Sales 2.0

AUGUST 28, 2024

Over the years, I have seen many salespeople and business owners taking big risks with important deals by talking to only one person in the prospect company. For example, if you sell a CRM or sales training solution, the users would be all the salespeople. It does not have to be this way. There can be many users.

Opportunity 195

Opportunity Gatekeeper Coaching Buyer 195

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

Understanding the Sales Force

NOVEMBER 15, 2024

When prospecting doesn’t take place on a daily basis, salespeople fail to build their pipelines. When there aren’t many new opportunities in the pipeline, very little new business will get closed n months from now where n is the length of the sales cycle.

Prospecting 177

Prospecting Incentives Incentive Cold Calling 177

Sales 2.0

MARCH 1, 2023

This can help you with approaching a prospect or generating a content piece. Amelia sees an opportunity for salespeople to become actively involved in these communities by being helpful to the community members. If you give people a lot of great tools but then let them go run free, without being trained on them.

Opportunity 195

Opportunity Buyer Collateral Tools 195

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. Referrals help you ace Part One and set you up for success in Part Two.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

SBI Growth

APRIL 29, 2024

Prospecting is a numbers game with a high rejection rate, so it is easy for reps to get discouraged. Just asking your reps to make more calls can produce a vicious cycle of poor results, discouraging reps with less prospecting and obtaining even worse results.

Prospecting 177

Prospecting Opportunity Customer How To 177

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

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. Take the opportunity to prove your worth to the customer at this moment. MTD Sales Training | Sales Blog. Should you try to by-pass the issue? Happy Selling!

Competition 375

Competition Sales Meeting Meeting How To 375

Mr. Inside Sales

JUNE 11, 2021

And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch. Ask questions frequently of your prospect. Many reasons: nervousness, not wanting to hear no, lack of training, etc., ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 317

Face-to-face Gatekeeper Licensing Decision Maker 317

Anthony Cole Training

JUNE 17, 2021

If we don’t fully understand the reason for a prospect's statement, the purpose of their question, or dig deeper to find the real problem, we will waste time and miss opportunities.

Prospecting 195

Prospecting Opportunity Closing Sales 195

Zoominfo

DECEMBER 11, 2024

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

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

The Pipeline

DECEMBER 14, 2020

It quickly became apparent that those of us involved that we had other priorities and opportunities that required our attention. Tony Morris is an International sales speaker, best-selling author of 5 books, and MD of an International sales training company. And for the most part, I think we achieved that, with an A for effort.

Call-back 360

Call-back Webinar Metrics Sales Industry 360

MTD Sales Training

JANUARY 21, 2020

If you do, and they work in your company, you’re letting go of many opportunities for successfully creating a great image for your brand. 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.

Face-to-face 280

Face-to-face How To ACT Opportunity 280

The Pipeline

MARCH 3, 2020

For example, many want me to layer on or retrofit my curriculum on something they trained three years ago. I ask reps to step back think of their number one prospect, and ask how things have changed with that constituency? Your front-line managers are crucial to retrain managers whenever you introduce new training. Continuous.

Face-to-face 362

Face-to-face Pipeline ROI Energy 362

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

Mr. Inside Sales

JANUARY 2, 2021

As you speak with your clients and prospects this week, it’s helpful to realize that they are all feeling this same pressure also. While this may seem like a bad thing, it can actually present a great opportunity for you. Or I ask a good assumptive question like: “How much of a budget do you have per quarter for sales training?”

Face-to-face 314

Face-to-face Gatekeeper Inside Sales Licensing 314

Sales 2.0

MAY 6, 2020

The opportunity here is to get back to business and be better than we were in 2019. Do you have training for new hires documented and readily available? Is your training available in different formats, for example video? Training : How about training for long-time employees? Do you provide product training?

Hiring 269

Hiring Proposal Sales Qualified Lead System 269

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

Zoominfo

AUGUST 6, 2024

From websites and social media to events and trade shows, these lead capture systems ensure that no opportunity to introduce a lead to your sales funnel slips through the cracks. Integrate ZoomInfo’s lead capture and form optimization tools to uncover opportunities, streamline lead management, and drive higher conversions.

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. With limited or no opportunity to meet in-person, buyers naturally turn to known, trusted suppliers who already understand their business needs. How do you get access to your prime prospects?

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

MTD Sales Training

FEBRUARY 3, 2020

When we ask how they are developing sales opportunities with existing customers who already know their products and services, often they say that market is saturated and there’s no more business available. 3) Identify opportunities your customer is missing in the market-place. That’s understandable, though false reasoning.

Customer 246

Customer How To Call-back Cold Calling 246

Hubspot Sales

JANUARY 10, 2024

But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” Let’s start with an analogy: You wouldn’t expect a rookie with no training to pick up a bat in a major league baseball game and knock it out of the park on his first try. As a sales manager, I’m sure you have pipeline meetings often.

Pipeline 116

Pipeline Opportunity Coaching Meeting 116

Sales and Marketing Management

AUGUST 20, 2018

With a niche product like this, the pool of potential customers is small, so you have to make the most of every opportunity. Typically, it would start with an email from a prospect, asking a question about price, availability or some product feature. But these opportunities seemed to disappear as quickly as they appeared.

Buyer 294

Buyer Call-back Follow-up Sales Qualified Lead 294

MTD Sales Training

JUNE 4, 2019

How many times do you ‘hold something back’ so you can surprise the prospect with that little extra to encourage them to buy? We sometimes cause ourselves problems here, because the prospect may be wondering what else might you be holding back, and have they really got everything they could from you? Happy Selling! Sean McPheat.

Case Study 255

Case Study How To Discount Decision Maker 255

Understanding the Sales Force

FEBRUARY 12, 2024

Those options work more effectively when attempting to get a prospect to the phone than when trying to get them to buy, but you won’t even get an opportunity to help buy them buy if you are unable to speak or meet with them. I know, what if your prospect is a woman? ” Will whipped cream help? Women play golf!!

Sales Cycle 218

Sales Cycle Engineering Selling Skills Prospecting 218

No More Cold Calling

NOVEMBER 23, 2021

If virtual sales training was ever needed, this was the time. Without it, your prospects figure you’re not interested, and they tune out. It’s also my only way to make eye contact with many clients and prospects, so I’ve learned to live with it. (It even became a verb.). Sadly, it hasn’t happened in most companies.

Video 289

Video Cold Calling Exercises Conference 289

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Aside from helping you make money, training may save you money too. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. Here are five reasons you should.

Inside Sales 110

Inside Sales Training Hiring Outsourcing Services 110

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

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. This is crucial.

Loyalty 274

Loyalty Customer Face-to-face Video 274

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? Talk to your referrers.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

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

Zoominfo

MAY 3, 2021

Hitting an early impasse with a prospect is an age-old sales dilemma. “I Sales teams in a multi-threaded environment create various opportunities to demonstrate the value of the solution. Most sales teams still focus on just one contact, which leaves opportunities open for more polished sales professionals. “My

Hiring 264

Hiring How To Inbound Outbound 264

Mr. Inside Sales

MARCH 2, 2023

Incorporate these proven techniques and give yourself the best chance of hearing back from prospects: #1: Use the “I need a little help, please…” technique. Most prospects don’t call you back because they don’t want to get caught in a lengthy “pitch,” and they certainly don’t have time to waste.

Face-to-face 230

Face-to-face Call-back Gatekeeper Licensing 230

Sales 2.0

MAY 30, 2023

Once AI is implemented, she says, “The question then becomes, ‘do sales organizations that use technologies like this shift their time to higher value activities, like training, researching prospects and strategy, so that when they do get face-to-face time to sell, they show up prepared and better trained?’”

Face-to-face 312

Face-to-face CRM Forecasting Cold Calling 312

Understanding the Sales Force

FEBRUARY 14, 2022

I heard from Bob last week and whenever I hear from him it usually means he got himself into a jam with another sales opportunity. Regular readers are familiar with Bob, one of the worst salespeople on the planet. New readers might want to catch up on the six prior articles about Bob. Part 1 Part 2 Part 3 Part 4 Part 5 Part 6.

Closing 294

Closing Influencer Opportunity Prospecting 294