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. One thing I’ve also seen in some of my business travels is that the customers that spend the least money are often the ones that make the most noise and cause the most running around/friction in the organization.

Prospecting 170

Prospecting Demographics Travel Segment 170

SBI Growth

JANUARY 5, 2014

Travel is another area where managers waste valuable hours. You’re not going to be able to stop traveling. PRIORITIZE THE PROSPECT UNIVERSE. Start the year by prioritizing the prospect universe. Here’s a blog post that covers the best practices of how to prioritize the prospect universe. SOCIAL PROSPECTING.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

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. 100 Most Prospected-to Companies of 2018.

Company 156

Company Prospecting Oracle Transportation 156

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. When prospects are rushed, disinterested, resistant or rude, the call feels bumpy, like a jet traveling through turbulence.

Travel 258

Travel How To Prospecting Meeting 258

The Pipeline

JUNE 19, 2014

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. The conditions usually related to distance, travel time, or effort. “If If I’m travelling more than 45 minutes, then I always confirm.”.

Cold Calling 325

Cold Calling Face-to-face Travel Account 325

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. In 2020 and at least the first half of 2021, business travel and indoor socializing have been challenging and at times, impossible. For sellers, this makes access to prospective buyers the first chokepoint.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

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

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

Sectors like publishing, electronics, and travel have seen their sales models permanently changed. For instance, publishing and travel is expected to originate over half of their revenue from social channels in five years. One SaaS company, for instance, ended up with 20 different prospecting methods. This is how the buyers buy.

Social Selling 317

Social Selling Industry Lead Rank Pharmaceuticals 317

SBI Growth

APRIL 6, 2013

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. How many ideal company prospects are located in their territory? Step 3: Map customers and prospects. Determine where each prospect and customer is located.

Territories 323

Territories Lead Rank Lead Scoring Compensation 323

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. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

SBI Growth

DECEMBER 7, 2013

The rep that calls a prospect 50 times and stalks him on LinkedIn is the very essence of a modern, successful sales person. Reps should call a prospect less than seven times. 97% of effort is spent with prospects that will never close. But the real time-waster is time spent with the wrong prospect: one that will never close.

Data 321

Data Leads Marketing Qualified Lead Outbound 321

SBI Growth

JULY 16, 2013

Many in the retail, travel and restaurant industry will immediately say, “Yes”. Your B2B prospects are on Facebook. If you want to be found on Facebook as you do on Google, better start getting ’Likes’ from your network of buyers and prospects. Those who understand their buyers can adapt and target prospects at the right time.

Facebook 331

Facebook B2B Marketo Hubspot 331

The Pipeline

JULY 9, 2019

Each day is a building block of the sales cycles you’re currently travelling. Your clients and prospects are better served by a proactive professional, getting things done on their behalf. The Proactive Prospecting Club will be featuring a range of books to expand you as a person and salesperson). Change how You Greet YOUR Day.

Travel 291

Travel Maximizer Microsoft Face-to-face 291

Sales and Marketing Management

SEPTEMBER 28, 2020

It is not uncommon for sales reps to travel around the world to win prospects with face-to-face meetings. A cold reach out during a tense situation could alienate the prospect forever. Diving deeper into customer data will help accurately measure active demand and allow you to target the most viable prospects in the market.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

SBI Growth

FEBRUARY 4, 2014

Answering the following questions enables companies to create valuable ranked prospect lists. Geography (Travel Time). Download the Ultimate Lead List Calculator to prioritize your accounts for success. 2 Important Questions. Segmenting your accounts is an important first step in any Sales plan. What does an Ideal Customer look like?

Construction 323

Construction Ideal Customer Profile Territories Lead Rank 323

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 228

Travel Exact Conversion Sales 228

SalesProInsider

MARCH 17, 2021

And in the last 20 of these Sales Strategy Conversations that I’ve had, 13 of them have focused on how to help prospects get the value of what the seller is offering and how to help that prospect make a more confident and quick buying decision. A Simple Solution for Helping Prospects “Get It”. And what’s that mean for you?

Lead Rank 147

Lead Rank Lead Scoring Prospecting Analysis 147

No More Cold Calling

JULY 8, 2014

If you just take their advice, you’ll have prospects lining up to work with you. There is little difference between a lot of sales “experts” and the traveling salespeople in the Wild West, who sold elixirs that were guaranteed to cure everything from ingrown toenails to heart ailments. Some advice is timeless. Be Wary of Magical Cures.

Referrals 266

Referrals Social Selling Guarantee Twitter 266

Sales and Marketing Management

MARCH 11, 2019

The more marketing can deliver information that prospective clients actually want and need for making purchase decisions, the better the sales team’s close rate will be — and the better customers’ lifetime values will be. Overcoming pain points: Sales also has data about what went wrong during a sale: the pain points, objections, and stalls.

CRM 289

CRM Lead Rank Lead Scoring Data 289

Sales and Marketing Management

FEBRUARY 19, 2018

Next time you prospect a company, add a board member. When you're at work, prospect incessantly. It travels in packs but gets the hunting done. Tony’s most recent book is “Combo Prospecting.” Ruffling feathers? Do you think you can hunt for new business and win without stepping on any toes? An Experiment.

Call-back 329

Call-back Negotiation Decision Maker Sales Qualified Lead 329

The Pipeline

AUGUST 27, 2019

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. You know what I mean, spending all that valuable time with prospects that you know will never buy. Giving It Away. Well you can.

Wireless 264

Wireless Discount Face-to-face Scale 264

The Pipeline

JUNE 9, 2020

but who you travel with? Having gone through the dotcom boom, the people pulling the levers were still traditional. People confuse new things purchased with new ways of purchasing. This time it not so many new ways of transacting, like e-commerce was, (can you Ariba?)

Pivotal 354

Pivotal Hiring Face-to-face Distribution 354

No More Cold Calling

JUNE 8, 2017

Prospects need more insights, not more information. 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. I made the sale.

Account 201

Account Travel Cold Calling Buyer 201

The Pipeline

NOVEMBER 2, 2021

While all roads lead to price, the question is which road you choose, and how you get your prospect there. Lead with product, die by price; lead with a desired future and you’ll discover partners who willingly travel with you. By delivering the right stimulus to get to the core of the prospect’s opportunity. Tools & Rules.

Face-to-face 201

Face-to-face Travel Vendor Objections 201

The Pipeline

SEPTEMBER 25, 2017

Others may be certain they are on the right path, but uncertain you are the right travel mate or partner embark with. 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

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. Most salespeople thank the prospect for sharing and then start on their proposals, thinking about what they must do to differentiate. That exact same thing happens to salespeople on their sales calls.

Closing 227

Closing Proposal Discount Decision Maker 227

No More Cold Calling

APRIL 30, 2020

In fact, they didn’t even need to talk to prospects, because they had great tech tools. The #1 Way to Land Top Prospects Now. They cut advertising, travel, training, marketing, and discretionary expense line items. The #1 Way to Land Top Prospects Now.”). Reps told me they didn’t need to have sales conversations.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

SBI Growth

DECEMBER 4, 2018

Is it working its through your organization, from R&D, to Product, getting feedback from Marketing and Sales and gaining fans and momentum as it travels? Has your company got a new product in development? Perhaps it’s been described, prototyped, or.

Travel 174

Travel Company Marketing Channels 174

The Pipeline

MARCH 6, 2017

Those of you who have participated in my events or webinars, know that early on I encourage people who prospect for a living, to take pride in what they do rather than apologize for it. Many shy away from the term hunting, saying it not a pretty picture, and says something negative to and about the prospect.

Ideal Customer Profile 210

Ideal Customer Profile Travel Discount Webinar Metrics 210

No More Cold Calling

AUGUST 7, 2014

Some examples of these time-wasters include: Calming upset customers, prospects, or co-workers. Traveling to assist in failed sales efforts. It’s not unusual for sales leaders or sales managers to spend most of their time on issues created by salespeople whose potential is limited or whose performance is sub-par.

Hiring 274

Hiring Small Business Small Business Enterprise 274

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

Steven Rosen

OCTOBER 2, 2020

Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . In fact, with salespeople facing such uncertainty and sales managers not having to travel, they have increased the time they spend coaching. Awesome Virtual Coaching Creates Master Virtual Sellers. COVID has impacted everyone.

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

SBI Growth

OCTOBER 21, 2013

This reduced the time spent traveling by more expensive sellers. A majority of reps focused on margin, and gave up prospecting for new accounts. Additional inside sellers were brought in to manage small, transactional accounts. All customers who wanted speedy quotes could now go directly to this inside team.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Sales and Marketing Management

FEBRUARY 11, 2019

Marketing teams know plenty about the customer; the sales team has more direct interaction with customers and prospects than any other department in your organization. There might be a few commonalities across buyer personas, but these individuals often travel down very different paths before they become customers.

Education 330

Education Buyer Buyer Persona Social Media 330

Sales 2.0

APRIL 8, 2024

If this salesperson spends five hours trying to get a meeting with an account (which spread out over time is on the low side), then that’s $375, not including any marketing expenses, travel, etc. Time to develop, time to write, time to research the prospect (assuming some customization) and time to send.

Travel 195

Travel Account Meeting Campaigns 195