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Many people stress toward year-end, knowing that most prospects said ‘no,’ and fear losing their jobs by year-end. However, one easy strategy relaxes everyone we meet during the selling process, including follow-up. Most people will not, but I can tell you that doing so throws them off ‘their game.’ link] HIRED!
Anyone entering into selling immediately sees the obsession we have with numbers. And that drives us to look at our prospecting and activity metrics. They create revenue models, bow ties, and related models reducing selling to a math equation. Despite ramping up the numbers, increasingly we are not achieving our goals.
The leader held this individual up as a high performer. I realized this SDR was gaming the number. At the 5 minute mark, he would hang up, then call the buddy back. Even when he was talking to a prospect, he would hang up at 5 minutes, then call the person back. They are gaming the system!
There’s a specific tactic I see in far too many prospecting emails that always turns customers off. But when used with nuance, in moments where a buyer is unsure, disengaged, or avoiding risk, it can become a powerful way to lower defenses and open up the conversation. The best salespeople don’t just sell the way they buy.
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. This frees up valuable time for sellers to focus more on building relationships and closing deals.
Let’s face it: if you’re still relying on old-school sales prospecting methods , you’re falling behind. The belief that human instinct and manual research are the best tools for finding prospects? Now, CEOs and Sales Executives need something sharper, faster, and more precise: AI for sales prospecting.
Even that can be open to interpretation, I know a number of B2B sellers who have success prospecting on Saturday. I understand people trying to be as efficient as possible by pinpoint the best time to make prospecting calls. The idea is sound, but in many instances leads to less prospecting and an excessive amount of “figuring out.”.
Selling online isnt what it used to be. Below, youll learn how to identify your unique selling points, communicate them effectively, and turn them into real sales advantages. Think about the problems your ideal customer is trying to solve and frame your unique selling points (USPs) as the solution. Highlight value instantly.
In this episode of The Sales Gravy Podcast, discover how Alex Niswander used the Fanatical Prospecting framework to maximize outreach and build meaningful client relationships. Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs), and actionable tips to fill, move, and close your sales pipeline effectively.
If they swung with their eyes open, and made any contact at all with the ball – even a foul tip – I would purchase them a video game of their choosing. Jack’s eyes lit up. And wouldn’t you know it, the next game, a miracle happened and he made contact and earned himself a new video game.
The post Lead Generation Vs Prospecting – The Differences Explained appeared first on ClickFunnels. The terms “lead generation” and “sales prospecting” are often used interchangeably. What is sales prospecting? What is the difference between lead generation and sales prospecting? What Is Sales Prospecting?
Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects.
By the way, the average selling company uses about 10 tools (and still wants more). The best options for sales prospecting and lead generation are as follows: LeadFuze. ZoomInfo is a lead generation tool designed for B2B companies that need the most up-to-date information. Price: the free version is up to 50 queries per month.
The other day, a salesperson asked for my feedback on a prospecting email he’d written. the prospective client) what my existing partner was doing for me, and whether or not I was happy with their program and their support. His main goal, though, was to sell his solution, something his email made perfectly clear.
This is the foundation of your sales management, outlining the progression from prospect to customer. It traditionally has steps that include prospecting, engagement, qualification , presentation, objections and closing. This way, you willbe able to rock your conversion rates by softly moving your prospects through all stages.
In just 3 hours, you can set up a funnel that turns clicks into customers—no technical skills required. Connect with your Prospects 4. This is where ClickFunnels funnel marketing software can help set you up for success. For example, if someone signs up for a free eBook or newsletter, that’s a lead generation page.
If you havent defined clear performance metricslike call activity, lead generation, conversion rates, or daily prospecting targetsthen you dont really have a plan. Consider: Conversion Rates from Inbound Leads Speed to Lead (How fast are you following up?) Maybe you need to tighten up your proposals so more of them convert.
In a zero-sum game, you need to create a competitive advantage. How you sell—not what you sell or who you work for—is your most important competitive advantage. The more unfair advantages you can stack up, the greater the odds that your prospective client will decide to buy from you. Greater Mindshare.
Most salespeople face the same persistent challenge: Their prospects lack urgency. Often, they end up offering huge discounts with expiration dates. Once other potential customers learn the businesss salespeople are willing to discount heavily, its difficult to sell at full price. The solution? Lying is no way to make a sale.
If you sell telecommunications, your cold calls could and should be different than a salesperson selling software. If you sell IT services, your cold calls could and should be different than a financial services consultant. You can use these scripts, tips, and tricks to up your cold call game. Prospect: Yes!
But in more cases than not, you’ll still need to sell. But in reality, you cannot determine how compelled any prospective client is to change at any time without speaking to them. When what you sell is simple enough that the client can buy without any help, you don’t need salespeople; you just need effective marketing.
Some show up only for Christmas and Easter. Everyone who uses Baseline Selling or another sales process believes in sales processes. They can do both by using the phone to prospect those prospects who are closest to the ideal customer profile. * Everyone who attends believes in God. Some believe in God but do not attend.
In addition to being a great Nicolas Cage movie, those four words also demonstrate what your prospect will be if you don’t have the right first impression formula for cold calling. When a B2B buyer picks up a cold call, they instantly think you got their name and number from a list. Make a lasting and memorable first impression.
These sales hacks for closing easily are centred around consultative selling. This means that you’ll take a question based, and solution approach rather than purely presenting an option up front. Sales Hacks – 8 x For Lifting Your Game. Further reading: Positioning In Sales – How To Sell Effectively.
The Fancy Stuff Is Failing You We see it all the timesalespeople hiding behind automation tools, social selling gimmicks, and relationship-building fluff. They talk a big game on Zoom, but when its time to dial the phone or ask for the sale, they freeze like a deer in headlights. Follow-up calls. They dont replace them.
For most companies, selling virtually has become the new norm. And although some have taken to virtual selling like a fish to water, more and more businesses are struggling to adjust. So, how can we work on fixing a lot of these virtual selling challenges? 10 Steps to Building a Virtual Selling Team. Stop waiting.
As a result, they refuse follow-up meetings, they rely more on their own research, and they end more deals with a “no decision.” How you sell—including what you believe your client needs from you—is a greater variable to your success than what you sell. Provide greater guidance on what your clients should do and how they do it.
Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. Sales Reps are swamped with 1,400 non-selling hours every year. Prove it to me Sign up for free 1. The email tracking analytics send instant alerts when prospects interact with your communications. Lets dive in.
We obsess over skills like closing techniques, objection handling, and prospecting cadence. When you dont know how best to connect with your prospect because youre not listeningthats a dangerous place to sell from. Sales is a what s-happening-today game. Am I showing up with certainty or neediness?"
We need to get wet and get in the game. Profit is the long-term metric Im signing up for. Email: Business email address Sign me up! The best marketers sell every day of their lives. Your high-value prospects want empathy, commitment and ongoing investment in their success. Whats our goal? Thats the future.
A well-designed and carefully calculated loyalty program can be a game changer for brands looking to maximize their return on investment through customer engagement. The prospect of earning rewards motivates customers to choose a particular brand over competitors, especially when they are close to reaching a reward threshold.
We leave it up to them to figure out what they should be thinking about, who should be involved, and how they build consensus and support around a decision. When I started selling, I was fortunate to work for an organization that did not discount, period! The post Games Sellers Play, Pricing/Discounting!
The Gist: Most discovery is too shallow to create much value for your prospective clients. Identifying a prospective client’s problem is a tried and true approach, the core of legacy solution selling. By moving the conversation up a level or two, you change the nature of the contest.
Focusing solely on the quick sale burns through pipeline leads faster than you can replace them, leaving you on a perpetual hamster wheel of prospecting just to stay afloat. It's time to talk about the long game, because building real relationships is where sustainable revenue lives. This approach is financial suicide.
But the irony is that in selling to large accounts , sales cycles are typically long and drawn out. And as the calendar pages turn in major account pursuits, doubt, uncertainty, risk, and costs add up. The strategy of mapping organizational “Ducks with Ducks” can be game-changing. Or how about attorney-to-attorney contact?
One of the most popular sales resolutions for 2022 will be a commitment to reduce non-selling activity. Did you know that most salespeople spend over 60% of their time not selling. For example, this could be entering in the contact information of a new prospect at one moment, and manually prioritizing outreach at another.
Youre selling something to someone who just wouldnt budge. Somehow, the deal slips through your fingers, and so does the prospect. If I just described a familiar struggle one you might know all too well Im here to share a solution that might be the answer to your prayers: Gap selling. Table of Contents: What is gap selling?
Product or service confidence means that the salesperson honestly believes that what they are selling can make life better somehow…even if just in a small way. A personable salesperson is respectful, patient, easy to talk to, and picks up on social queues (just to name a few). Here are 9 sales statistics just on following up: .
Prospect find quiz. Prospect takes quiz. Prospect is prompted to enter their email address to get their results. Prospect becomes a lead. It’s better for high-ticket quizzes where you’re trying to learn about or pre qualify the prospect and not so great for creating automated personalized experiences. LeadQuizzes.
As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Aggressive, generic offers were just as fruitless, especially when the prospect hadn’t already confirmed their interest in what I was offering. (In
If you saw my Baseline Selling posts on LinkedIn this week (week of July 4th 2025) then this is a far more comprehensive version of three of those short posts. “How did you come up with Baseline Selling?” Baseball and Selling are SOOOO similar, I should combine them. And it was 20 years ago that it hit me.
But not to worry, the additional free time will allow your employees to spend more time actually selling and connecting with prospects. The same goes for eliminating manual data entry which frees up precious sales time for customer engagement. Needless to say, these capabilities are nothing if not game changing.
I woke up to my alarm clock shattering that fantasy. For the other 98%, you’ll need to follow up again and again, communicating key selling points and differentiators, overcoming objections, and most critically, delivering as much value as possible to the prospect.
AI isn't here to replace you; it's here to boost your game. AI is everywhere: in social selling, content creation, automation, to say the least. Feed it your ideal customer profile, and you can have a filtered list of prospects before you even finish your coffee. AI isn't here to replace you; it's here to boost your game.
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