SBI Growth

JUNE 14, 2013

I sat across the desk from Mike, the new VP of Sales. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. After a quick conversation, we found he was committing 3 of the sales myths below. The majority of Sales VPs are guilty of at least one.

Sales Management 326

Sales Management Hiring Telemarketing Demand Generation 326

Mr. Inside Sales

OCTOBER 1, 2018

Learn the best effective phone sales techniques including successful cold calling business prospecting, outbound telemarketing, professional telephone calls process, and other opening selling skills, tools, methods, tips and ideas. Worse, is when a prospect is in a good mood and willing to connect with you.

Cold Calling 171

Cold Calling Tools Prospecting Telemarketing 171

The Sales Hunter

MARCH 29, 2012

Yes, you can prospect using voicemail. Here is the best way to sales prospect with voice mail: To make the voicemail message fly, it needs to be short. Want to know about successful sales prospecting? Until then, check out this post I recently wrote about sales prospecting.

Prospecting 174

Prospecting Telemarketing Energy Benefit 174

Pointclear

JANUARY 26, 2012

These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota. Your website The source of your cheapest and most qualified sales leads is right at your fingertips: your company website.

Media 233

Media Direct Mail netFactor Trade Show 233

MTD Sales Training

JANUARY 6, 2012

Every sales person knows that today’s modern buyer has had enough of the old smile-and-dial cold calling methods of the past. However, as mentioned in, “4 Reasons Why Prospects Fear Cold Calls,” most buyers still seem to harbour fear and animosity toward receiving a telephone solicitation call. Many feel a cold call… #1.

Cold Calling 291

Cold Calling Telemarketing How To Buyer 291

The Sales Hunter

APRIL 23, 2013

Lousy voicemail messages will kill sales faster than you can hit speed dial. If you’re going to sales prospect by way of the telephone, then you better be able to do it with energy. If you’re going to sales prospect by way of the telephone, then you better be able to do it with energy.

Telemarketing 229

Telemarketing Cold Calling Energy Consultative Selling 229

Sales and Marketing Management

JANUARY 21, 2019

To stay ahead of the competition and thrive, it’s essential to identify and adopt sales techniques that can boost your productivity and results. The front-runners focus on data hygiene and ensuring they have accurate and holistic customer information across sales, marketing and service departments. Automated sales prospecting.

Trends 297

Trends B2B Social Media Telemarketing 297

No More Cold Calling

DECEMBER 18, 2014

These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? Dump the Script We’ve all had to make calls from a script at some point in our sales career. A waste of your time.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

MTD Sales Training

JANUARY 23, 2012

Whenever the idea of a planned presentation comes up, usually the first thing sales people think about is a “canned script.” Such was a primary tool of sales people, in particular telemarketers, years ago. Defining a Planned Sales Interaction. A Planned sales interaction is a strategy. A Strategy.

Telemarketing 271

Telemarketing Fashion Exact Education 271

MTD Sales Training

JULY 6, 2012

In a prospecting cold call , you need to develop a rapport and create a professional, trustworthy image in the mind of the prospect in just a few seconds. In less than 7 seconds, the prospect will have formulated an image of you in his or her mind, and the success or failure of the call depends on that image. Happy Selling!

Cold Calling 279

Cold Calling Telemarketing How To Call-back 279

SBI Growth

SEPTEMBER 6, 2013

Sales ops executives are charged with improving sales effectiveness and efficiency. Your goal is to best enable sales. Look across the spectrum of Sales Operations. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute.” Review your Sales Process.

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

MTD Sales Training

SEPTEMBER 18, 2012

In today’s world of e-prospecting, social media marketing, texting and sophisticated electronic communication, it seems picking up the telephone is becoming a lost art. Although we all know that no matter how the future continues to unfold, the telephone will always be an integral part of sales success. The REAL Reason.

Cold Calling 291

Cold Calling Telemarketing Face-to-face Social Media 291

Understanding the Sales Force

MAY 15, 2014

Understanding the Sales Force by Dave Kurlan Yesterday I was on three separate calls with sales managers whose salespeople needed to fill their pipelines but hadn''t. A perfectionist must do things perfectly and if ever there was a sales activity that was ripe for imperfection, it would be the prospecting call.

Telemarketing 260

Telemarketing Pipeline Course Prospecting 260

MTD Sales Training

NOVEMBER 14, 2011

Cold calling has always presented a ton of challenges for sales people, and with today’s modern and more enlightened buyer , those challenges have multiplied. Many sales people are so conditioned to the habits of the Smile & Dial era that it is difficult to change. . MTD Sales Training. Over 10,000 sales pros have.

Cold Calling 267

Cold Calling Telemarketing Exact Prospecting 267

MTD Sales Training

MAY 23, 2012

If you are going to be successful in business-to-business sales, you must first learn to recognise a clever and sophisticated gatekeeper screen. This usually refers to sales people making cold or warm calls. Therefore, the first step to getting pass the screen is not to sound like a sales person. Sean McPheat MTD Sales Training.

Gatekeeper 260

Gatekeeper Decision Maker Telemarketing Negotiation 260

No More Cold Calling

JANUARY 14, 2021

Register for Back in The Black Sales TV—first episode on January 19. The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. Why am I doing a monthly Sales TV Show? We’ve all had to make calls from a script at some point in our sales career.

Gatekeeper 265

Gatekeeper Cold Calling Referrals Telemarketing 265

Pointclear

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. And, it’s irritating to your prospects. Their fear that you’ll turn on the hard sale based on that form is one reason they lie. Actually I take that back, it’s not okay if you pass those 10 leads to quota-carrying sales reps.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

MTD Sales Training

NOVEMBER 2, 2011

Cold calling presents a ton of challenges to sales professionals at every level and in every industry. Therefore, there are a plethora of tips, tricks and magical scripts to help sales people overcome objections, get though GK screens and close sales or set appointments. 3: Never Hang Up On a Prospect. It is personal.

Cold Calling 249

Cold Calling Telemarketing Up-Sell Prospecting 249

The Pipeline

NOVEMBER 17, 2016

There are a lot of things sellers say in the course of telephone prospecting. One way is to actually use a script, yes, script, maybe it would help if we called it a plan you can follow to ensure success in an endeavourer, in this case engaging with a potential prospect. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Prospecting 120

Prospecting Telemarketing Call-back Follow-up 120

Pointclear

JULY 23, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it.

Sales Qualified Lead 206

Sales Qualified Lead Leads360 NetSuite Leads 206

No More Cold Calling

JULY 7, 2016

A LinkedIn connection is not a sales lead. ” It’s exactly the same as telemarketers and their cold calling blitzes. Sales reps abuse social media to the extent that I typically delete more LinkedIn invitations than I accept. (No, Qualified prospects are actually interested in your product or solution.

Social Media 239

Social Media Lead Generation Sales Qualified Lead Media 239

MTD Sales Training

AUGUST 15, 2012

In spite of a gazillion tips, tricks and magical scripts on cold calling , sales people at every level and in every profession still struggle with this often unavoidable task. There are some ideas that sales people have heard for so long that people have just started to believe they are true, when in fact, they are anything but.

Cold Calling 216

Cold Calling Telemarketing Up-Sell Follow-up 216

Anthony Cole Training

FEBRUARY 21, 2013

Learning about sales and selling is one of the things I enjoy most about what I do. When I started my personal quest to improve my understanding of sales, my ability to execute a sales process effectively and to ultimately improve my sales results, there was much for me to learn. in Dallas, Texas.

Insurance 208

Insurance Insurance Hiring Sales Qualified Lead 208

MTD Sales Training

NOVEMBER 22, 2011

In the recent post, “Today’s Warm Call is the New Cold Call,” I uncovered the fact that with today’s modern prospecting avenues, sales people are often able to establish some contact with a prospective customer before making a telephone call. Sales Person: “Yes, Steve? Sales Person: “Yes, Steve?

Cold Calling 216

Cold Calling Gatekeeper Telemarketing Face-to-face 216

Anthony Cole Training

NOVEMBER 14, 2012

This is part II of a III part blog post discussing the DNA of High Performance Sales Teams. The first post discussed the DNA of a Hunter Sales person as a result of reading a blog about building a "Rock Star Team of Sales Hunters". Qualifiers do not fear rejection and are not concerned about if the prospect "likes them".

Hiring 181

Hiring Sales Qualified Lead InsideView Lead Rank 181

The Pipeline

OCTOBER 16, 2013

When I ask sales people what their biggest challenge is in getting to speak directly with decision makers they are targeting, and voice mail or gatekeepers are at the top of the list, (while call reluctance should be right there with the other two, they don’t usually volunteer that fact). Sales Success Tibor Shanto' Tibor Shanto.

Gatekeeper 275

Gatekeeper Decision Maker Call-back Telemarketing 275

Mr. Inside Sales

JUNE 18, 2018

Learn cold calling techniques for handling and overcoming the most common objections in telemarketing phone sales including the best call rebuttal responses for “not interested.” ” One of the main reasons sales reps dislike prospecting and cold calling is because of all the sales objections they get.

Cold Calling 148

Cold Calling Objections Telemarketing Face-to-face 148

The Sales Hunter

SEPTEMBER 20, 2019

Recently, I worked with a very capable salesperson who had a great sales plan and great leads; yet, she failed miserably in at hitting her number. How do I Overcome my Lack of Confidence When Prospecting: It’s sad to say, but this situation is a major issue and one of the biggest reasons why there’s such a high turnover in sales.

Selling Skills 175

Selling Skills Telemarketing Sports Motivation 175

No More Cold Calling

OCTOBER 1, 2015

Earn trust and credibility with your prospects, who are pre-sold on your ability to deliver results. Convert prospects into clients at least 50 percent of the time (usually more than 70 percent). Meet with hot prospects while your competitors are still figuring out how to get in. What Does Your Sales Future Look Like?

Referrals 120

Referrals Lead Rank Lead Scoring Prospecting 120

Sales and Marketing Management

JUNE 1, 2018

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Storytelling has stood the test of time as a critical skill in sales and marketing?—?and They are more often directly engaging with prospects and growth-opportunity customers.

Marketing 226

Marketing Telemarketing Scale Education 226

Pointclear

JUNE 15, 2016

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. Inside Sales.

Lead Management 145

Lead Management Sales Qualified Lead Leads Marketing Qualified Lead 145

Mr. Inside Sales

JUNE 24, 2018

Discover effective openings and sample outbound cold calling phone telemarketing sales pitch scripts including the best tips, techniques and examples ever written for closing calls. If you close sales or do sales presentations over the phone, then you might be wondering what the best way to open the closing call is.

Cold Calling 144

Cold Calling Examples Telemarketing Outbound 144

Zoominfo

OCTOBER 13, 2023

The rules around telemarketing in a B2B context are more relaxed, making telemarketing a viable go-to-market channel in Germany. Other market participants” refers to any person or entity that is not acting as a consumer — in other words, B2B telemarketing can be acceptable.

Telemarketing 130

Telemarketing Strategy Inbound Intent Signal 130

Pointclear

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. Sales is sales. No one outside gets us.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

Pointclear

JUNE 15, 2017

Some companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone. You are: Delaying talking to buyers and reducing your chances of making the sale by 50%, because salespeople, on average, aren’t getting the leads until weeks after they’re created.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

Zoominfo

FEBRUARY 12, 2024

There are two regulations that are most relevant to B2B sales and marketing teams: The Personal Information Protection and Electronic Documents Act ( PIPEDA ) Canada’s Anti-Spam Legislation ( CASL ) Here are some key factors to consider when crafting a compliant, responsible, scalable go-to-market strategy in Canada.

Telemarketing 130

Telemarketing Marketing Inbound Intent Signal 130

Pointclear

MAY 15, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Marketing managers regularly ask me how to predict the number of leads (really raw inquiries) needed to achieve quota (I wish more sales managers would also ask).

Quota 165

Quota Telemarketing Sales Qualified Lead Follow-up 165