Understanding the Sales Force

JANUARY 31, 2024

Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those who don’t want to be restricted by sales process. Think of the sales process as a journey rather than an adventure. A journey is planned.

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Sales Process Decision Maker Sports Construction 194

Anthony Cole Training

JULY 25, 2024

Most say "No" when we ask that question, which means that something in your client outreach and sales process has to change. It is good to remind your people that the prospects they are harvesting today are the ones that were planted some time ago. And that change, we believe, starts at the very beginning.

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Harvest Sales Qualified Lead Prospecting Leads 258

Understanding the Sales Force

JUNE 12, 2023

Isn't that a great analogy for what happens when you miss, or skip a crucial step in the sales process? Yesterday, while watching our son play in a summer collegiate baseball game, I missed a step and tumbled all the way down the bleachers.

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Prospecting Sales Process Closing Opportunity 345

Understanding the Sales Force

AUGUST 16, 2023

If they were anything like the bottom 56% of all salespeople, who don’t effectively follow a sales process, they would begin with step 4 so that they could quickly get to steps 7-9. The post How Building a Stone Walkway Makes the Case for Sales Process appeared first on Kurlan & Associates, Inc.

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Sales Process Decision Maker Proposal Follow-up 227

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? Let’s jump in.

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Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Zoominfo

FEBRUARY 17, 2021

Along with actionable intelligence, guidelines for cold calls allow both sales managers and SDRs to tailor their sales processes. Be upfront and transparent with your prospects. There are plenty of reasons why 1 out of 2 B2B sales reps fear making cold calls, but preparation can boost their confidence. Conclusion.

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Cold Calling Guidelines Prospecting Face-to-face 264

Understanding the Sales Force

JANUARY 24, 2022

However, there is a sales equivalent to the stupid restaurant masking requirement and that is what we will discuss in today's article. Have you or your salespeople ever been told by a prospect that they can't:

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Airlines Prospecting Policies Groups 334

Understanding the Sales Force

OCTOBER 5, 2023

Earlier this year, I wrote an article about building a stone walkway and how it is such a great analogy to sales process. Today I was watching stone masons build a stone column and while the focus is on the column itself, each stone represents a process unto itself. Now think about the sales process.

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Sales Process Guarantee ACT Exact 207

Zoominfo

SEPTEMBER 3, 2020

As a B2B marketer or sales professional you have a number of things battling for your attention at any given moment. So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? Set up behavior-based triggers that notify sales teams of prospect engagement.

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Prospecting Scale Lead Nurturing How To 262

Zoominfo

FEBRUARY 17, 2021

Want prospects to respond with lightning speed? It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? The triple touch is a tactic that salespeople use to engage prospects. Here’s the thing, if you’re in sales, you know that getting B2B prospects’ attention is tough.

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Prospecting Top of Funnel Decision Maker Sales Qualified Lead 237

Anthony Cole Training

APRIL 8, 2021

The most successful salespeople are always challenging and adapting their personal sales process to be more effective and increase sales. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.

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No More Cold Calling

JULY 29, 2021

But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. It’s just a symptom.

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409

No More Cold Calling

JULY 13, 2021

There are two parts to the sales process: Part One: Getting meetings with decision makers. You get an introduction to your prospect, and you get a meeting with the decision maker. The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021.

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Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Sales 2.0

MARCH 12, 2020

This includes your prospects. It’s time for business owners and sales leaders to take action to make sure you can sell effectively if we enter a downtown. Don’t be surprised if prospects associated with these deals don’t respond to your team’s emails or phone calls anymore. Your prospecting numbers may drop too.

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Top of Funnel Pipeline Follow-up Proposal 378

SBI Growth

APRIL 8, 2024

Prospecting has evolved as automation has made creating, sending, and tracking multi-email sequences to prospects easy. Unfortunately, while sales enablement technology has dramatically increased the volume of prospecting emails you can send, it hasn't improved their effectiveness.

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Prospecting Sales Enablement Sales Sales Process 177

Sales 2.0

OCTOBER 25, 2021

Improving even one of these areas could take their sales to the next level. Sales process efficiency. Sales processes have room for improvement in nearly all companies. Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting.

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Territories Compensation Scale Decision Maker 396

SBI Growth

APRIL 22, 2024

Virtual prospecting unlocks a world of potential customers eager to connect online, but with so much competition, it poses a question: How do you make your message stand out? Let’s dive into five powerful virtual prospecting strategies to transform your outreach and propel you ahead of the competition.

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Prospecting Strategy Cold Calling Competition 177

Understanding the Sales Force

FEBRUARY 22, 2023

Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more. Most BDRs are atrocious at making outbound calls, sending emails and LinkedIn reach outs, and following up on inbound leads.

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Top of Funnel Positioning Scale Inbound 409

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.

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Intent Signal Prospecting Intent Decision Maker 130

Anthony Cole Training

OCTOBER 20, 2023

Every time we onboard a new client, we have a kickoff event where we lay the foundation of the sales process we teach at Anthony Cole Training Group.Inevitably, at some point during that kickoff event we talk about dealing with the competition, specifically how to differentiate yourself from the competition you will face.

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Prospecting Face-to-face Competition Training 173

Zoominfo

AUGUST 6, 2024

The key is to find a solution that aligns with your specific business goals and sales processes. ZoomInfo ZoomInfo is the go-to-market platform trusted by over 35,000 companies worldwide to accelerate sales with actionable insights and high-quality data.

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Lead Capture Software Software Sales Qualified Lead 130

No More Cold Calling

DECEMBER 6, 2019

Message to cold callers: Pestering strangers is NOT the way to prospect. Cold calling is a duplicitous, disingenuous sales tactic. You might think you’ve been able to avoid sounding like a telemarketer, but that is exactly what you’re doing, and your prospect knows it. It’s called referral sales. STOP Cold Calling.

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Cold Calling Social Media Telemarketing Referrals 365

Understanding the Sales Force

JUNE 12, 2023

Isn’t that a great analogy for what happens when you miss, or skip a crucial step in the sales process? Your prospects and customers use a similar process for choosing who to buy from. Process represents the steps they and/or their team must complete to reach a decision.

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Prospecting Vendor Proposal Sales Process 156

Hubspot Sales

FEBRUARY 12, 2024

They’re trained to sell to anyone who wants to buy and facilitate a quick buying process — but as inbound salespeople, we know who our products are made for, and we should only be selling to customers who are going to leverage value over time. The prospect is not in your sales territory. Their vertical market (i.e.

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Hubspot Sales Process Buyer Inbound 122

The Center for Sales Strategy

MAY 28, 2024

Getting to yes is often the hardest part of the sales process. As many as 57% of salespeople reported difficulty converting prospects into customers. Salespeople, even great salespeople, sometimes have trouble closing the deal. If your team is having trouble with conversions, the first thing to do is figure out why.

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Prospecting Report Closing Conversion 112

The Center for Sales Strategy

SEPTEMBER 9, 2024

The ability to prospect effectively can make or break a team's success. It's the lifeblood of the sales process, the crucial first step that fills the pipeline and drives revenue growth. But here's the challenge—identifying candidates who excel at prospecting is no easy task.

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Hiring Prospecting How To Pipeline 132

No More Cold Calling

OCTOBER 18, 2018

priority in your sales prospecting techniques. Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. Sales leaders tell me they have too many priorities. That kind of prospecting activity doesn’t drive revenue.

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Referrals Cold Calling Quota Sales Qualified Lead 325

Understanding the Sales Force

MARCH 21, 2022

On Sales Process and Methodology - the difference between popular sales processes and methodologies. Why Your Prospects Won't Talk with You and What to Do About it - a rant. On Attracting Salespeople When Recruiting - a rant on the Two Keys to Attracting More of the Right Sales Candidates. Topics include: 1.

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Video Forecasting Cold Calling Consultative Selling 296

Understanding the Sales Force

DECEMBER 1, 2020

Qualifying Skills - Caliper looks at a willingness to ask questions in general while OMG looks at the specific information which a salesperson must identify in order to qualify a prospect. Trust - Caliper looks at general skepticism (an outlook on life) while OMG looks specifically at whether the candidate trusts prospects.

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Comparison Lead Rank Lead Scoring Hiring 319

Zoominfo

FEBRUARY 12, 2021

In today’s post we’re diving into what social selling is, why it’s important to B2B sellers, and how to use it in your sales strategies. B2B social selling is the process where salespeople use social media to connect with prospects. Salespeople who mix social selling into their sales process exceeded quota 23% more often.

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Social Selling B2B Social Media Top of Funnel 263

Mr. Inside Sales

JANUARY 22, 2021

We all know the importance of asking questions of our prospects and clients, yet how many do you ask? How many does your sales teams ask? If you’re like most sales reps, then you’re probably doing a lot more talking (read pitching) than you are listening. And that’s because you’re not asking enough questions. Get Access Today.

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Face-to-face Gatekeeper Licensing Decision Maker 287

SBI Growth

APRIL 12, 2024

This is particularly true in prospecting, where prospects offer all types of resistance. However, this resistance typically doesn’t indicate that the prospect is interested in your solution. With these six effective sales prospecting tactics, you can manage common forms of prospecting resistance and book more appointments.

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Prospecting Strategy Sales Sales Process 136

No More Cold Calling

FEBRUARY 24, 2021

The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. Sales leaders have an ongoing challenge to get more qualified leads in the pipe, but seller access has evaporated. You can ask: During the sales process when you’ve added value. Suddenly it became almost impossible.

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Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323