Hubspot

FEBRUARY 25, 2014

But no one brain can be a conversion optimizer, designer, and content expert at once. Enter content marketing -- a tool for building relationships with an organization’s stakeholders and prospective customers. When you meet prospective customers, tell them about your blog. Ask prospective customers what they want.

High impact 74

High impact Sports Strategize Follow-up 74

ClickFunnels

JULY 21, 2021

Obviously, an elevator pitch is effective if it achieves the salesperson’s desired result: conversion. High-Impact. So it’s important to choose your words carefully and make sure that each word you include is as high-impact as possible. How do you justify that price to prospects? Why is that the price?

Pitch 246

Pitch Appointment E-commerce Real Estate 246

Hubspot

NOVEMBER 25, 2019

Ecommerce conversion rate is the ultimate top-line metric for online store owners looking to understand if the changes they're making to their site are positively or negatively impacting the number of visitors who eventually become customers. Featured Resource: Ecommerce Conversion Rate Tracker.

Conversion 95

Conversion Agriculture Angle User Experience 95

Partners in Excellence

AUGUST 16, 2015

Recently, I published a rant on LinkedIn, “ Patient 0 Of Stupid Prospecting.” A couple of people commented, “What does perfect prospecting look like?” Simply put perfect prospecting means “doing the work.” Sloppy prospecting is too easy. Why would you waste a moment on prospecting them.

Prospecting 93

Prospecting Pitch Campaign Appointment 93

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

Partners in Excellence

SEPTEMBER 21, 2023

A lot of the conversation focuses on “freeing up time.” Looking at prospecting and conducting sales calls–sellers are spending 33% of their time engaging with customers/prospects. Doing or not doing each of these things has a ripple through impact on each of the other areas.

Territory 81

Territory High impact Negotiate Meeting 81

Partners in Excellence

NOVEMBER 30, 2017

In a sales world that seems to be dominated by ever increasing volume, it’s ironic to realize one of the greatest sales hacks is actually to have fewer but more impactful conversations. As we drilled into the data, we found the fundamental reasons were they weren’t designing and executing high impact sales calls.

Conversion 52

Conversion Sales Meeting High impact 52

Partners in Excellence

SEPTEMBER 30, 2014

He talked about the 354 conversations with C-Level executives he had in one week. I don’t know what the typical work week is, but let’s look at this data across 3 possible workweeks: For a 40 hour workweek, to have 354 conversations, that’s 6.8 minutes per “conversation.”

Conversion 91

Conversion Appointment High impact Sales 91

Partners in Excellence

APRIL 19, 2022

I could hold my own in any conversation, at any level within my banking customers. This helped establish my credibility with my customers, I could more quickly identify issues important to them, getting into high impact conversations with them. We could have conversations about what to do, how to solve them.

Customers 103

Customers High impact Prospecting Conversion 103

Partners in Excellence

JANUARY 11, 2022

We learn through repeated prospecting calls, through finding great deals, developing and executing winning deal strategies. 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. But our ICPs can’t be everyone.

Cross-sell 130

Cross-sell Quota High impact Prospecting 130

Partners in Excellence

MARCH 2, 2023

High impact coaching permeates every conversation we have. Whether it’s some sort of review, water cooler/Starbuck’s conversations, “windshield” time. Coaching is a language we speak, every day, every meeting, every conversation. Ideas with which to experiment. Do you speak coaching?

High impact 62

High impact Pipeline Conversion Meeting 62

Partners in Excellence

APRIL 14, 2017

However, as I listened to many of the presenters and much of the conversation, there was one theme that disturbed me. They engage people in conversations. As sales people we want to engage our customers in high impact two way conversations. Related Posts: Messaging Or Engaging, Where Is The Conversation?

Conversion 50

Conversion High impact Technique Education 50

Partners in Excellence

SEPTEMBER 28, 2023

Rather than measuring activity or meetings, what if we started looking at high impact interactions? And doing this would improve our own time utilization, because it is more likely to result in a high impact conversation with the customer/prospect.

High impact 118

High impact Meeting Customers Closing 118

Partners in Excellence

AUGUST 10, 2023

Unfortunately, high impact coaching is rarely done. There are lots of great books (including Sales Manager Survival Guide), there are a lot of great training programs (including those we offer), but somehow managers continue to struggle in both finding the time to coach and coaching in high impact ways.

Territory 62

Territory High impact Pipeline Strategize 62

Partners in Excellence

OCTOBER 19, 2022

According to the survey of over 1000 sales managers, the five most popular metrics were: CRM utilization, Calls made, Emails sent, Conversations, Use of sales tools. ” With the exception of conversations, none of those have been metrics I’ve cared about. Calls and emails generate those conversations.

Territory 48

Territory High impact CRM Pipeline 48

Partners in Excellence

JANUARY 21, 2022

As a result, as the older generation retires and leaves the workforce, the use of the telephone for prospecting outreach–or cold calls–would decline. ” My mom is an amazingly high energy 91 years old (sorry to make that public, mom). .” Most of my prospecting and cold calling is leveraging multiple channels.

Cold Call 93

Cold Call High impact Prospecting Conversion 93

Partners in Excellence

JULY 12, 2017

Prospecting and lead gen have become the dominant issues in many sales organizations. There are, of course, the ongoing challenges of making sales people understand they must prospect! Clearly, lead gen programs aren’t producing enough and it is irresponsible for sales people not to prospect. It’s not their fault!

Prospecting 50

Prospecting Pipeline Contact High impact 50

Martech

JUNE 28, 2022

This is no small task, especially when B2B buyers, barraged by untimely automated messages, random cold calls and lackluster outreach from both sales and marketing, are opting out of vendor conversations. Sales has limited access to prospects and customers. Personalized workshops for prospective buying teams at your target accounts.

B2B 109

B2B GTM Cross-sell High impact 109

Partners in Excellence

SEPTEMBER 25, 2023

We have SDRs/BDRs focused on prospecting. Much may be unrelated to the conversation or what we are trying to accomplish together. Technology may help us in having high impact interactions with others. In addition to technology, we revise and redesign our processes to make us more efficient. Yet we fail, we are afraid.

Technology 125

Technology Technology High impact Meeting 125

Salesforce

JANUARY 24, 2022

Use Google Analytics to generate free data and performance reports, including: A conversions path report to identify tests. A path report shows you the route your visitors take on your website before they convert, including the path that yields the highest conversion rate. A basic channel report to track conversion.

Campaign 98

Campaign Customer Relationship Management CRM Prospecting 98

Partners in Excellence

OCTOBER 31, 2022

And most importantly, we don’t know how to engage the customer in conversations about what this data means to the customer. The absence of this development means that sellers waste a lot of time doing research, trying to figure out where to get the information, or how to leverage it in the customer conversation.

High impact 62

High impact Up-sell Presentation Growth 62

Partners in Excellence

JULY 27, 2022

Everything I read, every conversation I have with sellers; the same issue arises. We would do this not just for our prospecting calls, but for every meeting through the customer decision. Focus on getting high impact meetings that produce results for the customer and you. I’ve finally come up with the solution.

Meeting 100

Meeting Customers Price High impact 100

Hubspot

JUNE 15, 2023

And one in five reps reported the most significant reason prospects back out of deals is because the sales process takes too long. Generative AI tools (like ChatGPT) that help write sales content or prospect outreach messages are the third most popular use case for sales reps. To save time on manual tasks to focus on selling.

B2B 79

B2B Sales Prospecting High impact 79

Partners in Excellence

FEBRUARY 19, 2018

Many people believe prospecting is the toughest part of selling. I’m actually not sure I believe that, but I do believe prospecting is tough. Too many sales people don’t want to prospect, it’s tough work. Or we hire appointment setting organizations to reduce the time sales people have to spend prospecting.

Prospecting 48

Prospecting Sell Appointment Meeting 48

Sales Pop!

MAY 26, 2023

The goal of sales enablement is to improve the productivity, efficiency, and effectiveness of the sales team, by providing them with the necessary resources to engage and convert prospects into customers. It’s better to have a few pieces of high-impact content or targeted training sessions than a lot of ineffective ones.

Objectives and Key Results 98

Objectives and Key Results Cross-sell Sales Strategize 98

Partners in Excellence

JANUARY 8, 2020

We can eliminate or reduce a lot of those things we need to do to prepare ourselves for high impact conversations with customers. We can leverage tools to reduce the time spent on researching and preparing for our customer conversations. More importantly, we want to maximize the impact of the customer time that we use.

Sell 68

Sell High impact Presentation Conversion 68

Partners in Excellence

JULY 12, 2022

I don’t know how to talk to those prospects, but Marc does. So it doesn’t take that much time, but equips me to be much more impactful in each conversation. We choose not to do the work to have high impact calls, but we think we make up for it by doing more.

High impact 135

High impact Technology Technology Up-sell 135

Partners in Excellence

JULY 13, 2023

Ideally, we’d like them to spend 100% of their time working with prospects and customers, helping them navigate their buying processes. So we will have this quandary, which we will have to be prepared to help our sellers address: How do we have high impact meetings that actually are helpful both to customers and sellers.

Up-sell 96

Up-sell Sell Legal CRM 96

Gong.io

SEPTEMBER 26, 2022

Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Instead of traditional in-person sales meetings, the salesperson and the prospect are in different places such as their home or work. Keeping prospects engaged. Are your prospects facing new problems?

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Partners in Excellence

MARCH 9, 2023

I ask questions about win rates, deal sizes, sales cycles, prospecting outcomes, account growth/share, market growth/share, business justification, seller performance analysis. They have conversational intelligence which talks about their question/listen ratio and all sorts of other things. With sellers, it’s a bigger challenge.

Cross-sell 68

Cross-sell Pipeline Represent Technology 68

Sales Hacker

JULY 26, 2021

Eighty percent of the prospecting sales force is under 25 years old. Steps involved in a Slack conversation: Step 1: Open Slack. Outbound prospecting shouldn’t be any different. And since the sales process is a journey for a prospect/customer, it is also the roadmap for a sales rep’s job. Take Slack, for instance.

Quota 121

Quota Cold Call CRM Sales 121

Hubspot

AUGUST 29, 2016

In order to reach these goals, savvy marketing teams want to make videos that drive conversions. Whether you're hoping someone will find your website organically, sign up for a product demo, or even purchase your product -- a well strategized video can help boost your conversion rate. Boosting Your Conversion Rate.

Conversion 52

Conversion Lead generation Represent Click Through Rate 52

Partners in Excellence

APRIL 7, 2019

It’s an important job, not just because these people generate a lot of new opportunities, but because they are, often, the very first human contacts our prospects have with us. It’s critical to create a great impression from the very first conversation. No scripting can prepare them to engage in the right conversation.

Manufacturing 85

Manufacturing Pipeline High impact Prospecting 85

Partners in Excellence

SEPTEMBER 21, 2021

The sales person learns how to think about what they are doing and how to be more effective–whether we are coaching deal, account, territory management, prospecting, or pipeline skills. Coaching is one of the most important things in driving high impact performance improvement with our people.

Customers 56

Customers High impact Territory Pitch 56

Partners in Excellence

SEPTEMBER 17, 2020

” My number is 6, Marc’s is 8, Todd’s is 8, Jerry’s is 10… Each of us has a different metric based on our quotas and understanding how many prospecting conversations we need to find and qualify the right number of opportunities. .”

Pipeline 98

Pipeline Quota Meeting High impact 98

Sales Hacker

AUGUST 21, 2019

What you do and say during sales conversations is the most decisive separator between mega-successful salespeople and average salespeople,” says Gong CEO Amit Bendov. As a salesperson, you can forge a connection with prospects if you rely on 3 types of persuasive words and phrases: Words that show empathy. That must be tough.”.

Contract 91

Contract Up-sell Prospecting High impact 91

Hubspot

AUGUST 18, 2020

There are several categories of sales AI resources, but for the sake of this piece, we're going to focus on four of the most prominent, typically affordable types of platforms: Conversational Intelligence — resources that record, transcribe, and analyze phone calls. Voice and SMS platforms can expedite and optimize prospect outreach.

Process 77

Process Sales Technology Technology 77