Closing Bigger

NOVEMBER 3, 2024

Fathom is an AI-powered tool designed to enhance productivity by automating meeting notes and summaries. It integrates seamlessly with Zoom, Microsoft Teams, and Google Meet, recording your meetings and generating complete transcripts in real-time.

Presentation 52

Presentation Growth CRM Meeting 52

Sales Pop!

MAY 14, 2024

When people go online in search of a solution to their problem, they don’t want to spend days looking for a service that will meet their needs. This decision often comes down to which service is presented in the most clear, accessible, and engaging way. Your website often serves as the initial meeting point with potential clients.

Presentation 130

Presentation Service Product Niche 130

Iannarino

JULY 7, 2021

Here is the scenario: You are meeting with your prospective client. However, to gain this meeting, you had to agree to follow a list of rules your prospective client provided. Let’s look at the challenges these rules present. How do you know what your contact will recognize as valuable enough to command the next meeting?

Sell 328

Sell Cold Call Contact Clients 328

Partners in Excellence

NOVEMBER 6, 2024

They are presenting the strategic goals and numbers for the coming year. They look at comp expectations, perhaps tweaking the plans to meet certain budgetary or other goals. ” I tend to be a pain in the ass when I sit in these meetings (OK, I’m a pain in the ass all the time).

X-functional 127

X-functional Strategize Quota Pipeline 127

Sales Gravy

NOVEMBER 7, 2024

The staffing industry presents unique challenges, as selling intangible services such as staffing solutions requires resilience and the ability to manage client skepticism. Early in a sales career, working weekends, making countless cold calls, and attending numerous meetings is essential.

Cold Call 103

Cold Call Clients Trust Sales 103

Iannarino

JULY 19, 2021

Presentation and Proposal. Generally, after you agreed with your client on a solution, you would present it and provide a formal proposal and pricing. Presentation and Proposal. At this point, you may or may not need to provide a presentation, but you will eventually have to provide your client with a proposal and a contract.

Conversion 334

Conversion Clients Sales Presentation 334

Iannarino

OCTOBER 26, 2023

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. For example, you may have been taught to disqualify your prospective client, ensuring you are only talking to them so you can convert them.

Clients 304

Clients Presentation Meeting Prospecting 304

Martech

SEPTEMBER 26, 2024

Maximize meeting efficiency Use pre-meeting notes to keep people aligned and then spend meeting time brainstorming solutions to problems and creative story ideas. Don’t make the mistake of using meetings to review activities. Keep open lines of communication Open communications with your agency cannot be understated.

Territory 128

Territory Contact Pitch Cross-sell 128

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? Start by making sure the room is presentable. Always make sure it presents the image you and your organization want to present.

Sell 317

Sell Education CRM Up-sell 317

Iannarino

AUGUST 5, 2021

Outdated approaches to sales, especially during first meetings, all but ensure a bad first impression. You’ve been pursuing your dream client for months and have finally convinced them to meet with you. Success in a first meeting all but ensures a second one. The Gist: You never get a second chance to make a first impression.

Clients 337

Clients Meeting Conversion Consult 337

Martech

NOVEMBER 25, 2024

Some of my favorites include: Studio-quality meetings and content-creation tools A professional-grade HD 1080p webcam with built-in ring light. A broadcast-quality USB microphone for crystal-clear meetings, podcast recordings and video narration. A collapsible green screen for professional virtual backgrounds.

Teamwork 112

Teamwork Niche Networking Presentation 112

Iannarino

JULY 4, 2021

The reason clients avoid booking a second meeting, whether by ghosting you or just politely asking that you call them next week to schedule, is because you didn’t create enough value in the first conversation. Rackham put it this way: “Would your client be willing to pay for that meeting?”

Contract 337

Contract Contact Clients Prospecting 337

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.

Sales 281

Sales Presentation Meeting Prospecting 281

Veloxy

JUNE 24, 2021

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. If you won’t meet your prospects gaze during a meeting, they’re likely to think you’re uninterested or distracted in what they have to say.

Cross-sell 287

Cross-sell Technique Pitch Contact 287

Search Engine Land

JULY 29, 2024

Content quality and relevance: Both emphasize the importance of high-quality, relevant content that meets user needs and adheres to E-E-A-T (experience, expertise, authoritativeness and trustworthiness) principles. Technical excellence : Keep your website technically sound to meet the needs of SEO and GEO. What are the benefits of GEO?

Engineering 131

Engineering Objectives and Key Results Trust User Experience 131

Salesforce

AUGUST 6, 2024

To aid in this, the company developed a tool called Penny, an AI agent that’s automatically invited to all meetings. It can do this by comparing meeting summaries against the company’s broader objectives. Always listening and analyzing, it spots problems and inefficiencies that might otherwise go overlooked. Sandstone is one.

Real Estate 128

Real Estate Non-Profits Click Through Rate CRM 128

Search Engine Land

FEBRUARY 9, 2024

These platforms index and rank webpages based on keywords, backlinks and other factors, presenting them in an ordered list in response to user queries. SEO today: Meeting users where they are Someone might search for a cooking tutorial on TikTok instead of Google. The classic examples include giants like Google and Microsoft Bing.

Engineering 121

Engineering Meeting Presentation User Experience 121

Search Engine Land

SEPTEMBER 11, 2024

In such cases, we recommend that the auditor meets with a web developer to align execution scores before presenting to the client. Similarly, in SEO, presenting raw data without interpretation or actionable advice is a disservice to clients. Schedule a follow-up meeting to discuss the implementation strategy and timeline.

High impact 106

High impact Objectives and Key Results Clients Education 106

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.

B2B 265

B2B Clients Presentation Sales 265

Iannarino

JUNE 4, 2023

Occasionally, a salesperson asks you to join them on a discovery call or a presentation. You are being asked to join this meeting because the client’s operations people will have questions that the salesperson can’t answer as well as you can. You are in an operational role, where your job is to execute what your salesperson sells.

Presentation 255

Presentation Sales Meeting Sell 255

Partners in Excellence

DECEMBER 11, 2024

.” Sitting in reviews, after expressing my amazement about the richness of the dashboards and how nicely they present the data, generally I find myself asking the questions, “Looks like you are in deep s**t, what are you going to do about it?” And the cycle continues, day after day.

Pipeline 118

Pipeline Gaming Presentation Follow-up 118

Sales Gravy

OCTOBER 10, 2024

The Importance of Micro Commitments: Gaining micro commitments—small agreements to follow up or have another meeting—throughout the sales process can reduce the likelihood of being ghosted. You can do this by using traditional methods, such as handwritten notes, to stand out and stay connected, along with maintaining a presence on LinkedIn.

Gaming 96

Gaming Cold Call Hospitality Commission 96

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 328

Process Sales Clients Conversion 328

Salesforce

JULY 10, 2024

While AI presents climate risks, it also has the potential to be a powerful tool to address climate change. It’s a game-changer for Groundswell, empowering us to expand our community solar and energy efficiency initiatives to meet this moment of unprecedented opportunity,” said Michelle Moore, CEO of Groundswell. “We

Electricity 130

Electricity Agriculture Territory Manufacturing 130

Martech

NOVEMBER 1, 2024

While many marketing teams struggle to meet their targets, this strategy presents an incredible opportunity to unlock additional revenue. Dig deeper: How ABM systems are evolving to meet changing B2B buying behaviors Implementing the roadmap Here’s a practical three-step plan to shift toward an expansion-focused ABM strategy.

Growth 133

Growth GTM B2B Strategize 133

Veloxy

JANUARY 7, 2025

It traditionally has steps that include prospecting, engagement, qualification , presentation, objections and closing. Presenting: Showing the value of what you sell. Regularly meeting and communicating openly with your sales and marketing teams will encourage collaboration. Qualification: Evaluating a leads needs and fit.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Iannarino

MAY 2, 2024

Participate in Planning Sessions : Several clients extended invitations for me to attend their planning meetings, granting me access to key leaders and pertinent documents. Address Challenges : In my sales journey, each day presented unique challenges for my team and clients. Consistent client visits foster loyalty and growth.

Clients 241

Clients B2B Contact Sales 241

Veloxy

JUNE 15, 2023

Short Summary Outside sales is a process that involves traveling to meet potential customers and build relationships. Defining Outside Sales Outside sales is the process in which sales representatives, or outside sales professionals , travel to meet potential customers face-to-face.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Technique 264

Iannarino

JUNE 23, 2021

The Gist: Some salespeople try to acquire a meeting by mentioning their prospective client’s direct competiton. The problem with this low-integrity gambit is that it presents you as a spy, not a trusted partner. It also suggests that you need to improve your ability to command a meeting.

Appointment 309

Appointment Clients Sales Trust 309

Martech

JULY 30, 2024

Content quality and relevance: Both emphasize the importance of high-quality, relevant content that meets user needs and adheres to E-E-A-T (experience, expertise, authoritativeness and trustworthiness) principles. User experience: Both prioritize creating content that is engaging, easy to find and navigate.

Engineering 108

Engineering Objectives and Key Results User Experience Trust 108

Search Engine Land

AUGUST 2, 2024

It can be really difficult in an industry like SEO where the client isn’t easily able to physically see the work that has been carried out, they often don’t really understand SEO either, which can present an additional challenge. Best practices for client communication: Schedule regular meetings to discuss progress and strategies.

Clients 82

Clients Strategic planning Trust Presentation 82

Partners in Excellence

JANUARY 16, 2025

We can leverage AI tools to provide research, help us plan a meeting, give us the scripts or texts we use to execute the meeting. We have those meetings scheduled every week, pipeline reviews, deal reviews, account reviews one on ones, and others. Perhaps we ask them for ideas, to research a customer, plan a call/meeting.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Veloxy

NOVEMBER 30, 2023

In-person meetings create more space to read between the lines, interpret nuances, and establish bonds that last beyond a single transaction. Unlike inside sales, which rely on digital communication, field sales involve personal meetings, presentations, and relationship-building on the ground.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

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.”.

Technique 316

Technique Growth Clients Contact 316

Partners in Excellence

JANUARY 24, 2025

I think I disappointed everyone, they thought I was going to present some keen insights about how to improve performance. Again, while we have lots more information, with those three metrics, I have a very good of our ability to meet those goals based on those three metrics. Instead, I posed a single question?

High impact 109

High impact Pipeline Inside sales Quota 109

Partners in Excellence

MARCH 6, 2025

” The result might be a document or a presentation, sometimes I thought their value was assessed by the number of pages or the pounds/kilos the document weighed. And most of the time, the documents were abandoned, or perhaps the next year, people blew the dust off the plan, updated it, presented it to management, then filed it away.

Strategic planning 84

Strategic planning Strategize Presentation Follow-up 84