Sales and Marketing Management

APRIL 1, 2020

For a successful campaign or product launch, you’ll want the right content and up-to-date information at the fingertips of your sales reps. For announcements, organizations can link to all the right content and tools to help educate the seller, helping them understand, position and articulate the value of the new solution to prospects.

Campaigns 326

Campaigns Sales Enablement Education Collateral 326

No More Cold Calling

JULY 13, 2021

Referrals help you ace Part One and set you up for success in Part Two. New research from Dave Kurlan and The Objective Management Group (OMG) backs up my claims. Have you ever been in a situation where you were hired for a specific job, but you weren’t given the requisite tools to be successful? Priority” is a singular word.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Sales 2.0

MAY 30, 2023

Traditional sales models vs. AI-enabled selling. Heidi says we are moving into a new age of selling driven by the availability and adoption of AI (Sales 2.0?). She says “There’s been a bifurcation of the way people manage sales organizations: There’s the traditional model which dumbs down selling. Think about that.

Face-to-face 312

Face-to-face CRM Forecasting Cold Calling 312

No More Cold Calling

APRIL 9, 2020

So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. I wrote my second book— Pick Up the Damn Phone!: In fact, they didn’t even need to talk to prospects, because they had great tech tools. The phone works.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The result is a good thing, it frees up time and bandwidth to apply to other high-value sales activities. By Tibor Shanto. And it has to a degree been. Smaller Treadmills.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Zoominfo

FEBRUARY 12, 2024

Choosing the best-fit revenue operations tools can dramatically enhance cross-departmental collaboration, enabling unified platforms where sales, marketing, and customer service teams are able to access and share critical data. To help with the vetting process, here are some suggestions of the top RevOps tools worth considering.

Revenue 130

Revenue Tools Scale Lead Rank 130

No More Cold Calling

OCTOBER 1, 2020

I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Referral selling is hard for us all, because it’s the most personal kind of selling. 3 Referral Selling Skills All B2B Sales Reps Should Practice.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Zoominfo

OCTOBER 31, 2024

AI tools are reshaping the way salespeople tackle their day-to-day work, automating many of the core business development tasks that have eaten away at the average sellers’ day. That means personalization has become critical for effective sales outreach — and AI used properly, with the right data to back it up, plays a pivotal role. “It

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? Happy Selling! Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS!

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Sales 2.0

JULY 8, 2022

Before you can go setting up meetings, you need to figure out who you need to meet. If you sell a product of a reasonable value to a reasonably large company there will be several people involved in the buying of such a product ( 6-10 based on Gartner’s research ). Avoid banging your head up against the same wall over and over again.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Mr. Inside Sales

JULY 6, 2021

You can use the intel you got from your initial pitch to open up the upsell. In addition, often times other products or services bump up the dollar amount, and this often slows down decision making as well. At that time, load them up! Happy selling! Need More Proven Responses to the Selling Situations You Face Every Day?

Face-to-face 317

Face-to-face How To Pivotal Call-back 317

No More Cold Calling

MARCH 31, 2020

When the economy slows, the pace of decision making must pick up. These steps are important in any economy—in fact, if we’d been using these sales tools all along, we might be in a better position now. Now we must get prepared—for COVID-19 and for selling in an economic downturn. Why You Need to Pick Up the Damn Phone!

Referrals 326

Referrals Cold Calling How To Call-back 326

No More Cold Calling

OCTOBER 1, 2021

Random group texts offering to sell you real estate, cheap prescription drugs, or oceanfront property in Arizona. I don’t blame salespeople for filling up our various inboxes with unsolicited and unwelcome pitches. What tech tools will help me generate hot leads and land new clients? How do I sell effectively on social media?

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

Zoominfo

DECEMBER 28, 2020

That might include using analytics tools to determine visitors’ time-on-page or managing email sign-ups in your CRM. Using the predictive data, you can set up your lead-scoring model to prioritize the companies that show genuine interest and purchasing intent. Do you have the tools you need to get on board?

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

No More Cold Calling

JANUARY 13, 2022

I understand that predictive analysis tools can be accurate at forecasting business trends and sales performance. Salespeople will become proficient in virtual selling. What COVID-19 has magnified is the over-reliance on technology to sell. So step up and make a difference in your clients’ lives and business.

Trends 356

Trends Margin Cold Calling Inbound 356

The Pipeline

SEPTEMBER 2, 2020

The challenge is many want to deal with prospecting the same way they deal with sales or selling. it is different from selling in many and counterintuitive ways. Some developed internally, some just use whatever is in the mix when their CRM shows up, but they have one. But while prospecting part/start of the sales cycle.

System 316

System Prospecting Quota Decision Maker 316

Mr. Inside Sales

AUGUST 13, 2021

While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. By including this sentence my communications, I not only get more responses, but I remove the “beg” in my pitch/follow up. They send email after email or leave a couple of voice mails and then give up. That’s right.

Face-to-face 317

Face-to-face Call-back Gatekeeper Licensing 317

Sales 2.0

MAY 6, 2020

We can up our game. Onboarding : Do your new reps ramp up quickly? Is the data up-to-date? Lack of tools : Do your sales teams have the tools they need to be effective? Does your CRM help your team sell or is it just a management reporting system? But that would actually rather suck. Do your managers?

Hiring 269

Hiring Proposal Sales Qualified Lead System 269

Mr. Inside Sales

NOVEMBER 16, 2020

Begin thinking about how to point out those aspects of your product or service that matches up with what they want (because you’ll be clear what they are). Need More Proven Responses to the Selling Situations You Face Every Day? Make a much better connection with your prospect or client because they will feel listened to and heard.

Motivation 332

Motivation Face-to-face Gatekeeper Licensing 332

Mr. Inside Sales

SEPTEMBER 11, 2020

And, since many sales reps don’t qualify thoroughly enough, most of the leads they stuff into their pipeline are made up of 6’s and 7’s. This is the approach to use if you hear in their tone that they have completely lost interest—or won’t set a follow up call with you.]. And you can imagine how they are when reps reach them.

Sales Qualified Lead 320

Sales Qualified Lead Face-to-face Scale Call-back 320

Mr. Inside Sales

JUNE 11, 2021

On the other hand, if you continue to ad-lib and make your pitch up, then you will continue to struggle, talk past the close, introduce objections, and, worse, keep talking…and talking…and talking. Need More Proven Responses to the Selling Situations You Face Every Day? And not only a script—but one that you and your team adheres to.

Face-to-face 317

Face-to-face Gatekeeper Licensing Decision Maker 317

The Pipeline

SEPTEMBER 10, 2020

We’ll share fundamentals supported by an executable process, skills, and usable tools that lead to results greater than the parts alone. I am speaking about “ Objective-Based Selling: Communicating Value in a Good-Enough World ”. The accomplishment is following up on those ideas and actions. Click the image or here to register.

Webinar Metrics 250

Webinar Metrics Conference Objections Follow-up 250

Hubspot Sales

MAY 3, 2024

That put a sour taste in my mouth regarding using that AI tool for my small business. While I’m still not overly impressed with ChatGPT’s ability to write (or, should I say, generate ) content, I’ve come to think it’s a handy research tool. This round-the-clock support is driven mainly by AI-powered chatbots and self-service tools.

Small Business 116

Small Business Small Business Tools Social Media 116

No More Cold Calling

JUNE 25, 2020

The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces, Searchin’ their eyes and lookin’ for traces, Of what I’m dreaming of.”. How do most companies ramp up their B2B lead generation strategies? Referrals are lifelong.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

Zoominfo

NOVEMBER 17, 2020

Truth be told, one of the most important events during new hire onboarding is getting set up on the wide range of digital tools you will need to do your job. Today, the average company is using anywhere from 20–200 tools, with an average of around 75+ technologies. A company can adopt an infinite number of tools.

Scale 246

Scale Google Analytics Hiring Analytics 246

Mr. Inside Sales

APRIL 29, 2024

I hope you’re not making this common mistake when following up on an email you sent: “I’m just calling to see if you got the email I sent you?” While this may sound like a reasonable way to follow up after sending an email, do you see how you’re providing your prospect with the perfect stall?

Follow-up 226

Follow-up Face-to-face Gatekeeper Licensing 226

Mr. Inside Sales

SEPTEMBER 25, 2021

Be honest: Do you dutifully send an email and then ask when you can follow up when you get this blow off objection? Let me know when it pops up, and I’ll show you a couple of links you’ll want to explore later. “In This is actually great because it tells you that you won’t need to follow up on the email—they aren’t buying!

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Licensing 284

Sales 2.0

MAY 15, 2023

More human selling Dave thinks AI will drive salespeople to be more focused on improving their relationship skills. “I I think it’s interesting that up to this point the way some companies sell has become increasingly more machine-like. We’ve set up sales processes so we manage our customers through a type of assembly line.

Ideal Customer Profile 221

Ideal Customer Profile Up-Sell Buyer Survey 221

Sales 2.0

JANUARY 25, 2024

We may be entering a “new, new era” of selling—an era that takes us back to good old-fashioned relationship selling. Up to this point many of the tools available to sales teams have encouraged volume-based sales techniques, like mass emailing and cold calling. We will use fewer cold approach techniques.

Lead Rank 195

Lead Rank Fashion Cold Calling Call-back 195

PandaDoc

SEPTEMBER 17, 2024

Between prospecting, sales calls, data entry, quote preparation, and follow-ups, it’s very easy for teams to mismanage data and trip over themselves on the way to the finish line. That’s why sales collaboration tools are an essential part of the modern sales lifecycle. Let’s jump right in!

Tools 98

Tools InsideSales Top of Funnel SalesForce 98

No More Cold Calling

JANUARY 16, 2020

Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. Referral selling is not just one more initiative to introduce to your organization. Image attribution: fauxels ). Think again.

Referrals 328

Referrals Sales Management Hiring Scale 328

Mr. Inside Sales

DECEMBER 18, 2020

When he entered the store, I recognized him from many years before when we were both struggling reps trying to sell investments over the phone. After I got my coffee, he came up to me and said, “You’re Mike Brooks, right?”. He asked me what I was up to these days, and I told him I was an inside sales consultant. Yes” I said.

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Licensing 310

Zoominfo

FEBRUARY 8, 2021

For many venture capitalists, 2020 was an opportunity to invest in the tools and technology that accelerated due to the pandemic. Digitization of the back office New products released Selling online. This adoption of new tools spurred early-stage funding in favored B2B companies. New Tools Needed to Sell New Products.

Trends 230

Trends Trade Show Retail B2B 230

The Pipeline

OCTOBER 1, 2019

I have often said that the schoolyard taunt “ sticks and stones can break my bones, but words can never hurt me ,” doesn’t hold up in sales. These words are not bad or evil, but they have two traps that hard to escape from once you get tangled up. Others, more a lack of knowledge or confidence, relying on the product to sell itself.

Objections 291

Objections Sports Up-Sell Buyer 291

Smooth Sale

SEPTEMBER 11, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Tools for Store Owners to Provide Better Customer Service Do you want to run a successful store ? Delivering excellent customer experiences is critical but requires using the right tools to streamline your operations while building a loyal customer base.

Customer Service 101

Customer Service Tools Customer Hiring 101

Mr. Inside Sales

OCTOBER 21, 2022

My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. 3: Get up and walk around when you’re on the phone. And most of that came down to my attitude.

Face-to-face 271

Face-to-face Gatekeeper Licensing Decision Maker 271