Tibor Shanto

AUGUST 5, 2021

No issue with that, but I prefer to use investment and the financial markets, primarily because of the focus on value. With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. It start with how sellers think about time; which is why in sales, time is value not money.

Objectives and Key Results 293

Objectives and Key Results CRM Sales Prospecting 293

ClickFunnels

AUGUST 9, 2021

The post 8 Sales Prospecting Ideas To Boost Sales & Conversions appeared first on ClickFunnels. Before you can make a sale, you have to prospect. Shoved into just a single word — “ prospecting ” — you might think that the concept is simple. Learn How to Build a HUGE List of Your Dream Customers (Free Training)!

Conversion 246

Conversion Prospecting Cold Call Sales 246

Tibor Shanto

JULY 20, 2021

One of the reasons I like sales is you don’t need an MBA to succeed. Mostly because it is about what you do, not about what you think or believe. Which is why it is a surprise that many who avoided academic endeavours in the past, want to do so much research. I’ll follow up by asking “for prospecting and selling?”

Appointment 321

Appointment Education Prospecting Meeting 321

Partners in Excellence

FEBRUARY 29, 2024

I had a fascinating conversation with an outstanding sales person today. We were talking about his prospecting challenges. He was very focused on the customers and people he was prospecting. He leveraged trade shows to meet people, then followed up with prospecting notes. How do you know if he cares?

Pitch 127

Pitch Prospecting Start-ups Conversion 127

Veloxy

JANUARY 19, 2022

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. Why do you need a first impression for cold calling ? Rather, let the results, numbers, and value do what most mere names cannot—close the deal!

Cold Call 358

Cold Call Territory Quota Up-sell 358

Partners in Excellence

DECEMBER 26, 2023

And regardless what we do, we never will. Whatever time we tend free up, is immediately filled with something else and we become time poor, once again. If I think, for example, the evolution of “prospecting letters.” ” I started in sales, about 5 years before emailing became popularized.

Follow-up 135

Follow-up Prospecting Conversion Technology 135

Partners in Excellence

OCTOBER 25, 2023

Not long ago, I was speaking with a group of sales managers. They weren’t great, but they were better than most I see. I asked them, “What’s happened on those action plans? What progress are your people making, where do they need help?” No one follows up to see, “What happened?”

Follow-up 116

Follow-up Pitch Meeting Pipeline 116

SaaStr

MAY 13, 2024

I’ve re-learned something about marketing every year working on the SaaStr Annual for 10+ years. How is this possible? What I’ve learned from sponsors at the Annual is that folks that know how to do field marketing well — crush it with 10,000+ SaaS CEOs, founders, VPs, etc. in attendance.

Quota 87

Quota Pipeline Follow-up Start-ups 87

Martech

DECEMBER 5, 2023

A successful cold email program — or “prospecting,” if you prefer — takes careful handling. Do people even do that anymore?) Email automation can help you speed up the process of sending cold emails, but you have to be wary of sacrificing authenticity for scale. What would you do with this email?

Pitch 107

Pitch Contact Follow-up Clients 107

Salesforce

SEPTEMBER 26, 2023

You’ve done your customer research, made prospecting calls, and connected with a potential buyer. But do they really want to buy, or are they just window shopping? Read on for the five signals most reps miss, and how to use them to get to close faster. But how do you know if they are interested in what you’re selling?

Contract 119

Contract Negotiate Follow-up Contact 119

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. My wife thought I would enjoy a book she found at the airport bookstore and I agreed that it looked compelling. As a detective, he always followed the evidence to find the truth. It will be worth it!

Process 133

Process Pipeline Sales Gaming 133

SalesProInsider

FEBRUARY 8, 2023

What’s your mindset around follow-up efforts for reconnecting with prospects who have stopped responding? What about those who haven’t followed through on the actions that they said they would? Do you get into a mindset of negativity? Do you feel frustrated that you must keep chasing them?

Follow-up 133

Follow-up Prospecting Pitch Start-ups 133

Search Engine Land

MAY 2, 2024

When I audit the Google Ads programs of new and prospective clients, I still find some without a YouTube advertising component. billion, up by almost 8% from the previous fiscal period – an indicator that more and more advertisers are adding YouTube ads to their marketing mix. They’re not sure how to get started.

Campaign 103

Campaign High impact Clients Growth 103

Salesforce

OCTOBER 10, 2023

It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. See how it works What is a sales cycle?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Salesforce

FEBRUARY 2, 2024

You feel like you’ve got a firm grasp on your prospect and their pain points. You sit down to write an email that perfectly outlines how you can help them meet their goals, and you hit “send.” Getting ghosted by prospects can be one of the most disheartening parts of a seller’s job. You’ve done your research.

Pipeline 105

Pipeline Sales CRM Quota 105

SalesProInsider

APRIL 30, 2024

“How are you today?” How has your day been so far in the new location?” “How How are the kids?” What do you think about those questions? That’s why the initial questions in any conversation, especially in a prospective client conversation, need to be SMART! I call these Connection Questions.

Sports 62

Sports Conversion Networking Pitch 62

SalesProInsider

JANUARY 10, 2024

Ahhh, the excitement of a prospective client sales conversation: Finally, someone is interested in you and your services! How can you follow-up and be there for them when they are ready to take the next step or talk again? How can you follow-up and be there for them when they are ready to take the next step or talk again?

Follow-up 71

Follow-up Prospecting Appointment Campaign 71

Partners in Excellence

SEPTEMBER 14, 2023

Constantly doing email and social outreach, is unrealistic and unreasonable. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. There are meetings to develop and execute strategies to respond to specific customer and prospect issues.

Sell 139

Sell CRM Technique Territory 139

Highspot

MARCH 21, 2024

We’ll explore how to craft good sales emails that get opened and inspire action, all while introducing four metrics to measure sales email success. It’s ideal for reaching newly discovered prospects, assessing their interest, keeping in touch, or arranging meetings. A recent McKinsey & Co. Send a promo email.

A/B testing 96

A/B testing Sales Follow-up Click Through Rate 96

Salesforce

JANUARY 3, 2024

We’ve all had to put up with pushy salespeople. I used to be one. Early in my career, I worked for a company that encouraged its salespeople to push for an immediate close, and it was soul-sucking. I’m grateful to have found a better way to sell — one that builds mutually beneficial long-term relationships.

Pitch 109

Pitch Sales Prospecting Clients 109

SaaStr

APRIL 8, 2024

It’s not always ideal, but I get it. First, if you were good at PLG, you’d already be doing it. How does it magically get you new users and leads? Doing lots more content marketing. Yes, do this better. Doing a podcast. And how are you going to get anyone to really listen, anyhow?

Pipeline 103

Pipeline Growth Campaign Prospecting 103

Gong.io

AUGUST 24, 2021

This article is part of the Gong Labs series, where I publish findings from our data research team. Subscribe here and follow me to read upcoming research. Three days ago, I sent a flawless cold prospecting email. . I knew I’d get a reply. . I knew I’d get a reply. . But… none came. .

Follow-up 164

Follow-up Real Estate Meeting Sales 164

Martech

MARCH 4, 2024

It allows companies to set up campaigns that run on their own without further human intervention. If people follow procedure (good luck on that), the errors will be caught and corrected before they go live. Somebody who gets an email with the subject line “Hi Good prospect from the annual meeting” will forward it to customer service.

Campaign 120

Campaign Cross-sell Contact Follow-up 120

SalesProInsider

NOVEMBER 15, 2023

That’s how I started the first article in this two-part series about the most boring habit. I covered the first level in the previous article. Where do you begin? Consider the following: Is your space set up in such a way that you won’t be preoccupied, distracted, or interrupted during the conversation?

Appointment 111

Appointment Conversion Follow-up Start-ups 111

Search Engine Land

MARCH 20, 2024

So, if you’re a PPC expert looking to tie your campaigns to other marketing efforts, here are four ways to start doing that. If this is what you’ve been doing, stop and schedule some time with the paid social team to address the following: If you can edit and write new copy, your platforms should be aligned on key phrases and approaches.

Campaign 100

Campaign Strategize Follow-up Consult 100

Salesforce

JANUARY 24, 2024

Ask a sales pro if they want to do some cold calling, and you’ll likely get some form of, “Do I have to?” That prospective customer is identified typically based on online research designed to find individuals or businesses that match a company’s buyer persona. But that’s not the only reason to pick up the phone.

Cold Call 69

Cold Call Prospecting Objectives and Key Results Sports 69

Adaptive Business Services

JANUARY 24, 2024

Dating back to 1977, my entire career was as a B2B sales rep or I was managing a B2B sales team. As a salesperson, I was first introduced to the predecessor of today’s Nimble CRM … the tickler file. A prospective client had a 3×5 card, generally with their business card stapled to it, and this was used to keep track of activities.

CRM 71

CRM Commission Territory Repeat business 71

Understanding the Sales Force

FEBRUARY 6, 2024

My wife and I have been known to binge-watch a TV series now and then, and this weekend, we watched the first three seasons of The Chosen. I’ve written hundreds of articles with analogies to sales using athletes, musicians, actors, CEOs, politicians, inventors, songs, movies, TV Shows and their leading characters.

Sales 104

Sales Construction Up-sell Promote 104

Partners in Excellence

APRIL 6, 2022

Here we go: You are a seller, you get a notification that I have downloaded a research report offered on your website. When you call to me to follow up, what do you think I might be most interested in? A: My interest in the market research and whether I might want to learn more. B: Your products.

Follow-up 133

Follow-up Prospecting Start-ups CRM 133

Partners in Excellence

FEBRUARY 1, 2024

I wrote a post, “ Sellers, Are You Really Interested In Selling ? I’m obsessed with selling—all things selling. I’m obsessed with selling—all things selling. I’m driven to find and close deals. I’m driven to help clients address really tough problems.

Sell 105

Sell Up-sell Start-ups Follow-up 105

Martech

DECEMBER 27, 2023

1: Set up your mailbox Think about how you as a sender are perceived. Here’s how: Use the “normal” email name Ditch the generic “no-reply” addresses — they scream automation and do little to inspire trust. We’d like to know how it’s been for you. No wonder many companies go for automation.

Follow-up 126

Follow-up Contact Trust CRM 126

Martech

NOVEMBER 6, 2023

Let’s explore how we mastered this and how you can apply our insights to your strategy. Here’s how to calculate it. But if you’re seeing 6%–15% or higher, you’re doing exceptionally well. To measure it, follow this formula: For instance, 80 positive reactions out of 150 signify a 53% engagement rate.

Appointment 117

Appointment UX Objectives and Key Results Gambling 117

Search Engine Land

APRIL 15, 2024

In this article, I will outline a process that shows you exactly how to do that and provide a simple template you can fill out to take your content to the next level. Spambusters At the time of writing, Google is doing some major spring cleaning to tackle some of the spammy, low-quality content littering the search results.

Process 114

Process Objectives and Key Results Angle Follow-up 114

Salesforce

JANUARY 29, 2024

A good email list brings in new prospects, increases engagement with your community, and provides you with valuable customer and performance data to keep refining your efforts. Let’s break down the basics of email list building: why you should be doing it and how to get started. How do you maximize the value of your email list?

CTR 124

CTR CRM Promote Campaign 124

Partners in Excellence

MARCH 10, 2024

Preface: I’m departing from my normal process of introducing a new story about selling. I’ve told the story of a variety of others. But of all the stories I’ve read and that I anticipate reading, this is the most impactful. It’s caused me to reflect and look deeper into myself than I might have.

Sell 120

Sell Up-sell Start-ups Growth 120

Search Engine Land

AUGUST 31, 2023

How trust is built There’s a trust equation that includes three important components leading to trustworthiness: Credibility : Do you have the knowledge or capability to execute or provide relevant information. I can trust what he tells me about SEO, he has deep experience in this area.” I can trust them with this project.

Trust 127

Trust Clients Referrals Contract 127

Partners in Excellence

MARCH 8, 2024

I get a note from Ron. It’s about something he’s observed in his work, it may be something I’ve written that has generated more ideas. One of the ideas that struck me in his story is, “When I recommend solutions that solve problems, it’s exciting and rewarding. ” Why am I so interested in selling?

Sell 73

Sell Retail Commission Territory 73