Sales and Marketing Management

JANUARY 18, 2021

Author: Sean Gordon The rollercoaster of the past year has forced companies to drastically alter their operations, all with their employees, customers and prospects in mind. One of these shifts is an extreme consumer focus on video. Personalized Video Will Replace Event Prospecting. That’s where video emails come in. .

Video 317

Video Scale Marketing Face-to-face 317

No More Cold Calling

JANUARY 16, 2025

It can seem harder when we cant meet in person, but prospects dont trust you simply because you meet face-to-face, shake hands, or share a meal. This is true no matter how theyre connecting with prospects. At least, thats what many prospects have come to believe. I almost fell out of my chair when I heard a Sales VP say this.

Referrals 318

Referrals Face-to-face Call-back Decision Maker 318

Hubspot Sales

NOVEMBER 12, 2024

Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at re-engaging a prospect who seems like a lost cause. Let's see what they had to say!

Demand Generation Agencies 115

Demand Generation Agencies Prospecting Strategy Follow-up 115

The Pipeline

JUNE 8, 2021

Here are 5 patterns to interrupt in prospecting outreach, phone, email, whatever. Until the prospect explicitly agrees to engage, it is too soon to sell. Help Your Prospect – Interrupt Patterns. One way to get an interrupted prospect, looking for the exits, to share info is to get them to think.

Prospecting 341

Prospecting Conversion Video Benefit 341

The Pipeline

JULY 27, 2021

While we should always be developing our skills, here are three prospecting fundamentals to practice during summer. Prospecting Fundamentals. Summer is a great time to update or develop a prospecting process, different from your sales process. Game Ready. Why lose momentum going into the fall? This leads to process and metrics.

Prospecting 391

Prospecting Enterprise Enterprise Course 391

The Pipeline

SEPTEMBER 14, 2021

Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While every cold call or prospecting call will result in an objection, the objections are not all that different. As mentioned there five common ones you’ll get 80% of the time on a B2B prospecting call.

Objections 339

Objections Prospecting Fashion Face-to-face 339

The Pipeline

MARCH 16, 2021

But if you must prospect to succeed, you will need to focus and practice the fundamentals. Here are 5 prospecting mistakes you can avoid. In the video below I look at five common mistakes makes salespeople make while they are prospecting. The 5 Prospecting Mistakes. Which I understand is easier said than done.

Prospecting 299

Prospecting Video Influencer Up-Sell 299

Understanding the Sales Force

MARCH 21, 2022

From time to time I record impromptu unscripted rants as well as some that are more well thought-out videos. The ten most-watched videos are shown below in order of popularity and while I like all of them, I indicated my personal favorites with an asterisk. Why Your Prospects Won't Talk with You and What to Do About it - a rant.

Video 296

Video Forecasting Cold Calling Consultative Selling 296

The Pipeline

NOVEMBER 10, 2020

While buyers will respond positively you an inputs based approach, prospects will not. Which is why today we look at the inputs and outputs of prospecting, and why yields more than the other. The post The Ins and Outs of Prospecting appeared first on TiborShanto.com. They want to see how things will end. Take a look: [link].

Prospecting 348

Prospecting Buyer Positioning Marketing Qualified Lead 348

The Pipeline

APRIL 27, 2021

It’s gotta be the Vice President of Prospecting. But how many companies have a VP Prospecting. So this is for you, dear Vice President Of Prospecting, where ever you may exist. But each assumes the other will do the thing a prospecting professional does best. So who is leading prospecting at your shop?

Prospecting 329

Prospecting Account Opportunity Marketing Qualified Lead 329

The Pipeline

AUGUST 25, 2020

In yesterday’s pos t, I looked at the validity of thinking that there is the best time or best day to prospect. I also suggested two steps you can take to begin optimizing your prospecting time while reducing the total time required. The post How Long Do I have To Prospect? While you are in The Club, have a look around.

Prospecting 255

Prospecting Video Data 255

The Pipeline

OCTOBER 20, 2020

Just like prospecting is not selling. See for yourself: Take the survey today and have your say about how we prospect through and past the pandemic. The post Prospecting Is Not Selling appeared first on TiborShanto.com. Every day, managers send their people on the field to do something they completely lack the skills to do.

Prospecting 298

Prospecting Survey Video Sales 298

Hubspot Sales

JULY 15, 2024

Here's a look at the “clear strategy” I use to ensure I get the most out of my LinkedIn prospecting efforts. Ingram's Tested, 10-Step Process for Nailing Prospecting on LinkedIn Your LinkedIn profile is your first digital impression, and you don‘t want to waste your shot with a lackluster profile. Unpack your ICP's pain points.

Ideal Customer Profile 111

Ideal Customer Profile LinkedIn Prospecting Face-to-face 111

Sales Gravy

JANUARY 28, 2025

to prospect consistently, these tips are for you. In this episode, I answer a question from Paul in Rancho Cucamonga, California, whos building and leading a remote sales team in the logistics industry and needs to find a way to get his salespeople to prospect consistently. PT) and getting everyone on a video call.

Motivation 92

Motivation Prospecting How To Face-to-face 92

The Pipeline

JUNE 15, 2021

They understand that they need to meet your prospects on the right plane, theirs. Successful sellers understand that to sell in today’s economy, we need to function and meet your prospects on the right plane, theirs. My friend Wendy Weiss, known as The Queen of Cold Calling®, is demonstrating her unique Salesology Prospecting Method.

Meeting 314

Meeting Prospecting Cold Calling Buyer 314

Pipeliner

JANUARY 16, 2025

This includes adopting a more skeptical approach during interviews, akin to how salespeople qualify prospects. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! He is CSMO at Pipeliner CRM.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

No More Cold Calling

OCTOBER 24, 2024

Focus on finishing up what’s already well along in your sales process and encourage them to spend the rest of their time thinking ahead and prospecting for 2025. Referrals = New Sales Opportunities It’s tough to focus on prospecting when you’re working on a massive project or closing a big deal.

Opportunity 177

Opportunity Referrals How To Pipeline 177

Zoominfo

OCTOBER 24, 2024

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. Copilot’s insights are fueled by first-party customer and prospect data, ZoomInfo’s unparalleled business data, and the industry’s most extensive collection of buying signals.

Software 211

Software Software Tools Hubspot 211

The Pipeline

SEPTEMBER 22, 2020

Prospecting is always a core activity for successful sales professionals, but never more so than in Q4. The post 5 B2B Prospecting Best Practices appeared first on TiborShanto.com. By Tibor Shanto. There is not only the opportunity to close the year strong but to set yourself up for a great start to the new year. Have a look: [link].

B2B 261

B2B Prospecting Closing Opportunity 261

Zoominfo

SEPTEMBER 1, 2020

Twenty videos later you look up to see that hours have passed you by? Prospecting can feel pretty similar. What is a prospecting workflow? Prospecting workflows are established so that sales reps don’t spend their whole day looking for prospects. Sales reps often juggle multiple prospects at one time.

Prospecting 264

Prospecting Lead Rank Lead Scoring Sales Qualified Lead 264

Steven Rosen

MARCH 12, 2024

In this 4:39 video , Hosts Colleen Stanley and Steven Rosen discuss the importance of in-person interactions for building rapport, trust, and empathy. This article will tackle the benefits and advantages of motivating your sales team to meet and connect with their sales prospects and customers.

Face-to-face 296

Face-to-face Video Decision Maker Loyalty 296

Pipeliner

DECEMBER 5, 2024

Users can trigger gifting actions based on specific events in their CRM or marketing automation systems, such as sending welcome kits to new customers or rewarding prospects who engage with their content. The post The Power of Personalized Gifting in Sales Outreach (video) appeared first on SalesPOP! He is CSMO at Pipeliner CRM.

Top of Funnel 84

Top of Funnel Direct Mail Video Lead Rank 84

Pipeliner

JANUARY 29, 2025

Future Prospects : Continuous advancements in geofencing technology. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! The post Unlocking the Power of Geofencing in Marketing (video) appeared first on SalesPOP!

Video 95

Video Advertising Advertising Marketing 95

The Pipeline

OCTOBER 3, 2020

Along with Karthi Mariappan, Co-Founder and CEO at Hippo Video, A Video Personalization & Distribution Platform. I’ll be hosting the REAL Prospecting and Sales Masterclass. Grab your seat now, bring a coffee, and get ready for a masterclass on REAL sales and prospecting. See you Thursday.

Distribution 385

Distribution Webinar Metrics Video B2B 385

The Pipeline

SEPTEMBER 15, 2020

In the video below I share how to help patterns in activities to help the prospect ignore their own objection. Unless you are selling a pure commodity, this will help you get more prospects now, and buyers later. The post It’s Like Bending Time appeared first on TiborShanto.com.

Objections 383

Objections Video Resources Buyer 383

Understanding the Sales Force

FEBRUARY 1, 2025

In the 4-minute video below, which you must watch to understand the concept, I explain how the indecisiveness of a sales leader prevents them from being able to develop, coach up and grow their sales team. When appearing as a negative, those three attributes prevent salespeople from selling value.

Sales Leadership 286

Sales Leadership Buying Cycle Coaching Proposal 286

The Pipeline

AUGUST 31, 2021

Closing business and prospecting to ensure you avoid the January lull with a pipeline that propel you to success. The best way to approach is to take your cues from your prospects, buyers and clients. So, as you talk to your prospects and clients, don’t forget referrals. Start simple, try video. How many have you tried?

Harvest 360

Harvest Referrals Call-back Video 360

Vengreso

JANUARY 7, 2025

As the digital landscape evolves, video sales mastery has emerged as a pivotal element in modern sales strategies. By 2025, mastering video selling techniques will be imperative for professionals aiming to enhance their digital communication skills and drive conversions, ensuring a consistent source of income.

Video 75

Video Tools Top of Funnel Analytics 75

The Pipeline

NOVEMBER 17, 2020

Hey, if you’re enjoying these videos, and are curious as to how it all comes together, why not check out the Proactive Prospecting Virtual Program. That’s right, on December 1st and 2nd, we are presenting a virtual edition of the accredited Proactive Prospecting Program. Just look: [link].

Objections 366

Objections ACT Quota Video 366

Understanding the Sales Force

FEBRUARY 10, 2022

The company that provides us with cyber-insurance required that our entire team watch a series of 21 training videos to make us more aware of how hackers operate, how easy it is to be hacked, and what we must do differently in order to protect our data, privacy and accounts.

Insurance 327

Insurance Insurance Outbound Video 327

Sales and Marketing Management

SEPTEMBER 21, 2020

However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Given that video interactions will be the norm for a while, now is an ideal time for sales reps to start developing best practices for video interactions. Keep your video on during the meeting.

Sales Meeting 317

Sales Meeting Meeting Nonprofit Face-to-face 317

The Pipeline

AUGUST 24, 2021

If you are truly curious, read on, and watch the video below. This makes it interesting for them as they figure out how to close the deal, but what about the prospect? Don’t be surprised if prospects find it becomes dreary after the third time they’ve endured those questions. Curiously Different.

SME 391

SME Margin Video Quota 391

Smooth Sale

MARCH 27, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Prospects Can Direct Us to A Better Path for Sales Long ago, salespeople were advised to generate many cold calls daily to find one or two interested parties. Its critical to realize that we are each unique individuals, prospects included, with varying thinking and abilities.

Prospecting 78

Prospecting Hiring Lead Rank Lead Scoring 78

The Pipeline

AUGUST 17, 2021

Choice Prospecting. As always there is a difference in prospecting and selling. A prospecting call or email is a binary event, you either get the appointment, or you don’t. Why put them through that, watch the video below instead. But does the buyer receive real value?

Negotiation 352

Negotiation Lead Scoring Lead Rank Buyer 352

Sales 2.0

OCTOBER 9, 2020

You could add people to your team to do things like: Post content for you on social media Look for content from others that you can curate on put on social media Research prospects lists Research account information for you so you can make customized approaches to prospects Update the CRM for you Help you write and edit your proposals.

Account 385

Account Social Media Scale Small Business 385

SalesFuel

NOVEMBER 7, 2024

I’m a long-time fan of video tools for selling. Adding television completed the mix and proved the dominance of video. Among Tools for Selling, Video Rules According to Google, 70% of B2B buyers and researchers incorporate video content into their decision-making journey. Increased conversion rates. Greater shareability.

Video 59

Video Tools Advertising Advertising 59