Sales Hacker

NOVEMBER 18, 2020

Prescription without diagnosis is malpractice.” Now, imagine how your prospect feels when, after the barest of discovery , you pull out a full battery of high-priced solutions and long-term binding contracts. You can’t exactly jump on a cold call and ask your prospect, “ How committed are you to solving this problem?

Process 119

Process Customers Prospecting Up-sell 119

Partners in Excellence

JANUARY 3, 2019

With those numbers, to maintain a full funnel, I have to constantly be working 100 qualified deals (As a side note, this means I have to be prospecting 100’s to 1000’s to find those 100 deals. This is simply sloppiness, it’s management malpractice. As a result it’s 10%. Of course we have to have full funnels!

Pipeline 90

Pipeline Quota Gaming Start-ups 90

Sales Hacker

FEBRUARY 2, 2021

Prospecting. Sales prospecting is to find qualified leads that are close to being ready to buy the advertised business or service. Companies start prospecting by formulating an Ideal Customer Profile. So not only do sales reps prospect for new customers, but they also qualify them. Presentation. Handling objections.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Sales Hacker

JULY 23, 2020

The notion that you need to be closing throughout your conversations can annoy and offend prospects so much they may show you the door, close off the videoconference, or hang up the telephone. I have often heard trainers tell salespeople to address prospects repeatedly by their first name. This advice is essentially Sales malpractice.

Cold Call 78

Cold Call Presentation Closing Up-sell 78

SalesLoft

DECEMBER 21, 2019

Known for his bluntness, Mike covers a lot in this Hey Salespeople episode, including what constitutes sales management malpractice, the thing he’s constantly reminding sales leaders of, and why Gary Vee’s message in content may not be applicable to the average B2B salesperson.

Territory 59

Territory Legal Follow-up B2B 59

Hubspot

AUGUST 29, 2015

10) “Today’s prospects want to know the truth, so don’t shade it.”. 23) “In selling as in medicine, prescription before diagnosis is malpractice.”. Jill Konrath will be leading "Optimize Me: Insanely More Productive Sales Strategies". 7) “When you keep it simple, you make it easier for customers to buy from you.”.

Trust 75

Trust Quota Sales Pitch 75

Sales Hacker

APRIL 19, 2018

Oh yeah, the list of words that sell don’t just apply to your conversations with prospects! Being passive and failing to create any level of positive tension is professional malpractice. How can marketing assist you with inviting prospects to events if you don’t bother to put them in the system? Hope is not a strategy.

Objectives and Key Results 85

Objectives and Key Results CRM Pipeline Up-sell 85

Lead Fuze

JANUARY 1, 2022

Need Help Automating Your Sales Prospecting Process? Prospecting. The process of sales prospecting is to identify potential clients who are interested in your product or service. Prospecting starts with a company formulating an Ideal Customer Profile. Presentation. Handling objections.

Commission 52

Commission Sales Cross-sell Pipeline 52

Cience

DECEMBER 16, 2019

Prospects perceive such calls as mass outreach, impersonal, pushy and salesy. Next, comes the silence and the prospect hangs up. They make your sentences long, dull, marketing-ish and ultimately will cause your prospects to zone out. Your prospect has just lost touch with you. Scripts are one-way ‘conversations’.

Cold Call 55

Cold Call Lead generation B2B Objectives and Key Results 55

Cience

DECEMBER 16, 2019

Prospects perceive such calls as mass outreach, impersonal, pushy and salesy. Next, comes the silence and the prospect hangs up. . They make your sentences long, dull, marketing-ish and ultimately will cause your prospects to zone out. Your prospect has just lost touch with you. Scripts are one-way ‘conversations’.

Cold Call 52

Cold Call Lead generation B2B Objectives and Key Results 52

Cience

JULY 25, 2019

Don’t make your prospect wait. There are several questions that most of your prospects/site visitors would ask. By the time the prospect gets to a human being, she/he has already received answers on their most urgent questions. Some of the conversations between your SDRs and prospects won’t happen, that’s true.

Lead generation 56

Lead generation B2B Non-Profits Appointment 56

Heinz Marketing

JULY 8, 2019

They work their ass off and they’ve mastered the fundamentals and they do a ton of work preparing and practicing backstage so they’re ready when they’re front stage, going face to face with a prospect or a client. That is absolutely malpractice to write a prescription without doing a diagnosis. You need this drug.”

Pipeline 59

Pipeline Sales Pitch Angle 59