Sales 2.0

JULY 17, 2019

I graduated from Wharton’s MBA program in 1993 and had no sales training at all. Since then I’ve sold millions of dollars of technology and services, run my own sales outsourcing and training company, grown a digital agency and pioneered a new approach to selling now known as “social selling”. Making a social call. Back to the math.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Hubspot Sales

SEPTEMBER 15, 2023

As a small business owner, you toggle between marketing, sales, operations, and customer service daily — and sometimes within the same hour. If you think a CRM is an expensive tool only for large businesses, think again. Saves Admin Time Manual data entry is something no business owner wants to spend time or energy doing, ever.

Small Business 122

Small Business Small Business Software Software 122

The Pipeline

MAY 20, 2011

Stored in Business Acumen , Buying Process , Guest Post , Productivity , Prospecting , Sales 2.0 , Sales Strategy , execution. For a free copy of his Client Breakthrough report and training videos head over to [link]. LinkedIn is a two way street, now your prospects know your background. December 2007. You know the guy.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

Hubspot Sales

DECEMBER 26, 2018

Whether you want to free yourself from the personal and financial restrictions of employment, or you just want to supplement your salary with some extra spending money, working for yourself or starting and growing a business has never been easier -- and there's never been a greater choice of roles to choose from. Home Business Opportunities.

Small Business 145

Small Business Small Business Opportunity Outsourcing Services 145

Marc Wayshak

SEPTEMBER 6, 2023

Are you a small business owner or a company founder who has found yourself in the role of the lead salesperson for your company? It’s a really common place to be because the reality is that sales is the driving force of any business, and we, as business owners, often have to master the process of selling what we do.

Small Business 103

Small Business Small Business Scale Hiring 103

Smooth Sale

MARCH 25, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Empower Your Desire to Succeed with Small Business Growth Typically, as a relatively new business venture begins to pick up steam, excitement reigns! Truthfully, small business growth brings a collection of unique headaches. Be Inspired and Inspiring!

Small Business 125

Small Business Small Business Outsourcing Services Hiring 125

No More Cold Calling

OCTOBER 3, 2013

Failure to close is just a symptom of a larger prospecting problem. Trying to teach reps how to close without addressing the broken links in your prospecting system will not yield sustainable results. Trying to teach reps how to close without addressing the broken links in your prospecting system will not yield sustainable results.

Closing 267

Closing Sales Qualified Lead Scale Referrals 267

Hubspot Sales

MAY 3, 2024

That put a sour taste in my mouth regarding using that AI tool for my small business. Aside from ChatGPT and my specific use for it, plenty of other AI tools on the market can help your small business. How AI Can Help Your Small Business First, consider three ways AI can support your small business.

Small Business 116

Small Business Small Business Tools Social Media 116

No More Cold Calling

OCTOBER 2, 2014

During the training simulations, our heroes instruct the new guys how to land a space shuttle manually, which the young astronauts think is ridiculous, insisting that with such a great, modern machine, all they need to know is how to make an instrument landing. Associations Enterprise Sales Management Salespeople Small Business'

Cold Calling 286

Cold Calling Small Business Small Business Enterprise 286

SalesFuel

FEBRUARY 18, 2025

Both large and small companies struggle with this issue. In the most recent NFIB survey, roughly half of small businesses say they see few or no qualified applicants for their open positions. And business leaders report that attracting qualified candidates and retaining skilled, high-performing employees is still a challenge.

Training 59

Training Hiring Sales Qualified Lead Travel 59

No More Cold Calling

FEBRUARY 6, 2014

Yes, they also have the technical expertise, but their people skills are what enable them to prospect well, develop relationships, and close business. Yet, when sales leaders tell these struggling reps to pick up the phone and have real conversations with prospects, they don’t do it. These skills make them star employees.

Closing 251

Closing Hiring Referrals Small Business 251

No More Cold Calling

MAY 15, 2014

Social media is a great tool for researching prospects and Referral Sources, and for sharing interesting, relevant information. 3 Reasons Small Businesses Should Nix Cold Calling. Small business owners are a target. 1 way to save time, reach your best prospects, and close deals faster than ever.

LinkedIn 250

LinkedIn Social Media Cold Calling Hiring 250

Mr. Inside Sales

APRIL 2, 2021

Remember, this is an “elevator pitch” designed to inform and grab interest in a prospect during the time you’re in an elevator together (or during that crucial 20 seconds you’ve got on the phone). ON DEMAND SALES TRAINING THAT GETS RESULTS! This means an immediate bump in revenue and profits often within the first 30 days…”.

Sales Qualified Lead 231

Sales Qualified Lead Face-to-face Advertising Advertising 231

The Pipeline

SEPTEMBER 25, 2012

Last week I had the opportunity to participate in The Globe and Mail’s Report on Business’ Small Business interview series on Google+ Hangout. As the title suggests, we discussed a number of topics relating to sales, and sales challenges important for small business owners.

Strategy 266

Strategy Small Business Small Business How To 266

No More Cold Calling

JUNE 12, 2014

Others say prospects use objections to test your sales savvy or to see how you respond. Here’s his take: “How do you overcome that objection prospects always give? While preparing for a recent client training session, I listened in on some of the sales team’s calls. Beat them to the punch.

Objections 240

Objections Face-to-face Small Business Small Business 240

Pipeliner

AUGUST 5, 2021

However, in a competitive market, which is always the case for small businesses, those things are challenging to achieve. This means that you should train employees to handle any situation professionally and efficiently. Increasing sales and building customer loyalty are two primary goals of any small business owner.

Small Business 98

Small Business Small Business Social Media Advertising 98

No More Cold Calling

APRIL 17, 2014

But most sales reps enter the field without any formal training. In fact, three out of four salespeople aren’t performing up to par, according to research from sales training consulting firm, Kurlan & Associates. Most of the people in the 74% bracket can improve if they get training. Then there are 74% who are failing.

Face-to-face 278

Face-to-face Social Media Oracle eBook 278

No More Cold Calling

JANUARY 2, 2014

When you fully commit to referral selling, invest in a referral training program for your team, and eliminate unproductive prospecting techniques, your reps will get meetings with prospects who want to meet them, and they’ll convert those leads into new clients more than 50 percent of the time. Comment Here.

Referrals 240

Referrals Small Business Small Business Enterprise 240

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. This is the only way to ensure they’ll continue giving you business—and providing referral introductions to other Ideal Clients.

ROI 258

ROI Conversion How To Loyalty 258

No More Cold Calling

AUGUST 1, 2013

Whether you are CEO, vice president, or a sales manager , you have a central role in your company’s sales process and in the decision to transition to referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. Referral Selling is a Complete Shift. Comment Here.

Referrals 253

Referrals Sales Qualified Lead Cold Calling Penetration 253

No More Cold Calling

AUGUST 7, 2014

So if you’ve provided all the tools and training they need to succeed long-term, and they’re still more trouble than they’re worth, it’s time to make some tough decisions. Some examples of these time-wasters include: Calming upset customers, prospects, or co-workers. Correcting errors and mistakes. Providing emotional support.

Hiring 274

Hiring Small Business Small Business Enterprise 274

Hubspot Sales

SEPTEMBER 19, 2019

However, basic product knowledge training isn’t enough. So, how can you train your sales reps on the product they’re selling and ensure they’ll remember the information when they’re making a sale? Below, you’ll learn how to train your salespeople to sell your product better and faster. Solve for the customer.

Hiring 144

Hiring Training Case Study Hubspot 144

SalesProInsider

OCTOBER 28, 2021

The owner realizes they don’t have the time for sales and taps someone on the team to, “Sit in on meetings and watch me so you can work with these prospects in the future.”. Worse, the founder takes on all the responsibility for sales activities, limiting the growth of their business. Simple Small Business Sales System.

Small Business 83

Small Business Small Business System Hiring 83

No More Cold Calling

JUNE 19, 2014

Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? When you receive referral introductions from people these executives know and trust, your prospects (and their gatekeepers) will happily take your call. Think again. You’re not fooling anybody. Janet Campbell, CFA (Abunda Financial, LLC).

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

No More Cold Calling

JUNE 13, 2013

The whole process, if done correctly, should be as natural as asking prospects about their budgets. Qualify a prospect? There are typically questions you can monetize against a minimum number of something to determine if the prospect is worth pursuing. This will shift the onus to the prospect. About the Author.

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

Smooth Sale

NOVEMBER 1, 2021

Claire Silverberg provides today’s guest post, ‘How Work From Home Benefits Small Businesses.’. Claire Silverberg is a writer who loves exploring all sorts of topics in her work, such as wellness, business, and lifestyle. How Work From Home Benefits Small Businesses. How does this apply to small businesses?

Small Business 78

Small Business Small Business Benefit Transportation 78

No More Cold Calling

DECEMBER 30, 2021

I was busy unpacking boxes and solving problems for new clients. We get so busy prospecting and working heads-down on new client projects, that we neglect our current clients. If virtual sales training was ever needed, this was the time. Small Business Leaders Don’t Want to Learn How to Sell.

Referrals 194

Referrals Small Business Small Business Cold Calling 194

Smooth Sale

OCTOBER 15, 2021

Attract The Right Job Or Clientele: Note: Our collaborative Blog provides insights on ’17 Small Business Mistakes You Need To Avoid.’ ’ You’re likely reading this page because you run a small business. In any case, you’ve got a fair idea of how to run a business. You Need to Avoid.

Small Business 78

Small Business Small Business Hiring Commence 78

Smooth Sale

NOVEMBER 28, 2022

Attract the Right Job Or Clientele: Do You Realize The Foundation Your Small Business Will Need to Be Successful? Most people new to business want to know about the components that make up the foundation for a small business. The Foundation Your Small Business Will Need to Be Successful. Image credit.

Small Business 78

Small Business Small Business Outsourcing Services Hiring 78

Sales 2.0

AUGUST 13, 2024

The #1 challenge for most salespeople, and small business owners, is getting enough meetings with prospects for their product or service. Getting through the door to have conversations that may lead to business opportunities seems to be getting harder every day. We do not want more emails or voice mails from sales reps.

Lead Rank 195

Lead Rank Cold Calling Ideal Customer Profile Energy 195

MTD Sales Training

AUGUST 24, 2017

I recently wrote this guide on 7 ways to improve Health and Safety for small businesses. I know you have a number of small businesses that you deal with. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy Selling!

Referrals 189

Referrals Ideal Customer Profile Small Business Small Business 189

Hubspot Sales

SEPTEMBER 4, 2020

To become a "trusted advisor" — as so many thought leaders advocate — a rep must first gain their prospects' trust. Prospects coming to you cold might warm up to you a bit after reading a few glowing endorsements (especially if they know or share common connections with your referrer). The call ends only when the prospect hangs up.

Prospecting 131

Prospecting Ideal Customer Profile Face-to-face Cold Calling 131

No More Cold Calling

JANUARY 3, 2013

Not only do salespeople need training on how to use the platforms, but also they need to understand how the various platforms fit, and they also need to know how to adapt their communication approach and behavior when engaging a prospect. Are marketers out there prospecting for new, individual business opportunities?

Social Media 271

Social Media Social Selling Media InsideView 271

Close.io

DECEMBER 10, 2018

When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Picking up the phone to call leads that didn’t know who I was, to pitch them on why they should hand over their hard-earned money in exchange for my product, was enough to make my stomach turn in my early days of sales prospecting.

Lead Rank 131

Lead Rank Lead Scoring Sales Qualified Lead Prospecting 131

BuzzBoard

FEBRUARY 16, 2024

Understanding the Relevance of AI Tools for Sales in the Context of Small Businesses There’s no denying that artificial intelligence (AI) is revolutionizing sales tools, particularly for small businesses. Gartner research indicates a 270% growth in AI adoption within business processes over the past four years.

Small Business 52

Small Business Small Business Tools Lead Rank 52

Zoominfo

MAY 6, 2020

We do not aggressively pursue the new prospect.”. Instead, it comes from that same principle of putting customers before prospects which Yuan has always promoted: “We always prioritize the features requested by our existing customers.”. “We do not want to grow too fast,” said Eric Yuan, CEO of Zoom, in a 2017 interview with Saastr.

Video 207

Video Cancellation Microsoft Comparison 207

LeadFuze

JUNE 21, 2021

We’ve actually put together many different training and definition posts. For this training-esque post, we’ll zero in on the difference between warm and cold calling. On the other hand, you’ve probably already said to yourself, “Yeah, but what kind of prospect is going to schedule a sales call?”

Cold Calling 110

Cold Calling Prospecting Direct Mail Sales Qualified Lead 110