, 2021

me) to actually absorb your outstanding training materials, then put them into action to achieve the desired results? . You share these your people and train them in the implementation of these strats and tacs. I also spent the last 40 years training and developing thousands of salespeople and managers. Charbonneau.

Training 194

Training Hiring Webinar Metrics Sales Qualified Lead 194

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

NOVEMBER 23, 2021

I miss in-person meetings, lunches, and conferences. If virtual sales training was ever needed, this was the time. Without it, your prospects figure you’re not interested, and they tune out. Early on in the pandemic, there was a learning curve as we all adjusted to virtual sales meetings. A total pain, if you ask me.

Video 289

Video Cold Calling Exercises Conference 289

No More Cold Calling

JANUARY 23, 2020

Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. Sales technology might help you identify prospects, but it won’t solve your sales execution challenges. Invite me to speak at your next sales meeting or event.

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

MTD Sales Training

JANUARY 21, 2020

Imagine one of your receptionists answers the phone in a gruff manner because they have just had a bad meeting with their manager. 1) Understand that every call/meeting is a potential sales opportunity. Without realising it, the way a contact is handled could make or break a sales opportunity for a new prospect. Happy Selling!

Face-to-face 280

Face-to-face How To ACT Opportunity 280

Mr. Inside Sales

SEPTEMBER 11, 2020

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. I’ve got another meeting in 10 minutes, OR. This response will get them to reveal what (or how much) interest your prospect really has.]. How long will this take?”

Sales Qualified Lead 320

Sales Qualified Lead Face-to-face Scale Call-back 320

The Pipeline

MARCH 12, 2020

If you’re prospecting, and you should prospect daily, number two or three on a to-do list, you’re inviting more activity. How many direct meetings will you need to schedule, think of hours as dollars, say you have 14 hours/dollars per weekday, and 5 hours/dollars per weekend days. Let’s use three months as an example.

Call-back 319

Call-back Consumer Meeting Video 319

No More Cold Calling

JANUARY 16, 2020

I’ve been there—given a quota (usually without my input) and a list of client companies, and then told to “go at it” and do whatever it takes to get meetings. And you will align all systems in your organization—recruiting, training, and compensation—to support the referral selling process. It’s a lonely world for account executives.

Referrals 328

Referrals Sales Management Hiring Scale 328

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. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

MTD Sales Training

FEBRUARY 11, 2020

You had a great sales interaction: Both you and the prospect were calm and comfortable. You developed some rapport and the prospect showed some positive buying signals during the meeting. This question is simple and helps the prospect understand that what you have just proposed is, at worst, reasonable.

Closing 300

Closing Proposal Negotiation Benefit 300

No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. I shared the results at our next meeting. Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. We ask for an introduction to our ideal prospect. Why I made referral selling my life’s work.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

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

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

Mr. Inside Sales

DECEMBER 12, 2020

In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!” Here’s what I teach: Prospects have all the answers.

Decision Maker 291

Decision Maker Face-to-face Call-back Gatekeeper 291

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. Get an introduction and you get the meeting in one call. You: Get every meeting in one call. A referral is highly personal.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

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

MTD Sales Training

JULY 9, 2019

It may sound strange, but there will be people you know you can help who will refuse to meet with you! 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. 4) DON’T judge the prospect because of their unwillingness to see you.

Gatekeeper 276

Gatekeeper Decision Maker Call-back Up-Sell 276

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

Mr. Inside Sales

DECEMBER 18, 2020

This is a cautionary tale, and I highly recommend you take a moment to read it: One bright Monday morning, I was on my way to meet with a new client when I stopped at Starbucks for a cup of coffee. I invested in Stan’s training materials, and I committed to learning, practicing, and doing what he suggested. Brad wasn’t. So, he didn’t.

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Decision Maker 310

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. Meet face-to-face regularly.

Loyalty 274

Loyalty Customer Face-to-face Video 274

Sales and Marketing Management

APRIL 9, 2018

This requires going beyond one-size-fits-all training and development programs that are measured by simple pass/fail certifications or completion rates. Many sales leaders hire long-tenured reps with the misguided assumption that they don’t have to invest in training. The Missing Metric.

Sales Enablement 276

Sales Enablement Hiring Lead Rank Lead Scoring 276

Mr. Inside Sales

OCTOBER 25, 2021

If you get buy in here, then you can either: Set up a meeting to pitch the decision maker. ON DEMAND SALES TRAINING THAT GETS RESULTS! ON DEMAND SALES TRAINING THAT GETS RESULTS! Set a follow up call after they have pitched the decision maker. Need More Proven Responses to the Selling Situations You Face Every Day?

Influencer 288

Influencer Decision Maker Face-to-face Gatekeeper 288

Zoominfo

JULY 13, 2021

It’s also impossible for humans to analyze all of the behavioral cues and sentiment captured during a meeting to predict outcomes with any degree of consistency — but Chorus can. In short, it will allow salespeople to enter meetings with complete intelligence about each participant and company. Coaching and Training Superpowers.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70