Martech

OCTOBER 24, 2023

Seventy percent say they’re going to directly message a brand, and 63% said they’re more likely to contact a brand on social during the holidays than at other times throughout the year. The key for brands is meeting customers where they are and avoiding sending too many messages where they aren’t, or where they prefer not to be contacted.

Contact 131

Contact Drivers/motivators Service Customers 131

Iannarino

JULY 4, 2021

Your intentions can spoil the outcomes you hope for by preventing the conversation from being valuable to your contacts. In early conversations, your intentions must focus on creating value for your contacts. When you are too committed to your end goal, you will not create enough value for your contacts.

Contract 333

Contract Contact Clients Prospecting 333

Iannarino

JANUARY 1, 2023

A first meeting is not automatically an opportunity. You need more evidence before you can consider a first meeting to offer more potential. A confirmed second meeting is a positive factor worth considering, but what is often greater proof you have a real opportunity is the presence of a sales champion.

Contact 282

Contact Sales Meeting 282

Iannarino

SEPTEMBER 25, 2022

A long time ago, I noticed that the contacts I called on were not always interested in the meeting they had accepted. The first signs showed up in 2001 when I noticed that there were more stakeholders in meetings. Eventually, I ran into contacts who asked me not to use a slide deck.

Contact 259

Contact Meeting Conversion 259

Veloxy

JUNE 24, 2021

Simply nodding, maintaining eye contact and smiling will help create a receptive and positive atmosphere. . Eye Contact. Non-Verbal Cues to Watch Out For in Meetings. 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.

Cross-sell 287

Cross-sell Technique Pitch Contact 287

Iannarino

AUGUST 29, 2022

You and I are making cold calls to schedule meetings with our prospective clients. We both have the information for the contacts we need, and our company has given us a script to use when calling them. The date on that document is more than a decade old, but both of us use it anyway when we ask for a meeting.

Cold Call 262

Cold Call Contact Clients Prospecting 262

Iannarino

SEPTEMBER 17, 2022

Most of the time, you failed to acquire the meeting, but occasionally, some nice person would agree to your request. Having been told no by the rest of your contacts, you'd look for another contact in another company. You would decide to call these contacts who refused to meet again after two quarters have passed.

Cold Call 245

Cold Call Campaign Contact Meeting 245

Iannarino

MARCH 6, 2023

To do this, the salesperson will need to contact potential customers over time, identifying and scheduling a first meeting with potential buyers. B2B salespeople need to create a pipeline of new opportunities to achieve their goals.

Prospecting 283

Prospecting Pipeline B2B Contact 283

Veloxy

JUNE 23, 2021

Wrap touchpoints around meetings. The main one is to treat video sales meetings like in-person calls. Would you show up to a serious meeting in a t-shirt and baseball cap? Hubspot explains how to set up video for sales meetings. Wrap TouchPoints Around Meetings. 10 Steps to Building a Virtual Selling Team.

Sell 317

Sell Education CRM Up-sell 317

Iannarino

JULY 3, 2021

You are always better off identifying yourself, sharing the reason for your call , explaining the value you are offering in trade for your prospect’s time, and then asking them for a meeting. Do Good Work: Ask yourself if you would appreciate the approach you use to ask for a meeting.

Cold Call 331

Cold Call Pitch Retail Meeting 331

Iannarino

MAY 24, 2022

Asking "Is now a good time," or "Is now a bad time," or any other combination of words that are used to try to deceive the contact is the result of a lack of confidence. It also betrays the One-Down person's belief that they are going to fail to acquire the meeting they need.

Prospecting 278

Prospecting Contact Clients Meeting 278

Salesforce

OCTOBER 30, 2024

This is where AI -powered contact center automation comes into play to help your team work more quickly and efficiently, all while focusing their attention on the customer. Let’s zoom in on eight major contact center automation trends that are already making waves in customer service and are set to get even bigger in 2025 and beyond.

Contact 102

Contact Service Start-ups Conversion 102

Iannarino

OCTOBER 19, 2023

Occasionally, you will meet one of these people in a conversation; other times they could be a contact. Business acumen means understanding how business works, including the vocabulary used and the concepts that provide a foundation for decisions. Even though you sell B2B , you will encounter many people who lack business acumen.

Conversion 265

Conversion B2B Contact Meeting 265

Iannarino

OCTOBER 20, 2023

If your contact already knows everything you tell them, it is difficult to create value for them in the sales conversation. This is one reason why buyers refuse a second meeting with a salesperson. One of the most effective sales strategies is information disparity, knowing what your prospective client doesn’t know.

Strategize 264

Strategize Contact Clients Meeting 264

Iannarino

FEBRUARY 20, 2023

It isn't easy to schedule a meeting with your dream client. If you are in an industry where you must practice competitive selling , you are not the only B2B salesperson asking for a contact’s time.

B2B 259

B2B Contact Sales Clients 259

Iannarino

DECEMBER 4, 2022

Various studies show that they spend about 35 percent of their total time on sales and the rest on administrative tasks and meetings with people other than contacts or clients. There is research indicating that salespeople spend very little time actually selling.

Contact 263

Contact Clients Meeting Sell 263

Iannarino

JULY 22, 2021

In sales, the mounting evidence of one inflection point was mostly unrecognized around twenty years ago, except by those who noticed many more stakeholders in their sales meetings than they’d seen the year before. Instead, they wanted to “talk” and “ask questions.”. Instead, they wanted to “talk” and “ask questions.”.

Technique 305

Technique Growth Clients Contact 305

Iannarino

JULY 16, 2021

The automation that claims to solve the problem of getting meetings causes the exact opposite outcome. There was a rather long menu, and at the very end he asked me if we could schedule a meeting so he could better understand my requirements. No one owes you a meeting. Sadly, many have given up hope.

Prospecting 311

Prospecting Cold Call Pitch Negotiate 311

Veloxy

NOVEMBER 29, 2022

Field Sales Engagement is the process of engaging prospects, leads, and customers in face-to-face meetings. Such a solution helps kickstart the effort to maximize face-to-face meetings weeks, if not months before a territory visit. This is especially true after a hiatus of sorts during Covid.

Territory 246

Territory CRM Sales Contact 246

Iannarino

MARCH 2, 2023

This makes your contact One-Down , lacking the information and experience that would ensure they make the right decision. Without educating your contacts about these key topics, you create uncertainty, which is the opposite of what your client is looking for. This approach is often too fast, and it leaves your contacts behind.

B2B 276

B2B Contact Clients Entertainment 276

Iannarino

JUNE 23, 2021

The Gist: Some salespeople try to acquire a meeting by mentioning their prospective client’s direct competiton. Instead of hinting at intrigue, you need to trade value for the time you are asking your contact to give you. It also suggests that you need to improve your ability to command a meeting.

Appointment 273

Appointment Clients Sales Trust 273

Iannarino

AUGUST 2, 2021

Likewise, while checklists can help you plan and move through meetings, few of the target outcomes could prove that the deal was real, that it was progressing, and that the salesperson had a high probability of winning the client’s business. No more pushy sales tactics.

Process 329

Process Sales Clients Conversion 329

Veloxy

MAY 25, 2021

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. 25% of sales people make a second contact and stop. 12% of sales people only make three contacts and stop. only 10% of sales people make more than three contacts.

Referrals 290

Referrals Quota Cold Call Contact 290

Iannarino

JULY 3, 2022

When you ask a prospective client for a meeting, you are asking them to provide you with their single, non-renewable commodity: their time. The single reason your contacts say no to a request for a meeting is that they believe it is a waste of their time.

Contact 198

Contact Meeting Clients Prospecting 198

Veloxy

NOVEMBER 29, 2021

Some buyers are still working from home, and most face-to-face meetings have been replaced by Zoom calls. Veloxy : Having a 360° view of your account and contacts prior to a meeting can help tailor your talking points around recent and relevant intelligence not found on LinkedIn or Zoominfo.

Sales 290

Sales Quota Up-sell B2B 290

Iannarino

MAY 2, 2024

In an era dominated by digital screens, the profound advantage of investing time with your contacts cannot be overstated. Participate in Planning Sessions : Several clients extended invitations for me to attend their planning meetings, granting me access to key leaders and pertinent documents.

Clients 199

Clients B2B Contact Follow-up 199

Iannarino

JUNE 18, 2021

Some of the challenges of selling effectively grow more difficult over time—a natural outcome of greater complexity and its impact on our contacts and clients. Fortunately, this is a simple objection with a concern that is easy to resolve, namely by demonstrating the value of your meeting for your prospective client.

Objectives and Key Results 242

Objectives and Key Results Clients Price Sales 242

Veloxy

DECEMBER 14, 2022

Not surprisingly, only 42% of these sales reps expected to meet (not crush) quota. Should we be surprised that sales reps are less confident in meeting (not crushing) quota? Manually entering contact information and notes is boring and it doesn’t help close deals. That’s a stunning 125 hours of less selling time than in 2018 !

Quota 246

Quota Sell CRM Contact 246

Veloxy

NOVEMBER 22, 2022

If you’re planning to replace your existing CRM system with Salesforce, or if you’re deploying Salesforce as the first CRM in company history, follow these steps: Hold a team meeting to gather thoughts and requests. Schedule one-on-one meetings to record more individualized thoughts and requests. They’re not coming to work to type.

Non-Profits 264

Non-Profits CRM Contact Consult 264

Iannarino

JULY 21, 2021

The more mature your contact, the more you’ll alienate them by focusing on your competitor. The first reason that message would fail to gain a meeting is that mature businesspeople understand that their partners will have some challenges producing the results they need. Your value proposition for a meeting can’t be “O’Doyle rules!”

Cold Call 286

Cold Call Cross-sell Gaming Clients 286

Iannarino

FEBRUARY 11, 2022

You need to reach your dream client to schedule a meeting and create a new opportunity. You email on Monday morning, waiting for your prospective client to respond to your cold email with a date and time to meet, but your contact doesn't respond.

Contact 189

Contact CRM Clients Prospecting 189

Veloxy

DECEMBER 21, 2021

Be sure to bring this to your next meeting, because this time next year, you’ll understand just how much revenue was left on the table before automation. For example, this could be entering in the contact information of a new prospect at one moment, and manually prioritizing outreach at another. What is Salesforce Automation?

Tradeshows 348

Tradeshows Contract Sales Contact 348

Veloxy

OCTOBER 4, 2022

Pretend that every single person you meet has a sign around his or her neck that says, 'Make me feel important.' ”. Eye contact is very important because if you don’t make eye contact at least 72 percent of the time, people won’t trust you.”. Many people limit themselves to what they think they can do.

Drivers/motivators 264

Drivers/motivators Sales Contact Promote 264

Veloxy

JUNE 4, 2024

Ask them how much time they spend manually prioritizing leads or creating new contact records. How Veloxy helps: With a centralized view of each account and contact, Veloxy users can quickly review sales collaboration efforts before meeting with their customers. In many cases, users have found customers.

Objectives and Key Results 245

Objectives and Key Results User Experience Contact Trust 245

Veloxy

JANUARY 20, 2023

On top of that, they want sellers to meet them “wherever” they are. How can a salesperson meet all of these standards while also enjoying what they do? What about the anxiety that is the job of the Business Development Representative who is responsible for making those connections and first contacts?

Sell 246

Sell Quota Sales Cold Call 246

ClickFunnels

JANUARY 31, 2022

You can also add any further details here such as contact details, calculations and statuses. without having to contact team members individually. You schedule weekly/monthly meetings in the workspace to get everyone together at the same time to discuss updates, ideas and issues with the project. Productivity Tracker.

Clients 219

Clients Contact Meeting Contract 219