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.

Objectives and Key Results 307

Objectives and Key Results Drivers/motivators Prospecting Represent 307

Tibor Shanto

JUNE 8, 2021

You are about to cost them 23 minutes of productivity , like it or not. Here are 5 patterns to interrupt in prospecting outreach, phone, email, whatever. Once they figure out it is a salesperson, and that’s early based on many scripts I have review, 70% go into “sales-defence” mode. By Tibor Shanto.

Prospecting 284

Prospecting Appointment Contact Conversion 284

SalesProInsider

APRIL 16, 2024

Yet, that’s what can happen when discussing fees for service with prospective clients. Never Accept This Payment: Promises Won’t Pay Your Bills True story: An advisor in NJ had two great conversations with a prospective client who could not believe the services they would receive working with him compared to another option.

Pitch 126

Pitch Clients Prospecting Service 126

Partners in Excellence

FEBRUARY 29, 2024

We were talking about his prospecting challenges. ” We talked about some of his strategies. 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. “What is he interested in talking about?”

Pitch 133

Pitch Prospecting Start-ups Conversion 133

Tibor Shanto

AUGUST 3, 2021

Given that prospecting is different than sales, they also master the Yin Yang dynamics of prospecting. Successful prospecting is about truly engaging the prospect’s thinking, not their heart. They understand that it is not the words but the impact, and impact is where dynamics play a big role.

Prospecting 284

Prospecting Cold Call Clients Conversion 284

Veloxy

NOVEMBER 16, 2022

Here’s what Kyle tells his clients about cold emails: “ Marketing should only offer advice on length, content, layout. ” Kyle and I know that it’s easier said than done. Don’t bother sending an email, it’s Friday. ” How do you instantly tell the difference between a good cold email template and a bad one?

Cold Call 246

Cold Call Territory Campaign Clients 246

Partners in Excellence

MAY 13, 2024

It seems like everything I read about sales productivity is focused on doing more. But it’s interesting how we fill the time we theoretically gain. It seems we fill the time doing more of that same stuff, rather than doing other things that may be neglected, or for which we have not enough time.

Product 124

Product Sales CRM Technology 124

SaaStr

MAY 1, 2024

Talk for hours about “personas”. Most SaaS companies steer away from phone support in general, and especially for lower-end and trial prospects/customers. They think it is too much work, and too expensive. At scale it can be expensive, no doubt. So when a prospect does, that often means they want to buy.

Conversion 101

Conversion Presentation Prospecting Start-ups 101

PandaDoc

MAY 28, 2024

Sometimes, their product isn’t the best solution, so they find something that works for the prospect. Salespeople gain a deeper understanding of prospective customers, demonstrating knowledge and building trust. Consultative sales emphasize shared values and are about how you can help guide clients to the best solution.

Consult 52

Consult Process Sell Pitch 52

Partners in Excellence

DECEMBER 26, 2023

If I think, for example, the evolution of “prospecting letters.” ” I started in sales, about 5 years before emailing became popularized. To send a prospecting letter, I had to write it in longhand and give it to the “word processing pool.” Time is a problem.

Follow-up 139

Follow-up Prospecting Conversion Technology 139

Partners in Excellence

OCTOBER 26, 2023

We seek, overtly, to pitch our offerings and products to prospects and customers. Recently, my good friend, ChatGPT had a discussion about pitches. ” In the Middle Ages, it evolved to refer to setting up a stall or spot where one could sell goods, as in “pitching” a tent or stall in a market. It is one way!

Pitch 129

Pitch Up-sell Promote Prospecting 129

Salesforce

JANUARY 3, 2024

Early in my career, I worked for a company that encouraged its salespeople to push for an immediate close, and it was soul-sucking. A sales pitch is a script or quick message that lets you share critical information about your product or service with a potential buyer. A sales pitch should focus on your prospect and their needs.

Pitch 109

Pitch Sales Prospecting Clients 109

Partners in Excellence

APRIL 18, 2024

It was, yet another, discussion on “sales math.” It reported win rates declining from 2022 to 2024 from 23% to 19%, with win rates for deals with ACV over $100K declining from 18% to 16%. First, there appeared to be no “shock and awe” about these data points. The data, by itself, is stunning.

SQL 125

SQL Quota Presentation Prospecting 125

SalesProInsider

MAY 15, 2024

Yet, that’s what can happen when discussing fees for service with prospective clients. Never Accept This Payment: Promises Won’t Pay Your Bills True story: An advisor in NJ had two great conversations with a prospective client who could not believe the services they would receive working with him compared to another option.

Clients 62

Clients Pitch Prospecting Service 62

Hubspot

MAY 27, 2024

I‘m sure you’ve read plenty about the value of qualities like empathy, ambition, and confidence throughout your career — but you didn't click on this headline because you want to hear more about those conventional, played-out traits. No, you're here for some novel, wild, “Who'da thunk it?” Now, did you?

Sell 59

Sell Pitch Sales Clients 59

SalesProInsider

OCTOBER 4, 2023

That’s what we want with our prospective clients! Right-size all we do to show the good fit for the prospect. We need to right-size certain aspects of our process to make it relevant, comfortable, and focused on what they need, when they need it, and how they need it to make that decision. Think about it.

Conversion 116

Conversion Clients Pitch Prospecting 116

Partners in Excellence

MAY 16, 2024

” It always comes from people with a specific agenda. It seems to strengthen whatever position they want to take, and some are valid, the primary argument is to declare “Cold Calling Is Dead.” According to them, it’s all about random outreach and random calls. Others promoting social engagement.

Cold Call 126

Cold Call Technique High impact Pitch 126

Martech

APRIL 19, 2024

And social media is a good place to start if you’re looking for consumers who are thinking about researching and buying products. According to Statista , average daily social media usage worldwide was 143 minutes per day, as of 2024, or about 2.5 An instant form lead gen ad. More questions? More personal questions?

B2C 110

B2C Lead generation B2B Campaign 110

Partners in Excellence

OCTOBER 9, 2023

Last week, I had the privilege of speaking with Howard Dover’s Digital Prospecting Class at UTD. I had no prepared materials, it was a Q&A about how to connect with prospects more effectively. They realized it would enable them to engage prospects in more impactful ways, focusing on what they cared about.

Customers 124

Customers Prospecting Clients Up-sell 124

Search Engine Land

MAY 20, 2024

However, I have found the framework incredibly useful for content ideation, with customer fit and value at the heart of the process (as it should be). To help you put this into practice, take a copy of this templated worksheet and use it each time you need to generate some more ideas. Typically, this relates to products or services.

Non-Profits 110

Non-Profits Drivers/motivators Finance Service 110

Partners in Excellence

NOVEMBER 28, 2023

One of my favorite songs, as a kid, was Carly Simon’s “You’re So Vain… ” It was not only a great song, but provoked decades of discussion about who she was singing about. We think our customer care about us–they obsess about our companies, our products, and how great we are.

Manufacturing 126

Manufacturing Finance Presentation Technology 126

SalesProInsider

NOVEMBER 8, 2023

Because of that you may want to close it out and watch more rescue dog videos (oh, maybe that’s just me). It’s a message about preparation and making the time to ensure that what you’re about to do will be correct. It’s about not wasting valuable resources by doing “it” wrong and being unable to “undo” it.

Conversion 105

Conversion Pitch Prospecting Drivers/motivators 105

Martech

NOVEMBER 29, 2023

Marketers who think of their customers’ and prospects’ best interests in everything they do tend to create marketing that resonates better and is overall more effective. While most marketers believe they’re customer-centric, certain behaviors demonstrate it. Let’s look at five ways to prove your team focuses on customers.

Customers 94

Customers A/B testing Campaign Up-sell 94

Salesforce

OCTOBER 10, 2023

Think about the last time you watched a football game. 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. Let’s take a look at the stages of a sales cycle, and how you can use it to secure regular deal wins. Probably not.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Partners in Excellence

NOVEMBER 29, 2023

” We train people to provoke a conversation about a critical issue, but we don’t give them the skills to actually have the conversation. They don’t know how to drill more deeply into the issues, or to how to challenge their thinking. For example, some years ago, someone was prospecting me.

High impact 131

High impact Pitch Conversion Prospecting 131

Martech

DECEMBER 5, 2023

A successful cold email program — or “prospecting,” if you prefer — takes careful handling. It’s like calling someone you’ve never met to arrange a dinner date. (Do ChatGPT and other writing bots can give you workable first drafts that you can tweak to match your prospects. It’s not apparent that this is what your company does.

Pitch 111

Pitch Contact Follow-up Clients 111

SalesProInsider

NOVEMBER 15, 2023

That’s how I started the first article in this two-part series about the most boring habit. And it’s the ONE key habit you should develop to have better sales conversations and success. The second layer of preparation is about the moments and minutes immediately before you initiate the conversation. “Measure twice, cut once.”

Appointment 111

Appointment Conversion Follow-up Start-ups 111

Partners in Excellence

JANUARY 30, 2024

It’s Monday morning, I’ve just cleared my email and social feeds. Then, too many of us turn around and inflict bad outbound prospecting on our own victims. 100% of the prospecting messages I see are product focused. Until they care about it, they don’t care about it!

Product 105

Product Sell Pitch B2B 105

Partners in Excellence

MARCH 8, 2024

He is probably one of the deepest thinkers on connecting in meaningful ways about trust. But I also know something about Charlie that very few people know. He loves responding to the worst possible prospecting emails possible. I hope it’s self-evident at this point. Charlie has been a friend and mentor of years.

Sell 80

Sell Non-Profits Trust Consult 80

Partners in Excellence

JANUARY 29, 2024

It was a provocative outreach. We think you can be doing better……” Intrigued, it was an important issue (it always is for small businesses), I responded, “What causes you to say we face that issue and can do better? I’d love to learn more about what causes you to say this?

Start-ups 81

Start-ups Conversion Pitch Prospecting 81

Martech

FEBRUARY 20, 2024

Yet, a truly good CTA isn’t just about personalization. It should answer the question, “Now what?” It should pique interest and entice the reader to discover what happens next. It should be tailored to your recipients’ needs and resonate with them. Keep it short, sweet, and to the point. Connection.

B2B 104

B2B Prospecting A/B testing Click Through Rate 104

Hubspot

JANUARY 7, 2024

If you’re a salesperson and you speak like this, here’s a reality check: It is going to be very, very hard to convince prospects to buy. And prospects don’t buy from salespeople they don’t trust. It’s not easy to build authority, especially if your prospects can’t see you. Tell me about your business pain.”

Sales 84

Sales Education Inside sales Prospecting 84

Understanding the Sales Force

JANUARY 27, 2024

We are only two weeks away from the 2024 Super Bowl and it got me thinking. Wouldn’t it be cool if, instead of the news that currently appears in your feed, or the sports analysis you just heard, you could read the news of your last few days of selling, or hear the play-by-play analysis of your sales call from earlier today?

Sports 73

Sports Cross-sell Gaming Sales 73

SaaStr

MAY 13, 2024

I’ve re-learned something about marketing every year working on the SaaStr Annual for 10+ years. And the other can walk away thinking they have no real leads at all. But then a few that have done ours have told us it was the highest ROI event they’ve done since Covid. How is this possible? in attendance.

Quota 95

Quota Pipeline Follow-up Start-ups 95

SalesProInsider

APRIL 21, 2022

What factor do you think is most important when your prospects make decisions—emotions or facts? Think about this: Even the most analytical people will make an emotional decision and then justify it with facts. What Are Your Prospects Saying? Think about what your own prospects have said to you.

Clients 127

Clients Conversion Prospecting Pitch 127

Martech

OCTOBER 13, 2023

Here is each one with its goals, with each phase being additive. CX may administer and implement the process, but it should be developed as a coordinated marketing program. Then take that figure and divide it by the number of prospects that converted to customers within that month (or the yearly total divided by 12).

B2B 119

B2B Prospecting Gaming Campaign 119

Hubspot

FEBRUARY 12, 2024

Because it’s the right thing to do and in the 21st century — you are only as good as your public persona. Some legacy salespeople think this is a wild attitude. Identify In this stage, salespeople do research to start the sales process with prospects who seem like good fits. The prospect is not in your sales territory.

Process 84

Process Territory Sales Education 84