Veloxy

JUNE 23, 2021

For most companies, selling virtually has become the new norm. And although some have taken to virtual selling like a fish to water, more and more businesses are struggling to adjust. So, how can we work on fixing a lot of these virtual selling challenges? 10 Steps to Building a Virtual Selling Team. Stop waiting.

Sell 317

Sell Education CRM Up-sell 317

Veloxy

JANUARY 7, 2025

Presenting: Showing the value of what you sell. How to Remove Salesforce CRM Friction Learn how to remove friction points tied to Salesforce, helping your sales team sell easier and faster. Regularly meeting and communicating openly with your sales and marketing teams will encourage collaboration. There's more, read today!

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Iannarino

JULY 28, 2021

Yet all these approaches deprive you of the many benefits of cold calling, by allowing you to hide behind a screen and avoid having to speak to the human being you are asking for a meeting. Make enough calls, and you will bump into people are grouchy enough to say something rude or just hang up on you. Hearing the Word No.

Cold Call 352

Cold Call Clients Contract Meeting 352

Partners in Excellence

JANUARY 23, 2025

Anyone entering into selling immediately sees the obsession we have with numbers. How many emails, how many calls, how many meetings, how many demos how many proposals, how many bathroom breaks……… And the gurus reinforce and intensify this. Despite ramping up the numbers, increasingly we are not achieving our goals.

Gaming 122

Gaming Up-sell Quota Pitch 122

Veloxy

JANUARY 19, 2022

Get ready to impress more buyers and get more meetings. When a B2B buyer picks up a cold call, they instantly think you got their name and number from a list. But, if they’re still stubborn or hesitant to commit to a meeting, here are a few other tips to get the evasive, “Yes!”: Demonstrate that you know their business.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Partners in Excellence

NOVEMBER 21, 2024

How we reduce our selling cycle. And AI has amped it up to another level. It will schedule a meeting for us and provide us the notes before we go into the meeting. We are even seeing AI Agents conducting the meetings for us, so we don’t even have to show up. Are you selling more?”

Objection handling 126

Objection handling Technology Technology Up-sell 126

Martech

AUGUST 26, 2024

And they don’t want to take a meeting with a salesperson if they can help it. And smooth our selling process — their buying process — to its digital best. But B2B companies have been experimenting for decades with lower cost methods to reduce selling expense. It’s hard to keep up! So, we marketers need to get on board.

B2B 134

B2B X-functional Cross-sell B2C 134

Iannarino

JULY 3, 2021

Do not target the companies that already buy what you sell or are highly likely to start doing so. The primary ingredient in phone spam is the fact that what you sell has no relevance for the person receiving the call. Make sure you tell them exactly what you sell and how you 100% guarantee that they need this product.

Cold Call 325

Cold Call Pitch Retail Clients 325

Martech

SEPTEMBER 26, 2024

That’s not to say you shouldn’t make sure during the first year that your PR efforts are ramping up from month to month and quarter to quarter. Hire local PR representation in every major market you sell in If you ask an agency if they can cover a geographical market outside their home territory, they will likely say yes. Processing.

Territory 132

Territory Contact Pitch Cross-sell 132

Partners in Excellence

FEBRUARY 12, 2025

The leader held this individual up as a high performer. But when I started looking at the performance, I realized, despite consistently meeting the goals, the number of qualified leads this person was developing was about the same as his peers. At the 5 minute mark, he would hang up, then call the buddy back.

Gaming 121

Gaming Contract Pipeline CRM 121

Sales Gravy

NOVEMBER 7, 2024

In this episode of The Sales Gravy Podcast, Jeb Blount sits down with Andy Matheou from RHM Staffing to dive deep into the challenges and triumphs of selling in the staffing industry. 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 30, 2021

The same trend has made many best practices so prevalent that entire swaths of selling are now fully commoditized, making many sales conversations transactional rather than consultative. I understand the sentiment behind “that meeting should have been an email,” but you will find me firmly ensconced on the pro-meeting side.

Technology 306

Technology Technology Clients Meeting 306

Iannarino

JUNE 30, 2021

An aversion to prospecting is often caused by horrible approaches to asking for a meeting. The gist, I think, was something about having a discovery call to see how her solutions could help me book more meetings with my prospective clients. First, only salespeople call them discovery calls—prospects just call them meetings.

Prospecting 293

Prospecting Cold Call Pitch Clients 293

SaaStr

NOVEMBER 3, 2024

The other day someone who used to be an A+ sales leader emailed me about a position I’d introduced to him as a super hot start-up. Maybe not epic, but really a sales leader I looked up to. He’s done selling, and probably, being curious. The email to me was: “What do they do again?” And the talk.

Sell 116

Sell Up-sell Sales Start-ups 116

Iannarino

JULY 21, 2021

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. His main goal, though, was to sell his solution, something his email made perfectly clear. There is nothing wrong with being an expert on what you sell.

Cold Call 302

Cold Call Cross-sell Gaming Clients 302

SaaStr

JANUARY 4, 2025

You cant get folks used to working from home to embrace coming to the office You cant get folks used to selling 1520 hours a week to start working 5060. You have to start with a certain set of expectations, and hire folks that want to meet them. You cant get sales reps used to only doing inbox to magically start cold calling for real.

Cold Call 111

Cold Call Customers Start-ups Meeting 111

Iannarino

JULY 7, 2021

One way to improve your approach is to remove the crutches you have used to sell. 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. Master Cold Calling with this FREE eBook. A Short Explanation.

Sell 328

Sell Cold Call Contact Clients 328

Sales Gravy

OCTOBER 24, 2024

Breaking Up with Prospects: One challenge for sellers is recognizing when to disengage from prospects who show little progress. Find strategies for professionally and respectfully "breaking up" with prospects to avoid wasting time on deals that are unlikely to close.

Pipeline 98

Pipeline Launch Sales Up-sell 98

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. Few professionals would sell something to someone who wouldn’t benefit from what they sell.

Prospecting 300

Prospecting Cold Call Pitch Negotiate 300

Iannarino

AUGUST 6, 2021

and their solutions, then asking them to click a link to book a meeting. Notably, starting by providing information about your company, your clients, and your solutions projects one thing: you have something to sell and you believe this person should buy it. Then listen up. Instead of attracting clients, you repel them.

Campaign 324

Campaign Pitch Clients Prospecting 324

Anthony Cole Training

AUGUST 9, 2024

In selling, you should have various rules of engagement when it comes to cultivating a prospect. If the prospect will meet with them, talk with them, reply to their emails, many salespeople will just go all in. When they do that, they commit one of the cardinal sins of selling. They wind up wasting their time.

Prospecting 267

Prospecting Up-sell Follow-up Start-ups 267

Veloxy

JUNE 24, 2021

If you don’t, your audience will pick up on it and won’t trust or value what you’re saying. Use These Body Techniques to Sell More. This means that body language makes up more than half of business communication , and an increase in email and text messaging is getting in the way of good business. Facial Expressions. Eye Contact.

Cross-sell 287

Cross-sell Technique Pitch Contact 287

Tibor Shanto

JULY 20, 2021

I’ll follow up by asking “for prospecting and selling?” Unless you have a one call sale, you will need to secure the second meeting even if you have success on call 1. This makes the “getting the appointment” the primary goal of a meeting. It is at this point that I need to remind them of the much-loved 80/20 rule.

Appointment 321

Appointment Education Prospecting Meeting 321

Veloxy

JUNE 21, 2021

If you sell telecommunications, your cold calls could and should be different than a salesperson selling software. If you sell IT services, your cold calls could and should be different than a financial services consultant. You can use these scripts, tips, and tricks to up your cold call game. Prospect: Yes!

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Martech

SEPTEMBER 20, 2024

This approach meets multiple customer needs with integrated solutions while allowing the company to grow efficiently across its products. Source: GTM Partners, 3Ps GTM Maturity Model It’s not just about selling more products. This sharpens the team’s upsell and cross-sell strategies, improving retention.

GTM 111

GTM Product Cross-sell Profit margin 111

Martech

SEPTEMBER 11, 2024

Product management is in charge of anticipating and meeting customer’s emerging needs. When many people are responsible for upselling and cross-selling, the customer can be, at best, confused and, at worst, feel badgered by multiple people from the same company. By fine-tuning these, you can better meet customer needs.

Cross-sell 110

Cross-sell Customers UX A/B testing 110

Iannarino

JULY 14, 2021

The salesperson must somehow create enough value that they can command a second meeting to pursue that opportunity. From the salesperson’s view, the worst possible outcome would be to leave the meeting without reaching either target. That method worked well for a long time, but entropy has caught up with it.

Conversion 321

Conversion Sales Clients Technique 321

SaaStr

JANUARY 8, 2025

But at the start of its expansion play, Checkr’s enterprise motion failed, and sales cycles were slow, taking up to a year for $100k & up deals. So instead of just thinking about bookings targets and bookings attainment in meetings, she brought revenue focus into every cadence of running the business.

Objectives and Key Results 119

Objectives and Key Results Growth Engineering Quota 119

Partners in Excellence

NOVEMBER 6, 2024

They look at comp expectations, perhaps tweaking the plans to meet certain budgetary or other goals. The present endless models on selling activities, outlining monthly and quarterly goals for demand/lead gen, outreach, meetings, top of pipeline, pipeline, renewal/retention, comp models and so forth.

X-functional 127

X-functional Strategize Quota Pipeline 127

SaaStr

MARCH 25, 2025

In SaaS, its easy to assume that virtual selling has completely taken over. But if you listen to many top CROs in SaaSlike Jonathan Vassil of Toast, Christian Smith of Splunk, Loren Padelford of Slice, and Sam Blond CRO emeritus of Brextheyll tell you that in-person selling is far from dead. Slice does much of the same. The results?

Conversion 71

Conversion Territory Referrals Inside sales 71

Partners in Excellence

JANUARY 2, 2025

We assign number of dials, outreaches, meetings per day. Fewer than 40% of sellers meet their goals. Attrition is up. Virtually every indicator says “selling is broken!” We script every conversation, yet the customers we are engaging don’t have the same script. Customer engagement plummets.

Pipeline 127

Pipeline Government Education Conversion 127

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. ” But coaching, at least in selling and GTM is very focused and specific.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Iannarino

AUGUST 7, 2021

As a way to test this statement, count the number of sales emails you received today that created an overwhelming urge to click the salesperson’s calendar link and schedule a meeting. Of all the mediums available, only three allow for synchronous communication: face-to-face meetings, video meetings, and the telephone.

Cold Call 278

Cold Call Clients Sales Pitch 278

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

Veloxy

AUGUST 6, 2021

Unfortunately, closing calls depend on who you’re selling to and could take you tens of hours. So you’ll either come out on top by establishing an authoritative relationship, or you’re stuck playing catch up the entire time. Time wasted on unqualified leads quickly adds up to hours in dead calls. What is a Discovery Call?

Cold Call 328

Cold Call Pipeline Prospecting Follow-up 328

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. Get to know your customers really well.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Martech

OCTOBER 25, 2024

You can use them to promote events, keep leads engaged, follow up with customers and much more. Instead, set up a sequence to do it for you, making sure people don’t forget about your event and increasing attendance. Then, follow up with a recording link and a quick survey to get feedback.

Appointment 118

Appointment Follow-up Contact Start-ups 118