Hubspot

JANUARY 8, 2025

Know your prospects intrinsic motivation. Keenan advises that every salesperson should know their prospects intrinsic motivation(s). Now, Keenan covers lots of gems in his book I cant share all of them, but I can highlight the ones that really matter, check out some of his must-know info below: 1.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

A Sales Guy

AUGUST 28, 2017

My job was to cold call businesses around the city to highlight the value of a chamber membership to their business and business growth. To be good at the at job required lots of cold calling, I mean lots. You wouldn’t make quota unless you made the calls and set up the meetings. It was 90% of the job.

CRM 125

CRM Sell Cold Call E-commerce 125

Sales Hacker

JANUARY 23, 2023

“Eat That Frog” & complexity bias — e.g., how your selling day gets lost on unproductive activity Have you ever avoided making a cold call in favor of writing emails, answering DMs, or creating proposals? A RAIN Group study from 2019 found that nearly 7 out of 10 prospects accepted at least one cold call yearly.

Process 107

Process Cold Call Entertainment Intrinsic 107

Salesforce

JANUARY 3, 2022

For example, give reps an extra 100 points if they make someone laugh on a cold call. This creates intrinsic value to an action that helps a sale while also rewarding the rep. Track it on a leaderboard so they can engage in friendly competition. Gamify nontraditional actions, too. Focus on genuine communication.

Growth 98

Growth Quota Intrinsic Cross-sell 98

Highspot

MARCH 9, 2022

Set inspirational SMART goals and spark intrinsic motivation in their sales reps to achieve those goals. First things first: you need to make sure you’ve mastered all the major pieces of the sales process, including prospecting, cold calling and emailing, upselling, cross-selling, and closing deals, to name a few.

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95

Lead Fuze

JUNE 30, 2023

Beyond these tactical skills, we’ll examine intrinsic qualities that make great salespeople stand out from merely good ones – empathy and ego drive. Quantity: Sure, making a gazillion cold calls or sending a million emails might seem like a good idea. You gotta discover what functions for you.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

Iannarino

JULY 9, 2021

It is doubtful that any salesperson alive has made more cold calls than I have. However, my sales jobs have consistently been what is now called “full-cycle,” meaning that I made calls, booked appointments, and met with the prospective clients myself. Under (Internal) Pressure.

Intrinsic 337

Intrinsic Sales Cold Call Technique 337