MTD Sales Training

FEBRUARY 12, 2018

He once said to me, “Sean, what do you do after a sales meeting that ensures the next one will be even better?”. But it got me thinking about what would be the best way to learn from the meeting experience and determine how I could improve next time. In other words, how did the dynamics of the sales conversation go?

Sales Meeting 277

Sales Meeting Meeting Decision Maker Buyer 277

No More Cold Calling

APRIL 3, 2020

Many sales organizations freeze during an economic crisis. Granted, it will be more difficult to find new prospects or even to get clients to take (virtual) meetings. Granted, it’s even tougher for your team to find prospects with this pandemic, as everyone and everything is uncertain. Think of it as prospecting for gold.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

The Pipeline

MAY 29, 2013

On Monday I wrote about the need to counterbalance for some of the realities of telephone prospecting , and some things sellers can do to compensate. Some of these things may seem mundane and basic, but that doesn’t lessen their importance in consistent results from telephone prospecting. The same works for a prospecting call.

Prospecting 296

Prospecting Cold Calling Handbook Sports 296

MTD Sales Training

MARCH 25, 2014

In a previous blog post called “Why You Should Only Present Solutions To Needs & Not To Problems” I stressed the importance of presenting your solutions to the prospects needs and not just their. [[ This is a content summary only. Sales Meetings discovering needs unearthing needs'

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Meeting Prospecting How To Sales Meeting 289

MTD Sales Training

FEBRUARY 18, 2019

Having achieved the goal of setting a sales meeting with a customer or prospect, what would be the best way to ensure, as much as possible, its success? Follow these five ideas in order to make sure you are fully prepared and confident when approaching the meeting: 1) Have a clear purpose. Happy Selling! Sean McPheat.

Sales Meeting 224

Sales Meeting Meeting Cancellation Travel 224

Sales and Marketing Management

SEPTEMBER 28, 2018

It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face. million sales professionals in the country, more than 47 percent were inside salespeople. It’s the next best thing to being there.”

Meeting 250

Meeting Sales Meeting Face-to-face Margin 250

Sales 2.0

MARCH 9, 2014

I think this email has several ingredients you could use in your email prospecting. Nigel, I’m a young entrepreneur looking for your input as you are a sales 2.0 Imagine that you have 5 brilliant data-scientists that can build software to automatically research your prospects and their company before any sales meeting.

Prospecting 265

Prospecting How To Exercises Tools 265

SalesFuel

MAY 8, 2024

Even after significant effort to set sales meetings with prospects, they sometimes fall through. Prospects may get cold feet and cancel. Continuing concentrated efforts at this stage of the process can ensure meetings happen. This can be especially helpful if you find prospects often skipping out on meetings.

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Sales Meeting Meeting Prospecting Cancellation 114

MTD Sales Training

APRIL 12, 2020

Are you using online sales meetings throughout your sales process? See if you can bunk off work early and say you’ve got a sales meeting somewhere”. If I’m on a call with a client, prospect or a supplier and I am taking it from home I let them know about it in advance. The lesson? Turn Your Mobile Off!

Sales Meeting 194

Sales Meeting Meeting Face-to-face Skype 194

The Sales Heretic

APRIL 19, 2018

In my seminars and workshops, one of the most frequent complaints I hear from salespeople is that regular sales meetings are a waste of their time. Unproductive sales meetings not only drain the morale of your sales team, they can actually cost you sales, because your people are sitting in a meeting room rather than [.].

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Sales Meeting Meeting Sales Referrals 193

MTD Sales Training

JULY 13, 2017

Having an element of fear before a sales meeting shows that you care. You care about how you come across and what you can do for your prospect. Or possibly because the challenge of the sale is too great for you. The best way to do that is to engage in a conversation with the prospect. Happy Selling! Sean McPheat.

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Sales Meeting Meeting Training Sales 169

Sales and Marketing Management

FEBRUARY 26, 2018

Author: Mike Schultz, President, RAIN Group Breaking through and setting sales meetings with C-suite buyers is tough. They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. Yet, many sellers are successful in breaking through and setting initial sales meetings with the C-suite.

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Sales Meeting Meeting Gatekeeper ROI 185

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

MTD Sales Training

JULY 10, 2017

So you’ve arrived 30 minutes early and you’re sitting in your car ready to go in and visit a prospect and you’ve made the cardinal sin and have not done any sales preparation for this meeting! Well, here are 5 areas to prepare for the sale now so it will give you more focus: Know Your Objectives.

Sales Meeting 169

Sales Meeting Meeting Decision Maker Commission 169

Allego

SEPTEMBER 8, 2021

It can be challenging to juggle tech while engaging prospects on the call and doing the best presentation possible. There are a lot of balls to keep in the air and the price of dropping any of them could be a lost sale. Think of sales activities as happening either “frontstage” of “backstage.”. GoToMeeting. Invest in the best.

Sales Meeting 155

Sales Meeting Meeting Face-to-face Wireless 155

The Pipeline

MAY 18, 2017

Sellers are a wonderfully optimistic lot, having drank the Kool Aid about their “solution”, believing that they are indeed the cavalry coming over the hill to heal all that pains their potential prospects. That however is not the reality of a prospecting call, or dare I say, cold call; enthusiasm is not enough, in fact can be your undoing.

Prospecting 205

Prospecting Infusion Cold Calling Call-back 205

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.

Sales Meeting 62

Sales Meeting Meeting Cold Calling Case Study 62

The Pipeline

MARCH 2, 2021

The customer and their success are central to B2B sales, and the best way to that is with your expertise. It’s not by pandering or pretending that the prospect is always right as many try to do. One is the notion of how they communicate with prospects. Prospect Not Sell. By Tibor Shanto. LinkedIn Poll.

LinkedIn 369

LinkedIn Prospecting Exact Buyer 369

Hubspot Sales

DECEMBER 1, 2020

The constant bouncing between video calls with prospects, customers, and teammates hour after hour means something is bound to fall through the cracks. When talking to a prospect or client, the last thing you want to do is forget something important. Prospect Questions and Comments. Goals and Objectives.

Sales Meeting 143

Sales Meeting Meeting Case Study Scale 143

MTD Sales Training

MAY 10, 2018

One thing many salespeople tell us is that, when they are in a sales meeting, the prospect often will derail the subject or cause objections to be raised. It’s not surprising that often the prospect will be disengaged from you. So, what are some of the best ways to keep your prospect engaged during the discussions?

Meeting 163

Meeting Prospecting How To Sales Meeting 163

No More Cold Calling

APRIL 16, 2020

At least, that’s what many prospects have come to believe. They hear the word sales and think of the stereotypical used-car salesman. How Your Prospects Choose Whom to Trust. And just as importantly, who do your clients and prospects trust? Top salespeople are different. If they can’t help, they’ll refer someone who can.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

MTD Sales Training

NOVEMBER 19, 2013

So you’ve really done your homework on this new prospective client. You’ve put in hours of preparation for this meeting and you’ve set off early to travel the 120 miles to meet with them. Sales Meetings prospect keepinmg you waiting short presentation time' And because. [[ This is a content summary only.

Travel 277

Travel Sales Meeting Meeting Prospecting 277

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

MTD Sales Training

FEBRUARY 7, 2018

So much has been said about how sales meetings should be carried out and I’m sure you’ve read most of them. The sales meeting can make or break any deal, so it makes sense to get this important stage of the sales process correct. MTD Sales Training. Find Out Here…) appeared first on MTD Sales Training.

Sales Meeting 163

Sales Meeting Meeting Buyer Objections 163

The Pipeline

NOVEMBER 19, 2020

Your prospects sure don’t! What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. No, seriously!

Lead Rank 398

Lead Rank Lead Scoring Margin SME 398

criteria for success

MAY 11, 2022

As a sales leader, you’ve had your fair share of sales meetings. Think of how much easier sales meetings would be if all parties involved knew exactly what everyone was expecting to gain from them. No confusion of the prospect’s problems or what they may or may not be interested in. Download Now.

Sales Meeting 97

Sales Meeting Meeting eBook Exact 97

Janek Performance Group

MARCH 12, 2024

Virtual sales meetings are becoming increasingly common as teams transition to working from home and offices are spread out in different cities. In the past, a virtual sales meeting, whether by video or phone call, was generally not given the same consideration as an in-person meeting.

Sales Meeting 118

Sales Meeting Meeting How To Face-to-face 118

Salesmate

NOVEMBER 9, 2020

Being a sales manager, you have already walked into the sales rep’s shoes. You have attended many sales meetings in the past. You might have even had negative experiences where the meetings were uninteresting, long, and not at all motivating. Tips for running successful sales meetings.

Sales Meeting 105

Sales Meeting Meeting Face-to-face Report 105

Sales and Marketing Management

SEPTEMBER 4, 2024

80% of salespeople believe virtual meetings make it harder to engage with prospects and 40% believe virtual meetings are costing them sales. Here are four tips to maximize the impact of your virtual sales meetings.

Maximizer 296

Maximizer Meeting Sales Meeting Sales 296

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.

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Closing Gatekeeper Face-to-face Decision Maker 334

Marc Wayshak

FEBRUARY 8, 2024

In a world filled with various methods to reach prospects, the follow-up call remains the gold standard for setting appointments. In this article, I’ll guide you on how to make a follow-up call that gets sales meetings. Just as first impressions matter in dating, those initial moments are make-or-break in sales.

Follow-up 120

Follow-up Sales Meeting Meeting Real Estate 120

Sales Hacker

DECEMBER 14, 2022

One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If Now we all use Zoom for our meetings. And this is why your sales meetings suck. Sales excitement vs. sales enablement.

Sales Meeting 121

Sales Meeting Meeting Collateral Ideal Customer Profile 121

No More Cold Calling

MAY 28, 2020

I wrote that book because I was horrified when reps started telling me they didn’t need to talk to prospects and clients anymore. Conversations have become less frequent, email spam has skyrocketed, and social media is the new breeding ground for sales pitches. This was even the premise of my second book, Pick Up the Damn Phone!:

Referrals 391

Referrals Cold Calling Social Media Social Selling 391

Zoominfo

OCTOBER 25, 2024

We analyzed some 130,000 sales meetings to identify the specific times and days when salespeople complete the most product demos. Early Mornings Weakest for Demos While not terribly surprising, we found strong confirmation that demos are typically not how prospects want to start their days.

Software 130

Software Software Scale Cancellation 130

No More Cold Calling

JULY 13, 2021

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. The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

criteria for success

AUGUST 3, 2022

If you listen to head trash that tells you to not come across too “salesy” – you'll be less inclined to follow-up and schedule prospecting meetings ! I have a sneaking suspicion that salespeople carry just as many objections into a sales meeting as the prospect brings up during the sales meeting!

Sales Meeting 98

Sales Meeting Meeting Objections ACT 98

MTD Sales Training

FEBRUARY 4, 2019

How many times have you walked away from a sales meeting, returned to your office and stated that the sale is in the bag, and it’s just a matter of getting the signature on the contract? A simple question won’t get your prospect to sign on the line. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

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Prospecting Training Benefit Up-Sell 133