Search Engine Land

MAY 6, 2024

Mark would often call me his unpaid PR team, but what he didn’t realize is that he “paid” for it with his warmth, kindness and wit. It was so easy to talk about how amazing Mark was when he was standing right there…but now all the words feel like shadows to the bright light he represented to me and so many who knew and loved him.

X-functional 116

X-functional Sports Represent Start-ups 116

Understanding the Sales Force

APRIL 11, 2024

When I first spotted the toad, I thought it was a tiny piece of mulch and didn’t give it a second thought. The data shows it may require you to make up to fifteen attempts before you reach that person but most salespeople give up after four attempts. Let me be clear about what I just said. It’s not rocket science.

Strategize 81

Strategize Pitch Start-ups Gaming 81

Martech

FEBRUARY 1, 2024

Read on and I’ll explain why and give some other tips for better presentations. I worked as a professional comedian for several years (professional meaning people paid me to do it, not that they paid me enough to support myself) in the Greater Boston-Rhode Island area. It was too easy for me to focus on what I did wrong.

Presentation 103

Presentation Clients Meeting Process 103

Veloxy

SEPTEMBER 29, 2022

Yes, these are actual opening lines, unlike other blog posts that give you mere tips. ). Put a smile on your face. It’s human nature to smile when someone is excited to speak with you, and your buyers are no different. I know you told me to follow up in Q4, and we’re a few weeks out from that. Build intrigue.

Cold Call 147

Cold Call Sales Clients Promote 147

Hubspot

JANUARY 9, 2023

In addition, asking about your prospect’s current workload gives you the chance to learn more about them. Rather than giving a knee-jerk response, your prospect will pause and think, “Hmm, how is my Wednesday going?”. They respond, “I’m good, thanks. You say, “I’m good too, thanks for asking.”. Can you help them with any?

Follow-up 79

Follow-up Prospecting Conversion Launch 79

Sales Pop!

APRIL 20, 2024

From there, negative comments may make you feel like it’s time to jump off or quit upon hearing from others, ‘It’s time to give up; you will never make it!’ Imagine how you might feel if you did not give an issue your all to correct it and move on. Being in business can make us feel like every day is a roller coaster.

Growth 75

Growth Drivers/motivators Strategize Presentation 75

SaaStr

APRIL 15, 2021

And they told us the deal was completely approved, AND they’d back us in the market, AND they’d even give us $1m in additional financing to help us. The next day, they called me back. If I had, it would have been short-term smiles traded for long-term disaster. At 0% interest! We’d be on the map, and in business.

Contract 119

Contract Finance Negotiate Price 119

Sales Hacker

JULY 29, 2022

As the manager, your job is to give your lead generators the tools they need to be successful. If you are in a bad mood, you will be lucky to have a prospect approach you let alone give you their full name, address and cell phone number. Front line sales managers are always looking for new and innovative ways to generate leads.

Lead generation 109

Lead generation Contact Angle Follow-up 109

Heinz Marketing

MAY 17, 2019

I don’t think of myself as one of those fussy, needy customers ( you know the kind ), but when I experience poor customer service, sometimes mild indignation rears up in me… and I blame it all on Nordstrom. As a young teen I worked for a lady who when she picked me up for babysitting, was accessorized, perfumed, and dressed to the nines.

B2C 99

B2C Retail Service Contact 99

Anthony Cole Training

AUGUST 11, 2014

It startled me, saddened me and frightened me. It definitely frightened me. I approach Paul one evening at practice, I told him about my sons condition and inquired if there was anything he could sign that I could give to him. As we were beginning practice, Paul walked into gym, saw me and came right over.

Sell 169

Sell Sports Transportation Up-sell 169

Anthony Cole Training

OCTOBER 2, 2013

When I discovered they were from Robbins I thought the sender, my wife Linda, was sending them to me because a) she felt like I needed luck, we needed luck, or b) there was some cool stuff in here about sales or sales management. If you are like me, sorry, you ignore them and move on. Smile when picking up the phone. TWENTY-ONE.

Sales 204

Sales Conversion 204

Hubspot

JANUARY 20, 2020

I think it's impossible to avoid burning out at work, especially if you are passionate and give a lot of energy and time to your career," says Butler. "So Create a "Smile File.". Even when you're successfully executing on hard work, a busy lifestyle can still weigh on you, even if you love your job or company. So why not plan for it?

Technique 97

Technique Drivers/motivators Start-ups Follow-up 97

SalesBlog!

MARCH 15, 2022

Compliments, Giving or Receiving, Can be Hard. Amazingly most of us are uncomfortable with giving and receiving compliments. In giving we somehow feel like we are lessening our own worth. Uncomfortable with giving compliments? Do smile! “A Who doesn’t want to be recognized and complimented? I can tell you I do.

Drivers/motivators 52

Drivers/motivators Contact Closing Conversion 52

Gong.io

JUNE 17, 2021

What do sales and hostage negotiations have in common? . Turns out, a lot more than you’d think. The stakes in a sales deal may not literally be life or death. But success in any negotiation depends on knowing what you’re doing every step of the way. . Know who’s top dog in that realm? Chris Voss. Focus on training . Everything. Now start selling.

Negotiate 133

Negotiate Drivers/motivators Technique Gaming 133

ClickFunnels

OCTOBER 6, 2021

Jordan Belfort and his blockbuster movie, The Wolf of Wallstreet, popularized the idea of being able to sell anything to anyone, a la “sell me this pen.”. The post How To Sell Anything – A Practical Guide To Better Sales appeared first on ClickFunnels. Of course, that’s an oversimplification of the sales process. Know Who You’re Talking To.

Sell 215

Sell Up-sell Negotiate Follow-up 215

SaaStr

JULY 31, 2022

Let me just share one story. They all were warm and smiles in the way that you know they smell money. The first to give me a term-sheet was a newer, more hungry firm. I went back to the VC, and said the deal sounded fair to me, but my existing shareholder / “board member” wanted more. and Web 2.0).

Contract 85

Contract Follow-up Meeting Closing 85

Partners in Excellence

SEPTEMBER 8, 2020

Let me explain myself. They refuse to take feedback (or at least smile, nod, then ignore it.) They say, “Just leave me alone and let me do my job.” They say, “Just leave me alone and let me do my job.” The uncoachable person has made the decision to stop learning and growing.

Cold Call 119

Cold Call Trust Pipeline Follow-up 119

Smart Calling

OCTOBER 4, 2018

The shopkeeper, a petite Italian woman in her 30’s greeted us with a smile and “Buongiorno.”. The shopkeeper, a petite Italian woman in her 30’s greeted us with a smile and “Buongiorno.”. Gianna smiles, “Ahh, so handsome.” Gianna hands me a pair of nice-looking linen shorts. ” I did.

Technique 73

Technique Price Sales Presentation 73

Sales Hacker

MARCH 30, 2022

They must give us their own numbers. As a colleague once told me,” they never believe the R, they only see the I”. It was designed to function specifically in a non-linear process because no sales process is exactly linear. After teaching, training, and implementing N.E.A.T. Selling , we want to share what we have learned. Here’s how.

Sell 94

Sell Cross-sell Negotiate Sales 94

Partners in Excellence

APRIL 12, 2022

When I walk into some high end stores, I’m greeted and asked if I want help; 99% of the time, I smile and say, “No, thank you, I can take care of it myself… ” Even for high end purchases! It’s much easier and faster, plus they don’t have retail outlets close to me.

Retail 129

Retail Tradeshows Territory Gaming 129

Salesforce

JUNE 21, 2022

million smiles around the world, but to its own teams as well. That gives our customers access to care that you would never imagine. That gives our customers access to care that you would never imagine.”. I think it comes down to trust,” Baker told me. Watch the video. Kayla Spicer, Team Captain, SmileDirectClub.

Healthcare 98

Healthcare Launch Manufacturing Technology 98

Partners in Excellence

OCTOBER 7, 2021

first, I have to give credit to the folks at Modern Sales Pros. I’d love to give you my value proposition. It took me a while to figure out what was going wrong. I’d ask all the right questions, smile and nod my head in the right direction. So in fairness, you may want to look at the webinar.

Sales 62

Sales Prospecting Closing Conversion 62

Jeff Shore

MAY 17, 2018

They aren’t any smarter than you, any more talented than you, any harder working than you, and they sure as heck aren’t any better looking than you – so what gives? Here’s what gives. This helps me leave the office relaxed and in control and also allows me to hit the ground running when I return on Thursday. I’ll explain.

Product 128

Product Intrinsic Follow-up Lead generation 128

Anthony Cole Training

DECEMBER 10, 2014

Something happens that is meaningful to me and I feel compelled to write about it. This past Monday was my 60 th birthday and many of my followers and LinkedIn connections reached out to wish me a Happy Birthday. He told me our friend, Scott Lihme, had just passed away after a short, hard fought battle with pancreatic cancer.

Clients 189

Clients Up-sell Gaming Start-ups 189

The 5% Institute

NOVEMBER 16, 2020

Smile and relax. Give a firm handshake. Steps for building rapport with customers. Questions we recommend you use to build rapport with customers. . How To Build Rapport With Customers. What Is Rapport? Those that develop rapport have similar interests, values, knowledge and behaviours. Display A Sense Of Relaxation & Comfort.

Customers 145

Customers Trust Clients Prospecting 145

Gong.io

NOVEMBER 12, 2021

Smile more.”. Allow me to modify — add a few words — to make that statement accurate. Allow me to modify — add a few words — to make that statement accurate. So you want to learn what skills the best-of-the-best sales pros use to close more deals, crush their goals, and make boatloads of cash? Of course, you do.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Hubspot

AUGUST 8, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sales is, in large part, the art of establishing trust in a tight window. A prospect isn‘t going to invest in your offering just because you seem like a decent person who has their best interest in mind. Does Y still make sense?”

Prospecting 65

Prospecting Education Trust Sales 65

Gong.io

NOVEMBER 9, 2020

Follow me to read upcoming research. He replied: They don’t always buy from me, but they always invite me back because they like talking to me. . It occurs at cocktail parties (take me back!) So what gives? My grandfather was a field sales rep for 3M in the ‘90s. . You know small talk. . Or a competitor.

Trust 118

Trust Commission Territory Sports 118

Hubspot

OCTOBER 2, 2017

But before I give you the keys to the castle, let’s look at a typical cold call. (Or Give me two hours and we can get you going -- unless you don't have a budget. If you’re in Alabama, you want to give your business to other Alabamians. But trust me, spending just a minute upfront will make you wildly more successful.

Cold Call 100

Cold Call Hospitality Pitch Territory 100

Jeff Shore

JULY 19, 2018

People don’t walk in off the street simply for the fun of talking with me about why they aren’t going to buy my product or service. In fact, I’ve found that the only people who ever want to talk to me about their purchasing doubts or concerns are people who are actually considering buying. Good News #3: They Are Giving You a Shot.

Price 88

Price Start-ups Service Product 88

Partners in Excellence

JANUARY 17, 2019

” Regina looked at me asking, “What do you mean? Regina always wanted to help them, as a result, in addition to giving fantastic haircuts (I guess it’s styling for others), she makes recommendations for products that might be helpful. Regina (my hairdresser) had just finished with a lady. Do you get a commission?”

Sell 90

Sell Objection handling Commission Appointment 90

Search Engine Land

SEPTEMBER 14, 2023

Most businesses engage their customers with the sincerity of a grumpy teenager forcing a smile at a family photo. If you have fans who sincerely love your brand, they are a lot less likely to churn and leave you for a competitor. Most businesses don’t really think about their customers (let alone their superfans) as a marketing channel.

Niche 135

Niche Intrinsic Campaign B2B 135

Partners in Excellence

MARCH 23, 2020

Let me shift my attention to taking care of our own teams through the crisis. Above all, be compassionate, be available to listen, not just the day you give them the news, but in the days and weeks that follow. The one thing that is more infectious than COVID 19 is a smile. Wipes, hand sanitizer, washing stations, etc.

Trust 110

Trust Represent Start-ups Meeting 110

Sales Coach Dew

NOVEMBER 22, 2021

Recently, I had an experience that reminded me how important first impressions are. Your smile. When I’m the first to show up to an appointment, it gives me control over my first impression—I get to choose where we sit and how I present myself. In addition, being first shows that this meeting is important to me.

Construction 52

Construction Appointment Up-sell Meeting 52

Sales Hacker

SEPTEMBER 28, 2020

You won’t be able to create the distance between where your prospect is right now and where they could be if they don’t give you the engagement necessary to listen. You won’t be able to create the distance between where your prospect is right now and where they could be if they don’t give you the engagement necessary to listen.

Prospecting 125

Prospecting Trust Sports Pitch 125

The 5% Institute

APRIL 28, 2020

Tell me about a time when something went wrong, and you took control. Their response is important because it’ll give you a slight window into how they think. This sales interview question will give you some insight into what kind of manager they’ll be. Tell me about your sales process – what do the steps look like and why?”.

Intrinsic 98

Intrinsic Drivers/motivators Sales Government 98

SalesBlog!

AUGUST 6, 2022

Intelligent foot blitzing (not random door-knocking) can give you that edge over your competition in today’s market challenges. It can give you that personal touch needed to put a potential client at ease quickly that you could never have accomplished with a phone call or email. Let’s Foot Blitz! Presentation ready?

Cold Call 52

Cold Call Appointment Prospecting Clients 52