The Pipeline

JANUARY 26, 2021

As we have explored in a different context, the answer is not always more prospects. This will allow you to generate more revenue without necessarily having to add volumes of prospects. Coaching for Sales Performance and Growth virtual workshop. Play To You Strength. You can focus on improving other variables of the sale.

Churn 310

Churn Quota Margin Exercises 310

The Pipeline

FEBRUARY 11, 2013

Today, in many workshops, you still hear people demonizing closed ended questions. Often you want close things off so you can move the process forward, or to realize that there is no forward to move to with a prospect and it may be time to move to the next opportunity. There are very few if any absolutes in sales.

Call-back 313

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

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 more you can “disqualify” , the more “qualified prospects you will end up with. Thank you to everyone who responded. Tibor Shanto Time Allocation'

Cold Calling 325

Cold Calling Face-to-face Travel Account 325

Sales and Marketing Management

JANUARY 7, 2019

When we think of sales training, the first thing that usually comes to mind is a series of workshops - usually instructor-led and evangelically-delivered – designed to hone performance in time management, listening and communication, objection handling, closing, and so on. What would you include? Forrester research.

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Vengreso

JANUARY 17, 2025

With technological advancements and the growing demand for remote work solutions, virtual sales programs offer numerous benefits that can transform how companies engage with prospects and clients. As noted in the 3 Reasons B2B Digital Sales Transformation is Here to Stay , digital transformation is no longer a matter of if but when.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

The Pipeline

SEPTEMBER 24, 2012

You don’t know how hard I have to hold back from rolling my eyes or taking someone full on when they drop one of these untruths in my workshops. 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?

Social Media 287

Social Media Intent Objections Account 287

Score More Sales

JANUARY 27, 2014

hire a prospecting coach. attend a sales skills workshop. list out your selling “areas to work on” set aside weekly prospecting time. think of stories that you can use to better connect with prospects. learn more about your prospective clients’ business to help solve problems. hire an image coach.

Lead Scoring 281

Lead Scoring Lead Rank Hiring Ideal Customer Profile 281

No More Cold Calling

MAY 17, 2019

A referral introduction means prospects have agreed to talk to salespeople, unlike cold calling victims who never asked to be interrupted. Referred prospects trust salespeople, because they trust the referrer, and that trust gets transferred. The prospect doesn’t know you and doesn’t expect to hear from you. What’s her style?

Referrals 327

Referrals Scale How To Cold Calling 327

No More Cold Calling

MAY 22, 2019

For the first time in three years, I’m leading a Summer Virtual Referral Selling Workshop Series. If you answered yes, and you’re ready to build your skills, be accountable for results, and only talk to prospects who want to talk to you, then stop talking about referrals and take steps to change your sales life. Start Doing Referrals.

Referrals 47

Referrals Course Training Hiring 47

The Pipeline

SEPTEMBER 25, 2013

Whether by fate or chance, the following definition was contained in a marketing piece I received in my inbox yesterday: “By definition, “Cold Calling” is the marketing process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction. Just like they used to.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

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

Sales Gravy

MARCH 9, 2025

Have a good month, take a break from prospecting. Maintain your edge by taking courses on Sales Gravy University - the worlds most powerful sales training engine featuring more than 1500 hours of classes from over forty of the worlds top sales experts and authors + live workshops each week and mastermind group coaching sessions.

Hotels 97

Hotels Guarantee Exact Engineering 97

No More Cold Calling

JUNE 10, 2021

Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. That was the start of my public workshops, which I continued to facilitate for the next eight years, while still doing private work with clients. We ask for an introduction to our ideal prospect.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

Jeffrey Gitomer

APRIL 21, 2011

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. It’s a waste of the prospect’s time. Good start.

Hiring 335

Hiring Social Media Loyalty Commission 335

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 163

Prospecting Hiring Objections Sales 163

No More Cold Calling

JUNE 9, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Scoring Lead Rank 269

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 [.].

Sales Meeting 193

Sales Meeting Meeting Sales Referrals 193

Sales Gravy

DECEMBER 16, 2021

The number one reason for an empty pipeline is the failure to prospect every day, every day, every day. A few weeks back, my 24-year-old son was delivering a telephone prospecting workshop to a group of sales development reps (SDRs) who were all about his age. This is the truth. A brutal, universal, and undeniable truth.

Prospecting 119

Prospecting Decision Maker Call-back Cold Calling 119

SBI Growth

OCTOBER 15, 2013

Then he led a workshop to help enhance their profiles. The result was an increase in appointments accepted by prospects. They found new ways to connect with prospects and customers. Enable sales teams to communicate their value to buyers when they aren''t present. Social Networking – Lead by example in social networking.

Hiring 303

Hiring Social Media Ideal Customer Profile Microsoft 303

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. He wanted our opinion on how to get more leads without having to cold call.

Marketing Qualified Lead 197

Marketing Qualified Lead Leads Cold Calling LinkedIn 197

Zoominfo

MAY 27, 2019

In an ideal world, marketing automation can help you engage with your prospects and customers efficiently and effectively. If timed and executed effectively, content can push your prospects through your sales funnel until they become a customer. Ask them the kinds of content they use most often during their interactions with prospects.

Top of Funnel 197

Top of Funnel Lead Scoring Lead Rank Marketing 197

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. 5. Know your prospects. Find the problem, discover solution, present why solution is best for prospect. And the basics of selling are….? 6. Know your competition. Networking.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

SBI Growth

DECEMBER 18, 2013

Prospecting. Follow-on workshops for continued development. Perhaps you assumed their success as a rep would carry over into sales leadership. You are not alone. Almost 100% of sales training in B2B companies is focused on reps. Onboarding. Sales Process. Handling Objections. Selling to Decision Makers. Take control of this issue.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

The Pipeline

JUNE 26, 2017

I had a couple of interesting conversations with two reps recently during a break in a workshop. When I chose to follow up with a prospect, the time I spend researching a prospect, the actual people I contact, are all choices I make that impact my sales. By Tibor Shanto – tibor.shanto@sellbetter.ca .

ACT 223

ACT Quota Exact Consumer 223

No More Cold Calling

MAY 2, 2019

Get a referral introduction from someone your prospect knows and trusts, and you get the meeting every time. My clients report at least a 50 percent conversion rate from prospect to client, and most say it’s more than 70 percent. It doesn’t matter if your business is new or established. People don’t refer companies, they refer people.

Small Business 316

Small Business Small Business Referrals Hiring 316

Anthony Cole Training

OCTOBER 13, 2014

Let’s also assume the job is the same: Call suspects, meet with suspects, qualify them or disqualify them as prospects, gather appropriate information, present a solution, close. Over the next 3 weeks, I will be working with two companies to facilitate a personal goal setting/business work plan workshop.

Sales Management 204

Sales Management SME Incentive Incentives 204

The Pipeline

SEPTEMBER 18, 2018

But seriously, people talk about what they know, so if we help them understand what prospects want to know about, which is not product oriented. Being able to spell PRODUCTIVITY is not the same as understanding it or applying it in a way that moves the prospect’s objectives forward. Silence Sucks.

Vendor 255

Vendor Discount Insurance Insurance 255

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.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

SalesProInsider

JANUARY 14, 2021

It’s about how well you can close or minimize that gap between what your prospect has and what they need. That brings us to our other gap, the one that more than 50% of people in our workshops say they never thought of addressing: uncovering the Risks and Rewards of where the prospect is and where they want to be.

Motivation 93

Motivation Prospecting Call-back Benefit 93

Sales and Marketing Management

MARCH 8, 2019

The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. This sounds pretty basic but in many sales kickoffs, aside from large general sessions, teams for training workshops are broken out by segment (geography, size, industry, function, etc.)

InsideView 223

InsideView Scale Exercises Call-back 223

No More Cold Calling

AUGUST 14, 2019

Prospects trust us. I designed a one-day workshop, which I offered in live public sessions for many years. It’s changed how we prospect, but it hasn’t changed how deals get done. They get meetings they couldn’t land before, and they convert their prospects to clients at unparalleled rates. But I had to ask.).

Referrals 291

Referrals Cold Calling Survey Scale 291

The Pipeline

NOVEMBER 26, 2019

The basic gist was a Reader’s Digest version of the message they would deliver live to a prospect on the phone. But I have a captive audience in a workshop, on voicemail you don’t. Anyone who talks to you about how to alter your introduction for voicemail is sabotaging your success.

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

No More Cold Calling

JUNE 23, 2019

Here’s another common scenario: They use LinkedIn to find mutual connections with their prospects, reach out to those connections, and say, “Hey, I’m trying to get a meeting with so-and-so at XYZ Corp. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you.

Referrals 297

Referrals Scale How To Lead Scoring 297

Sales and Marketing Management

JANUARY 1, 2018

But for the most part, a rep doesn’t want to rock the boat with a prospect. In all of my sales manager workshops, I ask, “How many of you have a performance problem with a sales rep that is just unacceptable, and you know you need to address the situation?” What does that mean? They want to steer clear of any kind of conflict.

Hiring 260

Hiring Webinar Metrics Forecasting Proposal 260

Zoominfo

OCTOBER 15, 2019

Ready to start a conversation with any sales prospect in your database or CRM? Introducing, the “foot in the door” cold email prospecting method! The techniques we discuss in today’s post will help you email any prospect, whether it’s a CEO, marketing VP, industry influencer, or your favorite podcast host.

Top of Funnel 230

Top of Funnel Scale Film Lead Generation 230

No More Cold Calling

JUNE 6, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Scoring Lead Rank 209

No More Cold Calling

OCTOBER 31, 2019

Are prospects postponing decisions? Register NOW for Last-of-the-Year Referral Selling Virtual Workshop. How would you like to fill your Q1 pipeline with only qualified leads—the kind of prospects who already want to talk to you before you ever make contact? Find out how in my Q4 Virtual Referral Selling Workshop.

Referrals 136

Referrals Sales Qualified Lead Face-to-face Cold Calling 136