Understanding the Sales Force

OCTOBER 30, 2023

Team Photo of the American League Champion 1967 Boston Red Sox I frequently write about taking a consultative approach, where listening and asking questions are the keys for successful sales presentations. Salespeople must differentiate between what is important to their prospects and customers, versus what is important only to them.

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Hubspot

OCTOBER 15, 2024

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.

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ClickFunnels

AUGUST 17, 2021

The post The Best Sales Prospecting Tools To Use For Your Business appeared first on ClickFunnels. Sales prospecting can be a great way to get a new business off the ground. Today we are going to take a look at the best sales prospecting tools that can help you to: Find prospects. Reach out to prospects.

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Cerebral Selling

JANUARY 6, 2023

Email prospecting is one of the simplest and most widely-used strategies for generating sales leads. So when it comes to email prospecting, how can you ensure you break through the noise, hook prospects in, and move your deals forward? If you think every email you send to a prospect lands in their inbox, think again!

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Understanding the Sales Force

MAY 15, 2025

There are three primary reasons as to why they start with a pitch rather than taking a consultative approach: Prospects ask, What do you have? Below are some examples of those awful questions and in parentheses, possible prospect responses that can make things worse, not better. or What can you show me?” Do you have a budget? (No”)

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Sales Pop!

OCTOBER 31, 2023

Are you grappling with the challenge of finding the right prospects for your business? In this insightful blog post, we will delve into the world of prospecting, account selection, and the transformative impact of data-driven strategies. Our guide on this journey is none other than Jamie Shanks, the Founder and CEO of Pipeline Signals.

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Prospecting Sell Pipeline Strategize 173

Martech

SEPTEMBER 11, 2024

In interviews, the cynical side of me also picked up that perhaps prospects were requesting they end the conversation — but that might just be me. Prospects have a preference for certain content. Understanding that preference could present an opportunity to do more with less. Even so, here’s the point.

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Sales Pop!

NOVEMBER 30, 2024

Potential territory realignments and new account assignments present both new and foregone opportunities as we proceed laser-focused on our pursuits and clients, those current and those likely to become ours on Jan. In service structure and deployment, how effectively positioned are you for the continuation of the virtual world?

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Transportation Real Estate Construction Government 261

Anthony Cole Training

SEPTEMBER 6, 2024

In fact, many sales proposals are delivered much too soon and inappropriately, often generated because the prospect asked to "see what you can do."

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Sales Presentation Prospecting Process 310

Sales Gravy

MAY 14, 2025

Brian Kemski wants to know how to stop prospects from ghosting him. He asks question that plagues salespeople everywhere: "What can I do about prospects who go through the process, seem interested, and then disappear into the witness protection program after I give them my information?" Create insights they can't get elsewhere.

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Understanding the Sales Force

JANUARY 18, 2025

On Christmas eve or Christmas day, you present the gift. A similar scenario where salespeople spend time getting ready before conducting an act happens with prospecting for new business. Getting ready should take almost no time, and the actual prospecting should take most of the time. Should you have a wish list?

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Veloxy

JANUARY 7, 2025

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.

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Objectives and Key Results Negotiate CRM Sales 130

Martech

SEPTEMBER 5, 2024

In response, vendors have several strategies to get the product in front of prospects. Demos: See the software in action, usually with a product specialist and a seller present. Resistance from prospects to lead generation and sales-led strategies is not uncommon today. We’re starting to see the transition,” he said.

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B2B Non-Profits CTR Click Through Rate 128

Partners in Excellence

NOVEMBER 15, 2024

So how are we to become relevant and interesting to prospects and customers? And in engaging them in these discussions, we can begin asking, “What if… What would happen… Why does this occur… What challenges does it present… ?” It’s all about getting the customers to ask the questions!

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Iannarino

JULY 19, 2021

The idea is that small talk at the beginning of the conversation would help the salesperson connect with their prospective client , making clients more likely to buy. Having established that your company was a perfect fit for the prospective client, the next step is to inform your prospective client about your products or services.

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Anthony Cole Training

MARCH 15, 2024

The first is when you’re trying to secure someone’s time during prospecting, attempting to schedule a meeting on their calendar and obtain a few minutes of their attention. The second occurs when you are delivering a presentation and seeking a commitment or decision.

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Sales Presentation Meeting Prospecting 310

Sales Gravy

DECEMBER 25, 2024

Relentless Prospecting Wins Deals: The deals you close tomorrow start with the work you do today. This year, we discussed the importance of consistent prospecting and how staying disciplined with your outreach pays off. Simplify presentations, eliminate unnecessary details, and provide actionable next steps.

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Iannarino

JULY 4, 2021

The first thing you need to do is to create value for your prospective client. Those intentions are in direct conflict with the prospective client’s needs, especially early in the conversation, so they often lead to lost opportunities. But let’s assume your prospective client is well aware of their situation.

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Sales Pop!

MAY 14, 2024

This decision often comes down to which service is presented in the most clear, accessible, and engaging way. No matter if you’re a yoga instructor, a marketing guru, or a legal consultant, the way you present your services on your site can make or break your business. Making this encounter as impactful as possible is essential.

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Iannarino

OCTOBER 26, 2023

For example, you may have been taught to disqualify your prospective client, ensuring you are only talking to them so you can convert them. In first meetings , many sales reps still use a legacy approach that starts with a presentation about their company, clients, and their solutions, even though they should know better by now.

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Tibor Shanto

AUGUST 17, 2021

Choice Prospecting. As always there is a difference in prospecting and selling. A prospecting call or email is a binary event, you either get the appointment, or you don’t. Present your best option, if the buyer has questions, new ideas, or whatever, you can negotiate down, or up.

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Veloxy

JUNE 24, 2021

You need to exude a calm, confident demeanor when trying to reach out to prospects. If you’re looking to really drive a point home, why not try walking a few steps to your prospect? While prospects are quite focused on what you’re going to say during sales meetings, body language plays a crucial role in the sales conversation.

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Sales Pop!

JANUARY 4, 2022

Consider selling to yourself as the dress rehearsal for the conversation with your next prospective client. You want to address any uncertainties you may have upfront so that hesitation is not front and center upon making the formal presentation. If I am the prospect, would I run away from the idea? How can I overcome the doubt?

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Clients Sell Appointment Negotiate 246

Veloxy

JUNE 23, 2021

If you’ve made in-person sales calls, then you’re probably already comfortable being in a room with prospects. And would you want the prospect to only see part of your face? Start by making sure the room is presentable. Always make sure it presents the image you and your organization want to present. I’d think not.

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Sell Education CRM Up-sell 317

Tibor Shanto

OCTOBER 4, 2021

Specifically, how we use positive data in prospecting and Discovery, in this case the latter. Most use data/stats as an object to be thrown, with the hope the prospect becomes sufficiently impressed to move forward. Data is great, but it is best when used to open structure discussion where the prospect learns in the process.

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Iannarino

JUNE 23, 2021

The Gist: Some salespeople try to acquire a meeting by mentioning their prospective client’s direct competiton. This approach is problematic because it implies that you’ll share confidential information that will somehow benefit your prospective client, making you untrustworthy. The Problem with the Competitor Gambit.

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Appointment Clients Sales Trust 314

ClickFunnels

MAY 6, 2025

Auto Webinars Pre-record your best presentation and let your audience tune in on their schedule. Sales Funnel Stages To reach that final sale, you’ll need to strategically guide the customer through multiple stages of the funnel. Ultimately, you want to turn them into loyal supporters of your brand.

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Iannarino

JULY 28, 2022

Many salespeople underestimate the importance of how they present themselves when they walk into their prospective client's office for a first meeting. The One-Down salesperson will, without meaning to, project that the client will not be able to count on them to help improve their results.

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B2B Clients Presentation Sales 268

Iannarino

JULY 2, 2021

We are going to look at these sources of power to explore their value to us as salespeople, as well as the value each source creates for our clients and prospects. I have a friend who asked me to help him understand why his team was losing deals after being invited to present to their prospective clients. The Big Picture.

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Iannarino

JUNE 24, 2021

The Gist: Advice to “do whatever it takes to win the deal” is presented without the necessary guardrails. In sales, you walk into your prospective client’s office alone, and you are personally responsible for winning their business. When what you’re doing isn’t working, you need to change your approach.

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Sales Cross-sell Clients B2B 337

SalesProInsider

MAY 23, 2025

Todays prospective clients are more time strapped, distracted, skeptical, and overwhelmed than ever. During prospect conversations you, as a financial advisor, may find yourself feeling hurried to rush and quickly share all the value you bring, hoping it will click for your prospect. Prospects feel heard. Be present.

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Martech

OCTOBER 24, 2024

Sales reps might save time on creating presentations with SlidesAI and spend more time on customer visits. uses genAI and machine learning to analyze intent data and tailor outreach to prospects. takes it further by finding prospects and drafting compelling messages based on pipeline insights and earlier engagements. Compelling.ai

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Iannarino

JULY 8, 2021

The Gist: Most discovery is too shallow to create much value for your prospective clients. Finding the presenting problem is now a superficial, commoditized level of discovery. Identifying a prospective client’s problem is a tried and true approach, the core of legacy solution selling. The Explainer and the Explanation.

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Partners in Excellence

DECEMBER 11, 2024

We can track where our customers/prospects are poking their noses on our websites, even other areas they are researching. Our sales dashboards, with all the phenomenal ways they present information, seem to have become the work version of the video games we immerse ourselves in at home. Today it’s amazing.

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Iannarino

MARCH 2, 2023

—The Earl of Chesterfield For as long as anyone can remember, salespeople have been trained to identify their prospective clients’ problems and their implications. This strategy is still effective, as recognizing the prospective buyer's pain points allows for a good and effective sales conversation.

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B2B Contact Clients Entertainment 286

Veloxy

MAY 25, 2021

Our blog post on what to do when a prospect hangs up on you might help you learn how to deal with rejection like a pro. Whether it’s cold-calling prospective clients or following up after a meeting, discipline moves the successful salesperson to get it done and get it done on time. 48% of sales people never follow up with a prospect.

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Veloxy

JUNE 15, 2023

The role of an outside sales rep involves working without a fixed schedule and focusing on building and maintaining relationships with current and prospective customers. One of the greatest challenges faced by outside sales reps is prospecting for leads, which involves identifying potential customers.

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