Vengreso

JANUARY 18, 2022

Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep. It is through the use of the right B2B prospecting that we can continue to succeed in this always-evolving field. What is Sales Prospecting?

Tools 124

Tools Prospecting Top of Funnel Ideal Customer Profile 124

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.”. Be an expert on your tools.

Sales Meeting 155

Sales Meeting Meeting Face-to-face Wireless 155

Anthony Cole Training

DECEMBER 5, 2014

When growing up on a farm, it is beneficial to learn how to use certain tools. Learning what the tools are at an early age was extremely helpful especially when dad (Ray) was working underneath a pickup truck or in the middle of a tractor engine and he said to his son (me), "Antny (Anthony), hand me the flat head screw driver."

Tools 193

Tools Sales Management Hiring Pipeline 193

Sales 2.0

JUNE 29, 2014

If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. It’s a framework aimed at getting you access, setting up those oh-so-important initial sales meetings. There is a tab that shows me my first degree Linkedin connections at an account.

InsideView 309

InsideView Cold Calling Decision Maker Twitter 309

Vengreso

DECEMBER 4, 2020

Leveraging technology, social selling , and sales prospecting tools has ushered in a new era for anyone pursuing a career in sales. Buyer behavior and selling motion are completely in sync and it is through correct B2B prospecting that we can succeed in this always-evolving field. What is Sales Prospecting?

Tools 124

Tools Prospecting Top of Funnel Ideal Customer Profile 124

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

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

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.

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

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

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

No More Cold Calling

NOVEMBER 23, 2021

The importance of eye contact in sales (even virtual sales) can’t be overstated. Without it, your prospects figure you’re not interested, and they tune out. Early on in the pandemic, there was a learning curve as we all adjusted to virtual sales meetings. Virtual sales is not going away, so I’d better up my game.

Video 289

Video Cold Calling Exercises Conference 289

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 2.0

OCTOBER 22, 2012

I was discussing a situation with one of my sales consultant friends where they are seeing a sales force where solution selling is still only a skill of the minority. This sales force is largely made up of “product presenters” that don’t ask about the prospect’s business. Their career prospects will not be good.

Social Selling 312

Social Selling Hiring Solutions Selling Travel 312

No More Cold Calling

OCTOBER 1, 2020

It takes roughly eight touches for sales reps to reach cold prospects. Is that how you want your sales reps spending their time—cold calling strangers who don’t answer the phone or respond to emails until they’ve been pestered EIGHT times? 3 Referral Selling Skills All B2B Sales Reps Should Practice. Dylis Guyan Podcast.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Hubspot Sales

MAY 29, 2019

Here, we're going to explore some of the best group scheduling tools you might use to create a more effective scheduling process. But first -- what should you look for in a good group scheduling tool? A group scheduling tool needs to meet a ton of requirements to be considered "good." Sales automation tools (ex.

Groups 144

Groups Tools Outsourcing Services Hubspot 144

The Pipeline

JULY 14, 2015

This webinar will look at the tools of trade, how you use and leverage will be the difference between connecting and selling or being left behind. Having great leads, being social, and ready are all important, but it takes a lot more to connect and engage these days. We will explore: The Pursuit and Pursuit Cadence.

Webinar Metrics 120

Webinar Metrics Tools Referrals Prospecting 120

No More Cold Calling

JANUARY 25, 2018

Sales leaders must take the rap. We used to hire account based sales reps, indoctrinate them with product knowledge and a smattering of business culture, and give them a few lead generation tools. Then we gave them a phone, a list, and, a desk, and expected them to figure out how to book meetings. Your choice.

Account 272

Account Hiring Lead Generation Face-to-face 272

The Pipeline

OCTOBER 16, 2017

Despite the state of discourse in general these days, in a one on one settings, like a sales meeting for instance, most people are helpful by nature. As a sales professional, we need to walk the line of leveraging that to help us make a sale, while not taking advantage of it. Hope that helped!

Cold Calling 275

Cold Calling Call-back Guarantee Prospecting 275

No More Cold Calling

FEBRUARY 15, 2018

Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. What does that say about your team’s prospecting prowess? Out of more than 400 respondents, 78.84

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

No More Cold Calling

JANUARY 3, 2013

I see social selling as the ability to integrate social technology into the front end of your sales process. Salespeople are always looking for ways to get in front of opportunities before their competitor can and using tools like LinkedIn , Twitter , and InsideView gives them the leverage that they need to make that happen.

Social Media 271

Social Media Social Selling Media InsideView 271

Openview

MARCH 7, 2019

After a sales meeting, do you ever experience a prospect ‘going dark’ on you? Everything felt like it should have gone great – the prospect seemed interested in the meeting, they asked the right questions, your sales pitch was stellar. Nothing turns a prospect off more than being unprepared.

Follow-up 103

Follow-up Sales Meeting Meeting Decision Maker 103

No More Cold Calling

APRIL 9, 2020

If there ever was a time for real, authentic sales conversations, it’s now. So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. Reps told me they didn’t need to have sales conversations. The phone works.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Hubspot Sales

MAY 7, 2019

I'm sure you've had similar experiences, either outside of work or when scheduling meetings with managers, colleagues or prospects. Finding times to meet can be particularly challenging, especially if the person (or people) you're booking time with have back-to-back meetings blocking off the majority of the day.

Meeting 133

Meeting Tools Google Hubspot 133

Jeffrey Gitomer

MARCH 8, 2013

People get into sales because it’s got the potential for great financial rewards. Give them the tools to sell with. Invest in the best support tools money can buy. They help salespeople sell, and they’re a reflection of the quality of your business in the mind of the prospect. Have regular sales meetings.

Incentives 255

Incentives Incentive Compensation Referrals 255

Allego

MARCH 21, 2023

As a result, marketing isn’t always able to provide the kind of content the sales team wants. Modern sales content management platforms. Learn about it in the All-in-One Sales Content Management Kit. The Old Way vs. the New: 4 Ways Modern Sales Content Management Systems Outperform Traditional Tools 1.

System 118

System Tools Collateral Video 118

Sales and Marketing Management

APRIL 24, 2020

In today’s crowded and highly competitive sales environment, your reps need all the insight they can get if they’re going to close sales, meet quota and grow the business. And they require the tools that allow them to leverage that data in ways that differentiate your business from the rest of the pack. They need data.

Data 240

Data B2B Ideal Customer Profile Strategy 240

The Pipeline

AUGUST 24, 2011

The Pipeline Renbor Sales Solutions Inc.s Preparing for Sales Success – Part 1. Stored in Attitude , EDGE Sales Process , Impact Questions , Interactive Selling , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Sales Success , Video , execution. Prospecting. Sales Tool.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

No More Cold Calling

JUNE 6, 2013

They translate expected business results into ROI at the beginning of their sales cycles. . You conduct a great meeting with a business prospect, engage in smart conversation, and exchange ideas. Before you leave that first sales meeting, clarify and get agreement with your client on the criteria for a successful project.

ROI 258

ROI Conversion How To Loyalty 258

Vengreso

FEBRUARY 17, 2021

That makes it the largest professional networking platform in the world and that is why I couldn’t be more excited to deliver these LinkedIn tips to help you book more sales meetings. Then, they can continue to nurture prospects to convert those online connections into offline sales conversations.

LinkedIn 90

LinkedIn Sales Meeting Meeting Top of Funnel 90

The Pipeline

FEBRUARY 11, 2016

In part one , we looked at how to encourage the prospect to share more meaningful information that leads to a mutually beneficial outcome. In this post we’ll look at two common, usually unintended mistakes sales people make. All seem to be geared to get the prospect to yell “uncle”, and allow the rep to roll out their “solution”.

Sales Meeting 120

Sales Meeting Meeting Decision Maker Objections 120

SBI Growth

JANUARY 4, 2013

Credibility with sales is a natural result. Marketing leaders are active participants throughout the sales meetings. Identify gaps in the Buyer Process mapping to Sales Process. In preparation, download the Marketing Pre-planning Checklist for Sales Kick-off. Validate Buyer Personas. The Old Way. Look for gaps.

Marketing 297

Marketing Buyer Persona Demand Generation Targets Demand Generation 297

The Pipeline

OCTOBER 12, 2017

It seems that telephone prospecting and selling are experiencing a similar thing but in reverse, and with added risk. As more and more of the sale goes virtual, the less we have the opportunity to leverage one of our greatest strength as people and communicators, namely the visual. Close Yet Far.

Face-to-face 258

Face-to-face Video Call-back Compensation 258

The Pipeline

DECEMBER 7, 2011

Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. Voice mail continues to be a topic of discussion whenever sales people get together. Prospecting. Sales Compensation.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

No More Cold Calling

JANUARY 16, 2020

Actually, what we need is strong sales leadership. Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. Sales Managers: Where Are You Now? Think again.

Referrals 328

Referrals Sales Management Hiring Scale 328

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. The basics: What is sales enablement?

Sales Meeting 100

Sales Meeting Meeting Collateral Ideal Customer Profile 100

Zoominfo

OCTOBER 30, 2018

It’s no secret, technology has transformed the way businesses communicate with customers and prospects. Modern sales reps rely on a variety of tools and technologies to conduct their work—including email, social media, video chat tools and more. Be selective with who your in-person meetings.

Face-to-face 225

Face-to-face Sales Process Skype B2B 225

Nutshell

DECEMBER 28, 2018

A 1:1 sales meeting provides sales managers and sales reps time for reflection and goal setting, as well as an opportunity for both sides to raise their concerns. As a manager, you shouldn’t look at your weekly individual meetings as simply a time to go over sales numbers. 1) Start by listening.

Sales Meeting 97

Sales Meeting Meeting Motivation Coaching 97