Bernadette McClelland

JANUARY 3, 2017

In sales we are encouraged to persuade our prospect to move forward to an outcome. This is an area that salespeople revel in. We have interpreted what we have seen, or heard or felt and turned it into a narrative that moves us – either logically or emotionally. Here are his three and my fourth: LOGOS.

Revelation 247

Revelation How To Sales Leadership Buyer 247

Anthony Iannarino

JULY 9, 2020

You know how important it is that you acquire meetings with your prospective clients. It’s vital that you have a strategy for prospecting that results in you sitting down face-to-face or ear-to-ear or video face to video face (as may be the case). Some believe that because they need to make sales, everyone is a prospect.

Prospecting 112

Prospecting Strategy Face-to-face eBook 112

Score More Sales

JULY 26, 2013

In a world with most of us remotely communicating with customers, former customers, and prospective ones, we don’t have the ability to really read someone’s face or judge their body language – all the more reason to employ some version of video communication with your clients.

Company 212

Company Revelation Face-to-face Webinar Metrics 212

Partners in Excellence

OCTOBER 11, 2021

” Whether it’s bad prospecting, bad Social Channel interactions, bad selling, weak sales management, ineffective training, and so forth. I had a single very large account, my job was to prospect within that account, finding new opportunities to sell and grow our relationship. I struggled a moment.

Revelation 157

Revelation Jigsaw Account Lead Rank 157

Partners in Excellence

JUNE 17, 2019

I know how unfashionable it is to say this, but I hate prospecting. We are supposed to love and revel in prospecting. I get it, if our pipelines are empty, we have to find new opportunities and we do this through prospecting. Just by doing this, I could significantly cut down on my prospecting.

Prospecting 83

Prospecting Revelation Pipeline Social Media 83

Hubspot Sales

MARCH 25, 2024

Are you ready for a shocking, next-level revelation that's going to turn your world upside down? Here it is: Prospects aren't always easy to deal with. 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1. She says, “Prospects who are always too busy are some of the most frustrating to deal with.

Prospecting 111

Prospecting Cancellation How To Revelation 111

No More Cold Calling

DECEMBER 30, 2021

That’s what a client asked me a couple years ago, and I was baffled by his revelation. We get so busy prospecting and working heads-down on new client projects, that we neglect our current clients. One way to ensure you can respond quickly when prospects and clients need you is to stop taking on customers who aren’t worth your time.

Referrals 194

Referrals Small Business Small Business Cold Calling 194

Partners in Excellence

APRIL 1, 2022

I didn’t bother, looking at the 1000’s of books in that category, I probably could find something, but I’ll keep ordering the books I want, and if I get to collect the $1.40, that’s fine, if not, Amazon can revel in the fact that I’ve let them drop $1.40 to their bottom line. (I’m

Revelation 149

Revelation eBook Channels Referrals 149

The Pipeline

DECEMBER 3, 2015

Everyone knows that the prospect should be doing most of the talking during a sales call. Sales person makes eye contact, does not interrupt, nods almost on cue, and takes copious notes to preserve every word the prospects utters. Then as soon as the prospects stops, bam, jump on the next thing.

Revelation 120

Revelation Fashion Buyer Education 120

The Pipeline

MARCH 19, 2015

Having trained hundreds of sales people in effective telephone prospecting, I have witnessed a number of recurring patterns which impact success, both negatively and positively. They see success, revel in it, and take their foot off the gas and their eyes off the ball. By Tibor Shanto - tibor.shanto@sellbetter.ca . Tibor Shanto.

Cold Calling 120

Cold Calling Revelation Face-to-face Call-back 120

SBI

FEBRUARY 21, 2019

a newly introduced element or factor that changes an existing situation or activity in a significant way: “The revelation has been called a game changer in the world of data protection as regulators seek to raise awareness about how to secure information.”. game changer. Definition of game changer. :a Lauren Mead, CMO of TimeTrade.

Revelation 100

Revelation Outbound Pipeline Meeting 100

SBI

MAY 15, 2012

You stand before your prospects fully armored, battle-ready, and poised for a stunning and mind-numbing display of the vast and all-embracing array of your knowledge. My point here, if I still have at least your valued attention, is that your prospects won’t know what to remember most, unless you tell them.

Revelation 117

Revelation How To Decision Maker Twitter 117

Partners in Excellence

MARCH 8, 2024

He loves responding to the worst possible prospecting emails possible. After a few years, it became clear that at some not-too-distant point, I would have to start selling – a prospect that did not thrill me. I tried my hand at the bloodless side of the business, writing reports and letters to prospects.

Revelation 104

Revelation Government Course Referrals 104

Partners in Excellence

JUNE 18, 2013

I think the challenge too many sales people face is they are calling on happy customers and prospects. So crass as it seems, revel in your customers’ misery and pain. It has to eliminate or reduce their misery or pain. It has to provide relief or a way out. They aren’t miserable, they have no pain.

Revelation 124

Revelation Customer Face-to-face Engineering 124

Partners in Excellence

JANUARY 19, 2022

We struggle with customer/prospect engagement. We flood social channels with prospecting messages. We revel in this, marketing is busy building content and methods to engage customers in their digital buying efforts. Related Posts: Prospecting Malpractice! We send endless emails trying to engage them.

Revelation 102

Revelation Customer Channels Discount 102

HeavyHitter Sales

MARCH 22, 2012

Therefore, it is much more comfortable for the prospect to say something they think you want to hear than the actual truth.  This proprietary information is only reveled when you have an internal spy. In addition, our society has implicit guidelines of behavior. Did I have an internal Coach within the account?

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

Partners in Excellence

MAY 1, 2024

But we revel in the data and analytics we have at our fingertips. We are proud of our ARR growth and our ability to scale, yet we are spending more to get the revenue than the revenue we produce.

Revelation 133

Revelation Lead Gen Scale Face-to-face 133

Partners in Excellence

FEBRUARY 3, 2014

” He went on to describe someone who could turn around the most difficult situations, walk into a prospect and in one or two meetings inspire the customer to whip out a PO. It’s about creating and finding new opportunities in the account and territory, through high impact prospecting. What Is High Performance?

Hiring 121

Hiring Revelation Territories Construction 121

Hubspot Sales

SEPTEMBER 12, 2024

While the pandemic normalized remote work, I still find in-person meetings at conferences and tradeshows crucial to building real relationships with your prospects and gaining their trust. One surprising result of the 2024 B2B Buyer survey was the revelation that buyers are predominantly discovering new software tools on social media.

Hubspot 115

Hubspot B2B Buyer Data 115

Partners in Excellence

DECEMBER 10, 2012

It’s insidious–it’s not picking up the phone to make that prospecting call. We revel in stories of others who have failed then succeeded–the stories of how many times it took Thomas Edison before he finally created a light bulb that worked! Someone called an important meeting (thank goodness)!

Revelation 107

Revelation Call-back Competition Study 107

Partners in Excellence

FEBRUARY 7, 2013

Marketing is providing rich content and relevant information for customers and prospects. Challenger has brought an interesting possibility, perhaps a revelation—maybe sales initiates the process. We all know this–much to the chagrin of sales. Companies are responding, as they should with great content strategies.

Top of Funnel 125

Top of Funnel Marketing Lead Rank Sales Qualified Lead 125

Zoominfo

OCTOBER 19, 2022

At that moment, reveling in victory, I realized the most critical element of sales management: People. For the in-person version in our London office, I wrote a number of common and not-so-common prospect objections onto a football. It was thrilling. We sat in a circle, passing the ball around.

Revelation 130

Revelation Sports Objections Motivation 130

SBI

FEBRUARY 26, 2013

Think too, about what happens when your prospect asks, “Can you just leave me some materials?” Then there is this… product collateral requests are objective evidence of prospect interactions and appointments. More and more, reps are choosing to give prospect presentations using a smart phone or tablet instead of a laptop.

Collateral 115

Collateral Revelation Trends CRM 115

Zoominfo

JUNE 18, 2018

It was a revelation. Type in “outbound prospecting ” into the jobs search on LinkedIn, and you’ll find VMWare, Amazon Web Services, Zendesk, Marketo, Riverbed, BugCrowd, The Financial Times — all posting jobs that require “outbound prospecting” (AKA “cold calling”). The next few days were more of the same. Babies are trainable!

Outbound 130

Outbound Cold Calling Revelation Demand Generation Agencies 130

Partners in Excellence

SEPTEMBER 19, 2013

Where else can you easily track everything that’s happened with all your deals, prospecting, email and other campaigns? Revel in their selfishness asking “What’s in it for me?” For the managers that have made it this far, realize CRM and the related tools are not about you.

System 119

System CRM Revelation Territories 119

Partners in Excellence

DECEMBER 10, 2018

The endless, mindless debates of social selling, cold calling, to prospect or not to prospect. Suddenly, I had a revelation (in my terms, a brain fart). But as I came upon this revelation (perhaps, I’ve just been slow to recognize it), I became tremendously excited about the future of our profession.

Revelation 92

Revelation Face-to-face Channels Segment 92

DiscoverOrg Sales

JUNE 15, 2018

It was a revelation. Type in “outbound prospecting” into the jobs search on LinkedIn, and you’ll find VMWare, Amazon Web Services, Zendesk, Marketo, Riverbed, BugCrowd, The Financial Times – all posting jobs that require “outbound prospecting” (AKA “cold calling”). The next few days were more of the same. Yes, it’s hard.

Outbound 120

Outbound Cold Calling Webinar Metrics Revelation 120

HeavyHitter Sales

AUGUST 2, 2013

  The conversations salespeople have with prospective customers are quite complex. .  You can take the test below and then compare your answers to the test results by clicking on the link at the end of the article.   Price $     Comfort With Answer:   Low  Medium  High.

Revelation 112

Revelation Groups Study Ideal Customer Profile 112

Partners in Excellence

JUNE 25, 2024

We revel in incredible growth rates, doing better than we did last year, having aspirations to do better next year than we did this year. What does it take, what do we have to change to win more of the prospects we are already selling to?” We focus on scaling and growth. We engage in high fives and chest bumping all around.

Scale 77

Scale Top of Funnel Revelation Funnel 77

Hubspot Sales

OCTOBER 18, 2017

I needed my sales team to take the same approach to conversations with prospects. Whether you’re a CEO or simply hold a sales leadership position, it’s important to coach your reps on having great conversations with their prospects. Prospects became excited about what we were selling because we were excited about what we were selling.

Lead Rank 108

Lead Rank Lead Scoring Hiring Leads 108

HeavyHitter Sales

AUGUST 25, 2013

The conversations salespeople have with prospective customers involve these visual, auditory, and kinesthetic channels. You should never assume prospective customers have received the message correctly. The tone, tempo and demeanor of what you say can have more impact on a prospective customer than the actual words you speak.

Influencer 92

Influencer Research Revelation Groups 92

eGrabber

MAY 12, 2021

But, one of the biggest revelations is that decision makers respond instantly on their business emails than personal emails. Once your prospect list is ready, the LeadGrabber Pro Build Scheduler automatically sends an email along with the list to the specified email IDs. They do not check LinkedIn messages at all. What’s more?

Decision Maker 93

Decision Maker Channels Revelation Lead Generation 93

Corporate Visions

JUNE 19, 2019

Written in 2009, Moore’s provocative methodology was a startling revelation for many companies who were desperately trying to understand how to salvage their business during the “Great Recession.” Most companies have moved away from a one-time sale of products and services to subscription-based business models.

Lead Rank 85

Lead Rank Revelation Decision Maker Buyer 85

Pipeliner

FEBRUARY 23, 2019

Asking for the business is easy and, in many cases, the prospect takes the lead in ‘closing the deal’ because of the salesperson’s mastery. This isn’t a new revelation. They open up sales conversations with ease and grace. Thoughtful and provocative sales conversations seem to happen without effort.

Revelation 71

Revelation Lead Rank Energy Influencer 71

Partners in Excellence

JANUARY 16, 2018

In the “good old days” of selling (if there ever were any), a lot of sales people reveled in their “information advantage.” ” Prospects and customers relied on sales people to educate them on products and solutions. Those days are long gone, customers are self educating on the web.

Revelation 64

Revelation Education Competition Opportunity 64

Chorus.ai

JANUARY 8, 2021

Let’s rewind for a minute and go back to January 2020 when we were reveling in anticipation for the year ahead. The new analytics suite gives you the ability to drill-down into key moments like when engaging questions were asked in a deal, what exactly was said, and how the prospect responded. 2020 was definitely one for the books.

Revelation 104

Revelation SalesForce Analytics Exact 104

Pipeliner

SEPTEMBER 10, 2023

Pervading the Sales Funnel: Video at Every Touchpoint Ruben’s insights offer a profound revelation. That resonates with prospects and clients. Ruben’s recommendation to launch a podcast as a value-driven avenue resonates as a means to provide a platform for prospects, ushering in more fruitful results.

Video 69

Video Infusion Revelation Top of Funnel 69