A Sales Guy

JULY 28, 2015

In this take, I break down how to get sales and marketing the same page, what to do when a prospect goes dark. Do you have any questions for me? #heykeenan Take 8 is out. I’m also giving away some free swag. Hit me up on Twitter or Facebook with the #hashtag #heykeenan.

Sales 115

Sales Prospecting 115

A Sales Guy

JULY 6, 2017

There almost always seems to be a discussion or debate between what qualifies as an opportunity in sales. The definitions of what makes a sales opportunity a sales opportunity are robust and varied. It doesn’t matter what else is present; it’s not an opportunity if this element is absent. That’s it.

Sales 99

Sales Prospecting Up-sell Presentation 99

Miller Heiman Group

FEBRUARY 19, 2019

Have you ever had a prospective B2B customer suddenly go dark? You likely feel frustrated and nervous, as you may have spent as much as five months in the sales process with this prospect. Let’s explore five essential strategies for staying proactive when prospective customers suddenly go dark. colleagues.

Prospecting 55

Prospecting Customers Consult Contact 55

Sales Hacker

SEPTEMBER 29, 2021

As a sales leader, your prospects mean everything to you. Even when your reps get a conversation started, prospects are prone to ghosting. After prospects reply to the rep’s initial email, only about half will respond again. So how do you re-engage? It’s chasing after buyers even when you think they’re lost.

Prospecting 88

Prospecting Referrals Follow-up Up-sell 88

Sales Pop!

APRIL 30, 2022

I’m here to tell you why it’s crucial that you do, and help you dismiss any reasons not to. When I first came to the United States from Austria many years back, we didn’t have navigation systems. Sure, you can do so, but it’s painful, and certainly not logical. Driving Without Navigation. It was stressful to say the least.

Pipeline 98

Pipeline Customers CRM Appointment 98

SaaStr

JANUARY 25, 2023

When these areas come together as a single team, everyone should begin seeing themselves as one, pushing towards the same goal, and taking collective responsibility for the company’s wins and failures. Doing this helps them see their role in the revenue-generating flow of the company. This structure drove the company to a $2.5

Objectives and Key Results 86

Objectives and Key Results Customers Teamwork Drivers/motivators 86

Sales Hacker

AUGUST 16, 2019

B2B buyers are now in control of the information flow during the buying process, leaving sales and marketing teams to operate in the dark for most of the journey or the “Dark Funnel.” Sales and Marketing alignment is hard when we are all fumbling around in the dark with data that we don’t even trust. . Transparency.

Pipeline 70

Pipeline Trust Sales B2B 70

Heinz Marketing

FEBRUARY 7, 2022

This week’s show is called “How the Dark Web Can Shine a Positive Light on Your Sales Pipeline” My guest is Eric Wittlake , Sr. Join the discussion with us to unpack what the dark funnel of B2B marketing is and its relationship to a buyer’s journey. By Matt Heinz , President of Heinz Marketing.

Pipeline 52

Pipeline B2B Sales Start-ups 52

Search Engine Land

DECEMBER 22, 2022

Many are simply unable to share their work even when it’s successful. Or do we have an internal problem aggravating the situation? When even presidents provoke people online to get attention, how is everybody else meant to stay civil in day-to-day conversations? So what is the logic behind them, then? How stupid!”

Clients 99

Clients Real Estate Follow-up Growth 99

Veloxy

OCTOBER 29, 2021

As you and I both know, there are thousands of professions that require a human touch. Sales is near the the top of that list. In order for salespeople to succeed, they must be proficient at establishing and nurturing value-driven relationships. The question now becomes, how does Sales Artificial Intelligence fit into all this?

Non-Profits 223

Non-Profits Sales CRM Pipeline 223

SaaStr

FEBRUARY 21, 2024

Welcome to the latest installment of our “ What’s New ” series where SaaStr founder and CEO Jason Lemkin sits down with some of the top leaders and founders in SaaS and Cloud to discuss What’s New and what should be top of mind for fellow founders. How Do You Decide Who to Partner with? Otherwise, it falls apart.

Cross-sell 78

Cross-sell Strategize Campaign Education 78

Lead Fuze

JANUARY 2, 2024

That’s where automated lead generation steps into the spotlight, transforming those elusive prospects into tangible opportunities. But imagine cutting through the clutter of cold calling and endless email lists; that’s what automating your hustle can do for you. Table of Contents: What is Automated Lead Generation?

Lead generation 52

Lead generation A/B testing Cold Call Technique 52

Hubspot

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Even if you do get your prospect’s attention, you can’t expect them to read your long, fluffy emails filled with the buzzwords of the day when they have many other emails to open. It should grab them.

Clients 69

Clients Objectives and Key Results Prospecting Sales 69

A Sales Guy

SEPTEMBER 22, 2016

As more and more people abandon the phone, email has become our go-to communication tool, yet most sales people suck at emails and so do their marketing department. As more and more people abandon the phone, email has become our go-to communication tool, yet most sales people suck at emails and so do their marketing department.

Prospecting 122

Prospecting Presentation Cold Call Meeting 122

Outreach

MARCH 15, 2018

You legally cannot continue to cold email this prospect or you will be out of compliance with CAN-SPAM laws. Objections - Your prospect replied to your email only to let you know that they don’t have budget. When can we meet?” Everything you do should be optimizing for this reaction. I know - this is sales sacrilege.

Legal 83

Legal Prospecting Meeting Conversion 83

Hubspot

OCTOBER 31, 2022

In this guide, you’ll learn how to approach networking and what mistakes to avoid. What is sales networking? Don’t shoot in the dark. When you have your list ready, get in touch with your first-degree contacts to ask for an intro. The best way to tackle this challenge is through effective sales networking. Image Source.

Networking 69

Networking GTM Referrals Tradeshows 69

A Sales Guy

SEPTEMBER 22, 2016

As more and more people abandon the phone, email has become our go-to communication tool, yet most sales people suck at emails and so do their marketing department. As more and more people abandon the phone, email has become our go-to communication tool, yet most sales people suck at emails and so do their marketing department.

Prospecting 115

Prospecting Presentation Meeting Sales 115

Sales Hacker

SEPTEMBER 15, 2021

It’s impossible to provide great coaching for reps when you see such a small portion of their work. Old school coaching feels like working in the dark. What I needed was a way to analyze 80, 90, or 100% of my reps’ conversations — and I found it in Buyer Sentiment Analysis. When can we meet?” I’m sorry, but it is.

Objection handling 88

Objection handling Sales Price Prospecting 88

ConversionXL

APRIL 14, 2021

Like everything in the digital world, traditional prospecting is undergoing a big transformation. Picking up a phone and cold calling (or emailing) is just not as effective as it once was—you need to be smarter both when it comes to which users you’re engaging and what kinds of messages you’re using.

Prospecting 141

Prospecting CTR Objectives and Key Results Cold Call 141

Sales Hacker

APRIL 5, 2019

After all, it’s both awkward and confusing for a prospect to go dark ! Fortunately, it is possible to keep prospects engaged. Keep reading to learn a simple 7-step process to do just that. One member of the group had just experienced an extreme case of ghosting with a hot prospect. Why Ghosting Is Such a Problem.

Prospecting 103

Prospecting Contact B2B Service 103

SaaStr

APRIL 14, 2020

Here’s a quick summary of what those findings were: Now for the good news. When we looked closely at our top-performing customers , they shared striking similarities that led them to be both more confident and better prepared to meet or even exceed their quota compared to other sales teams. Treat deals as dynamic. On average, 7.59

Trust 91

Trust Construction Legal Finance 91

Lead Fuze

JULY 13, 2021

Sending one of these common templates might immediately repulse your prospect. Sometimes the best way to learn is by knowing what NOT to do. . Right when you see the first sentence, especially if you are viewing on mobile, you immediately know you can skip this email. Your prospects will respond to you better.

Lead generation 98

Lead generation Follow-up CRM Contact 98

Lead Fuze

JANUARY 2, 2024

But what if there was a way to not only catch but attract swarms of hungry visitors? Table of Contents: The Role of AI in Modern Keyword Research What Is an AI Keyword Generator? How do you use ChatGPT for keyword research? What Is an AI Keyword Generator? What Is an AI Keyword Generator? Ready for takeoff?

Niche 52

Niche Engineering Technique Contact 52

Sales Coach Dew

MAY 4, 2020

We’ve had to adapt to a whole new way of doing things—in business and in our personal lives. It may be completely new to you, but you can prospect, sell, and lead meetings over video conferencing services effectively. But guess what? Also, when someone else is speaking in the meeting, mute yourself. You look great!

Meeting 52

Meeting Presentation Up-sell Start-ups 52

Openview

OCTOBER 31, 2018

He asked great questions, talked about my goals, what I was looking for, what I wanted to see in their technology, etc. Which is when he told me it wasn’t his job and that he’d have to get me scheduled with an Account Executive because he wasn’t allowed to show me. Then I asked to see the technology.

Process 110

Process Sales Technology Technology 110

SalesFolk

AUGUST 28, 2017

When your leads lists are hundreds, or even thousands, strong, it’s impossible to research and address the specific business challenges of every single contact. When you need to address a large audience, it’s easy to fall into the trap of thinking generic is better, whether it’s with the benefits you mention or the sentences you write.

Prospecting 89

Prospecting Real Estate Appointment Lead generation 89

Sales Hacker

OCTOBER 14, 2020

Sales is the somewhat dark art of convincing people to buy stuff. But the problem is that many people, including a lot of salespeople, do see sales that way. What exactly are you wanting your people to do that they’re not already doing? And, what’s in the way of them doing it? ”.

Sell 98

Sell Clients Sales Consult 98

The 5% Institute

APRIL 20, 2020

Selling strategically is a smarter way to sell, because when done correctly – it’ll single you out from your competition in a good way. In this article, you’ll learn what selling strategically means, as well as our five tips to help you close more sales and make a bigger impact. Selling Strategically Tip #1 – Do Your Research.

Strategize 98

Strategize Sell Technique Clients 98

ConversionXL

MARCH 18, 2019

In fact, 94% of buyers go online to evaluate what their peers say about a product or service before deciding. In fact, 94% of buyers go online to evaluate what their peers say about a product or service before deciding. So what’s going wrong? But what’s the potential impact? What happens when you get case studies right?

B2B 134

B2B Transportation Objectives and Key Results Trust 134

Openview

DECEMBER 8, 2017

But those deep probing questions are vitally necessary to the business’ success and ability to pivot when needed. Board members tend to ask questions like: Why do we win? Why do we lose? What are the win/loss drivers in each deal? What are we going to do about the reasons we lose? Why Board Members Dig Deep.

Drivers/motivators 71

Drivers/motivators Sales Prospecting Conversion 71

Hubspot

NOVEMBER 16, 2023

Her talk was on customer connection in the new era — how information has transformed into intelligence, and how this intelligence is what allows you to connect with your customers. This is what I’ve been saying for a large part of my career, and why I enthusiastically took on the role of Strategy & Evangelism at nearbound.com.

GTM 56

GTM Trust Cross-sell CRM 56

Lead Fuze

SEPTEMBER 30, 2023

Ever felt like you’re trying to hit a moving target in the dark? That’s what outreach can feel like sometimes. What you’ll find are practical tips on using AI to boost your sales platforms and automate those tasks you’d rather not do. What is Outreach AI? How to Use AI for Digital Marketing?

A/B testing 52

A/B testing Objectives and Key Results Sales Gaming 52

Sales Hacker

SEPTEMBER 13, 2019

To figure out what’s working today, we partnered with Outlaw to survey top sales professionals to get their best tips. To figure out what’s working today, we partnered with Outlaw to survey top sales professionals to get their best tips. What We Discovered. Nearly a fourth (23%) prefer to email prospects.

Closing 78

Closing Quota Pipeline Negotiate 78

Hubspot

JANUARY 6, 2021

You know how the typical prospect goes from an email address in your CRM to a paying customer. You've trained your salespeople on the key actions required to move prospects from stage to stage. But how do you know if it's actually working? What factors should you be taking into account? Sale cycle length.

Process 98

Process Pipeline CRM Contact 98

Score More Sales

MARCH 14, 2014

The number of people at your prospect company who are involved in a decision to buy your products and services has increased and often can be 4-7 company representatives. You may have to let someone “sell” on your behalf inside your prospect company – one of the worst things anyone in a sales career can ever do.

Represent 91

Represent Contact B2B Pipeline 91

Heinz Marketing

SEPTEMBER 5, 2022

What to Do With it?! Thank you very much for doing so. By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m We cover a wide range of topics, with a focus on sales development and inside sales priorities. Excited to be here.

Pipeline 52

Pipeline Sales Inside sales Appointment 52

ConversionXL

MARCH 20, 2019

You’ll get an idea of what ABM software can do and how it does it. When should you pick a tool(s)? So which ABM tools do you need to execute a pilot program successfully? You may get what you need simply by pulling data from other martech platforms you already use. Measure how they respond. Image source ).

Real Estate 117

Real Estate Campaign B2B Contact 117