The Pipeline

FEBRUARY 11, 2013

It took some effort and focus to get sales people to adopt this style of interaction, especially after years of pitching and doing things the traditional (old) way. Many sales people had difficulty being comfortable and effective in the vast openness provided by this style of questions. There are very few if any absolutes in sales.

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Call-back Face-to-face Cold Calling Consultative Selling 313

Score More Sales

JANUARY 27, 2014

Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly.

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Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

MTD Sales Training

MARCH 14, 2013

We run very successful LinkedIn workshops for salespeople at all levels, and for businesses who want their prospecting to be more productive than it is currently. Remember…your LinkedIn profile. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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LinkedIn How To Prospecting Training 272

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. What would you include?

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Hiring Decision Maker Energy Face-to-face 233

The Pipeline

SEPTEMBER 24, 2012

Sales is not without its share of wife’s tales or empty sayings, passed down from one generation of sales people to the next. But they sound good, and you generally get “bonus” points for saying them in the right discussion, on social media or sales seminars. Gee, what do you do in non-Major League towns?

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Social Media Intent Objections Account 287

The Pipeline

JANUARY 26, 2021

The familiar expression “measure twice, cut once”, has validity in B2B sales as well. Not just know, but plan for and manage like any other element of sales success. As we have explored in a different context, the answer is not always more prospects. You can focus on improving other variables of the sale.

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Churn Quota Margin Exercises 310

No More Cold Calling

MAY 22, 2019

That’s why I decided to host summer sales training courses this year. For the first time in three years, I’m leading a Summer Virtual Referral Selling Workshop Series. Maybe you’re an individual salesperson or a rogue sales rep who isn’t getting the professional development you need from your company. We’ll change that.)

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Referrals Course Training Hiring 47

SBI Growth

DECEMBER 18, 2013

If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. Today’s post focuses on the missing link: Enabling your front-line sales managers. Why Sales Managers Fail. Onboarding.

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Hiring Strategy Handbook Face-to-face 305

SBI Growth

OCTOBER 15, 2013

This post answers the most persistent question facing HR leaders who support Sales organizations. “ How can HR help Sales Make the Number? ”. It’s a convenient tool to assess HR’s support for sales. How Sales Support Becomes Agile. Partnering with Sales presents unique challenges. In a word, become more Agile.

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Hiring Social Media Ideal Customer Profile Microsoft 303

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.

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Cold Calling Face-to-face Travel Account 325

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

The Pipeline

SEPTEMBER 18, 2018

No need to go to the gutter right away, there is a lot to be said for words in sales before we have to go blue. As long as companies fill their sales people’s heads with more “Product Knowledge” than business skills, the challenge will persist. ” The silence also works and wares on the prospect too.

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Vendor Discount Insurance Insurance 255

No More Cold Calling

MAY 17, 2019

That comment was from a 20-year sales veteran, the kind of seasoned pro who should know how to get referrals, and given this person’s track record, should feel confident about asking. It doesn’t matter how long you’ve been in sales. After all, it’s easier to just pester strangers with social media sales pitches.

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Referrals Scale How To Cold Calling 327

Anthony Cole Training

FEBRUARY 27, 2020

In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations. Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.

Prospecting 161

Prospecting Hiring Objections Sales 161

The Pipeline

SEPTEMBER 25, 2013

On Monday, in the first post of this series , we defined “cold calling”, and looked at overlooked real opportunities for sales and revenues one misses when not including cold calling in their biz dev routine. ” I guess I am not alone. On to number two! They may not do it now, but they used to! What’s in Your Pipeline? Tibor Shanto.

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Cold Calling Outsourcing Services Wireless Harvest 282

No More Cold Calling

JUNE 10, 2021

I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My entire career had been sales and sales management, and my best business had always come from referrals. Get meetings with prime prospects in one call.

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Referrals Cold Calling Webinar Metrics Inbound 385

Anthony Cole Training

OCTOBER 13, 2014

I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. I never did write 100 lives but, based on the sales activity reporting I did every week, I should have. Towards the end of my career, I contracted with a sales trainer, Tom. You do the math. You do the math.

Sales Management 203

Sales Management SME Incentives Incentive 203

Jeffrey Gitomer

APRIL 21, 2011

Tweet Share Sales Truth: Salespeople become known by the questions they ask. It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. And maybe the prospect feels that’s none of your business.

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Hiring Social Media Loyalty Commission 335

Sales and Marketing Management

MARCH 8, 2019

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. And how do we, in turn, ensure our own sales kickoffs are effective? We recently completed our sales kickoff at InsideView. The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar.

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InsideView Scale Exercises Call-back 223

Sales Gravy

DECEMBER 16, 2021

Matthew McConaughey, Greenlights The number one reason for failure in sales is an empty pipeline. The number one reason for an empty pipeline is the failure to prospect every day, every day, every day. Early in the training, one of the reps pointed out that my mega-bestselling book Fanatical Prospecting, “Was written a while back.”

Prospecting 118

Prospecting Decision Maker Call-back Cold Calling 118

No More Cold Calling

JUNE 9, 2019

Successful sales professionals understand that technology is a must-have business tool. But very few understand how to incorporate technology into their prospecting strategy. Consider this: Despite the ever-growing treasure trove of new sales technology, sales is actually harder than it used to be. Don’t believe me?

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Sales Qualified Lead B2B Lead Rank Lead Scoring 269

The Pipeline

MARCH 18, 2011

The Pipeline Renbor Sales Solutions Inc.s Retarded Sales Behavior and The Reasons We Under-Perform. Stored in Attitude , EDGE Selling , Guest Post , Proactivity , Sales Strategy , Sales Tool , execution. We’ve become a generation of retarded under-performing sales semi-professionals. December 2007.

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Pipeline Twitter Top of Funnel Hiring 322

The Sales Heretic

APRIL 25, 2018

The tall, gangly man wore an old t-shirt and cutoff jean shorts. His long black hair hung unkempt halfway down his back. And he arrived at the luxury car dealership on a bicycle. The veteran salespeople knew better than to waste their time with him. They sent the rookie out to deal with him. The [.].

Prospecting 227

Prospecting Referrals Buyer Customer 227

Zoominfo

OCTOBER 15, 2019

And yet, sales reps still look for ways to improve their sales email strategy. It’s not hard to see why — after all, only 24% of sales emails are opened ( source ). Ready to start a conversation with any sales prospect in your database or CRM? ” Example 2: Selling Sales Consulting.

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Top of Funnel Scale Film Lead Generation 230

Bernadette McClelland

JANUARY 20, 2018

It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. And as would have it on social, there was a plethora of responses, from which I randomly collected this bakers dozen: 1. Make your key objective to help the customer, not to close a sale.

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Selling Skills Negotiation Sales Leadership Margin 317

MTD Sales Training

AUGUST 10, 2018

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. You need to be found, yes; but you also need to show up as someone who is valuable to the prospect when they have found you. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

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Leads Marketing Qualified Lead Cold Calling LinkedIn 197

No More Cold Calling

MAY 2, 2019

Hiding behind technology doesn’t drive sales—THIS WILL. The Sales Leadership Gap for Small Biz. But very few came from sales. In fact, they think sales is a four-letter word. The Sales Avoidance Phenomenon. These are all important considerations for a small business, but without sales, there is no business.

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Small Business Small Business Referrals Hiring 316

Zoominfo

FEBRUARY 26, 2018

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. But, what if we told you a quick reading break might actually increase your sales productivity? Here are 25 of our favorite sales blogs. Top 25 Sales Blogs for all Sales Professionals. 1. Factor8: Your Inside Sales Advisor.

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Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

Zoominfo

MAY 27, 2019

All sales and marketing tools make big promises—more leads, more engagement, higher click-through rate, better sales—but none more so than marketing automation. In an ideal world, marketing automation can help you engage with your prospects and customers efficiently and effectively. Do the same with your sales team.

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Top of Funnel Lead Rank Lead Scoring Marketing 197

The Pipeline

JUNE 26, 2017

I had a couple of interesting conversations with two reps recently during a break in a workshop. Both centred around where each of the reps were currently, both in terms of quota in the current year, and their over all sales career. The post You Are Where You Are By Choice appeared first on Renbor Sales Solutions Inc.

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ACT Quota Exact Consumer 223

Anthony Cole Training

SEPTEMBER 24, 2014

I’ve been trying to find a way to tie cooking to sales management. I love to cook (and eat) and I love selling and coaching sales management. Thus my attempt to find another way to explain concepts of sales management: COOKING! Let’s think about your relationship with your sales people. I didn’t ruin the cookware.

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Sales Management Sports Motivation Coaching 197

Zoominfo

JUNE 12, 2019

The B2B sales arena has a few social celebs of its own. In today’s post, we’ve compiled a list of the top sales influencers on our radar. Leading off our list is sales consultant and coach, Jeb Blount. Jeb carries his sales wisdom over to all his social media channels and spreads his expertise to the masses.

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Influencer B2B Social Media Twitter 188

No More Cold Calling

AUGUST 14, 2019

I would work with small-to-medium companies to craft their sales strategy. As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. Prospects trust us. But I had to ask.).

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Referrals Cold Calling Survey Scale 291

No More Cold Calling

JUNE 23, 2019

Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers. While all salespeople love to receive referrals, most are uncomfortable asking for them, and many sales leaders don’t believe referrals can scale.

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Referrals Scale How To Lead Rank 297

Zoominfo

JANUARY 15, 2021

To be actionable, your content must make tactical use of calls to action, offers, promotions, demos, and free trials that move prospects along the buyer’s journey. While your industry has likely been affected by this too, building out a strategy for virtual events can be a great way to attract prospects. Get Your Lead Scoring Right.

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Paid Content Lead Generation Lead Rank Lead Scoring 264

Sales and Marketing Management

JANUARY 1, 2018

Davis In a SMMConnect webinar I delivered to over 100 sales managers recently, I talked about eight instincts they developed as salespeople that are now harming their effectiveness as team leaders. Interestingly, about 30 percent of the participants said that the sales instinct they struggle with the most is “avoiding conflict.”.

Hiring 260

Hiring Webinar Metrics Forecasting Proposal 260

SalesProInsider

APRIL 15, 2020

Or what’s your sales pitch? Free Training Workshop. Join Sales Pro Insider CEO and Top Sales Book Author, Nancy Bleeke for a brand new workshop. The post Ditch the Pitch to Stop Prospects from Running appeared first on Sales Pro Insider. What’s your pitch? APRIL 3 @ 11 a.m. Register now.

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Prospecting Proposal Conversion Lead Scoring 107