No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. The Problem with Virtual Sales Meetings. B2B sales reps have asked me that question repeatedly over the past year.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Sales 2.0

JUNE 2, 2018

The problem is every deal seems great until you actually “get married” to your prospect and they become your client. I’m halfway through 10 posts explaining the steps you should take to be prepared for your new sales gig. When you are prospecting it’s easy to put your “prospecting goggles” on and think every company looks attractive.

Prospecting 170

Prospecting Demographics Travel Segment 170

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

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. For sellers, context is everything.

Company 156

Company Prospecting Oracle Transportation 156

The Pipeline

JUNE 19, 2014

A few weeks ago I put out a question based on a discussion I had with a sales rep about the need for and, value of confirming appointments. To be specific, appointments where the prospect had accepted the appointment both verbally on the phone, and then again accepted the electronic invite (Outlook or Google) you e-mailed.

Cold Calling 325

Cold Calling Face-to-face Travel Account 325

Understanding the Sales Force

FEBRUARY 24, 2019

The jet was probably traveling 500 MPH but it's funny how when the air is smooth, it doesn't even seem like you're moving, but when you add some serious bumps, you can feel every single one of those 500 MPH. Sales calls work the same way. You've probably experienced a flight like that too.

Travel 258

Travel How To Prospecting Meeting 258

Understanding the Sales Force

MARCH 19, 2018

You very slowly make your way towards the circle in a long line of traffic, attempt to merge into a congested circle, travel around to the other side of the circle, and finally exit the other end. There are three kinds of role-plays: I play the salesperson's part and the salesperson plays the prospect. let's get moving - let's go!".

Travel 223

Travel Exact Conversion Sales 223

Sales Gravy

DECEMBER 29, 2024

As you'll learn in this Monday Money podcast episode and article, these goals are essential to helping you maintain sales discipline throughout your sales year. Maybe you want to be a sales manager, or if youre a manager, you want to be a director or VP of sales. You might want to go back to school for a degree or an MBA.

Face-to-face 98

Face-to-face Decision Maker Call-back Commission 98

Sales and Marketing Management

FEBRUARY 19, 2018

Next time you prospect a company, add a board member. When you're at work, prospect incessantly. And the greatest fear of all in sales that separates the titans from the also rans: walking on the deal. This sales thing violates a lot of psychology. It travels in packs but gets the hunting done. Ruffling feathers?

Call-back 329

Call-back Negotiation Decision Maker Sales Qualified Lead 329

Bernadette McClelland

AUGUST 1, 2022

He shared how he is new to the country and now that his job takes him out on the road with a lot of travelling, he’d be looking for a reliable tyre supplier in the future he could trust. Join me and the world's foremost authorities on sales prospecting, pipeline, productivity and sales leadership.

Margin 397

Margin Travel Outbound Sales Leadership 397

SBI Growth

JANUARY 30, 2014

If you don’t modify your core sales model, your competitors will beat you. You do not need to modify your sales model. Buyers can make a purchase decision with little help from a sales rep. They need to absorb sales-model changes while fending off competitors. It is unwise to play it safe in this situation.

Social Selling 317

Social Selling Industry Lead Rank Pharmaceuticals 317

Shari Levitin

JUNE 30, 2021

No doubt you’ve changed the way you shop, exercise, eat, travel, watch movies, and more. As retailers learned to operate without stores, business travelers without airplanes, and sellers without offices, much of what started out as a temporary situation is now becoming permanent. What Your Prospects Aren't Telling You.

Prospecting 149

Prospecting B2C Travel Face-to-face 149

SBI Growth

APRIL 6, 2013

Since January 1 st , your top 3 sales reps have all left the company. When Sales Operations decides to take on a territory analysis , we care about 3 things: Determining the number of accounts, prospects and total potential for each rep. Sales Ops may also use intuition to ‘gut check’ whether these patches are fair.

Territories 323

Territories Lead Scoring Lead Rank Compensation 323

SalesProInsider

MARCH 17, 2021

We offer 30 minutes of free coaching focused on a specific sales situation of the person’s choice, which we call Sales Strategy Conversations. A Simple Solution for Helping Prospects “Get It”. For example: “You will live the retirement that you dream of by traveling the world, and spending time with your family.”

Lead Rank 147

Lead Rank Lead Scoring Prospecting Webinar Metrics 147

SBI Growth

DECEMBER 7, 2013

Persistent sales people are praised, honored, and even given swanky “President’s Club” trips to the Caribbean. The rep that calls a prospect 50 times and stalks him on LinkedIn is the very essence of a modern, successful sales person. We wanted to apply data science to one of the last bastions of folklore and anecdote – sales.

Data 321

Data Leads Marketing Qualified Lead Outbound 321

Sales and Marketing Management

SEPTEMBER 28, 2020

Sales and marketing teams have been slashed, and pipelines are running dry. Old Sales Funnels Are Drying Up. A SalesHacker survey of a variety of sales professionals highlights the depth of the issue. B2B Sales Operations Are Changing for Good. This proactive mentality is essential going forward.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

No More Cold Calling

JUNE 8, 2017

Prospects need more insights, not more information. I made the sale. So, I asked many questions to assess how often they traveled, and if travel was for business or with family. So, I asked many questions to assess how often they traveled, and if travel was for business or with family. It was a done deal.

Account 201

Account Travel Cold Calling Buyer 201

The Pipeline

JULY 9, 2019

Every journey has a beginning, middle and an end, and this is true for a buying cycle and sales cycle. And while it may work for Zen and motorcycles , in sales, it is not about the journey but the destination, the win. Everything we do as sales professionals needs to maximize that end and ease the journey for all involved.

Travel 291

Travel Maximizer Microsoft Face-to-face 291

SBI Growth

FEBRUARY 4, 2014

After a few slightly awkward sales calls you break for lunch. You may already have a target list created by your sales operations department. Segmenting your accounts is an important first step in any Sales plan. Answering the following questions enables companies to create valuable ranked prospect lists.

Construction 323

Construction Ideal Customer Profile Territories Lead Scoring 323

Sales and Marketing Management

JULY 24, 2020

Perhaps especially while the COVID-19 pandemic has placed a temporary hold on popular incentives among this demographic like travel, sales leaders can improve their incentives programs for younger employees by embedding a sense of purpose into their sales outreach. . Boost Sales Enablement with a Meaningful Prospecting Gift.

Incentives 227

Incentives Incentive Motivation Demographics 227

Sales and Marketing Management

JUNE 8, 2020

Perhaps especially while the COVID-19 pandemic has placed a temporary hold on popular incentives like travel among this demographic, sales leaders can improve their incentive programs for younger employees by embedding a sense of purpose into their sales outreach. Boost Sales Enablement with a Meaningful Prospecting Gift.

Incentives 227

Incentives Incentive Motivation Demographics 227

No More Cold Calling

JULY 8, 2014

Social selling isn’t a magical cure for all your sales challenges. Is it just the latest buzzword bandied about by shifty trainers, or an actual sales strategy with teeth? They make outrageous promises that are “guaranteed” to increase sales effectiveness overnight. Social Selling Is Not a Stand-Alone Sales Strategy.

Referrals 266

Referrals Social Selling Guarantee Twitter 266

Sales and Marketing Management

MARCH 11, 2019

Author: Tessa Burg In a perfect world, your sales team and your marketing team work side by side to find and close customers. In the real world, however, less than half of companies believe their sales and marketing teams are in any sort of alignment at all. This, in turn, will help smooth the sales process.

CRM 289

CRM Lead Scoring Lead Rank Data 289

Understanding the Sales Force

JANUARY 22, 2024

One minute ago everything was perfect and then, all of a sudden, reality sets in and you’ve traveled an hour out of your way. That exact same thing happens to salespeople on their sales calls. Most salespeople thank the prospect for sharing and then start on their proposals, thinking about what they must do to differentiate.

Closing 220

Closing Proposal Discount Decision Maker 220

Zoominfo

AUGUST 21, 2019

There’s no denying it — sales and marketing teams don’t always work well together. The two departments may see eye-to-eye and share unified goals, but it’s less common for sales to proactively help marketing perform better, or vice versa. But in today’s digital world, the line between sales and marketing is increasingly blurred.

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

The Pipeline

JUNE 9, 2020

Some years ago, I wrote a piece about how you should lead a sale in a way that resembles a four-legged stool. Sales to Economic buyer; C-suite to C-suite; ops to ops; finally finance to finance. Due to the unprecedented lockdown, those who were agile, able to vigitize , are marching on to new sales opportunities. There Is More.

Pivotal 354

Pivotal Hiring Face-to-face Distribution 354

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? Have a goal that will be achievable dependent on the type of meeting and how far down the sales road you are with them. 2) Ensure all the logistics are taken care of.

Sales Meeting 224

Sales Meeting Meeting Cancellation Travel 224

The Pipeline

AUGUST 27, 2019

While it may be realistic to expect inside sales teams to sell more than 23% of their time, it is not for others. Consider travel, time understanding the clients and market, generating leads, and more. They not only give away their time; they pay the prospect for the privilege of doing so. Giving It Away. Well you can.

Wireless 264

Wireless Discount Face-to-face Scale 264

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. The Benefits of Face-to-Face Interaction in Sales. Let’s get into it!

Face-to-face 225

Face-to-face Sales Process Skype B2B 225

Sales and Marketing Management

JUNE 14, 2020

Sales managers who are nervous about their team working outside of the office can take heart in a recent study that ranks sales representative as the No. In fact, the study from MagnifyMoney shows that 13% of sales representatives already worked from a home office prior to the COVID-19 outbreak. Author: SMM staff.

Salary 207

Salary Study Travel Report 207

DiscoverOrg Sales

DECEMBER 11, 2017

So why is the sales profession still so far behind the curve when it comes to gender? In sales, women make up : 25% of salespeople in tech companies. 12% of sales leadership. Women usually remain in their sales role longer, decreasing turnover. And yet, women are vastly underrepresented in the sales industry.

Hiring 235

Hiring Face-to-face Promotion Retail 235

The Pipeline

SEPTEMBER 25, 2017

In most instances or conversation this misuse (or abuse) of the two may not matter or have tangible consequences, but in sales, well, they do. But buyer do want something that vendors have in but fail to fully leverage, satisfied customers, prospects want hands-on experience with the product and insights from customers.

Vendor 272

Vendor Buyer Travel Objections 272

No More Cold Calling

APRIL 30, 2020

I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Sales and Marketing Management

FEBRUARY 11, 2019

Regardless of how they acquire it, potential buyers step onto the sales floor (in-person or virtually) armed with information about their options; to remain effective, salespeople will need to adapt to the methods of the modern buyer. More than ever before, the new reality of sales must rely on marketing to a higher extent.

Education 330

Education Buyer Buyer Persona Social Media 330

No More Cold Calling

AUGUST 7, 2014

Salespeople not performing, dragging you down, and compromising your team‘s sales effectiveness? On-boarding a new sales rep requires more than providing a desk, a phone, and a password. Here’s his take: “Our clients are constantly asking us where sales managers should spend their time. Get rid of deadwood as fast as you can.

Hiring 274

Hiring Small Business Small Business Enterprise 274

Sales and Marketing Management

MAY 14, 2020

These conditions can present challenges for sales organizations, where in-person meetings and events are typically part of “business as usual.” With internal meetings (training bootcamps, sales kick-offs, role play sessions, etc.), such as sales onboarding and training sessions, and even sales meetings?

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227