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

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 284

Maximizer Meeting Margin Prospecting 284

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

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. How do you get access to your prime prospects?

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Hubspot Sales

MARCH 13, 2025

And even with revenue up in 2024 , reps are still struggling to meet their sales goals. In addition, I reached out to other sales experts to hear what they had to say about setting and meeting revenue goals so you can take home some best practices from their experience. Table of Contents What are revenue targets?

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95

Understanding the Sales Force

MARCH 31, 2025

We all get these spammy emails and LinkedIn messages on a daily basis which promise more meetings, more customers, an increase in revenue, and success like we’ve never seen before. Even the people who provide the services promising inbound leads, meetings, and sales increases are struggling to generate inbound leads!

Pipeline 188

Pipeline How To Cold Calling Inbound 188

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 271

Prospecting How To Follow-up Up-Sell 271

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

Anthony Cole Training

DECEMBER 5, 2024

In the old days of selling, closing was about what happens at the end of a client or prospect meeting did we get them to sign something, give us the green light, or seal the deal? The activity was about applying pressure on the buyer to make a decision NOW.

Closing 289

Closing Buyer Meeting Prospecting 289

Vengreso

MARCH 26, 2025

Whether you’re new to the field or looking to close more sales, online sales training offers a flexible and effective path to success. Through virtual instructor-led training, professionals can now master the intricate selling process without the hefty price tag of traditional programs.

Training 63

Training Strategy Ideal Customer Profile Lead Rank 63

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 225

Prospecting Face-to-face Pivotal Meeting 225

Anthony Cole Training

FEBRUARY 21, 2025

Finding commonality and relating to a prospect is an important first step. An effective sales pitch should begin with identifying areas of connection, often achieved by doing research on the industry and client prior to the meeting. An effective sales pitch should begin with the early "bonding and rapport" part of selling.

Coaching 193

Coaching Relationals Research Buyer 193

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 251

Prospecting How To Account Meeting 251

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

Smooth Sale

APRIL 2, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Know Your Prospects Well for Sales and Business Growth Many approaches and specific strategies exist for most endeavors, including attempting to sell. Our blog offers insights on how to ‘Know your prospects well for sales and business growth.’

Prospecting 78

Prospecting Hiring Lead Rank Decision Maker 78

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 201

Meeting Cold Calling Inbound Outbound 201

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

Zoominfo

MARCH 21, 2025

From refining your teams techniques to reinforcing best practices, coaching tools are essential to how modern teams train, grow, and win. Vendor Support : Is onboarding, training, and customer service included? The platform provides tools for content management, training, and buyer engagement.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. Sales engineering, customer success, and support teams all require content and training.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Allego

DECEMBER 10, 2024

Sales training can deliver a staggering 353% return on investment, according to a study by Southern New Hampshire University. This gap leaves sales managers asking an essential question: How do you demonstrate the ROI of sales training in a credible, reliable way? Proving the impact of sales training is no small feat.

ROI 62

ROI Training Lead Rank Lead Scoring 62

The Digital Sales Institute

OCTOBER 25, 2024

Outbound sales prospecting insights that will assist any salesperson to connect and engage with target prospects in their sales activity. Our outbound sales prospecting course isn’t a mere refresh of past strategies; it’s a modern take on what it takes to win new customers. What Is Outbound Sales Prospecting?

Outbound 52

Outbound Top of Funnel Prospecting Sales Qualified Lead 52

Smooth Sale

MARCH 27, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Prospects Can Direct Us to A Better Path for Sales Long ago, salespeople were advised to generate many cold calls daily to find one or two interested parties. Its critical to realize that we are each unique individuals, prospects included, with varying thinking and abilities.

Prospecting 78

Prospecting Hiring Lead Rank Lead Scoring 78

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

Zoominfo

DECEMBER 20, 2024

Training and Support: Invest in training for end-users and ensure ongoing support for seamless adoption. ZoomInfo ZoomInfos go-to-market intelligence platform equips sales and marketing teams with the tools and intelligence needed to connect with prospects first and close deals faster.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Understanding the Sales Force

FEBRUARY 14, 2025

The report says, “87% reported that their sales teams were having difficulty meeting or exceeding quota.” “53% of respondents said that factors, including inflation, market volatility, and sector growth, create a complex environment for sales teams to meet their quotas.”

Data 220

Data Hiring Compensation Quota 220

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

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.

Referrals 156

Referrals Scale GoldMine Pipeline 156

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

Hubspot Sales

NOVEMBER 27, 2024

The same research indicates just 2% of cold calls result in a booked meeting, and other literature suggests that dismal figure might actually be on the optimistic side. Marc Wayshak , founder of cold calling training firm Sales Insights Lab , agrees: “Building resilience to handle discomfort is vital when mastering cold calling.

Cold Calling 59

Cold Calling Training Lead Rank Lead Scoring 59

Sales Gravy

OCTOBER 24, 2024

Breaking Up with Prospects: One challenge for sellers is recognizing when to disengage from prospects who show little progress. Find strategies for professionally and respectfully "breaking up" with prospects to avoid wasting time on deals that are unlikely to close.

Pipeline 98

Pipeline Face-to-face Compensation Sales Qualified Lead 98

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

Allego

FEBRUARY 13, 2025

Three months into my new role as a sales development representative (SDR), I hit a milestone: 10 booked sales meetings in a single month. If you want to know how to book more sales meetings as an SDR and build the habits of a top performer, keep reading. Make 15 cold calls instead of Call prospects. For a new SDR, thats huge.

Sales Meeting 62

Sales Meeting Meeting Cold Calling Case Study 62

Adaptive Business Services

JANUARY 15, 2025

Since one size does not fit all, we are now offering three tiers of Nimble CRM training and implementation packages! Each meets the necessary hours to secure our preferred hourly rate of $165 vs $185. To learn more about our Nimble training and implementation services, please visit our Nimble CRM training services page.

CRM 62

CRM Training Hiring Fashion 62

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

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 173

Prospecting How To Call-back Objections 173