The Pipeline

SEPTEMBER 14, 2021

Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While every cold call or prospecting call will result in an objection, the objections are not all that different. As mentioned there five common ones you’ll get 80% of the time on a B2B prospecting call.

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Objections Prospecting Fashion Face-to-face 339

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!

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Demand Generation Agencies Prospecting Strategy Follow-up 97

The Sales Heretic

MAY 22, 2013

If you’re like most salespeople—and most salespeople are—you’re pretty positive. Sales benefits business CEO features opportunities positive thinking prospect risk' Sales benefits business CEO features opportunities positive thinking prospect risk' The same is true if you’re a business owner or CEO.

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Positioning Benefit Opportunity Prospecting 302

Sales Hacker

JANUARY 27, 2024

Speaking of which, GTMfund’s value proposition perfectly illustrates this week’s main newsletter topic: the critical importance of messaging and positioning. That’s the power of positioning and messaging. If it does need work, these are three attributes of good messaging and positioning to consider: 1.

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Positioning Top of Funnel Ideal Customer Profile Intent Signal 94

SBI Growth

NOVEMBER 10, 2016

Today’s topic is Brand Positioning. Brand Positioning is about inspiring your customers and prospects to. Joining us is Kay Kienast head of marketing at EVault, a division of Seagate. Kay was recently named one of the Top 10 Influential Woman in MarTech.

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Positioning Prospecting Marketing Customer 195

The Pipeline

MARCH 19, 2019

With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?”. First, wanting to stay real and all, what they are really looking for is either a reason not to prospect or absolution from having not prospected for a while for all the wrong and usual reasons.

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Prospecting Proposal Cold Calling Quota 306

Selling Energy

JUNE 3, 2022

While closing a sale is a great way to put yourself in the right mindset for selling, you don’t need to wait for success to experience the benefits of a positive mindset. Before you approach a prospect or client, rid your mind of any negative thoughts. Is the weather terrible? Was the commute excruciating? Did your flight get delayed?

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Positioning Benefit Meeting Closing 83

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.

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Positioning Customer Churn Face-to-face 127

Product Management University

JANUARY 10, 2024

I learned a lot about product positioning long before I ever stepped into a product marketing role. I think of demos as verbal product positioning. The Product Positioning School of Hard Knocks Early in my pre-sales demo career, I had some demos where my audience was totally engaged and it felt like I hit it out of the park.

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Positioning Demand Generation Demand Generation Targets Banking 59

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.

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Hiring Data Prospecting Lead Rank 130

Sales 2.0

MARCH 2, 2020

Perception in our prospect’s mind is what sales and marketing is all about. When we call or email a prospect totally cold our social capital is close to zero. The prospect has never heard of us. But that’s not the only criteria the prospect uses to evaluate your call. Prospect has Capital at Stake. Do I know You?

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Prospecting Cold Calling Referrals Conference 195

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.

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Prospecting Positioning Conversion Sales 124

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.

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Prospecting Hiring Remedy Face-to-face 116

Smooth Sale

DECEMBER 22, 2022

Attract the Right Job Or Clientele: Are You Establishing A Positive Business Reputation? Building a positive reputation in business should be relatively easy, with the essentials always in mind. If you can set the right tone, you’ll be in an excellent position to move forward. Establishing A Positive Business Reputation.

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Positioning Hiring Proposal Lead Rank 78

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?

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Outbound Top of Funnel Prospecting Sales Qualified Lead 52

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.

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Prospecting Case Study Industry Study 93

Pipeliner

MARCH 5, 2022

In my last article in this series, we took up the example of a firefighter and the fact that a firefighter is almost always a positive example of their profession. In the same way, a firefighter has a positive reputation in society. That salesperson will be out of a job and won’t have prospects who willingly deal with them.

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Positioning Hiring Scale Film 91

Janek Performance Group

DECEMBER 13, 2021

A recent study found that students given positive information about their school were more likely to do well academically than those given neutral or negative information about their school. In other words, a positive framing helped students do better at school. Another trick is by re-framing challenges in a positive light.

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Positioning Real Estate Face-to-face Study 118

The Pipeline

JANUARY 22, 2019

People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. Look at it as an opportunity to educate the prospect or correct a misunderstanding they have, or highlight a blind spot they hadn’t considered. By Tibor Shanto. Best Defence Is a Good Offence.

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Objections Prospecting SME Cold Calling 267

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.

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Cold Calling Guidelines Prospecting Face-to-face 264

The Center for Sales Strategy

JULY 21, 2021

Imagine this scenario: You’re managing a seller who is excellent at developing close relationships with their clients, but you’ve noticed they've been running late to several prospecting meetings in recent weeks. You want them to be on time for their meetings and are preparing to give them feedback on this issue. The answer?

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Positioning Examples Motivation Meeting 122

The Pipeline

JUNE 19, 2017

Most sales people tend to ease off on their prospecting when they have a healthy pipeline. All kinds of opportunities to close at the peak, desperately prospecting (praying and hoping), at the bottom. Prospecting when your pipeline is “overflowing”, is one of the most fun things you can do.

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Prospecting Pipeline Energy Forecasting 224

Hubspot Sales

OCTOBER 20, 2020

Prospecting effectively, rebounding quickly from rejection, and dealing with difficult customers won’t happen if your heart’s not in it. With 95% of sales performance attributed to your mental state , positivity — and its transformative power — becomes your biggest lever for success. Positivity Powers Sales.

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Positioning Energy Study Promotion 136

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.

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Prospecting Positioning Sales 294

The Center for Sales Strategy

SEPTEMBER 8, 2022

Over 13 million workers hold sales or sales-related positions in the United States. Any experienced sales professional knows that the key to generating leads is sales prospecting. Not only does prospecting generate more leads, but it also ensures that you're selling to someone interested in what you're selling.

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Prospecting Sales Qualified Lead Lead Generation System 114

Product Management University

JULY 18, 2023

Does your product positioning need to be different than your sales narratives? The short and simple answer is no, but it’s highly dependent on how your product positioning is constructed. No salesperson would ever use our product positioning dialogues when talking with prospects and customers.

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Positioning Construction Buyer Conversion 52

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.

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Prospecting Scale Lead Nurturing How To 262

One of a Kind Sales

DECEMBER 1, 2023

But you may have challenging prospects that thwart your efforts. I’ve written before about the benefits of getting to ‘no’ quickly. As I wrote in my last blog, the more no’s you hear, the closer you get to ‘yes.’ For example, they drag their feet on making a decision, or they don’t give you much […]

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Positioning Benefit Examples Prospecting 64

Hubspot Sales

AUGUST 4, 2020

But if you can remain positive you have a huge competitive advantage. But there is a secret weapon — positivity. A positive outlook is essential for every sales performer and is one of the keys to my personal success. A positive outlook is essential for every sales performer and is one of the keys to my personal success.

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Positioning Hubspot Face-to-face Quota 141

SalesFuel

OCTOBER 28, 2024

This reveals an opportunity to position yourself as credible. Making this a priority can position you as an authentic advisor they’d trust with their business. And having a third party vouch that you have those qualities can really boost your credibility to prospects. Sellers must build credibility to stand out.

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Prospecting Case Study Hiring Hubspot 52

Zoominfo

APRIL 8, 2021

However, when used at the wrong time and the wrong way — like checking off BANT criteria while talking to a prospect — reps lose ground qualifying prospective customers. While many variables drive the sales process, it comes down to this: the prospect you’re calling has no clue how your product will make their business better.

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Ideal Customer Profile Prospecting Decision Maker Case Study 130

The Sales Hunter

JULY 21, 2014

More importantly, are you going to be a positive or negative influence? As salespeople, we are in a tremendous position to impact our customers, prospects and colleagues. Are you a positive influence? Who are you going to influence today? Everyday we have the opportunity to influence those around us.

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Influencer Positioning Motivation Video 221

The Sales Hunter

JUNE 4, 2019

Is prospecting a four-letter word in your mind? If you had to choose between prospecting and having a root canal, which would you choose? Maybe you wouldn’t choose the root canal; however, you certainly would rather have a cavity filled than have to prospect. I bet prospecting would be on the list too if everyone had to do it.

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Harvest Prospecting Lead Rank Lead Scoring 215

The Pipeline

FEBRUARY 13, 2018

The challenge with prospecting is that it takes place between two human beings, and as with anything human, subjectivity instantly and permanently plagues it. I recently read a piece presenting the case as to why prospecting should be automated. The author gave some valid arguments as to why elements of prospecting should be automated.

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Prospecting Cold Calling Lead Gen Inbound 262

The Sales Hunter

OCTOBER 9, 2016

Are you looking for the positive? I have found that the most positive people did not get that way by accident. People who look for the positive more often than not find it. Look for the positive, and you will have greater success in your sales and in your prospecting. This is just one thing […].

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Positioning Motivation Video Prospecting 100

SalesFuel

MAY 22, 2024

It’s important to ask strategic discovery questions to uncover a prospect’s true needs, goals and pain points. Only with this knowledge can you effectively position your solution and present value. A broad, open-ended sales question helps salespeople to get prospects to open up and begin talking.”

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Prospecting Hiring Meeting Sales Cycle 80

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.

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Prospecting Lead Gen Face-to-face Sales Qualified Lead 112