Anthony Cole Training

JUNE 10, 2021

Knowing how and where to reach our target persona will positively impact our ability to hunt, qualify, and discover potential new business.

Prospecting 294

Prospecting Positioning Sales 294

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? Chat for as long as it’s comfortable, then position:]. Back in 2007, it took 3-4 cold call attempts to reach a prospect.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Zoominfo

SEPTEMBER 3, 2020

So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? They are a component of campaigns where individual readers (who could be possible prospects) are sent crafted messages after they set off a configured trigger. What are the Benefits of Email Automation? Technical Steps.

Prospecting 262

Prospecting Scale Lead Nurturing How To 262

The Pipeline

MARCH 23, 2021

Salespeople’s primary goal is to deliver positive change, for their clients and employers, perhaps even in the other order. One way to stand out is to demonstrate to prospects that you not only bring different habits but are willing to change. If you want to lead your prospects to change their buying habits, be a role model.

Lead Rank 367

Lead Rank Vendor Buyer Prospecting 367

The Pipeline

OCTOBER 4, 2021

Specifically, how we use positive data in prospecting and Discovery, in this case the latter. Most use data/stats as an object to be thrown, with the hope the prospect becomes sufficiently impressed to move forward. Data is great, but it is best when used to open structure discussion where the prospect learns in the process.

Data 368

Data Objections ACT Lead Rank 368

Sales and Marketing Management

APRIL 1, 2020

An email outlining the new product, services and messaging is easy to overlook, leaving many sellers unable to fully understand the uniqueness and positioning of the new offering. For example, a playbook could be based on industries, roles and stages of the prospect. A failure to launch. Bridging the new product launch gap.

Campaigns 326

Campaigns Sales Enablement Education Collateral 326

No More Cold Calling

JUNE 25, 2020

Is your sales team searching too many faces, looking for traces of prospects, instead of narrowing the search to recruit only your ideal clients? Yet, most companies miss the mark on referrals and instead make these common sales prospecting mistakes. Companies focus their sales prospecting on signing new logos.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

Smooth Sale

DECEMBER 10, 2024

Photo by GDJ via Pixabay Attract the Right Job or Clientele: Business Success Requires A Positive Mindset and High Energy Others can feel our vibe through our words, actions, and deeds. Acknowledging that we have commonalities, including wanting to be seen and heard before doing business, will positively impact finalizing business. _

Energy 96

Energy Positioning Hiring Networking 96

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

SalesFuel

JULY 25, 2024

Introverts tend to be socially anxious and therefore, may not feel suited to a prime sales position. A Sales Position Requires More Than Expressive Behavior Patterns of outgoing behavior may signal that a person is talkative, sociable, active, and warm. Prospects deserve to be heard and their positions thoughtfully considered.

Positioning 105

Positioning Hiring Lead Rank Lead Scoring 105

Hubspot Sales

NOVEMBER 12, 2024

Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at re-engaging a prospect who seems like a lost cause. Let's see what they had to say!

Demand Generation Agencies 115

Demand Generation Agencies Prospecting Strategy Follow-up 115

Jill Konrath

APRIL 28, 2020

Keeping a positive mindset during these challenging times can be really hard. Especially when top prospects start ghosting you, big opportunities get stalled out, and finding someone new to talk to feels like an impossibility.

How To 313

How To Positioning Opportunity Prospecting 313

The Pipeline

MAY 11, 2021

While both sides expect embellishments and the most positive spins, many take it too far and over complicate things. As bad as misrepresenting things to prospects is, the worst white or gray lies we tell, are the ones we tell ourselves. Changing a habit, which is what you want the prospect to do, is not easy, but can be modeled.

Quota 341

Quota Lead Rank Forecasting ROI 341

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. For every action a prospect takes, they create a trail of intent data across the internet. Consider this.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

The Pipeline

JUNE 3, 2020

I am looking at this positively, a full glass, not half of anything. Lack of pretenses invites input, and by presenting a blank canvass allows the prospect to think out loud and paint. The more you can demonstrate that thinking and attitude to prospects and buyers, the more they will trust you. Trust In You.

Sage 361

Sage Airlines Enterprise Enterprise 361

Nutshell

MARCH 25, 2024

More often than not, this leads to a positive brand experience and a happy customer. FREE DOWNLOAD The 8 steps of an effective client onboarding process You’ve worked hard to turn your prospect into a customer, which calls for celebration. Increased referrals: Happy clients are typically loyal but often become brand advocates, too.

Positioning 127

Positioning Customer Churn Face-to-face 127

The Center for Sales Strategy

APRIL 16, 2024

A good salesperson knows that success starts with making connections, building rapport, and creating a positive space. Short and irritable prospects make it difficult to have any meaningful conversation and make your job much harder than it needs to be.

Prospecting 124

Prospecting Positioning Conversion Sales 124

Mr. Inside Sales

OCTOBER 21, 2022

My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. Every time you smile, you signal to the rest of your body how positive you’re going to be. Again, silly, right?

Face-to-face 271

Face-to-face Gatekeeper Licensing Decision Maker 271

Hubspot Sales

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects.

Prospecting 105

Prospecting Case Study Industry Study 105

SalesFuel

MAY 9, 2024

Sellers who ask powerful sales questions position themselves for success. And each question presents an opportunity to learn and engage with a prospect. And each question presents an opportunity to learn and engage with a prospect. All sellers must understand the very basic needs of each prospect to progress a sale.

Prospecting 116

Prospecting Hiring Remedy Face-to-face 116

The Pipeline

APRIL 6, 2021

Most salespeople are way over reliant on their product while prospecting or selling, continuing to lead with and hype features/benefits. The victim develops positive feelings toward the person holding them captive or abusing them. But as Mike Tyson said, the best made plans are laid out by the first punch or prospect objection.

SME 299

SME Lead Rank Lead Scoring Discount 299

Zoominfo

SEPTEMBER 17, 2024

Today’s most effective go-to-market teams are increasingly embracing signal-based selling , a strategy that leverages real-time data and unique insights about promising prospects to gain a crucial edge in intensely competitive markets. Most go-to-market teams understandably focus on new funding rounds as a signal when prospecting.

Hiring 130

Hiring Data Prospecting Lead Scoring 130

The Pipeline

MAY 6, 2020

Before we dig in, some of you will know Jeff, he is a consultant, author of The Five Forgotten Fundamentals of Prospecting, co-host of The Why and The Buy Podcast. Jeff looks past the mechanics to “forward-thinking, constructive activities like these build positive energy and momentum.”

Construction 377

Construction Energy Up-Sell ACT 377

Sales and Marketing Management

JANUARY 20, 2020

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. Position Yourself as a Business Consultant. What comes after prospects consume your content? Host webinars.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

No More Cold Calling

OCTOBER 1, 2020

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. Yes, your most predictable and measurable prospecting tool is your very own sales team, asking for referrals.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Mr. Inside Sales

MAY 11, 2023

While managers want you to jump on the next call, go from a negative experience and be positive again and “smile and dial,” you know how hard that is. Here’s the solution: Rather than try to go from negative to positive (very hard to do), it’s better to go from negative to neutral first and then on to positive. Maybe use, “Oh?”

Face-to-face 250

Face-to-face Call-back Gatekeeper Licensing 250

Sales 2.0

JULY 17, 2019

If you are in this position, this post may help you. 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. If you run a small company, you usually end up being one of your company’s early sales people.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

DiscoverOrg Sales

JUNE 6, 2018

They’re attending networking events, following your company on social media, and applying for your open positions. However, these positive traits also make it more difficult to actively recruit them to your opportunities. But attitude and motivation can truly impact a passive candidate’s success in a new position.

Hiring 230

Hiring Networking Positioning Compensation 230

Zoominfo

MAY 12, 2020

They’re attending networking events, following your company on social media, and applying for your open positions. However, these positive traits also make it more difficult to actively recruit them to your opportunities. It may seem counterintuitive to go after candidates who are content with their current position.

Hiring 278

Hiring How To Networking Salary 278

Hubspot Sales

FEBRUARY 26, 2024

In fact, when my team and I talk to sales teams, one of the challenges we hear most about is prospecting. Finding qualified prospects is hard enough — but your work isn’t done once you find qualified prospects who match your buyer persona. 5 Phrases Top Salespeople Say on Prospecting Calls 1. The positioning statement.

Prospecting 116

Prospecting Lead Gen Face-to-face Sales Qualified Lead 116

Mr. Inside Sales

APRIL 14, 2024

Several of his books include: “The Power of Positive Leadership,” “The Energy Bus,” etc. What this means is that rather than let that random, negative self-talk just pour into you, you should instead talk back to yourself in advance and feed the positive self-talk you need to succeed. Good morning everyone!

Face-to-face 224

Face-to-face Gatekeeper Licensing Decision Maker 224

Mr. Inside Sales

MARCH 2, 2024

Study these 3 interviewing mistakes and make sure YOU don’t make them the next time you’re trying to land your next sales position. If you have several years where you moved around a lot, simply list: “Speak to me to clarify most recent positions.” This will create intrigue and allow you a chance to explain yourself. Less is more.

Hiring 241

Hiring Face-to-face Gatekeeper Licensing 241

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

Anthony Cole Training

SEPTEMBER 19, 2024

When presenting to get a decision, it is important to understand this: Theoretically speaking, if a salesperson has done everything correctly up to the point of presentation, then their prospect should be in a position to make a decision at the end of the presentation 100% of the time. That decision could be Yes, or it could be No.

Proposal 242

Proposal Positioning Sales Prospecting 242

Bernadette McClelland

NOVEMBER 13, 2022

He was clearly very nervous, yet no context or relevance had been positioned relating to those passages. I didn’t want to be one of those prospects who dissed a seller without at least giving them the time of day and opportunity for them to shift my thinking.

Face-to-face 83

Face-to-face Cold Calling Energy Relationals 83

Steven Rosen

MAY 24, 2024

He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning. AI for Pre-Call Planning and Prospecting AI offers significant advantages in pre-call planning and prospecting. He also emphasized the time-saving aspect of AI in prospecting.

Company 296

Company Sales Leadership Retention Loyalty 296

Sales and Marketing Management

MAY 15, 2020

The sales teams positioned to succeed during this time will be those who help rather than haggle customers – understanding, too, that “success” will look somewhat different these days. Acting with thoughtfulness and a relaxed expectation of when the sale needs to be closed will mitigate the risk of you turning prospects off to your business.

Loyalty 296

Loyalty Cancellation Churn Face-to-face 296