ClickFunnels

AUGUST 2, 2021

You can’t expect to build a successful business if you don’t know how to do digital marketing. You need to be able to effectively promote your products online if you want your company to thrive in today’s fiercely competitive marketplace. SEO, social media, influencer marketing… Where should you even begin??

Niche 290

Niche Follow-up Up-sell Start-ups 290

Sales Pop!

JUNE 10, 2022

One of the worst things you can do for a sales call is go into it unprepared. And we want that for you. Preparing for a sales call beforehand will get you there. This article will discuss 14 tips for setting yourself up for a successful sales call. Sales is one of the most stressful career options.

Objectives and Key Results 97

Objectives and Key Results Sales Prospecting Territory 97

Hubspot

MAY 26, 2023

Your phone rings and you decide to pick this one up instead of letting it go to voicemail. You are greeted with a pitch from a pushy sales rep. Odds are, if you don’t want what they’re selling, you’ll hang up immediately. That’s why mastering an outbound call is so important. How to Make Effective Outbound Calls 1.

Objectives and Key Results 69

Objectives and Key Results Cold Call Technique Appointment 69

ClickFunnels

AUGUST 3, 2021

The post 10 Prospecting Tips To Explode Your Sales appeared first on ClickFunnels. Prospecting is a crucial part of the sales process. You need to identify prospects, reach out to them, and persuade them to take the next step in your sales funnel. We’ve got you covered. What Is Sales Prospecting? Interested?

Prospecting 130

Prospecting Cold Call Objectives and Key Results Quota 130

Partners in Excellence

SEPTEMBER 14, 2020

We’re given scripts outlining what we should say to our customers. Perhaps all we care about is that they do what we say they should do. Perhaps we talk because listening and engaging our customers in two way conversations is so difficult. Until we know what they want to achieve, why it is important to change.

Construction 136

Construction Pitch Technique Conversion 136

Lead Fuze

JULY 5, 2023

Crafting a sales script is an essential skill for those in sales, marketing, and business ownership. A well-crafted script can guide the conversation towards a successful outcome while ensuring that potential customers feel understood and valued.

Objectives and Key Results 52

Objectives and Key Results B2C Lead generation Sales 52

Search Engine Land

APRIL 12, 2023

In this guide, you’ll learn how to optimize your profile to tap into that power and make LinkedIn work for you – driving more connections and better clients. It’s also more than just a place to list your credentials, add a little blurb about yourself and hope someone is intrigued enough to network with or hire you.

Real Estate 118

Real Estate Clients Networking Follow-up 118

Partners in Excellence

FEBRUARY 15, 2022

Mind you, these are not spam, but legitimate prospecting messages from people trying to catch my attention. As I’ve whined about before, the prevailing strategy in marketing and sales is a volume oriented strategy, even though we know how ineffective it is. The majority, I never open, I just delete.

Prospecting 99

Prospecting Pitch Meeting Growth 99

Partners in Excellence

JANUARY 11, 2022

With sales, it’s no different. We learn how to make high impact sales calls by having lots of conversations with customers–whether through social engagement, email, phone, Zoom, or F2F. ’ We build sequences and scripts that focus on what we want to achieve, not building interest in the customer.

Cross-sell 121

Cross-sell Quota High impact Prospecting 121

Gong.io

SEPTEMBER 28, 2021

Too many sales discovery questions (15+), and you are running an interrogation. Read The 11 Best Discovery Call Tips For Sales You’ll Read This Year for the full story (see Tip #9). Additionally, be sure to meet your prospect where they stand by matching your sales questions to the buyer’s journey. Think back burner.

Objectives and Key Results 108

Objectives and Key Results Sales Follow-up Strategize 108

Partners in Excellence

MARCH 17, 2022

I’m fascinated by studying lazy sales people! Let me qualify that a little, I’m fascinated by studying lazy sales people that consistently achieve their goals. There seems to be a “macho” mentality in too many sales people/leaders. And this is why I like to meet “lazy sales people.”

Sales 129

Sales Conversion Sell Meeting 129

The 5% Institute

FEBRUARY 5, 2021

In this article, we’ll unpack sales resistance – what it means, why it happens, and more importantly – overcoming sales resistance. Sales resistance is something you’ll experience as a Business Owners or Sales Professional when selling your products or services. Sales Resistance – Your Ultimate Guide.

Objection handling 128

Objection handling Sales Trust Presentation 128

ConversionXL

MAY 27, 2022

In this article, you’ll learn why each marketing strategy works and walk away with an armory of tactics to fuel your own growth marketing efforts. Typically, they use gated content to capture the prospect’s contact information so the sales team can nurture and convert them. Demand generation paves the way for surgical lead generation.

Lead generation 107

Lead generation Growth Strategize Cold Call 107

Partners in Excellence

APRIL 1, 2021

I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role… ” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and prospecting.

Manufacturing 104

Manufacturing High impact Prospecting Up-sell 104

Gong.io

AUGUST 4, 2021

7 seconds is all you get on a cold call. That’s why I put together these 6 cold calling examples. Hit your prospect with them inside of 7 seconds and you’ll grab their attention from “hello” until “speak to you next week.”. Asking “How’ve you been?” This advice gets handed out as Sales Prospecting 101.

Cold Call 71

Cold Call Pipeline Follow-up Up-sell 71

Lead Fuze

MARCH 9, 2021

Here is a fact, your sales reps learn by doing, not by listening. Sales role play scenarios are among the classic approaches you can use to: Prepare your new hires for real-world buyer-seller interactions. You need ideas for sales role play that upgrades your sales reps’ skills? What Is a Sales Role Play?

Objectives and Key Results 105

Objectives and Key Results Sales Clients Up-sell 105

Hubspot

NOVEMBER 14, 2023

Did you know NASA plans to build houses on the moon by 2040 ? This means that in 17 years, you might be selling space voyages. Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) Sales professionals need to become influencers — kind of. Let's dive in.

Consult 66

Consult Drivers/motivators B2C Education 66

Heinz Marketing

MAY 29, 2023

By Sheena McKinney , Sales Pipeline Radio Producer If you’re not already subscribed to Sales Pipeline Radio or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. I’m your host, Matt Heinz.

Pipeline 102

Pipeline Angle Sales Trust 102

Partners in Excellence

SEPTEMBER 27, 2022

What we do, why we do it, who it’s for… The reality is few training programs address these things well, focusing instead on how we do these things. I want to cover a bunch of meeting types–mostly sales meetings or sales calls, but also meetings we have internally, management meetings, and so forth.

Meeting 108

Meeting High impact Up-sell Start-ups 108

Heinz Marketing

JUNE 26, 2020

It is typical for companies to be given a marketing budget before setting sales goals for the year. According to the article B2B Budget Benchmarks: how much should you be spending on average 9-10% of the company’s annual revenue is allocated towards marketing efforts. Forecasting Sales Leads. Benchmarks.

Meeting 139

Meeting B2B CTR Campaign 139

Heinz Marketing

OCTOBER 15, 2022

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below.

B2B 96

B2B Trust Follow-up Start-ups 96

Partners in Excellence

JULY 12, 2022

The singular exception seems to be selling, we seem to have a predilection for one of two things–winging it or sticking to the script. It seems in virtually every professional endeavor that the prep work is as important, sometimes, more important than the actual work itself. Every professional athlete prepares for the event.

High impact 126

High impact Technology Technology Up-sell 126

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! Cold Calling Scripts — Do We Even Need Them? According to Jessica Broom and Qualtrics “78% call center managers said that getting reps to “follow a script” was a primary focus, but only 38% of scripted calls were actually successful.”

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

CloserIQ

FEBRUARY 19, 2019

Prospecting is a vital aspect of sales success. Inbound enterprise buyers are a rarity, and you end up pursuing them with outbound sales prospecting. So I’m telling you straight: ditching cold calls is BAD for business. So I’m telling you straight: ditching cold calls is BAD for business. How do you do that?

Technique 91

Technique Prospecting Cold Call Pitch 91

Cience

DECEMBER 16, 2019

Let’s talk about the key to success in your cold calling effort — the cold calling script ! Cold Calling Scripts — Do We Even Need Them? According to Jessica Broom and Qualtrics “78% call center managers said that getting reps to “follow a script” was a primary focus, but only 38% of scripted calls were actually successful.”

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

Partners in Excellence

SEPTEMBER 1, 2022

I’m so happy these undergraduate students, looking toward careers in sales, are tackling this issue (I wish experienced sales people were as sensitive to this, as they.). I thought it might be useful to share some of the conversation: Why is it important to have an understanding of the customer’s business?

Appointment 94

Appointment Manufacturing Conversion Engineering 94

Partners in Excellence

SEPTEMBER 13, 2022

A number of people reached out to me, “We provide tools to help the sales person do this. ” And there are some great solutions that do an outstanding job in providing the answers sales people can leverage in working with customers. For example, you might have been asked, “Divide 965 by 5.”

Profit margin 81

Profit margin Growth Start-ups Follow-up 81

CloserIQ

AUGUST 19, 2019

Many sales representatives only start to think about closing the deal later in the sales process. However, to really set yourself up for closing, you need to be setting the groundwork from the very beginning. The best way to do this is to exercise control over sales conversations. What do they hope to achieve?

Conversion 81

Conversion Represent Sales Price 81

CloserIQ

DECEMBER 10, 2018

If you lead an SDR team–or are considering building one–you’re inevitably going to hire some green salespeople. Once you’ve taken the time to hire the right people, it’s in your best interest (and theirs!) You’ll train them on your product and sales process, then put them on the phones.

Pitch 86

Pitch Prospecting Up-sell Conversion 86

PandaDoc

JANUARY 11, 2021

You might think that cold calling for sales pitch might be a thing of the past, but did you know that 92% of customer interactions still happen over the phone? That’s why your sales team should always have appropriate cold calling scripts at hand before they approach a prospective client.

Cold Call 52

Cold Call Referrals Pitch Follow-up 52

Gong.io

JUNE 25, 2021

Hard-hitting sales stats. ” Our product gives sales leaders data-backed insights into their sales team. And our Gong Labs team pores through stats from millions of sales interactions to uncover actionable sales tips. Sales Stats for Prospecting. Sales Stat #1: DON’T use ROI in cold emails.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Partners in Excellence

JUNE 9, 2022

More pretty much runs the gamut of topics—more leads, more opportunities, more scripts, more content, more support, more tools, more deals, more pipeline, more calls, more meetings, more proposals, more discounts. It’s strange, when faced with request for more, people seldom do a deep dive into, “Why?”

Pipeline 72

Pipeline Commission Territory Follow-up 72

Sales Hacker

JULY 17, 2020

Are you one of the millions of salespeople still searching for ways to overcome your phone fears and finally get over your call reluctance? In my 22 years in this industry, I’ve found that Telephobia is far more common than you think. So, why are salespeople afraid to pick up the phone? Don’t worry. You’re not alone!

Cold Call 120

Cold Call Sales Start-ups Technique 120

Partners in Excellence

SEPTEMBER 15, 2020

Too often, the Value Proposition, is a sentence or two that we are trained to deliver at some point a conversation. Sadly, too few sales people do this. More specifically, it’s OUR opinion and not necessarily the customer’s–unless we go through a conversation or process of validating that position with the customer.

B2B 100

B2B Conversion Customers Sell 100

Gong.io

DECEMBER 7, 2022

The only way your sales reps can meet their quotas and close deals is if they have enough prospects in their pipeline. So how can you prospect more effectively? How can you ensure that you’re targeting and focusing on the right prospects? With a proven sales prospecting process. What is sales prospecting?

Prospecting 62

Prospecting Cold Call Pitch Pipeline 62

Sales Hacker

MARCH 25, 2021

First, how does the knowledge that Terry is married and loves eating Smarties help your reps make a sale? First, how does the knowledge that Terry is married and loves eating Smarties help your reps make a sale? Or any of the other buyer personas you so carefully put together? So where are you going wrong?

Objectives and Key Results 112

Objectives and Key Results Sales Growth Up-sell 112

VanillaSoft

JUNE 7, 2021

Well, we’re here to help you get over it. Maybe you even prefer to talk to someone on the phone rather than speak into the void. But sales voicemails aren’t rocket science, even though there’s a bit of an art to them. Voicemail can be a powerful tool for sales if you use it wisely. . Timing is everything 2.

Prospecting 74

Prospecting Cold Call Pitch Sales 74