The Pipeline

AUGUST 24, 2012

Acknowledge – The goal of the exercise is initiate a conversation that for the field rep result in a face to face visit, and for an inside rep a sales call by phone. One reason people hate the mid-dinner telemarketing call is the one sided nature of the call: Telemarketer – “if you sign up today….”. Conversations take two.

Objections 266

Objections Telemarketing Top of Funnel Face-to-face 266

Sales and Marketing Management

JANUARY 21, 2019

To stay ahead of the competition and thrive, it’s essential to identify and adopt sales techniques that can boost your productivity and results. The front-runners focus on data hygiene and ensuring they have accurate and holistic customer information across sales, marketing and service departments. Automated sales prospecting.

Trends 297

Trends B2B Social Media Telemarketing 297

MTD Sales Training

JANUARY 6, 2012

Every sales person knows that today’s modern buyer has had enough of the old smile-and-dial cold calling methods of the past. When cold calling, sales people take out that and other natural tendencies that are present in everyday speech. This is exactly why most telemarketers and undertrained sales people never pause or shut up.

Cold Calling 291

Cold Calling Telemarketing How To Buyer 291

No More Cold Calling

DECEMBER 6, 2019

Cold calling is a duplicitous, disingenuous sales tactic. If you make 100 calls, you’ll talk to about 20 people, schedule 10 sales appointments, and if you’re lucky, close one new deal. You might think you’ve been able to avoid sounding like a telemarketer, but that is exactly what you’re doing, and your prospect knows it.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

MTD Sales Training

JANUARY 23, 2012

Whenever the idea of a planned presentation comes up, usually the first thing sales people think about is a “canned script.” Such was a primary tool of sales people, in particular telemarketers, years ago. Defining a Planned Sales Interaction. A Planned sales interaction is a strategy. A Strategy.

Telemarketing 271

Telemarketing Fashion Exact Education 271

No More Cold Calling

DECEMBER 18, 2014

These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time. Dump the Script We’ve all had to make calls from a script at some point in our sales career. They know it’s a pesky telemarketer calling. Consider the opposite sales approach. A waste of your time.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

No More Cold Calling

NOVEMBER 1, 2013

Read it and remember the days before it seemed like every call was from a telemarketer. For more on how to leverage technology AND relationships for sales success, get your copy of Pick Up the Damn Phone!: Associations Enterprise Sales Management Small Business' Or get the digital version for your Kindle or Nook.

Telemarketing 214

Telemarketing Small Business Small Business Enterprise 214

No More Cold Calling

OCTOBER 20, 2011

You’re definitely interrupting the person, and you sound like one of those pesky telemarketers who believe you need 10 to 12 touches to actually talk to someone. And, you double your sales (really!). I’m here to help on your referral-sales journey. Post your business-development and sales challenges. It’s that simple.

Referrals 249

Referrals Telemarketing Cold Calling Video 249

Understanding the Sales Force

MAY 30, 2013

Understanding the Sales Force by Dave Kurlan I have to question Geoffrey James for an article he recently posted on Inc. He makes it sound more like telemarketing than prospecting for appointments or meetings. It certainly doesn''t apply to a complex B2B sale! Magazine''s online site. Isn''t this a prospecting call?

Prospecting 244

Prospecting Telemarketing Sales Qualified Lead Cold Calling 244

MTD Sales Training

JULY 6, 2012

The false, unwarranted, overenthusiastic attitude at the start of the cold is the classic calling card of the stereotypical telemarketer. Sean McPheat MTD Sales Training. Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have. 2- Reflect a Like Attitude. Happy Selling!

Cold Calling 279

Cold Calling Telemarketing How To Call-back 279

MTD Sales Training

MAY 23, 2012

If you are going to be successful in business-to-business sales, you must first learn to recognise a clever and sophisticated gatekeeper screen. This usually refers to sales people making cold or warm calls. Therefore, the first step to getting pass the screen is not to sound like a sales person. Sean McPheat MTD Sales Training.

Gatekeeper 260

Gatekeeper Decision Maker Telemarketing Negotiation 260

Understanding the Sales Force

DECEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think. The people in outside sales aren''t being replaced by the people in inside sales.

Inside Sales 269

Inside Sales Outside Sales Telemarketing Travel 269

Understanding the Sales Force

MAY 15, 2014

Understanding the Sales Force by Dave Kurlan Yesterday I was on three separate calls with sales managers whose salespeople needed to fill their pipelines but hadn''t. A perfectionist must do things perfectly and if ever there was a sales activity that was ripe for imperfection, it would be the prospecting call. They will fail.

Telemarketing 260

Telemarketing Pipeline Course Prospecting 260

MTD Sales Training

SEPTEMBER 18, 2012

Although we all know that no matter how the future continues to unfold, the telephone will always be an integral part of sales success. The problem I have found is that in the wake of all the new avenues of approach, sales people are quick to believe that picking up the telephone, be it warm or cold calling, is no longer effective.

Cold Calling 291

Cold Calling Telemarketing Face-to-face Social Media 291

Vengreso

NOVEMBER 27, 2024

dives into everything from the challenges of digital selling to the future of AI in sales and marketing. Mario’s knack for asking the right questions and his passion for sales and marketing make this podcast a must-listen for anyone looking to level up their digital selling game. – Mario Martinez Jr.

Telemarketing 52

Telemarketing Lead Rank Lead Scoring Hiring 52

Pointclear

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. Their fear that you’ll turn on the hard sale based on that form is one reason they lie. If a great conversion rate is 30% of leads to sales qualified leads than 7 out of 10 failed to pass through. Voicemails are a waste of time.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

MTD Sales Training

NOVEMBER 14, 2011

Cold calling has always presented a ton of challenges for sales people, and with today’s modern and more enlightened buyer , those challenges have multiplied. Many sales people are so conditioned to the habits of the Smile & Dial era that it is difficult to change. . MTD Sales Training. Over 10,000 sales pros have.

Cold Calling 267

Cold Calling Telemarketing Exact Prospecting 267

Mr. Inside Sales

OCTOBER 1, 2018

Learn the best effective phone sales techniques including successful cold calling business prospecting, outbound telemarketing, professional telephone calls process, and other opening selling skills, tools, methods, tips and ideas. Again, many sales rep just steamroll over their prospect’s receptiveness and just go into their pitch….

Cold Calling 171

Cold Calling Tools Prospecting Telemarketing 171

MTD Sales Training

NOVEMBER 2, 2011

Cold calling presents a ton of challenges to sales professionals at every level and in every industry. Therefore, there are a plethora of tips, tricks and magical scripts to help sales people overcome objections, get though GK screens and close sales or set appointments. Sales Person: “I really appreciate your time Mr Prospect.

Cold Calling 249

Cold Calling Telemarketing Up-Sell Prospecting 249

Pointclear

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Jim is also the President of Sales Leakage Consulting, Inc.

Follow-up 230

Follow-up Sales Qualified Lead Marketing Qualified Lead Leads 230

Pointclear

JULY 23, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it.

Sales Qualified Lead 206

Sales Qualified Lead Leads360 NetSuite Marketing Qualified Lead 206

The Sales Hunter

MARCH 29, 2012

Here is the best way to sales prospect with voice mail: To make the voicemail message fly, it needs to be short. You might have a compelling benefit, but if the person receiving it has any sense the person leaving it is either not confident or, worse yet, droning on like a telemarketing operator, then it has zero chance of going forward.

Prospecting 174

Prospecting Telemarketing Energy Benefit 174

Pointclear

DECEMBER 19, 2013

I think I have heard all the excuses for not following up on sales leads. Salespeople have said to me that they will follow-up on sales leads: If there is a phone number. In most instances, you can have someone call the unqualified to get them qualified; usually a telemarketing service. If you don’t, you’ll find an excuse.".

Sales Qualified Lead 226

Sales Qualified Lead Telemarketing Lead Gen Quota 226

Anthony Cole Training

FEBRUARY 21, 2013

Learning about sales and selling is one of the things I enjoy most about what I do. When I started my personal quest to improve my understanding of sales, my ability to execute a sales process effectively and to ultimately improve my sales results, there was much for me to learn. in Dallas, Texas.

Insurance 233

Insurance Insurance Hiring Sales Qualified Lead 233

Hubspot Sales

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. Sales Qualified Leads (SQLs).

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

Predictable Revenue

AUGUST 22, 2018

On this edition of The Predictable Revenue Podcast, we welcome Lars Nilsson, CEO of renowned Bay Area sales consultancy SalesSource. The post From Telemarketing to a Seat at the Executive Table: The Evolution of the SDR With SalesSource’s Lars Nilsson appeared first on Predictable Revenue.

Telemarketing 76

Telemarketing Revenue Sales 76

Mr. Inside Sales

JUNE 18, 2018

Learn cold calling techniques for handling and overcoming the most common objections in telemarketing phone sales including the best call rebuttal responses for “not interested.” ” One of the main reasons sales reps dislike prospecting and cold calling is because of all the sales objections they get.

Cold Calling 148

Cold Calling Objections Telemarketing Face-to-face 148

Anthony Cole Training

NOVEMBER 14, 2012

This is part II of a III part blog post discussing the DNA of High Performance Sales Teams. The first post discussed the DNA of a Hunter Sales person as a result of reading a blog about building a "Rock Star Team of Sales Hunters". Qualifier (newsletter - Why is qualifying so damn hard?).

Hiring 186

Hiring Sales Qualified Lead InsideView Lead Rank 186

Zoominfo

OCTOBER 13, 2023

The rules around telemarketing in a B2B context are more relaxed, making telemarketing a viable go-to-market channel in Germany. Other market participants” refers to any person or entity that is not acting as a consumer — in other words, B2B telemarketing can be acceptable.

Telemarketing 130

Telemarketing Strategy Inbound Intent Signal 130

The Pipeline

OCTOBER 16, 2013

When I ask sales people what their biggest challenge is in getting to speak directly with decision makers they are targeting, and voice mail or gatekeepers are at the top of the list, (while call reluctance should be right there with the other two, they don’t usually volunteer that fact). Sales Success Tibor Shanto' Tibor Shanto.

Gatekeeper 275

Gatekeeper Decision Maker Telemarketing Call-back 275

Pointclear

JUNE 15, 2016

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. Inside Sales.

Lead Management 145

Lead Management Sales Qualified Lead Leads Marketing Qualified Lead 145

Understanding the Sales Force

DECEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think. The people in outside sales aren''t being replaced by the people in inside sales.

Outside Sales 184

Outside Sales Telemarketing Inside Sales Travel 184

No More Cold Calling

JULY 7, 2016

A LinkedIn connection is not a sales lead. ” It’s exactly the same as telemarketers and their cold calling blitzes. Sales reps abuse social media to the extent that I typically delete more LinkedIn invitations than I accept. (No, It happened again. It’s social stalking. Stop the Madness. No pitching.

Social Media 239

Social Media Lead Generation Sales Qualified Lead Media 239

Mr. Inside Sales

JUNE 24, 2018

Discover effective openings and sample outbound cold calling phone telemarketing sales pitch scripts including the best tips, techniques and examples ever written for closing calls. If you close sales or do sales presentations over the phone, then you might be wondering what the best way to open the closing call is.

Cold Calling 144

Cold Calling Examples Telemarketing Outbound 144

MTD Sales Training

AUGUST 15, 2012

In spite of a gazillion tips, tricks and magical scripts on cold calling , sales people at every level and in every profession still struggle with this often unavoidable task. There are some ideas that sales people have heard for so long that people have just started to believe they are true, when in fact, they are anything but.

Cold Calling 216

Cold Calling Telemarketing Up-Sell Follow-up 216

The Sales Hunter

SEPTEMBER 20, 2019

Recently, I worked with a very capable salesperson who had a great sales plan and great leads; yet, she failed miserably in at hitting her number. How do I Overcome my Lack of Confidence When Prospecting: It’s sad to say, but this situation is a major issue and one of the biggest reasons why there’s such a high turnover in sales.

Selling Skills 175

Selling Skills Telemarketing Sports Motivation 175

Pointclear

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Because a phone conversation efficiently replicates face-to-face sales activities, these one-on-one flowing and probing interactions are the most effective method to validate the quality of a lead. Sales is sales.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113